Attention spans are getting shorter every day. Wouldn’t it be great if you could get your points across before distracted, impatient people tune you out? This session solves one of the greatest challenges in business today: gaining your employees’ and customers’ attention and keeping it. With just a few key principles, you’ll have the tools to engage more effectively in today’s fast-paced, instant-gratification world. Learn how to:
Connie Dieken, CSP, is founder and CEO of Influential Leaders and author of the best seller, “Talk Less, Say More: 3 Habits to Influence Others and Make Things Happen.” A Radio/TV Broadcasters Hall of Fame inductee, Dieken has been advising leaders on how to communicate effectively for more than 20 years. Find her at www.conniedieken.com and follow @ConnieDieken on Twitter.
The most important human resources decision you can make is the people you choose to take care of your customers. However, interviewing is only a small part of that selection process. This fast-paced session will focus on the tools and techniques you need to help you make the right hiring decisions, gather information legally and avoid that “dream” employee who turns into a nightmare. Learn:
Mel Kleiman, CSP, is president of Humetrics and is an internationally recognized authority on recruiting, selecting and hiring hourly employees. He has written seven books, including the best seller “Hire Tough, Manage Easy,” which was featured on CNN Headline News. Kleiman also is a past speaker atThe Rental Show. See www.humetrics.com and follow @MelKleiman on Twitter.
Social media is here to stay. So, how do you develop a logical, comprehensive strategy for social media that complements your overall marketing plan? This session will cover the strategic planning methods that hundreds of companies are using today to create and sustain social media success. You’ll learn how to use social media in your business for long-term gains, not just the “flavor of the day” tactics. Topics include:
Jay Baer is a social media strategist who has helped companies such as Nike, Sony and Allstate harness the power of the social Web. He’s co-author of the new book, “The NOW Revolution: 7 Shifts to Make Your Business Faster, Smarter and More Social” and was named one of America’s top social media consultants by Fast Company magazine. Read his blog at www.convinceandconvert.com and follow @jaybaer on Twitter.
Half-Day Session – Limit 100 Attendees
What’s your plan for 2012 … and how will your financial statements help you get there? Steve Abercrombie returns to The Rental Show to help you find the answers with a hands-on, practical approach. Abercrombie and his associate, Barbara Carper Nuss – past author of ARA’s Cost of Doing Business Report – will facilitate this workshop designed to help you identify your business priorities and develop a one-page plan for 2012 and beyond. This half-day session is ideal for individuals who want to help drive sales, profit and cash flow for their rental businesses. Learn how to:
Steve Abercrombie draws on his experiences as a banker, financial educator and business owner for a common-sense approach to helping business owners take control of their numbers. He also is a past speaker at The Rental Show. • Barbara Carper Nuss, CPA, is president and founder of Profit Soup. She has years of experience working with owners, managers, accountants and lenders, and her main focus is on helping owners gather and use information to build the value of their businesses. www.profitsoup.com
Half-Day Session. This program will take place both indoors and outdoors. Advance registration required - session is sold out.
When it comes to generators and power distribution, renters and inexperienced operators have a lot of questions – and safety tops thelist. Learn how to recommend the right solutions for the job every time by attending this informative session. Through classroom andoutdoor demonstrations, you’ll increase your understanding of power distribution and be better prepared to counsel staff and customers.You’ll learn:
Eric (Rick) Bernier is part of the Wacker Neuson Sales Application and Engineering group that provides product, service, sales and technical training throughout North America. He has more than 30 years of experience in the generator, climate, light and pump industries. This will be Wacker Neuson Sales Americas’ 45th year as a Show exhibitor. www.wackerneuson.com • Kent McLemore helped start Aggreko in 1985 and joined Trystar in 2007 – bringing a combination of electrical distribution panel knowledge and cable experience to this session. Trystar will be exhibiting at its seventh Show. www.trystar.com
For years, concrete floor preparation equipment has offered many rental opportunities. Today concrete polishing is not just a specialized art form – it’s an everyday design component. Attend this half-day session to learn how concrete surface preparation and polishing products can generate high returns for all sizes of rental businesses. Presenters will take attendees from a basic understanding of concrete surface preparation to in-depth, step-by-step instruction on polishing concrete. Topics include:
Harry Price is EDCO’s regional sales manager for the Mid-Atlantic and New England states and previously worked with Siems Rental. Price also serves on the ARA of Maryland board of directors. • Rich Quickel is a sales manager at EDCO, responsible for sales and marketing, customer service and daily company operations. • Jason Stanczyk creates EDCO’s video and multimedia projects, coordinates trade shows and leads EDCO’s new product development team. His grandfather Leo Swan co-founded EDCO in 1959. This will be EDCO’s 54th year as a Show exhibitor. www.edcoinc.com
In the process of writing his best-selling book, Gene Marks learned from thousands of smart business owners – from managers, owners and CEOs to Paris Hilton. These experts taught him about billing and collecting, costing jobs and using technology correctly. And because of them, he’s squeezing more profits from his own company. Attend this session and find out how Marks is closing more sales, keeping more customers happy, getting better at motivating his people and managing his cash better. Marks will cover:
Gene Marks is a small business management columnist, author, speaker and business owner. He writes for The New York Times, Forbes, The Huffington Post and American City Business Journals. Marks also owns and operates The Marks Group, a technology and consulting service for small- and medium-sized businesses. Find Marks at www.quickerbetterwiser.com and follow @genemarks on Twitter.
In a world where often the bare minimum is done to get by, Nancy Friedman, The Telephone Doctor, will show you how to go above and beyond what “everyone else” does. This session will teach you 21 unexpected customer service techniques to help you fix the service gap between where you are and where you need to be. You’ll also learn what “invisible customer service” means to your customers. Time permitting, the session also will include a Q&A segment where Friedman will answer your questions about customer service and sales. Topics include:
Nancy Friedman returns to The Rental Show with new material about increasing sales. She is president of Telephone Doctor Customer Service Training in St. Louis and travels across the U.S. helping companies communicate better with their customers. Friedman also has a new book, “54 Golden Nuggets.” www.telephonedoctor.com
No one ever changes the oil in a rental car. Why? Because they don’t own it – and there’s no need to invest in something you don’t own. What about your staff or those you lead? Do they own their work, or are they just renting space on the organization chart? The truth is caring, pride, loyalty, fellowship and passion all come from a spirit of partnership that is created by a culture of ownership. This session will discuss:
Joe Tye is CEO and head coach of Values Coach, which provides consulting, training and coaching on values-based leadership and cultural transformation for hospital, corporate and association clients. He is the author or coauthor of 12 books, including his newest book, “All Hands on Deck.” Visit www.allhandsondeckbook.com and follow @joetye on Twitter.
The development of rental performance metrics marks a new chapter in the equipment rental industry. Our industry now has standard methods for calculating performance measures that will advance individual businesses and industry performance in a consistent manner.
Key Industry Standards defined are:
McClelland will discuss ARA Rental Market Metrics™, how they were developed and why it’s important to our industry.
McClelland also will be introducing Gary McArdle to explain how Rouse Analytics benchmarking service has adopted ARA Rental Market Metrics™.
John McClelland is an ARA vice president and holds a Ph.D. in economics. He is based out of Washington, D.C., and is ARA’s advocate on government affairs. • Gary McArdle is vice president of Rouse Asset Services and has more than 25 years of experience in all areas of asset recovery, valuation and the study of industry metrics.
Rental has weathered the economic storm of the past few years, and now is a great time to take stock of the value of your business and plan your eventual transition of ownership. However, deciding how to approach these issues can be overwhelming. This session will help you take some of the guesswork out of the process by helping you find the answers to the following questions and more:
Dan Crowley is president of Peer Executive Groups and vice president of client development at Promus Financial. He has been a financial management consultant and business owner for more than 20 years. Recently Crowley has provided business valuations to large equipment rental businesses and is the facilitator for three ARA Business Analysis Groups. www.peerexecutivegroups.com
Most people think communication means delivering a message and overlook the equally important act of receiving it. But listening is the critical piece that can make or break a team’s success. Research shows we spend 45 percent of our time listening, but most of us are only 20 percent effective as listeners. This session will give you simple tools you can use to enhance your communication. You’ll learn how to:
Karen McCullough works with Fortune 500 companies and small businesses across the U.S. to improve multigenerational relations and communications. Her programs are designed to help attendees become better business owners, managers and employees. She also is a past Events & Tents speaker. Read her “Shot of Energy” blog at www.karenmccullough.com and follow @k_mccullough on Twitter.
Your bottom line depends on how well you can get what you want by helping others get what they want. This business negotiation session delivers the principles, elements and skills of creating successful deals for fruitful business relationships. You’ll learn why it’s important to bond before bargaining, how to identify the facts and feelings essential to a deal, and how to communicate with confidence, composure and persuasive punch. The session will show you how to:
Ron Black is the founder of nine businesses, a four-time turnaround consultant and a Fortune 500 marketing vice president. He helps business owners and sales professionals with real-world strategies to leverage their resources, build long-term business relationships and dominate their markets. See a video at www.thementorgroup.com and follow @Ron_Black on Twitter.
Identity theft is America’s fastest-growing crime and a prime concern among Americans. This crime not only affects individuals and families, but also has costly liability implications for every organization including data breach, corporate espionage and reputation damage. Good personal privacy habits lead to safer data within your business – and safe data is profitable data. You’ll learn the fundamental building blocks to proactively protect valuable information assets, both personally and professionally. Topics include:
John Sileo’s identity was stolen from his business and used to embezzle almost $500,000 from his clients. While the thief covered his crimes using Sileo’s identity, John and his business were held legally and financially responsible for the felonies committed. Sileo now fights back as a speaker on identity theft prevention, cyber security and more. See www.sileo.com and follow @john_sileo on Twitter.
When potential customers search online for rental stores in your area, does yours top the list? This session will show you strategies to improve your search engine optimization (SEO), so your business ranks in the free section on the first page of Google. Attend this session for resources to make your website more search-friendly so it helps you attract new business. Topics include:
David McBee is a Certified Google Professional who provides Internet marketing-related education, consultation and services. He began advising small and medium business owners more than 10 years ago while working for the Yellow Pages and followed his passion for the Internet as he saw new technology replace old media. See www.DavidMcBee.com and follow @davidmcbee on Twitter.
Limit 100 attendees
Dan Kaplan. The name is legendary in the equipment rental industry worldwide.
Former president of Hertz Equipment Rental Corp. (HERC) from 1982 until 1997, Dan is credited with developing the policies, procedures and methodologies of the modern rental industry. In his more than 25 years in the rental industry, Dan has purchased rental companies in the U.S. and Europe, and has opened more than 100 greenfield rental locations around the world. He continues to consult in the industry today, both domestically and internationally.
Join your colleagues for a unique opportunity to hear – up close and personal – Dan’s perspectives on the rental equipment industry: its past, its present and its future.
This session will be limited to 100 attendees. Plan to arrive early so you don’t miss out on this one-of-a-kind presentation by Dan Kaplan, member of the ARA Rental Hall of Fame.
Daniel Kaplan is an internationally renowned expert in the rental industry and is the founder of Daniel Kaplan Associates (1997), a consulting group focusing on emerging issues in the service industry. Kaplan was president of Hertz Equipment Rental Corp. (HERC), the largest industrial and construction equipment rental company in the world, from 1982 until 1997. As president of HERC, Kaplan grew sales from $58 million to over $500 million, and expanded from 55 domestic locations to 140 locations worldwide.
His book, “Service Success: Lessons From a Leader on How to Turn Around a Service Business” (1994, John Wiley and Sons) is widely used in academic and professional settings and is considered a must-read for anyone in the rental industry. Kaplan was inducted into the ARA Rental Hall of Fame in February 2006.
When it comes to generators and power distribution, renters and inexperienced operators have a lot of questions – and safety tops the list. Learn how to recommend the right solutions for an event every time by attending this informative session. Through classroom and outdoor demonstrations, you’ll increase your understanding of power distribution and be better prepared to counsel staff and customers. You’ll learn:
There’s more to scaffolding than just putting the pieces together. It’s part science and part art, and it needs to be adapted to each situation. This half-day session will include classroom instruction and an outdoor demonstration, including a 10-ft. tower setup. Instruction will focus on scaffolding preparation, parts and assembly, risky setups, and tips and tricks for maintenance. You’ll gain an understanding of:
Chuck Hutchinson is vice president of scaffold sales with Haulotte Group and has been with BilJax for more than 20 years. With vast experience in the scaffold field, Hutchinson has been a representative of both the Scaffold Industry Association (SIA) and ARA. Haulotte Group BilJax will be exhibiting at the Show for its 53rd year. www.biljax.com
A beautiful hardwood floor adds an elegant touch to any indoor environment. But achieving that striking luster depends on the right tools and techniques. During this session, flooring experts from Essex Silver-Line and Primatech will show you how to add revenue to your rental business with the proper equipment and instruction on hardwood floor installation and refinishing. This half-day demonstration will familiarize rental store owners and employees with:
Dennis Barous is president of Essex Silver-Line, which he owns with his brother, Frank. He also has extensive hands-on experience with floor sanding and refinishing. • John Goddard is vice president of sales for Essex Silver-Line and has worked in the rental industry since 1990. He has presented seminars for organizations including ARA. • Jerry Smith is national sales manager for Essex Silver-Line. He has been with the company for more than 14 years and has extensive experience installing and refinishing hardwood flooring. This will be Essex Silver-Line’s 40th year as a Show exhibitor. www.essex-silver-line.com • Curtis Richard is sales manager for Primatech, a manufacturer of wood flooring fastening systems. Richard has presented seminars for the National Wood Flooring Association (NWFA) and has years of experience in the wood flooring and rental industries. www.primatech.ca
This is a repeat of the morning session. See the description at 8 a.m. – 9:40 a.m.
As an ARA member, you probably know how the financial benchmarks in ARA’s Cost of Doing Business Report can help you plan and manage for a more profitable business. But do you know how it can help you get what you need from today’s banking world? During this session, you’ll hear the insiders’ perspectives on what banks need to make deals happen and how to use ARA’s Cost of Doing Business information – combined with your history and plans – to increase the chances of getting your banker to say yes when you need funds to replace your assets and grow your business. You also will receive a takeaway roadmap on how to prepare a successful loan request for your bank with a variety of loan types, including lines of credit, term loans, real estate loans and SBA loans. Come ready to participate in this town hall-style discussion of questions such as:
Steve Abercrombie draws on his experiences as a banker, financial educator and business owner for a common-sense approach to helping business owners take control of their numbers. He also is a past speaker at The Rental Show. • Barbara Carper Nuss, CPA, is president and founder of Profit Soup. She has years of experience working with owners, managers, accountants and lenders, and her main focus is on helping owners gather and use information to build the value of their businesses. www.profitsoup.com • Pat O’Brien has a graduate degree in finance and has worked in the banking community for 28 years. As market president of Guaranty Bank and Trust Co., he is responsible for portfolio management, new business development and oversight of regional business banking operations.
Family-owned rental businesses face unique issues that other rental businesses don’t share. As an owner or employee of a family-owned business, you may be looking for guidance from your peers. This new session in the popular rental town hall format will give you the opportunity to join your peers in an engaging discussion of your specific business issues. Bring your questions and get involved in this 90-minute open forum. Topics may include:
Kevin Bruner is manager of All American Event and Party Rental Center, an ARA general member. • Barry Ghiglione is President of Handy Rental Centre, an ARA general member. • Charlie Petersen is owner of Weaver's Rent-All, an ARA general member. • Buddy Stubbs is President of Busylad Rent-All, an ARA general member.
In a world where Web 2.0 has made online marketing a more interactive process, having a nice website isn’t always enough. If you’re looking for ways to use sites like Facebook, Twitter, Google+ and others to benefit your business, this session is for you. You’ll explore do-it-yourself and outsourcing resources for Internet marketing and see a sample action plan for 30 days, 60 days and beyond. Topics include:
Sponsored by the ARA FoundationThe event rental market is driven by the latest trends, and your peers are one of the best resources for business advice. Join your fellow event rental professionals for this open discussion that’s sure to give you a new perspective. Ask about anything from warehousing and tenting to job costing and customer service in this town hall forum – always a popular feature of The Rental Show. A panel of experienced rental peers will facilitate the session and share their best practices.
To continue discussions on an individual basis and learn more about REAP, a business consulting service, please visit the ARA Foundation booth in the ARA Member Resource Center. For more information, go to www.ARAfoundation.com or call 800-334-2177, ext. 236.
John Bibbo Jr., CERP, is president of Event Source, an ARA general member. • Ray Imbro is president of Party Time Rental and Events, an ARA general member. • Rick Rutherford is branch manager of Diamond Party & Event, an ARA general member. • Mary Stubbs, CERP, is owner of Busylad Rent-All, an ARA general member.
Sponsored by the ARA Foundation
What are your biggest challenges? Are you missing opportunities in your market? Whether you have questions about business, financials or equipment, this is your chance to ask your rental peers what’s working for them. Attend this popular town hall forum for a fast-paced discussion, facilitated by experienced rental owners who will share their insights. It’s a unique opportunity to hear from other business owners who understand the day-to-day operation of a rental business.
Dennis Cabatic is owner of Philomath Rental, an ARA general member. • Craig Creamer is owner of ABC Rental Center, an ARA general member. • Jason Klumb is with the General Services Administration. • Marc Mandin is with 4-Way Equipment Rentals, an ARA general member. • Paul Phelon is president of Timp Rental Center, an ARA general member.
In the rental business, your level of success corresponds directly to the effectiveness of your communication skills. How well you communicate with your customers determines their loyalty and referrals. And how well you communicate with your employees determines their attitude, commitment and willingness to go the extra mile. In this idea-packed session, you will learn:
Linda Larsen, CSP, is an international speaker, best-selling author and award-winning trainer. For more than a decade, she worked as a trial consultant, helping lawyers communicate more effectively in the high-stakes, high-stress courtroom environment. Larsen also is a past speaker at The Rental Show. See www.lindalarsen.com and follow @lindaleelarsen on Twitter.
Active participants in the Certified Event Rental Professional (CERP) program will have the opportunity to take course exams and further their CERP progress. The CERP designation ultimately sets graduates apart in the industry, and individuals are recognized as knowledgeable and skilled in party and special event rental. To register for the exam(s), you will need to be enrolled in the course(s) and complete all of the learning exercises. If you are taking an exam, you will need to bring your completed learning exercises along with a photo ID to the testing room on Feb. 7. The cost is free – just pre-register by calling Susan Gassen at 800-334-2177, ext. 240, or by emailing susan.gassen@ararental.org prior toThe Rental Show.
This session is limited to 80 attendees. Due to the session being one hour, attendees will be able to participate in two topics and rotate to a new topic after 30 minutes.
Running a business keeps you busy with the daily demands of the job: making sure your customers’ needs are met, your inventory is current and your employees provide great customer service. You know you need to take the time to learn more about the things that could put your business at risk. Why not take an hour out of the Show to meet with your peers and industry experts? Come learn from others and share your experiences at this round-table discussion on topics such as:
Do you own a family-operated business? Are you getting ready to retire? Maybe you are unsure of whether to pass it on to a family member or sell it to a bright, dedicated employee. If you’re a member of the next generation, maybe you’ll be taking over your family’s business soon and want to get a head start on planning for the future. No matter what stage of business transition you’re in, you’ll want to attend this round-table session and learn from others who have been through it. Topics will include:
With fluctuations in the market and changing customer needs, do you feel you could be doing more to promote your business? Sure, the Internet is an important part of your marketing plan, but are you aware of the latest online marketing tools? What about that personal touch? In-store events and community involvement can really raise awareness of who your company is and where you are. This round-table discussion will help you find the answers on topics such as:
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