WEDA International Dealer Conference – Scottsdale, AZ

December 5th-7th, 2018

Join us at the Scottsdale Resort at McCormick Ranch for the 2018 WEDA International Conference. Presented by
 
2017 WEDA Conference Highlights
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Details

2018 Program

Keynote Speaker Ryan Jenkins

Ryan has been speaking professionally as a Millennial and Generation Z keynote speaker for over seven years for hundreds of clients such as SunTrust, Salesforce.com, and Johnson & Johnson. His top-ranked generational insights have been featured in Forbes, Fast Company, Inc., and SUCCESS Magazine.

His internationally recognized blog, podcast, and Inc.com column inspire and equip thousands of people every week. Ryan’s passion, experience as a Millennial himself, and his fresh and forward-thinking approach to generations have made him one of the most highly sought after generational and future of work keynote speakers.


Program Highlights

Panel Presentations

The Digitization of Agriculture; Obstacles and Opportunities Integrated solutions – Devin Dubois

  • What’s your purpose in precision? Is it primarily to run a profitable service business (profitable professional enterprise on its own), or is it to support your core equipment business (deeper customer engagement, deeper customer satisfaction, and better understanding of customer operations)? Your objective needs to be clear in order to craft the right plan for your dealership, and in order to effectively measure your success.
  • Service vs. Widgets: what constitutes a precision department inside a dealership? Dealers already sell widgets, but precision hedges into advice –  into making sense of information generated by widgets and equipment. I don’t think you need to enlist hard-core agronomists to have an effective “precision” offering, but you involve yourself in advice, otherwise, you’re not really into precision. This leads to the third leg (is this a three-legged animal?)…
  • Working with third parties: Most dealers won’t be the sole trusted advisor to a customer on production. But dealers can provide integral support to its customer’s other trusted advisors. We’re entering an age where dealers need to be willing to support a customer’s other advisors. What are dealers going to do to stay in that production conversation? If you’re not the primary advisor, you’re not really directing the production decisions of that customer, including his equipment purchases – you’re just a supplier, and in the age of Google and Amazon, suppliers are pretty disposable. What can you do to elevate the third parties supporting customers in your region?

An Organization that Sells Together Profits Together – Departmental Sales

  • The inefficiencies of siloed sales: Silos often negatively affect employee morale, especially when employees are aware of the issue and are unable to do anything to change it. Bottlenecks result in inefficiency as different departments are operating within the confines of their department causing deficient holistic sales support.
  • Service providers vs solution providers: The changes in customer expectation demands dealer organizations are at the top of their game with customer service.  What is the difference between providing a service and producing a solution?
  • Can’t we all just get along?: Interdepartmental conflict stifles dealership growth and adversely affects efficiency and profitability.  The need to proactively foster strong internal relationships is vital to meeting customer service expectations and creating congruent organizational sales.

Unleash Your Inner Superhero – Leadership Development

  • Keeping employees energized about their future with your dealership: Having the right culture can be the difference between a performing dealership and one with low expectations.  Keeping staff excited about who they work for and with is a high-performance differentiator.
  • Equipping leaders with the tools to be all-stars: In order to meet the challenges of today’s market, dealership leaders must be properly equipped.  Although some believe it is, training is not a four-letter word and should be part of every dealership’s growth strategy.
  • How succession plans work for you.: Our operations are more sophisticated, run better and more efficient than ever.  However, we are one of the few industries who have failed to embrace succession planning and creating viable paths for our dealer organizations to continue beyond us.  Succession planning is not only necessary, it’s vital to the development, growth and longevity of our organization.

Roundtable Discussions

  1. Recruiting and retaining high quality talent. – How to do a better job of attracting the right employee and retaining those we already have.
  2. Customer Share vs. Market share. – Which is more important, our presence in the market or our depth of brand with customers?
  3. Aftermarket managers – can parts and service run together? – Can we overcome the conflict between parts and service to run effectively together?
  4. Time and territory management. – What are best practices for running our territories effectively and efficiently, maximizing our capitalization on available deals?

The Schedule

Agenda

Wednesday, December 5, 2018
9:00 am – 10:00 am    Arizona Overhang Registration
10:00 am – 8:30 pm Registration Open
11:30 am Golf Tournament  and Lunch for Golfers – Pine Course
3:30 pm – 5:00 pm           Coronado Link Partner Table Set Up
3:30 pm – 5:00 pm    Bennie’s Courtyard Auction Set-Up
6:30 pm – 8:30 pm Welcome Reception – Bennie’s Courtyard
Thursday, December 6, 2018
7:00 am Registration Desk and Auction Open
7:00 am – 9:00 am              Arizona Main Breakfast (Stays open until 9 for spouses)
8:00 am  – 9:00 am     Coronado I, II, III NAFTA and Tariffs – Speaker: Brian Hancock, Executive Vice President and Chief Marketing Officer, Kansas City Southern Railroad
9:05 am – 10:15 am    Coronado I, II, III Integrated Solutions –  Panel Discussion: The Digitization of Agriculture – Obstacles and Opportunities Speaker: Devin Dubois
10:15 am – 10:45 am Break – Coronado Link
10:45 am- 11:30 am   Coronado I, II, III Leadership Development |  Panel: Unleash Your Inner Superhero
11:30 am – 12:45pm           Arizona Main Lunch & Networking
1:00 pm – 2:45 pm                                                            Coronado I, II, III  | Coronado IV Roundtable Discussions: 4 concurrent; 45 minutes each; repeated; Staff led facilitation
1. Recruiting and retaining high quality talent – How to do a better job of attracting the right employee and retaining those we already have.
2. Customer Share vs. Market share – Which is more important, our presence in the market or our depth of brand with customers?
3. Aftermarket managers – Can parts and service run together? Can we overcome the conflict between parts and service to run effectively together?
4. Time and territory management – What are best practices for running our territories effectively and efficiently, maximizing our capitalization on available deals?
2:45 pm – 3:00 pm Break – Coronado Link
3:00 pm – 4:30 pm      Coronado I, II, III Why Effortless Experiences Matter to Generation Z & Millennials  Speaker: Ryan Jenkins
6:00 pm- 6:45 pm               Sunset Plaza Reception
6:45 pm – 9:30 pm              Arizona Main Dinner and Entertainment
Friday, December 7, 2018
7:00 am – 9:30 am              Arizona Main Annual Meeting for WEDA Members Only with Breakfast                                                                                                                                                                                  Breakfast 7:30 (8:30 – 9:30 for spouses)
8:30 am – 9:00 am        Coronado I, II, III Report out from the Roundtable Discussion topics by the facilitators.
9:00 am – 9:30 am        Coronado I, II, III WEDA Update
9:30 am – 10:15 am    Coronado I, II, III Departmental Sales Panel: An Organization that Sells Together Profits Together
10:15 am – Noon Dealer/Manufacturer Meetings – Pueblo I| Pueblo II | Pueblo III, IV | Pima | Coronado IV | Coronado V

Sponsors

Platinum Sponsors

       

Gold Sponsors

Silver Sponsors

Bronze Sponsors

Supporting Sponsors

 

 

 

 

Hotel Information

The Scottsdale Resort at McCormick Ranch
7700 East McCormick Parkway | Scottsdale, AZ 85258

PLEASE NOTE: If you plan to stay on Friday, December 1, please call the hotel to make your reservations.

Book your reservation today by calling direct: 800-540-0727 and identify themselves as part of the Western Equipment Dealers Association (WEDA) group. We have blocked McCormick Standard rooms at $195 per night plus applicable taxes. There is a housekeeping service fee of $2 per room, per night added to the individual room. The rate is good three days prior and after based on availability.

Book Rooms

Speakers

Speaker Details Coming Soon

Fall Golf Classic

The 2018 Fall Golf Classic will be held on Wednesday, December 5th, on the Pine Course at The McCormick Ranch Golf Course, in Scottsdale, Arizona.

Arizona Golf Review describes the course:

“McCormick Ranch Golf Club features two Desmond Muirhead-designed 18-hole championship courses, along with fine amenities that make this property one of the top golf destinations in Scottsdale. The green complexes are a bit less raised and more accessible than those on the Palm Course, making the Pine a little more playable for the average golfer.”

Registration— 11:00 a.m.

Lunch— 11:30 a.m.

Shotgun start— 12:30 p.m.

Awards— 5:00 p.m.

Fees include: Lunch, green fees, golf cart, prizes and fun! The Western Equipment Dealers Foundation was formed to provide funding for charitable purposes related to the shortage of properly trained technicians for our equipment members.  The Foundation is operated by a group of volunteer dealers and association staff who coordinate the Foundation’s activities:

  1. To continue our support for the WEDA Industrial and Farm Equipment Technician Program at OSU Institute of Technology— a cooperative two-year college level technician education program that leads to an Associate in Applied Science degree with a major in Industrial and Farm Equipment Technology. The program is exclusively by and for Western Equipment Dealers Association members.
  2. To establish scholarship programs at post-secondary educational institutions for deserving students and member employees interested in pursuing a degree program relative to the equipment industry.
  3. The tournament will be a fund-raiser for the Western Equipment Dealers Foundation.  The format will be a four-person scramble, which makes it fun for every golfer – even those that are less skilled.