Implement Success 16.2

ImplementSUCCESS

FALL | WINTER 2019

Volume 16 Issue 2 | The Official Publication of AMC | Agricultural Manufacturers of Canada | www.a-m-c.ca

Re!magining Business INSIDE: The Power of Partnership: Collaborating in the Digital Age page 10 How to Become a Preferred Customer Partner page 12 NEW | Re!magination Spotlight page 14 How Dynamic Tire is Forging a New Future page 17

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www.a-m-c.ca

ImplementSUCCESS Fall | Winter 2019 Volume 16 Issue 2

Contents:

Profiles & Features

Re!magining Business The Power of Partnership: Collaborating in the Digital Age page 10

By Carleigh Reynolds

Upcoming AMC Events

Departments Thank You to Our Sponsors page 7

Chair’s Message page 5

AMC Member Benefits page 9

page 6

NEW! AMC

Re!magination Spotlight

Pattison Agriculture

How to become a Preferred Customer Partner

page 14

page 12

By Shawn Casemore

2019 Events and Trade Shows page 22

Dynamic Tire

Forging a New Future

Index to Advertisers

page 17

page 24

By Shawn Casemore

Innovative Finishing Solutions

Equipment Manufacturers Moving Towards Automation page 20

By Treena Hein

Innova Consulting

From Transactional Sales to Service-Oriented Partnership

page 26

By Dr. Haniyeh Yousofpour & Sanjay Dhebar

@AMCshortlinecda

The Agricultural Manufacturers of Canada (AMC) is a national, memberdriven organization dedicated to sustaining a strong, viable and highly respected Canadian agricultural manufacturing industry.

https://www.linkedin.com/company/amc_3

Published Semi-Annually for Agricultural Manufacturers of Canada (AMC), Ph. 306.522.2710 | www.a-m-c.ca.

MISSIO N S TAT E M E N T To foster and promote the growth and development of the agricultural equipment manufacturing industry in Canada.

PUBLISHED BY 31st Line Strategic Communications, 316342 31st Line, Embro, Ontario N0J 1J0 | Ph. 519.475.6378, Fax 519.475.4792, www.31stline.com.

GROUP PUBLISHER Karen Sample EDITOR AMC MARKE TING AMC PROJEC T MANAGER AMC L AYOUT Debra Buchanan | Š2019 Agricultural Manufacturers of Canada. All Rights Reserved. The contents of this publication may not be reproduced by any means, in whole or in part, without the prior written consent of the publisher. Published November 2019/PIM-AMC3380

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Northern Plastics has been providing practical, cost effective solutions for over 35 years!

As a proud member of the Agricultural Manufacturers of Canada, Northern Plastics offers a variety of services to the agricultural industry.

• In-house Engineering • Complete Manufacturing • In-house Tooling • Custom Manufactured Parts • Custom UHMW Extrusions • Custom Cast Polyurethanes • Engineering Plastics 5840 Auto Road S.E., Salmon Arm, B.C. Canada V1E 2X2 Toll Free: (877) 832-9452 Fax: (250) 832-1885 www.northernplastic.com

Message from AMC’s Vice Chair The theme for this issue of Implement Success is “Reimagining business,” chosen to complement our Annual Convention focus, Advanced Manufacturing: Industry 4.0.

From technology to business models, finance, products, service, distribution and the workforce, the one constant theme in every business today is change. We are all challenged every single day to reimagine our jobs so we can work better, faster and more efficiently.

A successful business today recognizes that to be successful in the future, they continually need to challenge themselves to reimagine all aspects of their operations.

Frank Capasso Vice Chair | Agricultural Manufacturers of Canada

This issue of Implement Success is primarily devoted to telling the stories of AMC member companies who have reimagined aspects of their businesses to remain competitive and build on their success. These stories provide a fascinating glimpse into a number of companies who generously shared the strategies that are working for them. These strategies provide insights for other member companies to consider as they grapple with their own reimagining.

As part of our own reimagination of this publication, we are also launching a new, regular feature: Re!magination Spotlight. This section is for you, our members, to share your reimaginations with others in our industry. This issue highlights how companies have reimagined collaboration, manufacturing, business models and the workforce. If you have a reimagination story to share, we welcome your submissions for future issues! Please see page 14 and 15 for further details and to read some of the first submissions.

As an organization, AMC also has firsthand experience with reimagining itself to continue to provide the best value and support possible to our members. We have filled the Executive Director’s position, with the hiring of Donna Boyd, who will assume her duties as ED around November 25th. Donna brings extensive non-profit leadership experience to AMC. Her work in advocacy, finance and strategic planning will help guide our organization in the coming years as we continue to reimagine this organization to make it better and more valuable to our members in the future.

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Previous magazines are online at www.a-m-c.ca/implementsuccess

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Upcoming AMC Events The 2019 Annual Convention and Trade Show will take place December 4th and 5th at the Sheraton Cavalier Hotel in Saskatoon, Saskatchewan.

This year’s Convention, themed along Industry 4.0: Advanced Manufacturing, will feature experts in robotics, additive manufacturing and leaders who have adopted advanced manufacturing. The objective is to provide you with valuable information about advanced manufacturing relevant to your business.

Whether as a sponsor or a delegate, we welcome you to attend our 49th Annual Convention and Trade Show. As always, this event allows for excellent opportunities for networking, connecting with those in your industry, and highlighting your company.

We would like to thank our 2019 AMC Convention and Trade Show Committee: Committee Chair, Bob Cochran of Highline Manufacturing Ltd., Cor Lodder of Walinga Inc., Glenn Buurma of Penta Manufacturing, Frank Capasso of

Excellent convention again this year!”

Best AMC convention I have attended.”

I was happy to attend and felt that the speakers were very informative.”

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The CTD Group, Robert Ablamowicz, Gord Aitcheson of Axalta Coatings and Richelle Andreas of S3 Enterprises Inc. We would also like to extend a special thank you to Leah Olson, former AMC president, for her work supporting the organizing committee with the execution of the event.

For more information or to view the agenda, please visit www.a-m-c.ca/convention.

AMCEXPO The annual AMC Expo is the largest industry-focused agricultural equipment manufacturing event in Ontario, drawing upwards of 150 business leaders.

Taking place in April 2020, the Expo is a great opportunity to reconnect with fellow organizations in your industry as well as highlight what’s going on in your company. With insightful guest speakers and plenty of networking opportunities, this is an event you won’t want to miss.

Thanks for a great conference! It was great to be there, and I believe we received great value! Looking forward to continuing to work with AMC!” I thought that the convention was very well planned. The trade show was excellent.”

www.a-m-c.ca

ThankYou AMC’s 2019 Corporate Partners

With a growing number of members, AMC collaborates with corporate partners to provide ongoing support, services and programs that help members’ businesses grow.

We would like to thank our 2019 corporate partners for supporting the growth of the agricultural equipment manufacturing industry in Canada:

fcc-fac.ca

dynamictire.com

aon.ca

farmmedia.com

hsbc.ca

supremebasics.com

AMC Team

Agricultural Manufacturers of Canada | Board of Directors

Agricultural Manufacturers of Canada Organization 306-522-2710 Inquiries@a-m-c.ca

Chair | Richelle Andreas Chief Executive Officer S3 Enterprises Inc. PO Box 39, 2180 Oman Drive Swift Current, SK S9H 3V5 306-773-0645

Vice Chair | Frank Capasso Executive Vice President The CTD Group 1331 Chevrier Blvd.

Winnipeg, MB R3T 1Y4 204-453-6833

Treasurer | Linda Turta Chief Executive Officer RAM Industries PO Box 5007, 33 York Rd E. Yorkton, SK S3N 3Z4 306-786-2678

Heather Brekelmans Advertising Sales 519-851-4249 hbrekelmans@31stline.com

Director | Nigel Jones Chief Executive Officer Vaderstad Industries Inc. PO Box 123 Langbank, SK S0G 2X0 306-538-2221

Director | Grant Adolph Chief Operating Officer Buhler Industries Inc. 1260 Clarence Avenue Winnipeg, MB R3T 1T2 204-654-5702

Director | Cor Lodder Director Walinga Inc. PO Box 1790, 70 - 3rd Ave NE Carman, MB R0G 0J0 204-745-2951

Director | Cam Cornelsen Director of Sales Norstar Industries PO Box 119, RR1 Morris, MB R0G 1K0 204-746-8833

Director | Mark Hildebrand Director of Sales Monarch Industries Ltd. PO Box 429, 51 Burmac Rd. Winnipeg, MB R3C 3E4 204-786-7921

Director | Bob Cochran General Manager Highline Manufacturing Ltd. PO Box 120, Hwy 27 Vonda, SK S0K 4N0 306-258-2233

Director | Paul Horst General Manager Tube-Line Mfg/Horst Welding 6455 Reidwoods Drive Elmira, ON N3B 2Z3 519-669-9488

Director | Randy Bauman President Bauman Manufacturing / Eldale Machine & Tool 3 Industrial Drive Elmira, ON N3B 2S1 519-669-5195

Director | Glenn Buurma President Penta Equipment 4480 Progress Drive Petrolia, ON N0N 1R0 519-882-3350

Associate Committee Chair | Robert Ablamowicz Canadian Group Leader Axalta Coating Systems 54 Lake Crescent Toronto, ON M8V 1V8 416-720-9754

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Online Business Listing All members get a complimentary business listing with a logo, map, address, website link and contact information on a mobilefriendly page. When you place an ad in the marketplace, your listing is linked to a powerful landing page that integrates calls to action and SEO. Plus, it can be shared in any way online.

Want to make a bigger impact? Put an AD with your listing!

Book Your Ad Now! members.agmanufacturers.ca

ENGINEERED TOUGH www.degelman.com Canada 1.800.667.3545 | USA 1.701.636.1876

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www.a-m-c.ca

2020 Member

BENEFIT S T H E M I S S I O N of the Agricultural Manufacturers of Canada (AMC) is to foster and promote the growth and development of the agricultural equipment manufacturing industry in Canada. We are a national, member-driven industry association.

Did You Know?

1 Advocacy & Lobbying AMC lobbies on behalf of members at both a provincial and federal level. AMC listens to its members and provides them with a unified voice by advocating for them on critical issues that impact our industry. Members receive timely written updates on federal and provincial budgets as well as policy changes relevant to our industry.

2 Communication &

Industry Updates

Understanding changes within the industry is vital to agricultural equipment manufacturers. AMC keeps members informed through our website as well as a twice monthly e-newsletter (AMC Connection) and our semiannual publication of Implement Success. We also provide members with timely updates on industry standards and regulations as well as key policies and legislation.

3 Industry Networking Events

& Sponsorship

AMC events are acknowledged by attendees as unique, informative and valuable. Our events bring together more than 240 business leaders from the Canadian agricultural equipment manufacturing industry. AMC events offer a unique opportunity to present your brand, company, and products to event attendees, as well as to meet potential customers face to face.

There are many ways you can be involved in these events, including through sponsorship opportunities. Reach out to inquiries@a-m-c.ca to find out how to get started.

AMC event information and registration details will be released throughout the year in our bi-monthly newsletter and on the AMC website. For more information or to register for our events, please visit www.a-m-c.ca/ amcevents.

@AMCshortlinecda

2018 Government Relations Wins 1.

The voice of the agricultural equipment manufacturing industry for 49 years

2.

3.

Capital Cost Allowance Increase after AMC lobbying

Lobbied 2 National Parties

Business opportunities & challenges raised by members

Invited to CPTPP Signing

One of a handful of organizations invited; markets now opening

4 Advertising to the Right Audience Agricultural equipment manufacturing is a unique and growing business in Canada, with revenues that reach $7 billion per year. Connecting your message with key decision makers and industry professionals is what drives your success; high quality readers mean every impression is valuable. AMC is a go-to resource for industry professionals to learn about upcoming events and farm shows and to discover how you can help your company grow.

Communications reach both members and non-members across a variety of channels for increased awareness and exposure. Of course, there are many advertising platforms out there, but if you want to target the right people, at the right time, in the right environment, this is where you want to be!

5 Exclusive Member Business

to Business Benefits

In addition to the Corporate Benefits listed above, there are also numerous Business Benefits available exclusively to our membership. By taking advantage of our Business Benefits in 2018, members saved more than $20,000 on various expenditures including advertising discounts in mainstream agricultural publications and reduced exhibitor rates at key farm shows.

For more information on AMC membership, contact inquiries@a-m-c.ca or 306-522-2710.

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Re!magining Collaboration

The Power of Partnership: Collaborating in the Digital Age “We have an innate understanding that to be successful and to have longevity in our business, we have to be open to change.”

— John Anderson, Owner & President, JCA Electronics

By Carleigh Reynolds One of the biggest challenges that manufacturers are facing is the pace at which technology is moving. In order to be competitive in the ever-changing digital age, manufacturers are required to be agile, open to change and to periodically reimagine their businesses to stay ahead of the curve.

Owner and president of JCA Electronics, John Anderson, makes reimagining business a daily affair. “We have an innate understanding that to be successful and to have longevity in our business, we have to be open to change.”

From inception, Anderson and his team have relied on collaborating with their customers to continually evolve their business. JCA Electronics got its start producing wire harnesses in a garage in 2002. Anderson says that producing wire harnesses was not the goal, “but it fostered the building of powerful relationships. We’ve always been open and interested in talking with our customers about their needs, initially 10

Implement Success | Fall-Winter 2019

collaborating to design and build better harnesses. Those conversations led us, and continue to lead us, to further advancements that bring more value to our customers.”

As JCA became the experts in building harnesses, they became their OEM’s (original equipment manufacturer) trusted partners in designing harnesses and soon, other complementary products and technologies. Since 2002, JCA has expanded to engineer and manufacture an extensive array of complementary software and hardware products and services, including sensors, electronic controllers, precision ag and autonomous technologies, and app development.

Anderson believes that collaborating with innovators has driven JCA to become global leaders in off-road electronic control systems.

This journey never ends, and their goal is to create exceptional products and services that make the OEMs they collaborate with that much more valuable to their customers and sales

channels. Technology that is now integrated into mobile equipment can enhance not only the productivity of the end-user, but tie in the dealer to be able to provide stronger service of the product and provide data to the OEM for improved product design and operation.

By embedding collaboration into the framework of the business, the JCA team is enabling innovators. “We are typically approached by OEMs that have a specific vision in mind and a base understanding of the software and hardware that is needed to bring their vision to life. Yet they don’t have the technical expertise to connect all the dots.” From day one of a partnership, JCA will work with OEMs to define their desired customer experience.

Successful collaboration requires effective communication. The JCA team creates communication channels, using software like Jira and Confluence, so their customers can track how their projects are doing and exchange communications efficiently. “We follow www.a-m-c.ca

specific expertise to effectively create the best product offerings for you and your client.

the Agile methodology, a clientintegrated software development process where development and testing happen simultaneously and continuously, instead of only moving forward when the previous step is complete. Through this cyclical process, the project can adapt to meet our customer’s changing needs.”

Anderson understands that there is power in collaborating with someone who has the expertise to put complete systems together, from the research needed to justify technology on your application to being able to effectively service products in the field such as updating vehicle software remotely all over the world. Though they have a vast product offering, Anderson admits JCA is not an expert in everything.

Nobody is. But they do try. “If you come to us and have a problem that we haven’t thought through or we aren’t experts in, we’ll focus our efforts into becoming more capable in that area.

Sometimes it’s a matter of partnering with a company that’s already doing it well.” Anderson encourages reaching out to other companies that have rich,

@AMCshortlinecda

As a result of collaborating with manufacturing companies all over the world in the area of advanced controls, JCA has developed an Autonomous Framework (AFW) that their customers can use to efficiently develop and scale their own autonomous or highly automated vehicles and implements.

Anderson suggests that “instead of reinventing the wheel for each OEM, we chose to create a technology ecosystem of proven hardware and software that can act as the framework for all autonomous and highly automated vehicles.”

information?” are the most in need of recognizing the potential benefits.

Generationally-speaking, millennials and Gen Z’s put collaboration higher on their vocational priority lists but do not typically hold the majority of decision-making roles, such as senior management and the C-suite. The shift to a collaborative approach must come from the top down to do it well.

This may be hard to achieve when, traditionally, most companies have worked in isolation.

This type of collaboration creates partnerships, grows expertise, and lightens the workload. It results in products that are superior because they were created with collective intelligence, instead of one perspective.

Anderson believes that this approach has the potential to be a game-changer in Canada’s economy and highlight Canadian businesses on the global stage.

Anderson believes there is value to be gained outside of your company and it is important to try to overcome these barriers by “treating collaboration like a new product in development. Create a ‘proof of concept’ by testing out your interactions with other companies.

Try forming relationships with other companies and figure out how to share ideas without giving away what is important to your company. Be realistic about the industry and your company’s capabilities. The industry is moving fast and you can’t do it all - no one can.

Technology is one area where it would be beneficial to collaborate.”

Anderson notes that, for some companies, there are significant barriers to overcome if they want to achieve collaboration. Manufacturers who, when questioned about their current process and business model, respond with “that is the way we have always done it, why would I want to potentially give our competitors more

There is a huge technological ecosystem evolving that demands the coordinated collaboration of products and people. Anderson believes that a company’s ability to collaborate and be open to change is essential when keeping up with evolving technology and providing customers with true value.

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Re!magining Manufacturing

How to become a

Preferred Customer Partner

By Shawn Casemore I recently had the opportunity to connect with Arthur Ward, President and CEO of Pattison Agriculture. We were discussing strategies that manufacturers can use to Arthur Ward, quickly become President and CEO, a preferred Pattison Agriculture partner, which can have positive effects on the ability to grow and scale their business. If you’d like to hear more about these strategies, make sure you participate in the upcoming AMC Convention and Trade Show in which Arthur will be digging deep on these topics, as well how data and technology are affecting the way business is done, in his presentation.

Becoming Preferred Our discussion quickly turned to the strategies that Arthur recommends manufacturers pursue if they are looking to get plugged into larger dealer networks. After having spent nearly two and a half decades in the

business, and now in his role overseeing Pattison Agriculture, one of the largest multi-facility John Deere dealerships in Canada, Arthur knows a thing or two about what companies are seeking when it comes to partnerships.

If you are doubting that these strategies would work for you, let me share that not once during our discussion did Arthur mention that manufacturers have to be a specific size, or carry a breadth of complementary products or services.

Rather, it’s all about value, and how Arthur and his team across nineteen different locations assess the value of a true manufacturing partnership.

There were three key strategies that Arthur outlined that are important for manufacturers to be aware of and ultimately ensure they incorporate into their approach.

First of all, be realistic with your expectations around capital investment and, more specifically, inventory. Dealers are not in the business of carrying inventory, but rather are focused on providing value to their customers. In some situations, this means carrying specific products and lines that are in high demand by customers, but this is not the preferred method as it adds to overhead and operating costs.

To put it simply, inventory other than high-demand products and products used for marketing purposes is not a good thing from a dealer’s perspective.

Although dealers want to provide their customers with options, they don’t want to carry a lot of inventory in order to do so, nor do they have any desire to make large up-front purchases of inventory in order to get the best price.

Put simply, dealers are not banks.

What does this mean to manufacturers?

Well, if you can provide a fast turnaround and maintain high levels of quality, you’re providing a win-win solution for dealers. They can satisfy customers who expect inventory to be on hand while ensuring they maintain low overhead.

How you achieve this, of course, is up to you, and by no means do dealers expect their manufacturing partners to carry piles of inventory to support this approach. However, if you can quickly produce and supply in-demand products faster than your competition, then you’ve got a leg up!

Secondly, Arthur mentioned the importance of manufacturers being willing to support dealers. Although never a good thing, problems with products do occur, and customers expect not only a rapid response to their concerns, they also expect a quick

“Although dealers want to provide their customers with options, they don’t want to carry a lot of inventory in order to do so.”

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and easy solution. Where manufacturer warranties are unclear, or response times to dealer inquiries take a considerable amount of time, the dealer is left holding the bag.

Think about your own expectations as a customer. Are you willing to wait days to hear back about the status of a defective part or product that you bought? Of course not! Dealers must act as the liaison between the customer and the manufacturer, so rapid response times, clear actions, and up-front terms are important when it comes to being effective.

In the same category falls product knowledge. When demonstrating products, dealers and their staff need to understand all of the benefits and features a product has, otherwise they will have a difficult time selling and supporting products which means fewer orders for manufacturers. Arthur mentioned that training for dealer sales and service staff, and even parts staff, is important to ensure his employees understand all of the features and benefits, which allows them to better serve customers, and in turn, sell more products.

How are you supporting your dealers with the knowledge of your product(s)?

Do you have clear warranties and rapid

response times to inquiries? If you do, it’s another check in the box when it comes to being a preferred partner.

The last point that Arthur highlighted was the importance of a strong relationship. Distributing through a few dealers builds strength in the relationship, however, distributing the products through every dealer network you can find, or worse yet, cutting backdoor deals where you’ve promised not to distribute, may create short-term sales, but doing so over the long term erodes trust.

Dealers, like manufacturers, need to make money. Selling to everyone simply waters down a product’s appeal and brand, and typically erodes margins.

Maintaining a tight market with strong dealers is a better approach to building a long-term partnership than selling through everyone.

There are, of course, other strategies and ideas that Arthur shared, so make sure you connect with him at the AMC Convention and Trade Show. If you are looking to grow and scale your business, connecting with dealers like Arthur is crucial to understanding how you can approach, create value for, and nurture long-term partnerships.

Check out Arthur’s presentation and make sure you tell him I sent you!

Your Custom Metal Processing Specialists.

Open 24/7 to suit all of our customer’s needs.

Our success is built on a companywide commitment to quality and communication.

Our processing line-up: • 11 Big Bed Plate/Sheet Lasers • 1 Tube Laser • 2 Heavy Duty Rolls (10’ & 7’) • 2 Torch/Plasma tables • 8 CNC Brakes (4’ - 22’ 850 Ton) 2301 Industrial Drive, Box 1727 Regina, SK S4P 3C6

306.721.3800 www.hitecprofiles.com

@AMCshortlinecda

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Are you changing up the way business is done in your company or industry?

SPOTLIGHT

JCA Electronics

Eldale Machine & Tool

The Answer Company

One of the cornerstones of a strong corporate culture is collaboration.

Shared goals, open communication and teamwork often lead to high-performing employees. When an environment of trust and understanding has been built, individuals feel safe to make contributions and are connected to the success of a cumulative effort.

As with most businesses, at Eldale Machine and Tool, we are constantly looking for new opportunities and improved ways of doing business. We predominantly supply products to the agricultural industry and as many other businesses have experienced, there has been a decline in demand in the past 18 months.

An ERP platform, such as Sage X3 Agri, can help you develop your business in line with modern workforces. In the agricultural industry, workers are often decentralized: out in the field, at production plants, or making deliveries.

On top of this, they can often be weighed down with administrative tasks that eat into productivity.

Collaboration is a successful model inside corporate culture but what about outside your corporation? Due, in part, to technology, companies are turning to collaboration with vendors, manufacturers and even competitors to enhance the value of their own product offering. For JCA Electronics, collaboration is what keeps us and our customers competitive in this fastmoving digital age.

In search of a solution to this problem, we have looked to other industries for customers, but with only marginal success. Most companies have their supply chain in place, with standards and pricing that are acceptable, which therefore makes it difficult for our company to penetrate new markets.

With an ERP, small administrative tasks can be automated, freeing up time.

Those out in the field can enter data from their smartphones, regardless of where they are. Not only does this reduce the admin burden, it also helps ensure no details have been lost over time and keeps information accurate.

Automatic reports populate using realtime data without much intervention from employees, meaning accurate and up-to-date data can drive your strategic decisions.

Re!magining Collaboration

Partnering with OEMs and collaborating with companies that have complementary expertise helps us to share ideas, lighten workloads and ultimately create superior products that benefit everyone. Reimagining collaboration to include external resources will help companies keep up with evolving technologies and provide their customers with better value.

Re!magining Manufacturing

Eldale is presently making changes internally to streamline the way that we do business. We have begun our “lean” journey and are heading toward making our facility a “lean manufacturing” location. We have started the process of eliminating waste in many areas and have found there to be substantial savings.

As a result of our constant struggle to find quality employees and in conjunction with our focus on lean manufacturing, Eldale has started to automate some of our processes. Robotics are obviously not a new concept, but due to decreasing prices over the years, we are now able to justify the cost of purchasing robots.

Re!magining Workforce

With the right partner, like The Answer Company, a custom Agri ERP can be configured to meet the demands and needs of your whole workforce in a way that makes their jobs easier and helps the business run more effectively.

The changes within Eldale are in place to guarantee that our customers continue to receive high-quality products at competitive prices, as well as to ensure that our business is a desirable place to work for our employees.

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Showcase your reimagination...

The AMC Re!magination Spotlight is an opportunity for AMC members to showcase how they are reimagining business!

In order to qualify, your company should be reimagining business in one of the following categories: Business Models: Examples could include shifting gears to adapt to changing business supply demands, expansions, or new acquisition strategies.

Workforce: Examples could include a virtual workforce, an outsourced workforce, or an automated workforce.

Products: Examples could include new product development, innovation, and new-to-market ideas.

Services: Examples could include adapting offerings to a changing environment or reinventing your delivery of services to meet customer needs.

Technology: Examples could include the development of a new software, new technological equipment, or automation.

Distribution: Examples could include new sales tactics, new supplier channels, or new network opportunities.

Submissions are Easy!

Just send us a 150-word write-up telling us a little bit about your reimagination, which category it qualifies for, and the impact it has on your business.

Submissions are free and you can submit more than one entry!

It’s not too late to submit an entry. This will be a recurring section in Implement Success, so submit now to have your company featured in an upcoming edition!

Other: Examples could include reimaginations that do not fit into one of the above categories.

Submissions can be sent to: schappell@31stline.com with the subject line AMC Re!magination Spotlight Submission.

The Answer Company

Pattison Liquid Systems

The Answer Company

Integrated digital systems are helping agricultural businesses across the world increase their output, maintain highquality standards, and branch into new markets.

In the spring of 2018 Pattison partnered with DOT as the first ever implement provider for the autonomous DOT Platform, under the newly formed company CONNECT Agriculture Inc.

The beauty of employing an ERP platform, like Sage X3 Agri, is that it takes your current operation and makes it more efficient. You can automate your administrative tasks, get to-the-minute reports on business data, and handle auditing quickly and easily. Cloud-based data storage and web-screens mean that field workers can enter data from anywhere in the world.

Since then, we have developed the CONNECT line of sprayers and the CONNECT coulter.

Re!magining Technology

The Answer Company is a trusted Sage Partner. For 25 years, we have been helping propel businesses forward by helping them optimize their current business processes, using custom ERP platforms. With Sage X3 Agri, we’ve been able to apply our knowledge of the industry to do the same for agricultural businesses across Canada.

@AMCshortlinecda

Re!magining Technology

We are convinced that the future is in autonomous or robotic farm implements.

DOT and CONNECT have autonomously farmed more acres than anyone on the planet.

2020 will see more commercial units becoming available as autonomous farming grows in popularity. We are excited for thousands of acres to be farmed autonomously across western Canada with CONNECT equipment.

Re!magining Business Models

More and more businesses are finding ways to use technology to make their day-to-day business, and their long-term goals, easier to achieve. Using an ERP system helps shift business to a modern business model. The right ERP can help you build a more modern workplace, with remote and on-site workers having access, cloud storage of data so that it is always on hand, and advanced reporting letting you make strong strategic decisions.

Sage X3 Agri also helps you protect against the loss of institutional knowledge that may occur when your company veterans retire or move on. The digital platform and growing technology can engage and entice new entrants to agriculture, and help them contribute significantly to the business’ goals. The Agri platform, custom configured by The Answer Company’s experts, can help you shift your business model to one that is more integrated, accessible, and efficient.

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Implement Success | Fall-Winter 2019

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Re!magining Business Strategy

How Dynamic Tire is Forging a NEW FUTURE

By Shawn Casemore Larry Eloy and Victor Mark of Dynamic Tire have been able to grow their company year over year, despite the many challenges facing the industry. In a recent discussion, I asked them exactly which key strategies have allowed them to break into new markets, evolve their business model, and develop new lines of business in such a short period of time.

Customers First It was clear in the discussions that the underlying strategy that the entire Dynamic Tire team has followed is being plugged into their customers’ needs.

Not just understanding these needs, but actually providing tangible solutions to their customers’ needs as quickly as they possibly can.

One example of Dynamic Tire’s strong focus on serving customers is their partnership with a tire manufacturer.

Although it is not one of the more commonly recognized brands, the partnership has allowed them to work directly with the manufacturer to develop off sizes that better suit their customers’ needs. The nimbleness of the relationship has allowed them to bring the new tire sizes to market in months, rather than years, placing them ahead of their competition and grabbing market share from other larger competitors.

Putting Technology to Work It might seem interesting that during a time when technology is advancing at a rapid pace, the Dynamic Tire team is focused on working directly, face to face, with their customers. During our discussions, they shared that their relationships with their customers have and will always remain the cornerstone of their business, and that they’ve used technology to help them further build the relationships.

Rather than adopting technology for the sake of doing so, they asked their customers what they needed to be successful. It turns out that by investing in an e-commerce platform that they continue to expand use of throughout

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+ the company, they are able to provide more timely information to their customers. This allows them to place and track orders online, which, in turn, allows their customers the ability to use their time in the ways they want, rather than being forced to conform to Dynamic Tire’s availability.

In addition, the information obtained through the e-commerce platform allows Dynamic Tire’s OEM division to ensure that they are ordering and stocking the right products that are in the greatest demand. Taking advantage of live information and feedback from customers, both in person as well as through technology, is allowing Dynamic Tire to have the right products and services at the right time, allowing them to better meet their customers’ needs.

Supporting their customers hasn’t stopped with e-commerce, however, as recent investments in automation have allowed for tire mount and dismount services that are three times faster than their previous methods. This, in turn, allows Dynamic Tire to respond faster to their customers’ needs and gain valuable data from the equipment in real time which identifies where further improvements can be made.

+ Integration as a Strategy I asked the Dynamic Tire team to share a bit more about their partnership with a manufacturer, to determine what other value they’ve derived from the relationship. They explained that, in fact, the partnership was part of their greater strategy to integrate operations.

What’s the driving factor to such efforts, you might wonder? Better customer service. By integrating with not only a tire manufacturer, but also with wheel manufacturers, Dynamic Tire is able to provide a one-stop shopping solution for their customers, which again satisfies exactly what their customers are asking for.

You might wonder, with all of this change and evolution in their business, if the Dynamic Tire team has any time to sleep at night. The short answer is, they sleep very well, knowing that each and every day they are taking advantage of technology and automation to build stronger relationships with their customers and solidify their company as the choice for wheels and tires… and that is what is allowing Dynamic Tire to forge ahead of their competition.

Implement Success | Fall-Winter 2019

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Re!magining Manufacturing

Equipment Manufacturers Moving Towards Automation

By Treena Hein Every day there is a new media report about how new technologies are changing agriculture. So many farm processes, from barn environment management to planting seed, are already automated. According to Brad Sparkman, President and CEO of Innovative Finishing Solutions in Orangeville Ontario, automation of farm equipment manufacturing is also growing. It’s a game-changer that provides both manufacturers and their customers with numerous benefits.

Innovative Finishing Solutions provides automated (robotic) systems engineering, integration and service to the ag equipment, automotive, aerospace and large industrial manufacturing sectors. Started in 2002, it has 60 core employees and also uses

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Implement Success | Fall-Winter 2019

local contractors on various projects in Canada and beyond, with a total team that can be as large as 1,800 at any given time.

To explain where automation is heading now in ag equipment-making, Sparkman first looks at the past. “Automation has been the most efficient and costeffective way of handling materials, applying paint and more for a long time in the automotive sector and for large manufacturers of other products,” he says. “Now, it’s become cost-effective for smaller sectors and smaller operations, for example, farm equipment.”

Part of the cost-effectiveness comes from energy efficiency. While some people have held the view that robotic automation requires a lot of energy, says Sparkman, the opposite has been shown to be true.

“Automation has become cost-effective for smaller sectors and smaller operations, for example, farm equipment.”

— Brad Sparkman, President & CEO, Innovative Finishing Solutions

Labour cost savings – including situations where costs are incurred because skilled workers can’t be found – are also a factor in adoption of robotics systems. All this, says Sparkman, along with the reliability and consistency

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of robotic systems, has made the timeline for payback so reasonable for smaller manufacturers that many are now realizing they can’t afford not to automate. “It also helps that banks and other lending institutions are now willing to approve financing for automated equipment,” he explains.

“Lenders understand these systems keep their value and consider them a wise investment that will help secure a business’ future.”

In terms of new developments, Sparkman reports that collaborative human-robot systems are becoming more common. These are systems where humans and robots work closely together, with the robot for example lifting and holding heavy parts for the worker to fasten them to the main body of a machine. “Robots are perfect to handle tasks that would be very difficult for a human to do repeatedly, and it’s a game changer in terms of more efficient through-put,” Sparkman explains. “Also, robots can be used where various chemicals are involved in parts of the manufacturing process, avoiding risks to worker health. And because they are so consistent and precise, no materials are wasted.” Robot ‘vision’ systems,

where software analyzes parameters in still or moving images taken with cameras along the assembly line, also continue to evolve. They can verify the exact placement of parts, for example, or check requirements at various stages in a process, such as whether all pins have been placed into a particular component.

All this means that while his firm has certainly provided systems for large farm equipment companies such as John Deere and Kubota, Sparkman is now seeing an increasing number of smaller OEM companies and smaller ag sector manufacturers taking steps to automate, including makers of everything from silos to augers. “We’ve seen 20 per cent increase in ag equipment business and we expect 15 to 20 per cent more in the next five years,” he says. One area attracting a lot of interest in agriculture is automated welding systems. It’s a selling feature that it’s a robotic weld, not just from the appearance consistency perspective but a weld integrity consistency perspective.”

Sparkman notes that some ag equipment-makers are in very rural locations, and that owners of these

firms can be concerned that their locations are too remote for effective robotic system service. To that point, he notes that reliability (uptime) for these systems is now in excess of 99 per cent, and that very often, servicing can be done online through a connection with each robot’s unique internet IP address.

Owners of smaller manufacturers can also be concerned that robotic systems won’t be easy to operate, he says, but notes that the opposite is true. Typically, these systems are operated simply by selecting task options using a dropdown menu and pressing ‘start.’

Looking at the big picture, Sparkman believes that while Canadian manufacturers have always been perceived as high quality, they will need to maintain that quality on the world stage in new ways as costs continue to rise. “We must have higher efficiency for manufacturing in Canada to survive and that means automation,” he says.

“I think the first step should be to ask for an audit. That will determine the processes for which manufacturers can get return on investment very quickly, and then once that is done, look at further projects.”

“The Fastener Specialists” For all your Kanban and VMI needs

Located in the heart of Canada’s grain belt, Fastener Warehouse has developed an intimate understanding of the needs of all manufacturing sectors including agriculture, oil & gas, recreational vehicles as well as mining, forestry and cabinet making. Our extensive inventory includes all of the standard fasteners and class C items, as well as our specialty, customer specific made to print items. This allows us to virtually eliminate costly down time from parts shortages as all special parts are stocked by us for quick delivery when required. We save our customers time and money and offer vendor managed inventory.

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2019/2020

Events and Trade Shows Trade shows are an excellent opportunity to market your product or business. This schedule will help you find agricultural trade shows throughout North America.

December 2019

April 2020

December 4-5, 2019

April 1-2, 2020

49th Annual AMC Convention and Trade Show Sheraton Cavalier Hotel, Saskatoon, SK www.a-m-c.ca/convention

January 2020 January 13-16, 2020

Crop Production Show

Prairieland Park, Saskatoon, SK www.cropproductiononline.com January 14-16, 2020

Salon de l’agriculture

L’Espace Saint-Hyacinthe, Saint-Hyacinthe, QC www.salondelagriculture.com/salon-de-lagriculture January 21-23, 2020

Canadian Dairy Xpo

Stratford Rotary Complex, Stratford, ON www.dairyxpo.ca

June 2020 June 19-21, 2020

Canada’s Farm Progress Show

Evraz Place, Regina, SK www.myfarmshow.com

July 2020 July 21-23, 2020

Ag in Motion

HWY 16, 15 mins NW of Saskatoon, SK www.aginmotion.ca

Manitoba Ag Days

The Keystone Center, Brandon, MB www.agdays.com January 29-30, 2020

Precision Ag Conference

London Convention Centre, London, ON www.farms.com/precisionagriculture

February 2020 February 12-15, 2020

National Farm Machinery Show Kentucky Exposition Center, Louisville, KY www.farmmachineryshow.org

March 2020 March 4-6, 2020

London Farm Show

March 17-19, 2020

Your financing should be too

EY Center, Ottawa, ON www.ottawafarmshow.com

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Western Fair District, London, ON www.westernfairdistrict.com/london-farm-show

Ottawa Valley Farm Show

22

Your business is unique

Implement Success | Fall-Winter 2019

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Index to Advertisers ADVERTISING/PROMOTIONS 31st Line Strategic Communications www.31stline.com. . . . . . . . . . . . . . . . . . . 18 BEARINGS The CTD Group www.thectdgroup.com. . . . . . . . . . . . . . . 18 Daemar Inc. www.daemar.com . . . . . . . . . . Inside Back Cover BLOWERS Walinga Inc. www.walinga.com. . . . . . . . . . . . . . . . . . . 16 BRAKE ASSEMBLIES Omega Drives Inc. www.omegadrives.com . . . . Inside Front Cover The CTD Group www.thectdgroup.com. . . . . . . . . . . . . . . 18 BUSHINGS & HUBS The CTD Group www.thectdgroup.com. . . . . . . . . . . . . . . 18 Daemar Inc. www.daemar.com . . . . . . . . . . Inside Back Cover

FINANCIAL ADVISORY SERVICES Farm Credit Canada www.fccfinancing.ca. . . . . . . . . . . . . . . . . 22 GEARS/GEAR BOXES Omega Drives Inc. www.omegadrives.com . . . . Inside Front Cover GOVERNMENT AGENCIES Government of Saskatchewan Saskatchewan.ca/invest. . . . . . . . . . . . . . 18 GRAIN STORAGE BINS (LIDS) Leland Industries Inc. www.lelandindustries.com.Inside Back Cover GRAIN HANDLING SYSTEMS Walinga Inc. www.walinga.com. . . . . . . . . . . . . . . . . . . 16

COATINGS Axalta Coating Systems Canada Company www.axalta.us/industrial. . Outside Back Cover

HUBS/SPINDLES Eldale Machine & Tool www.eldalemachine.com. . . . . . . . . . . . . 19 Omega Drives Inc. www.omegadrives.com . . . . Inside Front Cover

CONVEYORS – BELT/AIR Eldale Machine & Tool www.eldalemachine.com. . . . . . . . . . . . . 19

HYDRAULIC PARTS & ACCESSORIES Daemar Inc. www.daemar.com . . . . . . . . . . Inside Back Cover

CULTIVATORS Degelman Industries Ltd. www.degelman.com. . . . . . . . . . . . . . . . . . . 8

LASER CUTTING Hi-Tec Profiles Inc. www.hitecprofiles.com.. . . . . . . . . . . . . . 13

CUSTOM BROKER Percy H. Davis Ltd. www.percydavis.com . . . . . . . . . . . . . . . . 21

LEAN TRAINING Axalta Coating Systems Canada Company www.axalta.us/industrial. . Outside Back Cover

CYLINDERS RAM Industries Inc. www.ramindustries.com . . . . . . . . . . . . . 25 The CTD Group www.thectdgroup.com. . . . . . . . . . . . . . . 18 EXPORT SERVICES Percy H. Davis Ltd. www.percydavis.com . . . . . . . . . . . . . . . . 21 FABRICATION Hi-Tec Profiles Inc. www.hitecprofiles.com. . . . . . . . . . . . . . . 13 FASTENERS Daemar Inc. www.daemar.com . . . . . . . . . . Inside Back Cover Fastener Warehouse Ltd. www.fastenerwarehouse.ca . . . . . . . . . . 21 Leland Industries Inc. www.lelandindustries.com . . Inside Back Cover

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FERTILIZER APPLICATION & ATTACHMENTS Bourgault Tillage Tools www.tillagetools.com. . . . . . . . . . . . . . . . 16

Implement Success | Fall-Winter 2019

MACHINING Eldale Machine & Tool www.eldalemachine.com. . . . . . . . . . . . . 19 RAM Industries Inc. www.ramindustries.com. . . . . . . . . . . . . . 25 Walinga Inc. www.walinga.com. . . . . . . . . . . . . . . . . . . 16

PINS Fastener Warehouse Ltd. www.fastenerwarehouse.ca . . . . . . . . . . 21 PLASTIC MOULDING MANUFACTURING Daemar Inc. www.daemar.com . . . . . . . . . Inside Back Cover Northern Plastics Ltd. www.northernplastic.com. . . . . . . . . . . . . . 4 PTO SHAFTS & CLUTCHES Agri Supply Co. (Direct Distributors Inc.) www.agrisupply.com. . . . . . . . . . . . . . . 8, 23 Omega Drives Inc. www.omegadrives.com . . . . . Inside Front Cover SAFETY/ENVIRONMENTAL PRODUCTS Axalta Coating Systems Canada Company www.axalta.us/industrial. . Outside Back Cover SEALS Daemar Inc. www.daemar.com . . . . . . . . . . Inside Back Cover STEEL/METAL SUPPLY Encore Metals www.encoremetals.com.. . . . . . . . . . . . . .25 SWATHERS MacDon Industries Ltd. www.MacDon.com.. . . . . . . . . . . . . . . . . . . .4 TIRES Alliance Tire Group (ATG) www.atgtire.com. . . . . . . . . . . . . . . . . . . . 23 BKT Tires Canada www.bkt-tires.com . . . . . . . . . . . . . . . . . . 19 Dynamic Tire Corp. www.dynamictire.com. . . . . . . . . . . . . . . 25 WAREHOUSING & DISTRIBUTION Fastener Warehouse Ltd. www.fastenerwarehouse.ca . . . . . . . . . . 21

MANUFACTURING Bourgault Tillage Tools www.tillagetools.com. . . . . . . . . . . . . . . 16 Degelman Industries Ltd. www.degelman.com. . . . . . . . . . . . . . . . . . 8 Honey Bee Manufacturing Ltd. www.honeybee.ca. . . . . . . . . . . . . . . . . . . 16 MacDon Industries Ltd. www.MacDon.com. . . . . . . . . . . . . . . . . . . . . 4 METAL FABRICATION Eldale Machine & Tool www.eldalemachine.com. . . . . . . . . . . . . 19

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RAM’s Engineering team has the technical experience and innovation to support your design activities.

This partnership is an important part of building reliable equipment that brings value to your customers.

Our expertise includes:

Reverse Engineering Design for Parts Interchangeability Cylinder Modifications for Fit or Function Prototype Design & Production 3D Modeling and File Transfer Cylinder Longevity and Durability Testing Technical Support and Troubleshooting On Site Engineering Visits Rely on RAM for your cylinder solutions!

RAM Industries Inc 33 York Rd E., PO Box 5007, Yorkton, SK T: 1.877.799.1005 F: 306.786.2651 www.ramindustries.com

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Implement Success | Fall-Winter 2019

25

Re!magining Partnerships

From Transactional Sales to Service-Oriented Partnership How do we make this paradigm shift?

By Dr. Haniyeh Yousofpour and Sanjay Dhebar With changes to our society’s demographics, culture and values, the way consumers think, make decisions and behave are also evolving. Food is a major expenditure for consumers and making decisions related to food consumption is a central area of focus in individuals’ daily lives. This has resulted in the agricultural industry in Canada being impacted significantly.

With consumer preferences shifting to a greater desire for sustainability, ethically conscious purchase choices, and a desire to understand the process of product development, organizations, suppliers and distributors have no choice but to adapt their approach to be aligned with consumers’ needs and values in order to thrive or even survive.

Historically trade transactions were mostly focused on knowing the right people to start a relationship with and providing the best pricing to maintain the relationship. This strategy is no longer enough for businesses to succeed.

For Business to Customer (B2C) markets, it is essential to understand the customer, acknowledge their product familiarity prior to making a purchase and to personalize the product or service to meet their individual needs.

To empower B2C businesses to provide such customized service, the suppliers in Business to Business relationships (B2B) should understand the end user’s psychology and decision choices. This will enable them to provide customized services or products to their B2B customers so that in the end, consumers’ needs are met.

So, given this information, how do we make this happen?

Whether the end user is an organization, customer or another business, three principles need to be followed to succeed in today’s market:

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Implement Success | Fall-Winter 2019

them all the relevant information, giving them a sense of security and following through with great service to make the customer experience more enjoyable.

2. Negotiate collaboratively Negotiation is not about bargaining; it is about coming to an agreement that each party benefits from both financially and non-financially. It is extremely important to understand what each party’s interests are and what needs they have to satisfy to come to an agreement. People come to the table with a specific position as the only way they believe they can meet their goals.

It is essential to explore alternative options to meet the underlying interest of each party. Negotiation is as much an art as a science. One must fully understand the desired outcomes for all parties involved, the circumstances under which the interaction is taking place, each party’s style and how to interact with them effectively. The goal is to reach an agreement that all parties benefit from and are encouraged to continue with.

3. Adapt your approach based on the customer’s changing needs 1. Partner with the customer to understand their needs Gone are the days of one size fits all.

It is essential to know the customer, acknowledge their uniqueness, analyze their needs and partner with them to create a positive outcome.

Customers are well informed and before committing to a purchase they have already conducted a lot of research about the product or service.

Historically, giving limited facts about a product and pushing the sale would be effective. However, today, customers are more likely to purchase from those they trust and consider a reliable source of information. This is more critical if they are buying products that they will then sell to their own customers with whom they have long standing relationships.

Their reputation and consistency of quality is very important to them. For such situations, the best sales strategy is partnering with the customer, providing

As the needs of the customers are changing, organizations must constantly adapt their approach to meet those needs. This is only possible by understanding the drivers of such change along with being proactive rather than reactive. Service oriented partnership is about making life easier for the customer which includes developing new solutions in the form of products or services before the customer asks them. Understanding and being agile to the customer’s evolving requirements is a key component towards higher performance.

To implement these three principles, organizations should build the right culture and mindset, train their employees to apply these principles and incentivize them to commit to this approach. It is essential for organizations to align their internal Human Resources practices with their organizational strategy by equipping their employees with the right skills and motivations to succeed!

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Innovative High-Performance Coatings to Preserve the Beauty of Your Products

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