Issue link: http://read.dmtmag.com/i/96778
Inside AED ("The Power of Sharing" continued from page 8) for 20 Groups during his tenure as chairman of The AED Foundation. At the time, however, AED was not able to find the right consultant or program to fit the specific needs of equipment dealers. "When I was approached a little over a year ago about joining a potential AED 20 Group, I jumped at the chance," Shilling said. "I didn't know much about the Performance Group, but I knew no matter who the facilitator was, it is the dealers involved that Don Shilling give the group its power and benefit." Shilling opened up to CED about what happens at his group's meetings, which the participants determined would convene three times per year. "We talk about our financials, in fact we share our detailed financials and discuss how we can make changes in our business to align our companies with the positive financial performance that our group's top performers attain. This is finally coming into its own. We asked the Performance Group to make some major changes in the financial reporting to make it better and they did so with little or no resistance. We now get monthly financial comparison, based on a rolling 12-month reporting that gives us excellent, timely feedback." "Bigger than that, we each share a 'dollar time' – moneymaking or cost-saving actions we have implemented at our dealerships. We each share the ideas and the best idea wins. But every idea is good and gives you something to think about and how you can do it better at your dealership." "We also share experiences in HR, sales compensation, computer systems, banking, etc. It becomes a sounding board for new ideas we have at each of our businesses. Whereas some dealers might view "sharing" as risky, fearing their competitive secrets might seep into competitors' hands, those involved in Performance Groups report none of that. Shilling says he wants his dealer friends to understand that, "We need to talk together with fellow dealers about business issues to improve or save our business. We need to spot financial trends starting across the country so we know they are not isolated to our territory. And of course it never hurts to make new friends in the business." MARK YOUR CALENDAR For information on any upcoming AED events, visit www.aednet.org or call 800-388-0650. Dec. 6 - Webinar: Industry Financial Updates for CEOs/CFOs 2 p.m. CST | Presented by Industry Financial Experts Dec. 10 - Webinar: Service 11-Noon CST | Presented by Ron Slee Feb. 12 Webinar: Basic Inventory Control 2-3 p.m. CST | Presented by Ron Slee Feb. 13 - Webinar: Warehousing 11-Noon CST | Presented by Ron Slee Feb. 13 - Webinar: Pricing 2-3 p.m. CST | Presented by Ron Slee Dec. 10 - Webinar: Service Management - Flat Rating/Standard Jobs 2-3 p.m. CST | Presented by Ron Slee Feb. 19 - Webinar: Inspection 11-Noon CST | Presented by Ron Slee Dec. 11 - Webinar: Service Management - Shop Floor Scheduling 11-Noon CST | Presented by Ron Slee Feb. 19 Webinar: Work Order Processing 2-3 p.m. CST | Presented by Ron Slee Dec. 11 - Webinar: Service Management - Standard of Performance 2-3 p.m. CST | Presented by Ron Slee Feb. 20 - Webinar: Labor Rates 11-Noon CST | Presented by Ron Slee Jan. 15-17, 2013 - AED Summit & CONDEX | Las Vegas, Nev. Feb. 12 - Webinar: Tele-Selling 11-Noon CST | Presented by Ron Slee Feb. 20 Webinar: Service Organization 2-3 p.m. CST | Presented by Ron Slee Feb. 21 - Webinar: Are You a Boss or a Leader? | 10-11:30 a.m. CST Presented by Christine Corelli 10 | www.cedmag.com | Construction Equipment Distribution | December 2012 Feb. 22 - Webinar: Industry Financial Updates for CEOs/CFOs 10 a.m. CST | Presented by Industry Financial Experts Mar. 5 - Webinar: SELL Process – Your Offense | 10-11:30 a.m. CST Presented by Don Buttrey Mar. 6 - Webinar: 'Expose Yourself' – Aftermarket Marketing and Sales (Part 1) | 10-11 a.m. CST Presented by Rich Jilek Mar. 11-12 - Seminar: Parts Management Unit I: When It's Right Presented by Ron Slee |Dallas, Texas Mar. 13-14 - Seminar: Service Management Unit I: When It's Right Presented by Ron Slee |Dallas, Texas