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The CONDEX 2004 Experience

The Show Floor as Seen Through the Eyes of a Salesman

PFW Password - Spring 2004 The following is PFW New Account Representative Jim Ferreira's first-person account of PFW's attendance at the AED's CONDEX, held recently in Orlando, Florida.

The PFW contingent-Bob Morton, CEO; John Andersen, VP of Sales; Brian Lewis, Installed Account Representative; and myself-arrived Thursday, January 8, with plenty of time to set up and, with the assistance of AED support staff, were able to quickly install the PFW booth and set up the necessary connections. Of note was the improved-since last year-quality of the booths and presentations in general, perhaps a result of last year's upturn in business that promises to continue through 2004.

CIT, along with AED, held a well-organized and entertaining party that night for attendees-as did CitiCapital who did the same the next evening-where we had time to socialize with customers, potential customers, and others in the industry. CONDEX is especially valuable in that it provides a common ground where we can listen to and speak with customers we don't normally have a chance to meet.

Friday, January 9
Friday morning was busy, with booth traffic coming in waves, owing to the information sessions that were also being held. Visitors to the PFW booth showed genuine interest in our offerings, and were serious in their inquiries regarding our dealer business system and integrated products. Our integration of QUALCOMM's GlobalTRACS into the PFW IntelliDealer system was of particular interest to Case/New Holland dealers. Many new PFW customers paid visits, including Robert Conway of Jordan/Central Implement, Jay Rodes of Wilson Equipment, Steve and Jim Boniface of Pine Bush Equipment, and Ron and Ben Carlson from Carlson Equipment.

The evening was spent with representatives from S & L Equipment. They mentioned they were very pleased with PFW's products and services, and are able to use the system to the best of their ability; PFW is always interested to learn more about its customers' business and trends, and this shows in our software, which we proudly describe as "designed for dealers by dealers."

Saturday, January 10
Saturday morning included PFW eServices demonstrations to dealer principals, where the inherent quick-and-easy self-service for dealers' customers led to discussions of internal web-based tools-that was covered with more demonstrations of PFW IntelliDealer's Management Central. We received a favorable response to Management Central's power to quickly output critical business information-through customizable and intuitive views-as an aid to planning business strategy. We must have made an impression in these demonstrations as ongoing discussions have resulted. I think that is the strength of CONDEX: it's our biggest opportunity to meet face-to-face with prospective customers in order to listen to what they identify as needs, and show what PFW has to offer as solutions to those needs.

Also heard was that PFW was prominently mentioned in that day's information session on service, which is not surprising in that those who responded to a question about automating work orders were PFW customers who have, for years now, owned our labor barcoding system. As well, PFW eServices-and its proven online parts lookup and purchase functionality-entered into session discussions revolving around the topic of helping make customers more self-sufficient.

Looking Ahead
AED's 2004 CONDEX was a great opportunity to get out and meet customers and potential customers. I look forward to speaking with you in the future and, if there is anything I can do to assist you with your dealership management needs, please feel free to contact me at (519) 474-3300, ext. 275, or e-mail .