Business & Technical Theater #1
Tuesday, January 19 11am-12pm
Promoting Your Value Proposition to Your Customers & Prospects
Tom Marx, President & CEO, The Marx Group
Tom Marx of the Marx Group will cover today’s hot methods and how they influence a marketing strategy, especially when integrating the new "social media" with relationship-based and more traditional marketing tactics. Marx Group associates will present how to design your strategy, identify what will work best for your business, how to set realistic budgets, how to launch the tactic and how to measure results.
Business & Technical Theater #2
Tuesday , January 19 1pm-2:30pm
"Finding Cash In Your Business"
Jason Bader, Speaker, Author & Consultant, The Distribution Team
Jason Bader of The Distribution Team views inventory as cash. To find cash an important element is getting everyone on board. Jason Bader will provide the benefits of distribution savvy employees that understand the basics of hunting cash, the difference between inventory turns and customer service levels and how to determine profitable and unprofitable customers using a profitability analysis. This session tackles a different aspect of inventory management by examining the role of employees involved in "Finding Cash in Your Business".
Business & Technical Theater #3
Wednesday, January 20 11am-12pm
"Right Here Right Now" Aftermarket Opportunities for Diesel Exhaust Fluid & Particulate Trap Service
Derek Smith, Editor Truck Parts & Service – Introduction
Presenters: Sandeep Kar – Program Manager Heavy Truck Technologies, Frost & Sullivan
Fred Schmidt – General Manager Engineering / Development, Donaldson
This forward-looking session details the potential impact EPA 2010 regulations for product groups in the diesel particulate filter & diesel exhaust fluid areas. Sandeep Kar’s presentation focuses on the revenue stream in DPF, DPF cleaning, what to prepare for and what channels DEF & DPF is serviced by. Data will be provided on near term and 5-year projected market size by vehicle population and dollar revenue. Fred Schmidt examines the DPF cleaning process, equipment required and service implications. This session will inform attendees on the methods and opportunities servicing the various types of DPF systems.
Business & Technical Theater #4
Wednesday, January 20 1pm-2:30pm
This session is a value-add for those that have attended Business & Technical theater presentations and service dealer workshops during the 2010 conference. The goal of this session provides the attendee an additional dose of instruction to best utilize the materials for cascading the Business & Technical Theater and workshop content to their employees back home. Participants will be provided with the tools, tips, and instructions to conduct the training effectively in-house at their company. Attending this session will provide the ready to teach and ready to implement goal of the transferring knowledge session.
Sales Workshop
Wednesday, January 20 8:30am-11:30pm
Part 1
"Sales Has Nothing to Do With Selling" and Innovate with CRM
Richard Farrell, President, Tangent Knowledge Systems & Author of "Sales Has Nothing to do With Selling"
What is the value of being the CEO of your territory? This session is designed to be a wake-up call for all organizations on how to sell, strategize and position their companies to meet the harsh realities of the information economy and the challenging economic climate of today’s marketplace.
Part 2
"How to Better Manage Salespeople"
Renny Monaghan, Vice President, Salesforce.com
Dwight Moore, Director, Manufacturing, Distributor & Retail Industries, Salesforce.com
A CRM solutions presentation designed to overview the role and value of a CRM solution for a distribution organization. What is meant by "Flexibility and Scale", the "Service Cloud" and how to innovate with a CRM software tool. This is a relevant session for owners and managers all types and sizes of sales organizations.
Sales Behavior Workshop
Thursday, January 21 8:30am-10:00am
DISC Interaction Skills
Ken Bratz, Ken Bratz Consulting
Have you ever wondered why it is easier to work with some people more than others? What is the value of behavioral styles in the workplace and social environment? DISC examines behavioral styles and their role and value to an organization by understanding four basic styles: Dominance, Influence, Steadiness and Compliance. (DISC). These behavioral styles provide an understanding of:
- How You Handle Problems and Challenges
- How You Interact With Other People
- How You Handle a Steady Pace and Work Environment
- How You Respond To Rules and Procedures Set By Others
Service Distributor Workshop
Thursday, January 21 7:30am-11:30am
New technology represents both opportunity for growth and liability with the advancements in commercial vehicle components and systems.
- Changes in Steer Axle and Suspension Technology: John Knutson, Hendrickson
- Brake Systems of the Future, Here Today, Are You Ready? Mark Melletat, Meritor WABCO
- Wheels Flying Down the Highway; Pray Your Technician Didn’t Install Them! Roger Maye, ConMet
- Stopping Distance Regulation Impacts to the Vehicle Repair Industry: Sandeep Kar, Frost & Sullivan will present and moderate a panel to explore the impact of FMVSS 121. Panel participants include representatives from Hendrickson, ArvinMeritor and ConMet discussing the future of ABS brake systems and the affect it will have on the chassis, axles and suspension.
Service Provider Workshop
Thursday, January 21, 8:30am-10am
Part 1: Hybrids Today & Tomorrow
Deborah Lockridge, editor of Heavy Duty Aftermarket Journal and Heavy Duty Trucking magazines
Seth Deutsch, Head of Global Marketing & Planning, Eaton’s Hybrid Power Systems Division
Vern Caron, Director of Hybrid Vehicle Technology, ArvinMeritor
According to a recent report from Pike Research, cumulative sales of hybrid vehicles in the fleet sector will total nearly 4 million worldwide between 2009 and 2015. The cleantech market intelligence firm forecasts that hybrid fleet sales will increase from 300,000 in 2009 to more than 830,000 in 2015. And the biggest growth categories for fleet hybrids are medium/heavy duty trucks and buses, according to the researchers. North America will be the leading region in terms of hybrid fleet penetration, with hybrids reaching 8 percent of all fleet sales in the next five years. Is your independent parts and service operation ready for these changes? Deborah Lockridge, editor of Heavy Duty Aftermarket Journal and Heavy Duty Trucking magazines, leads a panel discussion that will help you prepare for this new business opportunity.
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