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2017
Customer Focus & Revenue Success
ISR Dealer Idea Exchange

For Earthmoving: Product Support Machine and Machine Sales

Optional Pre- Exchange Manager Workshop Session

October 12–13, 2017 AGENDA

Location: Atlanta Airport Marriott, 4711 Best Rd, Atlanta, GA 30337, (404) 766-7900 (Airport Shuttle Service Available)

Tuesday, October 10th – 12 N – 5 pm - ISR Manager Performance Breakthrough Workshop (Optional)

Wednesday, October 11th – 8 am – 4 pm - ISR Manager Performance Breakthrough Workshop (Optional)

Lunch 12 Noon

Thursday, October 12th - 8 am – 5 pm - 2017 Earthmoving Dealer Exchange featuring dealer managers sharing best practices with tracks for Machine sales and Machine Product Support sales

Friday, October 13th – 8 am – 1 pm - 2017 Earthmoving Dealer Exchange – DEALER ROUNDTABLE DISCUSSIONS

-- Thursday, October 12, 2017 – Earthmoving Dealer Exchange --

06:30 – 08:00 Breakfast on your own

07:00 – 08:00 Vendor Booths Open, Salon C

08:00 – 08:15 Welcome! Goals and Objectives Erech Virden, Global Aftermarket Marketing and Brand, Salon A & B

08:15 – 09:00 Bill Adams, Gregory Poole, Marketing Integration, Salon A & B

09:00 – 09:20 BREAK – Vendor Booths Open, Salon C

09:20 – 11:45 BEST PRACTICE BREAKOUT SESSIONS

Machine Sales, Salon A & B

Caleb Wright, MacAllister

Daniel Lien, Wagner

Product Support Machine, Salon F

Aaron Gaitens, Fabick

Alex Tate, Alban

Open Q & A – Dealer Best Practices

11:45 – 12:00 BREAK – Vendor Booths Open, Salon C

12:00 – 01:00 Luncheon - Presentation “Motivating Salespeople!” (B+ PDR Room) - Geoff Nichols, NiCon Associates

01:00 – 01:15 Vendor Booths Open, Salon C

01:15 – 03:00 BEST PRACTICE BREAKOUT SESSIONS

Machine Sales, Salon A & B

Chris Farner, Wheeler CAT

Product Support Machine, Salon F

Brette Shelley, Thompson Machinery

03:00 – 04:00 Vendor Presentations

Machine Sales

Peter Le Mare, UPTAKE Canada

Alex Stockman, CAT BCP

Jeff Condo, BCP, New Quoting Tools​

Product Support Machine

Brian Shung & Kalee Westerfield, CAT

Peter Le Mare, UPTAKE Canada

Joe Wanek, CAT Financial​

Mike Hernandez, Caterpillar Self-Service Options​

04:00 – 5:30 BREAK – Vendor Booths Open, Salon C

05:30 – 06:30 Cocktail Hour

06:30 – 08:00 Dinner, Atlanta Airport Marriott Dinner Speaker: <TBD>

-- Friday, October 13, 2017 – Earthmoving Dealer Exchange --

06:30 – 08:00 Breakfast on your own

07:00 – 08:00 Vendor Booths Open, Salon C

08:00 – 08:15 Welcome! Goals and Objectives Day 2 Erech Virden, Global Aftermarket Marketing and Brand, Salon A & B

08:15 – 09:00 Compensation Best Practices Erech Virden, and John Dieseth, BPG, Salon A & B

09:00 – 09:30 Issue Identification AND break into small groups for discussion, Salon A & B

09:30 – 09:45 BREAK – Vendor Booths Open, Salon C

09:45 – 1:00 Dealer Roundtable and Discussion, Erech Virden, Salon A & B

12:30 – 01:00 Working Lunch