June 2019: Crushing Every Job by Associated Equipment Distributors

CED J U N E

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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 â&#x20AC;&#x2122; S E Q U I P M E N T I N D U S T R Y

CRUSHING

EVERY

JOB

S CRE E N MACH INE IND USTR IES

CRU S HING & SCREENING Eq uip me nt Showcas e

WO MEN I N TH E W O R KFO R CE Meet Amy Hunt

AED FO U N DAT I ON

Workforce Development Issue

YOUR AED MEMBERSHIP PROVIDES SOLUTIONS AND OPTIONS

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

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

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DRIVING DEALERSHIP SUCCESS

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Customer Portals

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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

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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

CONTENTS JUNE 2019 | VOL 85 NO. 6 | www.cedmag.com

SCR EEN MACH I N E I N D USTR I ES Screen Machine Industries, based in tiny Etna, Ohio, has been crushing every job for more than 50 years now, sprung from surprisingly humble beginnings.

crushing & screening equipment showcase

CRUSHING & SCREENING EQUIPMENT SHOWCASE AED members are committed to strengthening their customer’s experience. The crushing and screening equipment showcase is the best source to preview the industry’s most anticipated offerings to enhance your equipment!

FINDING NEW PATHS: AMY HUNT JOINS THE TOTAL ENERGY SYSTEMS FAMILY Amy Hunt does not fit the bill as the traditional heavy equipment technician. And that is okay. Better than okay. With the end of the skilled labor shortage nowhere in sight, Amy is the type of technician that the industry is desperately in search of.

CREATING PATHWAYS TO OPPORTUNITY: THE AED FOUNDATION WORKFORCE DEVELOPMENT ISSUE The AED Foundation enhances the success of construction equipment companies through industry-specific workforce development and professional education programs. Browse through the pages of this special issue to discover what’s in store for the future of the industry and how it can impact your business. June June 2019 | Construction Equipment Distribution | www.cedmag.com | 3

CONTENTS JUNE 2019 | VOL 85 NO. 6 | www.cedmag.com

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 jcruthers@aednet.org Production Manager Martin Cabral 800-388-0650 ext. 5118

INSIDE P.7 From the President: Are you willing to drive change in your company?

P.38 The AED Foundation announces new technical assessment platform

P.40 Getting familiar with AED’s technical assessments P.8 Dealer Participation: The key to success for AED’s government affairs P.42 In Search of Talent: AED efforts Foundation-Recognized High Schools P.10 AED in Canada: Conservatives P.44 Recognizing Kent Career Tech rise in Canada’s provinces a blessing Center and a course for federal government P.45 Hundreds of area high school P.11 The AED Foundation’s students Attend AED Foundation’s Contributor of the Month: Ditch second annual career day and BBQ Witch Midwest at Salt Lake Community College P.32 Introducing the NEW workforce P.46 First official accreditation development committee ceremony in Tennessee at Lincoln College of Technology P.33 New Report: Addressing the skills gap and the technician shortage P.47 The AED Foundation unveils new signage at accredited college P.34 Getting to Know The AED and recognized high school Foundations’ New Evaluation Team programs Leaders JUNE CONTRIBUTING WRITERS

Since 1920 Official Publication of

Heidi Bitsoli CED Reporter

Marty McCormack Associated Equipment Distributors

Clifford Black CED Reporter

Brian P. McGuire Associated Equipment Distributors

Kris Jensen-Van Heste CED Reporter

Michael Murray Associated Equipment Distributors

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 | June 2019

June 2019 | Construction Equipment Distribution | www.cedmag.com | 5

executive conclave SEPTEMBER 18-19 Huntington Beach, CA Pasea Hotel & Space

This conference is where executives in the equipment industry gain knowledge to maintain a competitive advantage in good times and bad. Take a day and a half to participate in sessions and workshops to prepare your leadership team for what lies ahead.

“If you care about inevitable changes that will affect your business future, you will find value in this event” – JULIE TOMLIN, VERMEER WISCONSIN

ARE YOU WILLING TO DRIVE CHANGE IN YOUR COMPANY?

e are at a point of unprecedented growth and change in our industry, and we anticipate more of the same in the coming years. It is important that we keep up to date with these changes and adapt with the industry. Are you ready and willing to drive this change not only in the industry, but also in your company? AED has just the conference you need to obtain the strategies to prepare for an economic downturn. The 2019 Executive Conclave will take place September 18–19 at the Paséa Hotel & Spa in Huntington Beach, California. This conference is where policy meets productivity and theory is turned into results. The Conclave is specifically designed for leaders and executives in the industry that are capable of making change within their organizations. If you are a CEO, vice president, owner, COO, president or principal, we want to see you in California! This conference will be the best event to help you focus solely on your business, plan for the future, and network and share ideas with likeminded thought leaders. Attendees of this event will gain exclusive, neverbefore-seen business intelligence and discover how to implement change. With a combination of educational sessions and hands-on activities, attendees will collaborate and work through issues that define the changes needed during this age of disruption. 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.

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

You will hear from top-notch speakers who will highlight relevant issues in today’s market. This year’s Conclave will focus on technology trends, the economy, public policy and workforce development. Attendees will also participate in a workshop that will allow them to share ideas and learn from one another while also getting an exclusive chance to network in a setting beyond receptions. At last year’s inaugural event, over 50 executives and thought leaders from 35 of the biggest companies in the industry attended and learned about industry disruption and more. They got exclusive insight from a speaker who had been studying the industry extensively for a year. They learned about those findings and discoveries, and discussed strategies and business models that would allow them to gain a competitive edge. Future industry technologies, such as autonomous vehicles, disruption, business relationships, and innovation, were all discussed during the day-and-a-half event. They also got dedicated time to network with fellow attendees. This year’s conference is sure to be just as successful as last year’s. Don’t miss the opportunity to drive unprecedented growth in your business and empower radical innovation. More information, including a full schedule, are still to come. If you would like to learn more or to register, visit bit.ly/2019conclave today. I look forward to seeing you in California!

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

NORTH E AS T

R E GIONA L R EPO RT

Dealer Participation: The Key to Success for AED’s Government Affairs Efforts YOUR VOICE IS OUR STRONGEST WEAPON IN THE FIGHT FOR AN INFRASTRUCTURE BILL

or better or for worse, what happens in our nation’s capital has a significant impact on your company’s bottom line and profitability. Think about how 100 percent bonus depreciation has benefited you and your customers. How would a longterm infrastructure plan impact your sales? Is trade uncertainty increasing your cost of doing business? Policy in Washington has a substantial effect on the industry, and we need your involvement to ensure policy successes.

MI CH AEL MUR R AY mmu r r a y @a e d n e t . o rg

AED is the premier trade association advancing the policy interests of the construction equipment industry in Washington, D.C. AED has a full-time, onthe-ground presence on Capitol Hill, and our lobbying team does great work in keeping the industry ahead of upcoming legislation and ensuring that the industry’s interests and economic well-being are considered when legislation is drafted.

surrounding the federal infrastructure program? Have you and your employees benefited from lower tax rates and 100 percent full expensing of new and used equipment? Is the lack of technicians hindering your ability to service customers and forcing you to forgo business opportunities? As the recent tax reform debate demonstrated, AED member engagement is key to policy successes.

That said, D.C. is full of lobbyists pushing wellwritten, data-based policy proposals, and all these lobbyists claim their proposed legislation is “good for the economy,” “of vital importance to the nation,” or “a win for your district, [or representative].” As a result, members of Congress have an inherent skepticism regarding the validity of a lobbyist’s claim that their issue is very salient for that representative’s constituents. There is a disconnect between the policy being discussed and what that policy means for their constituents. In other words, a message delivered from a lobbyist has significantly less weight than the same exact message delivered by voters and business owners from their district.

At the top of AED’s 2019 government affairs agenda is infrastructure investment. The United States’ infrastructure is in desperate need of a major upgrade. According to the American Society of Civil Engineers, America’s infrastructure scores a D+. Whether it’s structurally deficient bridges, dams and levees or inadequate roads, airports and pipes, America’s infrastructure is insufficient, and our leaders in Washington can no longer shun obligations when it comes to required upgrades.

That’s why dealer engagement is vital for the success of AED’s government affairs efforts. We need Congress to hear your voice – no one can convey our industry’s concerns better than you. How are you and your customers affected by the uncertainty 8 | www.cedmag.com | Construction Equipment Distribution | June 2019

While the last highway bill (the FAST Act) provided near-term certainty to the federal highway program, our nation still faces a $740 billion backlog in muchneeded road, highway and bridge improvements. The Highway Trust Fund, which funds the annual maintenance of U.S. highways and roads, will go broke in 2020 without congressional action. The Highway Trust Fund is funded by the gas tax, which has not been raised since 1993. Given the advent of electric

and hybrid cars, which use significantly less (or no) gas, the Highway Trust Fund will go belly-up in 18 months. Congress must work to identify new revenue sources to restore the program’s long-term fiscal stability and increase investment. The good news is that Congress recognizes that infrastructure is immensely important. On April 30, 2019, Speaker Nancy Pelosi and Minority Leader Chuck Schumer announced they had agreed to work with President Trump to craft and pass a $2 trillion infrastructure bill. Even in the current hyperpartisan and sharply divisive political environment, both sides were able to come together and agree that infrastructure investment is a vital issue for which they must work together to find a solution. The bad news is that there is a big difference between a general agreement to work with one another and a bill that appropriates $2 trillion for infrastructure being signed into law. It will take hard work to get an infrastructure bill over the finish line, and there will be significant fights over what type of infrastructure that $2 trillion is going to fund. How will funding be divided between roads, waterways, the power grid, and mass transit such as rail? What revenue sources will fund the infrastructure bill? Which industries will be the winners from this bill, and which will be the losers? All of that is up for grabs. AED has the policy expertise and the relationships in D.C. needed to safeguard our priorities in an infrastructure bill, but we need your voice and your participation in the process in order to ensure that our efforts are successful! There are three separate AED government affairs initiatives that need your support and engagement: 1) Attend the 2019 AED Washington Fly-In, 2) Host a visit from a member of Congress at your dealership, and 3) Contribute to the AED PAC.

Ho st a Congres s ional V is it t o Yo ur De a le rship

During congressional recess (when Congress is not in session holding votes in D.C.), they head home to their districts to meet with constituents, political groups and business owners. AED will work with your dealership to set up a visit from your member of Congress. These meetings are straightforward. The member of Congress comes in to meet with dealer executives and discuss the issues impacting their dealership. This meeting is usually followed by a brief tour of the dealership and a few pictures with the representative. All in all, these meetings typically only take an hour, and they provide another great opportunity for you to tell your story to your congressional representative.

AED handles the scheduling and works with you and your representative to find a date that works. AED will also attend these meetings so that you have an individual with policy expertise in your corner. All you need to do is talk to your member of Congress about your business and tell your story.

D o na t e t o AED PAC

Associated Equipment Distributors’ Political Action Committee (AED PAC) is the only entity dedicated to electing congressional allies to advance the equipment distribution industry’s policy priorities. AED PAC does this by providing financial support to congressional candidates that share our values and policy priorities. Implementing these policy priorities – such as increasing federal investment in infrastructure, fostering CTE programs to educate more service technicians, and reducing the federal tax and regulatory burdens placed on equipment dealers – hinges on AED-supported candidates winning their elections. That is why your financial support of AED PAC is vital. Federal PACs, unlike those at the state and local level, are subject to strict regulations in terms of who can donate and how contributions can be solicited. Federal law prohibits the use of association membership dues to support political candidates. Therefore, AED’s PAC is funded through voluntary contributions from individuals who are U.S. citizens and are executive or administrative personnel of a company that belongs to AED. The association’s senior staff may contribute also. The annual contribution limit to a PAC is $5,000 per person. Equipment distribution is multibillion-dollar-ayear industry. AED PAC, however, only raises a few hundred thousand dollars per election cycle. AED PAC puts these funds to good use, but the sad reality of our political system is that political contributions provide access to the smoke-filled back rooms where public policy is often produced. We need your help to ensure that AED PAC has political influence commensurate with the economic size and importance of our industry. I hope you will lend your support and your voice to these AED government affairs initiatives. Your engagement in these efforts will amplify AED’s influence and success as we strive to ensure that the policy produced in Washington is good for the industry and good for your dealership’s bottom line. For more information on the AED PAC, hosting a congressional visit, contact your regional manager, call 630-574-0650, email info@aednet.org or visit aednet.org. June 2019 | Construction Equipment Distribution | www.cedmag.com | 9

AED

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

Conservative rise in Canada’s provinces a blessing and a curse for federal government

ith the election of Jason Kenney as Premier of Alberta, Canada’s premiers are now all men and the vast majority of Canadians are governed provincially by a right-leaning party. Prince Edward Island’s legislature still remains to be contested, but the Progressive Conservatives won the most seats despite the widespread expectation that a “Green Wave” was about to sweep the province. Prime Minister Trudeau can’t expect to be met with arms wide open by most of his provincial counterparts, but with a federal election on the horizon, that may prove more beneficial than challenging. It may seem counterintuitive, but in politics, if you’re not fighting someone, the people who vote for you just think you aren’t fighting for them. The polls tell us that the Conservatives should come out on top in October, under the leadership of Andrew Scheer. These numbers encapsulate continued fallout from the SNC-Lavalin deferred prosecution scandal that cast a pall over some aspects of construction lobbying in Ottawa in February and March. The fortunes of the Liberals and Conservatives flipped in mid-February, but the Liberals have recovered somewhat since their polling low point following the scandal. Justin Trudeau’s leadership favorability numbers still remain higher than Andrew Scheer’s, which could cause headaches for the Conservatives in the national campaign that looms on the horizon. The Conservatives have done an exceptionally good job of distancing themselves from the criticisms of the previous Harper government. They have yet to be attacked on social issues that can define Canadian elections and have not worn the controversial views of some of their caucus members. At the same time, the public at large is waiting to hear what their plan is to grow the economy, at a time when unemployment is at the lowest rate in decades. The main criticism, that the government is spending money irresponsibly, could be undone by numbers from April that showed tax revenues were up and that the government is running a surplus.

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The Liberals are about to pass a budget that introduces a great deal of new spending in the last year of their mandate, and consumers are waiting to make important purchases, like buying new electric cars on May 1 when new consumer incentives kick in. Many Canadians are feeling the pinch of paying more at the pump now that the carbon tax is in force, but others are benefiting from rebates, especially those who have small carbon footprints to begin with. These policy choices have set the stage for an election that will allow the Liberals to run against not just the federal Conservatives, but also against conservative premiers from coast to coast. Premiers in the process of belt-tightening have generated their fair share of public concern, especially in Ontario, and especially in big cities, where most of the seats up for grabs are represented. Elections are always a battle for the future. Trudeau’s true test will be whether he can frame the public conversation as a fight for the next four decades, rather than just the next four years. Voters facing pocketbook issues now may be unlikely to accept that short-term pain is worthwhile for long-term gain on climate change matters. If it looks like the Conservatives are poised to take power, both the Green Party and the NDP could bleed supporters to the Liberals as the only environmentally friendly alternative with a real chance of forming government. Strategic voting has always been a consideration in Canadian elections, but its prominence has risen over the last four elections. Choosing the environment as a defining issue has been calculated as the best way for the current government to take advantage of the strategic choices of voters across the left wing of the political spectrum.

THE A ED F OUNDATI ON DO N O R PRO FILE S W I M M I N G I N T H E S A M E W AT E R S

DITCH WITCH MIDWEST: There’s a real need for fostering the future generation of technicians The Harbaughs at Ditch Witch Midwest know the value of The AED Foundation.

arl K. Harbaugh, who founded Ditch Witch Midwest in 1970, also had a hand in creating The AED Foundation in 1991.

Today Earl is semi-retired from the business, which offers sales of new and used equipment, as well as rentals and service. While he still serves as CEO of Ditch Witch Midwest, his son Mark is the president. Ditch Witch Midwest has steadily expanded over its nearly 50-year lifespan. Two Wisconsin locations were brought into the fold during the mid-1990s, and two Indiana sites were added in 2002. Today they have approximately 68 employees, but they’re doubling the size of their Carol Stream facility, which currently occupies a 20,000-square-foot building on two acres. By October they plan to move into their new 40,000-square-foot structure set on six acres. “One big thing we’re excited about is the training center we’re putting in as part of our new footprint,” Mark Harbaugh says. “We want to bring in customers and offer training in operations and equipment safety.” Part of that expansion includes a half-acre demo area. “It’ll be a green space to train in a safe, controlled environment.” Some of that training will be in the form of refresher courses, but other options include working with new employees to the industry. The industry has problems with finding skilled operators. As Harbaugh says, learning on the job is time and money, so if Ditch Witch can partner with technicians and operators, and help train or simply refresh their skills, it’s a great opportunity. “We’re not necessarily starting a tech school,” Harbaugh adds. That’s best left to The AED Foundation and educational institutions, but Ditch Witch Midwest 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, Ditch Witch Midwest for investing in the future of our industry. To contribute to The AED Foundation annual campaign, visit bit.ly/2019aedfcampaign.

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

is very much pro recruiting and training skilled technicians. “In our industry there’s a huge vacuum of talent to fix our equipment.” Tier 4 has changed things a lot, too, creating new needs. “You need to be current (with Tier 4 being) to avoid issues or damage, to teach what points and maintenance issues to watch out for, to protect equipment,” says Harbaugh. “We partner with different trade schools to keep educating students as they begin their career path. The construction industry needs qualified technicians. Most students think of cars and trucks (when they enter a diesel program or technical school), and are not familiar with jobs available in the construction equipment industry.” “Not every kid is meant for a four-year college pathway. The AED Foundation helps bring awareness to high school programs as well as trade schools, of the many, many, opportunities available within the construction equipment industry., Trades are not like they used to be. This is a lucrative career and the benefits are great. A kid coming right out of high school can make a decent income.” With technical training, internships and more, an 18-yearold doesn’t need to start their journey in life with hundreds and thousands of dollars in debt. In fact, Ditch Witch offers some paid internships “to give future employees an idea of what it is like to work in the construction equipment distribution industry.” Ditch Witch Midwest uses tools provided by The AED Foundation to play active role in growing the next generation of technicians. Webinars and seminars hosted by The Foundation hold value. “We always watch what’s available and try to take advantage of the courses and opportunities The AED Foundation offers.” They’ve sent managers – and Harbaugh himself has gone, to educational events – to network and hear from companies of varying sizes and to get their insights. Resources such as accreditation programs are very valuable, Harbaugh adds. “Not every business has the ability to give this type of training to improve their company’s day-to-day operation, and The AED Foundation provides numerous courses for every department within a dealership.” And even though those in the industry are technically competing among one another, there is a common goal, a common need to build up the technician talent pool and to get the voice of heavy equipment heard. “We’re all swimming in the same waters,” Harbaugh says.

June 2019 | Construction Equipment Distribution | www.cedmag.com | 11

BY KRIS JENSEN-VAN HESTE

Screen Machine Industries, based in tiny Etna, Ohio, has been crushing every job for more than 50 years now, and sprang from surprisingly humble beginnings. Back in the 1960s, a young Bernard Cohen was crossing Ohio on his way to school in Chicago; something about the Columbus area sparked his entrepreneurial spirit, and in 1966 he formed Ohio Central Steel, a steel fabrication business. The company made its money on structural steel jobs, but eventually it was time for something bigger, and the company began to look for a need for a product they could design, build and sell. A cold call to a giant industrial distribution, repair and service company resulted in a request for a machine that would form the foundation of todayâ&#x20AC;&#x2122;s Screen Machine Industries (SMI). Can you make us a heavier-duty machine here in the United States like the portable screening plants being produced in Europe? It was a breakthrough there, eliminating the cost of transporting aggregate such as sand, gravel and coal to stationary plants to be processed, but it was a virtually untapped challenge in this country. So here at home, Ohio Central Steel set about to design and build a heavy-duty machine that used a system of screens to sort and separate types and sizes of aggregate. Today, Screen Machine Industries is a giant in its market, producing a complete line of portable jaw, impact and cone rock crushers, screening plants, trommels and conveyors, and holding more than a dozen patents.

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A giant, that is, with a relatively small footprint. “We’re not a huge company,” said David Stewart, director of marketing. “We have 80 employees, but we don’t work like we’re small – we work like we’re big.” Every Screen Machine Industries machine begins as Grade 80 American-made steel, a point the company takes pride in. It’s heavier DAVID STEWART steel than what’s used by the competition, Stewart said, because the machines “get the heck beat out of them every day.” Each piece of steel is first scribed with a part number, then shaped by high-definition plasma cutters, which offer precision cuts with minimal waste. The steel pieces move on to the CNC brake press, where the components are bent to the required angles before fitting and welding. Then it’s on to fabrication, priming and painting with up to three coats of Sherwin Williams paint. The machine is then set onto its tracks, and assembly begins on the engine components, conveyors, feeders, screens and crushers.

WH AT TH EY M AKE

H O W TH EY W O RK

CRUSHERS

The culture at Screen Machine Industries is as unique as its products.

Impact crushers: Break up limestone and aggregates of soft to medium hardness at a reduction ratio of 15:1. They’re used largely in quarries. Jaw crushers: Break rocks with a high level of hardness and abrasiveness in a V-shaped crushing chamber. Granite, iron ore and slag can be crushed at a reduction ratio of 5:1. Cone crushers: Considered secondary crushers, further reducing stone size from that of a jaw crusher.

SCREENERS

Scalpers: Also known as box screeners, SMI’s patented Scalpers are designed to be loaded with soil or aggregate-like material right from a wheel loader or excavator to the vibratory shaker screen. The dual decks sift two sizes of material and discharge them in separate piles. Spyders: These patented track-mounted screening plants can sift or screen material into three or four sizes at the same time. Once sifted, the material is stockpiled by built-in conveyors. Trommel screens: Also known as trammel drums or drum screeners, these machines accept material at one end of the drum, then tumble it through the drum and through the screen openings or out into an oversize pile.

CONVEYORS

Track and radial conveyors: These allow material coming from another machine to be stockpiled without constantly repositioning equipment, providing uninterrupted productivity.

It’s an open concept, Stewart said, receptive to questions, suggestions and contributions from all levels. Each month, the company holds a “town hall” meeting open to every employee. “Our thought process was, let’s get everybody on board and see how we’re doing. We bare it all. We lay out the financials for everybody at the meeting,” Stewart said. “We have profit sharing, and we post numbers on the boards, so they know at any moment, we have that many points in profit sharing. Everybody understands that wasted time, wasted material – that all comes out of the bottom line.” The town hall meetings allow communication to flow both ways, another unique aspect of management at SMI. Typically, Stewart said, meeting content will last 30 minutes, and the following 30 minutes are devoted to questions, suggestions and more. “People are not shy about saying, ‘Hey, here’s something we can do better,’ or ‘Here’s a way we can save some money,’” he said. The town hall meeting is also the venue for a new feature SMI has introduced: encouraging employees to call out fellow employees for a job well done. And participation is high. “They get a big round of applause,” Stewart said. The open style of communication the company fosters has a positive impact all the way down the line. “They feel empowered to make suggestions and implement changes, and that’s very rare in a heavy manufacturing environment. Employees tend to think, oh, that’s management’s worry, but here, they’re really into it,” he said. June 2019 | Construction Equipment Distribution | www.cedmag.com | 13

The culture of openness doesn’t stop with town hall meetings. SMI offers each employee an annual survey that questions them about their jobs, about aspects of management, about what can be done better, about the way decisions are made in the workplace. The survey is completely anonymous, allowing employees to express their opinions freely.

WH Y ALL TH E FUSS?

Simple, said Stewart. Happy, engaged employees make better products. “And when you get good people, you want to retain them,” he said. Across the board, Stewart said, there’s contentment and pride at SMI. “When you ask people what keeps them here (at SMI), you’ll hear, ‘I love seeing something we created roll out the door and do difficult work.’ People take a lot of pride in that. In our industry, American-made is the rarity. Most of our competition is European-based. “American pride – there is a lot of pride in what we do. It’s important to our customers, too,” he said. “They’re concerned about service, and we’re based in the middle of America. They know that if you buy from us, we can service it.” That’s not to say SMI doesn’t have a foot overseas. They ship across the globe, to places as far away as Afghanistan, where SMI had a particular impact. Back in 2009, SMI partnered with the U.S. Air Force to deliver a complete system of screen machine equipment to Kandahar Airfield in Afghanistan to effectively double the size of the airfield. The system included a JXT jaw crusher, a 4043T impact crusher and a Spyder 516T screening plant. Logistics for shipping and delivery were no simple task, but SMI prevailed, and the equipment’s initial use was to recycle concrete for use in building helipads, runways and roads. Fine material was integrated into concrete mixes, and larger aggregate became the base for roadways. An SMI team traveled to Kandahar for setup and training, and there they faced myriad challenges – among them, heat in excess of 115 degrees, dust, and intermittent rocket attacks. Team members were assigned armed police escorts for their safety.

operator can lift the lid six inches while still crushing, clearing the jam without losing a minute of uptime. “We’re the only one who has that,” Stewart said. “It makes a huge difference in the flow of material, and there’s way less downtime. They’re paid by tons per hour, so downtime is expensive. These machines in a busy quarry will run 12 hours a day, six days a week. Uptime is all-important.” The other notable patent in SMI’s catalog is the smooth start system. Shaker screens vibrate violently at low speed during warm-up and shutdown, which can damage the screen and affect the life of the screen bearings. To solve the problem, SMI engineered a movable eccentric weight, which retracts at low speeds, eliminating the shake at start-up and shutdown. “Over the years, it saves your machine tons of maintenance,” Stewart said.

W H AT’ S CO MI N G UP

Innovations just keep coming at SMI.

This year, the company will introduce a new, larger screen machine that will process more tons per hour. In the testing phase now, the new machine is expected to be available this summer, Stewart said. And in the opposite direction, in March, SMI introduced its mini line, with machines about one quarter the size of the others SMI produces. Unlike their larger counterparts, this line can be pulled by truck and trailer and is already a huge hit in urban areas where larger machines are problematic. This SMI Compact Line is expected to see a lot of work in the urban Northeast, Stewart said. Also new to the SMI world is a partnership with Diamond Z, a pioneer in the wood grinding industry based in Caldwell, Idaho. Diamond Z offers a broad range of tub, horizontal, and solid waste grinder models designed to suit any application, from composting to construction and demolition, from land clearing to tire disposal, from municipal solid waste to asphalt shingle grinding. The partnership is a brilliant step for both companies, Stewart said, because their product lines complement each other.

PRID E IN PATENTS

Another opportunity is parts. “Over time, we hope to have a dual warehousing situation for both companies,” Stewart said.

The first is the company’s crusher release system, a boon to keeping a machine running without interruption. Large rocks or pieces of concrete can wedge in the crusher machine, causing the operator to have to shut down the machine while the obstruction is cleared. With SMI’s patented release system, the

Keep an eye on SMI for more new products and innovations, because, to hear Stewart tell it, the company is always looking for a way to do things better.

SMI holds more than a dozen patents on its designs, Stewart said, but two stand out.

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“We’ve got eight engineers on staff,” he said. “We’re always looking at everything, saying, ‘What can we change, what can we tweak, what can we improve?’”

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AL L U G R O UP The ALLU Transformer™ D-Series material processing attachment works with wheel loaders, excavators, skid steers and backhoes to screen, crush, pulverize, aerate, blend, mix, separate, feed, and load materials all in one stage – increasing an operation’s efficiency and profitability. The unit is designed to process wet or dry materials quickly and efficiently, reducing cycle times and resulting in increased production and substantial savings on operating costs. It easily handles demolition waste, construction waste, milled asphalt, coal, oil shale, limestone, topsoil and dirt, excavated and waste soil, contaminated soil, clay, peat, bark, compost, bio-waste, glass, and other materials. The ALLU Transformer will transform the way your customers work, increasing their efficiency, processes, and profits. It will transform your dealership into a leading-edge supplier of innovative solutions. It will transform your rental fleet utilization, as you rent out both the carrier and attachment at once. Ultimately, it will transform your profits. ALLU attachments are designed to operate in demanding environments on a variety of materials. This enables our customers to transform the way they work. For over 30 years, our attachments have been known for their quality and reliability, transforming business solutions throughout the world. We now operate from seven regional offices and an extensive dealership group, providing truly global distribution. For further information, please contact: Edgar J. Chavez: edgarc@allu.net

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2019 Crushing & Screening Equipment Showcase AN ACO N D A USA I N C Anaconda continues to see record growth in worldwide sales as it marks its 10th anniversary in 2019. With plans in place for a new manufacturing facility, additions to the screening range, and development of a new product line all planned for 2019, in addition to the recent McLanahan partnership announcement, the Anaconda brand has become a household name in the aggregate equipment industry. Anaconda firmly believes product development is not just about bringing new products to market but about listening to its customers and enhancing its existing range. 2018 saw an extensive redesign of the Anaconda TR series of conveyors, and a newly added reversible auger mulching option on the Anaconda FTR series creates continuous movement in sticky, bulky material to offer a great budget-friendly alternative to a windrow turner. Watch this space as the SR520 Finishing Screen and DF518 Scalping Screen enter the market later this year.

BREAKER TECH N O L O G Y, I N C. (B TI ) Breaker Technology (BTI) is the rock-breaking expert in the mining and quarrying industries. For 60 years, BTI has been helping companies power their productivity and break into profitability. We offer over a dozen different rockbreaker system models for breaking oversize at large gyratories, as well as grizzlies and jaw and impact crushers in stationary and portable applications. All rockbreaker systems are custom fitted to your application for maximum endurance. BTI’s integration team works with you and your engineering team to ensure the correct rockbreaker system is selected to meet your productivity goals. We provide an engineering drawing package with each machine, giving details for proper installation.

IRO CK CR USH ER S L L C IROCK Crushers provides profitable solutions for mobile and crushing equipment IROCK Crushers is your dealership’s leading source for profitable solutions in mobile and portable crushing plants, screening plants, and conveying equipment. IROCK’s products are designed and manufactured with both dealer and end user in mind, with a focus in the contractor and recycle markets. Each IROCK plant is specifically designed to increase your dealership’s profit in both rental and sales. IROCK’s robust equipment will increase your customers’ production and profits while reducing their downtime and operational expenses. In addition to providing a premier product line that’s easy to service and operate, IROCK assists dealerships with equipment training, applications, and round-the-clock product and service support from a staff of industry experts. Headquartered outside of Cleveland, Ohio, IROCK Crushers is committed to providing quality, innovative, and productive equipment that has set the standard for almost 30 years. For more information visit www.irockcrushers.com. 18 | www.cedmag.com | Construction Equipment Distribution | June 2019

2019 Crushing & Screening Equipment Showcase KPI-J CI & ASTEC MO B I L E SCR EEN S Johnson Crushers International Inc. has expanded its Kodiak® Plus cone crusher series to include the new K350+ model. This mid-range cone offers higher production with a smaller footprint than other models. In comparison to the K300+, the K350+ features increases in drivetrain, stroke, horsepower, weight, head diameter and hold-down force, resulting in an up to 10% capacity increase. The K350+ uses the same bolt pattern as the K300+, allowing it to be mounted in most current K300+ applications. Like other cones in the Kodiak® Plus cone crusher series, the K350+ will feature an industry-leading tramp iron relief system, fully-protected internal counterweights, precision roller bearing design, patented liner retention system and 360° thread locking ring for consistent product quality. For more information about the Kodiak® Plus cone crusher series, visit kpijci.com

M ASAB A MI N I N G EQUI PMEN T Masaba Maximum Series Portable Plants Maximum Tons Per Hour + Maximum Portability = Maximum Profit. Masaba’s wheeled plants allow utilization of the largest crushing and screening units available, handling up to 800-1,000 TPH depending on the application. Masaba’s portable plants are fast to deploy and easy to tear down, providing relocation with a minimal number of loads. A plant can be set up in as few as four hours with four laborers. With the Masaba Maximum Series Portable Plants, our customers report savings of as much as $1 per ton compared to other crushing circuits. Masaba will create a customized plant that fits your needs as well as meeting your area’s DOT requirements. Masaba’s wide range of products includes portable crushing, screening and washing plants as well as a complete line of conveyors, truck unloaders, surge bins and feeder hoppers – all designed specifically to meet the customer’s needs.

MB CR USH ER S AMER I CA MB BF90.3 | The bucket that made history The first bucket crusher was produced and patented by MB in 2001, and was the first in the world to be manufactured. 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 its high level of performance, working with any type of inert material. Renewed and improved over the years, the BF90.3 is suitable for excavators over 46,000 lbs. 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 of 53.6 cy/h. For more information visit www.mbamerica.com June 2019 | Construction Equipment Distribution | www.cedmag.com | 19

2019 Crushing & Screening Equipment Showcase LIPPMAN N MI LWAUKEE, I N C. The 3055 jaw crushing plant is the newest jaw crusher in the Lippmann product line. Featuring an opposing wedge design, it is perfectly suited for any size job. The chassis has been created to accept any options that you require. It features a hopper removable system, extended discharge conveyor to feed secondary or screen plant, diesel or electric, hydraulic dump grizzly, cross conveyor and hydraulically folding hopper extensions. The Hopper removable system allows for feeder and hopper module removal safely without the need for a crane and has all of the capacity of a larger feeder with the ease of removal and transport. You can control the size of material being fed into the crusher by the hydraulic dump grizzly and eliminate the need of material sorting by the operator reducing load time. Hydraulic hopper extensions are sized to accommodate a 988 Roar Loader allowing the full length of the feeder to stratify the material. The extended front discharge feeds a screen from the base plant and reduces the height allowing for stacker or transfer conveyor feeding, and the cross conveyor removes the fines prior to them entering the crusher increasing capacity and providing additional product output. A cross-belt type magnet is available as a permanent or electromagnet and effectively removes rebar and steel debris and discharges to the feed side of the portable plant. For further information, please contact: Julie Andras: jandras@mccloskeyinternational.com

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North America Parts 2031 S. Aldrich St. Bldg. A Milwaukee, WI 53207 (414) 509-7331 partsmilwaukee@mccloskeyinternational.com

MCCLO SKEY INTERNATI O N AL With 30+ years of researching, testing, and listening to customers, McCloskey offers a wide variety of size and mobility options that maximize efficiency, deliver high stockpile capacity and result in less downtime across every application. The latest innovation from McCloskey is the ST80T Radial Stacker, which blends the benefits of on-site track mobility with the high productivity of a radial conveyor. Fast track switching allows the stackers to switch from track mode to radial in seconds. Designed for versatility, the stackers are easily moved from site to site without the need to remove the wheels for transport. Once in place, built-in leveling indicators allow operators to position the stacker regardless of the ground evenness, then stabilize it with independent hydraulic jack legs. The stackers also feature a patented rear counterweight that counterbalances the tracks and wheels, which are behind the stackerâ&#x20AC;&#x2122;s center of gravity. The design enables a much higher stockpile capacity, with the radial wheels set well back. The rear counterweight also firmly anchors the tail end during radial mode, delivering greater stability to the stacker while in operation. McCloskey radial track stackers are more easily transported than other products on the market, and the track bogie features radial rubber tires with a planetary gear box to drive the wheels. This limits them to being pit portable, as road transport becomes difficult. The McCloskey design allows for the wheels to be folded for transport, delivering true portability for operators moving from site to site. McCloskey International Limited designs and manufactures innovative crushers, screeners, stacking conveyors and washing systems. Since 1985, McCloskey International has been exceeding expectations with reliable, durable and highperforming products. McCloskey equipment is used across industries including aggregate, mining, construction and demolition, waste management and recycling, landscaping, and composting to help achieve profitable volumes for customers around the world. TM McCloskey is a trademark of McCloskey International Limited. For further information, please contact: Julie Andras: jandras@mccloskeyinternational.com

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2019 Crushing & Screening Equipment Showcase METSO MI N ER AL S I N D USTR I ES, I N C. The Metso MX™ cone crusher is based on the patented Multi-Action crushing technology, which combines the piston and rotating bowl into a single crusher. The crusher provides a giant leap in profitability by cutting operational costs 10% and enabling 10% higher uptime compared to traditional cone crushers. The effective uptime of Metso MX™ is significantly greater than that of traditional cone crushers. The patented MultiAction technology allows dynamic setting adjustment and wear compensation without your having to stop the process. It also automatically optimizes protection against uncrushable objects with daily protection adjustment, increasing uptime even further. Metso MX™ with Multi-Action is the most cost-efficient crusher technology on the market. It enables 10% or more savings in operational costs compared with traditional cone crushers. Savings in wear components, coupled with effective and continuous crushing action, provides an unbeatable starting point to bring down the cost per ton in any quarry and mining application. Metso MX™ provides maximum utilization of the wear parts, up to 70% of the mass. Optimal cavity design and stroke direction, along with an effectively distributed crushing action, lead to the ultimate rock-on-rock crushing motion. The smart optimization of Multi-Action technology is the key to reaching the desired end – product shape and particle size distribution while eliminating waste. End products can be measured 10 times per second and viewed directly from the Metso IC crusher automation display. You can easily control and automate parameters such as material cavity level, crusher speed, power, setting and piston pressure. Metso MX™ is designed to be the safest cone crusher to operate and maintain. During the crushing operation, all moving parts are inside the crusher. Lifting devices and hydraulic tools make maintenance simple and safe. Backing resins for liners are no longer needed, something that operators and the environment appreciate. Visit https://www.metso.com/products/crushers/conecrushers/mx-series/ for more information. For further information, please contact: Benjamin Hansbury: benjamin.hansbury@metso.com

SBM MI N ER AL PR O CESSI N G G MB H SBM Mineral Processing introduces the Super Compact Remax 200 Impact Crusher and Screen. The Remax 200 from SBM Mineral Processing is a latest technology, diesel over electric, or 100% electrically driven, efficient and powerful impact crusher that tackles nearly any application or job size. The small footprint makes this super compact crusher a breeze to transport and fit into tight areas. Due to its powerful gen set, 38”crusher, pre-screen, discharge feeder pan and final screen, it does not fall short in its utilization. Operation of the Remax 200 is safe and easy as well, with a touch screen display and further wireless remote control functions. You can check in on the Remax’s operation from any mobile device running the crush control app or any computer connected to the internet by using remote access monitoring. The SBM Remax 200 is a leader in environmentally friendly and cost-efficient crushing and screening technology.

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Want 10% more uptime? Revolutionize your crushing process with Metso.

Metsoâ&#x20AC;&#x2122;s MXâ&#x201E;˘ cone crusher is based on revolutionary Multi-Action crushing technology that combines the piston and rotating bowl into a single crusher. The new design provides a giant leap in profitability, cutting operational costs by 10%, while enabling 10% more uptime compared to traditional cone crushers. Visit metso.com/mx for more.

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2019 Crushing & Screening Equipment Showcase SCREEN MACH I N E I N D USTR I ES L L C That’s more than just a catch phrase at Screen Machine. It’s how we run our business, and what we build our machines to do. Our commitment is to provide the highest quality equipment that lets you CRUSH EVERY JOB. Are you ready to take your crushing and screening productivity to a new level? Then you need to take a look at Screen Machine. Screen Machine products are better – by design, by manufacture and by performance. Each machine is built to our stringent specifications in our Etna, Ohio, manufacturing facility – just as they have been for the last 50+ years. Here are just a few reasons Screen Machine is your best choice for crushing and screening equipment: • Patented technology that provides unmatched innovation, durability and productivity • A complete line of products to serve all crushing and screening needs • Key components on most machines are manufactured with USA-made Grade 80 steel – the strongest available! • Same day shipping on stock parts orders • Complete technical support Give us a call or visit us at www.screenmachine.com. Together, we will CRUSH EVERY JOB! For further information, please contact: Jody Beasley: jbeasley@screenmachine.com

SI MEX SR L 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. They are effective with wet material and have easily replaceable screening tools.

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Finding New Paths:

Amy Hunt Amy Hunt does not fit the bill as the traditional heavy equipment technician. And that is okay. Better than okay. With the end of the skilled labor shortage nowhere in sight, Amy is the type of technician that the industry is desperately in search of. Amyâ&#x20AC;&#x2122;s value to the industry is not rooted in her uniqueness, though. Instead, it is her hardworking ethos and willingness to learn that has been turning the heads of her instructors, supervisors and clients.

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“Amy openly admits she didn’t have a lot of experience in this technical field coming into it. But she took every opportunity to learn. Not trying to prove something to anyone, but just a true passion to soak in as much as possible, learn and do the best job she could,” said Amy’s instructor from Northeast Wisconsin Technical College, Steve Bretl. “As for being a female, that wasn’t even considered a factor in her persistence on what she knew she wanted and could do. Having the right attitude is what it takes – it doesn’t matter if you’re male or female. Amy saw the potential for success and knew she could achieve it.” Not only achieving stellar marks in the classroom, Amy was the type of student that made those around her better. Even her instructors. “As an instructor for over 25 years, both in industry and the technical college system, I have to say I have never had a student that challenged me to dig deeper and learn right along with the students. Amy brought that out in me as well as the class, the ‘want’ to learn more.” Bretl added: This industry is striving for quality technicians. Gender really doesn’t play a role in the possibilities of individual success. But attitude does. I do think that the perspective of what a technician is and what they do is portrayed in a manner that might not be as appealing to women. What needs to be realized is that women have every ability to be just as, and even more, successful as men. The idea that when you go to work you have the ability to troubleshoot, diagnose and repair a piece of equipment that could cost over half a million dollars is what should be emphasized. Being male or female isn’t even a consideration. To gain insight into Amy’s background and how to attract more female technicians like Amy to the industry, CED went straight to the source. After a couple of brief questions, Amy produced the wonderful autobiography below. In her own words, here is Amy Hunt’s story: “I’m a Floridian at heart, raised in Plant City. Our town is known for their strawberries, with the selfclaimed title of the Winter Strawberry Capital of the World. I always enjoy finding Plant City strawberries at the grocery store in March, even up here in Wisconsin. As a kid I was unbearably shy and yet I was determined to not let that hold me back. In high school I started looking into the military, since I believed it would be the breakthrough for becoming a less timid individual.

myself, I got it into my head that I needed to choose the toughest branch. Go big or go home, right? After earning my associate degree at a local community college, I enlisted in the United States Marine Corps. I served five years as a military police officer. My first duty station was Camp Lejeune, North Carolina. I was deployed to Yemen for five months in 2013 for a security mission and then finished up my enlistment at MCAS Cherry Point. I was honorably discharged in 2015, and by then I had earned the rank of sergeant. I’ll never trade anything for that chapter of my life. To this day I keep in touch with my brothers and sisters. It’s a bittersweet thing to return to civilian life. You’re kind of at a loss when you leave behind a job that wasn’t just a paycheck, but also your lifestyle. The hardest part was returning to Florida and finding that my military skills didn’t match the trades. The best I could do was a job with security or law enforcement, and that wasn’t going to fulfill me. Within a month of my discharge I was hired as a helper for an industrial insulation company. The foreman, Tom, was a disgruntled old man, but he taught me a lot about putting in an honest day’s work. I also realized that no matter how crummy the actual job was, I still came home with a sense of accomplishment. I was enjoying the outdoor work and getting stuff done with my hands. The job also brought me to multiple sites, allowing me to meet contractors from all trades: welders, electricians, HVAC techs, mechanics and so on. Any chance I had, I talked to them about their jobs. Eventually I found my new goal: I wanted to work on heavy equipment. Again, that “go big or go home” mentality. At the same time that I’m realizing what trade I’m interested in pursuing; I’m also realizing that I don’t want to stay in my home state. I want to go on another adventure. One of the Marines I’d served with was from Illinois and had put the bug in my ear to look at schools in the Midwest. Now, I’ll admit that during the initial period of research for schools, I spent just as much time watching YouTube videos on Midwest winters. The one time we had snow in North Carolina it was barely three inches, and the base was shut down for four days. And everyone knows winter does not exist in the Sunshine State.

Thanks to my parents, always pushing me to better June 2019 | Construction Equipment Distribution | www.cedmag.com | 27

After narrowing down the options, I decided on Northeast Wisconsin Technical College (NWTC). That decision was the turning point. NWTC set the groundwork and gave me everything I needed to get started in my new career path. My first day of class, I was nervous and questioning myself for moving to Wisconsin. Some of my classmates were from families with farms and knew their fair share about working on diesels. But within the first month, I found my niche in the class. I asked questions no matter how silly they seemed, and I absorbed it all. By my second year, I was a tutor and helped the diesel program students with coursework and labs. The instructors at NWTC are the biggest asset for students. They keep tabs on the industry and know all the local companies. They also have meetings with them at the school to ensure that the program is on track with industry needs. When I started the program, I was hired on as a helper at a semi-truck repair shop. By my second year I knew I wanted more from the job than being confined to a truck bay for eight hours. I wanted what I had as a helper at the insulation company – to constantly see new job sites. I wanted to be a field technician. During my last semester I was enrolled in a generator course, which was more like an elective. It gave you the basic concepts of generators but was taught from outdated textbooks. All the same, I was fascinated by the material. So, when I approached my instructors with my concerns about finding a new job, they instantly knew who to put me in touch with. It was my last month in the program when I had an interview with Total Energy Systems (TES). Everything they offered was what I was looking for. After graduating from the Diesel Heavy Equipment Program, I was hired on with TES. I couldn’t have asked for a better company to start my career with in the generator industry. Right now, I mainly do inspections and maintenance on units of 500 kW and smaller. My manager is a firm believer in learning by doing, so as I gain confidence in working on these units, they’ve been assigning me more service calls. Sometimes it can be as simple as a coolant temperature alarm, or as involved as a “no voltage output” fault. In just the ten months I’ve been with them, I’ve learned an incredible amount about generators, automatic transfer switches, engines and so on. My branch is based in Milwaukee, so a lot of my work is in southeast Wisconsin, but sometimes I’m sent to 28 | www.cedmag.com | Construction Equipment Distribution | June 2019

jobs in Illinois and Michigan. I’ve seen technology from the 1970s “relay logic” all the way to 2019’s printed control boards. My favorite thing is when they send me on service calls with the other technicians. Most of our work is done solo, so any opportunity I’m given to work with another tech is a treat. These guys are always willing to share their knowledge and set me up for success. And that’s the thing; I didn’t get this far on my own. Being determined and having a goal in mind got me part of the way. The rest of it was from community support. The technical college gave me the foundation for building my skill set. The instructors provided the connections to industry leaders. My peers encouraged me in my pursuits. Both of my managers, the truck shop and Total Energy Systems, took a chance on hiring me when I had no experience in their trade. They provided opportunities for me to start a new career path and have given me the tools to succeed in this industry. Even now, I wouldn’t be doing this well if it wasn’t for my team. From the parts department to my technical advisors, anytime I need help, they’re always there. I’m glad to work for a company that opens doors for my advancement and never hinders my desire to learn as much as I can. The trades need more technicians. And just like they did in my case, they’re willing to train the right people. If you bring the desire to learn and the dedication for their trade, they’ll take you the rest of the way.” This desire to learn and dedication for the trade has not gone unnoticed. In the months that Hunt has been with Total Energy Systems, she has gained a reputation for her stellar work ethic. Amy’s supervisor and Director of Service at Total Energy Systems, Kegan Collins, said, “Amy has been a great addition to the TES family. She is one of the most passionate people I know about working with her hands and is not afraid to take on anything. Her ability to communicate in a professional manner with her peers and customers is beyond her years of experience.” Collins added, “She is highly self-motivated and continually asks high-level questions and challenges processes within her department and the company. She has a genuine desire to improve our organization in the service we provide to our customers as well as the culture within our organization.” There can be no doubt that Amy Hunt will do great things in this industry. Now how do we find more of her?

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June 2019 | Construction Equipment Distribution | www.cedmag.com | 29

technician with Equipment Corporation of America (ECA), he’s driven the rhythm of bands from behind the drum set for most of his life now, so when it came to taking The AED Foundation Certified Technician Assessment, it’s not surprising that it was the rhythm that he focused on. One hundred and sixty questions; two hours to answer them all correctly. That’s a race for the best of them: “I was worried about running out of time,” he said. It turns out that Kerns is, indeed, one of the best of them: His score earned him The AED Foundation’s certification as a technician. The online exam is a rigorous assessment of knowledge in six key areas: diesel engines, powertrains, electric/electronics, A/C and heating, hydraulics/hydrostatics, and safety/administration. Dave Schell, ECA corporate director of parts and service, said they chose to use the assessment to help evaluate where their technicians were in proficiency and practice, and the assessment’s features appealed to them. Schell himself took the exam as well and passed. “I took it because I wanted to see what the guys were taking, and let me tell you, it was a very difficult assessment,” he said. “To do well, you had to have a very broad background.” Indeed, it was Kerns’ broad background that helped him ace the exam. Right out of high school, Kerns dove straight into auto mechanics. From there, he attended the Diesel Institute of America and followed that up with a career move to the foundation drilling industry. He’s also worked as a shop foreman, building a shop from the ground up, including all the hiring. He’s been at ECA for three years now at the Upper Marlboro, Maryland, branch as a technician working on Klemm foundation drills at his branch, but he’s poised to take on a new role in the coming months as a trainer for the Klemm product line – and he’ll be the only Klemm trainer in the United States. There at the branch, Kerns’ day is busy. “There are usually two or three drills in different modes of repair or prepping to go out on rent – we rent as well as sell – and we may have a new drill off the ship from Germany that has to be commissioned, so I do the commissioning on new drills.

B Y KR I S J EN SEN - VAN H ESTE 30 | www.cedmag.com | Construction Equipment Distribution | June 2019

“Some need repair coming back from job sites; we do maintenance and repairs on those, determine what parts they need, make whatever modifications are needed for each job, whatever accessories they need,” Kerns said. “We also take trouble calls from the field – when people are out using the rigs, I take a lot of calls from the field to troubleshoot issues.” In addition to his concerns about finishing the exam in the allotted time, Kerns said he was a little worried about the scope of the questions. “A lot of it I don’t use every day – air conditioning and such – and one reason I did as well as I did was I had remembered what I learned in diesel school,” he said. The assessment did tax his memory and made him recall details that aren’t part of his daily work. “It was tough,” he said. “It really got your wheels turning. I told Dave (Schell) after I took it, in this industry, a lot of people came in with no formal training who were shown how to do what we do, and didn’t take a course, and those guys would have a hard time with this test, never having worked on a rear differential.” Technicians at ECA have been open to the opportunity to take the assessment, Schell said. “For the most part, everybody welcomes it,” he said. “Good, bad or indifferent, with your results, you either get the stature of doing really well, or it allows us to grow. The results aren’t the important part: It’s what you do with it to make you better.” Kerns agreed. “It gives you an idea when assessing a technician what they know and don’t know, so you know how to gear the training down the road.” The assessment actually inspired ECA to create its own exam, more tailored to its own needs, Schell said. “There are a lot of things (on the assessment) that aren’t in our world, so we designed an exam specific to the German schematics we work with. It’s a written exam, not as high-tech as The AED Foundation assessment. And as a part of that, we’re also building out a training module for our technicians, and that was the driver for it.” When not fixing, troubleshooting or training at work, Kerns, of course, can be found at the drum set or on his Harley Davidson out in the mountains where he lives with his wife, Trumania.

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 June 2019 | Construction Equipment Distribution | www.cedmag.com | 31

The AED Foundation Establishes New Workforce Development Committee MARTY M CCO R MACK

o help address the technician shortage and to develop new ways to tackle the challenges facing the construction equipment industry, The AED Foundation recently established a Workforce Development Committee. The mission of the committee is to provide leadership and direction to address the critical shortage of skilled professionals in the construction equipment industry and to strengthen industry engagement to further develop best practices to improve workforce-related challenges. “The goal for this committee is to get results for the industry and to provide support and guidance for the new programs The AED Foundation is embarking on to address the workforce challenges that exist,” said Brian P. McGuire, president and CEO of AED and president of The AED Foundation.

“While we cannot solve these challenges overnight, this committee will play an integral role in fighting for policies that will help the industry over the long term.” Committee objectives include making recommendations on national workforce issues impacting the industry, acting as a support arm of The AED Foundation during the exploratory phase of the IRAP (Industry Recognized Apprenticeship Program) initiative, identifying ways to engage nontraditional populations in solving the technician shortage, developing new strategies to build a pipeline for the industry’s future workforce, making recommendations to The AED Foundation in honoring the commitment to the Pledge to America’s Workers initiative (which will entail training and retraining 10,000 individuals over the next five years), and making recommendations to the Foundation’s board of directors about ideas for future research reports. “The AED Foundation is working on several initiatives aimed at moving the workforce development discussion to the next level, and this committee will provide us with the much-needed extra bandwidth and expertise to ensure we are meeting the needs of the industry,” said Jason Blake, executive vice president and COO of The AED Foundation. “I envision committee members representing The AED Foundation in an official capacity at task force meetings for future school accreditation efforts and other workforce-related events across North America.” 32 | www.cedmag.com | Construction Equipment Distribution | June 2019

As The AED Foundation’s School Partnership Program continues to expand, committee members can serve an important role in helping to facilitate that growth. In some instances, connecting the right educational partners has led to success, as was the case in recognizing the Diesel Technology Program at Berks Career & Technology Center (BCTC) in Pennsylvania. At a meeting of the Delaware Valley Associated Equipment Distributors (DVAED), Jeff Tulish, Philadelphia branch manager at Stephenson Equipment Inc., connected Jim Mack (BCTC) with Justin Beishline (Pennsylvania College of Technology), which ultimately led to AED Foundation recognition for the program at BCTC. “Creating more awareness about the opportunities in this industry and the work AED and The AED Foundation are doing is vital,” Tulish said. “I’m excited to be a part of this committee to help in this effort and look forward to more success stories like what happened at BCTC.” In 2018, The AED Foundation started a partnership with the Manufacturing Institute on their newly launched Heroes MAKE America Program, designed to help military veterans transition into civilian careers. Through this partnership, the Foundation is raising awareness about careers in the construction equipment industry and plans to use this committee to help spread the word to AED members about opportunities to partner with the Heroes program, from hosting a tour of their facilities to attending networking events to interacting with transitioning veterans and even performing on-thespot job interviews. “Many veterans have a skill set that makes a transition to the construction equipment industry logical, and we want to ensure that they are aware of the job opportunities that exist,” said Cory Hayes, vice president of business development at The AED Foundation. “We look forward to working with our Heroes partners and committee members to strengthen veteran recruitment among AED members.” The plan is for the committee to meet on a quarterly basis: at AED’s Summit and at the Washington Fly-In, in addition to conference calls throughout the year. If you’re interested in joining the Workforce Development Committee or would like more information, please contact Marty McCormack, The AED Foundation’s associate director of development and workforce, at mmccormack@aednet.org or 630-642-9108.

A E D

F O U N D AT I O N

R E S E A R C H

P R E V I E W :

Addressing the Skills Gap and the Technician Shortage

MARTY MCCO R MACK

esearch is a key focus area for The AED Foundation. It is critical for the Foundation to be able to provide this in-depth industry research to legislators, educators, media and other stakeholders. Without research, stakeholders and policymakers would not be able to get a clear picture of the challenges facing the equipment industry. Over the years, The AED Foundation has commissioned research reports through the College of William & Mary in Virginia. In 2019, the Foundation is once again partnering with the College of William & Mary to revisit and provide an update of its 2016 study, “The Equipment Industry Technician Shortage: Causes, Impacts and Policy Recommendations.” The 2016 report was significant in verifying that the skills gap facing the equipment industry is costing the industry over $2.4 billion annually in potential revenue. Confirming what many AED members are still seeing daily, it is critical to The AED Foundation and its members when pushing for policies to reduce the skills gap. This includes advocating for increased funding for career and technical education through the Perkins Act and continuing efforts to promote careers within the equipment industry to students, parents, teachers and other stakeholders. The report was even cited in a 2017 New York Times article related to filling the skills gap. “The AED Foundation’s first research report shined a light on the large financial burden, $2.4 billion in lost potential revenue annually, that the skills gap and technician shortage is having on the equipment industry,” said Brian P. McGuire, president and CEO of AED and president of The AED Foundation. “This research is an essential part of the mission of the Foundation, and revisiting these numbers is important, to know where the industry stands today and to get a sense of the outlook for the next several years.” The focus of the 2019 research report will be to revisit how the technician shortage is financially impacting AED members and will determine whether the skills gap is growing. The report may also help in determining the total number of technicians that are needed across the industry, which is of importance, as about 10,000 baby boomers will reach retirement age every day for the next

decade. This report, along with its latest commissioned report regarding autonomous technology, will provide The AED Foundation with a road map for how to best support the equipment industry in the future. The AED Foundation is excited about its upcoming research and plans to continue its time-tested efforts of addressing the skills gap through its accreditation of post-secondary construction equipment technology programs, career promotion and collaboration with organizations such as SkillsUSA, the Association for Career and Technical Education (ACTE), and the American School Counselor Association. Apprenticeship programs are another avenue The AED Foundation is exploring. The Trump administration established the Task Force on Apprenticeship Expansion and is pushing the growth of apprenticeship programs, in part by creating an “Industry-Recognized Apprenticeship Program” (IRAP). The U.S. Department of Labor will soon be releasing an application that will allow the Foundation to apply to be an IRAP accrediting organization. “The AED Foundation is focused on providing our members with the tools they need to effectively address the technician shortage and skills gap, and we believe IRAP can play an impactful role in that effort,” said Jason Blake, executive vice president and COO of The AED Foundation. The Foundation plans to unveil the findings of its 2019 report this summer. Earlier this year, it released its latest commissioned report, “A Study of the Impact of Autonomous Technology.” The report provides an insightful look into the future, pointing out ways in which the construction equipment industry will need to adapt, along with opportunities for it to grow. For more information about previous research reports, please visit aedfoundation.org. If you have a topic that you would like the Foundation to consider researching in the future, please contact Marty McCormack at The AED Foundation. Marty McCormack is The AED Foundation’s associate director of development and workforce. He can be reached at mmccormack@aednet.org or 630-642-9108 June 2019 | Construction Equipment Distribution | www.cedmag.com | 33

Getting to Know The AED Foundations’ New Evaluation Team Leaders The AED Foundation recently brought on five new evaluation team leaders, or ETLs, to ensure that students furthering their education at AED Foundation-Accredited institutions are receiving an education supported by a set of standards that are approved by industry professionals. ETLs provide technical advisory services and a field presence to support AED Foundation Accreditation and Reaccreditation of college diesel-equipment technology programs, from the start of the process to final onsite evaluation and accreditation approval. They are the “front line” when it comes to making The AED Foundations’ accreditation program possible. Serving as an ETL requires a mastery of AED Foundation technical standards and requirements as well as being familiar with program curricula and course structures. Furthermore, ETLs must be available to make a minimum of two, three-day on-site college accreditation visits per year. So why would someone with invaluable knowledge of machines, curriculum, standards, and the industry choose to be an ETL? To find out, we had a Q&A session with The AED Foundations’ new ETLs.

DE NN IS GOOD M AN S em i-retired after 48 year s a t sev er a l dea ler ships

After serving in the Navy, Goodman worked with a Detroit diesel dealership for 14 years. “The next few years were fast and furious, with several acquisitions. I was on both sides of these transactions.” Goodman said. “After things settled down, I spent eight years with a Komatsu dealership as operations manager and later as vice president of operations.” Goodman then worked with a JCB dealer for eight years as operations manager and later as vice president of operations. Regarding his time with the JCB dealer, Goodman explained, “This was quite a trip! We expanded from one location to 17 over a 24-month period. During 1999 and 2000 I was on the road for 42 weeks each year. The locations spanned five time zones. We went from a head count of 35 to almost 400 during this period.” After this time of growth, Goodman moved on to become the vice president of operations at a Vermeer dealership, where he “retired” from in 2017. When asked why he chose to become an ETL, Goodman responded, “Being in the industry for so many years, working with tech schools in Texas and Oklahoma and being an AED member for 25 years, becoming an ETL just seemed like the right thing to do. The industry gave me a great life, and this is just an avenue to give a little back.” And as an ETL, Goodman is able to have a direct impact on the students that he interacts with. “On the first trip, it’s a conversation about what they are learning and their vision for their future, some conversation about their likes and dislikes of the course. I like to let them know the possibilities they have in the future.”

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Getting to Know The AED Foundations’ New Evaluation Team Leaders

G ARY WENTER In structor at Reedley C o llege

To say Wenter has had a successful career in diesel technician education would be an understatement. Before getting into education, Wenter got his start in animal sciences. This required him to wear many hats, one of which was that of a mechanic. “I worked my way through college as a crane operator and welder, a herdsman of a large hog farm, a cow boss in a cattle feedlot, worked on a stocker operation and in a beef packing facility … After a number of years giving it my honest best in the livestock industry, I chose to go back to college to earn a teaching credential in agriculture.” Wenter then started off in education as an ag mechanics instructor at Caruthers High School in central California, where he was successful in building a first-rate shop program specializing in welding and fabrication as well as farm power instruction. “After 12 years teaching high school ag, I was hired as an instructor at Reedley College (RC), where I currently teach. In fact, I am finishing my 20th year at RC.” Finding great success as an educator, Wenter has been recognized as a finalist for Fresno County Teacher of the Year, an Outstanding Young Teacher, and as a Teacher of Excellence in the California Agricultural Teachers’ Association. “The awards were all very nice and appreciated,” Wenter said, “but my measure of success and what I have found most satisfying is seeing my students get solid careers and growing within those roles. I’ve had a hand in helping train a very large number of students at both the high school and college levels, and it’s good to know that I have been a positive influence on their lives.” When asked what he is most looking forward to about being an ETL, Wenter responded candidly, “I know how to build and maintain a quality instructional program and I know what one looks like. I feel that I can help programs if and where they need improvement. On a more selfish note, I would like to see firsthand how other programs approach certain challenges and where I can duplicate their successes to help improve how we do things at Reedley College.” Wenter also elaborated on what he is looking for when he visits institutions pursuing AED Foundation accreditation. “I would look for programs that believe in getting better and that emphasize the basics of heavy equipment instruction. I strongly value industry cooperation and input into a program. I want to see programs that put graduates to work. I like to see organized facilities and curriculum that is coherent and makes sense from a learning standpoint,” Wenter said. “I want to see instruction that is attempting to keep up with the changes to our industry without sacrificing good basic foundational skills and concepts. I look for and value programs where the instructors are willing to change in order to improve.”

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

Getting to Know The AED Foundations’ New Evaluation Team Leaders

PA U L AND ERSON Hu ma n R es ources Technical R ecr uit er a t Ziegler I nc.

Anderson worked with Ziegler Inc. for over 38 years, he is now recently retired. From mechanic to parts and service rep, industrial equipment salesman to heavy equipment instructor, technical support manager to technical college recruiter, Anderson is definitely a jack-of-all-trades. His involvement with technical colleges started back in the late ’80s when he supported colleges with Caterpillar products. In the early ’90s, he spearheaded Ziegler’s efforts to support and strengthen the teaching of Caterpillar systems and advancing technologies, along with providing financial support for students in the technical colleges. One of the qualifiers for Caterpillar and dealer assistance was that the program had to be AED Foundation Accredited. “The greatest challenge we had was hiring enough technicians to fill our expanding needs, and that is still true today. My job was to work with the colleges to improve students’ knowledge of Caterpillar products and recruit students into our workforce.” Anderson also mentioned some of the pitfalls to reaccreditation. “If the program doesn’t have the support of the administration, it won’t be successful. If the instructors are skating by and don’t care about the students, the program will fail and lose accreditation. And if industry doesn’t partner with the program, the program will fail. It’s like the three-legged stool; all three legs have to work together to support each other.”

JU ST IN B EISH LINE A ssist ant D ean of Trans por t a t io n & N a t ur a l R eso urces Techno lo gies at P en nsylv ania College of Te chno lo gy

Since 1998, Beishline has been a tireless advocate for bringing more technicians into the industry through education. After a six-year stint with the National Guard, Beishline worked with Mack Truck and Cummins before getting involved in education. “As an assistant dean, I work with recruiting students, helping them to prepare for college, helping them to succeed while they are students, and helping them to find employment. My favorite part is seeing almost 100 percent placement of students into the workforce after receiving an education in heavy equipment.” Giving a word of advice to students and parents, Beishline said, “Students today are cautious about the expense of colleges and universities and should be cautious about the quality of education as well. An AED Accredited college helps to ensure that the school is tasked with providing a quality education and that they are investing in a profession that will yield a positive career.”

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DO YOUR TECHNICIANS MAKE THE GRADE? â&#x20AC;&#x153;The AED Foundation Technician Certification Program helps evaluate our technicians and helps us get them the specific training they need to improve their individual capabilities. With a lean workforce, you have to be very effective. Having AED-Certified technicians will help us be more efficient and effective.â&#x20AC;? David Hyland Vice President, Equipment Corporation of America (ECA)

Not all technicians are created the same. Certify your technicians today, the proof is in their results. Learn more about The AED Foundation and its Certified Technician program by visiting www.aedfoundation.org or call 800-388-0650. TECHAD6.indd Ad_template.indd1 2

3/21/2018 10:27:13 9:58:52 AM 3/21/2018

T H E A E D F O U N D AT I O N

ANNOUNCES NEW

TECHNICAL A S S E S S M E N T P L AT F O R M

he AED Foundation recently announced that a new Technical Assessment Platform will be launched this summer. Considered to be the premier technician hiring and evaluation tool for the equipment industry, the platform will only be getting better for the technicians, college programs and dealerships that use it. The new platform will offer new user functionalities, a new interface and the ability to offer new assessment products. “The current system was built in-house back in 2011 and launched in 2012,” said Steven A. Johnson, vice president of Foundation Academic Accreditation at AED. “As we all know, technology has changed a lot since that time, and the system no longer meets the expanding needs of the Foundation. That basic platform was designed specifically for only one product and also has become more difficult to maintain.” Despite its basic design, the existing certification assessment platform has had a huge impact on the industry and continues to be a valuable tool at dealerships and colleges. Essentially, the platform contains a test made up of 160 questions that evaluate current and future technicians’ knowledge in the subject areas of diesel engines, powertrains, electric/electronics, A/C and heating, hydraulics/hydrostatics, and safety/administration. By design, the test is fully aligned with the six key subject areas in The AED Foundation’s national technical standards. Assessment questions were put together by a task force of equipment industry technical experts broadly representing AED dealers, equipment manufacturers and technical colleges with equipment programs. After completing the 120-minute timed assessment, each test-taker receives a “percent correct” score for each of the above subject areas and 20 subcategories, as well as an overall score. Technicians just getting into the heavy equipment field can use these test results to gauge where they are in knowledge and what additional learning they need to focus on. Hiring administrators can use the test scores to get a definitive idea of what a potential employee might know – or not know. And many HR departments are using the test to help decide where employees need additional training.

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Benefits of the New Platform

The new platform will bring many more efficiencies and functionalities for The AED Foundation and those that use the platform. The new system offers the Foundation, colleges and member dealerships new analytical capabilities. “Looking in more detail at the test-taker results, where they scored well and where they didn’t, and better evaluation of company results will allow us to better validate the test on a regular basis,” Johnson said. With the new platform, new reports can be created more easily. Perhaps most importantly, the Foundation plans to roll out more new products in the next few years via the new platform. Johnson also indicated that the new system offers flexibility in pricing strategies. One of the major functionalities being added with the new platform is the ability to offer additional languages. The previous platform offered assessment delivery only in Spanish and English. This new feature is sure to increase use of the test as the needs of dealers and colleges internationally are accommodated. Future test-takers will see new types of questions that better evaluate specific areas of knowledge. “In looking at what would make a better platform, we questioned some of the limitations of the multiple-choice questions themselves. The new platform gives us the ability to pose different types of questions that are better suited to evaluating the knowledge necessary to succeed as a technician,” said Johnson.

All About Integration

If you’ve heard it once, you’ve heard it a thousand times. These days it’s all about software and system integration. Johnson commented, “Moving forward, system integration will offer a lot of new capabilities and efficiencies. The new system will allow us to better integrate with our learning management and association management systems. This improves data integrity, eliminates redundant data entry and reduces human labor time.”

AED Foundation Technician Certification

Starting in the fall of 2017, The AED Foundation began using the assessment platform to provide recognition to qualifying technicians by introducing the AED Foundation Certified Technician Program. In an industry that is trying to attract and retain as many qualified employees as possible, the assessment brings recognition to test-takers that have scored 70 percent or better. “We evaluated the data and determined that 70 percent was the appropriate ‘pass’ score,” Johnson said. The program’s goal is threefold. First, technicians should be recognized for their professionalism and technical excellence. Second, technicians should be recognized for the important role they play in the overall success and profitability of their employers. Third, our intent is that AED Foundation Technician Certification become the industry standard for technician excellence. Technicians that achieve the 70 percent mark become AED Foundation Certified Technicians and receive a certificate and wallet card. They may also purchase an additional kit that includes a wooden certificate frame, a logo hat, a lapel pin, two uniform patches, and tool box decals. Dealerships like General Equipment & Supplies take this recognition to a more personal level by showcasing their certified technicians on their “AED Foundation Certified Tech Wall of Fame.” Technicians at General Equipment & Supplies who have taken the assessment with a 70 percent score or better get their names put on the wall that is proudly displayed in the dealership’s office. This is only another example of the importance of the Certified Technician Program. Stay tuned for more information about the new platform. For more information about the new assessment platform or the Certified Technician Program, contact your AED representative at 800-388-0650. June 2019 | Construction Equipment Distribution | www.cedmag.com | 39

AED T H E I M P O R TA N C E O F

FOUNDATION

TECHNICAL

ASSESSMENTS

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

he AED Foundation encourages employers to administer AED Foundation technical assessments to current and potential technicians to help evaluate technical knowledge and identify strengths as well as areas that need growth. The questions in the assessment were written by AED members, equipment manufacturers, and technical colleges with equipment programs, and they adhere to AED’s national “Standards for Construction Equipment Technology” publication. There are 160 questions that focus on six key subject areas: diesel engines, powertrains, electric/electronics, A/C and heating, hydraulics/ hydrostatics, and safety/administration. The test itself is timed for 120 minutes and must be taken online with a proctor present. Online assessments allow for ease and efficiency. For example, test results are available immediately after completion and are added to a database that features individual and collective benchmarking information. When the time limit is reached, the test automatically “times out,” and the assessment ends. Extensions of the 120-minute time frame are available on an individual basis for qualifying circumstances. Benchmarking data can be accessed easily via Admin Area logins. This information is valuable for the precedent and standard it sets for technicians entering the industry, and it acts as filter of quality assurance. The growth and success of the industry will be catalyzed as more and more of these assessments are taken and recorded. If test takers experience computer failure or power outages, they only need to log back into the assessment to start from where they left off. No advanced computer skills are needed to take or administer the assessments, as the entire program is menu driven and designed for ease of use. In addition to these benefits, the tests are available in English as well as Spanish. Should test takers have difficulty or confusion in navigating the program or completing the test, detailed instructions and quick reference sheets are available for download. AED Foundation staff members are available Monday through Friday during normal business hours via phone or email, and they personally and directly resolve customer issues. Bruce Novak of Martin Implement Sales Inc. feels that this assessment should be an integral part of the hiring process for technicians. After a candidate is identified, the test should be given as part of their in-person interview. This allows employers to learn which areas need training, as well as to determine compensation levels based on experience.

According to Novak, the assessments are worth the time and money that it takes to administer them, for many reasons. For example, it costs more to hire someone as a technician only to find out later that they do not know how to operate as such, than it does to pay a fee of $100 for AED members or $200 for non-AED members to take the test. The assessments also save a lot of time in the hiring process, as they provide instant feedback about potential technicians. This verifies whether candidates can perform the tasks they claimed to know when applying. The AED Foundation will provide access to the assessment website upon request. AED Foundation technical assessments are available for purchase online via credit card, and logins and passwords for individual companies are given almost immediately after payment. Novak said that these tests promote investing in the workforces of the industry by identifying unskilled workers and by making workers better equipped to join teams. They also provide certainty and longevity to workforces by reducing turnover rates, because there is a greater emphasis on training weaker skill sets. According to Vice President of Foundation Academic Accreditation Steve Johnson, who helped develop the assessments, “there are many reasons you should be using these tests: they’re based on the voice of the industry, they’ve been in use since 2012, dealers have reported their usefulness, and they save thousands of dollars in the long run.” Johnson said there is a variety of knowledge in the technology industry, and these tests are a great way to highlight strengths and identify weaknesses based on those standards. He also advocated for the recognition of skilled technicians through certification provided by the assessments. “Rewarding them for their efforts is great for retention and serves as an investment in hardworking technicians.” In addition, hiring certified technicians increases customer satisfaction as a result of fewer “redo’s.” According to Johnson, the tests serve as an easy and convenient way to benefit from the knowledge of equipment technical experts and the standards they set for the industry.

To learn more about The AED Foundation’s technical assessments, contact a Foundation staff member at 800388-0650 or visit their website at www.aedfoundation.org. June 2019 | Construction Equipment Distribution | www.cedmag.com | 41

AED I N S E A R C H O F TA L E N T:

F O U N D AT I O N - R E C O G N I Z E D

HIGH SCHOOLS

raining to become a successful heavy equipment technician requires a great interest and aptitude for technical subjects and a get-it-done work ethic. To fill the demand for skilled technicians that the industry is and has been in dire need of, The AED Foundation has been working with various high school programs throughout the United States and Canada. AED Foundation-recognized high schools start training youth as early as 15. High academic performance in high school classes like physical sciences, advanced mathematics and computers, as well as core subjects such as English, reading and writing, is essential for joining these programs. But students must also be motivated to excel outside of the classroom. For example, John Dietz, a senior from Sparta High School, in Sparta, Michigan, stated, “I want to be a heavy equipment technician because of how far I see it taking me in life. The heavy equipment industry is growing every day, which means that it’s offering more and more opportunities. I first wanted to be an auto technician, but I didn’t see myself being as successful as if I was a heavy equipment technician.”

Dietz said he was attracted to the program at Kent Career Tech Center in Grand Rapids, Michigan, because of “the opportunities it would give me. My family and I both took a look at the diesel technical program and agreed that it would open more doors in my future. Not only has the program done just that, but it has also given me a lot of experience on what working in an actual shop feels like.” To get an idea of how to get more goal-oriented students like Dietz into high school programs like this, 42 | www.cedmag.com | Construction Equipment Distribution | June 2019

we asked how his peers react when he tells them he is training to be a skilled diesel technician. Dietz answered: “Some of my friends are in the diesel technician class, so they understand what it’s like, but as for the people who don’t know, I feel like they misunderstand it. A lot of people may think that diesels are only good for blowing out black smoke, but this is a very big misconception. In fact, with the aftertreatment systems, these engines don’t produce much, if any, black smoke. These engines are very sophisticated, and it takes a very trained and skilled technician to work on them. This industry is a lot more than turning bolts for a living. It is a growing, technologically advanced, industrialized career that is everywhere in our lives even if we don’t see it. The diesel technician is a knowledgeable, driven person, and I am proud to be working toward becoming one.” Austin Wentzel, a senior at Fleetwood Area High School, had a similarly illuminating response. Wentzel said, “I know I will always be in a well-paid field and I get to do a job I love.” In choosing a career path as a diesel technician, Wentzel is following in his father’s footsteps, but he is also pursuing a personal dream: “My father is a diesel mechanic and is part owner of a diesel fleet service company, and I hope to either start my own business or take over his.” Wentzel added that it has always been his dream to own his own high-performance diesel shop. Wentzel is enrolled at the Berks Career and Technology Center in Oley, Pennsylvania. He studies under instructor James Mack, who stated, “We teach from the ground up, not expecting our students to have any prior experience, but our program is also competency-based, so that if a student does have prior experience and talent they can progress through at a faster pace and move on to more advanced topics.” Mack has been an instructor at Berks for almost 15 years.

“I want to be a heavy equipment technician because of how far I see it taking me in life. The heavy equipment industry is growing every day, which means that it’s offering more and more opportunities. I first wanted to be an auto technician, but I didn’t see myself being as successful as if I was a heavy equipment technician.” JOHN D IETZ, SENIO R S PA RTA H IGH SCH O O L, MIC H I G AN

As he explained, dispelling myths about the profession and the industry is a consistent part of his job: “In career and technical education (CTE), we often encounter a perception that students must choose between college and technical training. With every tour of students that walks through my program I try to dispel this myth. I try to share that in our current times there is no reason a student cannot do both. Some of my students go right into the workforce after graduation, and others go on to postsecondary training. CTE is a great way to delve into a career field and perhaps find out if it is a good fit before the student is risking their own finances and building up debt.” James Cain, John Dietz’ diesel and equipment instructor at Kent, also spoke about some of the curriculum in his program. “The program is two years long, broken down into four nine-week quarters each year that cover 13 segments aligned with the Michigan CTE standards. During those nine-week quarters, we teach preventative maintenance, operator training, welding, hydraulics, electrical, equipment repair, and complete diesel engine rebuilding.” Cain, who has over 20 years of experience with construction and farm equipment, said that although Kent has been around since the 1970s, the diesel and equipment program was just recognized by AED this year. “We are honored to be the first high school-level program in Michigan to be recognized by The AED Foundation,” said Cain. It is not always an easy task introducing such complex ideas and concepts to a younger crowd. Cain spoke to these challenges by saying, “With a wide range of skills and abilities, it can be difficult to differentiate instruction to meet each student’s needs. But on the flip side, the advantages of working with high school students is their willingness to learn and gain new skills before developing bad habits.”

“The future looks bright for young people wanting to build a career in the diesel/equipment technician field,” Cain said. “Many of the graduates from our program that have chosen the technician field are doing very well. Some have been fortunate enough to earn scholarships to pay for college or technical training after high school. We have former students in the AIS Summer Trainee Entrance Program and the Cummins CAPS program.”

AED members can support by providing training opportunities and job shadowing for students. Many have already begun offering programs to help students get to the next level after high school. The more interaction the industry can have with these start-up programs, the better. As we heard from some of the students, the outdated stigmas surrounding the profession still linger. By working with local youth programs, dealerships, service departments, and technicians, we can squelch these inaccurate stereotypes early on. On the logistical side of things, James Mack identified another challenge that his program and others like it face, and one that dealerships are in a prime position to help with: “The other constant challenge is for our program to stay up to date on equipment and training resources. Some of our local employers and OAC members have been a great help by donating components. Everything from worn-out engines to warranty parts, hydraulic pumps, hydraulic cylinders, emissions components, etc.,” said Mack. “Other employers have helped tremendously with providing access to service information or donating copies of service training literature and videos. All this helps me improve what I am able to pass on to our students and helps me keep our training aligned to the needs of modern equipment.” June 2019 | Construction Equipment Distribution | www.cedmag.com | 43

The AED Foundation Hosts First Official Recognition Ceremony for High School Program in Michigan at Kent Career Tech Center

MARTY MCCORM ACK

n April 12, The AED Foundation hosted an official recognition ceremony for the Diesel & Equipment Technology Program at Kent Career Tech Center (KCTC) in Grand Rapids, Michigan. The program is sponsored by Ferris State University’s AED Foundation-Accredited Heavy Equipment Service Engineering Technology B.S. program in Big Rapids. “KCTC is ahead of the curve when it comes to supporting career and technical education, and this recognition of their diesel and equipment technology program is a reflection of that,” said Jason Blake, executive vice president and COO of The AED Foundation. “Students going through this recognized program are getting a strong educational base that will allow them to excel in a future career in the construction equipment industry.”

Governor Gretchen Whitmer welcomed ceremony attendees with a video message: “I want to congratulate the team at Kent Career Tech Center for becoming the first AED Foundation-recognized diesel technology high school program in Michigan. AED Foundation recognition of a high school diesel program is considered the gold standard in the construction equipment industry and will provide our students with a pathway to a successful career.”

Program at Ferris State University, worked with the program at KCTC to ensure that they met the standards set by The AED Foundation. “I am very pleased with the partnership that Ferris State has with KCTC, The AED Foundation, and AED dealers,” Maike said. “I look forward to continuing to invest my time in ensuring students enrolled in the programs at Ferris State and KCTC receive the best education possible and one that will provide them many future job opportunities.” “I am deeply grateful for the KCTC community that made this day possible and that works daily to ensure our students get an excellent education,” added James Cain, diesel and equipment technology instructor at KCTC. “It’s truly humbling that there are so many industry and educational partners committed to helping our students succeed academically.” The AED Foundation began its High School Recognition Program in late 2017 and now has five recognized programs in the United States. Expanding awareness of the construction equipment industry to young students and parents is part of the ongoing effort The AED Foundation is making to build a pipeline of qualified future technicians. Jim Behrenwald, CEO at AIS Construction Equipment Corp., spoke to students and attendees and provided an industry perspective about the shortage of qualified technicians in the industry. Behrenwald stated, “We appreciate the efforts of The AED Foundation and everyone here to recognize this program. There is a huge future in this industry, and students and parents need to know that there are many good-paying jobs available. At AIS, we plan to expand our technician workforce every year and continue to invest more in their ongoing training to keep up with technological advancements.”

“We are honored to have the first recognized high school program in Michigan,” added Ron Caniff, superintendent at Kent ISD. “I would like to thank our instructors, the industry advisory board, Ferris State University, and The AED Foundation for their partnership and hard work and for making this a reality.” To achieve recognition, a high school must partner and work with an AED Foundation-accredited college program and the local equipment industry to develop curriculum and needed resources. This also involves an articulation agreement whereby high school students can receive college credit. Gary Maike, associate professor and program coordinator for the Heavy Equipment Service Engineering Technology B.S. 44 | www.cedmag.com | Construction Equipment Distribution | June 2019

Marty McCormack is The AED Foundation’s associate director of development and workforce. He can be reached at mmccormack@aednet.org or 630-642-9108

Hundreds of Area High School Students Attend AED Foundation’s Second Annual Career Day and BBQ at Salt Lake Community College

he AED Foundation hosted a successful Second Annual Career Day and BBQ last year at Salt Lake Community College’s (SLCC) Westpointe Center in an ongoing effort to showcase the construction equipment industry to high school students. The event allowed local construction equipment dealers to directly interact with students and talk to them about what their future careers could look like. “Unfortunately, there are many misconceptions about the construction equipment industry,” said Brian McGuire, president and CEO of AED and president of The AED Foundation. “Events like this Career Day, along with strengthening AED Foundation partnerships with local educational institutions, dealers, and other like-minded organizations, is an important way to help change the industry’s image and attract students into a stable, highly technical field.” “The AED Foundation’s Career Day and BBQ is an important way that high school students can learn more about the construction equipment industry, the offerings provided by SLCC, and see our state-ofthe-art Westpointe Workforce Training & Education Center,” said Rick Bouillon, associate vice president of workforce and economic development at SLCC. “We look forward to hosting future Career Day events at SLCC, and look forward to a strong, lasting partnership with The AED Foundation and local AED construction equipment distributors.” Nearly 300 area high school students from Salt Lake City, Jordan, Granite and Canyons school districts attended the Career Day.

Aside from enjoying a hearty meal, students had the opportunity to speak with local dealers, check out some heavy construction equipment, and learn more about the career opportunities in the industry. “The Career Day and BBQ is an important and fun way for high school students to learn more about careers that are available in the construction equipment industry and to speak directly to local Salt Lake area employers. We look forward to continuing to participate in this event,” said Edith Bird, career and technical education specialist at Jordan School District.

“This an exciting time for SLCC and our diesel systems technology program,” said Bill Kleman, assistant professor of diesel systems technology at Salt Lake Community College. “It’s important for prospective students to interact directly with construction equipment dealers and learn more about the technical skills they need to begin a career in a stable industry. I appreciate The AED Foundation’s ongoing efforts to promote a career in the construction equipment industry to students.” The shortage of qualified technicians is an ongoing problem that construction equipment dealers face across North America. Engaging with students, parents, educators and other stakeholders about the industry and addressing the technician shortfall are critical focuses for The AED Foundation. “I don’t know of any dealer in Utah or across the country that doesn’t struggle to find qualified technicians. That’s why events like the Career Day and BBQ that The AED Foundation hosts at Salt Lake Community College is so exciting and unique,” said Jeff Scott, vice chairman of The AED Foundation and president of Intermountain Bobcat. “As a dealer, we are able to speak directly with interested students about how they can fit in a construction equipment dealership. I look forward to continuing to work with The AED Foundation to expand this successful event in the future.” Local AED dealers who generously supported and made the event possible were Arnold Machinery Co., Century Equipment Co., Ditch Witch of the Rockies, Intermountain Bobcat, Kimball Equipment Co., Komatsu Equipment Co., Rasmussen Equipment Co. and Wheeler Machinery Co. The AED Foundation looks forward to continuing its Career Day at SLCC in 2019 and is interested in expanding its offering of career promotion events to help continue tackling the technician shortage. If you’d like to host a career day event in your region, please contact Marty or your regional manager. Marty McCormack is The AED Foundation’s associate director of development and workforce. He can be reached at mmccormack@aednet.org or 630-642-9108 June 2019 | Construction Equipment Distribution | www.cedmag.com | 45

First Official Accreditation Ceremony in Tennessee at Lincoln College of Technology MARTY MCCO R MACK

he AED Foundation hosted an official accreditation ceremony at Lincoln College of Technology in Nashville, Tennessee, to recognize the time and effort that went into accrediting their Heavy Equipment Maintenance Technology Diploma Program. AED Foundation Accreditation for college dieselequipment technology programs is very rigorous; schools typically cannot achieve it without industry support. The AED Foundation’s template for accreditation is a “community-based, school-to-work” plan, where local dealers, colleges and industry stakeholders work together as a task force to meet mutual needs. “Achieving AED Foundation Accreditation for our Heavy Equipment Maintenance Technology Diploma Program is a tremendous honor and will allow our program to grow and thrive moving forward,” said Jim Coakley, campus president at Lincoln College. “Receiving this recognition from an industry leader like The AED Foundation is a reflection of the hard work our instructors and staff put into the program on a daily basis.” “This is an exciting time for our program, and I’m grateful for The AED Foundation and our industry partners for helping us reach this prestigious accreditation,” added Bobby Leatherman, director of Automotive, Diesel and Heavy Equipment Programs at Lincoln College of Technology. “I look forward to continuing to ensure our students get a top-notch education here and have the ability to find a good-paying job in a stable industry after graduation.” At a time when qualified technicians are in strong demand across the equipment industry, Lincoln College of Technology’s heavy equipment program stands out among others accredited by The AED Foundation by virtue of the number of students they graduate from the program: over 200 annually. “We are very grateful and excited about our partnership with Lincoln College of Technology and their forwardthinking efforts to ensure that graduates from their heavy equipment program have the skills they need to succeed in this industry,” said Jason Blake, executive vice president and COO of The AED Foundation. “We are focused on aggressively expanding the number of AED Foundation accredited college and recognized high school programs to strengthen the pipeline of qualified entry-level technicians.”

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Several AED distributor members attended the ceremony and discussed how critical the need for technicians is to their respective businesses. “Dealerships across the country are looking for skilled technicians, and as the only accredited program in Tennessee, Lincoln College of Technology’s heavy equipment program is filling a critical need for many companies,” said Wes Stowers, president of Stowers Machinery Corp. and past president of Associated Equipment Distributors. “I have been active with AED and The AED Foundation for many years, and workforce development has been one of their top priorities. We’re very proud of the program at Lincoln College of Technology achieving accreditation and look forward to expanding to more local schools soon.” Chris Gaylor, president of Power Equipment Co., added, “The single biggest factor for us to grow our business is having workers with the technical capabilities needed to get the job done. Currently, we have many job openings here in Nashville for qualified candidates. Power Equipment Co. has been in existence since 1946 and has hired dozens of graduates from this program, and we look forward to hiring many more.” AED Foundation Accreditation for the program at Lincoln College of Technology would not have occurred without the hard work and dedication of Tony Tice and Philip Welch, both from Thompson Machinery. Tice is training manager at Thompson Machinery and an AED Foundation Evaluation Team Leader (ETL). He said, “It is gratifying that the ‘can-do’ attitude from faculty and staff and the hard work that was put into this program paid off in the form of AED Foundation accreditation. I look forward to working with The AED Foundation in helping to accredit many future school programs to ensure that as many students as possible have an opportunity to begin a career in the construction equipment industry.” The AED Foundation is proud of its affiliation with the Heavy Equipment Maintenance Technology Diploma Program at Lincoln College of Technology and many other career and technical colleges via AED Foundation Accreditation. If you are wondering where your next generation of qualified equipment technicians will come from, and are interested in working with your local technical college, contact Steve Johnson at The AED Foundation for more information. Steve can be reached at sjohnson@aednet.org and 630-468-5134. Marty McCormack is The AED Foundation’s associate director of development and workforce. He can be reached at mmccormack@aednet.org or 630-642-9108

The AED Foundation Unveils New Signage at Accredited College and Recognized High School Programs

M ART Y MCCO R MACK

f you visit an AED Foundation accredited college or recognized high school program this year, you will notice new AED Foundation signage hanging in the shop and classroom. In 2017, The AED Foundation embarked on a branding campaign that included a new logo and the motto “Creating Paths to Opportunity.” With many students, parents and other educational stakeholders unaware of the many opportunities that exist in the construction equipment industry, developing a strong branding and marketing campaign is key to building this awareness, or changing industry stereotypes that persist, and to expanding The AED Foundation’s number of accredited and recognized programs at colleges and high schools. Currently, over 700 diesel-equipment technicians enter the workforce annually, graduating from 50 construction equipment technology programs across North America. With the Foundation’s aggressive plans for growth, the goal is to grow the number of technicians entering the workforce to over 1,000 per year by the mid-2020s. Jason Blake, executive vice president and COO of The AED Foundation, said, “AED Foundation accreditation requires a lot of hard work and partnership within the industry, but most importantly, it gives students a leg up after graduation to find a good-paying job. That’s what we want folks to recognize when they see our signage in the facility at one of our partner schools. We’ve already seen major growth in the number of school programs that we’re accrediting and recognizing every year, and with more awareness, those numbers should continue to grow. Increasing the pipeline of qualified technicians, especially with the graying of the industry’s technician workforce, is one of the most pressing concerns for AED members and remains one of the top priorities for The AED Foundation.” Accredited college and recognized high school programs value their partnerships with The AED Foundation and enjoy the resources that The AED Foundation offers to both educators and students. For educators, The AED Foundation hosts a biannual Instructors Conference that allows educators from across North America to receive continuing education, network and share best practices with their industry peers. In addition, the Foundation ensures that the curriculum for college programs is based on comprehensive national equipment/diesel standards that are fully aligned with industry needs and updated regularly, with broad representation from equipment dealers, equipment manufacturers and technical colleges.

For students, The AED Foundation aids in program marketing and recruitment efforts and provides opportunities for students to develop relationships with equipment dealers, which often lead to job offers following successful completion of an AED Foundation accredited program. In addition, students take The AED Foundation Technical Assessment and, with a score of 70% or higher, receive industry certification that is a professional credential and shows prospective employers the level of their professional skills and knowledge. “Achieving AED Foundation accreditation for our program took tremendous effort, and the signage provided to us is a reminder of the caliber of our program,” said Brett Reasner, dean of Pennsylvania College of Technology’s Heavy Construction Equipment Technology Program and AED Foundation Board Member. “Being recognized by an industry leader like The AED Foundation is also a tool we use to recruit students into our program and helps strengthen our relationships with local equipment distributors. Plus, we benefit from the updates and advocacy efforts this forward-looking foundation offers to its school partners.” “We are extremely proud of our program being the first in Michigan to receive The AED Foundation’s prestigious recognition status of a high school program,” said James Cain, diesel and equipment technology instructor at Kent Career Tech Center. “This recognition will not only ensure that we’re teaching our students to a high standard but will increase the visibility of the equipment industry to parents and prospective students. Showcasing this industry to students at an early age is key and is a winwin for educators and industry and puts these students on a path to a stable career.” The AED Foundation is proud of its affiliation with all the schools that make up its School Partnership Program. If you are wondering where your next generation of qualified equipment technicians will come from, and are interested in working with your local technical college, contact Steve Johnson at The AED Foundation for more information. Steve can be reached at sjohnson@aednet. org and 630-468-5134. Marty McCormack is The AED Foundation’s associate director of development and workforce. He can be reached at mmccormack@aednet.org or 630-642-9108 June 2019 | Construction Equipment Distribution | www.cedmag.com | 47

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

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18 OBC 1 25 23 20 21 15 48

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