CED
December 2017
CED
Published by AED: Business Fuel for a More Profitable Dealership
CONDEX Dealer Preview Largest show since 2009!
n Good Company Shantui hopes slow and steady wins the race in U.S. dozer sales
n AED Foundation Certified Second batch of
technicians certified through new program
n A Closer Look
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© 2017 Wells Fargo Bank, N.A. All rights reserved. All transactions are subject to credit approval. Some restrictions may apply. Wells Fargo Equipment Finance is the trade name for certain equipment leasing and finance businesses of Wells Fargo Bank, N.A. and its subsidiaries. Equipment financing transactions are provided in Canada by Wells Fargo Equipment Finance Company. Wells Fargo Equipment Finance Company is associated with Wells Fargo & Company, a company that is not regulated as a financial institution, a bank holding company or an insurance company in Canada. IHA-3980403
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contents
CED Magazine | December 2017
vol. 83 no. 12
www.cedmag.com
>> FEATURES
22
Good Company
23 Rather than bulldozing its way into the U.S. marketplace, Shantui Construction Machinery is taking and it slow and steady.
LAS VEGAS, NEVADA
Certified Congratulations!
The AED Foundation Technician Certification Program is off to a great start. Officially launched in September, the certification program provides dealers with an objective way to gauge their technicians’ qualifications, while providing technicians who pass with a third-party certification.
JANUARY 15-19, 2018
28
CONDEX Dealer Preview Whether you are a heavy equipment or small dealer, AED’s Construction Dealer Expo (CONDEX) has something for you! Experience the change for yourself!
23
A Closer Look Mike Krogermeier, financial controller at Creditsafe USA, wants to help his fellow AED embers sleep a little better at night.
December 2017 | Construction Equipment Distribution | www.cedmag.com | 3
contents
CED Magazine | December 2017
EDITOR'S DESK Sara Smith, Editor in Chief CED Magazine ssmith@aednet.org
vol. 83 no. 12
Whether you are a small or large dealer, attend AED’s Summit and Construction Dealer Expo (CONDEX). The education available here is one-of-a-kind, and you truly cannot find another show that caters specifically to construction equipment distributors. Build, develop and implement new strategies from our 75-minute sessions that have the potential to make your dealership more profitable. Don’t believe me? Hear how your industry-peers and colleagues saved over $300,000 by attending Summit’s education sessions on page 18. Are you looking for new product lines or business solutions for your dealership? The CONDEX floor has just what you need! In fact, this is the largest show since 2009 with over 130 exhibitors readily available to discuss your business needs. View a few of the exciting items that will be present on the floor on pages 28-45. I also encourage you to download the 2018 Summit app to view who will be in attendance, and schedule a time to meet with your new potential business provider at their booth! Join your peers at The Mirage, January 15-19. Make sure to register you and your team today at www.aedsummit.com. Don’t get dealt out by staying at home: We are looking forward to seeing you in Las Vegas!
>> EDITORIAL Editor in Chief SARA SMITH ssmith@aednet.org Design and Layout KRIS JENSEN-VAN HESTE kjvanheste@gmail.com
>> WRITERS Christine Corelli Michael Dexter Daniel Fisher Brian M. Fraley Nick Gidwani Sylvia Ann Hewlett Sabina Nawaz Ripa Rashid Brian Shanahan Laura Sherbin Eric Stiles
>> ADVERTISING
>>INSIDE
18 >> Regional Report
The how-to guide for strengthening your operations at AED Summit.
Heavy Machines Inc. Values The AED Foundation’s education, more.
The Deep team celebrates the breakthrough of a TBM.
Open the door to a successful future.
Meet Rock & Recycling Equipment.
Anaconda CEO got started in the heavy equipment industry by chance, then went on to found successful manufacturing company.
20 >> Donor Profile
48 >> Deep Foundations 51 >> 21 Questions
54 >> New AED Member
56 >> Journey to the Top
58 >> She Can Do It!
Female Technicians are taking the male-dominated construction equipment industry by storm..
Five essential digital marketing tactics for 2018.
How to support employees’ learning goals while getting day-to-day stuff done.
Sentry Insurance’s tips for proactive service practices.
60 >> Digital Marketing
Vice President JON CRUTHERS 800-388-0650 ext. 5127 jcruthers@aednet.org
62 >> Employee Support
Production Manager MARTIN CABRAL 800-388-0650 ext. 5118 mcabral@aednet.org
72 >> Risk Management
Since 1920 Official Publication of
650 E. Algonquin Road, Suite 305 Schaumburg, IL 60173 630-574-0650 fax 630-457-0132 4 | www.cedmag.com | Construction Equipment Distribution | December 2017
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 © 2017 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.
n a x ts o l u ti o n.c o m X APT Corporation 5301 Blue Lagoon Drive, Suite 200, Miami, FL 33126 USA | Phone: (305) 744 5901
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business services 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, call 312-506-4480 or visit www.koponairdo.com.
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aed hr help desk AED’s HR Help Desk allows AED members to get answers to simple questions or many employment-related issues free of charge. Call about any HR compliance or procedural issue, even sensitive personnel situations. Contact Karla Dobbeck at Kdobbeck@askhrt.com or (888) 412-8079.
1/14/2016 2:40:14 PM
>> FROM THE CHAIRMAN
WES STOWERS
AED in 2017: Infrastructure Funding, Tax Reform, Workforce Development For me personally, it has been a true privilege to serve as your 2017 chairman, and I plan to remain very engaged in AED in the coming years.
AED has had a very active year in 2017, and I could not be more proud of the AED staff and board of directors for their hard work and commitment to the equipment distribution industry. There is no other single organization in the United States and Canada that does more to support the interests of our dealerships than AED. Throughout the year, we have been very busy on the national legislative front on tax reform, infrastructure funding and workforce development. Through The AED Foundation, we continue to broaden and improve our training curriculum to address virtually every function within a dealership. Our member engagement has also continued to increase, with strong participation in our ongoing membership events. For me personally, it has been a true privilege to serve as your 2017 chairman, and I plan to remain very engaged in AED in the coming years. We have made multiple trips this year to Washington, D.C., engaging with key administration officials and leading members in the House and Senate. Daniel Fisher, AED’s new VP of government affairs, has been highly effective in getting our members in front of the right decision makers. Congress remains split down party lines, with even further division within the parties, and these conflicts have stalled most major legislative initiatives this year. However, behind the scenes, Congress and the administration were hard at work developing a comprehensive tax reform bill, which as of this writing, has a good chance to get to the president’s desk. Throughout the year, we met directly with key decisionmakers in both houses of Congress and in the administration to ensure that our industry’s voice is heard, particularly on tax rates for pass-through entities, deductibility of interest, LIFO and LKE. As with any major piece of legislation, there will be some good and some bad. However, in the aggregate, the tax proposals currently being considered would be positive for our dealerships, our manufacturers and most of the industries that we serve. We have also had influence in the successful rollback of several onerous federal regulations and raising the awareness of our industry’s workforce challenges.
AED continues to expand and improve training offerings, both offsite and online. Each of our dealerships’ success depends upon how well we train and support our team of people. If your dealership is not already taking advantage of what AED offers, check out these programs on the AED website. You will find that there are high-quality training and certification programs for every function within your dealership. There are also high-value meetings for key company leaders during the year, including the Leadership Conference in the summer, the annual Financial/ HR Symposium, and our recent Small Dealer Conference. AED has organized another exceptional Summit & CONDEX this January in Las Vegas. Nowhere will you find a better opportunity in one place for your company’s key leaders to attend professional education sessions, meet with existing and potential OEM manufacturers and service providers, hear motivating speakers and network with hundreds of others in our industry from all across the United States and Canada. There is an incredible lineup of professional training sessions on leadership, interpersonal skills development, financial management, rental, sales, product support, strategic planning, recruiting, customer relationship management and digital technologies, just to name a few. Every attendee can participate in multiple sessions, without the distractions most of us face back at our dealerships. The CONDEX trade show promises to be one of our best ever, with all booth space sold out well in advance. Attendees will have a great opportunity to network with many of their OEM counterparts and service providers, building new relationships and strengthening old ones. As a result of past CONDEX shows, many of our dealerships have added profitable new lines of equipment and begun beneficial relationships with new service providers. The Summit’s lineup of nationally recognized speakers is again top-notch, featuring Carly Fiorina, former presidential candidate and HP CEO; Laura Ingraham, Michael Dominguez and Congresswoman Cheri Bustos. I wish everyone a strong finish in 2017, and I look forward to seeing you at the Summit!
December 2017 | Construction Equipment Distribution | www.cedmag.com | 7
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>> FROM THE PRESIDENT BRIAN P. McGUIRE
AED Summit: Tips to Use Your Time Well This is the AED event with the greatest number of dealers under one roof.
Attending the 2018 AED Summit, January 15-19 in Las Vegas, is the best thing you can do to help your dealership succeed in 2018. No other event caters to personnel from every department of the company and focuses specifically on the dealer. I promise that attending the AED Summit will be the best use of your time this year. Here’s why: Professional Dealer Education: No other event provides education solely geared toward dealers. The variety of topics, themes and discussions will pertain to everyone in your dealership. Looking for leadership topics to help develop your rising talent? A six-session track specifically focused on leadership is included in the schedule. Looking to prepare your rental department for the industry growth that’s expected in the upcoming years? There will be a rental track as well. Besides leadership and rental, four other educational tracks are slated in the schedule: sales, management, product support and technology. Hot industry topics will be discussed over the three days of education; matters such as telematics, digital presence, CRMs, hiring and much more will all be covered in over thirty sessions. Each session will be presented by industry experts in their fields, chosen specifically by AED staff, who are eager to share their knowledge and help you grow. We know these speakers will make sure your time with them is time well spent. CONDEX Floor: Take control of your sales cycle
for the year at CONDEX. I’m sure you are constantly inundated with information from manufacturers and service providers. How many times does your phone ring with sales calls? How many flyers are stacked in your mailbox with direct mail pieces? How full is your junk email with messages from unknown companies? This is the time you can turn the tables and specifically seek out the potential business providers that you want to see, without everyone else getting in the way. Our CONDEX exhibitors are hand-selected by the AED team. These companies provide a wide array of offerings, anything your company could need. They carry the best and latest products for this fast-moving industry. These companies are eager to see you and are focused on how they can best help your business succeed. They know that they are receiving your undivided attention, so you can make the most of every conversation you have. Hospitality Suites: Do you have comfortable common ground on which to meet with your other service providers? Chances are you will be invited to meet with many of our suite holders. This is your chance to strategically choose what businesses you would like to know more about and what leaders you would like to meet in person. With a variety of options, it’s your call to make on who will help you grow the most. For more information on this year’s Summit, visit aedsummit.com. Join us!
BRIAN P. McGUIRE is president and CEO of Associated Equipment Distributors. He can be reached at bmcguire@aednet.org. BRIAN P. MCGUIRE AED President & CEO
ROBERT K. HENDERSON AED Executive Vice President & COO
JASON K. BLAKE AED Senior Vice President & CFO
>> OFFICERS
>> AT-LARGE DIRECTORS
>> REGIONAL DIRECTORS
WES STOWERS Chairman Stowers Machinery Corp. DIANE BENCK Vice Chairman West Side Tractor Sales Co.
JAMES P. COWIN
MICHAEL LALONDE West Reg. Westrax Machinery, Inc. MATTHEW ROLAND Midwest Reg. Roland Machinery Co. TODD HYSTAD Western Canada Reg. Vimar Equipment Ltd. JOHN SHEARER Rocky Mountain Reg. 4 Rivers Equipment, LLC JOHN RIGGS IV South Central Reg. J A Riggs Tractor Co. BRAD STIMMEL Southeast Reg. ASC Construction Equipment KAREN ZAJICK Northeast Reg. Norris Sales Co. MICHAEL VAZQUEZ Southeast Reg. MECO MIAMI Inc. DAVID PRIMROSE Western Canada Reg. Finning Ltd.
MICHAEL D. BRENNAN Senior Vice President Bramco, LLC CRAIG DRURY Vice President Vermeer Canada Inc
Cowin Equipment Co., Inc. PAUL FARRELL Modern Group Ltd. GAYLE HUMPHRIES JCB of Georgia STEVE MEADOWS
RON BARLET Vice President Bejac Corporation
Berry Companies, Inc.
JOHN C. KIMBALL VP of Finance Kimball Equipment Company
Heavy Machines, Inc.
WHIT PERRYMAN Immediate Past Chairman Vermeer Texas-Louisiana DENNIS VANDER MOLEN Foundation Chairman Vermeer MidSouth Inc.
JAMES A. NELSON KENNETH E. TAYLOR Ohio CAT
December 2017 | Construction Equipment Distribution | www.cedmag.com | 9
>> AED INSIDER
LAS VEGAS, NEVADA
JANUARY 15-19, 2018
CONDEX is expanding: Original floor space is sold out! The 2018 Summit is right around the corner, and AED has some exciting news! The original CONDEX floor space is sold out! With a demand for more booths, the CONDEX floor is expanding! Come to Summit to discover the greatest products and services available for your dealership on the CONDEX floor. To find more information about what you can expect at Summit, including a schedule, information about our dealer education sessions and more, visit www.aedsummit.com.
Download the 2018 Summit App The 2018 Summit mobile app is now available to download. Use this app to stay up-to-date with the latest event news, view a full conference schedule, find a list of exhibitors and suites, and much more! To download the app: Search for “2018 AED Summit” in the App Store or Google Play to find the app. Click and download! Please note that the information and schedule in the app are subject to change as information is still being finalized.
See Las Vegas from a new perspective Have your guests experience two unique Las Vegas opportunities that only the AED Summit can provide. For an additional fee, tour Las Vegas’s history through its neon lights or be transported back to when the mob ran the town.
Las Vegas Neon Museum
Wednesday, January 17 This venue is a Las Vegas gem that you’ll find unique no matter where you’re from. The Neon Museum collection boasts over 150 donated and rescued signs. The core of this collection is contained in the Neon Museum Boneyard, a rambling park approximately two acres in size. Signs date from the late 1930s through the early 1990s and represent motels, local businesses and celebrated casino resorts from throughout the Las Vegas Valley.
Interactive Mob Experience
www.surveymonkey.com/r/AEDXAPT
10 | www.cedmag.com | Construction Equipment Distribution | December 2017
Thursday, January 18 A short bus ride from The Mirage, you will find one of Las Vegas’s newest and most popular museums, The Mob Museum! Step off the bus to find Al Capone and Bugsy Siegel, who’ll provide some personal insight on what it’s like to be two of the world’s most famous mobsters! The experience will begin with a private guided downtown Las Vegas walking tour. This 90-minute tour visits iconic locations that tell the story of a city conceived by the railroad and raised on gambling.
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>> INDUSTRY NEWS
AED PREFERRED PROVIDER
Accruit to Work with Evergreen Note Servicing Accruit has entered into an agreement with Evergreen Note Servicing, an independent loan servicing company in Puyallup, Washington, to collaboratively manage loan and contract servicing escrow business. Accruit’s entrée into loan servicing came about via their prior acquisition of a full-service escrow company. With the exception of loan servicing, Accruit has consolidated and continues to evolve its escrow offerings. “Identifying the right buyer for this line of business allows Accruit to focus on other areas of our expanding FinTech services,” said Accruit CEO Brent Abrahm. “Evergreen’s excellent reputation in secure and efficient management of payments makes them an ideal firm for administering our
portfolio.” “We are excited to partner with Accruit’s experienced team,” said Evergreen President Philip Dryden, “to continue the company’s tradition of excellent service to their customer base. This acquisition aligns well with our strategy to partner with best-in-class investors and operating executives. With this strategic investment, we believe Evergreen has never been better positioned to address the changing needs of our customers.” Evergreen and Accruit have entered into an arrangement in which they will collaboratively manage loan and contract servicing business, ensuring continuity for current and future clients. Learn more about Evergreen Note Servicing at Accruit’s Partners page.
Equipment Corporation of America Promotes in Carolinas Equipment Corporation of America (ECA), a leading distributor of foundation construction equipment, recently promoted Toby Anderson to the position of sales engineer for North and South Carolina. Anderson had served as a service technician at ECA’s Greensboro, North Carolina, location since 2015. As sales engineer, Anderson will develop and manage sales, rentals, and parts and service throughout the Carolinas territory, reporting directly to Upper Marlboro, Maryland, Branch Manager
ECA has been a leading supplier of foundation construction equipment in the Eastern United States and Eastern Canada for nearly a century. They are the exclusive distributor for BAUER Drills, Klemm Anchor and Micropile Drills, RTG Piling
Rigs, MAT Grout Systems, Pileco Diesel Pile Hammers, HPSI Vibratory Pile Hammers, WORD International Drill Attachments, Dawson Construction Products, Grizzly Side Grip Vibros, ALLU Ground Improvement Equipment, and DIGGA Dangle Drills.
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Mike Brown and Vice President of Sales and Marketing Jeff Harmston. “Toby was the obvious choice for this position,” said Harmston. “He has demonstrated outstanding performance here at ECA over the past two years and has nearly 20 years of experience in the deep foundations industry.” Most of Anderson’s free time is spent with his wife Sherry and his sons Ethan and Owen. He also enjoys working on his beloved ’57 Chevy Bel Air.
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12 | www.cedmag.com | Construction Equipment Distribution | December 2017
>> INDUSTRY NEWS Wacker Neuson Hosts Annual Dealer Summit Wacker Neuson hosted its sixth annual Dealer Summit October 2-4, 2017, in Milwaukee, Wisconsin. Over 70 contracted dealerships were represented by 170 attendees from the United States and Canada. The theme of this year’s meeting, “Making History, Building the Future,” was a culmination of the 2017 anniversary events celebrating 60 years in the U.S. and 50 years in Canada. The two-day event set the strategic direction for dealers through 2022, while celebrating many of the dealers’ achievements and providing raffles, networking, educational seminars and product displays. Education played an important role in the 2017 Dealer Summit. Dealers attended a variety of breakout sessions that supported the strategic direction and included topics such as financing, strategies for aftermarket, retail and rental growth, training and digital marketing. Wacker Neuson equipment was showcased outside the event venue at the Milwaukee Hilton City Center. A city parking lot became a mini tradeshow, highlighting the newest Wacker Neuson products and technology and giving a glimpse into the strong corporate history. Wacker Neuson has dominated the compaction market for its 60 years in North America. To help celebrate and highlight this significant market achievement, two vibratory rammers and two plate compactors were given away in a random drawing. Winners of the rammers: Coleman Equipment, New Dundee, Ontario, and Tri-County Contractors Supply Inc., West Springfield, Massachusetts. Winners of the plates: AGF Machinery LLC, Dothan, Alabama, and A to Z Equipment, Gilbert, Arizona. Additionally, a drawing awarded five technical service and five sales training schools to dealers. The schools are held throughout the year at Wacker Neuson’s state-of-the-art training facility in Menomonee Falls. Winners of the technical training/service schools: Kaweah Lift Inc., Visalia, California, Fertilizer Dealer Supply Inc., Philo, Illinois, Wylie Implement, Seminole, Texas, McCutcheon Enterprises Inc., Houston, Pennsylvania, and L & L Rentals Inc., Hibbing, Minnesota. Winners of the sales training schools: FEI Inc., Valley City, North Dakota, Glenn B. Dorning Inc., Ontario, California, Action Rentals LLC, Miami, Forida, Rapid Power Sports, Little
Rapids, Newfoundland and Labrador, and Construction Equipment Co. (Sault) Inc., Sault Ste. Marie, Ontario. Every year, Wacker Neuson acknowledges dealers who are highly committed to representing the Wacker Neuson brand. With over 300 models in a variety of equipment categories and a prestigious group of dealers in the network, annual award winners for 2017 are recognized by top sales for 2016 in a variety of categories. The following dealerships were presented with the 2017 top sales awards for North America. Most Improved Light Equipment Sales Action Rent All, Cartersville, Ga. Groupe Dynaco Machinerie, St-Augustinde-Desmaures, QC Top Light Equipment Sales Carolina Construction Equipment LLC, Waxhaw, N.C. J. René Lafond Inc., Mirabel, QC Most Improved Compact Sales Independent Ag Equipment Inc., Bellevue, Ohio Groupe Dynaco Machinerie, St-Augustinde-Desmaures, QC Top Compact Sales Admar Construction Equipment & Supplies, Rochester, N.Y. J. René Lafond Inc., Mirabel, QC Most Improved Overall Sales Independent Ag Equipment Inc., Bellevue, Ohio Groupe Dynaco Machinerie, St-Augustinde-Desmaures, QC Top Overall Sales
Admar Construction Equipment & Supplies, Rochester, N.Y. J. René Lafond Inc., Mirabel, QC 2017 Greatest Impact, North America Franklin Equipment LLC, Groveport, Ohio Top sales by Wacker Neuson’s regions in the U.S. and Canada were also awarded. Recipients of these awards included the following: Logan Contractors Supply, Urbandale, Iowa (Central Region) Admar Construction Equipment & Supplies, Rochester, N.Y. (Atlantic Region) Carolina Construction Equipment LLC, Waxhaw, N.C. (Mid-Atlantic Region) Action Rentals LLC, Miami, Fla. (Southeast Region) Faris Machinery Co., Commerce City, Col. (Mountain Region) Barnsco Inc., Dallas, Texas (Southwest Region) 777 Tractor Sales, Atascadero, Calif. (Pacific Region). Five European trips were awarded based on a variety of sales criteria. The 2018 trip will include tours of Wacker Neuson’s wheel loader plants in Korbach and Pfullendof, Germany, light equipment manufacturing in Reichertshofen, Germany and an excavator/dumper plant in Linz, Austria. Wacker Neuson Group headquarters are located in Munich. Earning the European excursion were the following: Franklin Equipment, Groveport, OH J. René Lafond Inc., Mirabel, QC WillQuip, Jane Lew, W.Va. Bullet Rental & Sales, Klamath Falls, Ore. Action Rentals LLC, Miami, Fla.
December 2017 | Construction Equipment Distribution | www.cedmag.com | 13
>> INDUSTRY NEWS
>> INDUSTRY NEWS
VeriTread Launches Its VeriTread For Business Product VeriTread has announced its VeriTread for Business product, effectively bringing the power of the VeriTread platform to largevolume shippers. VeriTread (VT) provides an online transportation marketplace that connects heavy equipment owners with transportation service providers. Now with the VeriTread for Business solution, distributors can leverage the VT platform in their internal freight operations for a flat monthly fee. With a suite of innovative decision tools, VT enables customers to perform smarter, more efficient arrangement of heavy-haul transportation without sacrificing service. With the introduction of VeriTread for Business, companies can now expect to do the following: ▶ Gain Control and Visibility: Easily enforce centralized freight management disciplines enterprise-wide.
▶ Reduce Risk: Work only with preapproved vendors, while automating compliance management, insurance tracking, and performance monitoring. ▶ Save Money: Increased efficiencies are forecast to save the average equipment dealer up to 20 percent. ▶ Save Time: Critical tasks are automated so employees can work quicker with fewer steps. “VeriTread is excited to launch a product specifically designed for our high-volume shippers. We have listened to our customers’ pain points and are confident that they will derive value from our product features,” said Jeff Cox, VeriTread founder and CEO. “We look forward to continuing to invest in product ideation as we grow our business and pursue our mission to improve the
heavy-haul transportation industry.” Headquartered in Lakeland, Florida, VeriTread is transforming heavy-haul transportation. VeriTread’s secure online marketplace allows shipping customers to connect with a reputable network of transportation service providers. VeriTread enhances this relationship by providing a suite of innovative decision tools that eliminate uncertainty and empower members to make smarter, more informed transportation decisions. The VeriTread for Business solution allows high-volume members to leverage the power of the platform to build, manage, and optimize their internal transport programs. With extensive industry experience, widely established partnerships, and a robust technology platform, VeriTread saves customers time and money. For more information on VeriTread’s unique products and services, visit VeriTread.com.
JCB: ‘Pillar Of Industry’ Award JCB was honored with a “Pillar of the Industry” award by the Association of Equipment Manufacturers (AEM), reflecting the Savannah-based company’s work throughout the past year to improve the business environment for the equipment manufacturing industry. JCB was also praised for its efforts to advocate for pro-manufacturing solutions, and for its participation in AEM’s “I Make America” grassroots program. “With a new Congress and administration in Washington this year, equipment manufacturers did a better job than ever at communicating our industry’s priorities to our elected leaders,” said Dennis Slater, AEM president. “AEM is thrilled to honor JCB as a Pillar of Industry for their outstanding commitment to advancing policy priorities essential to the equipment manufacturing industry.” “As a leading construction and agricultural equipment manufacturer, we’re grateful at JCB for the opportunity to
promote policies that support manufacturing jobs and help America’s manufacturers to compete on the global stage,” said Richard Fox-Marrs, president and CEO of JCB North America. “And we’re especially proud to have supported AEM’s ‘I Make America’ campaign, which has struck a chord with our state and federal leaders and our workforce, and helped remind all Americans that a strong manufacturing base is a national asset to be valued.” This year’s “I Make America” campaign – themed “Our Products. Our Jobs.” – brought a record number of elected officials to AEM member companies across the country. In addition, AEM members descended upon Washington in September for the first-ever I Make America Fly-In, where member company executives visited with 100 congressional offices and administration officials to advance the industry’s policy priorities. For more information, visit www.jcb.com. #
14 | www.cedmag.com | Construction Equipment Distribution | December 2017
BOMAG’s ‘Innovation Days’
BOMAG hosted nearly 1,200 guests representing approximately 60 countries, from North America to faraway New Zealand, during its third biennial Innovation Days, held September 18-23, 2017, in Boppard, Germany. During twoday workshops and presentations, customers experienced the company’s products in action, learned about new and key technologies from application experts, and witnessed manufacturing firsthand in factory tours. This year’s week-long Innovation Days also gave BOMAG an opportunity to showcase its newly constructed demonstration and training center. “Our biennial Innovation Days is the most important BOMAG event because it gives our customers the opportunity to tangibly experience our products. In our new demonstration facility, we are able to show our new ideas and technologies in a realistic construction site environment,” said Ralf Junker, president of BOMAG.
See us at CONDEX Booth 2020
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>> PRODUCT PREVIEW Digga North America’s Newest Bigfoot XD900 Trencher Attachment Designed with the commercial trenching operator in mind, the newest member of the Bigfoot Series of trencher attachments manufactured by Iowa-based Digga North America delivers more powerful performance than comparable units, for increased overall productivity. The result of more than 30 years of experience in the design and manufacture of planetary gearbox drives, the new Digga Bigfoot XD900 Trencher is engineered for use on mini-excavators, skid steers and backhoes. The planetary gearbox-driven trencher is designed to work effectively on auxiliary flows from 13-42 GPM to accommodate the wide range of carriers on the market today, and comes complete with a unit-specific mounting plate for easy installation and setup. The Bigfoot XD900 Trencher is the newest model in the lineup, and was designed with a number of features engineered to capitalize on precision depth control, increased power,
and better operational efficiencies that will create higher machine productivity and a faster return on attachment investment. Designed specifically for the tough commercial applications that require up to three-foot depth, the heavy-duty two-inch chain pitch assures longer life and better cutting performance. The exclusive Bigfoot Skid Foot design provides the operator with hi-vis precision depth control for consistent trench depth with optimum spoil auger ground clearance, maximizing
horsepower to the trencher chain and cleaner finish for faster job completion. The unique large barrel and spoil auger design removes the spoil faster, increasing chain cutting productivity by reducing dirt fallback. The exclusive Headstart Crumber System utilizes a super heavy duty spring-loaded design, enabling the operator to start trenching with the crumber in the ground, completely eliminating stepping out to adjust on the run. The company’s newest trencher model produces maximum flexibility on the job site, with the ability to be mounted on excavators or backhoes up to eight tons as well as regular and high-flow skid steer loaders. And this flexibility is backed by the most extensive product warranty in the industry – a full three years on the gearbox and two years on the motor.
Takeuchi Introduces TB235-2 Compact Hydraulic Excavator Takeuchi-US, an innovative global leader in compact equipment, has launched the all-new TB235-2 compact hydraulic excavator. Sharing the same design concept of the TB230, TB240, and TB260, the TB235-2 provides Takeuchi with a 3.5-ton offering in this competitive market classification. With the TB235-2, Takeuchi will be able to meet the needs of a wide range of customers including general contractors, landscapers, utility contractors and the rental industry. With an operating weight of 7,474 pounds, a dig depth of 10 feet 7.7 inches, maximum reach of 17 feet 3 inches and breakout force of 9,127 pounds, the TB235 provides excellent working range and performance. Additionally, the TB235-2 shares the 24.4 horsepower Yanmar engine with the TB230 and requires no additional exhaust after-treatment systems. The operator’s station is spacious and features an automotivestyled interior with a multi-information display to keep the operator informed of machine health and condition. A cab option is available with air conditioning and heat that will provide yearround operator comfort in varying climates and conditions. The Takeuchi Fleet Management (TFM) telematics system is standard equipment on the TB235-2 and access is free for the first two years of ownership. TFM provides a wide variety of data that includes machine location, health, condition, and run time. The TFM system will help reduce downtime, control costs, perform remote diagnostics and schedule maintenance. “The TB235-2 represents Takeuchi’s continued commitment to product improvement, which allows us to provide the latest 16 | www.cedmag.com | Construction Equipment Distribution | December 2017
in technology and performance to our customers,” said David Caldwell, national product manager at Takeuchi-US. “This excavator can be easily transported, has excellent stability, and customers will find it to be an exceptional value.” The TB235-2 excavator is now available. For more information on the TB235-2 or on Takeuchi excavators, skid steers, track loaders, wheel loaders or Takeuchi Fleet Management, visit www.takeuchi-us.com. Follow Takeuchi on Facebook or on Twitter @TakeuchiMFG.
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jExcavators | Dump Trucks | Rail | Flatbed | Water Tanker Hydrema U.S., Inc. | Cumming, GA | Tel: (404) 614 1747 | E-mail: sales.us@hydrema.com
Hydrema.us
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Canadian Dealers: The How-To Guide for Strengthening Your Operations at AED Summit G
et those passports ready! With the AED Summit approaching in Vegas, January 15-19, equipment dealers across Canada should be making plans to attend, for several reasons. More than half of all AED dealers in Canada attend the Summit, to take a step back for a couple of days and look at how they can improve their business operations, meet the professionals who make it happen
REGIONAL REPORT
Michael Dexter
every day and become more profitable. After all, the Summit is literally the only event in the industry where the focus is on the dealer rather than the customer. I want AED members operating in Canada to be aware of a few unique opportunities available to them during the Summit that will enhance progression within their dealerships: education, the Industry Workforce Development Plan for 2018, and the Canadian Government Affairs Program. Your AED dues support the development of educational programming at events like the Summit. You should be thinking of this as both a human capital investment and a potential return on profitability and cost savings. For instance, I just got off the phone with Matt Howard, Ontario parts manager at Vermeer Canada. After attending the 2017 Summit and participating in an inventory control session – a simple concept but one that is often overlooked – he went back to Ontario and implemented practices that resulted in an estimated $300,000 in cost savings for the dealership. Howard explained to me, “It was the simplest thing in the world. During the session, the speaker asked, ‘Why are you keeping inventory if your factory has it?’ which really got me thinking.” He said that taking a deeper dive during the session enabled him to develop a plan he could take back to the dealership to improve his area of responsibility. 18 | www.cedmag.com | Construction Equipment Distribution | December 2017
I want AED members operating in Canada to be aware of a few unique opportunities available to them during the Summit that will enhance progression within their dealerships: education, the Industry Workforce Development Plan for 2018, and the Canadian Government Affairs Program. “By working with our head office, we changed all our parameters in how we did our ordering, and we dropped roughly $300,000 from our inventory without letting down customers by not having something in stock or holding up service or sales,” Howard said. “All of this stemmed from a simple hour-and-a-half session in Chicago. It really did pay off.” Howard then discussed with me how someone like himself, with two to three years’ experience in this industry, can benefit tremendously by listening to industry leaders who have been around for 40 years or more and can give you the slightest bit of advice that will significantly impact your business. This, of course, extends beyond the breakout sessions and into every facet of the AED Summit. Beyond education, the AED Summit is your Association’s annual meeting. You have a stake in the direction we are headed regarding member services. Still somewhat new to Canadian dealers is an industry presence on Parliament Hill and an emerging solution in the technician workforce shortage arena. For the second year in a row, there will be an exclusive AED Canada Breakfast where we will be discussing a variety of important topics that will help you stay at the forefront of federal issues that impact your cost of doing business, and we will present solutions for your business’s technician shortage. We will be discussing the AED Ottawa Briefing scheduled for February 28, where dealers gather to learn about the latest developments in government that impact the industry, meet
with key lawmakers, and influence policymaking at the federal level. There is a growing awareness of the importance of having a seat at the table to prevent being on the menu – and AED wants to be at the head of that table for the benefit of dealer profitability. At the Summit’s Canada Breakfast, we will be looking for feedback from you to help make sure we are at the forefront of the issues that matter in preparation for the Ottawa Briefing. Last, but certainly one of the more important topics regardless of where you operate, is the technician shortage crisis. The AED Foundation is tackling this issue head-on to forge stronger partnerships between industry and academia so that we can ensure the highest quality of entrylevel technicians while simultaneously increasing the talent pool for dealers across the country. Plan on attending if you want to know how you can benefit from this. These are, no doubt, important areas of focus for your business. When you attend the AED Summit in January, you should expect exceptional quality in programming and service from AED staff so that you can concentrate on putting a plan of
action together for improving the business throughout the year and beyond. Aside from these Summit features unique to AED Canadian dealers, you will find significant value by walking the CONDEX floor and visiting with the various manufacturers and service providers in the hospitality suites.
I’m personally looking forward to seeing everyone in January and getting to know those team members who will be attending with you. As Matt Howard can attest, there is plenty to take in for people at every level of the business. See you in Vegas!
MICHAEL DEXTER is AED’s regional manager for Canada and the U.S. Midwest. Reach him at mdexter@aednet.org and 630-574-0650 ext. 5124.
December 2017 | Construction Equipment Distribution | www.cedmag.com | 19
▶ THE AED FOUNDATION DONOR PROFILE
Heavy Machines Inc. Values AED Foundation’s
EDUCATION AND MORE
By Heidi Bitsoli Memphis-based Heavy Machines Inc. has been actively involved with The AED Foundation for literally decades. The affiliation even predates Jay Nelson’s joining the heavy equipment sales, service and rental company. It all began when Nelson, fresh out of college – with a degree in political science, no less – went to work for Robbins Equipment. “It’s a challenge to hire,” he admits. “Turnover for technicians “I got into this industry by luck,” he laughs. Now, nearly is not that high; it’s pretty low, in fact. When you find a really three decades later, he’s worked his way up to the title of good technician, whether you need them or not, they tend to president and COO. get hired anyway.” While he was still with Robbins, Heavy Machines became There’s no real pipeline at the moment, Nelson adds, with their dealer, and Nelson was hired on to help integrate the no large pool of trained candidates ready to come work in the product line. industry. Heavy Machines itself has been in Your donation fuels the work that “Training in-house takes time, where business since 1971, servicing the allows The AED Foundation to you start from zero. But with The AED construction, forestry, mining and develop a dealer model for success. Foundation programs, you don’t start at demolition industries, as well as scrap The future of dealerships depend zero.” material handling and much more. on how we come together to build Nelson adds that, while vocational-tech Through their eight locations, most of our industry's workforce. Thank schooling is steadily attracting renewed which are centered in the South and Midyou, Heavy Machines Inc., attention – the study that The AED Atlantic, they serve clients in 14 states, for investing in the future of our Foundation produced dives into the skills including the Northeast. industry! gap – it hasn’t quite caught on as much as “We’ve been involved with AED and To contribute to The AED Foundation leaders in the industry would like. The AED Foundation for a long time,” annual campaign, visit They’re working on that, however. bit.ly/2017aedfcampaign. Nelson says. “We attend the annual Tennessee lawmakers, the governor in meeting and take advantage of a lot of The particular, seem to understand the need AED Foundation educational resources right along with The AED Foundation. available, much like their live and onWith tuition help through the TCAT Reconnect Grant, an demand webinars. ambitious student can graduate in two years, debt-free, “The educational resources are great,” he adds. Networking and land a good job in the automotive or heavy machinery is invaluable, and it dovetails nicely with education. “The truth industries. is, they kind of go hand in hand because when you participate Not everyone should feel obligated to pursue a four-year in educational seminars and conferences, you meet people and degree when their skills – and the job market – can prove share resources. lucrative with an associate’s degree. “With a two-year degree, “We enjoy the services and educational opportunities that if you apply yourself, it’s six-figure pay,” Nelson says. Because The AED Foundation provides. It’s not something we’re it’s a niche industry and because it’s an industry responsible obliged to do, but we actually enjoy it. It’s hard to pick what’s for the roads we drive on – among countless other things – it’s most valuable.” one with a future. Nelson says his company is invested in local AED activity as The TCAT people are helping Heavy Machines with an well, thanks to a “pretty strong local AED chapter in Memphis.” accredited program. “We go to high schools and guidance Networking and advocacy are important to Heavy Machines, counselors, and plan to sell it and recruit people to the but training may be most crucial. Besides working with The program.” AED Foundation, Heavy Machines has partnered with the Nelson says that more politicians seem to understand, and Tennessee College of Applied Technology (TCAT) to develop they seem to get it. He adds that, in the meantime, “We’ll keep programs to school service technicians. pushing for change.”
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READY TO PARTICIPATE IN BUILDING NORTH AMERICA !
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>> GOOD COMPANY
SHANTUI
Hopes Slow and Steady Wins the Race in U.S. Dozer Sales By Karen Algeo Krizman ather than bulldozing its way into the U.S. marketplace, Shantui Construction Machinery is taking it slow and steady. Represented by Shantui America Corp., its wholly owned subsidiary based in Miami, China’s “bulldozer king” made its first sale in the U.S. in early 2015 and currently has contracts with fewer than 10 U.S. distributors. Max Wang, Shantui’s director of sales for North America and Central America, hopes to see that number expand as the company becomes more familiar with its U.S. customers, but he realizes that it’s going to take time. “The perception of the (U.S.) customer is changing, but we still need some time,” Wang said. “We have to learn more about how to fit in the market and forge the right machine for the U.S. in order to make operators feel comfortable when driving our machines.” While Shantui’s bulldozers are in more than 150 countries – many of them developing nations – they haven’t held much appeal for U.S. customers in the past because of their smaller size. Now, however, the company hopes to corner 10 percent of the North American bulldozer market in the next three to five years by changing the way it does business, at least in the United States. First on the list of changes is building a bigger, better
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bulldozer – at a lower cost – that will meet the needs of U.S. customers. “I think different end users have their own different objectives,” Wang said. “Many guys use our equipment, like some farmers and owners of small dozer and excavating businesses, and bigger contractors and some distributors who want to earn money by selling spare parts; so they have different objectives and purposes. I think right now we want to focus on creating a generally acceptable model for all of them. The operator is the first one to speak out about how the machine feels, so we want to make sure that they like them.” Next up, Shantui America hopes to aggressively pursue contracts with big corporations and fleet management companies. “We just want to lift up the volume (of sales) in a short time, and find ways to let everyone see our logo, and get more feedback on the equipment’s performance and how we can modify it (for U.S. customers),” Wang said. “So we’re going to cooperate with a big company of end users to make the brand known.” The company is also joining major trade groups such as the Associated Equipment Distributors (AED) to benefit from the many networking and learning opportunities. Last April, Shantui representatives showcased three of the company’s largest hydraulic bulldozers at CONEXPO-CON/AGG, the construction industry’s major trade show in Las Vegas. They will return to Sin City in January to attend the AED CONDEX, once again spotlighting their biggest bulldozers. Wang said that, if nothing else, the connections they expect to make at the expo will be invaluable. “That’s very important because we’re doing sales work,” he said. “It’s a tremendous, tremendous help.”
With the U.S. holding 45 percent of the global market capacity for bulldozers, Wang credits other Chinese companies with paving the way for Shantui to make its move into the U.S. marketplace. “The climate of the government originally created by other Chinese friends, like Sanyo and others, gave us a good chance to take advantage of (the U.S. marketplace),” he said. “Some of them did a good job. They offered good machines to U.S. customers. Their products are very nice, with lower pricing and with very good quality and very steady performance. The perception of the U.S. market is changing. They are making themselves more open to other countries.” Right now, Shantui America employs fewer than 20 workers at its Miami office, all of whom are Chinese nationals, but Wang said the company plans to open another office, most likely in the Dallas/ Fort Worth area, and to eventually start hiring American workers. “Our planning on the next entry into this market is based on our own people and developing distribution with the dealers,” Wang said. “For the management and operation, (the parent company) wants to get the best performance while lowering the cost… Of course, we want to focus on our own people. When the volume goes up, we’re going to do a manufacturing plant here to assemble our machines in the United States. In that way, it’s inevitable that we have to hire local people here to avoid any communication gaps.” Ultimately, Wang said Shantui wants to be a part of making “America great again.” “In 2016, the new president, Mr. Trump, highlighted the need for major investments in U.S. infrastructure projects – many things like highways, bridges, airports and hospitals,” Wang said. “We hope to contribute to the building of the new North America.” December 2017 | Construction Equipment Distribution | www.cedmag.com | 23
CERTIFIED CONGRATULATIONS! Second Batch of Technicians Certified Through the Newly Launched AED Foundation Technician Certification Program By Megan Mattingly-Arthur he AED Foundation Technician Certification Program is off to a great start. Officially launched in September, the certification program provides dealers with an objective way to gauge their technicians’ qualifications, while providing technicians who pass with a third-party certification that shows they have the professional knowledge and skills needed to get the job done. While such assessments are common in other industries, The AED Foundation Technician Certification Program is the first of its kind in the construction equipment industry, according to AED Foundation Vice President of Foundation Operations Steve Johnson. “Until now, there haven’t been certification options available for technicians who work on construction heavy equipment or an objective way for dealers to measure their technicians’ proficiency,” Johnson said. “The Foundation felt that a technician certification program had the potential to benefit technicians, dealers and even the industry itself.” Equipment Corporation of America (ECA) Vice President David Hyland concurred. In fact, the potential benefits to dealerships and the construction equipment
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industry overall is one of the main reasons ECA wanted to be among the first companies to put technicians through the Foundation’s new technician certification program. “Having a standardized evaluation program will provide companies and technicians with an objective way to measure their skill set,” said Hyland. “It also provides folks who are new to the industry with an objective or goal to work toward.” Hyland, along with CEO Roy Kern, immediately recognized how certifying technicians through The AED Foundation Technician Certification Program could be beneficial to ECA, a 75-year AED member dealer that boasts six branch locations in eastern North America. “We are dedicated to improving our ability to help customers solve problems and improve the quality of the work done by our service departments,” Hyland said. “Training and education is the basis for ECA’s improvement plan. The AED Foundation Technician Certification Program will help us evaluate our technicians and help us get them the specific training they need to improve their individual capabilities. Our largest service department has just nine technicians, and in one case, we have just two. With a lean workforce, you have to be very effective. Having AED-certified technicians will help us be more efficient and effective.” ECA put three of its technicians through The AED Foundation Technician Certification Program shortly after the September launch. All passed and were eager to share their experience with the program, which includes a 160-question technical assessment focused on the core construction equipment technical standards of diesel engines, electric and electronics, hydraulics and hydrostatics, power trains, air conditioning and heating, and safety and administration. All of the ECA technicians who completed the certification program were grateful to have a way to showcase their skills, find out where they stood in relation to their peers and increase their value to the company. “Achieving a certifiable grade on this assessment has given me confidence,” said Chris Horne, a technician in ECA’s Toronto branch. “Academically speaking, prior to taking this assessment, I did not know where I stood, but thanks to ECA and AED, now I do! Thank you!” Doug Lindauer, a technician in ECA’s Philadelphia branch, agreed: “Having this certification will show where I stand among my peers, therefore showing my ability to be competitive and useful on more than one level. I feel that all technicians should eventually take this test to see where they stand, and anyone who is managing technicians should also take it just to expose themselves to the information that their technicians have.” Technician Chris McCune was particularly honored to have been one of the first in the program. “It made me proud to be one of the technicians that were selected first to do this program, and I believe that having this certification will make me a more valuable part of ECA,” he said. One thing on which all three ECA technicians agreed: The
Jason Church, left, presents the certificate to Chris Horne.
Doug Lindauer, right, with ECA Service and Parts Manager Chris Recke. December 2017 | Construction Equipment Distribution | www.cedmag.com | 25
160-question assessment, which covers a broad range of technical knowledge, is difficult and may require certification program applicants to study in advance. “The test is no joke,” said Lindauer. “It covers a very wide range of knowledge that some younger technicians will not have been exposed to.” McCune agreed: “This is a tough, wellrounded assessment and it really tests your knowledge.” For Horne, the experience was both challenging and rewarding, “The opportunity was a challenge. I used up every second of the allotted 120 minutes to complete this assessment. My favorite part came as soon as I clicked on that submit button and that little pop-up screen saying that I had passed appeared. It was pretty rewarding.” Lindauer and Horne also offered some valuable advice and encouragement: “My advice to other technicians who are thinking about taking this test is to relax, as most mistakes made will be because of being nervous,” Lindauer said. Horne added: “Try not to get hung up on a single question...and do not underestimate the assessment, but most of all, do not underestimate yourself. If I can do it, so can you. Good luck!” As for dealers who may be thinking of putting technicians through The AED Foundation Technician Certification Program, Hyland had this to say: “Do it! It will help you evaluate your current technicians’ capabilities and also help you focus on what additional training is required. Even the technicians that pass the test and do get the certification can learn from their assessment what areas they can improve upon.” The certification program is available for $150 per technician for AED members or $300 per technician for non-members. Those who have already passed The AED Foundation Technical Assessment can purchase an application for certification for $85 per technician. Technicians who pass receive a certificate in a wooden frame, as well as a wallet card, hat, lapel pin, two shirt patches and two tool box decals. For more information on The AED Foundation’s Certified Technician Program, visit aedfoundation.org/certified-technicianprogram. The AED Foundation is also on Facebook and Twitter. To learn more about Equipment Corporation of America, visit www.ecanet.com.
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CONDEX EXHIBITORS
Allu Group | Booth 1132
The ALLU Transformer™ D-Series Screener Crusher bucket 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 topsoil and dirt, excavated and waste soil, demolition waste, construction waste, milled asphalt, coal, oil shale, limestone, 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 as a leadingedge supplier of innovative solutions. It will transform your rental fleet utilization, as you rent out both the carrier and the attachment at once. Ultimately, it will transform your profits.
AMI Attachments | Booth 1211 The AMI Attachments Graptor Bucket is the only integrated thumb bucket powered by a helical actuator, producing over 38,000 foot-pounds of torque at 3,000 PSI. Holding strength like this maintains constant grip on the load throughout the bucket’s entire rotation. This makes the Graptor Bucket perfect for handling large, heavy objects or grabbing bucketfuls of debris. Starting with AMI’s Heavy Duty Digging Bucket made with Hardox and Strenx structural steel, aggressive serrated sidebars are added – or choose optional bolt-on side cutters. The Graptor Bucket is available for most sizes of excavator and comes with AMI Attachments’ two-year limited warranty. For more information about the AMI Graptor Integrated Thumb Bucket or other AMI Attachments products, please visit amiattachments.com or email sales@amiattachments.com. Powered by a helical actuator fitted into the crossbar, the Graptor features holding strength up to 54,000 ft.lbs of torque at 3,000 PSI.
Anaconda USA Inc. | Booth 1118 Following a vast history of innovation, the introduction of two new products born directly from the needs of the market are a clear indication of Anaconda USA’s dedication to the customer. The FTR200 feed loader is the largest offering in the range, boasting a 20-meter-long main conveyor that allows for 9-meter-high loading with almost 14 meters from the tracks to the end of the conveyor while discharging material at this height. The TD516R is a complete redesign of the popular TD516 compact trommel. The feeder opening has been extended to allow more material to be processed, a new two-belt system is used on the side conveyor, and the engine compartment has been moved to the rear of the unit. Couple this with the aggressive action of the lift and cut mesh drum, and the TD516R can screen the toughest material, first pass! For more details go to www.anacondausa.com.
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Baseplan Software Group | Booth 1111 Baseplan Software Group provides equipment and rental management software, in a fully integrated ERP solution, designed specifically to meet the needs of the industry. Baseplan Enterprise is a scalable, tightly integrated, modular software. Individually, the Sales, Rentals, Service, Parts, and Financials modules offer unrivalled control and visibility of business processes and supply chain management in all crucial sectors of your business. Together, they deliver a market-leading, seamless business management solution with endless benefits for your dealership. Supported by our company-wide focus on excellence in customer service, Baseplan Software has proven over the last 30 years to be the preferred true ERP software for companies that are serious about profit and evolving with technology. Visit www.baseplan.com for more information, or call us at 702-410-8600 to schedule a comprehensive demonstration and understand why Baseplan Software is much more than just a rental system.
BLS Enterprises Inc. | Booth 1601 BLS Enterprises Inc. provides quality, cost-effective, durable wear parts for construction equipment. A reputation that was built on TUFPADS track pads has grown with new product lines, including their highly successful easy-on and easy-off rubber track pads for use on varied surfaces. These Artliner-BLS Track Pads provide a quick transition from working in dirt with steel tracks to working on delicate surfaces where protection or traction is needed.
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BLS Enterprises Inc. continued
LAS VEGAS, NEVADA
JANUARY 15-19, 2018
They are made from durable, reinforced, cut-resistant rubber; you can easily revert to steel track when protection is not required, and they work with triple grouser steel shoes. The rubber track pads come in bolt-on or clip-on styles and are easy to install and remove. In fact, quick changes can be done on-site with no special knowledge. Artliner-BLS Track Pads are available today for more than 1,000 machines and 40 manufacturers, and BLS can also customize any pad for your specific needs.
Canam Solutions USA | Booth 1231 Complete Tool Management Solutions by Canam Solutions USA allows companies to manage any asset across multiple locations, like toolrooms, mechanic bays, and even service vehicles out in the field. A hub-and-spoke architecture makes adding new locations to manage as simple as adding a spoke off of the main hub. And because ToolHub is a web-based application, you can manage all data affiliated with your assets from anywhere there’s an internet connection, including tablets for those out in the field. ToolHub is the solution for complete control of the assets that drive your business. We proudly manage assets in industries like agriculture, automotive repair, construction, forestry, manufacturing, public utilities, transportation, wholesale and retail trade, and many more. Visit our booth to learn how ToolHub can help you! Contact us at 1-888-432-2626, email sales@ canamsolutionsusa.com, or visit our website, www.toolhub.com.
CardConnect | Booth 1706 CardPointe, CardConnect’s omni-channel payment platform, allows merchants to manage transactions from anywhere and securely process them in a variety of ways. With features like real-time reporting, customer profiles and recurring billing, CardPointe has everything business owners need to ensure a seamless payment processing experience. Accept payments anytime, anywhere—whether from a computer, tablet, mobile device or terminal. CardPointe automatically includes Level II and Level III data with a transaction, so that merchants qualify for the lowest possible rate every time. All transactions processed in CardPointe are protected by CardConnect’s patented security solution to provide the ultimate data breach protection.
CIT Equipment Finance | Booth 1202 CIT is a leader in developing commercial solutions for small businesses and middlemarket companies for the acquisition of equipment and value-added services. We create tailored financing and leasing structures that are designed to help companies grow with equipment that improves efficiency and streamlines their business. Whether your objective is to acquire equipment to better meet internal needs or improve your customer offering, we can work with you on developing a custom finance structure.
Commercial Credit Group | Booth 1613 When it comes to closing the sale, don’t let financing be an impediment. CCG can help fill the gap when your customers can’t get funded through the captive or bank lenders. We specialize in the construction industry and are familiar with all types and brands of construction equipment. And best of all, we do all the legwork, so you and your finance team don’t have to. In addition to financing purchases of new or used equipment, we can also help with rental conversions, debt consolidation and cashout loans. Our sales representatives are on the go and ready to meet you and your customers wherever, whenever they need us. Put our expertise to work for you and let us help you close more sales and move more equipment. Learn more at http://bit.ly/2A3j5b8. 30 | www.cedmag.com | Construction Equipment Distribution | December 2017
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JANUARY 15-19, 2018
Connect Work Tools | Booth 1606
Connect Work Tools is one of several attachment divisions of Exodus Machines Crave more insight into your industry and custo located in Superior, Wisconsin. Connect Work Tools offers premium attachments for the Wantof THE competitive edge over your competi construction, demolition, and mining industries. Our products consist hydraulically fired breakers, nitrogen assist breakers, hydraulic compactors, andWant hydraulic to berotating ahead of instead of behind the cur sorting grapples. We have full sales, service, and parts support teams ready to Wish your assist business could be more intelligen you with your attachment needs. Our company has a strong history of exceptional service with extensive experience in engineering and manufacturing. All products, Then, check out Theparts, Creditsafe Business Intelligence P and accessories are available and stocked in our 90,000-square-foot manufacturing, at AED 2018! warehousing, and full attachment rebuild facility. Parts and rebuild servicesCome are also available for allBooth old #1812 at to The Creditsafe Allied AR Series breakers. We look forward to the opportunity to supply you with our quality products for your AED or Summit & Condex hydraulic attachment needs. For more information, email info@connectworktools.com call 920-238-6657.
in Las Vegas, NV on January 17-18th
to see how simply and affordably you can bring a increased level of intelligence to your business! Creditsafe is the world’s leading provider of company business intelligence.
Creditsafe | Booth 1812
Every second of every business day, ten Creditsafe Group reports are downloaded by the company’s 100,000 subscription customers. Each day Creditsafe, Theinsightful Global Business over 200,000 users leverage the company’s global database to gather strategic, businessIntelligence Lead For more information, please contact Darren information. The Creditsafe Global Business Intelligence Platform is updated over one million times a day Kyle at C https://try.creditsafe.com/darren with information gathered from thousands of sources. In 99.9 percent of the cases, reports requested by customers are delivered instantly. Privately owned and independently minded, Creditsafe is looking to change the way business information is used by providing high quality data in an easy-to-use format that
Visit us at AED's 2018 Summit at CONDEX Booth 1301 and Hospitality Suite 28th Floor, C07 December 2017 | Construction Equipment Distribution | www.cedmag.com | 31
Creditsafe continued
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everyone in an organization can benefit from. For more information please contact Darren Kyle at https://try.creditsafe.com/darren.
DENIS CIMAF Inc. | Booth 1721 The new mini-monster in the DENIS CIMAF family: DAH-085B. When we developed the DAH-065B in 2016, we designed a whole new patented blade and knife holder system that offers more resistance to impacts and abrasion. The new V-back blade has greater resistance to breaking and chipping due to its shape, even with our softest type of metal. Despite the many DAH-065Bs in use, we experience little to no blade destruction when the mulcher is used for its intended purpose. The DAH-085B can be fitted on any 8-to-10-ton excavators with at least 54hp. It weighs 1,120 pounds, which is a huge improvement for excavator stability and operator safety. The DAH-085B has a 14-inch-diameter rotor that spins to around 3,700 rpm with better results than the DAH-080C. With 32 inches of maximum diameter for the target material, this mulcher can handle fullgrown trees as well as brushes and slash. It’s the perfect machine if you want to start in forestry mulching without breaking the bank!
Dieci United States LLC | Booth 1321 Dieci has been manufacturing best-in-class construction and agricultural equipment since 1963 and has been producing telescopic handlers for over 31 years. Dieci machines are manufactured with extremely heavy duty boom sections and mainframes, and are designed to handle the abuse associated with continuous, duty-cycle bucket use where others fail. Their visibility and safety features are the best in the industry. The broad Dieci telehandler product line includes over 75 models, with lift capacities ranging from 5,500 lbs. through 46,200 lbs. and lift heights reaching as high as 114 feet.
Digga North America | Booth 1513 Digga North America’s New Bigfoot XD900 Trencher Attachment, the newest member of the Bigfoot Series of commercial trencher attachments manufactured by Iowa-based Digga North America delivers more powerful performance than comparable units for increased overall productivity. The new Digga Bigfoot XD900 Trencher is engineered for use on miniexcavators, skid steers, and backhoes. The planetary gearbox-driven trencher is designed to work effectively on auxiliary flows from 16-30 GPM to accommodate the wide range of carriers on the market today, and comes complete with a unit-specific mounting plate for easy installation and setup. The Bigfoot XD900 Trencher has a number of features that will create higher machine productivity and a faster return on attachment investment. It offers up to three feet of cutting depth, with a heavy-duty twoinch chain pitch, hi-vis precision depth control, large barrel and spoil auger design and Headstart Crumber system. Precision, power and efficiency combined.
eBS, a Mechdata Company | Booth 1114 Founded in 1964, eBS is the industry standard for developing customizable Dealership Business Management Systems for all equipment dealers. Our 360° real-time, fully drillable, easy-to-use business management system runs and manages every aspect of a dealership, both inside and out. As a complement to our enterprise system, eBS offers a full line of mobile and web applications. 32 | www.cedmag.com | Construction Equipment Distribution | December 2017
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eBS, a Mechdata Company continued
eBS provides clients with industry-trained technical support staff 24 hours a day, 7 days a week, 365 days a year. Clients have the opportunity to join the eBS Users Group, which is a collaborative group of eBS clients that meets annually at various locations throughout the United States.
e-Emphasys Technologies | Booth 1603 e-Emphasys ERP is the premier dealer management solution designed exclusively for equipment dealerships and rental companies. e-Emphasys ERP is a fully mobile, fully integrated, end-to-end solution that seamlessly manages every aspect of your business. We combine our repository of heavy equipment best business practices with the capabilities of a modern ERP platform to decrease operational costs and improve your bottom line. Our solution also includes CRM, mobile field service, business analytics, RFID scanning, IoT and telematics, which are fully integrated into the system.
Fairview Insurance Agency Associates | Booth 1800 Fairview Insurance Agency Associates Inc. has been providing customized insurance programs for construction equipment dealerships nationwide for over 40 years. We have partnered with ProSight Specialty Insurance Company to provide insurance coverage for your dealership that is both cost-saving and comprehensive. We can work directly with your dealership or with your current insurance broker for quotations. We write in all states except Alaska and Hawaii. Please contact Cheryl Graham @ cgraham@fairviewinsurance.com or call 800-452-5376 if interested.
FTG Solutions | Booth 1510 TecnoGen’s PK22TSX generator is the first model in the Enermax lineup that offers skid or trailered units up to and beyond 1,000kw! Powered by a Perkins diesel engine coupled to an industry standard Leroy Somer alternator, it provides 20kW of power. Features of the PK22TSX include an internal fuel capacity of 37 gallons, giving you over 30 hours of run time at 80% load. A DeepSea controller makes retrieving vital stats like fuel levels, run time and start logs easy. Sealed doors and two-inch-thick insulation throughout allow for a 65dBA rating, and an external fuel hookup allows for quick connection to additional fuel cells. Enermax series generators incorporate many of the features and benefits of TecnoGen’s FQ series in a more cost-effective enclosure. FTG Equipment Solutions is the US-exclusive distributor for TecnoGen generators, Rotair air compressors and Eco-Light light towers. Call 855-303-7900 or visit www.ftgequipment.com for information.
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HBS Systems | Booth 1710 HBS Systems is celebrating our 32nd year of bringing affordable, leading-edge systems technology to the equipment dealer industry. From a humble beginning serving a single dealership location in 1985, we have grown into the leading provider of equipment dealership management systems in the industry today. For three decades, thousands of dealerships and OEM manufacturers worldwide have trusted their system needs to HBS.
Holland Pump Company | Booth 1802 In 2018, Holland Pump Company of West Palm Beach, Florida, will celebrate 40 years as a hydraulically driven submersible system manufacturer. A member of the Contractor Pump Bureau, we manufacture 3” to 42” HDS pumps (10 to 500 HP) and package suction lift pumps and positive displacement rotary lobe pumps. As a leading pump company in the southeast United States, we manufacture as many as 300 systems per year and make over 75 standard models, each available configured as skid, trailer, or sound enclosed and either diesel driven (with a wide variety of control options) or electrically driven (with across-the-line, soft start, and VFD options). This year at CONDEX we are featuring our D6-404D22-SS, 6” Super Silent Power Unit with 68dBa aluminum enclosure and stainless-steel hardware, as well as several of our HDS pumps including the H6TA 6” Trash Pump and the H4TMS 4” Trash, Materials, Sludge Pump. Please visit Booth 1802!
Hydrema | Booth 1221 Hydrema manufactures extremely durable and efficient construction equipment, and our U.S. headquarters is located in Cumming, GA. This versatile product offering includes articulated trucks, wheeled excavators and Hydrema RAIL products. Hydrema’s dealer network currently consists of 24 dealers who have been successful satisfying customers’ needs in construction, mining, agriculture and municipal markets. Hydrema’s articulated truck lineup is anchored by the 912F-HM. This 4X4 compact, articulated dump truck is Hydrema’s top selling unit and is offered in multiple versions, allowing it to fit into a variety of markets. The 912F-HM is powered by a Tier 4 Final Cummins engine and also is equipped with a ZF transmission and wet disk brakes. Hydrema’s “HM” designates high mobility, and these units equipped with 800mm tires are an excellent choice when working in soft conditions. The rotating dump body makes working in tight conditions an easier task as well. The 912HM Water Truck is Hydrema’s fastest growing product offering, with the ability to deliver 2,500 gallons of water in an off-road setting. This self-loading unit is also equipped with a joystick-controlled Sidewinder water cannon mounted on the front bumper.
Infor | Booth 1107 The unprecedented pace of technological changes and innovation made possible by the digital revolution shows no signs of slowing. As customer behaviors and expectations change, you must have the flexibility to adjust your business practices in order to meet those changes. The next generation of dealers are quickly embracing innovative technologies such as mobility, omni-channel connectivity, cloud, analytics, equipment telematics, and other technological trends to optimize daily operations and hone their competitive edge. Infor Equipment provides it all—it’s the broadest, deepest integrated software system created specifically for equipment-centric companies that sell, rent, and service equipment. With 30 years of experience in the equipment industry built in, we can help you achieve new levels of profitability and growth. 34 | www.cedmag.com | Construction Equipment Distribution | December 2017
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Interstate Billing Service | Booth 1133 Since 1984 Interstate Billing Service has offered a full-service accounts receivable program to a wide range of industries. Today over 450 clients across the United States trust IBS to simplify cash flow, eliminate their collections and billing headaches, and reduce their risk and expenses. Because we take care of our clients’ accounts receivable, they can focus their efforts on what they do best, whether that’s sales, service, distribution or production. Interstate Billing Service clients enjoy cutting-edge 24/7 online account management, unbeatable customer service (delivered with our signature Southern hospitality), plus extended financing options provided by our strong and stable source of capital funding, Bank Independent. To learn more about Interstate Billing Service, visit www.interstatebilling.com, or schedule a conversation or convenient on-site visit with a member of our sales team by calling 1-800-223-9146, ext. 2308.
IROCK Crushers LLC | Booth 1701
MEGA SILENT
PK22TSX
FTG Equipment Solutions is the exclusive importer for Rotair Air Compressors and TecnoGen Generators. Rotair offers compressors ranging from 75cfm to 900cfm with all models offering an industry leading 5-year unlimited hour air-end warranty. Distributed in over 91 countries around the world, Rotair has a proven record of delivering products for any application. TecnoGen offers generators from 20kw up to 3500kw. Some of the industry leading features include VSi variable speed cooling fan technology and sound levels as low as 53dbA. With annual production over 35,000 units, they are the right partner in power generation!
ENERMAX
A Company That Believes Teamwork Is The Key To Our Mutual Success
CU1250FQ
IROCK’s new TC-15CC, a tracked closed-circuit impactor, provides high tonnages with a small footprint. It features a folding hopper with a capacity of 15 cubic yards, with a 40-inchwide pan feeder and a 44-inch by 5-foot double deck vibrating grizzly pre-screen. The new TC-15CC four-bar impactor incorporates a larger opening and includes a remote-control apron release system which helps minimize material blockages. At the crusher discharge point is the Rock Box, a shelf system that minimizes wear as the material builds up and acts as a wear liner. The TC-15CC also includes a discharge pan feeder, which minimizes the risk
FTG Equipment Solutions is looking for a very few, select group of distributors to partner with to help offer and support Rotair and TecnoGen in their respective markets. Call us, we look forward to partnering with you. Toll Free (855) 303-7900 l Fax (856) 351-9352 sales@ftgequipment.com l www.ftgequipment.com
Exclusive Distributor For
Building World Class Air Compressors Since 1961
FTG Equipment Solutions, Inc., 399 North Virginia Avenue, Carney’s Point, NJ 08069
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of ripping a belt when running recycled material. The 5-foot by 12-foot detachable double deck screen module provides ample screen area to achieve maximum production from the crusher, and the pre-screen allows production of up to four products.
MB America, Inc. | Booth 1104 MB Crusher manufactures a line of jaw crushing and trommel screening attachments for skid loaders, loaders, and excavators, as well as dual head rotary drum cutters and 360-degree rotational grapples. MB products are distributed worldwide. These attachments have already changed the industry by giving contractors a versatile tool to manage on-site processing and navigate through narrow spaces. They produce reusable material, optimize productivity and eliminate the need to transport material to a third-party processing facility. They allow contractors the flexibility to work in residential and underground areas and on steep slopes, pipelines, and roads. Contractors will reduce time spent on the job and save transportation and buyback costs. MB products are ISO 9001:2008 certified. Its crushing attachments will crush all types of reinforced and non-reinforced concrete, natural stone, and asphalt. Its screens will separate mixed material and clean superficial powder from natural stones. Visit booth #1104.
Merchant e-Solutions | Booth 1112 Merchant e-Solutions provides a state-of-the-art technology platform, which gives you access to a secure and reliable suite of payment services through a single integration. Our solutions make it easy for you to accept payments in-store, online, by phone, and on the go. Gain payment acceptance and interchange optimization, access to industry-leading reports, and competitive pricing with the benefit of fast and friendly 24/7 service.Merchant e-Solutions is committed to improving the payment acceptance experience for merchants of all sizes, including B2B wholesalers. For more information regarding payment acceptance solutions for your business, visit us at Booth #1112.
Mobile Solutions | Booth 1110 Mobile Solutions is a SaaS company that provides full life-cycle managed mobility services, including procurement, staging and kitting, real-time expense management, business analytics and reporting, managed enterprise mobility management (EMM), repair and disposal. As mobility experts, our 24/7, always-on, U.S.-based service desk and real-time account management team provides value to 400+ clients. That makes us more than an industry leader in mobility management – it makes us your partner. We offer a free 45-day trial in which you get to utilize our solutions as if you were a full client. During this period we provide a comprehensive SMART report that reviews your trial objectives, provides an overview of your mobile environment and presents an analysis of opportunities for cost and time savings. #221f1f
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Modern | Booth 1311 Modern is exceptional, frictionless customer experience. Leveraging SMS (text messaging), email, and web apps, Modern is a platform for dealers and service customers to communicate in real time. Inside a dealership, Modern is a centralized communication hub allowing employees to collaborate on- or off-site, reduce phone calls, and drastically shorten customer response time. Dealers report a measurable increase in revenue, shorter WIP, fewer work order disputes, and higher net loyalty scores. Their customers love the “phenomenal communication!� 36 | www.cedmag.com | Construction Equipment Distribution | December 2017
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MultiOne America | Booth 1521 MultiOne is a high-quality multifunctional compact mini-loader manufactured in Italy and distributed in 54 countries around the world. MultiOne has established itself as the leader in this sector and is establishing a dealer network in the U.S. market. We offer nine models that range from 20HP to 78HP. Over 180 specifically engineered attachments can be quickly changed on the machine with the multiconnector. End users include landscapers; arborists; municipalities; vineyards; and workers in snow removal, construction, agriculture, and property maintenance. Please stop by our booth at the show.
OilQuick USA | Booth 1607 Change hydraulic and mechanical attachments from the comfort of your cab. This system allows you to use fewer machines to get the same job done with less personnel on-site. It also extends the life of the attachments by ensuring that the operator is using the right attachment for the job. It does all this while being regarded as one of the safest couplers on the market, exceeding all quick coupler safety guidelines set by any independent or government agency. Other great benefits that come from using the OilQuick coupler are tight hose routing, reducing the number of hose replacements; no danger in hot high-pressure oil when having to change attachments; no more workman’s compensation claims stemming from swinging a sledge or climbing a ladder; and the list goes on and on. It’s time to change!
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Parker-Helac Corporation | Booth 1702 Have a tight work space? Working off a hill? Add a PowerTilt attachment to your machine and eliminate the need for extra machines on the jobsite and increase your productivity over 50 percent. The new standard for all machines should be the ability to position your bucket up to 180 degrees instead of moving the entire machine. Whether your jobsite requires site development, setting underground utilities, or clearing ditches, the Helac PowerTilt® is the versatile tool for multiple attachments and is engineered for durability and performance. PowerTilt® uses Helac Corporation’s innovative sliding-spline operating technology to convert linear piston motion into powerful shaft rotation. Available for equipment up to 75,000 lbs. in eight sizes with standard rotation of up to 180 degrees, each PowerTilt® model is designed for a specific class of machinery and is individually customized to fit the carrier. For more information, call 1-800-PWR-TILT or email attachments@helac.com. Visit our website at www. helac.com.
Pettibone | Booth 1621 Pettibone will debut the T944X, its next generation Traverse telehandler, at booth #1621 during AED Summit & CONDEX, January 17-18, 2018, in Las Vegas. The Traverse is the only telescopic handler currently on the market with an extendable, traversing boom that moves loads by traveling horizontally. This capability allows users to precisely and safely place loads forward through windows or other tight openings without having to reposition the machine. With the Traverse, the specified lift height is the landing height. This stands in contrast to a traditional fixed boom pivot, where the true landing height is generally several feet less than advertised, as operators must account for withdrawing the forks out of the load with enough rearward travel for the fork tips to clear the landing zone. Pettibone/Traverse Lift LLC is part of the Pettibone LLC Heavy Equipment Group. Founded in 1881, Pettibone has been recognized as the industry leader in material handling equipment since the company revolutionized the industry with the first forward-reaching, rough-terrain machines in the 1940s. For more information, call 906-353-4800 or 800-467-3884, or visit www.gopettibone.com.
Point of Rental | Booth 1207 Point of Rental’s Inspection App, ALH’s Access Rental Innovation of the Year for 2017, automates inspection, maintenance, and service processes, all from your mobile device. Items automatically enter the Inspection App based on preset conditions. Checklists are then assigned in the system to a technician (or group). If a mission-critical checklist item fails its inspection, the app enters an IMO or IRO immediately. Condition photos and descriptions can also be stored in the system, so when maintenance begins the repair process, they already know exactly what to fix. The app also tracks inspection data, helping managers track resources spent inspecting and solving problems. Managers can see which serialized items are consistently having trouble, which checklists take the most time to get through, which inspectors are the most thorough, and adjust their processes accordingly. In short, Point of Rental’s Inspection App makes the maintenance process faster, smarter, and more accessible.
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Pop Art Inc. | Booth 1330 Today’s digital sales enablement for the heavy equipment industry, backed by two decades of experience in enterprise manufacturing. Power your sales channels with easy-to-use mobile solutions, online or offline. We help technology to enable people, not get in their way. Increase both margins and market share while reducing training time, allowing more face time with customers. Explore digital solutions to streamline your marketing, sales and HR operations with a no-cost consultation for AED members. Mobile Document Libraries; Visual Product Comparisons; Interactive Sales Calculators; Distributed Training Material and Modules; Sales Enablement Tools; Digital Asset Management; Analytics Dashboards and Tracking; Human Resource and Onboarding Software; CRM and Systems Integration; Custom Web Development; Cross-Platform Mobile Apps. Learn more at www.pop-art.com
Powertek USA | Booth 1733 A New Class of Excavator – Powertek Equipment. The Powertek brand is dedicated to manufacturing the most powerful and versatile excavator on the market today. It’s engineered specifically to run heavy duty attachments and tool circuits such as those necessary to land clearing and forestry, crushing and drilling and demolition jobs. Featuring 600HP in a single-engine design, this machine can complete the toughest jobs faster and more accurately than other conventional models. The revolutionary design combined with the guaranteed
PRINOTH TRACKED UTILITY VEHICLES ARE:
The perfect rental solution - profitable and cost-effective Highly versatile Sold by PRINOTH, a renowned dealer-friendly partner
Be a part of the PRINOTH success story: growwithprinoth@prinoth.com Visit us at
Booth #1421 LAS VEGAS, NEVADA
JANUARY 15-19, 2018
December 2017 | Construction Equipment Distribution | www.cedmag.com | 39
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reliability of a proven product offers a positive impact for your bottom line. Please visit www.powertekusa.com for more details on models and specifications.
Powertrac | Booth 1204 Eyes on Tomorrow. Eyes on North America. Due to a massive increase in demand in North America after displaying their demolition attachment product line at Conexpo-Con/Agg 2017, the famous Italian hydraulic breaker producer, Promove s.r.l., has strategically partnered with PowerTrac Machinery, an R. Udelson Company based in Miami, Florida, and will now proudly launch PMV North America. For nearly three decades, Promove has been manufacturing hydraulic hammers, shears, pulverizers, and other demolition tools in their Italian factories. Based in Florida, PMV North America will serve as the heart of all North American operations, with a full line of products, spare parts, and technical support, as well as a service/maintenance center.To learn more about becoming a dealer in North America, come visit our booth at CONDEX, and join our growing network!
Prinoth | Booth 1421 PRINOTH is one of the world’s leading manufacturers of tracked vehicles. With over half a century of crawler carrier experience, PRINOTH continues to develop and refine the sprocket-track system invented by Bombardier in 1935. Our vehicles, which are used for all off-road applications, offer payloads ranging from 5,443 kg (12,000 lbs.) to 20,865 kg (46,000 lbs.) and can be equipped with a multitude of specialized attachments. PRINOTH’s tracked vehicles exert very low ground pressure and reach sites where wheeled vehicles simply sink. We also offer a multitude of mulching attachments which can be mounted on tractors or skid steer machines. PRINOTH is presently looking for dealers in a number of regions across North America and other areas of the world. Our team will be exhibiting at CONDEX in booth #1421. Come meet us so we can discuss the many advantages of being a PRINOTH dealer.
RoadHog Inc. | Booth 1122 RoadHog attachments are suited for many applications in road maintenance, such as asphalt milling prior to overlay, pothole and base failure repair, road and shoulder reclamation, full depth reclamation, soil stabilization and utility trench cutting. RoadHog offers hydraulic cold planers, road saws and brooms for skid steers as well as self-contained, engine-driven cold planers in 18-inch to 96-inch cutting widths, equipped with 50 HP to 275 HP engines that can be matched with any skid steer, tractor loader, backhoe or wheel loader. Road contractors, cities, counties and state DOTs can all benefit from the cost and time savings that RoadHog attachments provide.
Rotar North America | Booth 1412 At Rotar we believe that people and machines can operate more efficiently. From this philosophy, we have developed state-of-the-art equipment for hydraulic excavators and wheeled loaders. Our main objective? To make products that guarantee operational continuity, minimal operational costs and optimal availability. We go about this in our own unique way: with enthusiastic professionals, short lines of communication and proven quality. This is how we make your daily demolition, recycling and material handling jobs easier and more profitable. Rotar is a close-knit team where youthful enthusiasm is complemented by many years of experience. We believe your problem to be our problem and your success to be our success. 40 | www.cedmag.com | Construction Equipment Distribution | December 2017
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That is why we all have a strong drive to prove ourselves. Whether it’s about implementing improvements in production or offering expert advice, our highly committed team will always go that extra mile for you! www.rotar.com / 440-953-1022 / Willoughby, Ohio
Rototilt North America | Booth 1213 Rototilt attachments transform excavators into efficient and versatile multi-function tool carriers. They allow buckets or other attachments to be rotated and tilted at the same time, making it simple to operate around or under obstacles, for any type of excavation work. Rototilt is available in six models, covering excavators from 1.5- to 30-tonne capacity. The flexibility of the Rototilt allows an excavator to operate in extremely tight work areas and perform functions that would normally require specialized equipment, multiple machines, or additional manpower. Rototilt provides excavating contractors with tremendous time savings and reduced on-site labor needs.
Screen Machine Industries | Booth 1411 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. Screen Machine products are better – by design, by manufacture and by performance. Each machine is built to our stringent requirements in our Etna, Ohio, manufacturing facility – just as they have been for the last 50+ years.
Construction & Mining
Construction
Forestry
Agriculture
VERSATILE Customization EFFICACIOUS Products RELIABLE Quality GLOBAL Reach AFFORDABLE Pricing
Attachments Pvt. Limited.
TRULY INTERNATIONAL IN CUSTOM BUILT ATTACHMENTS December 2017 | Construction Equipment Distribution | www.cedmag.com | 41
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Here are just a few reasons Screen Machine is your best choice for crushing and screening equipment: Patented technology for unmatched innovation, durability and productivity A full line of products to serve all your crushing and screening needs Key components manufactured with USA-made, grade 80 steel – the strongest available! Same-day shipping on stock parts orders Learn more at www.screenmachine.com. Together, we will CRUSH EVERY JOB!
Sentry Insurance | Booth 1404 Sentry Insurance is one of the largest and most financially secure mutual insurance companies in the United States, holding an A+ (superior) rating* from A.M. Best. Sentry and its subsidiaries sell property and casualty insurance, life insurance, annuities, and retirement programs for businesses and individuals throughout the country. Headquartered in Stevens Point, Wisconsin, Sentry employs more than 4,000 associates in 41 states. See a complete list of underwriting companies at www.sentry. com. *A.M. Best rating current as of 5/19/2016
Shantui America | Booth 1527 High value and lower machine cost. Giving you more value with less cost was our main purpose when we designed J-series dozers. Through the use of our original intelligent control system, efficient and immensely reliable Cummins diesel engine, hydrostatic transmission system with excellent comprehensive performance, sensitive and precise steering and blade control, safe comfortable cab, and various optional work equipment, Shantui J-series dozers can be used in landscape and municipal engineering, earthmoving, grading, logging or any other application. Shantui actually makes its own structural parts, including arms, tracks, undercarriages, roller sets, buckets, transmissions, torque converters and much more, for a wide range of construction machinery products.Our service network provides excellent standard services and extended service options, after-sales service through our training agents and professional engineers for your equipment, to provide uninterrupted technical support.
ShearCore | Booth 1611 ShearCore is a design, manufacturing, and sales company, specializing in the production of the Fortress line of attachments for the metal recycling, steel mill and demolition industries, as well as distributing the Copex line of Lidex heavy stationary shears and Reflex portable and semi-portable baler shears. ShearCore is led by industry veterans Bruce Bacon (president), Ross Christensen (worldrenowned designer) and Jim Campbell (VP of manufacturing). These three individuals have more than 75 years of combined experience and literally thousands of attachments in the workplace around the world from previous endeavors. Our hallmarks are innovation, quality, and leadership in design. The expanding Fortress attachment line includes mobile shears, crackers, and grapples. All ShearCore products are supported by a full staff of service, parts, and sales experts around the U.S.
Simex | Booth 1127 Simex has 26 years of experience in producing hydraulic earthmoving attachments. After achieving a reputation as the leader in road maintenance attachments with asphalt planers, wheel saws, wheel compactors and pavers, about 15 years ago Simex started designing and producing double drum cutter heads, screening buckets and crushing buckets for excavator mounting. 42 | www.cedmag.com | Construction Equipment Distribution | December 2017
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Simex continued
These cutter heads with integrated motor in direct drive, alongside the crushing and screening buckets with adjustable output size, are examples of Simex’s ongoing dedication to designing efficient and customized solutions to meet any requirement. In addition, the new patents (we patent nearly all our products) are a mark of constant quality and research. Innovation is our constant goal. To prove it, we’ve also developed special solutions for applications like tunnel finishing and wall profiling. For Simex, CONDEX is a key opportunity to promote our attachments to dealers attending the show. For more info, visit us at www.simex.it.
SmartEquip | Booth 1700 SmartEquip is an efficiency tool that helps fleet owners generate more profit from their equipment by automating and accelerating the service workflow. Our software streamlines the service process by eliminating order errors, improving technician wrench-time and reducing equipment down time. While SmartEquip does provide a network of serial-number-specific parts catalogs to our customers, we are much more than a library of catalogs. SmartEquip integrates with the fleet’s rental management software to provide a seamless process for procuring parts. In fact, we currently integrate with five of the largest software providers in the rental industry. These integrations provide a procurement process free of errors, duplicate entries and delays. We welcome you to learn more at www. smartequip.com.
Soosan USA | Booth 1511 Soosan USA, one of the largest and oldest manufacturers of hydraulic breakers and surface blast hole drills, offers a complete range of hydraulic breakers for skid and track loaders and mini and midi excavators ranging from 200 to 16,000 foot/ pound classes – all built with reliability and performance and supported by a strong team of industry professionals. Soosan also manufactures surface blast hole drills designed to drill holes ranging from 2.5 to 4.5 inches in diameter. Featuring a powerful and reliable drifter, Soosan drills offer a high penetration rate and reliable performance for both quarry and construction applications. Please stop by booth 1511 and learn how Soosan USA can improve your revenue and bottom line. For more information on Soosan USA and its products, please view our website: www.soosanmachinery.com.
Spend Right Inc. | Booth 1306 Spend Right helps dealers do more. With decades of experience working with off-highway machinery dealerships, we understand the dealer business and the unique challenges that dealers face. Our custom consulting solutions increase profits, improve customer satisfaction, support technology initiatives, and reduce risk. Visit our website at www.spendrightinc.com to arrange a free consultation.
Sullair | Booth 1831 The Sullair portable air compressor line is expanding to provide new and innovative solutions for equipment distributors throughout North America. Targeting industries like construction, drilling, media blasting and landscaping, Sullair portable air compressors have the right options for you – and for your customers. The current Sullair lineup focuses on powerful equipment in compact packages. Smaller units are easier for a distributor to store – and easier for a customer to maneuver. A focus on improved fuel efficiency means December 2017 | Construction Equipment Distribution | www.cedmag.com | 43
Sullair continued
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customers have extended run time at the jobsite – improving their productivity and satisfaction. The Sullair product lineup includes standard 185cfm tow behind machines – as well as a robust 375 family which includes award-winning high pressure options – up to 200psig – providing higher air power options which are easy to move around town – and across the country. Plus – Sullair offers award-winning air compressors for really big jobs – including the newly-redesigned Sullair 1600H Tier 4 Final.
Sullivan-Palatek | Booth 1210 The all-new Sullivan-Palatek D400PHHJD4 portable compressor is a versatile dual pressure / dual capacity unit, delivering 400 CFM at 215 psi or 450 CFM at 100 psi. At its core, the new model features a 173hp John Deere Tier 4 Final engine and a large 163mm twin screw air-end engineered and manufactured by Sullivan-Palatek. Other features include a full containment frame, remote drains, lockout aftercooler capability, large 80-gallon fuel tank, exterior lit fuel fill, fuel-saving and noise-reducing clutch fan, and an exterior that boasts a durable galvanneal enclosure with a powder-coated finish for rust and corrosion resistance. The compressor is also equipped with the SPEC full-service electronic controller, with digital readouts of everything from compressor temperature to aftercooler filter warnings. The controller also features the model’s complete parts and service list for ease of maintenance.
TARGIT | Booth 1602 TARGIT Decision Suite is the business intelligence and analytics solution designed specifically for the heavy equipment sales and rental industry. With an emphasis on people, it is our mission to transform the entire dealership by revealing actionable insights for every employee in every department to help them make better and faster decisions. TARGIT delivers instant insight into financial reporting, equipment sales, rentals, and services and parts data. The unique combination of our patented technology, proven methodology, and dedicated employees and partners is what enables us to help organizations around the world perform their best. Learn more about us at www.targit.com.
The NOCO Company | Booth 1120 The GB150 is a portable lithium-ion battery jump starter pack that delivers 4,000 amps (22,500 J3S) for jump starting a dead battery in seconds. It features patented safety technology that provides spark-proof connections and reverse polarity protection, making it safe and easy for anyone to use. It’s designed for both gas and diesel engines up to 10 liters and more. Established in 1914, The NOCO Company (NOCO) designs and creates premium consumer battery chargers, jump starters, solar panels, and portable power devices as well as a wide range related battery products and accessories. Through these world-class offerings, NOCO® has effectively set the new standard for design, performance and safety and has introduced an entirely new generation of products.
Toku America Inc. | Booth 1711 Striker hydraulic breakers by Toku America Inc. are exceptional hydraulic attachments which produce industry-leading impact energy while also increasing overall productivity. Models from 100 ft.lb. to 12,000 ft.lb. all have patented, accumulator-free technology. This exclusive built-in system removes pressure spikes and allows the breaker to have significantly less parts, down-time, and overall operation cost. The 100 ft.lb. to 1,000 ft.lb. models have the ability to be interchanged between multiple machines with an 44 | www.cedmag.com | Construction Equipment Distribution | December 2017
Toku America Inc. continued
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easy-to-use pin and bushing kit system. Housings also reduce overall vibration and help reduce wear on the machine. To learn more, visit www.toku-america.com.
Towsleys | Booth 1130 Since 1954, Towsleys has been providing branded promotional products to help companies build their brands. From pens, mugs, hats and T-shirts to polos, jackets and safety apparel, Towsleys provides standard and custom-designed solutions for customers or employees. In-house artists create custom designs for maximum appeal and impact. Custom-designed hats are available in quantities as small as 150, including free hat samples. Due to our size, we receive special pricing and free inbound freight, which lowers pricing and provides high value to our customers. Although Towsleys is a new member of AED, we have been providing branded promotional products to the industry for several decades. For more information on how Towsleys can service all your promotional product needs, contact John Niedermeyer (920-482-1128 or john@towsleys.com), or Sam Reynolds (920482-1146 or sam.reynolds@towsleys.com).
Witzco Trailers Inc. | Booth 1105 “All American” RG-50 Detach lowboy trailer, 103K capacity, 13HP Honda engine combo wet line package, CUSH Air Ride suspension, 3rd axle lift, American Oak deck. Witzco Challenger Trailers is a family-owned business that has proudly provided their customers with high-quality trailers using American-made components for 80 years. From mill to finished product, all aspects of the trailers are engineered and fabricated at their facility in Sarasota, Florida. They manufacture a variety of models: Lowboy Removable Gooseneck (ground bearing or non-ground bearing), Rigid Neck, Drop Deck, Flat Bed, Tag, and Sliding Axle. The company sells to a large distributor network from around the world and over the past several years has supported the United States military by selling artillery tag trailers and 60-ton tank retrieval trailers. Witzco Challenger Trailers takes pride in their superior craftsmanship and excellent customer service while providing competitive pricing for any prospective distributor.
WTC Machinery | Booth 1501 WTC Machinery presents the FP100 Field Press! Our FP100 is a 100-ton field press that features an open frame for easier setup and an adjustable tool holder for quicker pressing. Being a lighter, more userfriendly system, the FP100 is especially well suited to bulldozers and excavators with pin diameters ranging from .63” – 2.56”. WTC offers a range of hydraulic pumps to match available power in either your shop or service truck, so you’ll never have to worry about conversions. The FP100 can be easily disassembled and fits neatly inside an available storage box, helping to keep it secure and safe during storage and/or transport.All of our products are made 100 percent in-house, from engineering to shipping out the door. We’ll work together to ensure you have exactly what you need to get and stay operational.
WTC MACHINERY
Engineered to perform. Built to last.
WTC MACHINERY
Engineered to perform. Built to last.
December 2017 | Construction Equipment Distribution | www.cedmag.com | 45
>> A CLOSER LOOK
Rest Easy with Creditsafe USA By Karen Algeo Krizman ike Krogermeier, financial controller at Creditsafe USA, wants to help his fellow AED members sleep a little better at night. To that end, he encourages any business that sells on credit to always run credit reports on the companies they’re doing business with – preferably using Creditsafe; but if not, that’s OK too. “My hope in going to AED was really to start more of an informational campaign of ‘Hey, this is how not only can we help you, but this is how this information in general can help you,” Krogermeier said. “I don’t care where you get it. Ultimately, what we’re trying to do is increase usage (of credit reports).” Creditsafe, which was started in Norway 20 years ago and
M
46 | www.cedmag.com | Construction Equipment Distribution | December 2017
came to the U.S. five years ago, focuses on business-to-business credit reports, which for some smaller and mid-size equipment distributors can mean the difference between life and death. “It comes down to the economics of your business,” Krogermeier explained. “There are extremely high up-front costs. There are high breakdown rates, so there are high parts rates and high labor rates on the maintenance. There are high costs in moving equipment around, and some companies have even come to us saying there are high loss rates in terms of theft or damage and things like that. All this stuff costs money. So when these guys go get a bank loan to fund these things up front, if one customer doesn’t pay or pays awfully slowly, it really hurts the cash flow of a private business.” Dun & Bradstreet (D&B) is by far Creditsafe’s biggest competitor
in the U.S. Founded 176 years ago, D&B has well over half the U.S. market for business credit reporting, according to Krogermeier. To compete against D&B and others in the industry, Creditsafe offers what Krogermeier says are the lowest pricing options available in the credit reporting marketplace. “We have the lowest cost infrastructure in our industry,” he said. “Nobody runs our platform. One of the reasons is that we’re one of the newer ones, so we don’t have a legacy system, but it’s also how we acquire data. We have a way to do that at a much lower cost. I am comfortable saying none of our competitors can meet or beat our price and still make money.” That low cost should be particularly appealing to smaller equipment distributors, many of whom have not traditionally run credit reports on their customers, Krogermeier said. “I think the reason a lot of equipment distributors didn’t look at credit is because it was very expensive. Our competitors used to sell a single report for $100. How many customers do I have times $100? That adds up pretty quickly and that affects my bottom line. We’re just trying to improve the model. ”
“We want people to use our products to help them improve their businesses. We want to help them sleep at night a little bit better, and let them focus on what really drives sales.”
- Mike Krogermeier Creditsafe
For dealers that do business outside the U.S., Creditsafe offers subscriptions that include access to international credit reports from 14 different countries. “We are really one truly global company,” Krogermeier said. “You log in from one location with one password and you can hit any country from that one database, which no one else can do in our marketplace in our industry.” Although business-to-business credit reports is its main business, Creditsafe also offers a number of other services to its subscribers. “One of the products we sell is basically sales prospects or leads,” Krogermeier said. “We can use our database to basically look at a territory and identify within this territory how many customers, based on
their SIC code, are potential customers for you and how many of those you actually have already. We can narrow that down and give you lists of other contractors, GCs (general contractors) and construction firms that may be potential customers for you. Then we’ll basically put that in the package in terms of company name, officer, email, phone number, things like that.” Another service Creditsafe offers through one of its numerous business partners is debt collection, which is included in the annual subscription rate. “We want people to use our products to help them improve their businesses,” Krogermeier said. “We want to help them sleep at night a little bit better, and let them focus on what really drives sales.”
Crave more insight into your industry and customers? Want THE competitive edge over your competition? Want to be ahead of instead of behind the curve? Wish your business could be more intelligent? Then, check out The Creditsafe Business Intelligence Platform at AED 2018! Come to The Creditsafe Booth #1812 at
AED Summit & Condex in Las Vegas, NV on January 17-18th
to see how simply and affordably you can bring an increased level of intelligence to your business! Creditsafe, The Global Business Intelligence Leader For more information, please contact Darren Kyle at Creditsafe: https://try.creditsafe.com/darren December 2017 | Construction Equipment Distribution | www.cedmag.com | 47
The deep team celebrates the breakthrough of a TBM.
Deep Foundations Drills to Keep TBMs Crawling on Canada’s Largest Transit Expansion By Brian M. Fraley Fraley Construction Marketing To say that Deep Foundations Contractors (deep) was drilling in a confined space within an extraction shaft on the Eglinton Crosstown Light Rail Transit Project (Crosstown) would be an understatement. It was the first of many challenges the firm would overcome while working above and below the buzzing streets of Midtown Toronto, Canada. The epicenter of the action, however, was a 32.5-meter (107-foot) deep extraction shaft where two massive tunnel boring machines (TBMs) would be lifted from the ground at the end of a long subterranean journey. While deep has extensive experience working in Toronto, one of North America’s largest cities, there is nothing simple about drilling in a crowded urban environment. The Canadian powerhouse would conquer challenges including inconsistent soil conditions, low-clearance drilling, unmovable utilities, traffic, and dark confined working spaces, in its quest to provide underground access for two rapidly advancing TBMs.
Canada’s Largest Transit Expansion
Crosstown is a CA $8.4 billion (U.S. $6.6 billion) infrastructure project with a 19-kilometer (11.8-mile) corridor, 10 kilometers (6.2 miles) of which are underground. Phase 2 includes the easternmost tunnel. Come 48 | www.cedmag.com | Construction Equipment Distribution | December 2017
2021, Metrolinx projects that 5,500 passengers per hour will benefit from this project – the largest transit expansion in Toronto history. The Phase 2 contract was awarded to the Aecon/ACS Dragados Joint Venture (JV) in November 2013. Its scope entailed 3.25 kilometers (2.1 miles) of 6.5-meter (21-foot) diameter twin tunnels, precast concrete tunnel lining segments, launch and retrieval shafts, headwalls associated with future stations, two emergency exit buildings, three cross passages, utility relocations, traffic staging, ground and building settlement monitoring, and site restoration. deep, one of Canada’s largest foundation contractors, specializes in shoring for a wide cross-section of building and infrastructure projects. The contractor was a natural fit, having worked on large transportation projects, the most recent of which was a subway extension for the Toronto Transit Commission. The Aecon/ACS Dragados JV awarded deep a roughly CA $21-million (US $16.7-million) contract to excavate and shore launch and extraction shafts for two tunnel boring machines (TBMs), to build two emergency exits for the TBMs, and to construct headwalls for two future stations. Its work started in April 2014 and concluded in March 2017.
To Keep the TBMs Boring
deep’s work would allow the two TBMs, known as Don and Humber, to continue their underground journey uninterrupted. The costs
associated with stopping their progress would be incredibly prohibitive; failure was not an option. The Caterpillar TBMs – aptly named after two of Toronto’s rivers – began tunneling on September 30, 2015. The pair would crawl westbound, digging 3.5 kilometers (2.2 miles) from the launch shaft at Eglinton and Leslie Streets before reaching their destination. The TBMs would eventually be hoisted out of Extraction Shaft 3 (ES-3), which sits at Yonge and Eglinton Streets, Midtown Toronto’s busiest intersection. deep’s end goal was to prepare the shaft for their arrival.
Unleashing Canada’s Largest Fleet of BAUER Drilling Rigs
Top: deep used a crane to lower the BAUER BG 11 H drilling rig into Extraction Shaft 3. Above: The BG 11 came standard with the ability to remove the upper section for low headroom applications. ECA Canada supplied a shorter Kelly bar for the low headroom application. Right: The cutting head of one of two tunnel boring machines is hoisted out of the extraction shaft.
The ace deep held in its pocket was Canada’s largest fleet of BAUER drilling rigs, all of which were acquired from Equipment Corporation of America (ECA). ECA has been a leading supplier of foundation equipment in the eastern United States and eastern Canada for a century. Its fleet runs the gamut from large to small. deep purchased the BG 55 – the most powerful rotary drilling rig on the market at the time, with 553 kNm of torque – in September 2016. The contractor then acquired one of the smallest, a BG 11 H, in August 2017. ECA also sold deep seven Klemm drilling rigs. “We have the biggest fleet of BAUERs in Canada,” boasted Conor Foy, deep’s supervisor on the Crosstown. According to ECA Canada’s Branch Manager Ray Kemppainen, deep geared up by purchasing five more rigs from late 2015 through early 2016, including a BG 46, two BG 39s, a BG 40, and a BG 30. In the early 2000s, deep analyzed the drilling rig manufacturing market and made a calculated decision to acquire BAUER drilling rigs starting in 2003. Analyzing the market was more about the start of a relationship than a purchase. There were no salespeople in shiny suits with glossy brochures; the representatives from ECA and BAUER had realworld drilling experience. This relationship between companies is equally about the people and the equipment. Kemppainen recalls the 1970s when the firm was buying foundation equipment from his former employer, Special Construction Machines, known today as ECA Canada. deep is now ECA’s largest Canadian client. Kemppainen has surmised after several decades of hands-on service to deep that it handles equipment acquisition like operations: streamlined, uniform, and consistent. deep was using conventional crane-mounted drilling equipment combined with vibratory hammers to drive and extract casing in urban environments, which is more disruptive to residents and motorists. BAUER technology allowed contractors to install and remove sectional casings using the powerful hydraulic rotaries of the BAUER drilling rigs. ECA was instrumental in matching equipment to December 2017 | Construction Equipment Distribution | www.cedmag.com | 49
as excavation continued. Alternating panels allowed deep to vertically excavate up to 1.2 meters (4 feet) of material every week. External dewatering was required for the final two levels because they were below the water table. Most secant piles were accomplished from street level, but three windows remained in the southern half where that was not an option. Closing them during the remainder of the excavation proved to be the greatest challenge of the complex ES-3 shaft construction. The client dewatered ES-3 to lower the water table by one meter so the working platform could be poured at the correct elevation. The equipment ran until the secant wall was finished to keep the water at bay.
the complexities of the Crosstown, according to Foy. “There was a lot of back and forth,” he said. “We had to provide a lot of information and work with them to get the right equipment.” The back and forth Foy refers to revolves around service, parts, and training, according to Kemppainen. “We were constantly there supporting them with the rigs,” he said. He added that deep’s managers were given the unique authority to order parts directly from the jobsite, which comes as no surprise considering the unforgiving schedule and the critical need to keep the BAUER rigs drilling.
Ground Conditions Present Trouble Down Below
Midtown Toronto is notorious for its troublesome ground conditions. This reality sank in as deep began drilling ES-3. The first 10 meters (33 feet) included granular and silty sands. deep then hit the water table and encountered a flowing silt, which went down 16 meters (52.5 feet). A layer of dense glacial till stretched from 26 (85.3) to 32.5 meters (106.6 feet) below the surface. The contractor overcame the variety of soil conditions with careful drilling techniques and an assortment of drilling buckets and tooling. One challenge was unstable soil. “The problem when it got wet was the silty sand,” Foy recalled. “It was very fluid, so you had to follow proper procedures and techniques to make sure the drilling was consistent and you didn’t have any cave-ins.” deep relied primarily on BAUER drilling buckets to conquer the material. Augers were used as a back-up and bailers helped to remove water.
Conquering ES-3 – a Shaft Within a Shaft
deep’s decision during the tender process to tap Ontario-based Isherwood Geostructural Engineers as a shoring engineer paid off. Working with deep, Isherwood engineered a creative solution whereby a shaft could be deepened just enough to allow the BAUER BG 11 to go below street level to install a secant wall from within. After establishing the dimensions of the rig and surveying the lowest utility supports, deep determined that lowering the grade to 15.5 meters (50 feet) and pouring a temporary slab would allow the BG 11 H to finish off the secant wall. deep built ES-3 in two sections: north and south. Each presented a unique set of challenges. The conflicting utilities in the northern half were relocatable, which allowed deep to build a secant pile wall by drilling from the surface with one of its five BAUER BG 40 drilling rigs. Fiberglass pile sections were used on the east
Confined Space No Problem for the BG 11
The mast of the BG 11 H was within inches of the lowest utility support.
wall to prepare for breakthrough by the TBMs. deep kept traffic flowing on Eglinton Avenue by building a temporary bridge deck over the northern half once drilling was completed. It consisted of timber mats supported by steel beams and bracing, and locked in place with Steel Angle. Once utilities were surveyed, located, and protected with steel sheeting, deep relocated its BAUER BG 40 to commence drilling in the southern half. It was important to compare pile and utility locations to avoid any conflicts. The challenges with confined space and drilling depths in the northern half remained, but all holes were completed safely and efficiently. Supporting utilities was deep’s top priority when excavating the southern half of ES-3. The crew built a lattice of steel support beams to support the utility ducts/conduits and mains running across the shaft before commencing work on the deck. Following a rigorous inspection, this deck was opened to traffic and the north deck was removed. The north would now remain open to allow for removal of spoils and, eventually, the two TBMs. deep installed an internal waler and lagging design to continue shoring below the utilities so the slab could be poured for the BG 11 H. The system, designed by Isherwood Geostructural Engineers, allowed the excavation to be lowered enough for a compact air track drill to drive soil nails. The crew worked within a confined space to install the nails and spray shotcrete in a panel sequence to keep the ground stable
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One of the most interesting spectacles for passersby was the sight of a BAUER BG 11 H dangling from the end of a crane line as it slowly descended below street level. Drilling within the cavernous ES-3 was also one of the more complex engineering challenges deep overcame. “You barely had room to breathe, especially inside the shaft,” Foy said of the working conditions within ES-3, adding that the mast of the BG 11 H was within inches of the lowest utility support. The height from the drilling slab to the underside of the utilities was 9.8 meters (32 feet). “You had to put in the preparation work and make sure everyone knew what they were doing and had clear procedures for what was happening.” The compact rig excelled at drilling in a confined space below unmovable utilities due to its lower header configuration, according to Kemppainen. deep was renting the rig from ECA at the time, but converted to a purchase because it was ideally suited for this operation. Kemppainen explained: “The BG 11 comes standard with the ability to remove the upper section for low headroom applications. deep removed the upper section themselves,” he said, “and ECA Canada provided a shorter Kelly bar for the low headroom application.” “The BG 11 H was the only rig that could fit under the decking and utilities and still be able to drill the required depth to complete that wall,” Foy explained. “This machine was dropped in 15 meters (49.2 feet) below ground surface, but it still had to drill holes from inside the shaft down another 17.8 meters (58.4 feet).” There were also other selling points for the BG 11 H. At 35,000 kilograms (35 tons), it could be safely lowered into the excavation by a crane. The rig’s ability to deliver 110 kNm
(81,130 foot-pounds) of torque down to a depth of 40 meters (131.2 feet) was a bonus. Even though the BG 11 H was compact enough to work beneath the utilities, it was incapable of using casing to drill the remaining 17.8-meter-long (58.4-footlong) piles. deep needed a high-quality, water-tight secant wall to keep the shaft dry. The contractor harnessed more than 45 years of experience to develop a solution. deep chose a polymer drilling fluid to keep the holes open. A liner was inserted to keep the top of the excavation open, and the fluid was pumped for the remainder of the shaft. These steps, combined with dewatering, created enough head pressure to keep the flowing silt from caving in. The slurry bubbled in the tanks at street level while being mixed and agitated. deep regularly tested it for pH and viscosity before turning on the constant flow required during drilling. Perfection was mandatory. Once the drill bit hit the founding elevation, a drilling bucket scooped out any leftover chunks of earth. It was critical for the slurry to keep the hole open and clean while deep’s crews built sectional piles in
preparation for concrete pouring.
Large Piles, Confined Spaces, and Innovative Solutions
The size of the piles forced deep to improvise. At 18 meters (59 feet) in length and 8,400 kilograms (18,400 pounds), they were too long to hoist in one piece and too heavy for the BG 11 H to lift. deep designed a hoisting device above each pile location that could lower each of the three six-meter sections to be bolted together before eventually being lowered to their founding elevations. The hoist could lift three six-meter (19.7-foot) sections together at a total weight of 8,400 kilograms (18,400 pounds). Once the piles were installed to the correct elevation, the concrete needed to be placed. The concrete was placed under polymer slurry using the tremie method. The crew poured each pile with a flexible hose connected to a sectional tremie pipe fed by a pump that was positioned above the shaft. The pipe was then lowered to the bottom of each hole. As the concrete was placed, the slurry in each hole was
displaced. deep scrutinized the volume and rate of concrete placement to guarantee that the piles were uniform and of high quality. deep’s crews persevered 24 hours a day, six days a week to complete the 29 secant piles under a rigorous schedule. By this time the Northbound TBM had already broken through. The Southbound TBM and a 50-person crew were crawling quickly toward ES-3. deep had to be out of the shaft before breakthrough. On March 13, 2017, the lower drilling came to a successful conclusion. Fiberglass crumbled and water spewed as the cutting head of the second TBM, known as Don, broke through the wall of ES-3. The project was completed successfully to the satisfaction of all parties involved. The close working relationship between deep and the general contractor Aecon/ ACS Dragados JV, with some help from ECA and a fleet of BAUER drilling rigs, brought the City of Toronto about 3.5 kilometers (2.2 miles) closer to increased mobility.
December 2017 | Construction Equipment Distribution | www.cedmag.com | 51
Open the Door to a Successful
By Christine Corelli
Answer These 21 Questions C
ompetition has always been tough, but today’s competition is fierce. Your competitors are using highly aggressive strategies to gain market share and doing all they can to outsmart you. Your customers have changed as well. They are better educated, more discriminating, more cost-conscious, and have higher expectations. Meeting those expectations is not enough; exceeding them continually is the name of the game. In the past, the customer ruled, but there’s no doubt that today, your customer has the power to determine to what extent you will succeed. Therefore, establishing a reputation for service excellence and delivering a consistently great customer experience is not optional; it is mandatory. This includes internal customer service as well. You can’t deliver it on the outside unless you deliver it to each other on the inside. It’s that simple.
Culture Trumps Strategy
In this environment, your culture can make you or break you. Dynamic leadership must be displayed. Sales and marketing departments must be aligned. Employee involvement with initiatives is critical. Everyone must be dedicated 52 | www.cedmag.com | Construction Equipment Distribution | December 2017
to doing all they can to help the sales and parts and service departments, and you need to be sure your place of business is a great place to come to work each day.
More Has Changed
State-of-the-art technology, social media, and a highly creative website with great content are now critical tools and drivers of business growth. New and even more ultra-sophisticated technologies and marketing platforms are on the horizon. You will need to implement these, and it will be sooner than you think. When it comes to technology, you must learn, unlearn, and relearn.
Change the Way You Think About Training
Your company must become a learning organization and learn faster than your competitors. You now need to consider training and certification for technicians as an investment in your future. You also need to work with the schools and The AED Foundation.
Your Company Itself Must Change
A company must be ready to implement any changes necessary to ensure success. Often, that means you must be quick to shift
gears when and where needed, and definitely diversify what you offer. You must hire the best people, making sure you have a sophisticated hiring process as well as an “on-board” program. In the past, on-board programs were a practice for large corporations. This has changed too. Progressive dealer organizations are now using them as well.
So Much More – Always So Much More
So much more is required to create and sustain success in the equipment distribution business. For now, take this simple “yes” or “no” test to help you determine how well your dealership is positioned for a successful future. 1. Does your company excel in the Five Critical Success Factors for business growth and profitability? Is dynamic leadership displayed by every executive and manager? Do they excel in the two sides of leadership – the strategy side and the people side? Do you have a sales team that is far superior than any competitor’s team and is armed with industry and product knowledge as well sales and relationship-building skills? Have you established a reputation for customer service excellence in every aspect of the customer experience? Have you established a culture for high performance, with teamwork and internal service excellence? Do you execute your competitive strategy and shift gears when necessary, as well as implement ideas for continuous improvement? 2. Have you consulted with your employees and your customers to help reach decisions with your strategic initiatives? 3. Have you conducted a competitive analysis of your three biggest competitors and determined and implemented what you can do to differentiate your business and be better than your competitors? 4. Have you diversified your offerings? 5. Are you using social marketing to the max in your sales, marketing and advertising practices?
15. Does everyone in your company support your competitive strategy? 16. Does your company have a diversified team, or several teams, working continuously to determine ways to make your strategy and initiatives work? 17. Does your company realize that such teams can take fragments of ideas and structure them into a wide variety of options and solutions to problems? 18. Does upper level management solicit, listen to, and respond to all ideas, selecting the best ones to implement? 19. Do you treat your employees as well as your best customers? Do you have a sophisticated hiring process and strive to establish a culture for high performance? 20. Does everyone in your company recognize that, regardless of how smart your competitive strategy may be or how great your sales and service department performs, it requires your entire workforce to create and sustain success? 21. Do you make every effort to be better, faster, and smarter than your competitors? There could be 100 questions added to this list. But hopefully you’ve answered “yes” to the majority. If not, what’s holding you back from taking action on these important areas of business? Only the best will be positioned for a successful future. CHRISTINE CORELLI is a conference speaker, columnist, and author of five business books, including the best-selling Wake Up and Smell the Competition and Capture Your Competitors’ Customers and KEEP Them. Visit www.christinespeaks.com, or call 847-581-9968.
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6. Have you involved your leadership, sales, HR, CFO and customer service teams in creating your competitive strategy? 7. Are your sales goals and incentives aligned with your company’s marketing strategy? 8. Did your marketing team involve your entire sales team and service manager when creating a marketing plan?
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9. Is training a part of your competitive strategy and are you involved with the Foundation?
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10. Does your leadership team take the time to discuss strategic initiatives and constantly “talk up” service excellence?
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11. Does your top executive communicate exceptionally well and explain why decisions are made throughout the company?
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12. If management agrees to disagree with executive decisions, do they still fully support the company effort? 13. Do you and your company recognize that, where there are conflicting opinions, energy is created, creativity is stimulated, and the status quo is challenged? 14. Does everyone in your company know your competitive strategy and do they have the tools, technology, and training they need to excel?
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>> NEW AED MEMBER
Meet AED member
Rock & Recycling Equipment
By Karen Algeo Krizman aving recently joined Associated Equipment Distributors (AED), Brendan Fox and Shane Fleming, the new owners of Rock and Recycling Equipment, LLC, in Sutton, Mass., hope to learn from those who have come before them. “We want to sit down with some other like-minded companies who have been doing this a lot longer than Brendan and I have and see what we can learn,” Fleming says. “We’ve got our ideas, but there are some very basic things that I just feel we can pick up on from some other dealers.”
H
54 | www.cedmag.com | Construction Equipment Distribution | December 2017
With the help of McCloskey International, Fox took over the dealership in the spring of 2016 and a few months later asked Fleming, his good friend and former coworker, to come aboard as a partner. Fleming, who had completely left the equipment distributor industry a few years earlier, was happy to oblige. “I totally didn’t plan it or see it coming, but I recognized it as a great opportunity,” he recalls. “I’m very happy we made the move, and I’m very happy that Brendan and I are working toward something special here. It’s been a good first year.” Rock and Recycling currently offers a full line of McCloskey products for the crushing, screening and recycling industries in Massachusetts, Connecticut, New York, Rhode Island, New Hampshire, Vermont and Maine, but Fox and Fleming plan to expand that territory in the near future. Helping them to do so is Mike Lanchanski, another longtime friend and former coworker, who joined them as a sales consultant. “Our number one priority is we want to be the best full-service McCloskey dealership in the country and then go from there,” says Fleming. The business partners believe customer service is key to accomplishing that goal. “It sounds cliché, but we really want to excel at customer service,” Fleming says. “We go above and beyond what customers expect. McCloskey has that mentality as a manufacturer and we’re trying to echo that down here in the Northeast. Brendan and I want to grow this place. Honestly, I think that’s the best way to do it, just through good customer service, going above and beyond… I feel that if we do that, we’ll get a good foundation, and other opportunities will present themselves.” Fleming gives Fox huge kudos for leading the way toward excellent customer service. “Brendan has about 30 years of industry experience. He is just an extremely knowledgeable guy who really makes the business go. He’s excellent with the customers, demonstrating and setting up the machines. He’s really critical when it comes down to applications, actually setting up the equipment. Customers really appreciate his knowledge and thoroughness. Having him out on site is just invaluable.” While Rock and Recycling is mainly
focused on new equipment sales, Fleming says that, as with other equipment distributors, rentals are a big part of the business. They do, however, look at it more as a paid demo, or rent-to-own, situation. “Renters get their feet wet working with the equipment and working with us,” Fleming says. “It’s a way for them to feel us out and for us to get our equipment out there. The rentals have become a big part of our business, but they’re really aimed more toward the end result of selling our equipment. That’s not to say we won’t do straight rentals. We will, but it’s somewhat more strategic.” Also like their peers in the industry, Fox and Fleming have been impacted by the lack of skilled technicians. “That was my biggest struggle – where do we find good technicians?” Fleming said. “We only had one employee at the end of last year, so right away we needed a ‘trained service technician.’ Well, good luck! That took me the first three or four months of this year.” Another challenge facing the fledgling dealership has been the ups and downs of the economy. “Right now it seems to be going and chugging along in a good direction, but nobody ever knows,” Fleming said. “Everybody is waiting for the rug to be pulled out. The most recent crash in the late 2000s – that’s still very fresh in everybody’s minds. “Everybody knows somebody who, if
“It sounds cliché, but we really want to excel at customer service. We go above and beyond what customers expect.” — Shane Fleming they didn’t go out of business, they were just about brought to their knees.” It’s a fine line between having enough equipment on hand to grow and not getting caught with too much inventory should the economy coming crashing down again. Fleming and Fox hope to safely walk that fine line using knowledge they garner from their fellow AED members. “As a new dealership, we’re very happy with our sales group and how everything is going up; but at the same time we don’t have a lot of history of where we need to be, so my biggest concern – and that’s where I want to get involved in AED – is to try to get a good gauge,” Fleming says. “I don’t think anyone can predict the future, but you just lean on other people who have been doing it longer.” To learn more, about Rock and Recycling, call their toll free number at 866-622-333 or visit them at www.rockandrecycling.com.
December 2017 | Construction Equipment Distribution | www.cedmag.com | 55
JOURNEY
TO THE TOP Anaconda CEO got started in the heavy equipment industry by chance, then went on to found successful international manufacturing company By Megan Mattingly-Arthur hen Alistair Forsyth left the military in 2003, he wasn’t quite sure what he wanted to do with himself. Then, by chance, he was offered a job with the Terex-branded company Powerscreen. Forsyth took the job – if only to give himself some time to consider his options. He had no idea he was taking the first step on a career path that would change his life. “Honestly, I initially took the job as a stopgap whilst I considered what I wanted to do with myself and quickly fell in love with the industry and people within it,” he said. During his two years with Powerscreen, Forsyth had the opportunity to work in a variety of positions, gaining knowledge, experience and connections that would become extremely valuable in his life’s next chapter. “I was fortunate that during my time in Powerscreen I was able to work in a number of different departments that offered me the opportunity to get firsthand knowledge and experience managing the processes within a multi-million-dollar international equipment company,” he said. “I already had extensive experience in managing men in challenging and international environments from the military, but Powerscreen allowed me to develop my knowledge, experience and connections both domestically and internationally within the heavy equipment manufacturing environment.” Powerscreen is also where Forsyth met his longtime business partner Martin Quinn. In 2005, the two founded the subcontract manufacturing company Quality Fabrications Ltd. in a small rural village in Northern Ireland. Four years later, the company rebranded as Anaconda Equipment International Ltd. and launched its signature Anaconda line of compact contractor-focused scalping, screening, recycling and conveying equipment designed to hydraulically fold down for easier distribution. Then, in 2011, Forsyth and Quinn launched Anaconda Equipment’s sister company, Anaconda USA, in Bellingham, Massachusetts, to meet the needs of customers in the American and Canadian markets. “I have worked for government and huge corporate entities, and what I love most about a small independent company is that we get to put a face and a name at the front for all of our customers,” Forsyth said. “Anaconda wants to transform the stereotypes around heavy machinery companies and create something different. For us, it’s not simply about supplying a product, it’s about creating long-standing partnerships with distributors and customers. It’s about us being a center of excellence for product information, sales support, technical support and after-sales service.”
W
“Stay focused on what matters: the people, the products and the passion. The minute you lose focus on what actually matters, you lose traction.” —Alistair Forsyth, center, with Anaconda directors
In his roles as CEO and group managing director for Anaconda Equipment International Ltd. and Anaconda USA Inc., Forsyth directly manages sales and marketing personnel and functions across both companies, as well as the accounts, service and aftersales functions and personnel, and a large portion of the dealer network covering the Americas, Canada and Asia Pacific. He splits his time between Ireland and the United States – spending most of it at his home in Boston – while Quinn looks after the manufacturing facility in Northern Ireland. “The people, the customers, the distributors and the operators within the heavy equipment industry are the backbone of the American economy,” Forsyth said. “They are some of the most hardworking, honest people I have ever been fortunate enough to meet in my life, traveling all over this world, and, whilst this is an ever-challenging and hard industry to be in at times, it is the interaction with people like that and the opportunity to help develop solutions for the ‘men on the ground’ that will forever be my favorite thing about this industry.” Forsyth – and Anaconda – have come a long way in the heavy equipment industry. Today the Anaconda brand boasts more than
1,000 machines, which are shipped to more than 50 countries spread across six continents, via a growing network of more than 40 dealers worldwide. And next year Anaconda Equipment International Ltd. will break ground on a new manufacturing facility in Northern Ireland that, once completed, will allow the company to triple its manufacturing capacity. “We have matured so much as an organization over the last few years and we continue to improve our support, products and processes,” said Forsyth. “We are commissioning a new facility over in Ireland in the coming year and are expanding into new markets – the company has a buzz surrounding it.” To those considering a career in the heavy equipment industry, Forsyth has this advice: “Stay focused on what matters: the people, the products and the passion. The minute you lose focus on what actually matters, you lose traction.” To learn more about Anaconda Equipment International, call the company’s USA and Canada division at 800-285-5721, email info@anacondausa.com or visit www.anacondaequipment.com. Anaconda Equipment International is also on Facebook, Twitter and YouTube. December 2017 | Construction Equipment Distribution | www.cedmag.com | 57
She Can Do It!
Female technicians are taking the male-dominated construction equipment industry by storm. By Megan Mattingly-Arthur Facing a costly technician shortage and a workforce that’s rapidly reaching retirement, the construction equipment industry is actively trying to attract new talent, and, perhaps surprisingly, men aren’t the only ones answering the call. Though the heavy equipment industry is still a decidedly male-dominated field, in recent years, young women like Kristy Slack and Samantha Tanner have begun to join the ranks as technicians. Every day, these women buck stereotypes, exceed expectations and show everyone around them that they have what it takes to survive in an industry where most of their coworkers are men. Although both have faced the “little ladies don’t work with tools” mentality, neither has let that stop them from pursuing their goals. Like many who gravitate to the industry, Slack’s and Tanner’s interest in equipment, how things work, and working with their hands began at an early age. “My dad is a tree farmer, so I got to hang around tree rigs and hydraulics growing up, and from a young age I had to know how things worked,” said Slack. Tanner’s story is similar: “My dad was a mechanic, my grandpa was a mechanic, and I’ve always been interested in finding out how things work and fixing what’s broken.” In high school, Slack got straight A’s in her shop and auto classes, but it wasn’t until a teacher encouraged her to channel her technical interests into a career that she began to consider becoming a technician as a viable option. “I knew I didn’t want a normal ‘female’ job, but I hadn’t seriously considered becoming a technician, because I’m a girl and that wasn’t something that girls do,” she said. “I had a shop teacher named Mr. Shaw who told me, ‘You’re really good with your hands and you love fixing things – you should pursue this as a career.’ He was the most inspirational teacher I’ve ever had, and he still checks up on me and asks how I’m doing.” Tanner, who didn’t make the decision to pursue a career as a technician until she was attending university, regrets not having 58 | www.cedmag.com | Construction Equipment Distribution | December 2017
taken advantage of technical classes in high school. “When I was in high school, shop and auto classes came and went, and now I wish I’d taken them, but I didn’t because I was quiet and introverted, and I listened to people who said that ladies don’t work with tools,” Tanner said. “Because of that, I missed out on an introduction to what is now my job.” Tanner has worked at Toromont CAT full-time since April 2017, and Slack has been with Joe Johnson Equipment for nearly three years and is working toward eventually becoming a team lead. “I love the variety in this job,” Slack said. “I’m excited to go to work every day because I don’t know what that day will hold.” However, while Slack and Tanner may be happy with their jobs, that doesn’t mean everyone they work with is happy to have them there. “You get men – and women, too – who just don’t agree with what you’re doing,” Tanner said. Slack concurred: “Not everyone is accepting of female technicians. As a woman in a man’s industry, sometimes you get picked on or harassed. Fortunately, Joe Johnson Equipment has a no-tolerance harassment policy and they’ve been great at handling any problems I’ve had.” For young women who may be considering careers as heavy equipment technicians, Tanner has this advice: “The job is difficult, but rewarding. Don’t doubt yourself or your capabilities.” Slack also offered words of encouragement: “If you think you might enjoy this type of work, there are co-op programs that allow you to try it. The job may seem intimidating, but it really isn’t as bad as it sounds – after a couple months of work, most people will accept you as an honorary boy.” For more information on Toromont CAT, visit them at www.toromontcat.com or connect with the company on Facebook, Twitter, YouTube, Instagram and Google+. To learn more about Joe Johnson Equipment, visit their site at www.jjei.com. Joe Johnson Equipment is also on Facebook, Twitter and YouTube.
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5 Essential Digital Marketing Tactics for
2018
It seems as if new technologies, apps and platforms come flying at us at dizzying speeds and it’s hard to keep up. We see new things and want to try them, but that may not always be a good idea. Just because something is shiny and new doesn’t mean it’s right for your business, especially in the construction equipment world. There’s a fine balance between creating the perception of being cutting edge and just investing too many resources in things that aren’t appropriate and won’t garner any more customers or revenue. So how do you plan to bolster your marketing By Brian Shanahan for 2018, and which tactics should you include? We have some insight on five digital marketing tactics to include in your marketing initiatives for next year. 1. Video, Video and More Video. According to Forrester Research’s Dr. James McQuivey, “a minute of video is worth 1.8 million words.” What a great deal for business owners looking to grow. Clearly, video is the tool to capitalize on for the future of digital marketing. YouTube is now the second-largest search engine, with more than three billion searches per month and over one billion unique visitors per month. Comparatively, YouTube is larger than Bing, Yahoo, Ask and AOL combined. Video is everywhere, and no matter what your personal feelings are, it’s popular and buyers just want more. Video works well on mobile and social media, and people are more inclined to watch than to read. 2. Get Mobile Savvy. Equipment marketers may not think that mobile marketing really applies to them, thinking that mobile audiences are more consumer- and retail-oriented, but that’s incorrect. More than ever, buyers and decision makers are in the field and on mobile devices. If your business isn’t mobile-friendly, you essentially don’t exist for one out of every two customers. Beginning in 2018, Google’s mobile-first algorithm will give priority to mobile-friendly content and use it to decide how to rank results, regardless of whether the user is on mobile or desktop. Customers of all types of products and solutions operate from smartphones, and you need to be there if you want to be in their consideration set. 3. Get Personal. Today’s buyers rely on content to do research before making any purchase decisions, and 47 percent want to see three to five pieces of content before engaging with your sales rep. That’s why it’s critical that content be more personalized, tailored both to their
information needs and to where they are in the buying process. Personalized content performs 42 percent better than content that isn’t personalized. Smart marketers will begin or strengthen their efforts in this area for 2018. 4. Say Hello to Chatbots. Experts predict that AI (Artificial Intelligence) functionality will surge in services and applications in 2018. For marketers, that means the introduction of friendly chatbots
that interact with customers to extend the range of engagement and responsiveness. Business Insider reports that 80 percent of companies want to integrate chatbots into their strategy by 2020. Why not get a jump on the crowd and start exploring chatbots in 2018? 5. Consider Digital Advertising. In conjunction with the push toward mobile, digital advertising is expected to rise next year, with projections of media buyer spends of $84.5 billion by 2020. Unlike traditional advertising, most digital platforms provide detailed analytics to help you understand what’s producing results, where to spend more, and what to eliminate. Whether it’s through Google Adwords, Facebook Ads, YouTube or other digital platforms, find a trusted partner to help you set up and run some small campaigns to get started and test the waters. The only constant we have in this digital age is change, and 2018 promises to offer more opportunities for real business effectiveness. Savvy marketers will stay open, make relevant decisions and help their businesses achieve more revenue and better customer relationships.
BRIAN SHANAHAN is president of Shanahan Strategy Inc., a marketing and web development agency based in San Mateo, Calif. With over 20 years’ experience, Shanahan Strategy helps manufacturers, distributors, and dealers evaluate and set strategic plans to grow sales. Services include growth strategy, lead generation, web development, content marketing, and consulting. To learn more, visit shanahanstrategy.com or call 650-393-5966. 60 | www.cedmag.com | Construction Equipment Distribution | December 2017
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How to Support Employees’ Learning Goals While Getting Day-to-Day Stuff Done Nick Gidwani © 2017 Harvard Business School Publishing Corp. Many of the most successful people have to fight tooth and nail for opportunities to learn new skills. That’s often because what they want to achieve isn’t in sync with what their bosses want. For their part, managers are often under tremendous pressure to generate results. With annual quotas and quarterly goals, managers have little time to let employees learn skills that may not serve their unit at all? It’s a tough balancing act, but a few key actions can help you ensure your employees’ growth without losing sight of your goals as a manager: ▶ Get top-level guidance and metrics: Executives’ broad statements about the importance of learning are all well and good, but as a manager you need clear marching orders that include data and expectations. Ask the bosses to tell you: How much time do they expect employees to spend learning during work hours? What metrics will be used to determine how well your unit is doing? ▶ Hire to train: Learning allows you to save money in hiring. With the right amount of attention and mentoring, entry-level employees who demonstrate potential and ambition can turn into an important talent resource. The idea of using on-the-job training to build a loyal workforce at a low cost has proved successful around the world: Hiring people right out of college and workers NICK GIDWANI is chief revenue officer of Pathgather. 62 | www.cedmag.com | Construction Equipment Distribution | December 2017
looking to pivot from an existing career can prove to be a solid investment in the future. ▶ Treat learning as a shared responsibility: The onus is not entirely on you. Learning and development are also a responsibility of the employee. If a worker wants to transition into a whole other department, there’s nothing wrong with you expecting some of that learning to take place on his own time. The best way to handle this situation is through open communication. Discuss with your direct reports what kinds of learning they want to do. Discuss what your expectations are. Listen with an open mind. ▶ Speak at the skill level, not the role level: If an employee wants to explore a new role in the company, break down the skills necessary to do it. For example, tell the employee: “You would need to develop expertise with Tableau,” or Excel, or giving presentations. As employees embark on learning paths, offer them honest feedback. By having these conversations at the skill level rather than the role level, you’ll alter the work environment. People will feel freer to tell you that they’d like to learn new skills. And you’ll be able to offer positive, encouraging steps forward. Inside your unit, you may have a future star — someone with the skills and the ability to learn, someone who can lead the company. By taking these steps to make learning feasible and real, you are giving yourself, the employee and the entire company a stronger future.
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When Employees Think the Boss Is
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By Sylvia Ann Hewlett, Ripa Rashid and Laura Sherbin © 2017 Harvard Business School Publishing Corp. Corporate America is spending enormous sums of money on unconscious bias awareness training. But despite this “boom” in bias awareness, women and minorities remain underrepresented in management, especially compared to their educational accomplishments. It’s impossible to know when managers act on unconscious biases. But it is possible to ascertain when an individual perceives bias against them. In gathering research for our “Disrupt Bias, Drive Value” report, we decided to focus our attention on the employees — particularly, their experiences. Managers and supervisors make spot judgments about their direct reports every day, and employees sense whether those decisions are unfair. “People pick up on bias when they see opportunities handed to colleagues for unclear reasons,” Kate Burke, head of human capital and chief talent officer at AllianceBernstein, advised us. We wanted to see if employees who perceive bias at work, unfounded or not, are more likely to disengage or to consider leaving their companies altogether. We partnered with NORC at the University of Chicago to survey 3,570 college-educated professionals working full time in white-collar professions. We asked how they assess themselves in six categories (ability, ambition, commitment, connections, emotional intelligence and executive presence) and how they think their superiors see them.
They’re More Likely to Disengage and Leave
If employees’ self-ratings were positive but they perceived that their superiors’ judgment was negative, we concluded that they perceived bias. We analyzed the answers from the 1,918 respondents at large companies. Across the board, 9.2% of respondents perceive bias in the way their superiors judge their potential on two or more categories. People of color were more likely to perceive bias in two or more elements than whites; among foreign-born employees, those born in Latin America also displayed a high rate of perceived bias in two or more categories. Some results were surprising. Men were more likely to perceive bias than women, and Asians were more likely to perceive bias than black or Latino respondents. We also found that perceiving bias on at least two dimensions correlates with more frequent reports of emotional distress, higher employee disengagement and lower employee retention. It is unclear whether these perceptions are reflecting true instances of managerial bias. Even so, they tell us that employees are suffering and imposing real costs on their employers. Managers should be aware of this discontent in their teams and take steps to correct it through solutions such as inclusive leadership, diversity in executive ranks and access to sponsorship. It’s time to enlist managers as allies in diversity and inclusion efforts, rather than accusing them as perpetrators of discrimination.
SYLVIA ANN HEWLETT is the founder and CEO of the Center for Talent Innovation and the founder of Hewlett Consulting Partners. RIPA RASHID is a managing partner at Hewlett Consulting Partners and executive vice president at the Center for Talent Innovation. LAURA SHERBIN is chief financial officer and director of research at the Center for Talent Innovation and CFO at Hewlett Consulting Partners. 64 | www.cedmag.com | Construction Equipment Distribution | December 2017
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By Sabina Nawaz © 2017 Harvard Business School Publishing Corp. For leadership teams facing immediate concerns, it can be difficult to remain strategic. Carving out time for conversations about the trajectory and goals of a business is always important. Still, achieving a balance between long- and short-term demands can be challenging for senior executives who don’t realize the pitfalls of meetings that conflate strategy and operations. One of the most common factors that leads executives to ignore key strategic topics during meetings is their hesitation to discuss matters outside their area of expertise. Leaders also like to solve problems and check them off, and short-term items provide us with visible ways to mark progress. Finally, executives sometimes treat a strategic discussion the way they would a short-term issue. Instead of using a meeting to brainstorm and expand on ideas, they may grab the first idea that seems viable and solve for it, overlooking critical data in the process. Fortunately, there are ways you can avoid these traps as you plan your own strategic meeting. Consider the following tips: 1. Design a learning environment: People will be much less likely to derail a strategic conversation if they feel more confident in their own ability to participate. To facilitate this result, you can plan a series of learning sessions preceding the strategic meetings to educate your team and get everyone on the same page. Make sure to establish a level playing field by giving everyone permission to ask questions in the spirit of learning.
2. Detach operational meetings from strategic ones: When you blend short-term and long-term agenda items into one meeting, short-term issues will almost always win. You’ll convince yourself that the short-term problem must be dealt with right away. Schedule separate meetings for operational and strategic topics. 3. Explore strategic issues from multiple angles: Issues that need to be addressed over the long term benefit from exploration before solution. Before jumping in to solve strategic issues, explore them from multiple angles. When executive teams do this, they are often surprised by how differently each person on the team has interpreted the challenge they face. Deliberately look for approaches to generate the right dialogue that are different from short-term problem-solving. This might involve using different brainstorming techniques; channeling critics’ and competitors’ thoughts; or creating a slower, more deliberate dialogue process that involves all participants. 4. Declare your intention and go: Finally, if you’re serious about shifting the conversation from the mundane to the strategic, declare your intention explicitly at the start of your meeting, and hold people to it. As the most senior leader, it’s your job to kick-start the discussion and keep it on track. Day-to-day issues eat strategy for breakfast. Fortify your intentions to operate strategically by understanding the common temptations that will veer you off course and by applying the appropriate antidote.
SABINA NAWAZ is a global CEO coach, leadership keynote speaker and writer. 66 | www.cedmag.com | Construction Equipment Distribution | December 2017
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The Ins and Outs of AED'S
Political Action Committee Those of us who work inside the Beltway often assume that those in the “real world” understand all the acronyms and terms we throw around. One of those terms is “political action committee,” or “PAC.” With the 2018 midterm elections less than a year away, it’s important for AED members to acquaint themselves with the AED PAC and the benefits a well-funded PAC provides to the industry.
The Fine Print
A political action committee (PAC) is an entity established and administered by a corporation, labor union, membership organization or trade association, to By Daniel Fisher contribute directly to candidate campaign committees. PACs have strict contribution limits and fundraising restrictions. In contrast, a “super PAC” is a committee that may raise unlimited sums of money from corporations, unions, associations and individuals; however, it may only make independent expenditures to support or oppose a candidate, meaning it cannot coordinate with any campaign or candidate. AED has a PAC, not a super PAC. 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. According to federal law, the AED PAC can only ask for, and accept donations from, those that have given prior approval in accordance with the requirements of the Federal Election Campaign Act. In other words, AED members must give written permission to allow the Association to ask for a contribution (as for first amendment issues with this mandate, I’ll save those for another column or a law review article). Signing prior approval
PAC RULES
doesn’t obligate the individual to support the PAC, it merely allows the Association to have a more open discussion about its importance. To give the Association prior approval, go to aednet.org/aed-pac-solicitation-consent-form.
Who Receives AED PAC Funds?
The AED PAC contributes to federal candidates with a demonstrated commitment to the industry’s policy priorities. Specifically, AED’s PAC supports candidates who back strong federal infrastructure programs; more effective career and technical education programs; and pro-growth tax, energy and regulatory policies. Other factors we consider are a candidate’s voting record, public statements, committee assignments, leadership positions and electability. There is absolutely no quid pro quo. The AED PAC doesn’t contribute based on specific actions or a commitment not to act. Meeting one, none, or all criteria doesn’t guarantee or disqualify PAC support. Most importantly, input from AED members (particularly those that support the AED PAC), are heavily weighed.
The Road Ahead
Elections are expensive, and those candidates who have a demonstrated record of support and engagement with our industry need the resources to get their message out. With the House and Senate both up for grabs next year, there’s a great deal at stake for our industry, your company and the future of the country. It’s tempting to look at the dysfunction in Washington and try to ignore it. What’s happening in D.C. is frustrating, but when you wake up tomorrow, the federal government will still be around and will still be impacting your company and your bottom line. Remember, AED’s PAC is about your company and the issues that affect your markets and costs of doing business: infrastructure, taxes, labor, energy, and regulatory policy. Go to aednet.org/aed-pac-solicitation-consent-form and give us “prior approval” in accordance with federal election laws so we can communicate with you openly about our political program. There’s an old saying in Washington: “If you’re not at the table, you’re on the menu.” The AED PAC helps give us the ability to make the dinner reservation.
According to federal law, the AED PAC can only ask for, and accept donations from, those that have given prior approval in accordance with the requirements of the Federal Election Campaign Act. To give the Association prior approval, please visit aednet.org/aed-pac-solicitation-consent-form and sign up.
68 | www.cedmag.com | Construction Equipment Distribution | December 2017
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advertisers’ index Altus GTS Inc...................................................................................... 11 www.trustaltus.com AmTrust Speciality Equipment............................................................. 2 www.amtrustfinancial.com ASV, LLC............................................................................................. 29 asvi.com Baseplan North America....................................................................... 8 www.baseplan.com CardConnect...................................................................................... 51 www.cardconnect.com CDK Global.............................................................................Back cover cdkglobal.com/transform CDK Global......................................................................................... 27 cdkglobalheavyequipment.com/voiceconnect CIT Equipment Finance....................................................................... 19 cit.com CreditSafe USA................................................................................... 47 try.creditsafe.com/darren DIS Corporation................................................................................. 70 www.discorp.com eBS Mechdata, Inc.............................................................................. 69 www.ebs-next.com e-Emphasys Technologies Inc............................................................... 1 www.e-emphasys.com EPG Insurance, Inc.............................................................................. 31 www.epgins.com Fairview Insurance Agency Association Inc......................................... 33 www.fairviewinsurance.com FTG Equipment Solutions, Inc............................................................ 35 www.ftgequipment.com Holland Pump.................................................................................... 12 www.hollandpump.com Hydrema US Inc.................................................................................. 17 Hydrema.us
IHI/Compact Excavator Sales LLC........................................................ 37 www.ihices.com INTERMAT C/O IMEX Management, Inc.............................................. 71 paris-en.intermatconstruction.com Leading Edge Attachments, Inc.......................................................... 53 www.digrock.com Multione America............................................................................... 59 www.multione.us Pettibone........................................................................................... 63 ardcomfg.com Prinoth............................................................................................... 39 www.prinoth.com Rototilt Inc......................................................................................... 65 rototilt.us Screen Machine Industries LLC........................................................... 26 www.screenmachine.com Sentry Insurance Company.......................................... Inside back cover www.sentry.com Shantui America Corp........................................................................ 21 www.shantui.com TARGIT............................................................................................... 67 www.targit.com/en Unified Purchasing Group.................................................................. 61 www.UPG.org VERGA Attachments Pvt. Ltd.............................................................. 41 www.verga.biz VeriTread............................................................................................ 15 www.veritread.com Wells Fargo Equipment Finance, Inc............................Inside front cover www.wellsfargo.com/construction XAPT Corporation................................................................................. 5 www.naxtsolution.com
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70 | www.cedmag.com | Construction Equipment Distribution | December 2017
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>> RISK MANAGEMENT
ERIC STILES
AED PREFERRED PROVIDER
Sentry Insurance’s Tips for Proactive Service Practices Because of your professional and technical expertise, juries may also consider it your responsibility to alert and warn your customers of issues they might not identify on their own.
Q: How should my dealership approach our service practices to help reduce our liability exposure? A: Your customers will likely expect you, as a dealer, to provide professional action beyond the services they request. Because of your professional and technical expertise, juries may also consider it your responsibility to alert and warn your customers of issues they might not identify on their own. With that in mind, we encourage you to take the following steps:
Repairing customer equipment:
▶ Document service orders with reported symptoms and requested services (including employee name/date). ▶ Perform a basic post-service inspection of all serviced equipment to identify and document openly visible mechanical conditions that could be hazardous. If you identify such conditions, document the service order accordingly and discuss with the customer before releasing the equipment. If the customer waives recommended repairs, require a signature acknowledging your recommended action. ▶ Review all serviced equipment for any recalls, and document the service order with any findings. Discuss outstanding recalls with the
customer before releasing the equipment, and offer to complete the recall work (being sure to document any refusal if declined).
When trading for or selling used equipment:
▶ Provide operator manuals, safety signs and warnings, guards, and other originally manufactured items. ▶ Adjust each unit’s value based on market value and the availability of safety equipment. Your service department should also functiontest the unit to identify operational aspects needing repair. ▶ Research product upgrades announced by the manufacturer, and upgrade equipment as needed. ▶ Document any upgrades you make (or recommend making), along with any customer refusal to purchase these upgrades. We recommend you make all required safety improvements before the sale. We’re committed to helping protect your business by offering resources to manage lossproducing situations. Your customers rely on you to provide safe, reliable services—and you can trust us to help you meet those expectations. You can find additional resources at sentry.com.
As the endorsed P&C carrier for AED, Sentry Insurance offers great coverage options and services to meet your dealership needs. ERIC STILES is Sentry’s lead Account Executive responsible for maintaining the AED/ Sentry relationship. 72 | www.cedmag.com | Construction Equipment Distribution | December 2017
Let’s talk about attracting and retaining employees It’s no secret that a 401(k) plan can help you get and keep quality employees. But it has to be right for you, too. Through open, ongoing dialogue, you’ll benefit from our experience. And we’ll work together to identify the right solution for you. Don’t go it alone. Let us guide you, so you can invest more time boosting your bottom line. Right By You
Let’s get the conversation started. Learn more about how we can help you with retirement planning and increase confidence in your plan at Sentry.com
Property and casualty coverages and safety services are underwritten and provided by a member of the Sentry Insurance Group, Stevens Point, WI. Individual life insurance, group and individual annuities and group products are issued and administered by Sentry Life Insurance Company, Stevens Point, WI. In New York, individual life insurance, group and individual annuities and group products are issued and administered by Sentry Life Insurance Company of New York, Syracuse, NY. For a complete listing of companies, visit sentry.com. Policies, coverages, benefits and discounts are not available in all states. See policy for complete coverage details. In New York coverage provided through policy form numbers: (Life insurance) 585-3000-01, 390-1000 (SLONY), 390-2003-SLONY; (Disability) 685-9000-31; (Dental) 785-7000; (Group Annuity) 840-300(NY); (Individual Annuity) 380-440. Short-term disability insurance is not available in New York. 73-710A
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