CED July 2019: Attachment Showcase by Associated Equipment Distributors

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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 ATTACHMENT

SHOWCASE Featuring products that can boost sales and productivity

T HE INS AND OUT of AED’s Leadership Conference

BO R N W I TH A W R EN CH in His Hand — Grant Davis

H O W C U S T OM E R SATI SFACT I ON S U RV E YS

Help Equipment Dealers Grow July 2019 | Construction Equipment Distribution | www.cedmag.com | 1

DRI VI NGDEALERSHI PSUCCESS

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CONTENTS JULY 2019 | VOL 85 NO. 7 | www.cedmag.com

AED CERTIFIED TECH N I CI AN — G R AN T D AVI S For a kid with a mechanical bent, growing up around a salvage yard was like having his own private playground. Engines to rip apart, machines to explore, parts to hunt, and every tool at hand for the job – what’s not to love?

THE INS AND OUT OF AED’S LEADERSHIP CONFERENCE This August 27-29, AED will once again hold their Leadership Conference at the Hyatt Regency Sonoma Wine Country in Santa Rosa, CA. As one of the only conference geared towards the rising talent and managers within the construction equipment distribution industry, the Leadership Conference has been an ideal destination for many industry leaders.

2019 ATTACHMENT SHOWCASE Construction equipment distributors continue to want to add versatility to their fleets with attachments that dig, crush, mulch, lift, demolish and more. The CED Attachment Showcase is your best source that previews the most anticipated offerings to enhance your equipment!

HOW CUSTOMER SATISFACTION SURVEYS HELP EQUIPMENT DEALERS GROW Customer satisfaction surveys provide insight into how everything is going operationally in your business.

July 2019 | Construction Equipment Distribution | www.cedmag.com | 3

CONTENTS JULY 2019 | VOL 85 NO. 7 | 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.6 Upcoming AED and The AED Foundation Events P.7 From The Chairman — Boost Your Team’s Development at The

potential end to NAFTA 2.0 dilemma P.12 Donor Profile — ECA leader

Seminars!

working to develop next generation

P.9 From The President — Stay

of heavy equipment operators

Up-to-Date with AED Through our

P.51 How important is the Broker/

Numerous Platforms!

Agent?

P.10 Southeastern Regional Report

P.54 How Well Does Your

— Investing in the future is essential

Production Manager

of your dealership

Management Team Perform?

to the longevity and overall success

JULY CONTRIBUTING WRITERS

800-388-0650 ext. 5118

Since 1920 Official Publication of

resolved, paving the way for

AED Foundation’s Upcoming

jcruthers@aednet.org

Martin Cabral

P.11 AED in Canada — Tariff spat

Heidi Bitsoli CED Reporter

Kris Jensen-Van Heste CED Reporter

Clifford Black CED Reporter

Rob Leforte CED Reporter

Michael Brennan BRAMCO, LLC.

Brian P. McGuire Associated Equipment Distributors

Sean Fitzgerrel Southeastern Regional Manager

Brian Shurtleff Marsh & McLennan Agency

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 | July 2019

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upcoming 2019 AED/AEDF Events Leadership Conference

Small Dealer Conference

Advanced Rental Management Seminar

Sales Management Seminar

August 27 – 29 Hyatt Regency Sonoma Wine Country 170 Railroad St. Santa Rosa, CA 95401

September 12 – 13 Hyatt Regency O’Hare 9300 Bryn Mawr Ave. Rosemont, IL 60018

Executive Conclave September 18 – 19 Pasea Hotel & Spa 21080 Pacific Coast Hwy. Huntington Beach, CA 92648

Advanced Parts Management Seminar

October 8 – 9 Hilton Philadelphia at Penn’s Landing 201 S. Christopher Columbus Blvd. Philadelphia, PA 19106

Advanced Service Management Seminar

October 10 –11 Hilton Philadelphia at Penn’s Landing 201 S. Christopher Columbus Blvd. Philadelphia, PA 19106

November 10 – 11 Hilton Charlotte Center City 222 East 3rd St. Charlotte, NC 28202

November 6-7 Doubletree by Hilton Boston-Downtown 821 Washington St. Boston, MA 02111

Branch Management Seminar November 14 –15 Hyatt House Atlanta/Downtown 431 Marietta St. NW Atlanta, GA 30313

2020 AED Summit & CONDEX January 14-16, 2020 Hyatt Regency Chicago 151 E. Wacker Dr. Chicago, IL 60601

TO REGISTER VISIT bit.ly/aedevents BIT.LY/AEDEVENTS

BOOST

Your Team’s Development at The AED Foundation’s

Upcoming Seminars!

he AED Foundation provides a multitude of seminars to meet the needs of everyone in your company. I know that I have continuously taken advantage of these seminars to help those in my company learn and grow in their roles and prepare for greater roles in the business. The AED Foundation has five seminars scheduled for this fall and winter to help boost your team’s development. You can look forward to the following: ADVANCED RENTAL MANAGEMENT SEMINAR* Taking place September 12-13 in Rosemont, Illinois, the Advanced Rental Management Seminar is for those who already have a basic understanding of how to function effectively in the rental department. This seminar focuses on making rental more of a strategic initiative than a reactive one. Attendees will gain an understanding of operation benchmarks for rental fleets, the reasons rental fleets underperform, how to ensure you’re measuring the information you’re aiming to measure, and much more. ADVANCED PARTS MANAGEMENT SEMINAR* This seminar will provide attendees with strategies and practical tactics that can be implemented immediately in the parts department. Taking place October 8-9 in Philadelphia, this event will focus on the six major challenges for a parts manager, advanced KPIs, using critical thinking to solve problems, and more. ADVANCED SERVICE MANAGEMENT SEMINAR* This seminar, taking place October 10-11 in Philadelphia, will allow experienced professionals to home in on the skill sets needed 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.

F R O M T HE C HA I R M A N M I C HA E L D . BRENNAN

to take their service department to the next level. Topics include understanding the importance of selling maintenance programs, using standard charging techniques to increase sales and customer satisfaction, and much more. SALES MANAGEMENT SEMINAR After selling out the seminar earlier this year, The AED Foundation will be running the Sales Management Seminar a second time, November 6-7 in Boston. This seminar will provide attendees with the new and important skills that are necessary to be a successful sales leader, including creating a sales culture, coaching others, using high-impact recruiting skills, understanding data and how to create a sales report from it, and more. BRANCH MANAGEMENT SEMINAR As a leader of your branch location, you are responsible for people, assets, business relationships and profitability. This seminar, running November 14-15 in Atlanta, will address the skill sets, processes, techniques and time management skills needed to become a topperforming branch manager. I hope you find these seminars as beneficial to your company as I have to mine. If you are interested in finding out more or registering for these or any of AED’s upcoming events, please visit bit.ly/aedevents. *Please note: to attend the advanced level of each seminar you are not required to have attended the basic level.

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

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8 | www.cedmag.com | Construction Equipment Distribution | July 2019

Stay Up to Date with AED’s Newest Platforms

e want to make sure you stay on top of everything that AED and our members have going on, which can sometimes get overwhelming! While we continue to push out information via email, social media, CED, and much more, we also want to make sure you are aware of our newer platforms with exclusive and easy-to-access information about the Association. You may be reading this article in print, but it is also possible you’re reading it online. CEDMag.com is the one place where you can find previous issues and articles, dating back to 2017. This platform gives you the option to read the magazine online if you prefer it that way, or if you misplaced an issue, got rid of a magazine that you now want to refer to, or want to browse through previous issues to find tools and advice on any industry topic. CEDMag.com provides exclusive information that you won’t be able to find anywhere else. Our featured member news section is consistently updated so you can find out what is happening with members throughout the industry. You can also find out which articles and topics are trending with your peers in the trending section of the website. We hope you will make CEDMag.com your one-stop shop for member and industry news, and that you will continue to find it a valuable tool.

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

through the AED360 mobile app. To meet your needs, AED has built a mobile app that includes the following features: SEARCH: Browse through the various industry resources available with your AED membership, such as the AED bookstore, self-study courses, news articles, CED Magazine issues, technician certification information, and a list of upcoming events. • REGISTER FOR EVENTS: Find a chronological list of upcoming events and register your team for the conferences or seminars that meet your needs. • CONNECT: AED360 users that are logged in can automatically connect with other logged-in users and have the opportunity to communicate through a realtime chat function. • UPDATE YOUR PROFILE: Has your contact information been updated? Do you need to add or update a co-worker’s profile? AED360 allows you to review and make necessary changes to your records from the palm of your hand! You can download the AED360 app today by searching for “AED360” in the App Store or Google Play. •

We hope you find these tools to be a beneficial part of your AED membership. Keep an eye out for more platforms and tools to meet your needs, coming soon!

Another way to keep updated on the Association is B R I A N P. Mc GUI R E AED President & CEO

R OB ERT K . HEN DER SON AED Executive Vice President & COO

JA SON K. BLAKE AEDF Executive Vice President & COO

T H E A E D F O U N D AT I O N B O A R D O F D I R E C T O R S OFFICERS

WHIT PERRYMAN Foundation Chairman Vermeer Texas-Louisiana JEFFREY SCOTT Foundation Vice Chairman Intermountain Bobcat DARREN GRAHSL Treasurer BOKF Equipment Finance BRIAN P. McGUIRE Foundation President Associated Equipment Distributors DENNIS VANDER MOLEN Past Foundation Chairman Vermeer MidSouth, Inc CRAIG DRURY AED Board Representative Vermeer Canada, Inc. ROBERT K. HENDERSON President Emeritus Associated Equipment Distributors

DI R ECTOR S

JAMES MCCANN McCann Industries, Inc. JOHN D. CRUM Wells Fargo Equipment Finance, Inc. LOGAN MELLOTT Ritchie Bros. JUDY WORRELL Berry Companies, Inc. KENNETH SILVERMAN Volvo Construction Equipment Region Americas OTTO BREITSCHWERDT Caterpillar, Inc. MIKE HAYES Komatsu America Corp.

DI R E C TO RS

TODD HYSTAD Vimar Equipment Ltd. JASON DALY Deere & Company, Worldwide C&F Division BRETT REASNER Pennsylvania College of Technology THOMAS CASEY DLL KENNETH TAYLOR Ohio CAT KATE FOX WOOD Associated of Equipment Manufacturers BUCK BAIRD Coastline Equipment JOEL DIMARCO Admar Supply Co., Inc.

SOUTHEA S T E RN

R E GIONA L R EPO RT

INVESTING

IN THE FUTURE

nvesting in the future is essential to the longevity and overall success of your dealership. This investment often leads to a larger market share, customers that become more familiar, and a chance for your organization to grow. As the leading industry association, AED does not face the same challenges or external market pressures that our dealerships face on a regular basis; however, we too are faced with the recurring question, “What is next?” AED is faced with ensuring that we as your association continue to offer more and strive for continuous improvement in the programs already offered, all while ensuring that these programs and materials are fulfilling your demands as a construction or agriculture equipment distributor or manufacturer. This is what has kept AED growing strong over the past 100 years and counting. When making a key investment, you often plan for your return on investment to be seen at a time to be determined. In the same way, AED continues to invest with a long-term strategy to ensure that the demands of the equipment distribution industry will be met both today and in the future. Workforce development is a phrase often tossed around in the industry, especially when discussing growth strategies, a key pillar of The AED Foundation’s mission and one that both AED and The AED Foundation are focusing on and investing a significant amount of time in. The term “workforce development” is often synonymous with recruiting and developing technicians, but it is much more than that. The one thing that most industries struggle with, including the equipment distribution and manufacturing industry, is how to develop and train the next generation of managers and leaders. AED understands this challenge and recognizes its importance, and therefore has taken steps under the guidance of the Emerging Leaders Council to help solve this critical issue faced by our members. The Emerging Leaders Council serves as a peer group made up of 20 people that will each be taking a senior leadership role within their company over the next couple of years. This group is tasked with advising AED on the development of its Leadership Conference; but more importantly, they serve as a noncompetitive sounding

10 | www.cedmag.com | Construction Equipment Distribution | July 2019

SEAN FI TZG ER R EL sfi t zg e r re l @a e d n e t . o rg

board for the next generation of dealership executives. In addition to the annual conference and biannual in-person meetings, the members of this committee rotate to host monthly calls to discuss areas of improvements that their dealerships are facing or to explore opportunities for growth. Some of the topics that have been covered this year include the use of social media and its impact on cold calling, online sales, and how to retain star employees. Under the guidance of the Emerging Leaders Council, the attendees at this year’s Leadership Conference will be exploring ways to stay motivated during times of hardship and to stay on top of their game. Attendees will also develop an understanding of the power of presence and the practice of engaging, listening, suggesting and asking. Providing critical feedback is often a challenge for new and emerging leaders; during the conference attendees will be put to work mastering the art of being an effective messenger, especially during times of tribulation. Investing in the future of your company includes allocating attention and dollars to technology. Leaders are often tasked with driving innovation. During a technology panel, attendees will learn what technologies are available and how to leverage them to improve their bottom line. If your company is ready to invest in the next generation of leaders, I look forward to seeing you at the AED Leadership Conference, August 27-29 in Santa Rosa, CA.

AED

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

Tariff spat resolved, paving the way for potential end to NAFTA 2.0 dilemma

ate on a Friday afternoon in May, Prime Minister Trudeau and his most senior cabinet colleagues stood in a Hamilton lunchroom waiting to tell a roomful of steelworkers the best news they would hear in 2019. After a week of false starts, Canada and the U.S. had returned to the table to put the polish on an agreement to resolve a tariff dispute that started nearly a year before. The steel producers and affected industries, including construction equipment dealers, made it known that the lifting of Section 232 tariffs by the U.S. and retaliatory tariffs by Canada would have a positive effect on businesses across North America. Mexico would also benefit from the lifting of steel and aluminum tariffs. Pressure to ratify the NAFTA 2.0 deal is a constant fact of life for decision makers in Ottawa, Washington, D.C., and Mexico City. Last fall, an early announcement by the “New Dem” caucus in the U.S. House of Representatives put diplomats and other branches of government on notice. They control the House and would not accept a deal unless Mexico improved its labor laws. In a corresponding move, the Republican-controlled Senate sent a strong message to President Trump that the only way the deal could progress was if the tariffs between Canada and the U.S. were removed. With President Trump looking for another economic victory and Prime Minister Trudeau desperate to solidify pro-business credentials ahead of the fall election, both leaders are putting as much muscle as possible into getting a deal. We anticipate that with the New Dems having carved out their position, Canadian and American diplomats will be working hard in Mexico City to encourage the labor changes necessary to give them what they want. If that shoe drops, the pressure will be on them to ratify the deal or risk being offside with working class Americans. That should not be a risk they’re willing to take as the Democratic primary race heats up. Canadian lawmakers have been clear since the agreement last fall that ratification would not proceed here until tariffs were lifted. The mood in Ottawa has been that unless the U.S. made clear steps toward ratification, the House of Commons would not proceed with its own

ratification bill. The government has only a few weeks left to get things done before the long summer campaign season begins. While a handful of legislative commitments can be marketed to Canadian voters, the sentiment that they haven’t done much to support business still plagues the Trudeau camp. A win on NAFTA 2.0 would seriously benefit their flagging chances of reelection, and a rapid resolution has to be a key part of their strategy. You may ask what it would take to get a deal done. With limited legislative runway and members of the Canadian Senate making it increasingly difficult to get bills passed, there would have to be weeks of legislative sitting and committee meetings added to the calendar. A likely condition of Mexico also benefiting from the elimination of tariffs would be its willingness to quickly change labor laws in a way that satisfies U.S. Congressional Democrats. If that happens in the near future, it is likely that we will see both Canada and the U.S. race to ratify the deal, with a much higher political cost for the Liberals in Canada if a deal is not reached. The floodgates may not be all the way open, but plans are shaping up and parties are testing messages for why MPs and senators will stay in Ottawa into July. The question now is whether stars will align quickly enough for the Liberals to take any additional trade momentum into the election. Opposition parties will have to make the calculus of whether it is more advantageous to keep Justin Trudeau locked up in debates in Ottawa or have him out on the campaign trail where he is highly effective. The Senate of Canada remains an independent variable that operates entirely differently than it did four years ago, let alone the last time the first NAFTA deal was signed. With steel and aluminum tariffs lifted, OEMs and dealers will no doubt benefit from an improved ability to deliver goods to their customers at a better price. While the NAFTA 2.0 agreement may seem secondary to that development, a finalized agreement would create economic tailwinds due to increased certainty. That may prove to be even more important for businesses in Canada and the U.S., especially as they seek to make historic investments in infrastructure. July 2019 | Construction Equipment Distribution | www.cedmag.com | 11

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

EQUIPMENT CORPORATION OF AMERICA (ECA):

Strong Foundation, Strong Future

quipment Corporation of America (ECA) has grown into what is now a third-generation-run company, as longtime members and supporters of AED and The AED Foundation. ECA is also continuously looking toward the future by supporting programs and policies that will help build up the next generation of heavy equipment workers. The company achieved a major milestone in 2018, when it celebrated its centennial. The roots of the Coraopolis, Pennsylvania-based equipment supplier extends decades back, when current CEO Roy Kern Jr.’s grandfather purchased ECA in the 1950s. Under the Kern leadership, the company has grown to nine locations – including six full-service offices and three additional sales offices – that employs approximately 90 employees, while offering its products and services to clients in the Northeast, MidAtlantic, Midwest, Southeast and Eastern Canada. “We operate east of the Mississippi, from Toronto down to Florida,” Kern Jr. says. “We’ve been involved in every major stadium built east of the Mississippi.” Such big projects mean skilled workers are a must. “We’re always looking for people. Our equipment is getting more and more complicated. It used to be simple diesel and hydraulic setups. Now we have Tier 4 computers, Controlled Area Network (CAN) bus and sophisticated hydraulics.” To do the job right, the right skill set is crucial. Accordingly, they have long supported Associated Equipment Distributors and The AED Foundation. ECA has been an AED member for more than 75 years and has supported the Foundation, regularly contributing to its annual campaign and live auction. Kern served as The AED Foundation’s chairman from 2014-2015 and served other positions on the board for approximately eight years . He admits that when he was asked to join, “it sounded intriguing, but I didn’t know a lot about The AED Foundation at that point. It became a real learning experience for me. It really helped me take a look at how we handle parts and service training.” Under his watch he helped approve the first College of William & Mary study on what the skills gap is costing the industry. “We also funded a new Learning Management System for online education … and started a new generation of online training studies. In addition, we took a hard look at where our AED-accredited technical colleges were – looking for holes where coverage was needed. We tried to find schools and help members location-wise.

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

“(As a board member) I got a real taste for how important the education is to our industry and in North America. Without proper education and a supply of educated technical help, we’re in a situation where we can’t grow and service infrastructure needs coming up in the next 20 to 30 years.” On the local front, Kern has been working with Pennsylvania College of Technology in Williamsport, to get more students out of the Philadelphia and Pittsburgh areas, train them for heavy equipment careers, and get them out in the workforce filling labor shortages. “We also have a lot of involvement in Fleming College (just outside Toronto), and several colleges throughout the eastern U.S., working on drill rig operator training. The skill set to operate a drill rig, working tools underground – you need expertise,” Kern says. “We’re working to improve education and training,” in part by communicating with colleges and unions. One such drill rig training site is at ECA’s Jacksonville, Florida, plant. Working with the National Commission for the Certification of Crane Operators (NCCCO), ECA is also offering drill rig certification. “We’re actively working to help develop this program,” he says. The Jacksonville training site is the first in their niche of the industry, Kern explains. Programs like those are crucial for safety and productivity in heavy equipment, he adds. As for The AED Foundation resources, “we utilize education venues – forums and leadership conferences.” ECA has its parts service managers complete online certification programs, and many employees are sent to seminars. “We’ve found those to be an excellent source of industry knowledge. We also use the Foundation as a resource on intelligence and best practices within the construction equipment industry. “It’s important to give back when running a company and the best way to do so is to help the next generation entering the workforce. The AED Foundation does great job helping those looking to further their careers by offering both, certification and industry educational programs.” To help ensure that, it’s vital to get into high schools and vocational schools, Kern adds. “We need to be proactive to ensure that there are qualified technicians available, to avoid shortages. We also need to support trade associations, like AED and The AED Foundation by getting involved and actively promoting professional development.” 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, Equipment Corporation of America for investing in the future of our industry. To contribute to The AED Foundation annual campaign, visit bit.ly/2019aedfcampaign.

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or a kid with a mechanical bent, growing up around a salvage yard was like having his own private playground. Engines to rip apart, machines to explore, parts to hunt for, and every tool at hand for the job – what’s not to love? So it was for Grant Davis, an AED Foundation-Certified Technician and service foreman for General Equipment & Supplies Inc. in Sioux Falls, South Dakota. His dad’s salvage yard in Maple Lake, Minnesota, just east of St. Cloud, offered endless opportunities to turn a wrench from as far back as Davis can remember. He watched at his father’s side as he worked with engines, parts and more, learning everything he could from the youngest age, trying his hand at whatever was available.

B Y KR I S J EN SEN - VAN H ESTE 14 | www.cedmag.com | Construction Equipment Distribution | July 2019

“My dad went to school for auto body and mechanics, and I learned everything from him,” Davis said, “fixing, tearing down, scrapping – really, everything a dealership does. So I already had the background knowledge and knew that was the direction I wanted to take in the long run. I’m pretty blessed.” That’s why, when it came time to look past high school graduation, Davis knew exactly where he was going: neighboring North Dakota, to the acclaimed North Dakota State College of Science in Wahpeton. There, he had his sights set on a career in the diesel field. Three months in, Davis found his true calling. The Komatsu program was brand-new at the school, born of an innovative partnership between Komatsu, the college, and two dealerships. The program combines state-of-the-art, on-campus training with internships at a sponsoring Komatsu dealership – in Davis’ case, General Equipment & Supplies Inc., based in Fargo, North Dakota. Davis got his training in one of the largest diesel technician facilities in the country, where they offered classroom instruction and hands-on laboratory instruction, as well as the internship with General Equipment, which gave Davis invaluable experience servicing Komatsu equipment. The rigorous program runs two full years, summer included. General Equipment liked what they saw in Davis, hiring him for their Fargo site as a shop technician after he graduated from the college in 2016. As a shop technician, Davis worked on machines customers brought in: “I’d troubleshoot, do general maintenance, things like that,” he said. But it was not long before he became a field technician, adding the open road to a pretty great job. As a field technician, he’d travel to the customer’s machine, where he’d troubleshoot, replace parts, whatever needed to be done. “As a field tech, you’re a mechanic, just in a truck,” he said. Of course, when you imagine this perfect scenario – a job you love and the lure of the road. “You did have to deal with weather, and up in North Dakota it’s not always friendly,” Davis said. “But out in the field, the freedom was nice. You had more time to think, and you felt like you were on your own out there.” In December 2017, it was back indoors for Davis.

ABOUT

TH E AE D FOUNDAT ION TECH N I CAL ASS E S S M E N T

Assessment questions were created by a task force of 24 equipment technical experts broadly representing AED dealers, equipment manufacturers and technical colleges with equipment programs. The assessment is aligned with AED National Construction Equipment Technical Standards that are now in their seventh edition. The standards have been developed and updated by task forces with representatives from dealers, equipment manufacturers and technical colleges. One hundred and sixty questions evaluate a technician’s knowledge in the areas of diesel engines, powertrains, electric/electronics, A/C and heating, hydraulics/hydrostatics, and safety/ administration. These are the six key subject areas in AED’s national technical standards. Assessment questions will be updated each time AED’s national technical standards are updated. After completing the two-hour timed assessment, each test-taker receives a “percent-correct” score for each subject area as well as an overall score.

Access AED’s Technical Assessments online at www.aedfoundation.org/technical-assessment July 2019 | Construction Equipment Distribution | www.cedmag.com | 15

That’s when he was promoted to service foreman at General Equipment’s Sioux Falls branch, where he now has seven technicians in the shop. A typical day is never typical for him, he said. He might set up work orders, talk to customers, take care of the shop… “Every day is something different,” he said. He enjoys it all, even the challenges, which Davis said he faces on occasion trying to troubleshoot for a customer over the phone. When it came time to take The AED Foundation Technician Assessment, he approached it with ease. Davis doesn’t recall any particular section of the assessment as daunting, but “hydraulics are always a struggle, with new stuff coming out,” he said. All of Davis’ technicians are certified. He said it was a useful device to determine what technicians knew and didn’t know. “Looking at the test, if there’s something you didn’t know, you need to relearn it. You get to see what they retained and what they really know.” Davis highly recommends that technicians take The AED Foundation Technician Assessment. “Take the test and be certified,” he said. “It’s a good attention-getter if you’re looking for a job. With older guys who are worried about the newer stuff, it makes them feel good when they pass. They know that they’ve retained what they’ve learned.” Not everyone has grown up with a wrench in hand, so some preparation might make the assessment easier, Davis said. “I didn’t do a lot to prepare. I’ve been a mechanic my whole life – growing up in a salvage yard, my only big transition was from cars to equipment. “If you think you’re going to struggle, brush up and do your homework. There are a lot of good videos out there, lots of training tools,” he said. “Just brush up before you take it.”

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

“Leaders are made, they are not born. They are made by hard effort, which is the price which all of us must pay to achieve any goal that is worthwhile.” — VINCE LOMBARDI American football coach, player and NFL executive

rom August 27 to 29, AED will once again hold their Leadership Conference, this time at the Hyatt Regency Sonoma Wine Country in Santa Rosa, California. As one of the only conference geared toward rising talent and managers in construction equipment distribution industry, the Leadership Conference has been a jumping-off point for many industry leaders. No one can argue about the impact the baby boomer generation has had on industrialized heavy equipment and its distribution and technology. But the generation that has so deeply

July 2019 | Construction Equipment Distribution | www.cedmag.com | 17

According to the Bureau of Labor Statistics, labor participation rates of baby boomers will fall from 80 percent to below 40 percent by 2022. This is the same baby boomer generation that makes up more than 25 percent of our industry’s workforce and has dutifully taken on leadership roles when called upon. Now the question is, to whom will this great generation hand off the baton?

Kevin Barlet, chairman of AED’s Emerging Leaders Council and branch operations manager at the Bejac Corporation, had the following to say about the conference: Attending will enable professionals to grow by delivering actionable content on leadership principles, the most relevant

For answers to this question, come out to Sonoma wine country this August.

industry information, technology updates,

Amid the gorgeous scenery in the grape-infested hills of Northern California, attendees will be developing the skills needed to assume the mantle of those that have pioneered in our industry.

networks and to learn from their peers. The

Cultivating tomorrow’s leaders requires education and networking opportunities such as those provided by the Leadership Conference. Forward-looking professionals know the importance of developing their dealerships.

attendees return year after year, including

The AED knows that the top priority for member dealers is their customers. The Leadership Conference is an active representation of AED’s partnership with their dealer members to improve client satisfaction. After all, business relationships between employees and customers thrive when you have an effective and diverse leadership team in all areas of the operation – from the branch level to the corner office. Staying ahead of the day-to-day activities can be hard enough in our industry. When it comes to midand long-term strategies in the dealership, there tend to be gaps. Ask yourself, how prepared is my business as far as leadership roles are concerned? If you can identify any lapses in leadership, let AED help bridge the gap. Send your high-potential individuals to Santa Rosa this summer. 18 | www.cedmag.com | Construction Equipment Distribution | July 2019

and a platform to grow their professional Leadership Conference is one of the most highly anticipated industry events of the year across North America. There are many reasons preparing for a promotion, inspiration for improving and motivating teams, and the overall quality of the program.

Kicking off the leadership event will be an informal, optional wine tour. The tour offers a great opportunity to foster old and new business relationships while taking in the fruits of a region globally known for their vineyards. Here is one attendee’s recollection of the 2017 wine tour: “We couldn’t help but see the connection between these wineries and many dealerships, as we heard stories about the wineries being family-owned-andoperated businesses… attending this event gave me the opportunity to meet AED members I had not met before. I look forward to continuing those relationships and to meeting more of you as I attend other AED conferences.”

But the wine tour is just the beginning. Here are some of the other sessions planned for the conference: Brian P. McGuire, the president and CEO of AED, will be moderating a panel called The Voice of the Customer. This session will feature a panel of dealer customers discussing what they look for in a dealer, how they weigh purchasing versus renting equipment, the most important things a dealer brings to the table when working with a contractor, and more. Hermann Schneider from X10 Consulting will present How to Recession-Proof Your Business. 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. Digital Marketing Tactics to Activate Your Business will be presented by Gina Rigsby and Kat Crossley from DLL. The session will include tips, tools, best practices and real examples that validate why a company’s digital presence and marketing strategy is important and how it can be leveraged to drive business objectives and performance, including sales enablement, demand generation, lead generation and more. Session highlights also include how to leverage three key digital channels: website, social media, and email; why content should be the foundation of your digital marketing strategy; and real-world examples of how simple digital marketing strategies can drive business results and further position your business as an industry leader. Ron Barlet of the Bejac Corporation will present Navigating the Move to the Corner Office. Hear from a veteran industry executive about all the things he wished he’d known before taking over the dealership, including prioritizing the many duties of the president/CEO, managing time, working with business advisors, and influencing change. Capping off the conference will be another wine tour— after all, it is wine country. Ending the conference in this relaxed and comfortable setting will give attendees a chance to decompress and gather their thoughts on what will surely be an inspirational and productive event. With bookend wine tours in sunny California, do you need any more persuading? Take it from Jon Shilling of General Equipment & Supplies, who says, “This is well worth the time, travel, and expense involved to send a young leader in your company, for the educational content as well as the social aspect of getting to meet other industry peers and converse with them on their pains in the market today, as well as successes.”

On behalf of AED, we hope to see you there! July 2019 | Construction Equipment Distribution | www.cedmag.com | 19

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

Attachment showcase 2019 AL L I ED CONS T RUC T IO N PRO DUC T S , LLC Allied Hydraulic Attachments Provide Performance Under Pressure

Since 1942, Allied Construction Products has been a source of dependable and productive hydraulic breakers and vibratory compactor/drivers. All products have met the challenges of contractors and municipalities who require stronger equipment with more reliability and operating efficiency. Our Rammer® hydraulic hammers and our Ho-Pac® and SkidPac® compactors are designed to actually verify and improve your carrier ROI decisions. The concept of the high-performance boom-mounted hydraulic hammer was pioneered by Allied Construction Products in 1968. As the industry leader, Allied’s boom-mounted hydraulic breakers combine performance, efficiency and reliability. Allied Rammer® brand hydraulic breakers are designed for the hardest of jobs using advanced hydraulics and the latest technology. Rammer hydraulic hammers are powerful, durable and cost-effective. Ideal for breaking oversize ALLIEDCP.COM | 800-321-1046 boulders, slag removal, tunneling, open pit mining, secondary breaking and trenching, Rammer has a hammer to fit your carrier, from compact to large, with working weights as high as 15,430 lbs. Ho-Pac® and Skid-Pac® compactor/drivers save time and money and increase your job productivity by expanding the versatility of your equipment and eliminating the need for special-purpose machines, such as walkbehind plate compactors or ride-on rollers. Not only can you use the attachment to compact soil on the job site, but, depending on model, it can also be used to drive pilings, aluminum sea walls, wood and steel sheeting, beams, pipe and posts. Allied Construction Products pioneered Faced with a tough job, only the toughest tools will the concept of a boommounted vibratory do. Allied’s line of Rammer® and Hy-Ram® hydraulic c o m p a c t o r /driver breakers and Ho-Pac® and Skid-Pac® compactor with the invention of drivers deliver heavy-duty features and rugged the Ho-Pac® in 1965. functionality. Each is backed by Allied’s 77 years of Initially conceived as impact in the industry. You get greater production, a backhoe-mounted longer working life, and robust performance. Get attachment, today’s Ho-Pac line is the toughest tools with proven advantages. comprised of many models designed to be mounted on a variety of carriers including miniexcavators, rubber-tired backhoes, excavators and even trenchers with a backhoe attachment. Allied Skid-Pac® models mount on a skid steer and use the same technology as the Ho-Pac line.

Contact: Kelly Desmond, kelly.desmond@alliedcp.com 22 | www.cedmag.com | Construction Equipment Distribution | July 2019

Attachment showcase 2019 AMI ATTACHMENTS INC . The AMI Graptor Bucket for Excavators and Loader Backhoes

The AMI Attachments Graptor Bucket is the only integrated thumb bucket powered by a helical actuator, producing up to 54,000 foot-pounds of torque at 3000 psi. Holding strength like this maintains constant grip on the load throughout the bucket’s entire rotation. This makes the Graptor Bucket perfect for handling large, heavy objects or grabbing bucketfuls of debris. Since the thumb is part of the attachment, the Graptor keeps its grip throughout the entire rotation. Just clamp and roll – it’s that easy. Starting with AMI’s heavy duty digging bucket made with Hardox and Strenx structural steel, aggressive serrated sidebars are added, or choose optional bolt-on side cutters. The Graptor Bucket is available for most sizes of excavator and comes with AMI Attachments’ two-year limited warranty. AMI Attachments Inc. is an industry-leading North American manufacturer of high-quality, reliable attachments for excavators, backhoes, wheel loaders and other heavy construction equipment. With a head office and manufacturing facility in Ontario, west of Toronto in the Region of Waterloo, AMI Attachments serves the heavy equipment attachment market across Canada and the United States. For more information about the Graptor Bucket, visit www.amiattachments.com.

Contact: Bernie Howorth, bernie@amiattachments.com

July 2019 | Construction Equipment Distribution | www.cedmag.com | 23

Attachment showcase 2019 A NTRAQUIP C O RPO RAT IO N Antraquip continues to lead the North American market with its full line of excavator attachments focused on mechanized cutting of rock, concrete and asphalt. Antraquipâ&#x20AC;&#x2122;s attachment division, which manufactures exclusively at its Maryland facility, includes drum cutters, patch planers, diamond saws, carbide rock wheels (saws), and customized soil mixers that are available in models to fit onto excavators ranging from 1 to 125 ton. Primary applications include the following: Trenching, Scaling, Rock Excavation, Mining, Tunneling, Demolition, Soil Mixing, Underwater Rock and Concrete Excavation, Scarifying One of the main developments in the Antraquip drum cutter line (also known as grinders, hydraulic cutters, roadheaders, etc.) has been the continued and growing success of its utilization in hard rock applications. After careful consultation with Antraquipâ&#x20AC;&#x2122;s experienced sales force and engineers, AQ cutters have been used for large pipelines (trenching), tunneling, and foundation excavation projects, all in hard rock exceeding compressive strength of 20,000 psi. The AQ-6, for example, is the largest and most powerful drum cutter worldwide, with peak power output of 540 hp and torque of up to 99,600 ft. lbs. Power alone, however, does not enable long-term successful utilization. The biggest difference between AQ cutters and those of the competitors is the rugged gearbox design and robust drums (heads), all manufactured in-house, which maximize the production rate but also withstand the most brutal conditions encountered in the diverse rock formations of the U.S. and Canada. This high level of engineering is integrated into all Antraquip attachments, whether for an AQ-1 to fit a mini excavator, or a massive AQ-6 going on a 100-ton carrier. Please contact Antraquip today at +1-301-665-1165 or email info@antraquip.net. Additional information, including videos and job stories, is available on the website: www.antraquip.net EXPERIENCED, INNOVATIVE & RELIABLE

Contact: Kardine Smith-Fehlinger, kardine.smith@antraquip.net

24 | www.cedmag.com | Construction Equipment Distribution | July 2019

Attachment showcase 2019 AUGER T O RQUE US A Whether you’re tackling overgrown ditches, low-level vegetation or whole tree removal, Auger Torque’s variable mulcher attachments offer the ideal solution with perfect results. Suitable for excavators and skid steer loaders, the variable mulcher provides working widths of 40 or 60 inches and has the unique feature of being able to change the whole tooth drum in addition to individual teeth, saving a lot of time in the process. Additional features include a hinged cover to contain debris and allow easy access to the tooth drum, a low-profile design for ultimate visibility, a robust motor, and a gearbox concealing gears and bearings to prevent dust and dirt ingress. With solid steel construction, it’s capable of tackling the most rigorous mulching jobs. The variable mulcher is part of the Auger Torque landscaping range of attachments that includes stump planers, log splitters, hedge trimmers, sweeper brooms and more. At Auger Torque we do things a bit differently – which is a good thing. When you partner with us, you’ll get exceptional quality products at competitive prices delivered on time and backed by an industry-leading warranty. To start your Auger Torque experience and learn more, visit augertorqueusa.com.

Contact: James Baird, James.Baird@augertorque.com

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TOLL FREE +1.844.287.6300 V@ AUGERTORQUE.COM AUGERTORQUEUSA.COM July 2019 | Construction Equipment Distribution | www.cedmag.com | 25

Attachment showcase 2019 BREAK ER T ECHNO LO GY, IN C. ( BT I) At Breaker Technology (BTI) we believe a winning team is built through honesty, loyalty and teamwork. Our extensive breaker and demolition product line, dedicated support, and profit program ensure you’re winning more deals to grow your business. We are the rock-breaking expert in the construction, demolition, quarrying and mining industries throughout North America. We offer 15 different hydraulic breaker models in three size classifications: small, mid-size and large, and a full line of hydraulic demolition attachments as well as hydraulic plate compactors. For nearly 60 years, we’ve been helping companies power their productivity and break into profitability. Experience has taught us that information and partnerships, combined with highquality equipment, provide great results. BTI works with you to fine-tune selections, ensuring you’re getting the right equipment for the job. Visit www.rockbreaker.com for our full line of available attachments.

CRAI G M ANUFAC T URIN G LT D. Craig Manufacturing, a leading North American manufacturer of heavy construction equipment attachments, has attachments in stock at four locations across North America! Visit www.craigattachments.com/attachment-inventory to review our complete online listing of attachments we have available for quick turn-around. Contact the Craig Customer Support Center today at 1-800-565-5007 to place your order now and get the attachments you need faster.

EPIRO C The Epiroc CC 3100 Combi Cutter is a robust, multi-purpose machine offering low noise, low vibration operation for practically any kind of primary demolition work. Epiroc Combi Cutters increase efficiency due to the multiple jaw sets that can be kept on-site and changed in 30 minutes or less. Combi Cutters are optimal for demolition sites with multiple different material types to be crushed, cut or pulverized. Optional jaw sets include: • Universal Version (U) for crushing concrete. This jaw set has blades in the back of the jaw for cutting rebar. • Steel cutting version (S) set for cutting structural steel. • Pulverizer version (P) for crushing and separating concrete and masonry from steel. Designed for carriers in the 20-30 ton (44,000 – 66,000 lbs) and 25-40 ton (55,000 – 88,000 lbs) operating weight classes respectively, the CC 2300 and CC 3100 offer a productive combination of short cycle times, easy handling and simple maintenance. For more information, visit www.epiroc.us.

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

Attachment showcase 2019 CO N N ECT WO RK T O O LS Connect Work Tools Attachments

Connect Work Tools in Superior, Wisconsin, offers premium hydraulic attachments for the demolition industry. With 90,000 square feet of manufacturing and warehouse space, along with sales, service, manufacturing, and engineering teams, we are prepared to support the products we sell. A history of exceptional service, plus experience in engineering and manufacturing, has customers raving about Connect Work Tools. The CH Series is a line of breakers for every market. The CH Small Series are productive tools that handle extreme projects in the utility and municipal markets. The robust structure and optimized power-to-weight ratio of the CH Medium Series make them an excellent choice for trenching and excavation projects in non-residential areas, as well as rock quarry production. The CH Large Series are engineered for demolition projects, primary excavation and quarry, tunneling, and underwater applications. Compared to conventional blasting techniques, the CH large series allow for more accurate and controlled breaking and demolition. Parts and rebuild services are available, for the Allied AR Series breakers as well. The CC Compactor Series comes in five sizes with specially designed rubber isolators and a hydraulic motor case drain that requires no additional return line or hose. The CRG Grapple Series comes in four different sizes with 360 hydraulic rotation and bolt-on/reversible cutting edges. The CWP Pulverizers have a crushing tooth plate which can quickly switch the crushing teeth, reducing downtime and the need for parent material buildup and hard surfacing. All models include a rotation kit that can change the pulverizer from non-rotating to rotating in the service shop, eliminating the need to purchase several different units. Do our attachments complement your current lines? For more information or to learn about dealer opportunities, please visit connectworktools.com or call us at 920-238-6657.

Contact: Cheri Boreen, cboreen@exodusmachines.com

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July 2019 | Construction Equipment Distribution | www.cedmag.com | 27 5/21/2019 8:48:16 AM

Attachment showcase 2019 DI GGA N O RT H AM ERICA Digga manufactures a wide range of construction-grade machinery attachments such as auger drives, trenchers, auger bits, sweepers and pallet forks for skid steer loaders, tractors, excavators, mini loaders and telehandlers – all supported by its North American facility in Dyersville, Iowa. Headquartered in Australia, with another facility in the UK, as well as 38 years of manufacturing experience, in-house engineering, production and the latest manufacturing equipment, Digga’s products excel in their quality, durability and performance. In January, Digga North America launched new sweeper attachments in two variations: angle broom and bucket broom. They have been designed and manufactured for industrial, municipal or road construction purposes. They are easy to attach and ideal for sweeping job sites of dirt and debris as well as snow. Both brooms feature a direct motor drive and an easy-change brush core, allowing for simple operation and maintenance. The units were specifically designed to provide a quick return on investment for the rental industry due to high product reliability, fast shipment and easy maintenance. The Digga Sweeper Angle Broom features 72”, 84” and 96” widths with a poly or poly-wire brush system and manual or hydraulic 30-degree right and left angles. The floating design allows for ease of use in undulating conditions, with an optional heavy-duty front caster for better brush wear control. The Digga Sweeper Bucket Broom features 60”, 72” and 84” widths with a poly or poly-wire brush system. A replaceable cutting edge helps cut loose caked-on mud, while the sweeper’s bristles deposit dirt and debris over the brush inside the container, which can be dumped when full. The broom is typically used while driving forward for increased operational safety and comes with an optional side gutter broom and water spray system for dust mitigation. ESCO excavator buckets can be ordered with a matched thumb in either hydraulic or rigid style. Our thumbs are precision-made with premium grade T-1 plate in all critical components to provide excellent performance and durability. All ESCO hydraulic thumbs come with full hardware kits for installation. The advanced PosiGrab® hydraulic coupler was developed to increase productivity and optimize site safety. Our coupler is a top choice for construction professionals. Precision-manufactured to exacting standards, our coupler is engineered to reduce stress points for improved machine performance. The PosiGrab coupler will pick up attachments in the same machine weight class for increased machine versatility. The unique coupler design features mechanically engaged locks in both the front and rear of the coupler that remain locked independently through the full working cycle. The natural position is locked; it only opens using forced hydraulic pressure. All attachment pick-up and release actions are done without leaving the safety of the cab, including visual confirmation that the front and rear locking mechanisms are properly engaged. For more information on ESCO Attachments, please contact us at 800-446-3726.

Contact: Doug Amerman, damerman@diggausa.com

ES CO C O RPO RAT IO N ESCO Attachments – Top Choice for Tough Applications ESCO delivers a full line of excavator attachments developed to meet the demanding needs of contractors, rental customers and quarry operators – especially in the toughest applications. In addition to offering a complete line of valueadded construction attachments, ESCO’s dedicated staff will ensure your equipment operates efficiently while achieving maximum productivity and profitability. The comprehensive bucket offering ranges from standard-duty ditch and clean-out buckets to heavy-duty options to extreme-duty buckets with full wear protection for severe abrasion and impact conditions. All tooth-style buckets come standard with ESCO’s market-leading Ultralok® tooth system for exceptional performance. ESCO excavator buckets can be ordered with a matched thumb in either hydraulic or rigid style. Our thumbs are precision-made with premium grade T-1 plate in all critical components to provide excellent performance and durability. All ESCO hydraulic thumbs come with full hardware kits for installation. The advanced PosiGrab® hydraulic coupler was developed to increase productivity and optimize site safety. Our coupler is a top choice for construction professionals. Precision-manufactured to exacting standards, our coupler is engineered to reduce stress points for improved machine performance. The PosiGrab coupler will pick up attachments in the same machine weight class for increased machine versatility. The unique coupler design features mechanically engaged locks in both the front and rear of the coupler that remain locked independently through the full working cycle. The natural position is locked; it only opens using forced hydraulic pressure. All attachment pick-up and release actions are done without leaving the safety of the cab, including visual confirmation that the front and rear locking mechanisms are properly engaged. For more information on ESCO Attachments, please contact us at 800-446-3726.

Contact: Julie Herbert, julie.herbert@escocorp.com 28 | www.cedmag.com | Construction Equipment Distribution | July 2019

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

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Attachment showcase 2019 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 fixed-tooth 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 Carerar, gcarera@faeusa.com

GEIT H Geith heavy-duty digging buckets have a robust design with a deep profile to increase overall capacity. By maximizing material handling capacity with each lift cycle, Geith buckets give operators a big productivity advantage. These buckets have a number of features that provide a uniquely high level of durability and reliability for demanding work. Some features of Geith buckets include the following: • A reinforced diamond-folded top section for greater strength • Reduced weight with high-quality, abrasion-resistant material • Standard high-strength side wear plates and bottom wear straps • Mounting brackets that meet or exceed OEM specifications Geith heavy-duty digging buckets have a dual radius design to ensure less resistance while digging. The dual radius also reduces wear and tear on the bucket and extends its overall lifespan. Another critical feature of Geith heavy-duty digging buckets is the overlapping plate. This overlap provides critical strength to areas that endure the most stress during challenging digging and material handling. By reducing the overall stress on the bucket, operators can expect high performance in all digging conditions and long bucket life. For a bucket to work at an optimal level, it needs to precisely match its excavator – Geith buckets do just that. They are available for 11- to 85-ton excavators, with a variety of widths, capacities and tooth options to match every customer need. These heavy-duty digging buckets are also available with a bolt-on cutting edge. Made stronger, designed to work harder, and engineered to fit perfectly on your excavator. There are buckets, and there are Geith buckets. Find your heavy-duty digging bucket at Geith.com.

Contact: Jane Wu, jane.wu@doosan.com

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

DIG INTO THE HARDEST JOBS

ON EARTH. Geith attachments are made stronger, designed to work harder, and engineered to fit perfectly on your excavator. There are buckets, and then there are Geith buckets. See what we are made of at Geith.com 2905 Shawnee Industrial Way, Suwanee, GA 30024 T. 866-563-5890 E. ussales@geith.com Geith and the Geith logo are trademarks of Geith International Limited.

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Attachment showcase 2019 HKX, INC . HKX, Inc. is the leader in aftermarket hydraulic kit solutions for excavators sized from 5-150 metric tons. HKX offers a wide range of kits to fit nearly any application on nearly any excavator. From a basic hydraulic thumb kit to full tool carrier machine conversions, HKX kits provide support for a wide range of attachments including demolition applications, forestry tools, steel shears, concrete crushers, hydraulic hammers, plate compactors, pile drivers, material handling equipment and nearly any other excavator mounted tool available. HKX kits are engineered to install quickly, work seamlessly with existing OEM machine systems and monitors and perform better than competing OEM or other aftermarket products. Contact HKX today and learn how our products can add value and versatility to your excavators. Phone: 1(800)493-5487 or sales@hkx.com

Contact: Robert Burnett, rburnett@hkx.com

I NDEC O N O RT H AM ERICA The new IMH Series of hydraulically-driven, boom-mounted mulching heads from Indeco North America are specifically designed for a broad range of land clearing, site preparation, invasive vegetation species management, storm damage removal and clean-up applications. Tailored to fit a wide range of carriers from 5 to 45 tons, the IMH series is available in eight direct-drive and belt-driven highperformance models and features HARDOX® components and bodies for optimal service life and lasting reliability. Achieving greater productivity and cost-efficiency than a dedicated crew of workers with chainsaws and chippers, Indeco mulching heads fully leverage your existing equipment investments. Features/Benefits: Fits a wide range of carriers | Direct drive and belt-driven models available | Single piece shaft and severe duty bearings for maximum reliability | Unique tooth design for optimal cutting | Interchangeable mounting brackets for any excavator application | Environmentally-Friendly Process | Single Man/Machine Operation for Reduced Processing Costs | Can be Used on Multiple Machines

K-T EC EART HM O V ERS IN C Using a contractor’s existing 500+HP tractor as the power unit, K-Tec offers two effective attachments, combined into the Earthmoving Support Tractor (EST); the K-Tec Ox Block, and K-Tec Tricerabox. On the front of the EST, the K-Tec Ox Block is a pusher block designed for efficiently push-loading scrapers for increased capacity to improve productivity. The Ox Block has automatic cushion-push technology to reduce strain on operators and equipment. The tractor is quicker to return to the cut in time to push the next scraper, compared to crawler dozers. The K-Tec Tricerabox is a 14’ wide box blade that is mounted to the 3-point hitch on the rear of the EST, engineered to engage the ground and manipulate soil. The three functions of the Tricerabox include the leveling blade pulling material forwards, ripper teeth sinking down into the soil, and blade backwards for pushing dozing material. For more information, visit ktec.com. July 2019 | Construction Equipment Distribution | www.cedmag.com | 33

Attachment showcase 2019 L EA DI NG EDGE AT TAC HM EN T S , INC . The Leading Edge Attachments Inc.® patented Multi-Ripper family of excavator and backhoe ripper buckets and tools, offered specifically for rip and load applications, can replace hammers, blasting, and rock trenchers at a fraction of the cost. Manufactured in the USA and constructed of Hardox® 400 Swedish alloy steel, the Multi-Ripper family of tools includes the Multi-Ripper, the Multi-Ripper Bucket, the Hi-Cap Multi-Ripper Bucket, the Talon BucketTM, the Multi-DigNRipTM Bucket and the V-Raptor BucketTM. These products utilize the SHARC (SHanks on an ARC) technology designed so that high-strength ripping teeth rip the rock one tooth at a time, so that when the bucket is rolled, the result is like that of a trencher. These tools are easy on the machine because the forces move evenly from one tooth to the next. The back of the bucket is shaped to conform to the arc of the rippers, preventing premature bottom wear.

eading dge ttachments, Inc. ®

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also see our “Talon Bucket” our “V-Raptor Bucket” and our “Stag Bucket”

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eading dge

"Leader in Excavator Rock Ripping Attachments"

ttachments, www.digrock.com sales@leattach.com ® Inc. 508-829-4855

Operators Claim: "the best attachment I ever bought!"

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

M3 METALMECCANICAMODERNA SRL The GRADERBLADE is able to transform your Skid Steer Loader in a perfect grading machine, keeping the full ability to use its blade as a DOZER. Thanks to the possibility to rise the front wheels you can instantaneously operate as a DOZER whenever you need to move more material or you need all the POWER of an oversized blade. Keeping the self-floating wheels on the ground and operating the attachment with its laser, you can obtain the maximum PRECISION of a GRADER. A real dual use attachment, able to make you work better in total safety, saving money and time.

Attachment showcase 2019 MAGN UM AT TAC HM EN T S , INC . Magnum Attachments Inc. is a progressive and leading distributor of hydraulic attachments in North America, and we are proud to be celebrating our 20th anniversary. At the core of our business are our hydraulic hammers and plate compactors. All hammers offer a conditional three-year warranty and have a fully enclosed box design, minimizing hammer maintenance and reducing noise. Our largest hammer, the Magnum 395, has an operating weight of 22,200 lbs. and a chisel diameter of 9.65 inches, and is well suited for an approximately 90-ton carrier. Fourteen different hammer models are available to accommodate all sizes of carriers. The Magnum plate compactors come in five different sizes; the smallest is the RHP 15, which is ideal for narrow trench work mounted on a 3-7 ton mini excavator. The largest in the compactor product range is the RHP 60, a unit that has been specifically designed for the 30-ton carrier class and delivers an incredible 38,140 lbs. of impulse force. In addition to hammers and plate compactors, Magnum offers processing buckets, shears, sorting grapples and pulverizers. For more information, please contact us at www. magnumattachments.com or call 1-877-640-2862.

Contact: Doug Oâ&#x20AC;&#x2122;Malley, domalley@magnumattachments.com

POWERFUL ATTACHMENT TOOLS

SELECTION INNOVATION PERFORMANCE

STANLEY Infrastructure is proud to offer a world class selection of attachment tools. With industry leading brands like JRB, LaBounty, Sweepster, Pengo, STANLEY and more we are constantly pursuing new opportunities for innovation, and are committed to delivering the quality and performance our users expect and deserve. Visit our website for more information on any of our brands or products or contact us at 1800-549-0517 www.stanleyinfrastructure.com

www.paladinattachments.com

www.pengoattachments.com

www.powerfulattachments.com

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

Attachment showcase 2019 MB CRUS HERS AM ERIC A The first bucket crusher in the world was produced and patented by MB in 2001. Today, it continues to be the most popular model for medium- to large-sized companies. It is designed to eliminate material friction in the loading phase and to resist even the most difficult on-site conditions. The BF90.3 is extremely compact and versatile. It has been improved and enhanced over the years to accommodate all crushing operations. Even in the harshest scenarios, the BF90.3 maintains itsÂ high level of performance, working with any type of inert material. Renewed and improved over the years, the BF90.3 is suitable for excavators of more than 46,000 poundsÂ in weight. It is compact and versatile, great for road work, pipelines, demolition, and excavation. Despite its size and weight compared to the larger models, it achieves a productivity rate of 53.6 cycles per hour.

Contact: Max Ravazzolo, info@mbamerica.com

36 | www.cedmag.com | Construction Equipment Distribution | July 2019

Attachment showcase 2019 M BW INC . MBW Inc.’s MVW11 is an 11-inch vibratory wheel attachment for mini-excavators. It offers contractors two important advantages: versatility and increased productivity. The MVW11 vibratory wheel functions well in 12-inch and wider trenches, keeps operators out of the trench, is ruggedly built and will attach to any mini-excavator in the 7,000- to 14,000-pound weight range with the appropriate adapter.

Contact: Andy Multerer, andym@mbw.com

ATTACHMENTS MBW, INC

MVW11 MINI EXCAVATOR VIBRATORY WHEEL ATTACHMENT

STATIC OR VIBRATORY LARGE EXCAVATOR WHEEL ATTACHMENTS

73” OR 84” SKID STEER SMOOTH OR PADDED VIBRATORY ROLLER ATTACHMENTS

July 2019 | Construction Equipment Distribution | www.cedmag.com | 37

Attachment showcase 2019 M O NTABERT With a tool diameter of almost 7.5 inches and a breaker operating weight of over 12,000 pounds, the V65 hydraulic rock breaker can take apart any job it takes on. It can carry between 45 and 75 tons and can reach up to 950 bpm in frequency. Like all Montabert hydraulic rock breakers, the V65 has a standard automated greasing system and up to 15 frequency speeds. Some features of Montabert premium hydraulic rock breakers: • Automatic frequency adjustment that changes based on the ground’s hardness, ensuring a perfect blow every time. • An energy recovery system that captures the recoil for the next blow. It converts each piston bounceback into speed, allowing for more productivity on the job site. • A super-heavy-duty housing that keeps the power cell in a fully suspended and soundproofed cradle. It prevents cracks on the excavator boom and breaker housing and allows low sound levels. It’s made of high-resistant steel with rock-dragging teeth. • Blank firing protection to help prevent damage to critical internal components and increase the overall breaker performance. • •

Secured hydraulic connections that increase machine lifespan and reduce the breakage of HP and BP hoses connected to the breaker. Optimal greasing systems that are available for each job and configuration. These greasing solutions guarantee the breaker will never run out of grease. These operator-friendly attachments are made to work and ready to deliver perfect results with less of your precious time. Montabert uses only world-class processes, high-quality raw materials, and the best steels to offer maximum quality and reliability. Breakers also include a full set of inspection tools that help you perform all essential checks. With 120 Montabert dealers across the nation, demanding operators can find a powerful hydraulic breaker for breakthrough productivity. Find your Montabert breaker at MontabertUSA.com.

NPK CONS T RUC T IO N EQUIPM ENT IN C. NPK material processors are some the most versatile demolition attachments in the industry. With three interchangeable jaw sets available, they’re an efficient solution for concrete, steel and rebar processing, building and bridge demolition, and recycling. On-the-job processing reduces material volume, cutting down the number of trips required to haul material away. Additionally, using interchangeable jaws is far more economical than purchasing separate attachments for each application. • G Jaw – Concrete pulverizer with bolt-on replaceable tooth plates • K Jaw – Demolition shears with replaceable piercing tips • S Jaw – Concrete cracker NPK’s exclusive integral hydraulic intensifier system boosts power and reduces cycle time, thus increasing the power-to-weight ratio. The powerful crushing forces increase when jaws meet resistance as the intensifier converts flow to pressure. Competitive cylinder systems need larger cylinders to equal the force developed by the more compact NPK intensifier system. A rugged design leads to a trouble-free, extended life for NPK material processors. • Manufactured from high-strength, abrasion-resistant steel • Reinforced shields protect cylinder rods • Full 360° power rotation NPK offers four models of varying sizes that pair with carriers ranging from 20 to 55 tons. Dedicated mounting kits, designed in-house, ensure that units match up exactly to the measurements of your carrier’s make and model. Use the “Attachment Wizard” page at npkce.com to determine which model best suits your carrier. With over 350 professionally staffed distributor outlets conveniently located to serve your needs, it is no wonder NPK is a leader in excavatormounted hydraulic attachments. Visit the “Find a Dealer” page to locate the dealer nearest to you.

Contact: Jessica Tyrrell, jessicat@npkce.com 38 | www.cedmag.com | Construction Equipment Distribution | July 2019

PERFECT STRIKING FORCE EVERY TIME.

Montabert breakers sense the hardness of material, adapting their power and strike frequency to deliver just the right amount of energy. You get the best possible performance every time, without all the wear and tear.

See our attachments in action! MontabertUSA.com

Follow us on social media for regular updates from Montabert! 40 Pennwood Place Warrendale, PA 15086 ussales@montabert.com 866-588-8690

Engineering Innovation since 1921

Montabert and the Montabert logo are registered trademarks of Montabert S.A.S. in the United States and various countries around the world.

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Attachment showcase 2019 OKADA AM ERIC A, INC . Okada America’s trommel bucket separates C&D debris out of soil and sand, gravel and aggregates out of soil, nonflammable material from ashes and incinerators, and stones out of excavated material. Okada trommel buckets are the result of decades of field experience and a long-standing record of leadership in the industry. Four trommel buckets (Models TMB30, TMB50, TMB70 and TMB120), ranging in operating weight from 1,325 to 6,174 pounds, provide a broad range of padding, screening and reclaiming solutions for your carrier. The four models vary from .7 cubic yards to 3.2 cubic yards. Key features: • Unique built-in flow-control valve provides smooth operation • Reduced noise and vibration • Lightweight but heavy-duty frame structure • Screened debris includes soil, garbage and various objects • Front support for heavy loads The compact design and tough frame structure of the Okada trommel bucket (TMB) make this attachment lightweight and easy to operate. A built-in control valve regulates flow and pressure to the TMB, eliminating the need for costly plumbing on the carrier excavator. A double-acting single pump flow kit used to run a thumb, crusher or shear is all that is needed to achieve two-way rotation. The in-body control valves allow the drum rotation speed to be fine-tuned for smooth operation in a variety of applications. Okada America Inc. is a leader in innovative construction product technology. Through more than 200 U.S. and Canadian distributors, Okada offers a complete line of excavator, loader/backhoe, skid-steer, track loader and mini-excavator mounted attachments including screening buckets, breakers (TOP Series and ORV Series), crushers, demolition shears, pulverizers, processors, grapples and compactors (OAC Series).

Contact: James Brown, jbrown@okadaamerica.com

OKADA. ON THE JOB. DOING THE JOB. Carriers prefer demolition attachments made by Okada America, Inc. Okada’s demolition attachments expand the versatility of the excavator, mini-excavator, loader/ backhoe, skid-steer and track loader carriers. Okada has a wide variety of attachments. Breakers. Demolition Shears. Crushers. Pulverizers. Processors. Grapples. Compactors. Screening Buckets. These attachments are precision-engineered, productive and dependable. For the name of the Okada Distributor nearest you, call 1-800-270-0600. Okada. On the job. Doing the job. www.okadaamerica.com

12950 SE Highway 212 Clackamas, Oregon 97015

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

904 Medina Road Medina, Ohio 44256

115 Commerce Boulevard Cleburne, Texas 76033

Attachment showcase 2019 RO AD 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 “Top 30 Asphalt Paving Product” 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 DOT’s maintain surfaces. Road Widener LLC has a complete dealer network throughout North America and Australia. Please visit them at: www.roadwidenerllc.com.

RO CKLAN D M ANUFAC T URIN G Turn concrete and rebar into recyclable, profitable materials with the new Rockland Concrete Pulverizer. It’s simple, it’s powerful, and available for both pin-on and coupler configurations! Installation is easy. Pin it on in place of a bucket and utilize your excavator’s curl cylinder to generate crushing power. No additional hydraulics or valves make it an effective alternative to hammers, wrecking balls, and other traditional demolition tools. The open frame design minimizes material impaction and allows crushed material to fall through. AR400 and AR500 plate jaws pivot on a heavy duty, heat-treated pivot pin supported by heavy-duty bushings. Specify a 3 over 4 jaw configuration for greater crushing force on thicker material, or a 4 over 5 jaw for finer material output. Additional hard facing, four position ripper shank, and other options are available. For more information on any of Rockland’s 185 products, please call 800-458-3773, e-mail sales@rocklandmfg.com, or visit www.rocklandmfg.com.

RO T O T ILT INC . Thirty years ago in Sweden, a product was born that would change an entire industry. Rototilt® now celebrates a decade since the establishment of our own dedicated North American company based in Ontario, Canada. “It has been an incredible journey to promote a product that totally transforms excavators and how they work,” says Gerry Mallory, general manager at Rototilt. Although the tiltrotator concept is still relatively new to many in North America, contractors in the Nordic countries consider it standard equipment. 1. “When we introduced Rototilt® in North America in the late ’90s, many people thought it was a product only for special applications or light-duty work. We worked hard to convince contractors of the tremendous time and labor savings with a Rototilt® machine and why it was standard equipment in Northern Europe – but it wasn’t easy,” says Mallory. Interest and sales grew, and in 2007 a decision was made to have a dedicated North American Rototilt daughter company to service and support the Canadian and U.S. markets. Rototilt Inc. was established in May 2018 in Brantford, Ontario, and now has an extensive inventory of tiltrotators, accessory attachments, and spare parts. 2. One of the challenges was to get our customers to tell others about how the tiltrotator changed their way of working and made their operations so much more efficient. It was such a big advantage against their competitors that they were very hesitant to share! The past 30 years have been characterized by innovation. Not just with the tiltrotator and its peripheral systems, but with how it can develop new opportunities for the construction industry. Rototilt’s vision is “One Rototilt® on each excavator.” With our world-leading product quality and durability and our proven product support in North America, we are well positioned for the growing demand.

Contact: Gerry Mallory, gerry.mallory@rototilt.com July 2019 | Construction Equipment Distribution | www.cedmag.com | 41

Transform Your Excavator Into an Efficient, Multi-Functional Tool Carrier

DISCOVER WHAT ROTOTILT® CAN DO FOR YOU Backed by over 30 years of experience, Rototilt® transforms your excavator and backhoe, old or new, into a job site moneymaker. With 400 tilt and 3600 rotation, you can expedite more jobs efficiently, work within confined spaces and increase safety on the job site with reduced manpower. Rototilt® grows your business. From general excavating to back filling, grading and anything you can think of... Rototilt® does it all, generating tremendous time and labour savings with increased profitability. See Rototilt® at work, and listen to what our customers say at rototilt.com or go to youtube.com/RototiltNorthAmerica Contact us at: (519) 754-2195

rototilt.com

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Attachment showcase 2019 SEPPI USA Many years ago, SEPPI M. launched its series of universal mulchers and forestry tillers, to let a single device perform several tasks. The relatively new model, Midisoil dt, is one of the smallest of its kind and is meant for 100 to 170 hp tractors. Due to key functional enhancements, this model eases the workload and lets many customers economize. This versatile forestry tiller and stone crusher is available in several working widths, ranging from 69 to 98 inches (175 to 250 cm). It has a new drive system, which makes work even simpler and more efficient. It tills the soil to a depth of 10 inches (25 cm), crushes stones and grinds wood. The working speed, depending on the application, ranges from 0 to 1.2 mph. A tractor with CVT/ IVT transmission is recommended. The Midisoil dt differs from classical wood mulchers or stone crushers in that it has a new gearbox with two-speed transmission. This makes it possible to use a higher rotor speed for wood and a slower speed for rocks and soil. This provides more torque and ensures better work with a lesser consumption of power, whether mulching wood (at a higher speed) or crushing stones and soil (at a lower speed), according to the manufacturer. Further features include: • Lightweight construction – housing with replaceable Hardox wearplates • High performance with minimal power consumption, due to lightweight construction • Hydraulically adjustable hood • Adjustable blow bar and crushing grid for determining the degree of crushing • ISO three-point rear linkage category 2, central fixed • Hydraulic compacting roller The Midisoil dt can be an efficient tool for many applications: tilling wasteland and rocky farmland, renewing forest roads and ski slopes, renewing farmland and other green areas, cleaning the forest after harvesting, maintaining right-of-ways, preparing building sites and much more.

Patented rotor with tungsten carbide tipped hammers for long lasting durability. ■ Mulches wood up to 10” Watch it run! www.youtube.com/seppimulcher

■ For excavators up to 30 metric ton

We at SEPPI M. USA believe in: ■ Dealers, know customers best ■ Providing unique products ■ Providing higher margins ■ Superior product support Get the facts! Become a Seppi dealer! Call +1 513-443-6339 ■ info.usa@seppi.com

www.seppi.com

Contact: Ben Carlson, ben@seppi.com July 2019 | Construction Equipment Distribution | www.cedmag.com | 43

Attachment showcase 2019 S IM EX S RL Designed for separating different-sized materials on the work site, Simex VSE screening buckets are unique for their easy loading, very simple operation and high productivity. The exclusive Simex patent allows rapid adjustment of output size of the screened material in only seconds via a control in the operator cabin. Effective with wet material, easily replaceable screening tools.

SO O S AN US A, IN C. For over 35 years, Soosan has been recognized as a world leader in the design, manufacture and after-sales support of hydraulic hammers. Soosan offers a complete range of hydraulic breakers for skid and track loaders, mini-excavators and full-size excavators ranging from 250 to 16,000 ft-lb classes. All hammers are built with reliability and performance and are supported by a strong team of industry professionals based in Chicago. Soosan also manufactures surface blast hole drills designed to drill holes from 2.5 to 4.5 inches in diameter. Featuring a powerful and reliable drifter, Soosan drills offer a high penetration rate and reliable performance for both quarry and construction applications. For more information, please view our website: www.soosanmachinery.com

S T EELWRIS T, INC . Steelwrist is today the fastest growing manufacturer of tiltrotators and quick couplers in the world. A determined focus on robust and modern products, combined with fast service has been appreciated by an increasing number of customers. The core of the Steelwrist product offering includes quick couplers and tiltrotators. Regardless if you need a safe and robust quick coupler or the most efficient tiltrotator we have the solution for you. Did you know that you can increase your productivity by up to 35% using a tiltrotator on your excavator? A tiltrotator eliminates the need to re-position the excavator leading to increased productivity as well as a safer job site. The improved productivity also has a direct impact on your return on investment, and time savings can quickly pay for the initial investment of the tiltrotator.

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

Attachment showcase 2019 SU RES T RIKE INT ERN AT IO N AL, INC . Surestrike mechanical breakers are the simple, low-cost and dependable solution for breaking materials such as oversize rock, slag, concrete and in-ground rock. The Surestrike team of experienced industry professionals, including owners and operators, have developed a line of mechanical impact hammers that effectively break material without the use of drop balls or high-frequency hydraulic hammers. Surestrike impact breakers have been successfully used to break the hardest rocks, such as granite, iron ore, basalt and fieldstone, for over two decades. Softer rocks, such as gypsum and limestone, are easily broken without the tools becoming stuck. Surestrike impact hammers have the power to effectively break slag and steel. Concrete is easily demolished, and the high single-blow impact energy causes the rebar or reinforcement wire to be separated from the concrete, eliminating costly secondary steps.

IMPACT HAMMERS THAT MAKE A DIFFERENCE

SURESTRIKE SS SERIES BREAKERS FOR EVERY APPLICATION

HIGH PRODUCTION FAST CYCLE TIMES EASE OF OPERATION AT LOW DB’S MINIMAL VIBRATION LOW MAINTENANCE WIDE RANGE OF MODELS/SIZES

SURESTRIKE ®

The SS Series single blow high impact energy is more economical, without the high frequency vibrations, minimizing damage to the: Excavator pins, Excavator bushings and Excavator stick. Models ranging from 25,000 foot-pounds striking force all the way up to 150,000 foot-pounds of striking force.

Contact: Jock Voetzke jock@surestrikeinternational.com Aggregate

MADE IN USA

Steel & Industrial

Mining

Construction

www.surestrikeinternational.com

Call +1 715-472-8844 July 2019 | Construction Equipment Distribution | www.cedmag.com | 45

Attachment showcase 2019 TERAN IN DUS T RIES , INC . Featuring model BKT39091HDX SEVERE DUTY BUCKET with HARDOX Steel for Caterpillar® 390 mass excavation with “JC” linkage, designed with reinforcement plates, side wear plates, heel shrouds, lip protectors, four side protectors, and J800 tips with a more robust design than that of heavy duty buckets. Our series of buckets for mining are designed to provide the best possible performance in the most severe operating environments. Teran Industries offers the widest range and most complete inventory of attachments, from 1-ton mini excavators to 90-ton massive excavators, in addition to wheel loaders and backhoe machines. We have the capability to custom-build any attachment for any machine. “THE RIGHT ATTACHMENT FOR THE RIGHT JOB AT THE RIGHT PRICE”®

Contact: Carlos Teran, carlos@teranindustries.com

TO KU AM ERICA, IN C. Striker hydraulic breakers by Toku America Inc. are exceptional hydraulic attachments that produce industry-leading impact energy, while also increasing overall productivity. Models from 100 ft.lb. to 12,000 ft.lb. all have patented, accumulator-free technology. This exclusive built-in system removes pressure spikes and allows the breaker to have significantly fewer parts, less downtime, and less overall operation cost. Models from 100 ft.lb. to 1,000 ft.lb. can be interchanged between multiple machines with an easy-to-use pin

STRIKER

HYDRAULIC BREAKERS

Compacto rs Breakers, , and Compacti on Wheels.

and bushing kit system. This system allows one hammer to be used in an abundant number of applications and allows the breaker to be almost universal based on machine class. The larger model striker breakers, 1,500 ft.lb. to 12,000 ft.lb., come standard in silenced box housings, which reduces overall decibels on-site. Housings also reduce overall vibration and help reduce wear on the machine. To learn more, visit www.toku-america.com.

3900 Ben Hur Ave., Suite 3 Willoughby, Ohio 44094 440.954.9923

www.toku-america.com 46 | www.cedmag.com | Construction Equipment Distribution | July 2019

Contact: Andy Multerer, andym@mbw.com

Headquarters

Midwest Location

8693 NW 70th St, Miami, FL 33166

6A Terminal Road, Peru, IL 61354

PH (305) 594 - 4700

Fax (786) 749 - 2682

sales@teranindustries.com Exclusive manufacturers of

WE HAVE A WIDE RANGE OF ATTACHMENTS FOR CASE®, CATERPILLAR®, JOHN DEERE®, DOOSAN®, HYUNDAI®, JCB®, KOBELCO®, KOMATSU®, VOLVO® EQUIPMENT.

HEAVY DUTY BUCKETS

SPADE NOSE LOADER BUCKETS

SKELETON BUCKETS

CLEAN-UP BUCKETS

RIPPERS

GRAPPLES

RAKES

THUMBS

QUICK COUPLERS

www.teranindustries.com and

Attachments.

HYDRAULIC BREAKERS ALL MAKES & MODELS

LONG REACH ARMS

The Right Attachment for the Right Job at the Right Price® The names and logos Caterpillar®, Komatsu®, John Deere®, Volvo® or any other original equipment manufacturers are registered trademarks of the respective original equipment manufacturers. All descriptions, numbers and symbols are used for reference purposes only. Teran Industries, Inc. is not affiliated with the brand mentioned above.

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Attachment showcase 2019 VERGA AT TACHM ENT S PV T. LT D. Verga is specialized in designing and building innovative Custom Built Attachments. Verga offers a wide range of attachments across several industries including construction, mining, forestry, agriculture & landscaping. We are continuously developing advanced technologies to help make your machine more productive and efficient. We make attachments with your logo and brand. Lowest prices which you cannot believe. Verga has installed advance CNC machines for in-house manufacturing of Machine components. With Installed capacity of 1000 tons per month, Verga can offer you any attachments you are looking for. Be it Excavator, back hoe loader, Wheeled Loader, skid steers or Mini loaders. Verga even designs attachments based on the customer requirements and inputs, making it the most customer focused and quality conscious company.

WERK -BRAU C O M PAN Y, INC .

D-LOCK | The simple, easily serviceable design of the D-Lock combined with world-leading safety features makes the D-Lock the safest coupler on the market today! The D-Lock coupler is dual locking, meaning attachments remain securely engaged on both pins in the event of loss of engagement force. A compact design of only seven parts (fewest in the industry), requiring only two hoses, no greasing and no complicated operating sequences to follow are just a few of the features that put the D-Lock at the forefront of coupler performance worldwide. Key Features: • Patented slide lock design • Automatic front lock; locks the front pin in the event the rear pin is not secured • 100% manufactured in North America • Multi-pin center (and pin diameter); picks up most attachments in the same weight class with the same corresponding pin diameter • Highly visible front lock indicator Best used when • One of the most compact designs in the industry, improving machine performance and Registered Trademark can not be visible breakout force • Contains the fewest number of parts in the industry (7) • No greasing or lubrication required • Available for all machines from 1.5 to 120 tons • Safety system does not rely on gravity • Simple yet safe unlock procedure eliminates accidental releases • Fully complies to AS4772-2008 and EN474 standards and expected forthcoming ISO international standards MORE INFO: https://bit.ly/2JB28h1 D-Lock Coupler, when SAFETY is paramount

Best used when ext can not be visible, or on apparel

Contact: Dale DeWeese, ddeweese@werk-brau.com

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

Attachment showcase 2019 WOODS EQUIPM EN T CO M PANY The CF® General Purpose Wheel Loader Bucket is rugged, versatile and readily available from authorized Woods Construction dealers. A quick turn-around is advantageous for construction crews, rental stores, and other customers who need to finish projects on time, or early. It’s designed for durability and a long life -- made with US grade 50 KSI yield steel, and 100 KSI yield in high-wear areas. Replaceable, bolt-on skid shoes and cutting edges make maintenance much easier and help extend the work life. The bucket is available in a range of sizes for Class 2 through Class 6 wheel loaders. It’s compatible with popular JRB® style couplers and customers can choose a three-piece or fourpiece OEM style bolt-on cutting edge. A new slope bottom design features a 5% raised dump angle and better roll and fill, for increased performance. Watch it perform at woodsconstructionequipment.com or the Woods Equipment channel on YouTube®.

Tough Jobs Demand Tough Attachments. Demand D-Lock Coupler. ®

WheN sAfety is PArAmOuNt

Intelligent design combined with world-leading safety features makes the D-Lock the safest coupler on the market. It’s seven parts (the fewest in the industry) means easy serviceability and compact size. There is no complicated operating sequence, and the D-Lock is available for all machines from 1.5 to 120 tons.

Dual pin lock Automatic front lock Patented slide lock design* No greasing or lubricating Only two hydraulic lines

1-800-537-9561 WB D-Lock 4.875 x 7.25 Ad.indd 1

Werk-Brau.com 6/6/19 5:14 PM

July 2019 | Construction Equipment Distribution | www.cedmag.com | 49

UPCOMING SHOWCASES

Road Building Equipment Showcase AUGUST

ICUEE 2019 Showcase SEPTEMBER

Small Dealerships and Compact Equipment Showcase OCTOBER

CONDEX 2020 Showcase DECEMBER

50 | www.cedmag.com | Construction Equipment Distribution | July 2019

Group Captives – How important is the broker/agent? BY BRIAN SHURTLEFF CIC | Marsh & McLennan Agency | Brian.Shurtleff@MarshMMA.com

our company has grown, you have good loss control and favorable claims experience, so you are considering a group captive to significantly reduce long-term insurance expenses. You’ve done some research on group captives and feel like it might be an option to seriously consider. At this point, you have consulted with some of your industry peers, spoken with your current broker and maybe a few others about the idea. But how do you know who to place your trust in for such a significant business decision? Joining a group captive is not like other insurance decisions you might have made in the past. Your current agent or broker may have done an outstanding job for your company as you grew to this point. But having a broker with the ability to sell you a group captive is one thing and having a broker with the expertise, experience, understanding, control and management of that group captive is quite another.

WHAT SHOULD YOU BE ASKING WHEN CHOOSING A BROKER FOR YOUR CAPTIVE? Does the broker have the expertise to perform a quality feasibility study? While some brokers may have marketing contracts with one or more group captives, it does not mean they have expertise in evaluating the feasibility of joining that group captive. At a minimum, a five-year historical performance analysis should be performed comparing your total insurance costs to what they would have been in the group captive. What kind of expertise does the broker have with captives? Most brokers will never place a client with a group captive in their entire career. Or they may place one or two of their larger clients into a group captive but have no real understanding of or control over that group captive going forward. What kind of understanding does the broker have about the details of how the group captive actually operates? There are a variety of key components of a group captive that must work together to make it operate efficiently. Your broker should be able to provide you with a clear understanding and explanation of how these components work together. They should know who the key service providers are for these various components. In addition, they should be able to explain how the members interact with those service providers, including the fronting company, reinsurance company, claims administrator, loss control consultants, bank, investment advisor, captive manager and captive consultant. Can the broker provide ongoing financial performance exhibits and have the ability to audit your captive financial statement so that you are assured the numbers are accurate? In a group captive, you are both retaining and sharing risk with the other members. Does your broker/agent have the expertise and resources to track and audit all of the financial statements and invoices to ensure they are correct? You will also want expert consultation on how your company and the group captive are performing on a continuous basis. Can the broker demonstrate exactly how the exit strategy works for the captive? Should you decide to sell your business or simply leave the group captive – can you get out? The exit options (and terms and conditions) can vary greatly, and you should understand your exit options before you make the decision to join a particular captive. Your broker should be able to explain this in great detail. This is an important decision; a group captive is not something for a broker to just “place” you in. It will be a longterm financial commitment and one not easily broken in most cases. Careful consideration and time should be spent as you explore your options and find out if a group captive might be the best fit for your company. At least six to eight months is recommended for you, the broker and the captive to perform all the due diligence necessary. Actually, a great time to start the process of selecting a broker is immediately after your last renewal. You will have fresh fullpolicy-year information as well as the latest guaranteed cost rates to work with and plenty of time to make the best decision for your business. A final question you might ask yourself: Does the broker or agent have the strategic captive resources to truly partner with my company for many years to come? For more information about captive programs, visit https://www.marshmma.com/offerings/business-insurance/captive-solutions This document is not intended to be taken as advice regarding any individual situation and should not be relied upon as such. Marsh & McLennan Agency LLC shall have no obligation to update this publication and shall have no liability to you or any other party arising out of this publication or any matter contained herein. Any statements concerning actuarial, tax, accounting or legal matters are based solely on our experience as consultants and are not to be relied upon as actuarial, accounting, tax or legal advice, for which you should consult your own professional advisors. Any modeling analytics or projections are subject to inherent uncertainty and the analysis could be materially affective if any underlying assumptions, conditions, information or factors are inaccurate or incomplete or should change. July 2019 | Construction Equipment Distribution | www.cedmag.com | 51

B Y D EB B I E FR AKES

ustomer satisfaction surveys provide insight into how everything is going operationally in your business. In an equipment dealership there are opportunities for issues every day, and it’s impossible to track every problem that might occur, especially for a dealer with multiple locations. By conducting customer satisfaction surveys every month, you’ll be more likely to uncover problems quickly. You’ll hear about all the things that are going well, too. A recent study, conducted by Winsby, compares growth metrics for equipment dealers that are conducting customer satisfaction surveys each month with those that are not. The results are based on analysis of data for over 150 equipment dealers. The data include nine years of invoices and customer satisfaction survey results, representing over 500,000 customers and more than 15 million transactions.

Surveys boost your bottom line

The differences in the two groups show that it is definitely advantageous to your bottom line to make sure you are receiving consistent feedback through customer satisfaction surveys. Here is how the two groups compare: Business metrics are significantly better for dealers that conduct customer satisfaction surveys than for dealers that do not. The retention of customers is 20% higher, the growth in the number of customers is 49% higher, and revenue growth is 123% higher for dealers receiving regular feedback through customer satisfaction surveys, compared to those that do not conduct surveys with their customers. 52 | www.cedmag.com | Construction Equipment Distribution | July 2019

Correct problems quickly

Why would customer satisfaction surveys create such a huge advantage for an equipment dealer? When surveys are conducted across all geographic areas and all types of purchases – parts, service, rentals and equipment – they allow you to immediately spot any weaknesses in your organization. When you are aware of problems, you can correct them quickly, before they impact more and more customers. Most customers won’t go to the trouble of complaining about a problem to someone in your organization. They will just take their business to another dealer. But if you call and ask them what they think of your dealership, over 95% of the people contacted will take the survey. They will provide frank responses and, when asked, will elaborate on the reasons behind those responses. When you are aware of a problem, you can contact the customer to fix the situation, and you can correct it within your organization so it doesn’t affect more customers. If no one mentions the problem, however, it could persist, affecting your business dramatically over an extended period.

Address comments to increase retention

Comments that are provided during customer satisfaction surveys are sometimes more revealing than the actual numerical rating. When customers give a negative comment with a survey, over 30% of them leave within the next 12 months, regardless of the rating they give. When asked how likely they are to recommend the dealer, on a scale of 0 to 10, with 0 indicating “not at all likely” and 10 “extremely likely,” 75% of a dealer’s customers, on average, rate their experience as a 9 or a 10, a positive rating. Only 20% give a rating of 7 or 8, a neutral rating, and 5% say 0 to 6, a negative rating. According to the comments they provide, over 30% of the average dealer’s customers are unhappy with their most recent experience, regardless of their rating. A rating of 10 includes 100% positive comments and results in 95% customer retention. Regardless of their rating, an average of 32% of the customers that give negative comments about their experience become lost customers over the next 12 months. Parts issues, staff knowledge and customer service represent 77% of all negative comments. While price represents 9% of these comments, they almost always include a reference to parts, service and/or mismanaged communication.

In contrast, an average of 20% of the customers that give positive comments about their experience with a rating below 10 become lost customers in the next 12 months. Reaching out to customers to address their comments, positive or negative, makes a big difference in whether they stay or switch to another dealer. Even if their issue isn’t solved immediately, they know you’re aware of it and working on a resolution.

Higher growth with surveys

Dealers with feedback provided by customer satisfaction surveys experience significantly better growth than those that don’t receive this feedback. Below are the differences in the key metrics for the two groups:

Customer retention Customer growth, # Revenue growth, $

With Surveys

Without Surveys

Difference

64.1% +7% +437%

53.5% +4.7% +19.6

20% higher surveys 49% higher with surveys 123% higher with surveys

Phone surveys provide better information

The average take rate for phone surveys is 97%. If a customer can be reached by phone, they will almost always take a survey, as long as it really does last just a minute or two. The difficulty is reaching someone by phone, so it’s important to have cell phone numbers in your customer records, especially for equipment dealers’ customers. Many of the decision makers are not sitting at desks in an office. Receiving consistent feedback from email surveys, on the other hand, is not sustainable. The number of respondents tends to decrease dramatically with each month that passes. Another advantage of phone surveys is the amount of detail that can be obtained if there is some sort of concern. A caller is talking with the customer and will ask questions until the explanation for the customer’s concerns is clear. Customer satisfaction surveys are an important component of an equipment dealer’s growth. If you aren’t using this method of obtaining customer feedback, it’s time to start! Debbie Frakes is managing director at Winsby Inc., a market research company that has been conducting customer satisfaction surveys for companies for over 15 years.

H OW CUSTOM ER S ATI SFACTI O N SUR V EY S I MPACT G R O W TH

20%

49%

123%

RETENTION RATE

GROWTH IN CUSTOMER COUNT

GROWTH IN REVENUE

HIGH ER

H I G H ER

HIGHER

July 2019 | Construction Equipment Distribution | www.cedmag.com | 53

How Well Does Your Management Team Perform? BY CHRISTINE CORELLI

A S I M P L E M E T H O D T O O B TA I N T H E A N S W E R anagement team’s performance matters – big time! Determining how well your managers are performing doesn’t have to be a daunting task. It’s not that hard to do. Progressive dealers use sophisticated performance management tools and extensive surveys, which are great. But if you want answers quickly, think about each manager’s performance in these five areas:

1. Results

What results are your managers getting for your dealership? Is the sales manager increasing sales? Is he or she keeping the sales team highly motivated and helping them to excel in essential selling skills? Does he help them close sales? Is the marketing manager drawing new customers to your business as a result of their highly creative marketing and advertising strategies – especially social media? Is your website easy to navigate and order parts from? Are the manager’s efforts helping the sales team obtain qualified leads? Is the GM doing the things you would do and making decisions the same way you would? Do they continuously improve processes and procedures and keep your dealership operating like a well-oiled machine? Do your parts and service managers create loyal customers and advocates and practice proactive complaint prevention? Do they, too, keep their teams and techs happy, productive and motivated? Are they delivering 100% absorption? (That would be a great result!) Do your branch managers share best practices that help other branches get better results? Do they fulfill their many duties and responsibilities with their team and with customers? Do your rental managers have repeat customers? Are they making profits? This should be a no-brainer, but are they keeping the equipment well-maintained and delivering on time? Do all of your managers recognize this: Revenue is really nice. PROFIT is what matters. Does your HR manager keep you informed of the needs of your company as well as training and development needs? Do they have a seat at your executive table and are they the valuable asset to the company that they should be? 54 | www.cedmag.com | Construction Equipment Distribution | July 2019

2. Employee Satisfaction To determine the performance of your managers in this area conduct a simple anonymous survey of the employees on their individual teams. Ask these seven questions. 1. Does your manager make you feel valued and appreciated? 2. Does your manager spend time coaching you and helping you? 3. Does your manager ask for and listen to your opinion? 4. Does your manager promote teamwork, respect, safety, and service excellence and do these critical aspects of a quality work environment exist on your team? 5. Does your manager consistently demonstrate the core values of our company? 6. Would you recommend working here to someone else? 7. How long do you plan on staying with the company?

3. Turnover Rate If a manager’s department or team has a high turnover rate, you have a problem. It may indicate that the manager needs leadership training. If your manager has received leadership training but has not implemented the skills they learned, then it is an organizational failure. Another possible reason for a high turnover is that when you are not around, the manager treats employees poorly and employees are afraid to blow the whistle on them. If you have any manager that has a high turnover rate, do something about it, fast! Meet with your management team and make sure everyone is on the same page about how employees will be treated in your company.

4. Emerging Leaders Are there emerging leaders on the manager’s team? Has the manager identified individuals with leadership potential? Have they pointed out these individuals to you and made sure they received the mentoring and training they needed to carry your dealership into a successful future?

5. Productivity Is the manager’s team productive? Does the manager effectively communicate clear expectations and responsibilities to their employees? Do they establish tangible goals and objectives and show their team how to meet them? Does the team meet them? Does the manager know how to coach a poor or average performer into a powerhouse through coaching them, believing in them, and being such a great manager that they look forward to coming to work each day and being productive, and they do it because they love their boss? A great manager makes this happen!

W H AT T O D O T O I M P R O V E M A N A G E M E N T P E R F O R M A N C E : If you are an executive identify which managers need the most help and get it for them. If you are a manager who wants to improve your team’s performance, improve your own first. July 2019 | Construction Equipment Distribution | www.cedmag.com | 55

A DVERT IS E RS ’ INDEX

Allied Construction Products, LLC

www.alliedcp.com

Antraquip Corporation 24 www.antraquip.net Auger Torque USA 25 www.augertorqueusa.com

Machinery Trader 5 www.MachineryTrader.com MB Crushers 36 Americawww.mbamerica.com MBW, Inc. 37 www.mbw.com

CDK Global 2 www.cdkglobal.com

Montabert 38 www.montabert.com

Connect Work Tools 26 connectworktools.com

Okada America, Inc. 40

e-Emphasys Technologies Inc. e-emphasys.com

Pitts Enterprises, Inc. 23 pittstrailers.com

www.okadaamerica.com

FAE USA, Inc. 29 faeusa.com

Rototilt Inc. 42 www.rototilt.com

Geith 31

Seppi USA 43 www.seppi.com

www.geith.com

Glynn General Corporation www.glynngeneral.com

Stanley Infrastructure 39

Gorilla Hydraulic Hammers www.gorillahammers.com

IBC

Surestrike International, Inc. www.surestrikeinternational.com

HKX, Inc. 32

www.hkx.com

LBX Company LLC 13 www.lbxco.com Leading Edge Attachments, Inc. www.digrock.com

www.stanleyinfrastructure.com 45

Teran Industries, Inc. 47 www.teranindustries.com Toku America, Inc. 46 www.toku-america.com Werk-Brau Company, Inc. www.werk-brau.com

Winsby OBC www.winsbyinc.com

Glynn General Corporation Delivers “Tailor-Made” Extended Service Coverage Programs Coverage Types/Coverage Terms ● Extended service protection plans for New and Used Equipment ● Powertrain, Powertrain plus Hydraulics and Full Machine ● Used Equipment Terms available from 3 months (375 hours) to 2 years (2,500 hours) ● New Equipment Terms available from 2 years (2,000 hours) to 5 years (7,500 hours) ● Competitive Premiums/Fair and Reasonable Claims Reimbursement ● Insurer AmTrust International Loss damage waiver and physical damage insurance programs available.

Midwest/East Territory Eric Strickland Tel: 912-577-9799 Florida/Georgia/Alabama Slade Rowland Tel: 912-222-4268 Central/West Territory www.glynngeneral.com Michael Raley Tel: 817-301-7984 171 Follins Lane St. Simons Island, Georgia 31522 Tel: 912-638-4320

56 | www.cedmag.com | Construction Equipment Distribution | July 2019

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