Registration

Welcoming Remarks and NationaLease Introductions
Jane Clark, Vice President of Member Services, NationaLease

President’s Address
Dean Vicha will discuss the current and future plans and goals for NationaLease, and how changing conditions may impact not just our members, but their customers as well.
Dean Vicha, President, NationaLease

National Accounts Update
Learn the latest about National Accounts and new offerings you can use to remain competitive in your market.
Joe Gallick, Senior Vice President of National Accounts, NationaLease

Break

National Account Update: Sales & Competition Updates – Members ONLY
Receive an update about each National Account territory from the National Account Executive who manages it. They will elaborate on current customers, prospective accounts they are pursuing, and what the competition is doing. This will be an interactive session designed to increase collaboration among the National Account team and our membership.
Rick Baker, Jorge Carrillo, Dave Glendinning, Sean Mollenauer, Kevin Plummer, Jay Hagerty, Travis Yeomans, and Victoria Kresge

Tradeshow Reception
Network with insightful and influential industry leaders, while gaining direct access to the top industry suppliers for the products and services that can help build your business.

Breakfast

The Lost Art of Relationship Building
If you were to ask your prospects at the end of your sales call to rate the strength of your present relationship, what do you suppose they’d say? According to Bill Bartlett, the weaker the relationship, the more pressure that is placed on the proposal. Typically, more pressure on the proposal means a salesperson will need the lowest price to close the deal. In this sales mastery class, Bartlett will provide in-depth training that will build stronger relationships with prospective customers and improve sales success.
Bill Bartlett, Chief Executive Officer Corporate Strategies, A Sandler Training Center

Break

What’s Happening on “The Hill”?
Find out what TRALA is doing to protect our industry and inform us of pending issues to watch. Andrew Stasiowski, will give updates regarding TRALA’s efforts to remain strong and be a viable voice on “the Hill.”
Andrew Stasiowski, Vice President of Government Relations, Truck Renting and Leasing Association (TRALA)

Shop Talk
Join our own Vice President of Truck Technology and Maintenance, Joe Puff, to learn how to conduct a thorough customer needs assessment that will help set you up for success with your customer. Joe will also discuss some of the latest technology advancements that are transforming the way we provide best-in-class maintenance to our customers.
Joe Puff, Vice President of Truck Technology and Maintenance, NationaLease

The Future of Truck and Transportation Technology: New Faces/New Names
Nikola, Alkane, Aurora, Tesla…five years ago most of us had never heard of these names, especially as truck manufacturers. We are seeing new entrants into the industry on what seems like a daily basis. How will that impact our business? What should we be preparing for right now? Ken Davis will answer these questions and more as he shares his insights into our fast-moving industry.
Ken Davis, Founder, Greentree Advisors LLC

Lunch

Member Services Update
Find out what’s happening at the NationaLease home office. Jane Clark provides an update on new programs and services available through NationaLease, as well as an introduction of new members.
Jane Clark, Vice President of Member Services, NationaLease

The Art of Relationship Sales
We are all salesmen. Whether we sell goods and services for a living or sell ourselves to future employers or spouses, the skills we use to build relationships, close deals and get ahead are the same. That's the premise behind Paul Darley's best seller, Sold! The Art of Relationship Sales. In this session, Darley provides a psychological analysis to relationship building for your business and how to covert top prospective clients into loyal customers.
Paul Darley, Chairman, CEO, and President, W.S. Darley & Co.

Don’t Settle for Being a Commodity: Masters Club Panel How can you convince customers to pay for the value you bring when competitors are selling on price? In this session, you’ll get the answer to that question from the experts—a panel of Masters Club winners. Hear from your peers how they able to differentiate NationaLease from the competition, and win deals even when they aren’t the lowest cost provider.

Matt Svancara, Executive Vice President Sales, Aim NationaLease
Ray Swesey, Account Manager, Brown NationaLease
Fred Schmidt, Account Manager, McMahon Truck Leasing,
a NationaLease Member
Brian Butterfield, Director of Lease Sales, Fox & James NationaLease

Break

Aligning Sales and Marketing Through LinkedIn
This session will cover a hit list of topics, tools and tactics that bridge the divide between sales marketing teams to massively increase lead generation on LinkedIn. A well-timed LinkedIn strategy combining human outreach, paid & organic content can quickly turn traditional sales “connections” into warm prospects. Leave this session with a blueprint for success and some specific ideas about how to turn LinkedIn into your team’s most-valuable channel.
Dan Golden, President and Founder, Be Found Online

Capital Equipment Update-Closed
Members will have the opportunity to learn about the new capital equipment programs for the 2020/2021 model year. Scott Marzec will provide an overview of supply management programs, and how reduce maintenance costs to allow for more competitive lease rates and higher margins. He will also elaborate on the savings found in the OEM Component Rebates, and give an update on changes to the National Account Rental Program.
Scott Marzec, Member Programs Manager, NationaLease

Dinner
As we wrap up the Sales Meeting, join us for dinner and great conversation with the NationaLease team and fellow NationaLease members.