Southeastern Equipment Company gathered its sales force from its 19 branches throughout Ohio, Indiana, Kentucky and Michigan for sales training from May 11 to 14 at the company’s training facility in Cambridge, Ohio. The four-day event was designed to help keep staff on top of equipment innovations, financing opportunities and competitive evaluations.

The training course consisted of classroom sessions combined with hands-on time in which the sales force had opportunities to operate the machines they were learning about.

Case representatives on hand to assist with the training were Jim Fox, John Coe, David Pariso, George Preocanin and Mike Kaufman.

Becky Rader of Case Financing was joined by Southeastern Equipment’s Finance Manager Jeff Ross to discuss ways to work with their customer’s various financial and insurance needs. Champion Graders’ Woody Ferrell and Vacall/Schwarze’s Dave Salamone were on hand to present the latest on their companies equipment lines as well. Southeastern Equipment’s Mark Crews and Jon Wickline updated attendees on used equipment.

Special guest speaker Buck Hillestad, president of Learning Technologies, delivered a 4-hour training program on selling skills. Hillestad’s background includes 20 years with a major heavy equipment manufacturer, where he was responsible for developing and presenting skill development programs focused on front-line supervision skills, team-building, problem-solving, selling strategies, facilitation skills and effective meetings.

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