Agenda

Welcoming Remarks and NationaLease Introductions
Presented by Steve Donovan

Industry Panel
Leaders in the transportation community will gather to present a complete overview of the trends, challenges, and opportunities facing sales people in 2010. From financing to specifications, hear from these experts and be prepared with questions.
Moderator:
Mike Margarone, President, DeCarolis Truck Rental, a NationaLease Member
Panelists:
Matt Svancara, Aim NationaLease, Region Vice President
Mark Miller, Miller NationaLease, Vice President
Bill Schultz, Lawrence NationaLease, President
Tom Lutes, Cummins, Inc., Account Executive-National Accounts
Stan Rowland, Navistar, Inc., Director National Accounts
Kirk Gavaghan, Detroit Diesel Corp., Regional General Manager
Tom Johnson, Volvo Truck NA, National Sales Manager

Masters Club Update - Steve Donovan
Review of Masters Club program including how to participate and win the Masters Club

Sales Resource Site – Steve Donovan
Learn how to boost your sales by taking advantage of the Sales Resource section of the NationaLease Website. During this time, you will discover the benefit of this online tool and how to submit your leads to the National Accounts team and where to find current customers.

Insurance Option – Dean Vicha
NationaLease’s newest program allows your company to extend physical damage insurance to your rental and lease customers. Come hear the specifics of how you can add revenue and profit to your organization’s bottom line.

SCR vs EGR
Please join Andy Stopka, Vice President of Maintenance, for a candid discussion about the 2010 engine technology. There will be in-depth discussions about the difference between SCR and EGR technology. Andy will also present the latest information on the availability and distribution of DEF.

SmartWay
Wayne Simpson and Chris Leach of FirstLease Inc., a NationaLease Member will be providing expert insight into the value of the SmartWay program for both you and your customers.

Trade and Technology Reception
Heavy hors d'oeuvres will be served.

Andre Boykin / Shari Roth – CAPITAL iDEA

The Consultative Sales Process

• Why Consultative Selling Works In This Industry
• Two Proven Methods To Discover Needs And Wants That Will Allow You to Sell Higher Volume and Margins

• Creating A Unique Value Proposition To Differentiate You  From The Competition
• How To Make a Presentation That Creates Value

Strategic Selling

• What You Need To Know About Each Buying Influence To Make A Sale

• Speaking The Language Of The CEO And CFO And How And Why You Want To Approach Them Differently

Sales Negotiations – With Working Lunch

• How You Can Negotiate Win/Win Agreements Every Time
• How To Prevent Negotiating Too Soon And Giving Away Margin Dollars
• How To Plan A Negotiation
• How To Conduct An Effective Negotiation