August 2019: Road Building Equipment Showcase by Associated Equipment Distributors

CED A U G U S T

2 0 1 9

CONSTRUCTION EQUIPMENT DISTRIBUTION P R O V I D I N G S O L U T I O N S T O D AY F O R T O M O R R O W ’ S E Q U I P M E N T I N D U S T R Y

2019

ROAD BUILDING Equipment Showcase

R E C OVE NIN G TH O UGH TS W IC E R ound table

LEAD I N G B Y TH E N UMB ER S Kel ly Olsen

TH E I N S A N D OU T S Of AE D ’s E x ec u t i v e C on c l av e

August 2019 | Construction Equipment Distribution | www.cedmag.com | 1

YOUR AED MEMBERSHIP PROVIDES SOLUTIONS AND OPTIONS

AED’s membership services and benefits are designed to enhance and develop the profitability and continuity of construction equipment dealers by providing tools and resources.

AED LEGAL CALL COUNSEL AED’s call counsel is a FREE legal hotline for AED members provided by Kopon Airdo, LLC - AED’s general counsel. Take advantage of this member benefit today, visit www.koponairdo.com

2 | www.cedmag.com | Construction Equipment Distribution | August 2019

DRIVING DEALERSHIP SUCCESS

ALTA COUNTS ON e-EMPHASYS “One of the KPIs that we've historically tracked is how long it takes for us to get from the completion of a work order to actually invoicing the work order. We've been able to cut that in half in the time we've been on e-Emphasys,” said Greenawalt. “The transparency of the system and it being a robust, real database is really helping with our business intelligence and our reporting. It's light years ahead of where we came from.“

RYAN GREENAWALT, PRESIDENT & CEO ALTA EQUIPMENT COMPANY

Fully-Integrated Software Solutions Designed for the Equipment Dealer and Rental Industry

Business Intelligence

Mobile Field Service

ERP

CRM Solution

Customer Portals

www.e-Emphasys.com Ad_template.indd 2

7/26/2019 9:24:38 AM

CONTENTS AUGUST 2019 | VOL 85 NO. 8 | www.cedmag.com

REC ONVENING TH O UGH TS AT AED ’ S SECO N D AN N UAL WOMEN IN CONSTRUCTIO N EQUI PMEN T R O UN D TAB L E When AED held their first Women in Construction Equipment Roundtable (WICE) last year, it heralded a milestone in an industry struggling to build equality and the workforce of tomorrow. Perhaps less monumental, but every bit as important, was AED’s second annual WICE Roundtable held this past May in Chicago.

LEADING BY THE NUMBERS

At first, it was all about the numbers for Kelly Olson. Growing up in Great Falls, Montana, the new president of Western States Equipment Co. knew with certainty that accounting was her calling.

2019 ROAD BUILDING EQUIPMENT SHOWCASE Take an exclusive look at the equipment that builds America’s vast interstate highway systems and the roads that are our country’s lifeblood, bringing products and services to businesses and consumers.

2019 road building equipment showcase

THE INS AND OUTS OF EXECUTIVE CONCLAVE Adapting to an industry that has seen unprecedented growth and change in the past few years can be difficult. Mixed market signals and political constraints can be a challenge for any industry to weather, but especially one like ours that functions on certainty. August 2019 | Construction Equipment Distribution | www.cedmag.com | 3

INTRODUCING AED360 DOWNLOAD AEDâ&#x20AC;&#x2122;S NEW ALL-ENCOMPASSING MOBILE APP N O W AVA I L A B L E O N

CONTENTS AUGUST 2019 | VOL 85 NO. 8 | www.cedmag.com INSIDE

EDITORIAL Editor in Chief Sara Smith ssmith@aednet.org Design & Layout Phoebe Defenbaugh design@aednet.org ADVERTISING Vice President Jon Cruthers 800-388-0650 ext. 5127

P.7 From the President: Calling All Small Dealers! P.14 Western Regional Report: AED, The Social Business Network P.15 AED in Canada P.16 The AED Foundation Donor Profile: Kirby-Smith Machinery P.17 Women who LEAD at Carolina Tractor & Equipment P.18 Debriefing AED’s Washington Fly-In P.38 Finishing Big P.40 The Key To Leadership Effectiveness

jcruthers@aednet.org

P.42 Good Relationships Don’t Just Happen

Production Manager

P.44 Ground Breaking: TCAT Memphis and Haas Education & Training Facility

Martin Cabral 800-388-0650 ext. 5118

Since 1920 Official Publication of

AUGUST CONTRIBUTING WRITERS Heidi Bitsoli CED Reporter

Brian P. McGuire Associated Equipment Distributors

Clifford Black CED Reporter

Phil Riggs Associated Equipment Distributors

K ri s J e n sen- Van Hes te CE D R e por t er

Hermann Schneider Ductilcrete Technologies

R ob L e forte IM PACT Public Affa ir s

Brad Wolff PeopleMaximizers.com

2019

As the official magazine of Associated Equipment Distributors, this publication carries authoritative notices and articles in regard to the activities of the association. In all other respects, the association cannot be responsible for the contents thereof or the opinions of contributors. Copyright © 2018 by Associated Equipment Distributors. Construction Equipment Distribution (ISSN0010-6755) is published monthly as the official journal of Associated Equipment Distributors. Subscription rate – $39 per year for members; $79 per year for nonmembers. Office of publication: 650 E. Algonquin Road, Suite 305, Schaumburg, Ill. 60173 Phone: 630-574-0650. Periodicals postage at Schaumburg, Ill. 60173 and other post offices. Additional entry, Pontiac, Ill. POSTMASTER: Send address changes to Construction Equipment Distribution, 650 E. Algonquin Road, Suite 305, Schaumburg, Ill. 60173. 4 | www.cedmag.com | Construction Equipment Distribution | August 2019

Ad_template.indd 2

7/30/2019 11:27:41 AM

LD LETâ&#x20AC;&#x2122;S BUI

EED N R U O Y T FITS A H T E G A ACK ANCING P

A FIN

Looking to finance construction equipment? Look no further than 1st Source Bank. Serving businesses and individuals of northern Indiana since 1863, we have become a national leader in the financing of specialty equipment. Our experienced construction equipment team will provide you outstanding service, straight talk and sound advice.

Rental Fleet Specialists

Let us tailor a financing package that fits your needs.

National specialty finance leader for over 40 years

Flexible financing options including pre-approved construction equipment credit limits Simple application process for aggregate credit up to $350,000 Experienced professionals who provide personal service that makes it easy to get things done

Specialty Finance Group 1stsource.com/construction

Ad_template.indd 2

4/16/2019 9:42:04 AM

CALLING ALL

FR O M TH E PR ESI D EN T BR IA N P. M cG U IR E

SMALL DEALERS!

his fall, small dealers from across the country will once again meet up for the Small Dealer Conference, the third annual meeting for small dealers across North America. From November 10 to 11 in Charlotte, North Carolina, attendees will have the opportunity to network with fellow small dealers and thought leaders, share best practices, learn implementable strategies for their dealerships and much more!

This conference balances educational sessions with networking events to ensure that your time away from the office is time well spent, giving attendees plenty of time to meet and share ideas with each other. Many previous participants found this to be a very beneficial aspect of the conference, as they were reminded they weren’t alone in their struggles and, ultimately, saved valuable time and money by learning from others’ mistakes.

Last year’s Small Dealer Conference boasted networking opportunities, inspirational speakers, educational sessions and more. The sessions focused on standard industry topics such as best practices, tax reform and ways to combat the ongoing technician shortage. The conference’s programming also included lectures on Dr. Seuss-inspired leadership strategies and how to develop “scrappy” marketing plans even without a marketing budget.

There will be more information to come on this year’s event as we get closer to the conference date. Keep an eye on bit.ly/2019smalldealer for a more in-depth description of what to expect – a schedule of events, an updated list of attendees, a list of educational sessions and much more can be found by clicking the link.

Though it is still being finalized, expect topics for this year’s event to focus on improving dealership operations, hiring and recruiting, technology, an OEM-focused session and more.

B R I A N P. Mc GUI R E AED President & CEO OFFICERS

MICHAEL D. BRENNAN Chairman Bramco, LLC RON BARLET Vice Chairman Bejac Corporation CRAIG DRURY Senior VP Vermeer Canada Inc. MICHAEL VAZQUEZ VP Membership MECO Miami Inc. TODD HYSTAD VP Canada Vimar Equipment Ltd. GAYLE HUMPHRIES VP of Finance Low Country Machinery WES STOWERS VP of Political Action Stowers Machinery Corporation WHIT PERRYMAN Foundation Chairman Vermeer Texas-Louisiana DIANE BENCK Past Chair West Side Tractor Sales Co.

At AED, we look forward to watching this program continue to grow, with more member engagement in the coming years as it becomes a staple on our schedule of events and conferences. If you would like more information or to register today, please visit bit.ly/2019smalldealer. I look forward to seeing those of you who attend the conference in Charlotte this fall!

R OB ERT K . HEN DER SON AED Executive Vice President & COO AT- LA R GE DI R ECTOR S PAUL FARRELL Modern Group Ltd. STEVE MEADOWS Berry Companies, Inc. JAMES A. NELSON Heavy Machines, Inc. MATT DI IORIO Ditch Witch Mid-States DAN STRACENER Tractor & Equipment Co. JOHN THOMPSON Thompson Machinery

JA SON K. BLAKE AEDF Executive Vice President & COO R EGI ON A L DIRE C TORS

MICHAEL LALONDE West Reg. Westrax Machinery, Inc. MATTHEW ROLAND Midwest Reg. Roland Machinery Co. JOHN SHEARER Rocky Mountain Reg. 4 Rivers Equipment, LLC COREY VANDER MOLEN South Central Reg. Vermeer MidSouth, Inc. MIKE PARIC Eastern Canada Reg. Joe Johnson Equipment Inc. TOMMY BALL Southeast Reg. Flagler Construction Equipment, LLC STEVE OUELLETTE Northeast Reg. Frank Martin Sons, Inc. TODD HYSTAD Western Canada Reg. Vimar Equipment Ltd.

August August 2019 | Construction Equipment Distribution | www.cedmag.com | 7

AED NEWS

Did you know that in 2018 Congress passed legislation that modernized and increased funding for the Carl D. Perkins Career and Technical Education Act? These improvements will enable more effective spending of federal dollars to help our nation’s students acquire the skills that they need and that employers – including AED members – are demanding. Stay tuned for how you can be engaged in the process of deciding how Perkins dollars will be spent in your respective states.

UPCOMING CED SHOWCASES International Construction and Utility Equipment Exposition (ICUEE) 2019 Showcase SEPTEMBER Small Dealerships and Compact Equipment Showcase OCTOBER CONDEX 2020 Showcase DECEMBER

A ED HON O R ED IN TH E FASTEST 5 0 AWAR D S FO R D O UB L E- D I G I T G R O WT H! The AED Summit & CONDEX has been recognized by Trade Show Executive Magazine as one of the fastest growing shows of 2018. A total of 90 shows made the Fastest 50 this year. Forty-one shows were ranked in more than one Fastest 50 metric category and 19 made the team ranked in all three.

The Fastest 50 awards were presented to honorees before an audience of more than 150 show organizers from around the nation at the Trade Show Executive’s Fastest 50 Awards & Summit at Harrah’s Resort in Atlantic City, New Jersey, on June 19, 2019. The Fastest 50 shows posted impressive double-digit growth percentages in key metrics and contributed greatly to the overall growth of trade shows in 2018. The top 50 shows saw their exhibit space shoot up by an impressive 18.9% for the year, while exhibitor numbers were up 14.5% over 2017, and attendance increased a hefty 25.8%. The percentages of growth for the Fastest 50 were particularly impressive when compared to the overall exhibition industry, which notched a 2.3% increase in exhibit space in 2018 along with a 1.0% uptick in exhibitors and a 0.1% nudge in attendance. AED’s rankings in the Fastest 50: •

Ranked #18 for Increase in Number of Exhibitors

•

Ranked #29 for Increase in Net Square Feet And in the Next Fastest 50: •

LEARN MORE about the Trade Show Executive’s Fastest 50 Awards & Summit at www.tsefastest50.com.

Ranked #58 for Increase in Total Attendees

A ED W EL CO MES MIKE KO ND R ATH AS B USI N ESS D EVEL O PMEN T SPECI A LI S T

Mike will be your point of contact at AED and will help you get the most out of your membership. As part of the business development team, he will assist AED members with the development and execution of their marketing plans to grow their businesses. Mike will be your contact for: • CED advertising, both print and digital formats • Summit hospitality suites and CONDEX booths • Event sponsorships • Membership directory updates 8 | www.cedmag.com | Construction Equipment Distribution | August 2019

Mike can be reached at: Email: mkondrath@aednet.org Direct line: 630-468-5121 Cell phone: 630-642-9045

AE D N E W S

AED ’S CO MMEMO R ATI VE I SSUE W I N S I N TH E COM MUN I CATO R AWAR D S! CED Magazine’s 100-year commemorative issue, Honoring the Past, Embracing the Future, has been selected by the Academy of Interactive & Visual Arts as a 2019 Communicator Award Winner.

The Communicator Awards is the leading international creative awards program honoring creative excellence for communication professionals. Founded over two decades ago, the Communicator Awards is an annual competition honoring the best in advertising, corporate communications, public relations and identity work for print, video, interactive and audio. The 25th Annual Communicator Awards received over 6,000 entries from ad agencies, interactive agencies, production firms, in-house creative professionals, graphic designers, design firms and public relations firms. The Communicator Awards is judged and overseen by the Academy of Interactive & Visual Arts (AIVA), a 600+ member organization of leading professionals from various disciplines of the visual arts dedicated to embracing progress and the evolving nature of traditional and interactive media. Current AIVA membership represents a “Who’s Who” of acclaimed media, advertising, and marketing firms, including PureMatter, Condé Nast, Disney, Republica, Tinder, MTV, Starbucks, Fast Company, Tribal DDB, Yahoo!, and many others. See aiva.org for more information.

AED WI N S B I G I N TH E 2 0 1 9 H ER MES AWAR D S The Hermes Awards is an international competition for creative professionals involved in the concept, writing and design of traditional materials, marketing and communication programs, and emerging technologies. The competition is set up with 200 categories distributed under the headings Print Media, Public Relations/Communications, and Electronic/Social/Interactive Media. In addition to individual deliverables like advertising, publications, websites and videos, categories also include strategic campaigns and media placements. The competition has grown into one of the largest of its kind in the world. A look at the winners shows a range in size from individual communicators to media conglomerates to Fortune 500 companies.

S O M E F U N FA C T S A B O U T T H E C O M P E T I T I O N : 20+ YEARS 200,000+ ENTRIES ENTRIES FROM 100+ COUNTRIES GOLD WINNERS: Honoring the Past, Embracing the Future Print Media | Publications | 18. Magazine Honoring the Past, Embracing the Future Print Media | Writing | 63. Publication Overall You can view all the gold winners here: https://enter.hermesawards.com/winners/#/gold/2019

I ND U S TRY NEWS “Because of the earn-while-you-learn nature of the program, it will help dealers more easily recruit new employees and further develop a highly skilled workforce,” Worthington said. “This can improve a dealer’s productivity and profit potential as employee turnover costs are reduced and employees are retained longer. In addition, John Deere customers benefit from access to more highly skilled dealer personnel who are servicing or supporting their equipment.” John Deere dealers can collaborate with any number of local organizations as part of the Registered Apprenticeship Program. These organizations include, but are not limited to, the John Deere TECH Program, K-12 schools, community colleges, labor organizations, economic development groups, foundations and workforce development boards.

JOHN DEERE ANNOUNCES NEW REGISTERED APPRENTICESHIP PROGRAM Program will help address service technician labor shortage across the U.S. John Deere has received approval from the U.S. Department of Labor for its new Registered Apprenticeship Program and is making it available to its Agriculture & Turf and Construction & Forestry dealers. The program will help address a widespread shortage of service technicians, especially in rural areas across the country, by providing dealers with a formalized, on-the-job and technical training plan to help them develop more highly skilled employees. “The new Registered Apprenticeship Program complements our existing John Deere TECH program,” said Grant Suhre, director, region 4 customer and product support for John Deere Ag & Turf. “In addition to the on-the-job training experience, an apprentice will receive technical instruction and be assigned a personal mentor as a part of the highly organized training structure. Upon completion of the apprenticeship, he or she will receive a nationally recognized journeyworker certificate.” With participation in the apprenticeship program, dealers formally commit to developing additional talent in an earn-while-you-learn program. A participating apprentice benefits from structured, on-the-job training in partnership with an experienced mentor. As training progresses, apprentices are rewarded for new skills acquired. According to Tim Worthington, manager, customer support for the John Deere Construction and Forestry Division, participating dealerships will see numerous benefits. 10 | www.cedmag.com | Construction Equipment Distribution | August 2019

John Deere dealers who wish to participate can receive support and technical assistance from John Deere and JFF (Jobs For the Future, a U.S. Department of Labor intermediary), who will expedite the registration process with their state or federal apprenticeship agency. After registering, dealers can immediately enter employees into the Agriculture Equipment Technician or Heavy Construction Equipment Mechanic programs. In addition, they can select other occupations for the apprentice program, including sales professionals, parts professionals, accountants or many other occupations, and develop appropriate work processes for those jobs. Next, dealers will identify master-level employees who are capable of and willing to mentor apprentices. Finally, dealers will identify potential candidates or incumbent workers who would benefit from the apprenticeship program and enroll them. When apprentices participate, they track and report their on-the-job learning and technical training time in conjunction with their employer. The dealer’s program administrator then puts this data into the appropriate state or federal database. To ensure high standards are maintained, dealers are required to follow specific guidelines, developed over years of apprenticeship experience, after they are registered. To simplify participation for its dealers, John Deere created national guideline standards for the Registered Apprenticeship Program, which have been shared with its dealer channel, and is providing technical assistance to dealers interested in participating. “These guidelines provide a consistent apprenticeship program template that any dealer can implement if they participate,” Suhre explained. Dealers can use these national guideline standards to have a program approved and operating in a very short time.

INDU STRY N E W S For more information about the John Deere Registered Apprenticeship Program, please visit your local John Deere dealer. About Deere & Company Deere & Company (NYSE: DE) is a world leader in providing advanced products and services and is committed to the success of customers whose work is linked to the land – those who cultivate, harvest, transform, enrich and build upon the land to meet the world’s dramatically increasing need for food, fuel, shelter and infrastructure. Since 1837, John Deere has delivered innovative products of superior quality built on a tradition of integrity. For more information, visit John Deere at its worldwide website at www. JohnDeere.com.

MANITOWOC ANNOUNCES NEW APPRENTICESHIP PROGRAM TO HELP DEVELOP A SKILLED WORKFORCE IN PENNSYLVANIA Manitowoc is launching a new apprenticeship program to help certify welders in Pennsylvania. This new program follows recent approval from the state of Pennsylvania’s Department of Labor. The company expects to have the program up and running in August of this year. The move reflects the company’s commitment to further building the U.S. skilled workforce. Manufacturing will leave an estimated 2.4 million jobs unfilled between 2018 and 2028, a study by Deloitte and The Manufacturing Institute predicts, and this shortfall could risk $2.5 trillion in manufacturing output. Seventy-five percent of construction companies surveyed by the Associated General Contractors of America reported difficulties in filling skilled positions. For its part, Manitowoc is invested in building a program for the development of welders in Pennsylvania. The company relies on skilled welders for the creation of its industry-leading Manitowoc crawler cranes, Grove mobile cranes and National Crane boom trucks that are all manufactured in Shady Grove, Pennsylvania. “With the launch of the welder apprenticeship program, we hope to address one of the toughest challenges our industry faces: attracting skilled workers,” said Barry Pennypacker, president and CEO

of The Manitowoc Company Inc. “We’re creating a career path for potential employees into our company, because having trained welders helps us produce durable and reliable cranes.” This program should also help boost economic activity in Shady Grove, where the company has a significant manufacturing operation. Manitowoc relies on the top-notch Pennsylvania workforce to manufacture its cranes, and it wants, in turn, to invest in the region. Pennsylvania has already seen the benefits of instituting such programs. Industry has worked with government to create the state’s first farming apprenticeship, open a new apprenticeship center and advocate for sweeping changes to its budget for workforce development. Manufacturers there lobbied to lower the legal apprenticeship age to below 18 to attract younger students. The new welder apprenticeship program will be held in conjunction with Lincoln Electric Co. and Hagerstown Community College, and it will include paths for structural welder and welder fabricator certifications. The training program will help apprentices meet training requirements to obtain a full-time welding position in the state of Pennsylvania. “Shady Grove and the surrounding Pennsylvania region is an integral part of Manitowoc’s success,” Pennypacker said. “Many of our skilled workers, and a majority of our employees in general, come from the region. This new program reinforces our commitment to providing jobs and stimulating the local economy, enabling us to provide the most innovative and reliable cranes on the market.” CONTACT Chris Bratthauar Manitowoc T +1 717-593-5348 chris.bratthauar@manitowoc.com A B OU T THE M A N I TOWOC COMPANY INC .

The Manitowoc Company Inc. (“Manitowoc”) was founded in 1902 and has over a 116-year tradition of providing high-quality, customer-focused products and support services to its markets, and its 2018 net sales were approximately $1.8 billion. Manitowoc is one of the world’s leading providers of engineered lifting solutions. Manitowoc, through its wholly owned subsidiaries, designs, manufactures, markets, and supports comprehensive product lines of mobile telescopic cranes, tower cranes, lattice-boom crawler cranes, and boom trucks under the Grove, Manitowoc, National Crane, Potain, Shuttlelift and Manitowoc Crane Care brand names. www.manitowoc.com August 2019 | Construction Equipment Distribution | www.cedmag.com | 11

I ND U S TRY NEWS manager of the Compact Equipment Division. “This deal represents a terrific partnership of two longstanding companies that can provide exceptional compact and heavy construction products and expertise to customers in Virginia,” said Ficklin. “We are energized by the opportunity and excited to be joining the McClung-Logan team.”

MCCLUNG-LOGAN EQUIPMENT CO. ACQUIRES WHITE OAK EQUIPMENT McClung-Logan Equipment Co. Inc., a leading heavy construction equipment dealer in the Mid-Atlantic region, announced that it has acquired Virginia-based White Oak Equipment Inc. The purchase will position McClung-Logan to better serve their growing customer base in Virginia with additional territory coverage, expanded product lines and compact equipment expertise. White Oak Compact Equipment will operate as a division of McClung-Logan in their existing markets, representing the full line of Takeuchi excavators, track loaders, wheel loaders, skid steers and product attachments. “White Oak has a strong tradition and wonderful legacy of providing compact equipment and handson product support solutions in Virginia for almost 50 years,” said Darrin Brown, president of McClungLogan. “This deal represents a new and exciting chapter for McClung-Logan as our combined teams and product offerings will enable us to meet the market needs across a broader footprint. Specifically, the expansion into Fredericksburg, Virginia, will help McClung-Logan better support customers in that area.” Existing McClung-Logan and White Oak locations in Manassas, Chesapeake/Suffolk and Glen Allen, Virginia, will merge operations in each of those areas. The current Fredericksburg, Virginia, White Oak location will become a new branch for McClungLogan along the I-95 corridor. In addition to these four markets, McClung-Logan is also an authorized Takeuchi equipment dealer in its Winchester and Wise branches in Virginia. Tom Ficklin, co-owner, president and CEO of White Oak Equipment, will join McClung-Logan as general 12 | www.cedmag.com | Construction Equipment Distribution | August 2019

Mark McCarty, co-owner, vice president, secretary and treasurer of White Oak Equipment, will remain with the company as sales manager of the Compact Equipment Division. “As a family-run business since 1970, we couldn’t have found a better partner than McClung-Logan,” said McCarty. “They are a solutionsfocused equipment dealer with a reputation of treating their people the right way, which is very important to us.” The deal enables McClung-Logan to add additional personnel, resources and market-specific experience to the growing compact equipment segment. In addition to the Takeuchi line, McClung-Logan has been a Volvo Construction Equipment dealer since 1986 and represents their products in all company locations throughout Maryland, Delaware and Virginia. About McClung-Logan Equipment Co. McClung-Logan Equipment Co., a subsidiary of ML Holdings, is a privately owned construction equipment distributor with eight full-service locations throughout Maryland, Delaware and Virginia. The company provides equipment sales, rentals, parts and service support for new and used equipment. McClungLogan was founded in 1939 and serves the heavy construction, aggregate, and portable power industries with equipment from manufacturers including Volvo Construction Equipment, Takeuchi, Prinoth, K-Tec, Gradall, Doosan Portable Power, Montabert and more. For additional information, visit www.mcclung-logan. com. About White Oak Equipment Founded in 1970 as a Case farm and industrial equipment dealer, White Oak Equipment has expanded to four locations across Virginia with branches in Manassas Park, Suffolk, Glen Allen and Fredericksburg. In the early 1980s the company’s focus shifted to construction equipment, and it has since prospered in that segment. White Oak sells and rents new and used equipment while providing quality parts and service through its team of professionals. The company is heavily involved in the community and supports a variety of charitable and philanthropic causes throughout Virginia. For more information, visit www.whiteoakequipment.com.

PRO DUCT P R E V IE W

PETTIBONE INTRODUCES NEW JOBSITE WORKHORSE with Extendo 1246X Telehandler

Pettibone introduces the Extendo 1246X telehandler, a workhorse machine that delivers an impressive 12,000 pounds of load capacity. Built on Pettibone’s nextgeneration X-Series platform, this unit is ideal for contractors and rental users working in demanding applications ranging from construction to masonry to oil and gas.

The 1246X is powered by a 117-horsepower Cummins QSF 3.8 Tier 4 Final diesel engine. Mounted on a side pod, the engine offers easy service access while allowing exceptional curbside visibility and ground clearance of 19 inches. A 30-gallon fuel tank provides ample volume for a full day’s work at 100 percent load. Featuring an advanced boom design, the 1246X offers a maximum lift height of 46 feet, 6 inches; a max forward reach of 30 feet; and a max load capacity of 12,000 pounds. Formed boom plates provide the boom structure with greater strength while reducing weight. The design also minimizes boom deflection for better control and accuracy when placing loads. Boom overlap is nearly double that of previous models to provide smoother operation and reduce contact forces on wear pads, thereby extending service life. A bottommounted external extend cylinder further reduces the load on wear pads by up to 50 percent. This cylinder location also provides greatly improved service access to internal boom components. Fastener-less wear pads also simplify service, and heavy-duty extension chains help ensure stable boom functions. Pettibone’s tried-and-true hydraulics deliver exceptional controllability and overall operating feel, while enhancing efficiency and cycle speeds. Cylinder cushioning dampens the end of strokes – both extending and retracting – to avoid the wear-and-tear of hard, jarring stops, while helping to prevent the potential spilling of a load. The telehandler also uses a single lift cylinder that improves operator sight lines, and it has twin non-tensioned hydraulic lines for tilt and auxiliary plumbing.

The drivetrain and axles have been optimized to provide greater tractive effort with minimal trade-off on top end speed. A pintle hitch mount adds versatility for towing. Built for use on rough terrain, the unit offers full-time four-wheel drive with limited-slip front axle differential. Tight steer angle capability provides an efficient turning radius. The Dana VDT12000 Powershift transmission offers three speeds, forward and reverse. The Extendo operator cab maintains Pettibone’s ergonomic seat, pedal, joystick and steering wheel positions, while optimizing line of sight in all directions. A new analog/LCD gauge cluster comes standard. An optional seven-inch digital display with integrated backup camera is also available. The cab offers enhanced climate control, flat bolt-in glass, split door design, openable rear window, USB accessory plug, lockable storage under the seat, and water-resistant components for easy interior washdown. All-steel fuel and hydraulic tanks are built to resist damage, and the lockable fuel-fill is in a clean, accessible location. Other features include split-system electrical circuit panels, a 12-volt accessory plug in the engine bay, and heavy-duty bright LED lighting. Additional options are axle-mounted outriggers, solid or foam-filled tires, a sling hook for additional load security, and a wide variety of attachments. Pettibone/Traverse Lift LLC is part of the Pettibone LLC Heavy Equipment Group. Founded in 1881, Pettibone has been recognized as the industry leader in material handling equipment since the company revolutionized the industry with the first forwardreaching, rough-terrain machines in the 1940s. For more information, call 906-353-4800 or 800-467-3884, or visit www.gopettibone.com. August 2019 | Construction Equipment Distribution | www.cedmag.com | 13

WEST E RN

R E GIONA L R EPO RT

AED:

THE SOCIAL BUSINESS NETWORK

ften when we talk about the value that AED brings to equipment dealers, we talk in terms of networking, government affairs, workforce development, education and business intelligence. One thing that doesn’t get enough attention is the fact that there are 187 manufacturers and 115 business service provider companies who are also members of AED. So how does that translate to value for the 450+ equipment distributors who are AED members? It’s no secret that one of the biggest reasons these companies are AED members is likely the same reason you are a member of Association of General Contractors (AGC). They most likely want to do business with you. This shouldn’t come as a surprise, given the size of the CONDEX floor at Summit. Using the same AGC analogy, are your customers more likely to do business with an equipment company that supports an association that serves their businesses? Likely so. Even though AED isn’t in the business of vetting these companies, nor do we have any desire to be the “Yelp” for business solutions and product lines for dealers, we are in the business of facilitating the relationships between the parties involved. Our hope for AED dealer members is that they recognize the fact that these companies are supporting AED, the premier organization whose mission is to help dealerships become more successful. Our ability to carry out this mission relies on strength in membership numbers – and service providers and manufacturers play a major role in this. As you peruse your monthly copy of CED, cedmag.com, the membership directory, the CONDEX floor, and the list of sponsors at various events, I’d like you to think about these companies as more than just organizations who want to do business with you. Consider them as companies that support your business and this industry, many of whom truly want to understand the challenges facing dealers and help them overcome them. If you’re considering doing business with someone, maybe ask them if they are involved with AED. Most who are members and are active will naturally have a better understanding of your issues. You have access to an entire network of companies that may be able to help your business just by being a member of AED – companies like financial institutions, insurance 14 | www.cedmag.com | Construction Equipment Distribution | August 2019

PH I L R I G G S p r i g g s@a e d n e t . o rg firms, rental software companies, innovative attachment manufacturers, marketing firms, IT solutions, credit card processing companies – the list goes on and on. What follows are not endorsements, nor is there any reason I am singling them out, but I thought I’d mention a couple of new AED members and a couple who have been around for a little while. •

Equipment Funnels, based in Port Washington, Wisconsin, is a software technology company that has developed a proprietary solution for dealers using high frequency latching (HFL) to obtain targeted prospect sales leads. At the time of this writing, they are AED’s newest service provider member.

•

Marsh & McLennan Agency (MMA) is a fullservice insurance, retirement, and risk management firm that specializes in providing proprietary solutions to small and middle-market organizations dealing with the complexity of employee benefits and commercial insurance.

•

MB Crushers America is a manufacturer of equipment for the earthmoving, demolition and recycling sectors. MB’s products are tools in construction and excavation jobs, quarries, mines and environmental reclamation projects, to crush, screen and separate inert materials directly at the yard and reuse them on-site or allocate them to other uses.

•

Cam Spray, based in Iowa Falls, Iowa, is a company founded in 1963 that is now in its third generation of family ownership. They manufacture industrialstrength cold and hot water pressure washers and drain/sewer jetters.

AED is here to put you in touch with these companies if you so desire. If you have a question about whether a solution exists for your issue, reach out to us and we will help you. Or flip through the AED Membership Directory, published every May – they are all in there as well, even broken down by area of expertise. In this sense, AED can be considered your one-stop shop for whatever tools you need in your toolbox to run a better business.

AED

IN CANADA B Y: R O B L E F O R T

n June 20, the House of Commons rose, for what could be the final time before the fall election. The following day, the Senate of Canada wrapped up its business and the governor general signed a host of bills into law. These are the changes that the governing Liberals will be promoting on the barbeque circuit, while opposition MPs will be talking about their party’s plan for the future. MPs and new party candidates are preparing for a protracted campaign that, while it may not officially begin until after Labor Day, is already well underway. The New Democratic Party (NDP) released their visioning document that highlights a commitment to people over profits for corporations. At the same time, the Conservatives are delivering specific plans across a range of voter issues, from resource development and infrastructure to climate change and the environment. The Liberals, for their part, will remain focused on getting the word out about their record and commitments made in the most recent budget. Whether you agree with their approach or not, it is clear that the government has had difficulty making Canadians aware of progress that has been made. Coupled with scandals and the fact that they are behind in the polls, this is shaping up to be one of the most interesting elections. From city to city and town to town, politicians will be active whether they are securing nominations, looking to take down incumbents, or trying to hold on to their seats. For the Liberals, pursuing a second majority was the focus a year ago, however, holding on to government is their primary aim. In the final days of the sitting, the prime minister and his team put up as much of a fight as they could muster following six months of steady political damage. Trudeau announced that his government had approved the Trans Mountain Pipeline expansion project (for a second time). The move was widely expected. But few observers knew how the government would pacify its environmentally focused base of supporters, while showing corporate Canada that it could weather some political fallout to get a deal done. In the announcement, the prime minister committed to spending every dollar of tax revenue raised from the project to support the transition to a low-carbon economy. The implications of that spending could be profound,

with up to $5 billion in revenue expected annually. The money may be directed to climate change mitigation efforts that could range from programs for small household upgrades to investments in mega projects that reshape Canada’s power grid. The lack of structure has many stakeholder groups tuned in to the possibility that their industry or segment could see an influx of cash while Canada moves toward more carbon-neutral environmental growth overall. Premier Jason Kenney in Alberta was supportive of the decision, while British Columbia Premier John Horgan remained staunchly opposed. The Liberals may lose every seat that they’ve gained in Alberta in October, but British Columbia remained more fertile ground for political gains. Business groups at large were supportive, while environmental groups, unsurprisingly, called foul. Though the reaction to the pipeline decision was mixed, the country stands more united on the need to get a trade deal done with the United States and Mexico. Nearly all sectors and provincial leaders would like to see progress before the election. Enabling legislation remains tabled in the House of Commons. MPs and senators could be called back to Ottawa at a moment’s notice if the USMCA begins to move forward in the House of Representatives. The conditions south of the border make it unclear whether the trade agreement will proceed before the election. On what was the last sitting day of the 41st Parliament, the prime minister was in Washington, D.C., drumming up support for the agreement and putting pressure on Democratic leader Nancy Pelosi, Speaker of the U.S. House of Representatives. Even a glimmer of hope is worth pursuing for Trudeau, who needs a very strong economic win to put wind in his party’s sails. Over the coming months, we’ll be working to connect Canadian members of AED with their local candidates to ensure the message about infrastructure and economic growth is being heard. You will be receiving background materials over the coming weeks to make sure you can host site visits or attend a local town hall armed with information that is important to Canada’s equipment dealers. As always, we will keep you informed about new developments as the summer goes on. August 2019 | Construction Equipment Distribution | www.cedmag.com | 15

T H E A E D F O U NDATI ON DONO R PRO FILE

B Y: H E I D I B I T S O L I

THE AED FOUNDATION RESOURCES ARE VITAL TO

KIRBY-SMITH MACHINERY’S SUCCESS

irby-Smith Machinery has seen the value of The AED Foundation since the beginning of the foundation. Owner Hoyt Edgar “Ed” Kirby Jr., was the first Foundation president when it formed back in 1991 and his commitment to AED and The AED Foundation matters has never waned. In 2017 Kirby was awarded the inaugural Lester J. Health III Award from AED for his role as a founder and for his dedication to helping further the heavy equipment industry over the years. Kirby-Smith Machinery was founded in 1983 and has grown into a top distributor of heavy equipment and cranes. Leading brands such as Komatsu, Wirtgen Group and Manitowoc are offered, and today there are 11 branch locations throughout Oklahoma, Texas, Kansas and Missouri. One invaluable Foundation resource the company takes advantage of is education. “Offering continuous educational and improvement opportunities for our employees is very important to both their personal and professional success as well as our growth as a company. This is why it is important for our team members, no matter if they are a service technician or hold a management position, take advantage of these specialized services.” “The management training and certification programs have been especially helpful. By providing a proven platform, The AED Foundation has taken away most of the heavy lifting for distributors, who would otherwise have to go out and investigate other training alternatives,” said Jeff Weller, Executive Vice President & Chief Operating Officer. And as Kirby-Smith continues to grow, ensuring that they have well-trained branch and department managers becomes even more pivotal. “We believe AED’s certification programs can be beneficial not only in training our current managers effectively, but it is also a launching point to more significantly invest in our high-potential employees,” stated Seth McColley, Vice President of Human Resources. “We have a recruitment and retention team in-house that focuses both on identifying potential technician candidates for hire and retaining our technician workforce by ensuring we have the right programs and training in place. This team works very closely with technical schools that we have partnered with, such as

16 | www.cedmag.com | Construction Equipment Distribution | August 2019

Texas State Technical College, with several locations across Texas, and AED Foundation Accredited school programs at Oklahoma State University Institute of Technology in Okmulgee, Oklahoma.” A significant number of Kirby-Smith technicians – more than a quarter – are graduates of those schools. “We currently have several employees serving on the steering committee for both schools to help improve the curriculum and strengthen our partnerships to help shape our future technicians. This helps ensure they are receiving the most current training to assist with the troubleshooting and repair of today’s technologically advanced equipment,” stated Ben Sitton, Director of Recruiting, Training & Technical Support. The company’s marketing team also has created a “We Are One Kirby-Smith” video series that features technicians and service supervisory personnel, the goal being to promote company culture and showcase achievements and opportunities. As a distributor of Komatsu equipment, Kirby-Smith is also a member of the Komatsu Training Alliance, a network of dealer trainers, recruiters and managers that works with the Komatsu training department. “It is an integral part of the creation and implementation of training material, recruiting techniques, and updating of the learning management system,” added Sitton. Kirby-Smith doesn’t just make use of available Foundation tools, “We are actively involved in events that benefit the Foundation. Our connection to The AED Foundation through these events has allowed us to create relationships with our peers that share the same knowledge base experience and familiarity with the industry,” stated Del Keffer, Vice President of Sales. “Everything in The AED Foundation toolbox has value, from the training and certification opportunities, to the connections, to the resources. There is a lot to be gained from the products and services that The AED Foundations provides our industry.” Your contribution fuels the work that allows The AED Foundation to develop a dealer model for success. The future of dealerships depend on how we come together to build our industry’s workforce. Thank you, Kirby-Smith Machinery for investing in the future of our industry. To contribute to The AED Foundation annual campaign, visit bit.ly/2019aedfcampaign.

Women who LEAD at Carolina Tractor & Equipment

arolina Carolina Tractor & Equipment (CTE), which operates Carolina CAT, LiftOne, and Pinnacle Cranes, recently established a group called Women LEAD that brings together their female employees and customers. LEAD stands for Link, Engage, Advance, and Diversify, and the group is taking great strides to make the heavy equipment distribution industry a more female-friendly space. The need for a reinvigorated equipment workforce is just as prevalent in North Carolina as it is anywhere else in the U.S. and Canada, and that’s where the Women LEAD group comes in. The primary objective is to “cultivate a diverse and growing employee base by providing targeted opportunities to foster a supportive community,” explained Amanda Weisiger Cornelson, CTE’s field service coordinator. The group encourages involvement as a way to meet new people in the organization, participate in community outreach functions, gain access to career development events, and take part in various leadership opportunities. CTE operates over 25 locations throughout North Carolina, South Carolina, Alabama, Tennessee, and Georgia, and serves the following industries: agriculture, construction, data centers, financial services, forestry, government, health care, landfill, landscaping, manufacturing, on-highway trucking, paving, quarries and aggregates, and waste industries. So getting women from various locations, and their female customers, on the same page about their growing place in the industry is no easy feat. To date, the group has had two successful events. The first included a product training class with Hyster-Yale Group and a discussion on building your brand. LEAD DEMO DAY The Women LEAD group had its second event in June, a Demo Day at a Martin Marietta quarry site in Midland, North Carolina. It’s hard not to get fired up about heavy equipment when standing next to massive earthmoving machines. Getting behind the controls only amplifies this excitement, regardless of gender.

Attendees of the Demo Day enjoyed equipment walk-arounds, in-machine stick time and informational guidance from one of Caterpillar’s product experts, Kristin Gaskill. Along with being a marketing manager at Caterpillar, Gaskill heads up Caterpillar’s own female-forward initiatives as the co-chair for the Caterpillar Women in Leadership Conference. Having Gaskill at the Demo Day event was helpful on both informational and inspirational fronts. “We had an excellent turnout,” said

Cornelson, “Roughly 75 women from CTE along with a few customers joined us,

and a representative from Caterpillar who spoke to the women.”

For the seasoned machine aficionados attending the event, the draw was getting to see some of Caterpillar’s newest equipment in action. Here is some of the machinery that was on hand for Demo Day: •

740 Ejector Truck

•

Next Generation Series CAT Hex 336, 323, 320

•

Building Construction Hex Products

•

Next Gen 308, 307.5 and 302

•

Models 305 and 303.5E2 Series

•

Wheel Loaders 950 GC, 926, 908

•

Next Gen Tractor Series D6 and Next Gen Motor Grader 120, plus K series D6 and N series •

New D3 series Compact Track Loaders 259 and 299, plus D2 series 259 and 289

WHAT’S NEXT? CTE’s Women LEAD group is an example of local grassroots efforts making a positive impact on a global challenge. The group is busy planning its next event, a Women in Leadership panel with customer and manufacturer guests. August 2019 | Construction Equipment Distribution | www.cedmag.com | 17

DEBRIEFING AED’S 2019

W A S H I N G T O N F LY- I N

ttendance at AED’s Washington Fly-In hit a record high in June, as scores of construction equipment industry representatives headed to Washington, D.C. to advocate for the Association’s policy priorities and to learn directly from key policymakers on the prospects for action on the issues important to construction dealers and manufacturers. Some of D.C.’s most prominent power players addressed the attendees, including Senate Majority Leader Mitch McConnell (R-Ky.), House Ways and Means Committee Chairman Richard Neal (D-Mass.) and Democratic Congressional Campaign Committee (DCCC) Chairwoman Cheri Bustos (D-Ill.) “We have a good formula going for this event,” said Daniel B. Fisher, AED’s vice president of government affairs, regarding the success of the 2019 Fly-In. Fisher has helped organize every Fly-In since 2009, but began orchestrating the event three years ago when he took over AED’s government affairs program.

political climate is right for advancements on this issue, as the Trump administration is focused on closing the skills gap by emphasizing career and technical education and industry-led apprenticeships.” Following lunch,. Pete Stauber (R-Minn.), a member of the House Transportation & Infrastructure Committee, addressed attendees about the importance of engaging in the policy process, and two congressional staffers discussed the inner workings of a congressional office. Richard Neal (D-Mass.), the leader of the powerful House Ways & Means Committee, and Cheri Bustos (D-Ill.), the chair of the House Democrat’s campaign arm, spoke to dealers on the second day of the Fly-In regarding infrastructure, trade and tax issues. Both expressed House Democratic leadership’s strong desire to consider infrastructure legislation and were optimistic about its prospects, although timing for a package was uncertain.

“The Fly-In agenda has evolved tremendously in terms of the quality. In the last few years, some of the most powerful lawmakers in D.C. have participated to discuss important and relevant issues impacting our industry,” Fisher said. “The word is getting out there that dealers do not want to miss the Washington Fly-In and leading lawmakers are eager to take advantage of the opportunity to get in front of AED members.”

In-between the addresses by Bustos and Neal, Fly-In attendees heard from infrastructure, energy development and workforce development policy experts as well as a panel discussion with government affairs representatives from leading equipment manufacturers. These conversations prepared attendees for their Capitol Hill meetings and gave valuable insights into how OEMs are approaching the current political situation.

As soon as attendees arrived in the nation’s capital, they were treated to The AED Foundation luncheon featuring Scott Stump, the U.S. Department of Education’s assistant secretary for career, technical and adult education. “Most AED members are interested in workforce development issues,” Fisher said. “The

In the afternoon, Fly-In participants had the option to visit the Embassy of Canada to the United States to learn firsthand about the importance of the U.S.Canadian relationship and receive an update on trade issues. Attendees also headed to the White House for a briefing with senior administration officials, including

18 | www.cedmag.com | Construction Equipment Distribution | August 2019

the chief negotiator of the United States-MexicoCanada Agreement, the general counsel for the White House Council on Environmental Quality, and a top adviser on workforce development issues , all of whom provided valuable insights into President Trump’s policy priorities. To close out the day, AED members attended an exclusive AED PAC-sponsored reception for Mitch McConnell (R-KY). The Majority Leader offered his insights about infrastructure funding and a variety of other policy and political issues. He cautioned AED members that the chances of a $2 trillion investment weren’t great, although he did express optimism that Congress could pass a five-year surface transportation bill that will avoid multiple, short-term highway program extensions that have plagued the construction industry in past years. “Most attendees came away with the impression, especially when it came directly from Mitch McConnell, that a big infrastructure bill is likely not going to happen before 2020,” Fisher said. “However, McConnell did say the Senate would focus on a five-year highway bill and all indications are that the Senate Environment and Public Works Committee is moving forward with goal of having legislation on the Senate floor this fall.” On the last day of the event, AED members had breakfast with nine leading members of Congress before participating in more than 120 Capitol Hill meetings to discuss infrastructure, workforce development and trade issue with their elected representatives. The experience is mutually agreeable; the members of Congress want to hear from the front lines of the industry and dealers want to learn what their lawmakers are doing to support the construction equipment industry.

“We used to make attendees schedule their own meetings, but that was a huge time commitment for them,” said Fisher. “Now all AED members need to do is just show up in Washington. We take care of everything you need. We want to make it as easy as possible to attend the Fly-In.”

It was AED board member Tommy Ball’s first time attending the Fly-In. The senior vice president and partner at Flagler CE Holdings LLC, was impressed by the political and market synergies found at the event. “My first time at the Fly-In was eye-opening, as all the Members of Congress were extremely interested in hearing about our business as well as our concerns. Everyone agreed that we need an infrastructure bill passed, as well as funding for technical programs in our local colleges.” Tommy Ball is encouraging more dealers from his district to attend future AED events, like the Fly-In, to deliver an even stronger voice. “I would advise all dealers to get involved and be heard by your members of Congress. Engaging your representatives is imperative to the success of our industry.” While the 2019 Washington Fly-In is in the books, AED members must continue to advocate for their companies and the industry. “Congressional engagement doesn’t end with coming to Washington one time of year,” Fisher added. “AED member companies must stay involved by hosting congressional visits, supporting AED PAC and attending the association’s events.” Stay tuned to AED for information about the 2020 Washington Fly-In as details are confirmed.

August 2019 | Construction Equipment Distribution | www.cedmag.com | 19

Reconvening Thoughts at AED’s second annual

Women in Construction Equipment

Roundtable

hen AED held their first Women in Construction Equipment Roundtable (WICE) last year, it heralded a milestone in an industry struggling to build equality and the workforce of tomorrow. AED’s second annual WICE Roundtable held this past May in Chicago. This half-day event gave women professionals in the construction equipment industry an opportunity to enhance their leadership skills and discuss the unique challenges they face. Furthermore, this year’s WICE Roundtable gave women an opportunity to reconvene on the ideas, sentiments and strategies formulated at the inaugural event. The Bureau of Labor Statistics’ Current Population Survey estimates that only 9% of the construction workforce is female. That figure has remained relatively unchanged since 1996, and as we all know, the heavy equipment distribution industry reflects a similar percentage. But the attendees of the WICE event concerned themselves with the future and the tangible 20 | www.cedmag.com | Construction Equipment Distribution | August 2019

steps needed to create a better industry through diversity. After all, dealerships need to leverage the diversity of leadership to improve the quality of decision-making, fuel growth and inspire the next generation. The featured presentation at this year’s event was given by Kate Offringa, president and CEO at Vinyl Siding Institute (VSI). Located in Washington, D.C., VSI is the trade association for manufacturers and suppliers of vinyl and other polymeric siding. A certified association executive with over 20 years’ experience in Washington, Offringa previously served as president of Tallwood Strategies LLC, as president and CEO of the North American Insulation Manufacturers Association, and as director of market transformation for the Alliance to Save Energy. After the featured presentation, attendees participated in a workshop entitled “Essential Qualities of Women Who Lead” led by Alexis Gladstone. The workshop focused on courage and communication, two of the seven essential qualities. This interactive workshop was based

on Judy Hoberman’s best-selling book, “Walking on the Glass Floor,” and encouraged attendees to reflect on courage in the face of change, and what it means to take risks, conquer fear, and cultivate confidence.

grandfather in 1930. It has been in family ownership ever since through my grandfather and my father. I joined the company last year, representing the fourth generation of family involvement.”

“My passion is empowering professional women, working with them individually and with organizations on their programs and practices to retain, develop and champion women,” Gladstone told CED. “These forums give women a safe space to talk about the unique challenges we face and learn how others have worked through them.” Gladstone is an affiliate with The Chatfield Group and has over 25 years of training, coaching, speaking and consulting experience. She works with clients across all industries in the areas of leadership, sales and organizational change to maximize company and individual results.

STEPHANIE FARLEY, chief people officer at Berry Companies Inc. “My role allows me to be highly integrated into everything that concerns the talent of our organization,” said Farley. “I oversee all HR functions including training and development, benefits, payroll, employee relations, compensation, legal compliance, recruiting and any strategic initiatives currently working within our divisions.” She says there is no “typical” day for her: “80% of what I do presents itself either at the last minute because an immediate need arises, or because I’m answering employee questions or reaching out to visit locations and spread our Berry culture throughout our locations.”

During the workshop, attendees also discussed topics such as how to foster healthy relationships, creating an environment of greatness for your team and organization, the importance of listening, and asking questions with a purpose. CED spoke with several of the attendees of this year’s WICE Roundtable, and everyone resoundingly agreed that events like these are needed to bring change in an industry so desperately looking to fill their hiring needs. Here are brief biographies of the attendees we spoke with, followed by their thoughtful responses to the questions posed by CED.

2019 WICE ATTEND EES

STEPHANIE SCZPANSKI, general manager at Leppo Rents. Sczpanski manages 24 people at her location and focuses on supporting the staff to enable them to do their jobs to the best of their ability. “I also am involved in several strategic projects within the company to prepare for our future,” she said. She got into the industry through the landscape construction industry, “intending to have my own company, but ended up working for the company that sold us our Bobcat skid steer.” AMANDA WEISIGER CORNELSON, field service coordinator at Carolina CAT. Cornelson works in the field service office at the Charlotte branch. “We handle dispatching the technicians to jobs, work order and invoice management, parts and service quotes, and customer communication for all field jobs in our territory,” she said. “My family has been in the construction industry for quite some time. Carolina Tractor & Equipment (CTE) was founded in 1926 and purchased by my great-

JANET COOKSEY, senior sales manager at DLL. “I am a financial sales rep for the heavy machinery division called CTI (Construction Industrial and Transportation ) at DLL,” says Cooksey. “My typical day is calling dealerships and end users in the construction and trucking industry and quoting financing to support the sales of new and used yellow iron equipment – very fast pace with lots of phone calls.” She got into the industry through construction and transportation with Volvo Finance 19 years ago. “I had a male colleague that worked at Bridgestone and he suggested I try my luck in the construction and transportation industry. He really encouraged me to change fields and move from credit to sales, which I love.” KARA HAMILTON, corporate marketing manager at Bramco Inc. Bramco is the parent company of Brandeis Machinery & Supply, Power Equipment Co., Bramco-MPS and Certified Rental. “My days are completely varied,” says Hamilton, “but my responsibilities include advertising and lead generation, social media management, website management, corporate image and branding and, most recently, I have taken over management of our CRM system.” After 20 years in business-tobusiness marketing, Hamilton found herself looking to change career paths a couple of years ago. “I spoke with the people at Bramco. While I have no background in the equipment industry, I did have the marketing skills they needed to help grow and brand their business. In my two years I have found it to be an extremely interesting, competitive market.”

August 2019 | Construction Equipment Distribution | www.cedmag.com | 21

Now that we have introduced some of the guests at this year’s WICE Roundtable, here is some of what they had to say about the event: What do you think is the best part of being a woman in the construction equipment industry? The best part is that as the industry changes, in age and gender, there is nothing but opportunity for women. Being a woman in this industry makes you a tremendous asset. We are offering unique ideas and different ways to approach situations. – KARA HAMILTON Really, it’s about bringing a new perspective to an old industry; shared experiences and years of experience have changed the face of the construction industry. DLL really supports women in the construction industry. We have a great deal of women in this industry and are always looking for diversity in our business. – JANET COOKSEY Due to the limited number within the industry, it actually gives us an advantage to stand out. We can change the perception of women in the industry, but it is going to take great recruiting, education, and purposeful movement toward equality efforts. – STEPHANIE FARLEY There is so much opportunity for women in the construction industry right now. Companies are putting an emphasis on recruiting and promoting women and pushing diversity and inclusion in general. In our dealership in particular, it has been very exciting to see the men get involved in programs sponsoring and mentoring women, and even participating in our women’s affinity group. – AMANDA WEISIGER CORNELSON My boss once told me that I was his secret weapon. I proved myself every day and made sure that I learned everything I could. It catches some people off guard to see a woman in this industry. – STEPHANIE SCZPANSKI

Many women have felt their gender has affected the way they are perceived or treated. Have you ever been in a situation like that? How did you handle it? One specific situation was when a customer stated that he wanted to talk to a man. I simply handed the call off to one of the guys. When my co-worker answered the call, he said, “Steph is the one that knows, let me transfer you to her.” It felt good being supported by my peers. I also felt like I wasn’t as valued as a woman compared to the men, even though I was doing the same work. I spoke up and have never looked back. I feel empowered and supported as much as anyone at the company I work for. – STEPHANIE SCZPANSKI 22 | www.cedmag.com | Construction Equipment Distribution | August 2019

Absolutely. I’d love to say that I never hear or see differences in gender treatment, but that’s just not always the case.. I’ve been in situations where someone would shake hands with everyone in the room but me as the only female, or where they would make eye contact with every male in the room while speaking, but not with me. I just continue to put my hand out and present myself as an equal. Early in my tenure with Berry, a female leader in a competing organization told me that the difference between men and women in our industry was that men were assumed to be competent in their roles, while women had to prove competence. It’s not something that is purposeful, but it does exist. It’s something that we need to continue to address and work towards progress. We can change perceptions with education, continually developing our workforce, and infusing the culture of our organization to include every employee, regardless of gender. – STEPHANIE FARLEY The old boys’ club used to really be predominant in this industry, but times have changed. I am seeing more women than ever in leadership roles in the construction industry. It’s exciting! – JANET COOKSEY It is true that I work with mostly men. Men who have worked together for many, many years. What I have found is that they are more than accepting of having me join the team and receptive to my ideas. I think the biggest hurdle is that they think they need to treat me differently or be more reserved in their conversation. It isn’t something I have said or done, it is really more what their perception is of how to treat me! – KARA HAMILTON

Do you notice a lack of women in the industry? If so, why do you think that is the case? Yes, for sure. Truth is, I think the subject matter – construction equipment – isn’t something that interests most women. It hasn’t been marketed to women. It has always been considered a job that is for men. Dirty, gritty, built tough. You don’t see advertising that caters to women in this industry. The industry as a whole hasn’t shown women why they would want to work in it. – KARA HAMILTON Absolutely, but only in some areas. At CTE, we are lucky to have a strong group of women in our marketing, HR, finance and IT departments. However, you see very few women working in the core business – our parts, service, sales and rental departments. We’re always looking for ways to encourage women to apply for jobs in these spaces and develop career paths for them. We want to encourage women not to relegate themselves to one role or one department – that they are fully capable of working in the roles typically August 2019 | Construction Equipment Distribution | www.cedmag.com | 23

is a place for us, and we may need to reach out to young women to let them know we have a place for them. When they get to high school, they have never even considered working in the construction industry; we need to reach out them before high school. – AMANDA WEISIGER CORNELSON

What advice would you give to a woman considering a career in the industry? What do you wish you had known? My biggest piece of advice would be to get your hands dirty as often as possible. Do whatever you can to understand how every part of the business works. Ask for opportunities to get out on the assembly line, go out on technician ride-alongs, visit customer job sites, work in the shop, and shadow people in other roles. Even just for a few hours. You’ll be better for it, and most importantly, you’ll develop a broader perspective. No matter what your role is, show people that you are willing and able to engage and understand the business on every level. – AMANDA WEISIGER CORNELSON I wish I would have been able to understand how valuable my voice was. I didn’t believe in myself at first, but the company I work for encouraged me and supported me to speak my truth. – STEPHANIE SCZPANSKI When I first started, I thought I was in a little over my head. I knew very little about the machines that I was 24 | www.cedmag.com | Construction Equipment Distribution | August 2019

trying to market – what they were, what they did, why they were used. But the truth is, that is the subject matter. It is a business, like any other business. The industry needs professionals who know about accounting, marketing, sales, distribution, and inventory management, in addition to machine experts. You don’t have to know everything there is to know about wheel loaders to succeed in this industry. Now, does it help to find it interesting? Sure. I was hooked after being able to test out an excavator. But is it a requirement to love all the machines or the all hobbies our customers do? No. – KARA HAMILTON

Why is it important to have events like the Women in Construction Equipment Roundtable? As in any industry, the best training comes from hearing others’ best practices. In a format like the Women in Construction Equipment Roundtable, this is not only a place for best practices with organizations exactly like mine, but also from a similar perspective working with the same issues I face on a daily basis. This is the best of the best! – STEPHANIE FARLEY I think the more opportunities we have to pull women together, the more likely we are to both retain them and attract more. This gives women an opportunity to bounce off ideas and talk about how they are succeeding in what has always been a predominantly male-dominated industry. – KARA HAMILTON

Given that women are few and far between in the industry, the women’s roundtable and other similar events give us a rare opportunity to come together to get to know each other and learn from each other. Building those relationships provides an invaluable support network. – AMANDA WEISIGER CORNELSON When I attended the first roundtable in 2018, I remember Diane Benck saying she didn’t need special treatment, but just to know she could have a seat at the table. I knew from that moment on that I would admire her. She made me feel comfortable knowing that the group wasn’t about to say women are better, but that we want to be included. – Stephanie Sczpanski

What advice would you give a female interested in attending an event like the roundtable? Come prepared to make new friends and look at new ways of doing business to reach your full potential. – JANET COOKSEY Go. You won’t regret it. – STEPHANIE FARLEY Let’s go! It is a really nice event to celebrate our achievements and network with other women in the industry. – STEPHANIE SCZPANSKI

How do events like the roundtable better the industry? They give you added support to network and learn from other successful women. – JANET COOKSEY These types of events provide professional development opportunities where they might not exist. This last roundtable wasn’t just about the industry, it was about leadership skills. These are things that can be used regardless of your industry or specific job tasks. – KARA HAMILTON

What are key takeaways you will take back to the dealership from the roundtable? My takeaway from the meeting is that the opportunity is there, we just all have to stake our claim to success. – JANET COOKSEY My key takeaway were the tips for building and nurturing business relationships. The characteristics that stood out to me were: be authentic, model honesty and accountability, do what you say you will do, listen with an open mind and heart, and appreciate others. – STEPHANIE SCZPANSKI

The viewpoints shared at the second WICE Roundtable reflect the diverse yet unified approach women take to leadership, strategy, negotiations, education, technical knowledge, communication, power and presence. Not only did the participants take on the hard-hitting questions their gender faces in the industry, but they had a lot of fun doing it. If you or know someone that would like to be a part next year’s WICE event, contact an AED representative at 800-388-0650 or email info@aednet.org

August 2019 | Construction Equipment Distribution | www.cedmag.com | 25

BY KRIS JENSEN-VAN HESTE

t first, it was all about the numbers for Kelly Olson. Growing up in

Great Falls, Montana, the new

president of Western States Equipment Co. knew with certainty that accounting was her calling. She didnâ&#x20AC;&#x2122;t have to go far from home for a superior education: Montana State University offered one

of the best accounting programs in the country and was known for its graduates passing

the

Certified

exam on the first try.

26 | www.cedmag.com | Construction Equipment Distribution | August 2019

Public

Accountant

“It was a win-win,” Olson said. “It was close to home, had a great accounting program, and I ended up graduating in three and a half years.” The goal was a master’s degree in the field, but a funny thing happened on the way.

CUSTOMER ON-SITE VISIT Jesikah Luangaphay - Vice President Finance Kelly Olson - President, Brad Haag VP Sales Mike Herzog - Sales Representative

“I had signed up for grad school, had the books bought and all – and I was very much an introvert, so interviewing with anyone was very intimidating,” she said. “But I went through the recruiting process and through that, got a couple of job opportunities. There were opportunities in the Silicon Valley, but that was so far from home for a Montana girl. One (opportunity) was in Boise with Albertson’s grocery chain; they’d just doubled the size of the company, and they offered me a position in their accounting management development program.” Olson settled in to work and into married life with her high school sweetheart, and five years went by in corporate accounting with Albertson’s before she applied for a position as a finance manager with Western States Equipment Co.. That was 15 years ago. From day one at Western States, she said she knew it was a special kind of place. “We’re a very large company but it still feels small – it’s family-owned. It’s a place where you can make a difference and see where you fit into the big picture,” she said. “I knew I was in my element at Western States.”

Her first position was as a finance manager. “It was very much outside my wheelhouse,” she said, but she got her footing and succeeded. She worked with customers on financing their machines – a leap from accounting but, as Olson says, it was still numbers. She enjoyed the work immensely and felt it helped her grow. “It was fun to learn about a whole different side of my personality that I didn’t know I had,” she said. “Many times, the gears cost more than my house! I love, love, love working with customers.” Kelly Olson getting the feel of a Next Generation 323 | Excavator

These days, as company president, Olson says every day is different, and she loves that. It’s one of the best things about the job, she said. “For example, yesterday we had strategy governance all day; what actions are we working on, holding people accountable … we sat in a meeting room all day. Today, we’re setting up a new strategy regarding where we want to be in a digital space with our customers – things like connecting assets: Where is all that going, and where do we need to position ourselves? “Tomorrow, we fly to Jackson, Wyoming, to organize a global dealer owners’ meeting for 2020. Later this week, we’re hosting another CAT dealer here in Meridian to share with them how we do our business here. And that’s something I think all heavy equipment dealers should do.”

Tom Terteling, CEO and Dealer Principle with Kelly Olson, President Western States Cat

The best days, though, involve spending time with Western States employees and customers at the company’s 18 locations. “I love learning what our customers do – and sometimes we learn maybe what we need to stop doing,” she said. “I really enjoy listening to our employees and experiencing their passion for the CAT brand, and of course, getting out into the dirt and seeing what our customers are doing.”

August 2019 | Construction Equipment Distribution | www.cedmag.com | 27

Olson is quick to answer when asked what sets Western States apart from its competition. “Without a doubt, our people,” she said. “they never give up when it comes to helping customers. We sell heavy equipment. We’re a CAT dealership, and we’re proud to be one. The difference in any business is through execution, and only people can help you execute a great customer experince providing value well beyond the products we sell.” The company has a rich legacy, she said, that’s helped form Western States’ company culture of caring for its own. And that has paid off in employee loyalty. “We have people who have been here for 40-plus years,” she said. “It’s mindblowing that people have spent their entire careers here at Western States, but that exemplifies our culture of treating each other with respect and not only liking the business we are in - but embracing our customers as friends.” And with good reason, she said. “It’s not about making a dollar. It’s about growing and learning and thinking about what’s next. This is a very actively caring culture. We’re talking not just about OSHA requirements. I call this my work family, because most days I see people at work more than my own family, and all of us know we’re looking out for each other, always working safely.” For all its successes, Western States faces a challenge that’s no stranger to dealerships everywhere: hiring quality people. Olson said there’s deep concern that not enough young people are going into the trades and are opting instead for a four-year degree. Western States has great technicians across the board, Olson said, but keeping up with demand is a challenge that doesn’t seem to end. “The idea of going to a two-year program or a vocational school to learn this skill set, well, it’s just not promoted in high schools, so when it comes time to decide on a career, this isn’t what comes to mind first,” she said. “But there’s a lot of great work happening to get that turned around. It’s not just about turning wrenches; it’s about understanding all the technology on the gear, the software and all the equipment we sell – everything is evolving.” Evolution seems to be a key word at Western States, with a woman at the helm of a heavy equipment dealership with more than 800 employees. Olson said that throughout her 15 years at Western States, she’s always been in the minority as a woman, but she’s made it her mission to make people comfortable with it. It can be intimidating in a male-dominated industry to make your voice heard as a woman, she said. “I’ve got things to contribute, and I speak my mind,” she said. “I’ve been very fortunate at Western States to have a number of informal mentors – they’ve all been men – who have taken me under their wing in different capacities, who have supported me, given me opportunities and coached me along in my career.” Because of her position and visibility, Olson gets a lot of requests to speak, and she’s more than happy to do it. “There are a lot of women who aspire to be in a role like this that I can help be a role model for, and I’m getting asked a lot to talk and answer questions, and I love to do that,” she said. What does she tell them? “As a woman, I walk into a room full of men, and here’s my challenge: to make sure I’m heard.”

At Western States, she feels accepted, respected and supported by the entire team. “Everyone here has been very, very supportive,” she said. “In the CAT world, there’s always support.” 28 | www.cedmag.com | Construction Equipment Distribution | August 2019

Summer Finance Special 0% for 36 months and free 2nd year *

warranty for qualified buyers! *Upon credit approval by Dynapac lending partners. 2nd year warranty available on new units ONLY. Offer available July 1 - September 30, 2019. See your local dealer for details.

The road to success starts with the right partners! Donâ&#x20AC;&#x2122;t let downtime keep you from getting the job done. Partner with a company who will work as hard as you do, getting you the parts you need within 24-hours*. Guaranteed. *Guarantee applies to breakdown orders placed according to the 24 Hour Parts Guarantee terms and conditions.

Visit dynapac.us/partsguarantee for details.

See the MF2500 Feeder in action.

dynapac.us | 800-651-0033

Your Partner on the Road Ahead

Follow Dynapac North America

Ad_template.indd 2

7/26/2019 9:16:36 AM

2019

ROAD BUILDING EQUIPMENT SHOWCASE

30 | www.cedmag.com | Construction Equipment Distribution | August 2019

2019 Road Building Equipment Showcase

CMI ROADBUILDING INC. CMI’s line of purpose-built compaction equipment has been developed over 50 years of varied field applications to maximize sub-surface material density in the most cost-effective manner. The unique wheel design and geometric configuration of CMI RexPactor™ soil compactors deliver unmatched uniform final densities faster than any other method used today through “bottom-up” compaction. The exclusive self-cleaning “open-ring” high-strength steel wheels force the compaction pad-foot deeply into the soil lift to the point of refusal, avoiding the false refusal or flotation that would otherwise occur with other steel drum style wheel designs that only compact the surface. The RexPactor™ has become a trusted and important tool for civil and energy infrastructure builders for a wide range of soil stabilization projects with its excellent mixing and kneading characteristics, crucial to ensuring the stability and longevity of roadways, pipelines and other soil embankments. For more information call: 1-800-994-1736 or visit www.cmi-roadbuilding.com.

DYN APAC NO RT H AM ERIC A LLC Dynapac Seismic technology redefines Soil Compaction For decades soil compaction principles have remained the same by considering soil and machine as two different systems. Dynapac’s engineering team has recognized that the soil and drum actually work together as one system. This finding opened the door for the development of the Dynapac Seismic technology. Dynapac Seismic technology automatically detects the soil characteristics, works together with it, and applies the correct amount of vibration energy exactly when required. This innovation leads to faster compaction results, reduced power and energy consumption up to 30%. The Seismic technology also eliminates the guess work of the operator by making it automatic and achieving optimal compaction results. With the Introduction of Seismic technology, Dynapac is upgrading the advanced technology package to include Dynapac Active Bouncing Control (ABC), and Compaction Meter as standard on CA1500-6500 soil rollers. Active Bouncing Control – A unique technology developed by Dynapac that prevents over compaction of the Soil. When material is unnecessarily over compacted, damage occurs to both the material and machine. The innovative ABC feature leads to optimal compaction results and a longer machine life creating win-win results for the machine and job site owner. The dynamic operator interface provides necessary settings required and presenting precise information to the operator at all times maximizing uptime. The Dynapac Compaction Meter displays the compaction results in easy to understand graphics and eliminates any wasted time on unnecessary passes that are often made “just to be on the safe side”. Dynapac Seismic is the innovation that lets the roller determine the optimal compaction energy required for any compacted material, monitoring the variations and constantly adjusting to the changing conditions automatically. Let the machine sense the material and work with it!

CONTACT: Jennifer Bishop, jennifer.bishop@dynapac.com August 2019 | Construction Equipment Distribution | www.cedmag.com | 31

UNSTOPPABLE LAND CLEARING + CONSTRUCTION EQUIPMENT. BECOME AN FAE DEALER | FAEUSA.COM | 770.407.2014 Ad_template.indd 2 CED mag ad-generic.indd 1

6/19/2019 2:22:10 PM 3/27/2019 11:18:31 AM

2019 Road Building Equipment Showcase FAE US A, IN C. The RC series, rock-grinding attachments are for all types of excavators and are unstoppable.

Tested in the most challenging environments and praised by our customers, these fixedtooth hydraulic rock-crushing machines are capable of cutting through hard rock quickly and efficiently. This equipment is widely used in road construction, underground utility work, tunneling, trenching, mining, quarrying, the oil & gas industry, and much more. High-productivity combined with minimal noise and vibrations, make RC series a must-have rock grinding attachment for various applications.

CONTACT: Giorgio Carera, gcarera@faeusa.com

MULTIONE AMERICA Multione is a high-quality multifunctional compact mini loader distributed around the world in 54 countries including the U.S. and Canada. We are now introducing our newest model into North America. The 12 series is a four-wheel steer or crab crawl loader that offers versatility in this class of loader. This model features a 40-horsepower engine and comes with either a fixed boom or a telescopic boom that can extend to over 13 feet. Other machine sizes range from 20 horsepower all the way up to 78 horsepower. All loaders can operate over 170 specifically engineered attachments that can be quickly changed for a variety of applications. We are currently establishing our dealer network throughout the U.S. and North America. Please visit us at multione.us or multione.com for more information.

ROADTEC, INC. The Roadtec RP-250 10-foot paver combines the advantages of tires with the tractive effort of a crawler paver. This large-footprint 250-horsepower paver has large diamondtread tires and an adjustable suspension to provide ideal weight distribution and traction. While it is designed for rugged environments, the RP-250 still provides a comfortable ride. Seats of the dual operator stations swing out to provide clear views, and the augmented steering allows precise steering and turning control. The RP-250 features Roadtec’s exclusive anti-segregation design of the feed tunnel and rear augers. Independently driven conveyors maximize throughput. The RP-250 features a Tier 4F, Cummins® QSB6.7 engine, a 15.8-ton hopper capacity, and Guardian, the industry’s only live two-way telematics system. August 2019 | Construction Equipment Distribution | www.cedmag.com | 33

2019 Road Building Equipment Showcase

ROAD WIDENER LLC

Road Widener LLC is a Wisconsin manufacturer of one-of-a-kind road maintenance attachments for road widening, shoulder rehabilitation, asphalt, and backfilling. The FH-R laydown attachment has recently been awarded as a â&#x20AC;&#x153;Top 30 Asphalt Paving Productâ&#x20AC;? by an industry-leading publication. The company recently launched the safest compaction roller on the market with the Offset Vibe Roller, which allows operators to keep their wheels on the ground while compacting off to the side. Both attachments have changed the way contractors, municipalities and DOTs maintain surfaces. Road Widener LLC has a complete dealer network throughout North America and Australia. Please visit them at: www.roadwidenerllc.com.

34 | www.cedmag.com | Construction Equipment Distribution | August 2019

THE INS AND OUTS OF

EXECUTIVE CONCLAVE

dapting to an industry that has seen unprecedented growth and change in the past few years can be difficult. Mixed market signals and political constraints can be a challenge for any industry to weather, but especially one like ours that functions on certainty.

One constant remains true: Meaningful and strategic change starts at the top. AED will hold its second annual Executive Conclave this September 18 and 19 at the Paséa Hotel & Spa in Huntington Beach, California. Conclave is where executives in the equipment industry go to gain knowledge to maintain a competitive advantage in good times and bad. CEOs, COOs, vice presidents, presidents, principals and owners capable of making impactful change in their organizations and the industry at large are urged to attend. “I would encourage anyone considering attending the AED Executive Conclave to go for it!” said Kevin Boreen, CEO at Exodus Machines. Boreen attended last year’s inaugural Executive Conclave along with 50 executives and thought leaders from the industry. “AED consistently runs a quality event, and the AED Executive Conclave was no exception. I saw many familiar faces from other events, and with the smaller venue it was easy to connect with whomever you wanted. The smaller venue also allowed the speakers/instructors to actively engage participants,” commented Boreen. “I don’t think I have ever attended an AED event and not been impressed.” This year’s Conclave will meet at the intersection of policy and productivity. Attendees will enjoy exclusive industry insights on the economy, public policy, technological trends and workforce development. Here is a rundown of this year’s agenda:

August 2019 | Construction Equipment Distribution | www.cedmag.com | 35

H O W TO RECESS I O N - PR O O F Y O UR B USI N ESS HERMANN SCHN EIDER

Some business strategists and forecasters are predicting the next recession to hit in the next 6-18 months, and they all talk about “how to survive.” You don’t want to survive, you want to figure out how to leverage the situation and grow your business – even when times are tough and your competitors are crashing all around you because they didn’t plan ahead. This session will help you build a better company and plan for breakout growth during the next recession.

H IR E ED UCATIO N : A STR ATEG Y CR ASH CO UR SE O N R ECR U I T I N G A+ LEAD ER S FO R Y O UR D EAL ER SH I P | G REG O RY TAL L

Your dealership is looking to recruit and hire new blood. We’re talking about the highperforming leaders you hope will catapult your dealership to the next level. But here’s the thing: they’re not looking for you. Does it ever seem like the people you’d love to attract are infatuated with big-name companies promising high-profile, glamorous work?

In this session, you’ll learn how to create and communicate your employer value proposition. In other words, a compelling story about why #ThisDealershipRocks! (Hint: offer meaningful work + an exceptional employee experience). We’ll talk about strategies to engage and draw in top talent. But just as importantly, we’ll talk about strategies that you, the dealer principal, can use to make your dealership a more attractive employer.

O E M PA NEL

This panel discussion, featuring OEMs from different market segments, will provide distributor attendees a wide perspective of the OEM marketplace, including the trends and challenges they anticipate in the near future. Featured discussion topics: •

New channel business models

•

The evolving rental market

•

Changing technology

ECONOM IC TR EN D S, CR I TI CAL I SSUES, AN D W H AT’ S AH E A D JOHN MANZELLA | A K EYN O TE S PEAK ER Economic trends, critical issues, and policy positions advanced by President Trump are impacting corporate competitiveness and the U.S. and world economy. Combined with greater levels of volatility and trade complexities with NAFTA partners, Europe and China, these issues are shaping our future. What does this mean to the United States and your business? This invaluable program answers many questions, reveals global dangers, and provides analysis to help businesses better understand what’s ahead and reduce risk.

AI IN D EALERSHI P O PER ATI O N S | S TEVE CL EG G

Is your dealership using artificial intelligence (AI) in its operations? In this session, you will learn how AI analytics identifies and tracks the key metrics that drive your company’s growth. What types of purchases are impacting your results? What customers haven’t purchased from you in the last year? Learn how to leverage these automated tools to manage your business more easily and with better results. 36 | www.cedmag.com | Construction Equipment Distribution | August 2019

FUTURE 4.0: EXCEL L I N G I N 2 0 2 0 AN D B EY O N D | TO M M O R R I S O N

This energetic session will unpack the four key elements every business will need to maximize people, productivity and profits in the next decade. With the largest economic boom in our history in front of us, those who embrace these four key elements will have a competitive advantage in any market they serve. Fail to embrace them and you risk losing everything you worked for.

WILD CARD WO R KSH O P | K EVIN BU RG ES S

Business has been pursuing continuous improvement for decades. The resulting organizations are incredibly efficient at doing what they have always done. However, what got you where you are is not likely to take you where you need to go. The uncomfortable truth is which truly moves the needle for most organizations cannot be predicted or planned. But a smart leader can create a context where innovation finds a home.

In this workshop, attendees will explore: •

Why organizations stagnate

•

How “wildcards” shift businesses, industries, and entire economies

•

How to manage “wildcards” – people who have the potential to be game-changers if they don’t destroy you first

•

What a “wildcard” system looks like; how to capture and test “wildcard” ideas

•

Case studies of organizations that have successfully embraced “wildcards,” and the results

During the workshop, participants will also: •

Identify and discuss potential “wildcard” people and ideas currently within their organization

•

Develop a “lightning capture” strategy tailored for their organization, i.e., increase the potential for “wildcards” to take root and flourish

•

Identify the current mindsets, cultural norms, and behaviors in their organization that are limiting innovation

TH E R ESULTS AR E I N At the conclusion of last year’s inaugural Conclave in Oxon Hill, Maryland, we asked several attendees to weigh in on their experience, which was all about connecting, innovating and adapting. Peter Gregory from Wells Fargo Equipment Finance commented, “For leaders, this was a great event to get you thinking about how you are managing your sales force and give you ideas on how to implement these strategies.” Wes Stowers from Stowers Machinery said, “A very worthwhile use of two days. I liked the schedule, which allowed us to arrive on Wednesday and leave on Thursday evening. The sessions were well worth the trip.” Stowers said he attended last year’s Conclave “to get away from the daily grind with several of our key leaders and receive some fresh and original insight into how we need to direct our company’s strategic planning.” “I would recommend executives from manufacturing attend to better understand the issues most important to equipment dealers and how manufacturers can work with them,” said Connor Deering, CEO of Cemen Tech. “The Conclave focuses on the most relevant topics which are important to both dealers and manufacturer partners, because the strength of that relationship has a direct impact on product sales success.”

If you would like to strengthen your relationship with manufacturers and other dealers while gaining exclusive industry insight geared toward driving sales, join us at this year’s Executive Conclave in September.

Register today at bit.ly/2019conclave or call 800-388-0650 August 2019 | Construction Equipment Distribution | www.cedmag.com | 37

Hermann Schneider

o Burlingham, an editor-at-large of Inc. magazine and the author of several books about business ownership, said: “Every entrepreneur exits. Assuming you’ve built a viable company, you can choose when and how but you can’t choose whether. It’s going to happen. You can count on it!” Burlingham’s book “Finish Big” is based on extensive research and captures narratives of entrepreneurs who have gone through the exit process of selling their companies. The text provides practical guidance to others, but even more importantly, it serves as a critical prompt in framing the context for finishing big in the cycle of business ownership. Identifying ways to finish big involves a process of authentic personal reflection and, as such, it can be relatively subjective in nature; however, in all cases, the process must be preceded by developing an operational definition of what a desirable outcome looks like as well as what its polar opposite is in order to determine a relative degree of business success. The necessity of engaging in this process is evident based on Burlingham’s research finding that out of more than 75 interviewed entrepreneurs, a staggering 50% were dissatisfied with the nature of the sale of their business. Moreover, many of those interviewed were entirely despondent upon the finalization of the transaction. The existing literature on the topic provides assistance by summarizing the f ive ke y elements of a desirable exit:

one two

Business owners should experience fair treatment, including proper compensation, taking into account the early risks they have taken to build up their companies. Business owners should feel a sense of accomplishment tied to the recognition that their contributions produced an outcome of value to others and that the process of building up their companies included a level of personal satisfaction.

three

Business owners should feel at peace with the treatment of those who came along the way to contribute to the success of their companies, including the rewards they received and the lessons gained from working with those individuals.

four five

Business owners should discover a new sense of purpose outside of their businesses. They should establish new endeavors they can get engaged in and excited about. For some business owners, the companies they built are moving on without them and thriving to a greater degree than before, which can be a source of pride for them in the way they handled the challenge of succession.

Aligning companies with these five key elements in order to get to a big finish is a process that involves a range of internal and external variables faced by the businesses and includes the decisions made by entrepreneurs on the business level as well as the personal level. The complexity of those forces can be mitigated by aligning the five predictors with the strategic business planning process to better prepare for an exit. 38 | www.cedmag.com | Construction Equipment Distribution | August 2019

Burlingham’s research embraces this best-practice approach by suggesting eight common characteristics to assess the business owner’s overall state of mind and level of preparedness at any point in the company’s existence in anticipation of the inevitable future exit.

Eight Common Characteristics

one tw0 three four five six seven eight

Do you have a crystal-clear understanding of who you are, what you wanted out of your business and why?

Have you created market value and looked at your business through the eyes of a potential buyer or investor? Have you allotted enough time to prepare for a departure that provides multiple options for you or your heirs?

Have you created a team which is capable of running the company without you? Have you surrounded yourself with a blend of professionals and former business owners who can help you to minimize mistakes? If you sold tomorrow, would you be at peace with how you have fulfilled your responsibilities to investors and/ or employees? Will you have a clear understanding of why a specific suitor is acquiring your business?

Do you have a clear vision of what you will do after the sale?

These eight common characteristics are thought-provoking and demand reflection, and while all are very important to consider, the author of this article found questions two and seven to be particularly crucial in the exit from his latest business venture. The process highlighted the fact that most business owners have an unfounded and often unrealistic understanding of who could acquire their business and what it may be worth. Throughout the phases of startup, growth and exit out of the company, the author, together with his business partners, continually evaluated the business through the eyes of potential suitors. By beginning with the end in mind, the decisions made in the cycle of the company’s existence always served to position the company to maximize its value. The mantra guiding this ever-present process stated: “By building your company to last, you simultaneously build it to sell.” Our major focus in this effort was creating shareholder value, which then guided the necessary steps to develop a business model that could be sold at any time. The planning process to sustain this approach included numerous formal activities including audited financials, quality of earnings reports and detailed market analyses, which ensured that the company was always positioned and prepared for any type of exit or recapitalization event. At some point, every business owner will exit his or her venture, and by laying the proper groundwork ahead of time, the process can lead to the realization of the personal definition of finishing big. Regardless if one is an entrepreneur by definition, operates a family business, or leads a professionally managed organization, putting off preparing for an exit can have catastrophic consequences. Taking the formal steps to prepare ahead of time will contribute to increasing the value of the company immediately, and that value will carry over into the future. Hermann J. Schneider has been a lifelong entrepreneur with a history of founding, operating and exiting sustainable businesses. His formal education includes an A.S. in mechanical engineering, a B.A. in management, and an executive M.B.A., and he is currently A.B.D. as a Ph.D. candidate. As the CEO of Ductilcrete Technologies, his latest venture, Mr. Schneider successfully executed the sale of this construction industry firm to GCP Applied Technologies Inc. (NYSE: GCP) in the fall of 2017. Mr. Schneider has been a member of Young Presidents Organization (YPO) since 1995 and is on the executive committee for YPO’s Construction Industry Network. To “Finish Big,” contact Hermann at x10herm@me.com August 2019 | Construction Equipment Distribution | www.cedmag.com | 39

THE KEY TO

LEADERSHIP

EFFECTIVENESS CRITICAL ELEMENTS OF TRUE SUCCESS BY BRAD WOLFF

he wrong mindset/beliefs hinder most people’s leadership effectiveness. Get this right to transform your own. Do you believe that the personal and the professional aspects of your life are separate and distinct from each other? I held this belief for many years. I chose to focus my time and energy on professional improvement via more technical knowledge and skills. I thought this was my ticket to professional success. Even though my competency in performing my job was improving, I was failing in every other area. Specific problems that were sabotaging my success included the following: •

A lack of knowledge about my innate characteristics caused me to invest significant time doing work that wasn’t a match for me. I was frustrated because the job duties didn’t align with my core nature. My work quality and enjoyment were low, and customers and co-workers received subpar results from me.

•

When other people gave me constructive criticism, I would defend my position, insisting that they were wrong. This harmed my ability to learn and improve. Constructive criticism is a crucial element of improvement. My defensiveness stifled my growth and discouraged others from making an effort to help me.

•

My lack of self-awareness kept me stuck in destructive habits, and my lack of awareness related to other people caused me to say and do things that alienated them. Because I lived in unawareness and denial of ineffective patterns of thought and behavior, my development was halted.

•

I allowed my ego and emotions to drive my behavior and often regretted the resulting consequences. When strong emotions intervened, they took control of my actions. I found that acting out of anger, pride, jealousy and fear consistently led to poor results at work and fractured relationships everywhere.

From these experiences, I learned a valuable lesson – a lesson that’s backed up by research and the experiences of other people: The most effective way to improve our leadership effectiveness is to focus on our personal development. Efforts that lead to personal development enhance our capacity in every area of our lives. We simply have greater capacity to handle anything life throws at us.

40 | www.cedmag.com | Construction Equipment Distribution | August 2019

WH AT I S PER SO N AL D EVEL O PMEN T? Here’s what I consider to be the main areas of personal growth and why each is so important: 1. Identifying and developing innate talents to maximize productivity and effectiveness. It’s common not to realize your true innate talents due to distorted messages from yourself and others and the lack of use of your gifts (often we don’t know they exist). When your work aligns with your innate talents, you’re set up to succeed. Does it make sense to grind away at work that provides little enjoyment or satisfaction? It’s never too late to switch – your current age doesn’t need to be a deterrent to shifting careers. Many well-known successes occurred when people moved to new work in their 50s, 60s and 70s. The same principles apply to all of us! 2. Increasing awareness and acceptance of ourselves and others. This is often referred to as “emotional intelligence.” Everything starts with our self-awareness and acceptance. If we’re highly critical about ourselves, we’ll tend to remain unaware. This is because the human psychological system wants to protect us from the discomfort of self-criticism. We cannot intentionally change something unless we’re aware of it. For example, if I have a habit of bingeing on junk food, it’s likely to continue until I become aware of what’s causing me to do it. When I become aware that I use this habit as a distraction when I’m “feeling down,” I can choose to consider options other than binge eating. 3. Having the ability to manage our egos. This means the ability to put desired outcomes ahead of emotional responses and impulses. This has been a real struggle for me. Due to my childhood history, I grew up obsessed with how others viewed me. I was overly sensitive to any negative feedback, regardless of the intent to help me. This led to my being hypersensitive to constructive criticism. As I’ve worked through this challenge, countless doors have opened for me. 4. Openly working on our weaknesses so they don’t become the limiting factors in our success. This is a mindset for how to approach our lives in general so that our deficiencies don’t become detriments to our achievement. Everything starts with the willingness to be open and honest with ourselves. When we’re honest with ourselves, we become more self-aware, and we can enlist the support of others for feedback and accountability. Trying to hide our weaknesses doesn’t make sense, since they’re obvious to others anyway. That’s why developing the skill of being authentic and vulnerable is so crucial. People will connect with and respect you more when you’re willing to be vulnerable. Research has shown that people connect on vulnerabilities (courageous openness) rather than strengths. Harvard Business Review published an article about this in 2014. Think about it. Do you feel more trusting and connected with people who are “real with you about their struggles” or with those who say they excel in everything and constantly tout their greatness?

B ECOM E TH E L EAD ER Y O U WAN T TO B E When you consider each of these personal development areas, you see they’re the same characteristics that lead to leadership success. In fact, leadership development and personal development are one and the same! A deficiency in any one of these areas can derail your career success. The best part about making personal development the means to your leadership development is that every area of your life will improve as a result. It’s like two for the price of one! It puts you in control of your quality of life. As I’ve made my personal development my No. 1 focus, I’ve achieved much greater success with less stress and more satisfaction. Based on the observations of myself and others, this seems to be the general rule. My invitation is for you to consider which areas of your personal development are benefiting your career results and which are harming them. Then consider options to take small steps forward to maximize your potential and performance. Brad Wolff specializes in leadership development to increase productivity, profitability and engagement. Twenty-five years in recruiting and retention have taught him how leaders’ actions impact results with their people. Brad’s passion is making the science of human potential simple and practical to achieve greater success with less stress and more satisfaction. He’s a speaker and the author of People Problems? How to Create People Solutions for a Competitive Advantage. For more information, please visit PeopleMaximizers.com or email Brad at bwolff@peoplemaximizers.com. August 2019 | Construction Equipment Distribution | www.cedmag.com | 41

GOOD RELATIONSHIPS DON’T JUST HAPPEN BY BRIAN GAREAU

ore than eighty years ago, Harvard began what has been called “the most comprehensive longitudinal study on adult development.” And, amazingly, the study continues today. Its overall conclusion is simple and yet challenging to achieve: “Good relationships keep us happier and healthier.”

The study makes three major points: 1. Social connections are really good for our health and well-being. 2. It’s the quality, not the quantity, of our close relationships that matters most. 3. Good relationships protect both our bodies and our brains.

Perhaps that’s why: •

Gallup poses the question of whether “I have a best friend at work” in its Q12 Employee Engagement Survey.

•

A ten-year research study showed that “as much as 35% of the variability in discretionary performance of employees is a result of their manager’s style and behavior.”

•

A Fortune 100 company found that employees who felt their boss showed “genuine interest and concern for their

42 | www.cedmag.com | Construction Equipment Distribution | August 2019

well-being” had engagement levels 30+ percentage points higher than their counterparts. •

Research has found that our brains work better when we feel positive. So, important things in business such as creativity, decision-making abilities, and fewer errors (by staying more focused) are affected by our feelings.

•

People stay where they are happy and have higher levels of attendance.

Which leads me to a practical question: What can businesses proactively do to promote professional, quality relations in the workplace? I’m suggesting things well beyond the traditional boilerplate statements many organizations make about harassment, diversity and inclusion. Below is a quick Internal Quality Relations (IQR) Assessment I use with clients. Please score each question with either a 3 (very consistent); a 2 (inconsistent); or a 1 (very inconsistent). In our organization, internal quality relations (IQRs) are critical to our success, so we: •

Highlight these desired behaviors by living our values.

•

Include their importance in our orientation and onboarding.

•

Review our spans of control (supervisor-toemployee ratios) to allow time to build quality relations.

•

Teach everyone effective ways to handle differences of opinion and resolve disagreements.

•

Clarify specific expectations for both leaders and employees.

•

Conduct ongoing cross-functional teams to minimize silo thinking and limited relations.

•

Hold networking activities so employees can easily connect with others outside their workgroup.

•

Select people (new hires and internal promotions) who exhibit strong relationship-building skills and get results.

•

Factor relationship-building behaviors into recognition and reward activities.

•

Hold everyone accountable for building and maintaining internal quality relations.

•

Proactively address destructive relations in the workplace.

•

Monitor key internal relations using different assessment tools.Teach everyone effective ways

Next Steps. For items above that you rated 3, how do you leverage those behaviors? For items you rated 2 or 1, start by picking one item to proactively address over the next 30 days, an item that would significantly impact relationships in your workplace.

When relationships are nonexistent, unsure, tense, or broken, many employees will react with unproductive behaviors: •

Closing off real dialog

•

Overstepping boundaries

•

Overreacting to feedback

•

Manipulating information and situations

•

Second-guessing decisions

•

Blaming others

•

Resisting change

It’s impossible to keep 100 percent of employees happy all the time, but enabling sincere, honest, trusting relationships can make a huge competitive difference. Let’s remember that the opposite of “relationship” is division, dispute, dissension, disengagement, and even divorce (leaving). And, in life and work, rules without relationships equals resistance. Can your organization afford the waste of time, money, and human capability created by poor internal relations? Good relationships don’t just happen. Isn’t it time to be proactive and address them?

Brian Gareau has been studying, consulting, and implementing employee engagement initiatives for more than 15 years. He helped lead a successful eightyear employee engagement initiative at a Fortune 50 corporation and has written several books on the subject. More winformation is available at BrianGareauInc. com, or contact him directly at Brian@BrianGareauInc.com.

August 2019 | Construction Equipment Distribution | www.cedmag.com | 43

GROUNDBREAKING signifies the official start of the TCAT Memphis and Haas Education and Training Facility

AED

’s local Memphis group has been hard at work trying to get the facilities needed to start an AED Foundation-accredited heavy equipment and diesel technology program in Memphis. Since July of 2015, the group has worked with a host of stakeholders and future benefactors to make this project come to fruition. Their efforts paid off in May when the Tennessee College of Applied Technology (TCAT) and Haas Education and Training Facility held their groundbreaking ceremony. Mr. Roland Rayner, President of TCAT Memphis, stated in recognition of the cooperation it has taken to get the project to this point: “In my public life, rarely have I been so fortunate as to openly embrace the satisfaction that comes from partnerships like this. And the persistence that pays dividends for the public good. Dreams take flight on days such as this. A spade in the turning of soil is symbolic of the work that it has taken, behind the scenes, beneath the surface, above the fray, to make this dream a reality. And to create still more dreams, for the beneficiaries of this work who soon will see the fruits of labors of those whom they will likely never know.” On this day, the labors of those who are making the dream a reality became known. The attendees of the groundbreaking event give a good idea of whose painstaking efforts were critical to the success of the project up to this point. Some of these distinguished guests included representatives from Shelby County Legislative and Congressional Delegation, the state building commission, the Bartlett police and public works departments, the Tennessee office of the governor, the county board of commissioners, the Bartlett board of aldermen, the Tennessee board of regents, the Bartlett Chamber of Commerce, TCAT President Roland Rayner, Bartlett’s mayor, Shelby County Mayor Lee Harris, Memphis Mayor Jim Strickland, ten AED members, and architect Chris Norton with Braganza Design Group and his staff.

44 | www.cedmag.com | Construction Equipment Distribution | August 2019

AED and The AED Foundation have been apart of this process all along, according to Tony Tice, training manager for Thompson Machinery, a local CAT dealership in Tennessee and northern Mississippi. Tice spoke to CED about the process of getting the program developed: “Groups of industry leaders for years have been trying to get a pipeline filled with trained technicians. To do that we had to look within. First, we needed a facility, so we partnered with TCAT Memphis.” TCAT serves as one of the premier suppliers of workforce development throughout the state of Tennessee. The ‘pipeline’ issue Tice mentioned is a prevalent part of Memphis’ current hiring climate, and one that most CED readers can attest to. Tice said, “Nationally, if you read anyone’s articles you know that ‘technician shortage’ is a buzzword within the industry. We find the same thing within our local industries and are always on the lookout for skilled technicians. More than that, we are looking for good people we can train to become technicians. Having a facility like the one being build in Bartlett, Tennessee that will produce those techs is exactly what is needed. It will make West Tennessee a better place.” Filling the vocational needs of Memphis and Tennessee at large, the TCAT Memphis and Haas Education and Training Facility will offer programs in machine tool technology, medical devices, HVAC, mechatronics, automotive technology, heavy equipment technology and welding. President Rayner said that these were “all critical workforce needs in the area, which we will be addressing as soon as this facility is up and running. Our business partners not only put up dollars but equipment that will be going into this building.” A notable characteristic of the project to date has been the governments’ involvement in the facilities. That is “governments” in the plural, as it has taken efforts from every level of government. Everyone involved in the project has resoundingly agreed that such governmental involvement has been and is critical to turning the center into a reality. Most stakeholders also agree that governmental action is significantly less expeditious than we are used to in the private sector. President Rayner admitted to the charge: “The mayor has already told me that he realized the city government was slow, but that the state was slower. I had to say, ‘Amen to that!’, because we are slow.” Quick to describe the perceived holdups, Raynor offered, “But we do the best we can to make sure that we are building the best product for the citizens of Tennessee. Today is a very special day for Shelby County and the city of Bartlett … the vision for this project was actually born in 2013 after the legislatures, board of regents, and state and local educational leaders saw the need to develop a master plan that would help guide the allocation of funding, capital funding, aimed at capacity building at many TCAT locations across Tennessee. Fast-forward six years, the stakeholders behind me were willing to share this vision and assisted with the securing of funding to make this possible.” One major contributor to the success of the new program and facility is Terry Lotz, executive director of AED’s Memphis group. Although he is very appreciative of the governmental action that has gone into the project to this point, Lotz likened the government’s pace to “trying to turn an aircraft carrier or battleship.” August 2019 | Construction Equipment Distribution | www.cedmag.com | 45

Lotz expounded on The AED Foundation’s ultimate goal for the new program and facility. “TCAT has 27 campuses across the state of Tennessee. They do a variety of vocational education programs, all of which are capped at two years … Eventually, what we hope will happen is that the heavy equipment technology program that is going into place at the new TCAT Memphis and Haas Education & Training Facility will in time be replicated at the other TCAT facilities in Tennessee that presently have a diesel program.” TCAT was a natural fit to work with over some of Tennessee’s other community colleges because TCAT already has diesel programs in place. Lotz said that getting the program started in Memphis required the development of this facility. “The lack of facility has been our major obstacle. If we’d had a facility, we already would’ve had this up and running. Instead, we had to get the facility approved, and we had to fight to get that approved.” Lotz pointed to another successful AED Foundation-accredited program in the South, Hinds Community College in Raymond, Mississippi, and differentiated between the two projects’ development. “The facilities, with available space, were already in place at Hinds, unlike with this project,” Lotz said. “There was also a pretty big private party there that supported and pushed for the Hinds accredited program … Unfortunately, we didn’t have that type of benefactor here. So we have been piecemealing our efforts together. And that has also taken time.” The time was well worth it, though. Lotz commented that the program attendees will be eligible for Tennessee’s Promise and Reconnect grants. According to the Tennessee state government website, TN.gov, “The Tennessee Promise is both a scholarship and a mentoring program focused on increasing the number of students that attend college in our state. It provides students a last-dollar scholarship, meaning the scholarship will cover the cost of tuition and mandatory fees not covered by the Pell grant, the HOPE scholarship, or the Tennessee Student Assistance Award. Students may use the scholarship at any of the state’s 13 community colleges or 27 colleges of applied technology.” Take a moment to let this settle in: This means that with the completion of the facility, Tennessee residents making use of Tennessee Promise or Reconnect grants can get a two-year, AED Foundation-accredited heavy equipment and diesel technology degree for free. Mayor Keith McDonald commented on the multifaceted cooperation it has taken to make this dream possible. “I couldn’t be any prouder of being a small part of educating young people for the jobs of today and tomorrow. Sure, there is a shortage of doctors, and we need more doctors, but not everyone is the right fit to become a doctor. Not everyone needs to go to a university. So this is a great opportunity for young people and unemployed and underemployed adults to get the training they need for great jobs.” Lotz pointed out misconceptions about the industry as being major hindrances to getting the skilled technician pipeline flowing: “One of the biggest impediments to getting these career and technical programs up and running has been the secondary high school educators. If you go back 45 or 50 years ago, most high schools had vo-tech programs. Today, probably less than 10% of our high schools in any particular state have career and technical programs programs.” 46 | www.cedmag.com | Construction Equipment Distribution | August 2019

Dealerships local to the Memphis area have worked hard in this effort and believe the new facility and program can quash any misconceptions. When asked how this group has already contributed to getting the facility up and running, Lotz said, “They have opened their doors to visitations by prospective students. They have opened their doors to provide training to instructors at TCAT, so those instructors will have current knowledge bases to teach at TCAT Memphis. They have made, and acted on, their commitment to provide machines for them to use in the educational process.” Lotz described how future equipment donations will be managed. “We will do that on a rotating basis, for use at no cost to TCAT Memphis.” He explained the reason for the rotating basis: “They will share this privilege and responsibility, so that not any one dealer has the hundred percent burden of supporting machinery, equipment, parts, and things of that nature that might be needed by TCAT Memphis.” Furthermore, the students will expand their knowledge base through working with more kinds of equipment. Tice also weighed in on the local distributors’ contributions and efforts. “We are all business partners that show up, we teach classes, we invite their instructors to come out to our facilities, we are embedded in the curriculum, we help design curriculum. We help them with equipment, we have a partnership here that we will have loan equipment at the facilities so that the students will be able to work on the newest, latest and greatest equipment. Not just one brand, but everyone’s brand will be a part of it.” We asked Lotz if there was anything he would have done differently with the project, knowing what he knows now. “We had state politicians involved in education at the initial meeting in July 2015,” he said. “They were there, but they kind of ended up in the back room, if you will. Knowing what I know now, I would’ve had those people more engaged at the beginning, so they could have been better aware of the technical aspects needed to get this thing to fruition … This is critical when you’re talking about state education programs.” Lotz advised that anyone looking to tackle a similar project should identify and utilize the politicians that can best help carry the project all the way up the political arena. Lotz also appealed to dealerships across the country when he said, “It is up to private industry to push these education programs within the state.” Being intimately involved with the efforts surrounding this project, Lotz noticed many of the limiting factors for educators, administrators and politicians. “All of those groups have limitations on how hard they can push, based on the career limitations.” The advantages of private industry translate well to projects of this scale, said Lotz. “We can go to politicians without fear of them coming back and saying, ‘We didn’t like the way you phrased that,’ or ‘We didn’t like the way you did that, so we are not going to promote you this year, or we’re not going to give you a raise.’” Lotz went on to say, “Private industry has to be the mouthpiece for the educators that we are utilizing. We have to be the ones to push this, and we have to push it hard. We can do this in a nice way, in a way that’s mutually beneficial as we provide jobs for their students.” Lotz ended by saying, “I think The AED Foundation has done a marvelous job in working to get these heavy equipment technician programs into these junior colleges and technical schools across the country. The guys and gals at AED – Steve Johnson, Marty McCormack and others – are doing a great job! If only there were more of them, to get out there and beat this drum. Hopefully, over time, people get the message.” August 2019 | Construction Equipment Distribution | www.cedmag.com | 47

A DVERT IS E RS â&#x20AC;&#x2122; INDEX

1st Source Bank 6

1stsource.com/construction

CDK Global BC cdkglobal.com/dontmissout Dynapac North America LLC 29 dynapac.us e-Emphasys Technologies Inc. 1 e-emphasys.com FAE USA, Inc. 32 faeusa.com CONEXPO-CON/AGG 2020 5

conexpoconagg.com

Pitts Enterprises, Inc. 34 pittstrailers.com Sentry Insurance Company IBC Sentry.com/Equipment-Dealers SmartEquip 48

smartequip.com

Now dealers can out-e-commerce e-commerce. We understand the importance of customer relationships and the parts sales that go along with them. SmartEquip offers custom branded e-commerce solutions where dealers can connect and sell parts to their customers. We keep your customers off the internet by embedding your storefront right in their service workflow. No more competing with open marketplaces and will-fitters, now you can leverage SmartEquip and keep your customers attached at the hip. Thatâ&#x20AC;&#x2122;s what we call e-commerce. To find out more, email us at beready@smartequip.com or visit our website.

smartequip.com

48 | www.cedmag.com | Construction Equipment Distribution | August 2019

Customized plans all start the same way. With a conversation. Your business is unique. Shouldn’t your insurance policy reflect that? At Sentry, we think so. That’s why we work with you. Why we ask questions. And why we listen to you. All so we can learn about where you want your business to go. We then put more than 110 years of experience to work, customizing a risk management solution that’s right for you, your employees, and your business. Learn more about how we can help you at Sentry.com/Equipment-Dealers Property and casualty coverages are underwritten by a member of the Sentry Insurance Group, Stevens Point, WI. For a complete listing of companies, visit sentry.com. Policies, coverages, benefits, and discounts are not available in all states. See policy for complete coverage details.

73-710B

14003243

Ad_template.indd 2

6/5/19

7/26/2019 9:19:09 AM

Sentry

Pages: 1 FP - full bleed

Creative:

inefficiency.

Still relying on an outdated DMS in today’s changing industry? Chances are, your dealership is missing out on efficiencies to fuel your business. CDK IntelliDealer 6.0 — with its modern interface, real-time data access and enhanced navigation — is fully integrated, enabling you to streamline processes and find efficiencies in your operations. TM

See what you’ve been missing.

Ad_template.indd 2

7/24/2019 3:23:44 PM