National Trailer Dealers Association
23rd Annual Convention
Oct. 9-11, 2013
The Waldorf Astoria Naples • Naples, FL
Wednesday, Oct. 9
1:00 p.m.–5:30 p.m.
Welcome gift sponsored by Landoll Corporation
Understanding the Impacts of the Affordable Care Act on Your Dealership
1:00 p.m.–2:15 p.m.
Beginning in 2014, the new rules of the Affordable Healthcare Act (ACA) will take effect, and certain penalties for individuals as well as corporations kick in Jan. 1, 2014 depending upon your status. What your workforce looks like in 2013 will determine whether your company is subject to penalties in 2014. This important special session will:
Presented by Anita Baker, CPA,CEBS and Mrudul Sharma, CPA, CliftonLarsonAllen LLP
Keys to Designing and Executing Your Dealership’s Strategic Plan
2:30 p.m.–4:15 p.m.
Your business is constantly challenged to operate in an environment of financial, operational and personnel change. This interactive session will help dealers identify major components of an effective strategic plan and recognize how each of these components impacts their current and future business performance results. Equip your dealership to sustain success and transform your business from entrepreneurial-driven to a professionally led, high-performing enterprise.
Presented by Allen Phibbs, KEA Advisors
6:30 p.m.–10:00 p.m.
Relax and enjoy refreshing libations and heavy hors d’oeuvres in a tropical poolside paradise while networking with fellow trailer dealers at the Waldorf Astoria Naples.
Thursday, Oct. 10
6:45 a.m.–12:00 p.m.
Breakfast (Spouses/Guests Welcome)
7:00 a.m.–8:00 a.m.
NTDA President’s Opening Remarks
8:00 a.m.–8:10 a.m.
Presented by NTDA President Michael Dye
Navigating Economic Cycles: Underlying Fundamentals That Will Continue to Support Healthy Trailer Demand in 2014
8:15 a.m.–9:15 a.m.
Kenny Veith presents a trailer industry economic overview. Look at leading indicators, trailer demand and the trucking industry forecast for 2014.
Presented by Kenny Veith, ACT Research Co., LLC
9:15 a.m.–9:25 a.m.
Keynote Presentation by Bill Graves, President and CEO of American Trucking Associations
9:30 a.m.–10:30 a.m.
Bill Graves is president and chief executive officer of American Trucking Associations (ATA) and was the 43rd governor of Kansas from 1995 until 2003. Through its 50 affiliated state trucking associations, conferences and other organizations, ATA represents an industry that delivers nearly 70% of the nation’s freight. Graves has been involved in the trucking industry his entire life.
Experience the Beauty, History and Charm of Naples Aboard a Trolley Tour
9:30 a.m.–3:00 p.m.
All aboard! Experience the beauty, history and charm of Naples (including the Old Naples area) aboard a memorable trolley tour. (Trolley stops include shopping on 3rd and 5th Avenues.) Pre-registration and ticket required for Trolley Tour.
10:30 a.m.–10:40 a.m.
New Product Introductions
10:45 a.m.–12:00 p.m.
NTDA Allied Members present their latest product and service offerings.
Strolling Lunch & Tabletop Literature Displays
12:00 p.m.–1:15 p.m.
Enjoy lunch while checking out product and service offerings from Allied Members, including trailer technology innovations, management systems, finance, components, accessories, and much more.
1:15 p.m.–1:45 p.m.
Breakout (Concurrent) Sessions:
1:50 p.m.–2:50 p.m. and 3:00 p.m.–4:50 p.m.
Attend one of three sessions
Managing a Rental and Leasing Fleet for Dealership Profit — Roundtable Discussion
This round table discussion will cover rental and leasing asset management (i.e., new versus used, life-cycle costs, book depreciation versus tax, short-term versus long-term leases); financing and managing your portfolio; as well as fleet management (i.e., your shop versus outside vendors, managing on-the-road repairs, managing tire costs; and recovering damage costs and staying compliant).
Led by a Panel of NTDA Dealer Members
Who is My Next Best Customer? Understanding Customer Relationship Management
Do you really know the companies and key decision makers who drive your business? Customer Relationship Management (CRM) can help you track prospects and sales activities, create price quotes and manage your sales pipeline. Solutions are available from leading vendors and a variety of niche providers. Attend this session to learn what CRM can do for your business, how you could try or test a
solution free-of-charge, and how you can access the businesses and key contacts in your target areas. We will discuss what steps you might take to improve visibility to new opportunities, current customers and sales forecasts while you speed response time, automate quote generation and integrate with your accounting system.
Presented by Doug Liljegren, Principal, NeuNet Consultants
Maximizing Your Parts and Sales Department Profitability
This session will explore ways to increase gross profit on parts and service sales in trailer dealership. Of
the three ways to increase profits in your dealership’s parts and service departments (i.e., increase sales, increase gross profit and reduce expenses) this session will focus on how increasing gross profit first can bring positive results quickly with little cost. Since the focus is on maximizing the profit on current sales, the process becomes analyzing and implementing changes in the sell price of the current products to realize increased margin without negatively impacting sales of the product. On the parts side, this relates to the sell price of each individual part. On the service side, this relates to technician efficiency and the sale of affiliated non-labor products. Key industry metrics will also be reviewed for benchmarking purposes.
Presented by Dave Durand, Vice President Aftermarket Parts, Great Dane Trailers
2:50 p.m.–3:00 p.m.
Breakout (Concurrent) Sessions:
3:00 p.m.–4:50 p.m.
All of the sessions offered from 1:50 p.m.–2:45 p.m. will be repeated from 3:00 p.m.–3:45 p.m.
Thursday, Oct. 10 is a free evening to explore Naples and the surrounding area. Visit www.ntda.org for information regarding dining options and activities. Naples is the crown jewel of Southwest Florida nestled on the sun drenched beaches of the Gulf of Mexico. Naples is known for world-class shopping, sidewalk cafes and bistros, and abundant, challenging golf courses. Consider scheduling a sunset dolphin watching tour, dinner cruise, charter fishing, tennis, golf, Everglades tour, shopping, shell collecting, Segway tour, or another fabulous adventure. Nearby areas include Marco Island, Sanibel Island, Bonita Springs and Fort Myers.
Friday, Oct. 11
Depart for Naples Grande Golf Course
6:00 a.m.–7:30 a.m.
Breakfast for Golfers
6:30 a.m.–8:00 a.m.
Luncheon & awards presentation follows tournament play
8:00 a.m.–1:30 p.m.
Golfers will enjoy a challenging experience at the Naples Grande Golf Club, designed by Reese Jones, which is one of North America’s Top 100 Resort Courses according to Golfweek Magazine. Catch a glimpse of eagles soaring above the course as you tee off and make birdie while taking in the brilliant panoramic views of native Florida pine hammocks.
Course Dress Code: No denim allowed on property. Men must wear a collared shirt and Bermuda length shorts. Mock turtlenecks are acceptable. Ladies must have a collar or sleeves on their top. Shorts or skirts of appropriate length are allowed. Golf during Convention programming is highly discouraged.
Specially Reserved VIP Cabanas for NTDA Guests
12:30 p.m.–3:00 p.m.
Grab your swimsuit and bask in the warmth of the Florida sun while enjoying cool beverages and snacks at several cabanas reserved just for NTDA Convention participants’ use on Friday, Oct. 11 from 12:30 p.m.–3:00 p.m. (Attendees must have an NTDA Convention badge to use cabanas.) A private cabana will also be available Tuesday, Oct. 8 through Sunday, Oct. 13 for attendees’ use.
6:00 p.m.–10:00 p.m.
Enjoy outstanding entertainment and a delightful dinner as you join the NTDA in recognizing its Board of Directors, Convention Sponsors and Membership Ambassadors. Dinner attendees have a chance to win prizes, including a Grand Prize package that consists of complimentary registration, hotel stay, airfare and golf or optional activity at the 2014 NTDA Convention (must be present to win). Dress for the Awards Dinner is Business/Resort Casual (see Page 12 for further description of Dress Code).
Convention Dress Code: All events with the exception of the Golf Tournament (see Course Dress Code) are Business/Resort Casual. For the ladies, polo shirts, sundresses, linen pants, skorts, skirts, nice shorts, and sandals are appropriate. For the gentlemen, khakis, shorts, polo shirts, Tommy Bahama-style shirts and sandals are appropriate. The resort requires a cover-up be worn over swim suites while walking through the lobby area. The average temperatures for Naples in October are highs in the upper 80's and lows in the upper 60's or low 70's.