September 2017: ICUEE Show Preview by Associated Equipment Distributors

September 2017

CED

Construction Equipment Distribution Published by AED: Business Fuel for a More Profitable Dealership

ICUEE Show Preview The International Construction & Utility Equipment Exposition opens its doors from Oct.3-5 as the largest ICUEE ever n Good Company n New AED Member FTG Equipment Solutions Moore JCB is a new brings it all to the table

company with an old soul and passion for customer satisfaction

n Journey to the Top

Takeuchi’s U.S. president went from sweeping floors to holding the company’s top office

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.

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contents CED Magazine | September 2017

vol. 83 no. 9

www.cedmag.com

>> FEATURES

New AED Member: Meet Moore JCB Moore JCB has only been in business a few short years, but the company is already making an impact in the heavy equipment industry. From locations in Toronto and Montreal, Moore JCB offers sales, parts and service for their extensive line of construction equipment.

On the Cover: FTG FTG Equipment Solutions Inc. has the distinction of being the sole U.S. distributor for leading European construction and agricultural equipment manufacturer Rotair and TecnoGen.

2017 ICUEE Preview ICUEE 2017, the International Construction & Utility Equipment Exposition, opens its doors October 3-5 as the largest ICUEE ever â&#x20AC;&#x201C; with 28 acres of the latest utility and construction equipment, products and technologies for attendees to explore, from more than 900 exhibitors (over 20 percent of which are new to the show).

Journey to the Top Clay Eubanks, president of Takeuchi Mfg. (U.S.) Ltd., happened upon a career in heavy equipment manufacturing almost by chance and got his start sweeping floors in the Eubanks companyâ&#x20AC;&#x2122;s warehouse while attending high school and then Georgia Tech University.

September 2017 | Construction Equipment Distribution | www.cedmag.com | 3

contents

CED Magazine | September 2017

EDITOR'S DESK Sara Smith, Editor in Chief CED Magazine ssmith@aednet.org

vol. 83 no. 9

veryone wants to go digital, but what does ‘going digital’ actually mean? For some it may mean new technology, for others it may be a new way of doing business, however, for AED it is all about engaging with our membership. iPhones, Androids and other smartphones and tablets have provided the ability to access the internet on-the-go at any given moment and time. We know how important your time is as industry leaders and executives, and conducting business from your phone has become a necessity. After re-examining the way we communicate with our membership, our goal is to provide a service that encompasses everything AED in a digital format that members can access from the palms of their hand. I am proud to announce that AED is in the process of launching our new mobile app, AED360. From this new digital platform, you will be able to update your membership records, view the latest issues of CED, register for events, chat with other association members, search for news stories and more. Stay tuned for more exciting information as we reveal our new application!

>> EDITORIAL Editor in Chief SARA SMITH ssmith@aednet.org Design and Layout KRIS JENSEN-VAN HESTE kjvanheste@gmail.com

>> WRITERS Rex A. Collins CPA, CVA HBK Dealership Industry Group Christine Corelli Christine Corelli and Associates Henk De Man & Geoff Pace e-Emphasys Brian Shanahan Shanahan Design Inc.

>>INSIDE

30 >> Seasonal Marketing Tactics

Harness the power of the seasons in your marketing.

The dignity of developing our workforce.

Added value for AED’s manufacturing members.

AED launches inaugural leadership development institute (LDI).

Ten steps to great succession planning.

Discover how to leverage technology to modernize your dealership.

Criticism should not be critical, but should correct and protect.

Views on inbound marketing for equipment companies.

Playing defense for your time.

Don’t make these sales mistakes.

Sentry Insurance’s tips for proactive service practices.

39 >> View from the Hill 42 >> New CODB Data

44 >> School’s in Session

48 >> Succession Planning

50 >> Leveraging Technology

Eric Stiles Sentry Insurance

54 >> Criticism

Lindsey Wreggelsworth Commercial Web Services

56 >> Marketing Tactics

>> ADVERTISING Vice President JON CRUTHERS 800-388-0650 ext. 5127 jcruthers@aednet.org Production Manager MARTIN CABRAL 800-388-0650 ext. 5118 mcabral@aednet.org

58 >> Defensive Time Strategy 60 >> Sales Success

64 >> 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 | September 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.

2018 summit & condex January 15-19, 2018 | The Mirage | Las Vegas, Nevada

Focus on Your Dealership and Maximize Your Business Opportunities At AED’s Summit & Construction Dealer Expo (CONDEX) you can attend dealer-specific education sessions, network with your peers, and discover new product lines and business solutions for your dealership. Whether you’ve been serving the North American equipment market for decades or are just entering the industry, it is easy to connect with your peers in one location. Visit www.aedsummit.com to view all of the on-site educational options available.

Summit

Summit provides more than 35 dealer education sessions with seven different learning tracks to choose from.

CONDEX

The Construction Dealer Expo (CONDEX) allows you to browse hundreds of companies all in one location. Use the trade show to plan for the year ahead. Take the time to find out what your customers are looking for and how the exhibitors can help in getting your dealership there.

Keynote Speakers

You will not be disappointed in the world-class keynote speakers that will deliver once-ina-lifetime presentations. Our 2018 keynote speakers will join the ranks of previous noteworthy headliners, including former President George W. Bush, Former Vice President and Secretary of State Dick Cheney, Daymond John from ABC’s hit show Shark Tank, and more!

Networking Opportunities

Success is all about relationships, and Summit is your chance to build and expand a solid foundation of business relationships.

CED

Construction Equipment Distribution

industry strong Every day The AED Foundation fights to end the skills gap impacting the industry leaving AED members with a loss of $2.4 billion in annual revenue. Through contributions from industry donors, we are able to improve the availability and quality of future equipment industry employees. We stand ready, willing and able to execute these objectives, but we need YOU to pitch in and contribute. Together we can Construct Paths to Opportunity for the next generation!

$315,00 0

Ea r

ned

Fuel our journey to $340,000 $ 25

Supporting your industry through The AED Foundation is an easy, efficient and tax-deductible way to make a difference for dealerships all year long.

0 til ,00 goal 6 | www.cedmag.com | Construction Equipment Distribution | September 2017

Pledge your level of support today at bit.ly/2017aedfcampaign

>> FROM THE PRESIDENT BRIAN P. McGUIRE

An Investment in Workforce Is An Investment in the Industry A donation to The AED Foundation supports research, education and accreditation.

Giving back to the industry is one of the most important things we can do as professionals. This is particularly true in our field, where every day we see the impact of the lack of skilled workers that costs AED members up to $2.4 billion each year, or a 9 percent loss in revenue. To invest in our industry is to invest in our workforce. With contributions from donors like you we are able to improve the availability and ensure the quality of current and future industry employees. A donation to The AED Foundation goes towards research addressing and identifying how we can all combat this workforce shortage. As you may know, The AED Foundation commissioned the College of William & Mary to release two important pieces of research on the technician shortage. The first was the 2016 study that identified how we can confront this issue by improving our visibility in schools, creating partnerships among stakeholders and improving workforce development programs industry-wide. The second was the 2017 study that focused on career and technical education (CTE) and how its collapse has impacted the industry and how we can turn this collapse around. It also focused on how each state can improve their CTE in secondary and postsecondary schools. These studies can be found at aedfoundation.org/research. Donations also fund comprehensive education for dealer employees. Continuous education within the industry is crucial to staying effective and efficient in

the work environment, to help keep up with trends and more. This education is position-focused so each employee can find the topic that will benefit their growth. The Foundation provides seminars, webinars (live and on-demand), certifications and self-study courses for a variety of flexible options for all members. The AED Foundation recognized the importance of building relationships with diesel-equipment technology programs in the U.S. and Canada, so they created The AED Foundation accreditation program. Now AED Foundation-Accredited schools set the standard for equipment technology excellence. Today’s construction equipment technicians require advanced skills and knowledge to work with and repair sophisticated equipment. Dealers that hire from these schools know these students’ knowledge aligns with the needs of the industry, making them much more desirable employees. All donations pledged allow The AED Foundation to fight for important industry causes. Without these donations, the research, education and accreditation that The AED Foundation provides to strengthen technicians would not be possible. We, as an industry, need to build a strong workforce. Together, we can construct paths to opportunities for the next generation of construction equipment technicians. To pledge your support, visit bit.ly/2017aedfcampaign.

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. MATHEW 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

September 2017 | Construction Equipment Distribution | www.cedmag.com | 7

>> AED INSIDER

AED Foundation Re-Accreditation Presentation for State Technical College of Missouri

The AED Foundation congratulates State Technical College of Missouri on the re-accreditation of its General Diesel and Caterpillar ThinkBIG Technician A.A.S. Degree programs. AED Foundation Accreditation was first achieved here in January 2002, as the second college in the U.S. to attain this industry distinction. This is the third re-accreditation. Formal presentation of the two reaccreditations on June 27, 2017, was made by Mr. Steve Johnson, vice president of Foundation operations at Associated Equipment Distributors (AED). Attendees included Dr. Shawn Strong, president; Ms. Vicki Schwinke, chief academic officer and dean of student affairs; Ms. Jenny Jacobs, CFO; Ms. Janet Clanton, associate dean of instruction; Mr. Aaron Kliethermes, assistant dean for extended campus and assessment; and Mr. Brandon McElwain, director of marketing. Faculty included Mr. Ed Frederick, department chair; Mr. Roger Haslag, coordinator, CAT

dealer service technician; and program instructors Mr. Bill Boehm, Mr. George Stanek, and Mr. Tom Giessman. Both the General and CAT ThinkBIG program students were able to attend the ceremony. This helped to put focus on everyoneâ&#x20AC;&#x2122;s first priority, that is, great and rewarding careers for the students. Dr. Strong first spoke to the group about the meaning and benefits of AED Foundation accreditation for the college. Mr. Johnson followed with a summary of the benefits to students of receiving

8 | www.cedmag.com | Construction Equipment Distribution | September 2017

their education from a top-flight AED Foundation-Accredited program, and how that will help them along their career paths. He also thanked college faculty and staff for their solid commitment to excellence in technical education, and their diligent efforts to achieve and maintain AED Foundation Accreditation through the last fifteen years. AED and The AED Foundation are proud to be affiliated with State Technical College of Missouri and these fine dieselequipment technical programs.

>> AED INSIDER

The AED Foundations Has A Seminar That Meets Your Needs

Looking for a seminar to help you hone your skills and bring your department to the next level? The AED Foundation has just what you’re looking for! With four exciting seminars this fall, there is sure to be one that will fit your needs. See our list below to find the seminar for you.

Looking to run a more effective parts department?

Learn to enhance your department’s day-to-day operations at the Parts Manager Development Seminar – Level 2* by calculating and evaluating KPIs (including expenses, net profit and inventory assets) and using your company data to examine and learn more about these KPIs and understand the importance of parts merchandising. Date: September 26-27 Location: St. Louis, Mo. *Attendees do not need to attend Level 1 to attend Level 2.

Want to enhance your service department?

At the Service Manager Development Seminar – Level 2* attendees will gain the tools to run a more efficient department by calculating and evaluating KPIs (including expenses, net profit and inventory assets) and using your company data to examine and learn more about these KPIs and understand the importance of selling maintenance programs. Date: September 28-29 Location: St. Louis, Mo. *Attendees do not need to attend Level 1 to attend Level 2.

Interested in growing your rental fleet? The Advanced Rental Management Seminar will help those who are focused on strategically growing their rental revenues by analyzing financial risk associated with growing a rental fleet, monitoring and measuring key operational processes and aligning resources between rental efforts and growth of the company. Date: October 12-13 Location: Cleveland, Ohio

Looking to develop management skills? The Branch Manager Seminar will address the skill sets, processes, techniques and management skills needed to become a topperforming branch manager by setting goals across departments, managing challenging situations with team members and customers, and assessing the operational efficiency of a branch. Date: November 9-10 Location: Mesa, Ariz.

Four ways to benefit from The AED Foundation’s On-Demand Webinars

The Dealer Learning Center provides an easy-to-use system that integrates The AED Foundation’s webinars, live and on-demand, as well as our self-study courses. But how can you benefit from on-demand training? Review the highlights below: 1. Instant Access: With on-demand education our dealers can have access to a library of prerecorded webinars at their own convenience. Dealers can access the information from anywhere across the world, 24 hours a day, 7 days a week, 365 days of the year!

2. Consistency: An ondemand platform allows The AED Foundation to provide a high-level educational experience and a consistent atmosphere that creates a scalable, repeatable process.

3. Convenience: Dealers can easily use the product to inform and educate new team members. It is flexible enough to meet the demands of anyone’s busy schedule.

4. Self-Paced Learning: On-demand education allows users to learn what they want, when they want, and how much they want. Visit lms.aedu.org to view all opportunities available through the Dealer Learning Center.

September 2017 | Construction Equipment Distribution | www.cedmag.com | 9

>> INDUSTRY NEWS Ritchie Bros. Sells 3,400+ Items for $42+ Million in Texas Auction Approximately 59 percent of equipment was sold to online buyers in two-day July auction.

Ritchie Bros. held its sixth Texas auction of the year on July 19 and 20, selling 3,400+ equipment items and trucks for US$42+ million at its auction site in Fort Worth. More than 3,975 people from 48 countries registered to bid in the live, unreserved public auction, including more than 2,850 registering to bid online. U.S. buyers purchased 91 percent of the equipment, with Texas buyers accounting for 45 percent of that. International buyers from as far away as Australia, Singapore, and the Ukraine purchased 9 percent of the equipment. "With equipment continuing to be in short supply, we saw strong prices in Fort Worth this week," said Bill Hogan, regional sales manager, Ritchie Bros. "We had great attendance both days of the auction, with particularly strong participation from online buyers, who purchased approximately 59 percent of the equipment." Ritchie Bros. sold equipment to more than 525 owners in the Fort Worth auction. Highlights included 260+ truck tractors, 300 trailers, 100+ skid steers, 75+ loader backhoes, 65 dozers, 55+ excavators, and more. All items were sold without minimum bids or reserve prices. Specific equipment sale highlights ▶ 10 Mack GU813 T/A mixer trucks sold for a combined US$1.317 million ▶ Four 2011 Caterpillar 772 50-ton rock trucks sold for a combined US$760,000 ▶ Two Caterpillar D8T crawler tractors sold for a combined US$470,000 ▶ A 2007 Terex AC140 170-ton 10x8x8 all-terrain crane sold for US$305,000 ▶ A 2015 Caterpillar D6T XW crawler tractor sold for US$220,000

▶ A 2006 Grove TMS900E 90-ton T/A T/A hydraulic truck crane sold for US$215,000 ▶ A 2013 Volvo A40F 6x6 articulated dump truck sold for US$195,000 ▶ A 2014 Caterpillar 140M2 motor grader sold for US$155,000 ▶ A 2011 Caterpillar 349EL hydraulic excavator sold for US$150,000 ▶ A 2014 Peterbilt 389 sleeper truck tractor sold for US$125,000 Ritchie Bros. currently has more than 30,000 equipment items, trucks, and other assets listed for sale in its upcoming onsite unreserved auctions, IronPlanet weekly online auctions and its other marketplaces. For a complete list of upcoming auctions and available equipment, visit rbauction.com, ironplanet.com, and equipmentone.com.

Bramco Repeats as SENNEBOGEN Distributor of the Year Gary Hirsch, vice president and general manager of Bramco Inc., has no doubt about the source of his firm’s continued growth and sales success. At this year’s ISRI Convention & Exposition, Bramco was named the North America Distributor of the Year for 2016 by Constantino Lannes, president of SENNEBOGEN LLC. This marks the second consecutive year that Bramco has earned the award. Hirsch is confident that the achievement is the product of a reorganization he instituted two years ago, conceived to increase customer engagement in his sales force. He recalls an address Lannes made to SENNEBOGEN distributors about the purpose-built nature of his product line, and the ability to tailor machines to specific industries and applications. Hirsch recognized the opportunity to apply that

“purpose-built” approach to sales. Industry specialists in his organization would increase their level of personal engagement with customer industries, and turn his sales team into a more valuable, knowledgeable resource for machine solutions. Bramco’s four representatives focused exclusively on customers in scrap, recycling and ports applications. The four – Zack Sims, Dewey Smith, Greg Zoeller and Don Baumgardner – have all received special

10 | www.cedmag.com | Construction Equipment Distribution | September 2017

factory training and make a point of integrating themselves into their target industries. Bramco ensures that they can attend major industry events as well as local association meetings. There, they can meet customers outside of the traditional sales setting, and learn as much as possible about current issues with machines and processes. “The customers appreciate the fact that our people are making a living in their industry and that we now speak their language,” says Hirsch. “It’s just been amazing,” Hirsch continues. “People are calling us and they’re recommending us to their friends in the business. Our team has become one of the value-added aspects that Bramco uses to bring SENNEBOGEN products to the industries they serve.”

>> INDUSTRY NEWS

Arnold Machinery Appointed SENNEBOGEN Distributor Arnold Machinery has earned a sterling reputation with its customers through 85 years of pursuing its hallmark Silver Service® standard. Now customers in the scrap, recycling and waste industries in Arizona and Nevada will see the same standard of support for SENNEBOGEN material handling equipment. Constantino Lannes, president of SENNEBOGEN LLC, announced Arnold’s appointment as a distributor for the green line material handlers in early May of this year. Mike Miles, the president of Arnold Machinery’s Construction Equipment Division, welcomes the fit between SENNEBOGEN’s and Arnold’s service philosophies. “We have to be selective in who we represent,” he explains. “It has to be a quality product because we’re going to stand behind it 100 percent. Constantino understands the kind of commitment and partnership we have to have, so we can go to the customer with that.” Silver Service® is a creed that keeps

Arnold sales, service and support staff focused on customer satisfaction. Arnold’s Vice President of Product Support Darrell Grebb is quick to correct the suggestion that he’s the man in charge of delivering Silver Service® to customers. “We all are in charge of Silver Service®,” says Grebb. “Silver Service® is for all of our people to perform. And it’s not just ‘service’ related. Whether it’s something to do with the machine or with parts sales, Silver Service is for making our customers happy no matter what. It’s the engine of our growth.” While Arnold’s “whatever it takes” mentality would seem risky to most heavy equipment distributors, Mike Miles simply says, “Nobody ever gets in trouble here for doing the right thing for a customer. We empower all our associates to make decisions on the spot and then, as management, we just handle it.” Scrap and recycling will be Arnold’s primary focus for SENNEBOGEN sales, along with waste handling and transfer

stations. Miles believes that, combined with their other product lines, Arnold now offers complete equipment solutions for those industries. With three branches in Nevada and one in Arizona, they are ramping up quickly to serve existing SENNEBOGEN customers in the region. Miles credits SENNEBOGEN support with a smooth start-up. “A week into our agreement, our stock order was in, our staff was signed up for parts training and technical training, and we had our first sales order in hand. SENNEBOGEN’s regional sales manager has already been out on the road with our sales team and our new branch manager in Las Vegas knocking on doors. SENNEBOGEN has strong relationships with some of these customers, and we have roads into some new opportunities. We’ll be a pretty good team.”

September 2017 | Construction Equipment Distribution | www.cedmag.com | 11

>> INDUSTRY NEWS

ECA Promotes Harmston to Vice President/Sales and Marketing Equipment Corporation of America (ECA), a leading distributor of foundation construction equipment, has promoted Jeff Harmston to the position of vice president sales and marketing. Harmston had served as southeast regional sales manager, working out of ECA’s Greensboro, N.C., location since 2011. His role involved management of the sale and rental of foundation equipment and tools, acting as liaison between customers and the parts and service departments, market development, industry involvement through various deep Harmston foundations-focused trade associations, and management of the facility and employees. Harmston’s new role as vice president of sales and marketing will expand his focus from the southeastern United States to ECA’s

FTG Names Luciano as New Director of Product Support

FTG Equipment Solutions is pleased to announce its recent hire of Nick Luciano, who will join the FTG team as director of product support. In this role, Luciano will head up all after-sales support including parts, service, technical questions, warranties and customer product training. Future plans are to establish a facility in the Southwest that Nick will manage. “My goal is to provide top-level service support and an unequaled level of response to our customers,” Nick stated. He brings to FTG over 38 years of product support knowledge and Luciano experience in the construction equipment industry. Managing Director Steve Scattolini commented, “The team at FTG is excited to have Nick on board! Many of our staff have known and worked with him for many years. Nick is a true professional, and his knowledge and experience with equipment is second to none!” FTG Equipment Solutions is the exclusive distributor for Rotair air compressors and TecnoGen generators in the United States. Whether it’s one piece of equipment or one hundred, our team is ready. Read more about FTG on page 36.

entire territory including the eastern United States and eastern Canadian provinces. He will oversee corporate sales management, business development, marketing, vendor relations, and business forecasting while reporting directly to President Benjamin Dutton. “Jeff was very successful in developing our market share in the Carolinas,” said Dutton. “He also did a great job leading us in the transition into the Florida and Georgia markets. When this position became available, Jeff was the obvious candidate for the job.” Harmston earned a Bachelor of Science in finance at the University of North Carolina at Greensboro. He was awarded the ADSC President’s Award in 2015 for his accomplishments with the ADSC Carolinas and Southeast chapters and currently serves as secretary for the Carolinas chapter. Harmston has been married to his wife Karen for eight years and enjoys spending time on the golf course or at the beach.

Prinoth Announces New Dealer In Ohio Prinoth, one of the world’s leading manufacturers of tracked vehicles, continues to grow its dealer network across North America, and in keeping with that is announcing a new dealer for the state of Ohio. Company Wrench will now represent Prinoth for the Panther vehicle lineup. Company Wrench’s head office is in Carroll, Ohio. Prinoth saw this territory as a priority for acquiring a dealer, since it is seeing an increasing demand for crawler carriers. “With confidence in the construction industry on the rise, we believe that this market will generate a high interest level for our vehicles,” said Alessandro Ferrari, vice president of sales at Prinoth.

The interest in Prinoth is constantly growing. “Since CONEXPO, in particular, there is increased demand from dealers wanting to represent the line,” commented Ferrari. In the last few years, the company has been developing a distributor network, aiming to have dealers in every market where crawler carriers are in demand. Many new service providers were opened in order to cover the territory and to offer Prinoth customers easy access to service and parts. This expansion will continue, in order to provide the best possible sales, service and parts availability for the rapidly growing customer base. Information can be found under the Become a Dealer section of the website, prinoth.com.

Empire Names Pitre NJ Branch Manager Empire Crane Company is proud to announce the promotion of Karl Pitre to branch manager of the Bridgewater, N.J., location. Karl will oversee the service center and part sales, as well as continuing to support the sales team on the road. Karl has worked at Empire Crane Company since 2012. When the Pitre Bridgewater branch was opened, Karl was appointed to the service manager position because he had shown great potential and initiative in helping to build up the branch to serve the New Jersey and New York City

12 | www.cedmag.com | Construction Equipment Distribution | September 2017

customer base. Karl says, “I will be traveling a couple of times a week to put machines in service. I will also get more involved with our sales department to ensure that our parts and service teams are supporting our new and existing customers. “The New Jersey location has grown steadily in the two-and-a-half to three years that we have been in business, and we foresee great growth with our current equipment lineup and additions to our staff.” Empire will continue training highly skilled service technicians to support the manufacturers of cranes. Karl Pitre can be contacted at 908-2030400 or at Karl@EmpireCrane.com.

>> INDUSTRY NEWS LiuGong Attends Economic/Technological Event in Cambodia From July 13 to 16, the second Economic and Technological Exhibition for Lancang-Mekong Cooperation (LMC) was held at the Diamond Island Exhibition and Convention Center in Phnom Penh, Cambodia. LiuGong exhibited in one of the largest booths, which showcased five tough machines, including its latest H series 856 wheel loader, E series 922 excavator, CLG6122E roller, and CPCD30 forklift. LiuGong also showcased its stone telescopic handler for the first time outside of China. The handler, which has been put into operation in a marble mine by the local quarrying association, has been highly praised by customers for its excellent performance in any working condition. China, Vietnam, Laos, Myanmar and Thailand are unified by the LancangMekong River and have had a long history of business in the region; this

communication and cooperation were strengthened after the first LancangMekong Cooperation meeting in 2015. Additionally, being included in the Belt and Road economic zone, these countries have attracted investments for infrastructure construction along with traditional industry, since these all need construction machinery and technology. With these opportunities and geographic advantages, LiuGong was one of the first Chinese companies to do business in the region. In line with China’s B&R initiative, LiuGong has made many contributions to the region, having been involved in projects such as China-Laos and ChinaThailand railway construction and ChinaMyanmar oil pipeline construction. In 2011, LiuGong opened its Asia Pacific subsidiary, dedicated to offering a full line of extreme duty, intuitive machines to

Southeastern Equipment Co. Expands KM International Goods Southeastern Equipment Co. Inc. is pleased to announce that the full line of KM International road maintenance products is now available at their Fort Wayne and Indianapolis, Ind., locations. The equipment line includes infrared asphalt recyclers, traditional asphalt recyclers, hotbox reclaimers, T-2 asphalt recyclers, and crack sealers. “Municipalities and contractors can benefit from both time and cost savings that the KM International line provides,” notes Charlie Patterson, president at Southeastern Equipment. “Their products offer innovative ways of recycling asphalt to save on materials and to promote green processes.” KM International’s line of asphalt maintenance equipment has been manufactured in the USA for the past 30 years and provides outstanding solutions for

contractors and municipalities. Their infrared recyclers reduce time and costs compared to traditional methods and create a reliable heated thermal bond. The state-of-the-art hotbox reclaimers recycle asphalt to eliminate waste and improve productivity by maintaining materials at a workable temperature for up to two days. The innovative T-2 asphalt recycler can produce up to four tons of material every hour for maximum efficiency and cost savings. The line of crack sealer machines offers an all-in-one solution for any asphalt repair job. KM International products can be purchased at any Southeastern Equipment location in Ohio, as well as the Fort Wayne and Indianapolis locations in Indiana.

local customers. Based in Singapore with a 3,700 m2 facility, LiuGong Asia Pacific serves as a sales center, parts warehouse and distribution center. Additionally, it serves as a training facility for service training on both LiuGong machines and Cummins engines for local dealers and customers in Asia Pacific areas (excluding China) and Oceania. After years of development, LiuGong Asia Pacific has built up a dealer network covering 15 countries, including Vietnam, Laos, Myanmar and Thailand. They have also been focusing on developing local markets for both LiuGong and Dressta machines by adapting to customers’ needs based on the unique geographical and climatic environments of each area and providing technical support to all customers in the region.

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September 2017 | Construction Equipment Distribution | www.cedmag.com | 13

>> INDUSTRY NEWS Dynapac adds Gibson Machinery to dealer network Dynapac North America LLC welcomes Gibson Machinery LLC to its dealer network. The heavy equipment dealer will rent, sell and service Dynapac pavers, soil compactors and asphalt rollers to meet customer needs in northern Ohio. A family-owned company since its founding in 1940, Gibson Machinery specializes in heavy equipment for construction, material handling, dirt, demolition, scrap and recycling through their headquarters in Cleveland. The addition of sales, rental and service for Dynapac pavers and compaction equipment diversifies the Gibson Machinery offering. “We’re very big on living up to our motto of ‘Whatever It Takes,’” said Meredith Gibson Cavell, inside sales manager at Gibson Machinery. “Joining the Dynapac dealer network helps us give our customers more. People in the industry associate the Dynapac name with quality and productivity, and we’re here to support the units with dedicated service.” Co-owned by Lee and Larysa Gibson since 2003, Gibson Machinery takes special pride in its service capabilities. The dealer offers a full complement of factory-trained, experienced service technicians and a fleet of field service trucks to help maximize customer uptime around the clock. In addition, the company invests heavily in

parts and service items. “Deep heavy equipment expertise and focus on the customer make Gibson Machinery an ideal partner for Dynapac,” said Brian Bieller, president and regional general manager of Dynapac North America LLC. “We are excited to welcome their team to our growing dealer network.” Dynapac designs its equipment with operator comfort and minimum maintenance in mind. Many of its soil rollers, for example, feature cross-mounted, fuel-efficient Tier 4 Final diesel engines, with little or no regeneration requirements. Dynapac places the cross-mounted engines perpendicular to the frames, allowing users to easily reach all the necessary components

on the engine and hydraulic pumps for fast and easy service, minimizing downtime. All Dynapac road construction equipment features ergonomic operator platforms or stations. For instance, moveable and sliding seats give operators optimal visibility and minimize possible neck strain from leaning and twisting when trying to get a clear view of the machine and surroundings. High visibility is crucial for the safety of nearby workers and for preventing worksite damage. For more information on Gibson Machinery, visit www.gibsonmachinery. com. For more on Dynapac, go to www. dynapac.com.

CASE Names 2017 Diamond and Gold Dealer Award Winners

CASE Construction Equipment has named its 2017 “Diamond Dealer” and “Gold Dealer” award recipients as part of its North American Construction Equipment Partnership Program. The awards recognize dealerships across the U.S. and Canada for excellence in five categories: sales performance, marketing and communications, product support, parts support and training. The 2017 Diamond Dealer award winners are Birkey’s Construction Equipment (Illinois), Burris Equipment (Illinois), Crawler Supply (Louisiana), Groff Tractor (Pennsylvania, Maryland), J.R. Brisson (Ontario), Kucera Farm Supply (Ontario), Longus Equipment (Quebec), Miller-Bradford & Risberg (Wisconsin, Michigan and Illinois), Monroe Tractor (New York, Massachusetts), Nueces Power Equipment (Texas), Potter Equipment (Arkansas, Missouri) and Redhead Equipment (Saskatchewan). The 2017 Gold Dealer award winners are ASCO (Texas), Burks Tractor (Idaho), Crown Power & Equipment (Missouri), Eagle Power & Equipment (Delaware, Pennsylvania), Hills Machinery (North Carolina, South Carolina), Hitrac (1974) Inc. (Manitoba), Lawrence Equipment (Virginia), McCann Industries (Illinois, 14 | www.cedmag.com | Construction Equipment Distribution | September 2017

Indiana) and State Equipment (Kentucky, West Virginia). “This year CASE celebrates 175 years of practical innovation in the construction industry, but our success wouldn’t be possible if it weren’t for our extraordinary dealer network,” says Scott Harris, vice president for CASE Construction Equipment in North America. “Congratulations to all of our 2017 Diamond Dealer and Gold Dealer award winners, who have shown a continued dedication to providing the ultimate ownership experience for our customers, and a true commitment to developing the CASE brand in North America.” CASE’s Partnership Program is designed to increase dealer performance per the results of a dealer assessment while encouraging them to excel in their role as a “professional partner” to customers.

>> PRODUCT PREVIEW Filter Kits Now Available for Kolberg-Pioneer Mobile Equipment Kolberg-Pioneer Inc. (KPI) has released new filter kits for all mobile equipment. The kits will further improve engine performance in asphalt and other dusty environments. “Our equipment is well-suited for RAP applications; these filters allow us to build on that strength for even better performance,” says Tim Harms, product manager for crushing and screening products. The filter kits cover all access doors and openings. They can be easily retrofitted to any model and serial number. The filter media is easily replaceable using a simple retention system with positive locking pins and clips. The media can also be purchased in bulk. To learn more about these kits or Kolberg-Pioneer mobile

equipment, contact Tim Harms at timharms@kolbergpioneer. com. For more information about KPI-JCI and Astec Mobile Screens, please visit www.kpijci.com. Kolberg-Pioneer Inc., Johnson Crushers International Inc. and Astec Mobile Screens Inc. (NASDAQ:

ASTE) are worldwide leaders in manufacturing equipment for the aggregate, construction and recycling industries. As innovative, high-integrity manufacturers, they develop quality stateof-the-art products and have the ability to engineer custom products with their highly

qualified engineering staff. Kolberg-Pioneer manufactures its products in Yankton, S.D., Johnson Crushers International in Eugene, Ore., and Astec Mobile Screens in Sterling, Ill. For more information, call 605-6682524 or visit the website at www.kpijci.com.

FTG Offers New TecnoGen Enermax Series of Generators FTG is pleased to introduce the new TecnoGen Enermax Series of Generators starting with the IV74TSX, a 74kVA generator with a tandem axle trailer. This model features an Iveco/FPT diesel engine coupled to an industrystandard Leroy Somer alternator producing 61.5kW of power. A DeepSea controller makes retrieving vital stats like fuel levels, run time and start logs easy. Other features include sealed doors and two-inchthick insulation throughout, allowing for a 65dBA rating, and external fuel hook-ups allowing for quick connection to an additional fuel cell! FTG is the exclusive distributor for TecnoGen generators and Rotair air compressors in the U.S. Contact us at 855-303-7900 for more information on this model or any others you see on our website at www.ftgequipment.com.

There’s a sense of pride in doing the job right. We’ve been treating our customers like family for over 100 years and we’re ready to do the same for you! Call Michael or Elise to discuss an equipment finance program for your customers: 1.800.247.1922

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September 2017 | Construction Equipment Distribution | www.cedmag.com | 15

>> PRODUCT PREVIEW YANMAR America: New, Larger Wheel Loaders YANMAR America’s Construction Equipment Division is pleased to announce the addition of three new, larger wheel loaders. YANMAR has added the V8 (61 HP, 1.05–1.57 yd3 bucket), V10 (74 HP, 1.31–2.03 yd3 bucket) and V12 (100 HP, 1.57–2.35 yd3 bucket) wheel loaders to their product offering. Jeff Pate, national sales manager for YANMAR America’s Construction Equipment Division, said, “We are excited to continue to expand our product line. The addition of these three models helps us provide a more complete offering to our dealers and their customers.” YANMAR America now carries four wheel loader models, eight excavator models, four skid steer models, two track loader models

and one tracked carrier model. Each model is purpose-built to overcome the most challenging conditions, work with unparalleled power, conserve fuel and provide exceptional flexibility. Yanmar has been manufacturing wheel loaders since 1975 and introduced the V-series to the North American market in 1997. YANMAR’s construction facility in Germany has been manufacturing wheel loaders since 1971 and manufactures the three larger models. YANMAR has a rich history of delivering firsts in the construction industry. They invented the first commercially viable small diesel engine in 1933, the world’s first compact excavator in 1971 and the world’s first true zero-tail-swing mini excavator.

Vermeer Introduces Damage Defense System

Barko “B” Series Loaders Deliver Service and Safety Enhancements

Barko’s B-Series merchandising loader product line has been updated to offer several new service and safety features. Known for rugged components and durable construction to withstand the rigors of forestry jobs, the loaders deliver high-capacity performance for various log handling applications, including sorting, stacking, pull-through delimbing, and loading. New enhancements to provide easier and safer machine serviceability on the B-Series loaders include relocated fuel filters, simplified electrical accessibility and component replacement, and better wire protection and routing. Additionally, a more robust hydraulic cylinder design adds durability. All B-Series loaders feature a pilotoperated hydraulic control system, in conjunction with IQAN electronic controls, to provide a more natural feel for the operator. Barko Hydraulics LLC is part of the Pettibone LLC Heavy Equipment Group. For more information, visit www.barko.com.

To help reduce the likelihood of major machine damage caused by certain metal contaminants entering the hammermill, Vermeer has introduced the Damage Defense system – an option now available for tub and horizontal grinders. If the mill comes in contact with metal while grinding, the Damage Defense system will alert the grinder control and automatically initiate the shutdown process. The system idles the engine down, reverses the infeed or tub and disengages the clutch. Once the contaminant is cleared, normal operation can resume. “The optional Damage Defense system is ideal for any tub or horizontal grinder operation that may encounter metal mixed into their incoming material,” said Jeff

Bradley, product manager for recycling and forestry equipment at Vermeer. “The system can be factory-installed on new Vermeer grinders and is available as a refitted option for many older Vermeer grinder models.” The Vermeer Damage Defense system uses exclusive technology to reduce the possibility of severe damage when large metal objects enter the hammermill, and operators can easily adjust the sensitivity settings for jobsite conditions to help reduce nuisance shutdowns. It is integrated into the grinder’s control system and features robust components and a weather-resistant box. To learn more about the Vermeer Damage Defense system, visit www.vermeer.com.

JLG Offers New Fleet Management System JLG Industries Inc., an Oshkosh Corporation company [NYSE:OSK] and a leading global manufacturer of aerial work platforms and telehandlers, recently released its ClearSkyTM fleet management telematics solution. The allnew ClearSky responds to customer requests for a tool that is simple, flexible, and easy to use. ClearSky combines multi-year service plans and several hardware options providing equipment owners and operators flexible options for access to critical engine and equipment operational data. Data points, including location, engine hours, usage, fuel and battery levels, and maintenance schedules, are conveniently available in real time and accessible from desktop or mobile devices. The dashboard, settings, and a library of widgets can be edited and prioritized according to customer preferences. The system also monitors fault codes and

16 | www.cedmag.com | Construction Equipment Distribution | September 2017

other critical alerts, which can be sent via text and email. Additionally, ClearSky data can be integrated with customers’ enterprise resource planning (ERP) software for seamless fleet management. Data is transmitted securely from anywhere in the world using cellular technology or satellite communications, depending upon the device installed, to suit the geographic location of the asset. ClearSky is offered as a factory-installed option for new JLG® machines or as an aftermarket installation kit to retrofit For more information about ClearSky, please visit www. clearskynext.com. For more information about JLG®, visit the website at www.jlg.com.

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The AED Foundation Board Visits Salt Lake, Tours Site of SLCC Career and Technical Education Center In conjunction with its summer board meeting, The AED Foundation board of directors and staff visited Salt Lake Community College (SLCC) and toured the college’s Westpointe Career and Technical Education (CTE) Center currently under construction and slated to open in 2018. SLCC’s Diesel Systems Technology A.A.S. degree program earned AED Accreditation in 2016 and is quickly becoming one of the all-stars of The AED Foundation’s community college partner programs. “We are excited about our partnership with SLCC,” stated The AED Foundation board of directors member Jeff Scott, president of Intermountain Bobcat. “The Westpointe Center is going to be a game changer for education and training, and we look forward to its completion.” In recognition of the The AED Foundation’s strong partnership with SLCC, Utah Governor Gary Herbert sent a high-level delegation from his office to meet with the group, including Deputy Director of Economic Development Ben Hart, Director of Industry and Talent Initiatives Kimberlee Carlisle, Director of Workforce Services Stephen Liscombe, and Deputy Director of Workforce Services and Communications Director Nate McDonald. Prior to the Westpointe Center tour, The AED Foundation board members met with key leadership of SLCC, including Senior Director of Development Kevin Rusch, Director of Development Nancy Michalko, Associate Provost Rick Boullion, Dean for CTE/ 18 | www.cedmag.com | Construction Equipment Distribution | September 2017

SAT Training Eric Heiser, and Diesel Tech Program faculty Bill Kleman, as well as Director of Marketing for Komatsu Equipment Chad Fredrickson. In 2016, the Utah state legislature appropriated $43 million to create SLCC’s Westpointe Center. This dynamic 121,000-squarefoot facility is located just east of Salt Lake City International Airport in the heart of the industrial area where many businesses are already served by the college’s skilled career and technical education graduates. “We are not just fulfilling our mission by growing and expanding what we do at Westpointe. We are exceeding expectations for Utah business and industry by providing the facilities and resources to educate and train the kind of workforce that will ensure the state’s economy continues to be strong, grow and rank as one of the best in the country,” stated SLCC President Deneece G. Huftalin, PhD. SLCC is the top education provider of workforce training in the Salt Lake Valley, with more than 28,000 of the college’s 60,000 students enrolled in career and technical courses. The Westpointe Center will be a 21st century home for technical education in multiple trades that are integral to the long-term economic vitality of the Salt Lake Valley, including aviation, transportation, electronics, electric power technology, engineering, manufacturing technology, logistics, skilled service technology and fabrication.

▶ THE AED FOUNDATION DONOR PROFILE

For 4Rivers Equipment, The AED Foundation Is A

LEARNING OPPORTUNITY 4Rivers Equipment finds The AED Foundation a strong advocate, a valuable teaching tool. By Heidi Bitsoli The AED Foundation offers its members a slew of benefits, including serving as a strong voice for those in the construction and heavy equipment trade. “The Foundation is a great advocate for our industry,” says John Shearer. He’s the general manager of construction and forestry for 4Rivers Equipment of Greeley, Colo. 4Rivers has been around in some capacity since 1926, when it started as Romer Mercantile, a small John Deere agriculture equipment dealer. Despite opening right before the lean years of the Great Depression, it survived and has thrived in the decades since, steadily expanding with new stores and stretching into the construction equipment arena. With the acquisition of Tom Growney Equipment in 2013, the company grew to 14 stores and combined all assets under its current 4Rivers Equipment name. Today 4Rivers focuses primarily on construction and agriculture, but also on mining and home and garden. They sell and service new and used parts and machinery and employ more than 300 people. Manufacturers are adept at training people to use and service their equipment, and The AED Foundation works well with them, Shearer agrees. “But what draws me to be involved with The AED Foundation are their other programs, for example how a manager should deal with difficult people, or the leadership programs and seminars. “The networking is incredible,” he adds. “It’s very good for all of our associates and it broadens our horizons. Sometimes you see the problems you have and think you’re alone, and then you

“We need to get into the high schools and let them know it’s an option. Our industry is probably one of the best-kept secrets out there.” — John Shearer 4Rivers Equipment

Your donation fuels the work that allows The AED Foundation to develop a dealer model for success. The future of dealerships depend on how we come together to build our industry's workforce. Thank you, 4Rivers Equipment, for investing in the future of our industry! To contribute to The AED Foundation annual campaign, visit bit.ly/2017aedfcampaign. talk to other dealers and see they have them, too.” Getting those other perspectives is invaluable, he says. The seminars prove helpful for the younger generation of workers, too. “If you keep things in-house, the younger people will never know more than the older people.” That kind of inertia never fuels growth. As a result, “being connected is probably the most important benefit” of membership, according to Shearer. Education is always an issue, too, and Shearer is happy that The Foundation is putting some muscle behind trying to educate the latest and future generations. “We’re always struggling for technicians and to get qualified people into the industry,” he says, referring to the industry’s skills gap study published by College of

William & Mary and AED. According to the 2015 publication, there is a significant discrepancy between the skills businesses seek in new hires and the existing skills in the workforce. Due to a dearth of vocational and technical skills in the heavy equipment distribution industry, many companies struggle to find adequately trained hires, thereby stalling growth opportunities. More than half of the companies surveyed said they struggle to meet customer demand, and data suggests businesses may be losing 11 percent of earnings and 9 percent of revenue due to said gap. A number of reasons were cited for the discrepancy, but chief among them were failings in the technical education system, and lack of resources and attention directed toward vocational programs. “High schools aren’t doing enough,” Shearer says of that skills gap. “The AED Foundation helps with the programs. We’ve all got into this rut that our son or daughter is not really successful unless they get a four-year degree.” The reality is that some people get out of school with a bachelor’s degree but no job, he adds. “With a twoyear technical degree, they could easily be snapped up.” “We need to get into the high schools and let them know it’s an option,” Shearer says. “Our industry is probably one of the best-kept secrets out there.”

September 2017 | Construction Equipment Distribution | www.cedmag.com | 19

Meet Moore JCB 20 | www.cedmag.com | Construction Equipment Distribution | September 2017

New AED Member Moore JCB: New Company With an Old Soul, Passion for Customer Satisfaction By Megan Mattingly-Arthur Moore JCB has only been in business a few short years, but the company is already making an impact in the heavy equipment industry. From locations in Toronto and Montreal, Moore JCB offers sales, parts and service for their extensive line of construction equipment. Customers interested in equipment rentals need look no further than Moore JCB’s sister company, Dickie Moore Rentals. Moore Equipment Limited, the parent company of Dickie Moore Rentals, opened Moore JCB’s Toronto location in 2014 and its

Montreal location in 2016, thus combining two successful business ventures with a shared commitment to customer satisfaction. “Moore JCB has been in business for three years in Toronto and one year in Montreal,” said Chris Schnur, vice president of Moore JCB. “We provide sales, parts and service to JCB Construction Equipment, and our sister company provides rentals of all equipment from Dickie Moore Rentals.” Opening the two Moore JCB locations hasn’t been a positive experience just for Moore Equipment Limited – it’s also been a boon for

September 2017 | Construction Equipment Distribution | www.cedmag.com | 21

the construction industry in Toronto and Montreal. Both Moore JCB locations are the only authorized JCB dealerships in their respective cities, meaning that customers in those cities no longer have to travel outside of their area to gain access to the cutting-edge, innovative offerings of one of the world’s top three construction equipment manufacturers. The establishment of Moore JCB locations in Toronto and Montreal also helped move JCB North America closer to achieving its expansion goals. The manufacturer hopes to increase its number of authorized North American dealers from 97 with 300 locations in 2015 to 500 (or more) locations by 2018. Also, though Moore JCB may be a relatively new company, Moore Equipment Limited’s leaders and workforce are anything but inexperienced, having been in the heavy equipment industry for more than 50 years. Hockey star Dickie Moore founded Dickie Moore Rentals in Lachine, Quebec, all the way back in 1961 while still playing for the Montreal Canadiens – a team that went on to win a history-making five consecutive Stanley Cups. Providing customers with the best possible experience was important to Moore, and his commitment to customer service is still evident today in the companies that bear his name. Moore JCB consistently goes above and beyond the call of duty to meet the needs of its customers. Making a positive change in the industry is Schnur’s favorite thing about his work with Moore JCB and, if the enthusiast reception of their customer service policies is any indication, the company may have the secret for doing just that. “I really enjoy making a change in the industry,” Schnur said. “Our company offers competitive pricing in sales, parts and service, and 22 | www.cedmag.com | Construction Equipment Distribution | September 2017

quicker reply and delivery times with longer hours of operation. We have great operating hours, including Saturdays, honest parts pricing and service rates, and fair machinery pricing.” Moore JCB’s hard work has not gone unnoticed. In its three-year history, it has already received multiple awards and accolades from JCB North America. “Moore JCB is proud to have been named the fastest start-up dealer in North America in 2014 – we started July 12, 2014 – and Rookie Dealer of the Year in 2015,” said Schnur. Moore JCB is a recent addition to AED’s membership, having joined earlier this year. Schnur is also eager to take advantage of other AED member benefits. For more information on Moore JCB, visit www.moorejcb.com. Moore JCB is also on Facebook and Instagram. To learn more about Moore JCB’s sister company, Dickie Moore Rentals, visit www.dickiemoore.com.

GO ANYWHERE. DO ANYTHING. Empower your customers to conquer even the most inaccessible jobsites imaginable with the Terramac family of crawler carriers. Thanks to their rubber tracks, these machines boast a low ground pressure that protects sensitive ground conditions. Both the RT9 and RT14 are easily customizable with a range of attachments from hydroseeders to welders, while the RT14R offers a dump bed and 360-degree rotation for precision even in confined spaces. Each carrier is backed by our highly trained service and support professionals, so youâ&#x20AC;&#x2122;ll stay up and running no matter how difficult the job. Visit Terramac.com to learn more about joining the Terramac dealer network.

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6/13/2017 10:07:41 AM 6/12/2017 9:57:17 AM

2017 ICUEE PREVIEW

CUEE 2017, the International Construction & Utility Equipment Exposition, opens its doors October 3-5 as the largest ICUEE ever – with 28 acres of the latest utility and construction equipment, products and technologies for attendees to explore, from more than 900 exhibitors (over 20 percent of which are new to the show). Also known as The Demo Expo, the biennial exhibition is held at the Kentucky Exposition Center in Louisville. Attendees can operate the equipment in job-like conditions and discuss product capabilities with company technical experts, to compare and choose what best meets their project needs. Targeted industry education and quality networking

events round out the show experience. ICUEE 2017 features specialized exhibit pavilions for fleet management, safety and green utilities, the Lift Safety Zone from the National Commission for the Certification of Crane Operators (NCCCO), as well as exhibits from China and Korea. A two-mile Test Drive Zone highlights on-road equipment and technologies. The test drive area is conveniently located near the shuttle bus drop-off area, and attendees will be able to drive the convention center’s Circle of Champions loop around the ICUEE perimeter. The Indoor Demo Stage, presented by Benjamin Media, offers interactive product demonstrations and best practices in action to complement the extensive in-booth

24 | www.cedmag.com | Construction Equipment Distribution | September 2017

product demos. No registration is required. Just stop in at the stage on the show floor (near the entrance to South Wing B) during show hours. More than 75 expert-led education sessions at ICUEE 2017 will help utility and construction industry professionals, from novice to veteran, enhance their safety knowledge, increase efficiency and reduce downtime on the job. New “field classroom” education sessions highlight industry best practices illustrated firsthand with equipment on the show floor. The education roster includes the prestigious iP Utility Safety Conference and Utility Fleet Conference; industry professional certifications will also be available.

2017 ICUEE PREVIEW

BIGGER and BETTER than ever!

Also new for 2017 is a “Discover ICUEE” behind-the-scenes walking tour just prior to show opening (October 3 from 7:30 to 8:30 a.m.). Attendees will receive a comprehensive show overview to help them maximize their time onsite and make the most of their ICUEE experience. The ICUEE Charity Auction returns with the goal of connecting military veterans with jobs. All proceeds again go to the Call of Duty™ Endowment, which helps military veterans secure high-quality employment and works to raise awareness of the value vets bring to the workplace. The Endowment notes that every $619 raised helps a veteran obtain a good job. It has funded the job placement of over 34,000 veterans and has a goal of placing 50,000 veterans in jobs by 2019. The auction takes place October 5 (Thursday) from noon to 2:00 p.m. at the indoor Demo Stage on the show floor and is presented with the support of Benjamin Media and J.J. Kane Auctioneers. An expanded Bourbon, Beer & Bites

event at the close of the show will feature complimentary tastings of the foods and beverages of Louisville. This event takes place October 5 (Thursday) from 2:00 to 3:00 p.m. in the North Lobby. Enjoy the Louisville area with nearly 100 “show your badge” discounts from Louisville-area attractions, restaurants and retail outlets. Attendees can preplan their ICUEE visit using the online show planner and the ICUEE Mobile App presented by John Deere to create a personalized agenda of exhibits, educational sessions and networking meetings. The online exhibitor directory, with floor plans, is searchable by company name, type of product or market area, booth number and location on the show floor, and includes a New Products and Technologies preview section. The mobile app will continuously sync to the show planner agenda, and attendees can receive show updates to further maximize their time onsite. Attendees can also play

the ICUEE mobile app game for a chance to win prizes in daily and grand-prize drawings. Plenty of transportation options will get attendees around the show, including golfcart taxi service and intra-show shuttles, as well as the “demo express” to Lot K. And take a break at the outdoor Lot Lounge in Area Q with Wi-Fi, charging stations, beverages/snacks and show information. “We know there’s so much to see and do during the show; we want to make it as easy as possible for attendees to connect with exhibitors, take advantage of the education options and connect with peers, as well as have some fun at our networking events,” said Tricia Mallett, ICUEE show director. ICUEE is the largest event for utility professionals and construction contractors seeking comprehensive insights into the latest industry innovations and trends; it is owned and produced by the Association of Equipment Manufacturers (AEM). Visit www.icuee.com for the latest show information.

September 2017 | Construction Equipment Distribution | www.cedmag.com | 25

2017 ICUEE PREVIEW

New ‘Field Classrooms’ Bring Education to ICUEE 2017 Show Floor Popular Demo Stage and Utility Safety, Utility Fleet Conferences Return Attendees at ICUEE 2017 will be able to see industry best practices illustrated firsthand with equipment on the show floor during new “field classroom” education sessions. Rounding out the ICUEE education lineup are popular returning programs: the Utility Safety and Utility Fleet conferences and the indoor Demo Stage. “Education really ramps up the value of ICUEE for attendees; they have convenient access to a variety of quality industry-focused sessions to gain knowledge that improves their job performance and helps their companies succeed,” said Rick Rodier, ICUEE 2017 chair and vice president and general manager of the Sitework Systems Division of The Toro Company. ICUEE, the International Construction and Utility Equipment Exposition, will take place October 3-5, 2017, at the Kentucky Exposition Center in Louisville.

Your Guide to ICUEE 2017 Learning Opportunities

More than 75 expert-led sessions at ICUEE 2017 will help utility and construction industry professionals, from novice to veteran, enhance their safety knowledge, increase efficiency and reduce downtime on the job.

New: Field Classrooms

These walk-around sessions will use the show floor instead of PowerPoint presentations to provide an overview of topics geared to those new to the industry. Ten 90-minute sessions will focus on aerial devices, fleet management, high-voltage transmission technology, horizontal directional drilling, and vacuum excavation. Also new for 2017 is a “Discover ICUEE” behind-the-scenes walking tour just prior to show opening (October 3 from 7:30 to 8:30 a.m.). Attendees will receive a comprehensive show overview to help them maximize their time onsite and make the most of their ICUEE experience.

The ICUEE Demo Stage

The indoor ICUEE Demo Stage, presented by Benjamin Media Inc., expands the show’s popular outdoor equipment demonstration component. More than 20 fast-paced 20-minute exhibitor presentations will feature product innovations and best practices in action. No registration is required. Just stop in at the

stage on the show floor (near the entrance to South Wing B) during show hours on October 3 to 5.

iP Utility Safety Conference

This leading educational event will gather utility safety and/or operations professionals from across the country starting Monday, October 2, for three days of education and networking.

Utility Fleet Conference

Fleet managers, fleet maintenance teams, fleet operators and aspiring fleet leaders will also gather starting Monday, October 2, for three days of insights on maximizing fleet efficiencies. Sign up for individual sessions to customize your learning experience.

Plus Industry Certifications:

The Certified Utility Safety Professional (CUSP) certification program is the only program that offers safety credentials to utilities, related contractors and communication

26 | www.cedmag.com | Construction Equipment Distribution | September 2017

providers.Also available will be the National Commission for the Certification of Crane Operators (NCCCO) written and recertification exam administrations for those seeking to become CCO-certified or renew their certification in most CCO programs. And check out hands-on demonstrations of the practical exams at the NCCCO Lift Safety Zone returning to ICUEE.

Register for ICUEE by August 25 to receive 50 percent off the onsite registration fee. For more information and to register, visit www. icuee.com. The biennial ICUEE exhibition, the largest event for utility contractors, is owned and produced by the Association of Equipment Manufacturers (AEM). Attendees can test-drive the latest equipment, watch live demonstrations of new products and technologies, and take advantage of bestpractices industry education.

2017 ICUEE PREVIEW

Strong Exhibitor Support Pushes ICUEE 2017 to Record SIZE More New Products and Technologies to Test Drive and Compare at The Demo Expo Strong exhibitor support has pushed ICUEE, The Demo Expo, to record size, with 28 acres of the latest utility and construction equipment, products and technologies for attendees to explore, from more than 900 exhibitors (over 20 percent of which are new to the show!). ICUEE 2017 will feature specialized exhibit pavilions for fleet management, safety and green utilities, and the Lift Safety Zone from the National Commission for the Certification of Crane Operators (NCCCO), as well as exhibits from China and Korea.A two-mile Test Drive Zone highlights on-road equipment and technologies, and the indoor Demo Stage features interactive product demonstrations to complement extensive in-booth product demos. “ICUEE comes around only once every two years, and record exhibit space translates to more product innovations on the show floor, so don’t miss out,” said Show Director Tricia Mallett. “We’ve got transportation to get attendees around all the lots, a streamlined layout and plenty of rest areas!” Attendees can operate the equipment in job-like conditions and discuss product capabilities with company technical experts to compare and choose what best meets their project needs. Targeted industry education and quality networking

events round out the show experience. ICUEE, the International Construction and Utility Equipment Exposition, is set for October 3-5, 2017, at the Kentucky Exposition Center in Louisville. The event focuses on the business and professional needs of utilities and utility contractors in the electric, telecommunications/ cable, natural gas, water and wastewater sectors. Get Organized with ICUEE Mobile App, Show Planner Attendees can preplan their ICUEE visit using the online show planner and the ICUEE mobile app presented by John Deere to create a personalized agenda of exhibits, educational sessions and networking meetings. The online exhibitor directory, with floor plans, is searchable by company name, type of product or market area, booth number, and location on the show floor, and includes a New Products and Technologies preview section. The mobile app will continuously sync to the show planner agenda, and attendees can receive show updates to further maximize their time onsite. Attendees can also play the ICUEE mobile app game for a chance to win prizes in daily and grandprize drawings. September 2017 | Construction Equipment Distribution | www.cedmag.com | 27

2017 ICUEE PREVIEW

BE SURE TO VISIT THESE Prinoth

PRINOTH is one of the world's leading manufacturers of low ground pressure tracked carriers. Offered in different models and sizes, PANTHER crawler carriers can reach work sites in any terrain: water, rocks, steep hills, swamps or even deep mud. The PANTHER crawler carriers offer huge payloads and can be equipped with a multitude of specialized attachments. Most models are equipped with rubber tracks and our exclusive undercarriage system provides the best off-road mobility in the industry. PRINOTH is also a leading global technology and solution provider for the sustainable management of vegetation areas. We will show the Raptor 300r and other mulching heads in our booth as well as many carrier models. Visit us at Booth N-3016!

Seppi USA

Discover the advantage of SEPPI M. Now distributing Seppi M. products through Seppi USA and our dealers through a central US warehouse in Ohio. SEPPI specializes in the engineering and production of mulching mowers, forestry tillers and stone crushers for right-of-way, agriculture, forestry and construction. Seppi has been manufacturing flail mulchers since 1970. With over 45 years of experience, you can count on Seppi M. for your mulching and stone crushing equipment needs! See our all new Miniforst CL skid steer mulcher on display at ICUEE. This superior mulcher was designed to be lighter and more compact for better performance and visibility. Seppi drive motors utilize M-BOOST technology allowing you to experience rapid recovery of the rotor and superior mulching performance. While at the Seppi booth, be sure to also check out the other quality hydraulic and PTO operated forestry mulchers and stone crushers on display in booth 4020.

Subsite® Electronics Commander 7™ HDD Display

The Commander 7 display offers enhanced capabilities to the TK RECON™ Series HDD Guidance System and delivers all vital tracking data to both the tracker and drill operators. Commander 7 is compatible with both Apple® iOS and Android™ devices. It has an expanded communication range, faster data rate speeds and a large, high-resolution 7-inch screen with intuitive, user-friendly icons. Most notably, the Commander 7 offers users three ways to view their tracker data, including an all new Advanced DrillTo™ mode featuring PerspectiveView™—an intuitive leap forward in data presentation that the company claims is “truly out of the box.” The new upgradeable technology base also allows the company to debut the Commander 7 with a number of impressive features. For example, Commander 7 is compatible with both Apple® iOS and Android™ devices, making the display available to whole new user base that isn’t currently being serviced by competitive offerings.

Towmaster T-12DT Tilt Bed Trailer

Tired of messing with ramps? Towmaster’s drop-deck tilt-bed trailer is easy to use. This trailer features a dual-locking, single lever tilt mechanism that lets you tilt the bed from one side of the trailer. A hydraulic cylinder cushions the deck to ease the equipment when unloading or loading. When the equipment is loaded, the deck automatically locks into place. The improved approach ramp provides traction and a low-load angle. Rubber-torsion axles provide a smooth tow and a self-charging battery break-away system is included for safety. The T-12DT is available in several deck lengths. Towmaster trailers have an excellent fit and finish with an unmatched frame warranty.

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2017 ICUEE PREVIEW

AED MEMBERS AT ICUEE Vermeer To Feature New Utility Equipment and Productivity Tools

At ICUEE 2017, Vermeer will showcase the newest additions and innovations to its industry-leading lineup of directional drills, tractors, mini skid steers, reclaimers and more, as well as productivity tools for the utility market. By combining documentation, bore planning, data collection and remote monitoring components, Vermeer productivity tools can help contractors better manage their business from planning to mapping and producing to invoicing. Visit booth #K225 & #K332 to check out all the new Vermeer equipment, Vermeer productivity tools and expert training, technology and toughness that you’ve come to know from Vermeer.

YANMAR America’s Construction Equipment Division

YANMAR America’s Construction Equipment Division recently added three new, larger wheel loaders. YANMAR added the V8, the V10, and the V12 to their product offering. The loaders feature controls to provide excellent operability, maneuverability, productivity, and precise control. The engines offer lower displacement and fuel consumption with more torque and power. With the development of Smart Control, YANMAR offers easy, intuitive operation for machine monitoring and diagnosis, with exact manipulation of auxiliary hydraulic oil flow. YANMAR has also revealed the introduction of the C30R-3 Crawler Carrier. Replacing the C30R, the C30R-3 allows improved travel/speed, reduced cycle times, increased productivity, and improved fuel economy. Serviceability is improved with a new LCD monitoring system and smother maintenance access. In addition, the seat is reversible for improved safety, visibility, and operator comfort. Details can be found at https://www.yanmar.com/us/ and by visiting Booth #1906 at ICUEE.

PANTHER T16 NOW WITH RUBBER TRACKS OPTION.

POWER & TECHNOLOGY MADE PRINOTH A LEADER. PRINOTH’s PANTHER tracked vehicles have set the standards for performance, design and quality for all types of power utility applications. We continue to develop, together with power utility industry leaders, the tools to reach, the tools to power.

For more information: growwithprinoth@prinoth.com

Visit us in booth N3016:

prinoth.com

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2017-07-06 12:08 |PM September 2017 | Construction Equipment Distribution | www.cedmag.com 29

Inside the Workshop

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Martin Implement Sales’ State-of-the-Art Central Office Facility is a One-Stop Shop

By Megan Mattingly-Arthur ounded in 1945, Martin Implement Sales is a fixture of the Chicago area’s equipment industry. Now a full-service construction and turf equipment dealership, the business got its start selling Ford tractor parts and equipment. Art Novak, the man who made Martin Implement Sales what it is today, joined the company as a shop apprentice in 1950. Seven years later, Novak purchased interest in the business and, by 1964, had become Martin Implement Sales’ president and sole owner. Novak’s sons – Tom, Bob and Bruce – began working for Martin Implement Sales after college and, when Novak retired in 1999, he left the company in their capable hands. As president, Tom oversees sales, while Bob, who serves as vice president, heads up the rental department, and Bruce handles financial, marketing and HR functions in his role as secretary. The three Novak brothers are joined by longtime business associate and general manager Steve Martin.

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“We’re a full-service dealership, so we sell the equipment, service it, provide parts and rent equipment from our three locations in the greater Chicago area,” says Bruce Novak of Martin Implements.

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“We’re a full-service dealership, so we sell the equipment, service it, provide parts and rent equipment from our three locations in the greater Chicago area,” Bruce Novak said. The jewel in Martin Implement Sales’ crown is its central office headquarters, located just off of I-80 in southwestern Chicago’s Orland Park suburb. Built in 2007, the same year the company celebrated its 62nd anniversary, the facility features a wide array of specialized equipment and attachments, an extensive parts inventory, and a state-of-the-art shop. Also, at 34,350 square feet, the central office facility is more than twice the size of Martin Implement’s previous location on 104th Avenue. Offering just about anything a customer might need for their construction, landscape, municipal or residential equipment, the central office location is a veritable one-stop shop. Martin Implement Sales also has locations in South Elgin and Wauconda. However, it’s not just the company’s impressive, cutting-edge facilities that keep customers coming back again and again. Martin Implement Sales also boasts a dedicated workforce, a strong emphasis on customer service and a stellar reputation. “Our customers don’t just come in because of our services or our facilities – they also come in because of our knowledgeable staff,”

Novak said. “We definitely put an emphasis on customer service and continued training for our staff members. Our customers’ expectations are high – and we try to reconfirm those expectations in everything we do.” By all accounts, Martin Implement Sales is succeeding in their quest to meet and exceed their customers’ expectations. “Recently, we had a customer who had an issue on a Saturday afternoon, during a time when we were closed,” Novak said. “The customer reached out to our assistant service manager on their cell phone, looking for a part. It turned out that we didn’t have the part at that location, but we had a couple of them at our South Elgin location. We had someone from our team meet the customer at that

Our customers’ expectations are high – and we try to reconfirm those expectations in everything we do.” — Bruce Novak dealership and we got him the part he needed. That’s just one of many examples of how we try to go the extra distance for the customer. Of course, you need willing team members to do things like that, and we’re very fortunate to have such dedicated employees.”

Over the years, the Novaks have worked hard to create a positive workplace culture that breeds success and benefits both the company’s leadership and workforce – and now they’re seeing the fruits of their labor. “My favorite thing about serving as secretary for Martin Implement Sales is having the satisfaction of being able to execute our family’s vision for the company, take a hands-on approach with our staff and customers, and work closely with my brothers and our long-term partners, because we get to see the direct correlation of our efforts and investments to our successes,” Novak said. For more information on Martin Implement Sales, visit www.martinimplement.com or connect on Facebook or YouTube.

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>> SEASONAL MARKETING TACTICS

PROVIDED BY COMMERCIAL WEB SERVICES

Harness the Power of the Seasons in Your Marketing By Lindsey Wreggelsworth Fall is upon us, and with another turn of the weather comes seasonal changes for your business! Every dealer undergoes some sort of seasonal change: a surge or a dip in business, extra-busy service times, etc. We want to support you during these changes, not just on-site, but also online. Of course you are always seeking to generate leads through your business’s website and social presence, and we want to share a few suggestions for marketing your business online with seasonal demands in mind.

Website:

Seasons are an experience we all share. So acknowledge the current season on your website with a seasonal banner, giving your website a refreshed look each quarter and improving your search rankings with an update for the search engines to recognize as new and relevant to your customer base. You can also showcase seasonal best-sellers on your website, even adding a page specifically for pieces that are in high demand that season.

Social Media:

Generic content that extends outside of your industry is helpful in cultivating your community on social media. While some might joke that no one wants to talk about the weather, the reality is it’s something we all experience, and many of us enjoy discussing the weather with those around us. You might have seasonal events or

promotions going on at your dealership. Mix these kinds of social posts in with some general posts on community events of the season, or even more general remarks about the weather, to reach a wider audience and engage your community on more than just business.

Advertising:

Whether your business finds itself in a slow season or a busy one, from a marketing standpoint you should always be acting strategically with how you advertise in each season. Promoting seasonal best-sellers via Facebook advertising, or PPC, can help attract additional interest to the needs of that industry outside of your website. Always put your best foot forward by using catchy calls to action (CTAs) about how you can serve your target customer in whatever season it is. For example, during the winter try using a CTA such as, “This winter is harsh; we can help you winterize your equipment here,” or in the warmer months try, “Things are heating up, and so are these deals on lawn equipment!” Be prepared to meet the needs of your customers during every season, continuing to activate your website, social media, and advertising influences throughout the year. When a business makes a conscious effort to stay active in their communication and their involvement in seasonal affairs, it shows the priority they place on their customers and on effecting change in their community.

LINDSEY WREGGELSWORTH is the Marketing Manager at Commercial Web Services, a division of Trader Interactive, which specializes in providing commercial dealers and manufacturers with products and services to establish and grow their online presence in today’s market. September 2017 | Construction Equipment Distribution | www.cedmag.com | 35

>> GOOD COMPANY

FTG

Equipment Solutions Brings It All to the Table 36 | www.cedmag.com | Construction Equipment Distribution | September 2017

By Megan Mattingly-Arthur Founded in 2012 by a group of equipment industry professionals, New Jersey company FTG Equipment Solutions Inc. has the distinction of being the sole U.S. distributor for leading European construction manufacturers Rotair and TecnoGen. FTG offers sales, parts and customer support for Rotair’s robust line of air compressors, and for TecnoGen’s extensive line of ultra-quiet high-quality generators. Boasting a rotary screw design, Rotair air compressors are loaded with features, such as automatic loading and unloading, torsion suspension, automatic glow plug ignition, double filtration systems and diesel engines from renowned manufacturers like Kubota, Cummins and Perkins. Available in sizes from 2 to 3,500 kilowatts and featuring an innovative package design with options like variable speed and electric drive cooling fans, TecnoGen’s portable diesel generators are impressive pieces of machinery. “FTG is the exclusive distributor for Rotair air compressors and TecnoGen generators in the United States,” said Steven Scattolini, managing director of FTG Equipment Solutions Inc. “We offer innovative products and an innovative approach to supporting

our customers with maximum flexibility. We also provide all of the support that goes along with being a distributor, such as parts, service, etc.” However, high-quality products aren’t the only thing behind this relatively young company’s growth, which was so vigorous that it allowed them to move into a new, state-of-the-art headquarters in Carney’s Point, N.J. in 2016. Combining the extensive experience of their team members – some of whom have worked in equipment sales, rentals and service for more than three decades – with an eager willingness to learn from their clients and come up with inventive, personalized solutions to their problems, FTG has positioned itself as “the company that listens.” Their philosophy is that teamwork is the key to success. Considering the varied and impressive backgrounds and experience of the company’s team members, that philosophy might not be too far off the mark. From the salesperson to the service technician, members of the FTG team are trained to provide clients with tailored solutions to their construction or agricultural equipment problems, while also taking into account

September 2017 | Construction Equipment Distribution | www.cedmag.com | 37

considerations such as cost and durability. “We may think we’ve seen it all over the years, but we still consider ourselves a learning organization and we know we won’t always be perfect,” Scattolini said. “However, you can be assured that we are always giving our best. Our leanness and agility allows us to give our customers the best value, and our flexibility gives us freedom to grow. One piece of equipment or one hundred, our team is ready!” The approach has gone over well with customers and even Scattolini cites the company’s supportive culture as one of his favorite things about his work with FTG. “I enjoy working with an experienced, hardworking and loyal group of people,” he said. “The culture is one that provides a high level of support for our customers and each other as coworkers. It is very entrepreneurial.” As the exclusive U.S. distributor for Rotair air compressors and TecnoGen generators, FTG Equipment Solutions sells equipment through established dealers and rental companies, as well as strategic OEM’s, primarily in the U.S. construction and industrial markets. FTG Equipment Solutions Inc. has been an AED member for the past two years and, according to Scattolini, the company’s

“I enjoy working with an experienced, hardworking and loyal group of people,” says Steven Scattolini, managing director of FTG Equipment Solutions Inc.

leaders and employees have most enjoyed the networking opportunities and educational materials AED has to offer. “AED is a great industry-specific trade organization that provides great networking opportunities with other dealers and rental companies, as well as superior educational programs,” he said. After enjoying impressive growth in its

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first five years, it will be interesting to see just what FTG does next. The company’s future plans include adding additional products for distribution and expanding facilities into Texas and Georgia. For more information, visit http:// ftgequipment.com. FTG Equipment Solutions, Inc. is also on Facebook, LinkedIn and Twitter.

>> VIEW FROM THE HILL

REP. TOM REED (R-N.Y.)

The Dignity of Developing Our Workforce There are millions of jobs available in this country, waiting for someone with the right skills to do the work. .

I see it everywhere I travel in my congressional district: We need better job opportunities. People regularly tell me about how their children and grandchildren have left because they cannot find good jobs where they grew up. We need to help people get the training they need for the jobs of today and tomorrow. One path often overlooked is apprenticeship and jobs in the trades. President Trump recently highlighted the power of apprenticeship as a pathway to a fulfilling career. “American citizens have worked every job, every occupation, no matter what it might be – no matter how grueling, how challenging, or even how dangerous,” he said during his weekly address. His message was that there is dignity in every honest job, and there are good-paying career opportunities available now – and you don’t need to run up tens of thousands of dollars of debt earning a four-year college degree to get those jobs. I agree all Americans should have the opportunity to do an honest day’s work and have a meaningful career to support themselves. That’s why I recently introduced the Leveraging and Energizing America’s Apprentice Programs, or LEAP Act, with Congresswoman Linda Sanchez (D-Calif.). The bill is designed to increase apprenticeships through a new federal tax credit for employers. There are millions of jobs available in this country, waiting for someone with the right skills to do the work. I see this in Upstate New York as I visit with manufacturers. Many companies struggle to find workers with the correct training to fill the available jobs. Expanding apprenticeship is a common-sense, bipartisan solution to enhance job opportunities for in-demand career fields such as diesel technicians, manufacturing, healthcare, information technology, and skilled trades. We must work together to close this skills gap. To do this, Americans need access to training that will set them on a path to productive, successful careers. The LEAP Act would offer employers a federal tax credit for hiring new apprentices that are registered with the U.S. Department of Labor or a state apprenticeship

agency. Participating businesses would receive $1,500 for apprentices under the age of 25 and $1,000 for apprentices over 25. There are roughly 25 employers in my congressional district that have registered apprenticeship programs with the U.S. Department of Labor and are eligible for the tax credit. Now apprenticeship programs will be encouraged to develop. Job opportunities and economic growth do not come from politicians wearing suits in Washington, D.C. They come from employers and skilled laborers across America, who work hard to enhance our economy. However, we in Congress must do our part and work with the president to enhance the ability of the private sector to ensure everyone has the opportunity to secure a good-paying job and a better life in this country. I look forward to working with construction equipment dealers both in New York and across the nation to address one of the country’s greatest challenges—preparing workers for in-demand, rewarding careers.

REP. TOM REED is in his fourth term representing New York in the U.S. House of Representatives congressional district. He serves on the House Ways and Means Committee. September 2017 | Construction Equipment Distribution | www.cedmag.com | 39

Journey to the Top Takeuchi’s U.S. President Went From Sweeping Floors to Holding the Company’s Top Office

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By Megan Mattingly-Arthur he construction equipment industry is one that offers exceptional opportunities for career growth. No one knows this better than the manufacturing executives who started out at the bottom and worked their way to the top of their respective companies. Clay Eubanks, president of Takeuchi Mfg. (U.S.) Ltd., is one such executive. Eubanks happened upon a career in heavy equipment manufacturing almost by chance and got his start sweeping floors in the Eubanks company’s warehouse while attending high school and then Georgia Tech University. “I needed a job while I was in school, and someone told me Takeuchi was hiring a part-time warehouse clerk,” Eubanks said. “I worked in the warehouse for 18 months while in school before I moved into an open regional sales position. I really knew nothing about the industry at the time, but quickly realized the opportunity was great and the people even better.” Eubanks got his first job with Takeuchi U.S. in 1984 and has now been with the company for more than three decades. After determining that he and

the construction equipment manufacturing industry were a good fit, Eubanks climbed the ladder at Takeuchi, and sales was his path to the top. He went from sweeping floors in the warehouse to working in regional sales and retail sales. Before becoming president of Takeuchi U.S. in 2003, Eubanks also spent time as a general manager. “I have been with Takeuchi for 33 years,” he said. “I grew up through the sales side of the business. My first full-time role at Takeuchi was a regional sales manager covering the central United States. Compact excavators were an unknown product at the time (annual industry volume was in the very low hundreds). My responsibility was to ‘tow and show’ machines wherever I could. We focused on the rental industry and setting up dealers. As the industry grew, I moved into a retail sales role at a company-owned dealership. After that, I became the national sales manager, then general manager and then took my current role as president.” In his time as president of Takeuchi U.S., Eubanks has helped the company strengthen its position in the North American market. Under his leadership, Takeuchi U.S. has developed a strong dealer network that boasts hundreds of dealers and locations in the United States and Canada. “I have served as president for 14 years,” said Eubanks. “In this role, I have responsibility for Takeuchi’s results in North America. I help set the priorities and strategies for our markets, help make sure we have the programs and systems to achieve our goals. I serve as one of the faces of Takeuchi by serving on industry and local committees and boards. And I try really hard to stay out of the way of the immensely talented staff we have.” Having been with Takeuchi for 33 years, Eubanks has had the pleasure of watching the company’s innovative, industry-shaping products take the world by storm – and the satisfaction of being part of a company that fundamentally changed the way people work. “Takeuchi has always been an innovative company,” he said. “Our R&D team is very creative and innovative. We introduced the world’s first compact excavator and compact track loader and have been fortunate to help build an entire industry (based on those products). It is very rewarding to see how our products have changed the way people work. Takeuchi has become a major industry supplier, while still keeping our small company drive and flexibility. We are also one of the few manufacturers that focus only on compact track equipment – we live and breathe it every day.” While innovative products give Takeuchi its edge, they’re by no means the company’s only secret to success. A capable and diverse workforce and a strong commitment to customer service and satisfaction also play important roles. Asked what he enjoys most about serving as president of the company’s U.S. division, Eubanks was quick to lavish praise on Takeuchi’s workforce, as well as the culture of customer service established by Akio Takeuchi, founder and president of Takeuchi Global. “The people I get to work with every day (is my favorite thing about being president of Takeuchi U.S.),” Eubanks said. “We have an amazing group of people that come from all walks of life, but have come together to succeed in a very competitive industry segment. Our parent company in Japan is so customer focused – everything is about the customer, regardless of cost or convenience. Mr. Takeuchi is driven to give customers what they need to be more successful.” Even though a career in the construction equipment manufacturing industry wasn’t something Eubanks planned in

advance, he couldn’t be happier with the way things turned out. He loves the industry, its people and its values, and is an excellent example of the success people can achieve when they’re willing to work their way up from the bottom of the career ladder. “I think the people in our industry are the greatest,” said Eubanks. “It doesn’t matter if they’re a competitor, a customer or a future prospect – everyone has a great passion for our industry. People are generally down to earth and hardworking, with strong values.” With the construction equipment industry facing the realities of both an aging workforce and a dire technician shortage, there are ample opportunities for people who are looking for a hands-on career to start at the bottom and work their way to the top, just as Eubanks did at Takeuchi U.S. For people who might be considering a career in the construction equipment industry, Eubanks had this advice: over-deliver, work hard, prepare for opportunities and don’t jump from one company to the next. “I believe if you consistently deliver more than what is promised or expected, continue to learn and grow and to work as hard as you would if you owned the company, you will be successful in whatever you do,” he said. “I personally am a firm believer in not jumping around from company to company. I think there is always the opportunity to grow within any company – and you need to prepare yourself for the opportunity before it becomes available.” For more information on Takeuchi, call their North American headquarters at 706-693-3600 or visit www.takeuchi-us.com. September 2017 | Construction Equipment Distribution | www.cedmag.com | 41

New CODB Da

Added Value for AED’s Ma By Megan Mattingly-Arthur he AED Foundation is constantly looking for ways to bring even more useful information to its members. After releasing the 2017 Cost of Doing Business (CODB) Report earlier this year, the Foundation found that it could use some of the submitted data in a new way: to give manufacturers an idea of how their dealers compare to others in the industry. “The Cost of Doing Business report has made it possible for dealers to see how they compare to their peers,” said Vice President of Sales Jon Cruthers. “Now, this newly added dimension allows manufacturers to see how their dealers, as a group, compare to other dealers that aren’t part of that group. It gives them a feel for the capability of their dealers and provides some value to our manufacturing members.” This new information for manufacturers was made possible thanks to changes to this year’s Cost of Doing Business (CODB) survey, as well as the data collection methods of survey research and analytics firm Industry Insight Inc., based in Columbus, Ohio. “We allowed the dealers to indicate which manufacturing lines and which manufacturers they represented when they submitted their financial information for the Cost of Doing Business survey,” Cruthers said. “Based on that information, we were able to pull together a rough approximation of key performance indicators for a given manufacturer’s dealers, compared to overall AED dealers and highperformance dealers. We’re now able to provide manufacturers with a way to gauge how their dealers stack up against dealers that don’t carry that line and ones that are considered high margin. We switched companies for data collection this year and their solution allowed us to do this data collection in a new way.” Though this was the first year that AED attempted to analyze data from the manufacturer’s standpoint, doing so has already yielded interesting – and exciting – results, according to AED CFO and Senior Vice President Jason Blake. “This is the first year we’ve done this, and we’re looking at the value of this manufacturer break-out and the high-level, interesting information, and we’re really excited,” Blake said. “In some high-level first looks at the data we gathered

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ata:

anufacturing Members

from the new manufacturer’s report, we found that the overall average sales of manufacturers for a dealer is $100MM, profit margin before tax was between 3.7 percent and 6.3 percent (with the average at 4.7 percent), gross margin was between 21 percent and 28 percent, Purchase your CODB Report bit.ly/codb17 and payroll expenses are averaging about 11 percent of overall expenses.” Moving forward, The AED Foundation will continue to tweak the CODB survey in ways that make the annual CODB report even more useful for both dealers and manufacturers. One of the best 2017 AED ways to further improve the survey, according to Cruthers, is to Cost of Doing increase dealer participation. Business Report “In the future, we may change the CODB survey a bit to allow us (Based on 2016 Operations) to grab and pivot information in this new way,” he said. “The more AEDNET.ORG the manufacturers promote it, and the more dealers that submit information, the richer the pool of data becomes.” Pulling information for manufacturers from the 2017 CODB report is just the beginning. Blake hopes that, as more manufacturers encourage their dealers to participate, the Foundation will be able to craft a CODB report specifically for its manufacturing members. “There’s more to come next year,” he said. “We really hope to see manufacturers asking and encouraging their dealers to participate in next year’s CODB survey. We envision building a different report from that information to help our manufacturing members get a feel for how their dealers are doing, and that’s never been done before. This is a great way for manufacturers to evaluate their dealers.” For more information, or to purchase the 2017 AED Cost of Doing Business Report, call Liz McCabe at 630-468-5132, email lmccabe@aednet. org or visit aedfoundation.org. The AED Foundation is also on Facebook and Twitter.

today at

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Schoolâ&#x20AC;&#x2122;s in Session for AEDâ&#x20AC;&#x2122;s Inaugural

Leadership Development Institute The initiative launched in July with 28 up-and-coming business leaders. 44 | www.cedmag.com | Construction Equipment Distribution | September 2017

By Karen Algeo Krizman ED’s Leadership Development Institute (LDI) launched in July with 28 up-and-coming business leaders taking part in two-and-a-half days of in-person learning in Chicago. The inaugural cohort left the Windy City with a clearer understanding of themselves, the difference between being a leader and being a manager, and the importance of investing in and developing good business relationships – not to mention a positive first impression and plenty of homework to keep them busy until they meet again. “I was pretty impressed with the way it ran considering it’s the first time they were running this class,” said Chris Hunter, an AED member participant and general manager of Nortrax Inc. in Vermont. “I was expecting a few more hiccups, but all in all, the team worked well together. It was put together in a format that was very intense, but at the same time it didn’t feel like they were sacrificing anything.” Following an initial round of emotional intelligence tests aimed at helping participants to get better acquainted with themselves, each AED member met with an executive coach, who will spend the coming year working with them on an individual development plan. “I think one of the biggest advantages of having a coach as a result of the program is it’s someone who is experienced in consulting with businesses in general, but also in coaching people,” said Dave Wilson, a participant and product support manager with West Side Tractor Sales Co. in Indiana. “It’s also not very often that you get someone who is unbiased and unconnected with a totally neutral, honest position on whatever the subject matter is. Everyone that you work with has an opinion. The coach introduces a totally different variable in that they’re connected to nothing in our company. They don’t have an opinion. They really probably don’t care if it’s up or

September 2017 | Construction Equipment Distribution | www.cedmag.com | 45

down, left or right. That’s not their job. Their job is to ask the right probing questions to help us come to the realizations on our own.” In addition to the personal coaching, another highlight was Saturday’s presentation by Ed Wallace, president of the Relational Capital Group and author of “Business Relationships That Last: Five Steps to Transform Contacts into High Performing Relationships.” Pointing out that everything in business today can be commoditized, digitized or outsourced, except for relationships, Wallace walked the participants through the relational ladder process, which was aimed at helping them identify where their top five relationships stand and what their strategies should be for furthering those relationships. “We have strategies for everything in life,” Wallace said. “Why not have strategies for relationships? One of the big takeaways that I challenged participants with is that every interaction matters today, and don’t get too caught up in ‘It’s just a text’ or ‘It’s just an email.’ Trust can decrease or increase with every interaction you have with people. There are so many more interactions that there’s a real chance to build on the trust you’ve already built – or to lose some of that trust.”

“We’re all there to better ourselves, to learn about being better leaders and to grow this industry for the long term.”

–Dave Wilson West Side Tractor Sales Co.

Participants also said they valued the opportunity to network and learn from other AED members while attending the Leadership Development Institute’s inaugural session. “The thing I really enjoy about any AED event is it’s one of those rare times when you can sit at a table with people who, on any other day of the week, are your competitors,” Wilson said. “It’s a competitive marketplace, but when you sit down at this type of event, all that goes out the window. We’re all there to better ourselves, to learn about being better leaders and to grow this industry for the long term.” Whether the participant was from a company with 500 employees or one with 50, they all valued the exposure to different ways

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of approaching their business. “It’s interesting to see how companies do things differently,” said Brad Runnion, who works in sales at Runnion Equipment Company in Illinois. “We’re all within construction equipment distribution, but we’re all a little bit different. There are a whole lot of training options out there, but what excited me about this was that it was practical education tied directly to our industry.” In anticipation of the November in-person learning session for the cohort, participants will begin working on their capstone projects, which entail a SWOT analysis across the various functions of their business that will culminate in a presentation when the group meets for the last time in March 2018. Although some participants find the project a bit daunting, all are excited at the prospect of what they might uncover. “It’s going to require a lot of different skill sets,” said Chris Maines, Nortrax’s product manager for the Northeast region. “It’s going to be measured based on results. We’re looking for real dollars here. It’s something that quite honestly could affect my career with my company. It’s going to have a real impact on my business.”

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Ten Steps to Great

Succession Planning

A sound dealership succession plan addresses a long list of issues, including retirement income, transferring wealth to the dealer’s heirs, transferring ownership, dealing with the income and estate tax consequences associated with an ownership transfer, and addressing other issues key to the ongoing success of the business, not the least of which (and often forgotten) is transitioning management. To help you address all important considerations and issues, the HBK Dealership Group developed “Ten Steps to Effective Succession Planning.” This article addresses the first step: identifying and prioritizing the owner’s goals.

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By Rex A. Collins CPA, CVA HBK Dealership Industry Group You cannot address all business succession issues at once; what happens with one will affect how you handle another. Ideally, a dealer begins planning with a thirdparty professional, one who has industry as well as succession planning expertise. This planning should begin at least ten years prior to an expected retirement date and should include a contingency plan in case of death, illness, a family situation or a change of heart that requires an earlierthan-expected transition date. For many dealers, the dealership is like their child. They are committed to their business, to its grooming and success, and their ties to it are emotional, just like with their offspring. Therefore, succession planning has to consider these emotional ties as well as the financial aspects of retirement, transfer and transition. The first step in effective succession planning is to identify and prioritize goals. Succession plans have value for dealers only if they meet their goals. Identifying goals includes determining that they are realistic, and prioritization comes into play in resolving conflicts between mutually exclusive goals. For example, if you are selling to a third party, you want a top price for your business but you also want to minimize the tax burden from the sale. It might not be possible to get both. We recently encountered a situation involving mutually exclusive goals: A selling dealer wanted to reward his employees for their years of service with extended separation pay, but it reduced the proceeds from the sale of the dealership. Ultimately, a good middle ground was reached whereby the employees were treated very well and the dealer was still able to receive funds sufficient to retire comfortably. The most common owners’ goals in planning succession: • Keep the dealership in the family; transfer to the next generation. • Maintain a successful operation and profitability into the future. • Provide liquidity to the owner, or to his or her estate. • Provide financial security for the dealer’s family members. • Minimize current tax liabilities and the potential estate tax liability.

• Maintain family harmony. Family transitions can be fraught with conflicting goals. A dealer looking to maximize ongoing income to his children learned that getting the income he wanted would burden dealership profits to the point of threatening the future of the business. Again, some difficult decisions had to be made with regard to balancing these conflicting goals. A more common issue arising in family transition is either lack of interest or lack of leadership skills on the part of an incoming family member. Owners should not assume their children’s goals are the same as theirs; they often have other plans that do not involve the dealership. So succession planning must include determining which family members are in and which are out, and considering the transition of management (possibly to nonfamily members) as much as ownership. In light of those goals, we can identify five different dealer succession profiles: • Owners with children to whom they would like to transfer the business • Owners who want to sell the dealership to a third party outside the family • Owners who want to sell the dealership to invest the proceeds in another business or investment opportunity • Where there are multiple owners, an owner who wants to sell to the partner or partners. Such sales can present troublesome situations; for example, where one partner who is not capable of managing the dealership is being bought out by another. We have seen long, protracted struggles over such issues as control and value. • Owners who want to run the business until their death. For these owners the contingency planning is particularly important, that is, how to transition ownership and management in case of a serious illness or at death. Even before identifying succession goals, you should work closely with a competent and industry-savvy succession planning professional to create a succession strategy. Such a strategy must be developed, understood and communicated in order to design and implement an effective succession plan.

Ten Steps to

Successful Succession Planning 1. Identify and prioritize your goals 2. Identify and prepare your management successor 3. Determine your retirement cash needs 4. Review options for funding the transfer in light of required retirement funds 5. Plan for ownership succession 6. Identify options for transferring ownership 7. Integrate succession and estate plans 8. Develop an implementation strategy 9. Design a contingency plan 10. Monitor and adjust the plan

Rex Collins is a principal at HBK CPAs and Consultants. He directs HBK’s National Dealership Industry Group, which provides tax, accounting, transactional and operational consulting exclusively to dealers. Rex can be reached by email at rcollins@hbkcpa.com, or by phone at 317-504-7900. September 2017 | Construction Equipment Distribution | www.cedmag.com | 49

Leveraging Technology to Modernize Your Dealership By Geoff Pace and Henk De Man

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quipment dealers in today’s world must find ways to stay competitive. Technology is advancing rapidly, and the most successful and profitable companies are harnessing modern technology to stay ahead of the competition. OffHighway Research is projecting equipment sales in North America to rise 6 percent in 2017 and a further 9 percent by 2018. By 2020, sales of equipment are expected to reach $89.3 billion worldwide. Are you confident in your dealership’s ability to grow and adapt to ensure you’re maximizing your market share? Modern technology has changed the way companies do business. Everyone from small, single-store operations to publicly held companies with thousands of employees are utilizing ERP (enterprise resource planning) software to increase efficiency and profitability. An ERP can be seen as the next step in the evolution of dealer management systems. It seamlessly integrates every department in a single platform and updates information in real time. These systems usually have features such as CRM, fully mobile applications, business analytics, RFID scanning, IoT, telematics and more integrated into the system. The fastest growing companies are using true cloud environments to perform activities anytime, from anywhere, and on any device. In the digital world we live in today, customers have more options than ever before. For equipment dealers, customer service and satisfaction is key to forming solid relationships that will keep their businesses profitable. Improved customer experiences can set your dealership apart, helping you to foster customer partnerships that will last for decades. These strong customer relationships represent sustainable revenue. Along with improving the customer experience, minimizing operating costs is vital to staying profitable. In the equipment distribution industry, margins are slim. Dealers must increase efficiency to stay competitive. The best-run companies have learned to harness technology to improve efficiency at every level of business, allowing them to do more with less. The foundation of this is the companies’ dealer management system. Unfortunately, many equipment dealers still use outdated legacy business systems, and in some cases even run their business on spreadsheets. These legacy systems do not allow flexibility, meaning they force you to run your business in ways that may not be conducive to efficiency or profitability. Most do not integrate with the newest technological advances. It is very difficult and time-consuming to make improvements to these legacy systems, and there are very few programmers left who know legacy programming language such as COBOL. To maximize efficiency, it is vital that your ERP system has the capability to integrate every aspect of your business, including your sales, parts, rentals, service, finance and accounting. Along with seamless integration it is important to have robust reporting capabilities that give key decision makers visibility across your entire organization. Modern technology

has allowed for more automation of processes, reducing expenses, time, and the chance of human error. If implemented and utilized correctly, your dealer management system can facilitate improved efficiency and visibility, resulting in reduced operating costs at every level of business.

Improve Decision Making and Tighten Controls

Senior executives can anticipate challenges and ensure their business is positioned for success by utilizing all of the capabilities that modern technology has to offer. The reporting capabilities of legacy solutions hinder the decision making abilities of management. In many cases, management has to request that reports be generated in order to see key business information, sometimes only getting these reports once or twice a month. In many cases, different departments of a dealership are running on different software, which just makes it more difficult for management to get the information they need. A modern ERP system seamlessly integrates all departments and updates information in real time. This allows your company’s key decision makers to be proactive in identifying potential problem areas or new business opportunities. Data can only be a driver for business improvement if it is made available to the correct people in a timely manner. Information must also be presented in a way that is useful for the end user. Some modern ERP systems have powerful reporting capabilities such as personalized dashboards, which help dealerships turn data into action. Sophisticated solutions allow you to personalize dashboards by role or even by individual user to ensure that all relevant data points are easily available. Intuitive graphical dashboards can display critical information and can map and model the data in a structured format. Key decision makers will be able to see KPIs (key performance indicators) specific to their department. For example, a service manager would need to see data such as orders ready to invoice, WIP, labor efficiency, productivity, and warranty claims. A CEO or president would need to be kept up-to-date on KPIs across all departments. Selecting the right modern ERP solution allows you to personalize dashboards according to the user’s needs, ensuring you have all the information you need at your fingertips each time you log on to your computer or smartphone. What gets measured can be improved. Your solution should allow you to compare overall business performance against your own historic performance and against your industry peers. Some solutions can utilize cost of doing business reports and other industry metrics, which help to quickly identify areas of potential improvement. Your system should also have the capability to alert you when you have reached specific thresholds. For example, when your accounts receivable numbers hit X amount of dollars, management needs to be alerted so that they can contact the finance department to see where the issue lies and take steps to resolve the problem. September 2017 | Construction Equipment Distribution | www.cedmag.com | 51

A modern solution helps management to establish industry best practices across their entire enterprise. It is vital that the plans you make in the boardroom are actually executed on the shop floor. Some modern ERP systems with a focus on equipment dealers have developed a repository of Equipment Dealer Best Practices from years of experience working with dealers. These should be integrated into the core ERP system. Systems with these capabilities allow you to align your operations with your business strategies. A complete ERP solution empowers dealerships to better leverage the capabilities of the business system and support learning within the organization. Your system should also have the flexibility to tailor these processes to the specific needs of your dealership. Interactive flowcharts can be followed step by step, helping with training new employees, existing employees, or even temporary employees. The system should give a notification when any task is not completed correctly or when certain thresholds have been crossed. This virtually eliminates the chance of human error, saving your organization valuable time and money. This tool will also help to speed up implementation, lowering your total cost of ownership. The utilization of a tool such as this guarantees that tasks in each department are done efficiently and correctly, reducing operational costs at every step. This can also help with compliance certifications such as ISO, Six Sigma, SOX and more.

Empowering Employees in the Office and in the Field

Most equipment dealers report their service and parts departments as having the highest profit margins, yet these are some of the areas that can still benefit most from modern technology. Many dealerships are still using whiteboards to schedule technicians. Service managers report that their technicians spend hours and hours each week writing reports, which cuts in to their billable tech time. Technologically advanced service departments have become virtually paperless, resulting in increased efficiency and service revenue. A modern ERP solution can integrate with mobile field service software to enhance technician efficiency. Using a modern ERP system, the service manager would create a work order and assign it to a technician. Some advanced ERP systems allow you to assign jobs to technicians based on skill level and proximity. They can also treat service trucks as warehouses, ensuring that you assign a technician that has the right parts and materials to complete the job. These capabilities greatly increase the firsttime fix ratio. The technician would receive a notification on their phone or computer, complete with customer information and the 52 | www.cedmag.com | Construction Equipment Distribution | September 2017

job description. Advanced solutions also have GPS integrations that provide directions to the job site. If used correctly, the system should ensure that technicians have everything they need to complete the assignment when they arrive at a job site. Some mobile field service solutions allow technicians to write service notes using voice-to-text capabilities, which reduces time filling out reports. This increases productivity and also satisfaction, since technicians hate filling out reports. Technicians can take pictures and upload them directly to the work order. Once the job is complete, technicians can get digital signatures from customers, reducing labor disputes and time to invoice. All of the notes, including pictures, that a technician takes from the field will be automatically updated into the ERP system. This drastically reduces the time technicians spend on reports and increases billable service tech time. For your rental department, speed is essential. A modern ERP system provides seamless integration across departments, which helps you to get equipment in and out of the yard as fast as possible. As soon as a piece of equipment comes back in to the yard, your system should allow you to scan the equipment using RFID scanning and immediately generate a service work order directly into the system. The service manager should be notified of the work order via text or email so that he can assign it to a technician using the advanced scheduling capabilities of the system. Once that technician has completed the job, the system will automatically update to show that the equipment is ready to rent again. This will update in real time, allowing your sales staff to have an accurate view of the equipment available to rent. No more calling in to the yard to see what equipment is available. This minimizes equipment downtime and maximizes rental revenue. Your dealership management system should not be seen merely as an IT cost, but as a revenue-driving center for your business. An ideal solution should be built on modern, scalable technology which is flexible enough to meet the ever-changing needs of equipment dealers. The best solutions are powerful and robust, yet intuitive and easy to use and understand. In technologically advanced and profitable dealerships, everyone from the CEO down to the service technicians utilize the power of their ERP solutions to enhance productivity and make their lives easier. Modern technology shouldnâ&#x20AC;&#x2122;t be seen as a scary or arduous undertaking, but as a

necessary enhancement that increases the efficiency and satisfaction of your employees. Efficient and happy employees will usually result in improved customer service and relationships. A modern ERP system designed specifically for the equipment industry comes with a reduced risk and a lower total cost of ownership. In addition, the capabilities provided have been proven to represent a much higher return on investment.

Harnessing the Powers of IoT

IoT (Internet of Things) is already an integral part of the world today, and will only play a larger role in the years to come. Forward-thinking companies are already using IoT to get advanced predictive analytics from the IoT-based software that is embedded in modern ERP systems. More and more equipment is being equipped with sensors, and some modern ERP solutions can be integrated with those sensors. Traditionally, maintenance and repair strategies have been built around a fixed-interval approach. With IoT-integrated equipment, service and maintenance can be based on exhibited life factors, risk of failure and statistical confidence. The system can analyze data input from technicians as well as data transmitted from wireless telematics systems. An example of this is fluid analysis, including engine oil, hydraulic oil, transmission oil and coolant. Systems can continually monitor this data and send an alert when a machine is at risk of failure. This takes guesswork away from the service department, reducing costs and equipment downtime and increasing customer satisfaction. This also helps in increasing service revenue. These are just a few examples of ways that dealers can leverage modern technology to improve efficiency and performance. The digital transformation of equipment dealerships is already well underway. Many have started utilizing the capabilities of modern ERP solutions, although outdated legacy systems are still prevalent throughout the industry. If your system does not support these capabilities you are already falling behind the competition. The dealerships of the future are already here, and they are constantly striving to use technology in new ways to improve their operations. Failure to leverage technology to improve efficiency and the customer experience will leave some dealerships in the past.

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. September 2017 | Construction Equipment Distribution | www.cedmag.com | 53

CRITICISM

Should Not Be Critical: Correct and Protect

By Christine Corelli

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riticizing an employee can be challenging for even the most experienced managers. Even though they know it’s their job to do so when necessary, confrontation makes them uncomfortable. They don’t know quite how to go about it in a positive manner. Then there are others who feel they don’t have the time to use psychology on people – they just chew them out and are done with it. But this is not a good way to retain employees, promote goodwill and prevent turnover. Instead, correct any inappropriate behavior or performance issue, and at the same time protect the ego of the person involved. Most people have delicate egos, even the toughest people. If you deliver criticism in a negative, harsh

manner – however right you are – you may permanently damage your relationship with that employee. You may get the behavior change you demand, but the cost will be high: lack of trust, an unmotivated employee and uncomfortable coworkers. The following tips will help you communicate in a positive and nonthreatening manner when you need to correct someone.

1. Privacy, Please

No one likes to be criticized in front of others. While this might seem too obvious and unnecessary to point out, many managers and supervisors do make critical comments to people in a group setting. They lash out in front of everyone right then and there. When you need to deliver criticism, invite the person into your office when others will not notice, go to the cafeteria and discuss the problem over a cup of coffee, or speak to them before or after work. Just be sure you are discreet. You will never win over anyone if you destroy their self-esteem in front of others – even if they have done wrong. Berating someone in front of others is unprofessional.

2. Preface Criticism With a Positive Statement

A person needs to see that if an inappropriate behavior or low performance is corrected, something positive will result from it. “If we are supportive of each other, it’s a better place to come to work each day.”

5. Ask for Their Cooperation

Even though a person is a subordinate, never demand that they change their behavior, unless they did or said something totally unacceptable. “Stan, I’m tired of you coming in late all the time. From now on you’d better be on time or you are out of here.” You may be well within your authority to demand that someone change a behavior, but by doing so you will create hostility. “I need to rely on you to...” is a helpful phrase. It would be more effective to say, “Stan, we have a lot of work to do around here and it’s important to get here on time. Coming in late repeatedly is simply unacceptable. I need to rely on you to be here by 8:00 a.m. every day.”

Most people have delicate egos, even the toughest people. If you deliver criticism in a negative, harsh manner – however right you are – you may permanently damage your relationship with that employee.

When you begin a conversation in a negative manner, you immediately invite the other person to put up their defenses. For instance, if you begin a conversation with, “Tom, why did it take you so long to take care of that machine in the field? The customer was glad you got it running, but he was really ticked.” Tom will feel defensive and therefore the rest of the conversation will be that much more difficult. Instead try, “Tom, you are always so reliable, what prevented you from getting there faster?”

3. Don’t Make Criticism Personal

4. Supply a Positive Outcome

Criticize what the person has done wrong, not the person. You don’t want to focus on a personality trait. Since you’re looking for a particular behavior change, focus the criticism there. Avoid saying, “John, you are so insensitive. It stank when you laughed at that new tech who was trying to figure out how to fix that lift.” Instead say, “John, it’s never appropriate to laugh at someone when they are trying hard – especially someone who just started with the company. I don’t think you intentionally meant to embarrass him, but we need to help each other and be supportive. Can I rely on you for that?”

6. Only One Criticism for Each Offense

There may be multiple problems associated with a particular issue, but if you bring them all up at the same time you’re less likely to get the results you want. Be selective. Pick the most important behavior and work on that first. For instance, avoid this: “Charlie, I was counting on you to get that part yesterday. Now I have to call the customer and tell him he has to wait longer. I asked you to call me when you found it and you never did. The same thing happened a month or so ago. You never pick up the phone to talk to me.” It would be more effective to focus on just one of those issues: “Charlie, it was important to get that part yesterday. Whenever you are having trouble or are backlogged, please let me know.”

7. Finish on a Good Note

When confronting someone to express criticism or address conflict, be sure you strive to maintain a positive working relationship. “Charlie, I’m glad we both understand the importance of checking and double checking every invoice. Let’s be sure we do that from now on.” You may not agree with taking this type of soft approach when you need to correct someone, but protecting an individual’s ego is a smart thing to do.

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. She has been a popular speaker at numerous industry events. To learn more, visit www.christinespeaks.com, or call 847-581-9968. September 2017 | Construction Equipment Distribution | www.cedmag.com | 55

Is Inbound Marketing for Equipment Companies

A Load of BS? I

’m going to go out on a limb and say that as an equipment dealership or manufacturer you may not think that inbound marketing has a place in your world. Really, who has time for all those feel-good brand stories, videos, blogs, case studies, and social media posts when you have serious products to market to a serious industry? Isn’t inbound marketing really just a load of BS when you’re a machinery distributor, dealer By or manufacturing company? Brian Shanahan Not at all, and here’s why. In spite of what you may think, your prospects and customers are online. Not online in the sense that they’re posting pictures on Instagram of what they had for lunch, but they’re researching questions, problems, solutions and companies all the time, especially in anticipation of securing new equipment, learning new maintenance practices, or finding new technologies. In fact, according to Google, 89 percent of B2B buyers use the internet during their research process. Taking that a step further, 71 percent of B2B buyers begin their research with a generic search—not a brand name. So machinery dealers and manufacturers should create and publish informative content that’s available for these early searches by prospective customers. The goal for your company is to get found and to be viewed as a trustworthy resource for topics relevant to your customers. Equipment buyers and managers do more online research prior to purchasing. In situations where the purchase decision takes more consideration, such as in heavy equipment and machinery, those companies looking for solutions will spend more time doing research before engaging with a dealer. That’s why it makes sense to be very visible with your online initiatives. The more relevant places

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you appear online, the more credibility you’ll have when you show up in search engine results. Whether looking to buy, rent, schedule service or order parts, your prospects will value the fact that you speak their language. Chances are that when decision makers and influencers are looking for new products and solutions, they will use very industry-specific language. Here’s where inbound marketing drives positive results for equipment dealers and manufacturers. The content that you create must contain the appropriate messaging and be easily found when prospects are looking for solutions to their most pressing problems.

You’ll be a step ahead when you not only use the right language but have a generous amount of content available in different formats, so that you’ll be found via search engines regardless of how companies search for answers to their pain points. Inbound marketing ratchets up traditional marketing for equipment dealers and manufacturers. If you’re like most dealers or manufacturers, your reps are great at reciting product specs and performance details. That’s great, but it doesn’t distinguish you in the

marketplace. Anybody can publish a spec sheet or do a demo. Don’t get me wrong, those traditional marketing practices are still necessary, but you need to do more to stand out in a crowded field. When you share informative content via video, case studies, white papers or blog posts on how your products and services are helping customers reduce costs and increase profits, that changes the game. And when you talk about why you’re in this business to begin with and why you believe your products will change the

course of your customers’ businesses, that gets attention. But when people online are talking about how you’re making their businesses prosper, you’ve just entered inbound marketing nirvana. Keep in mind, leading companies start with a strategy that’s closely connected with their ideal customers. Inbound marketing is a not a spray and pray endeavor, but when implemented with a thorough content strategy it’s been proven to drive more awareness, interest, leads and sales for your company. No BS.

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 http://www.shanahanstrategy.com/ or call 650-393-5966. September 2017 | Construction Equipment Distribution | www.cedmag.com | 57

Playing defense for

YOUR TIME T

By Dorothee Racette

here is nothing more frustrating than leaving the office at the end of the day with too much work left unattended. Executives particularly find it difficult to focus on their core tasks because there are so many different demands for their time. When I first started working with Jake, CEO of a midsized family-owned company, he felt resentful about the amount of work he had to complete outside of regular business hours. Instead of spending time with his family and relaxing, he was catching up on projects in the early evening or taking work home. Jake was well organized and used a number of productivity tools, which meant that other factors were a drain on his time. Ultimately, we came up with a defensive strategy to achieve a healthier worklife balance. It not only helped him shorten his workday, but also cut down on his stress level. Here are three cornerstones of a defensive time strategy: 1. Follow your daily energy/ productivity cycle Biologically, humans follow a distinct daily energy cycle (the so-called â&#x20AC;&#x153;circadian rhythmâ&#x20AC;?), which is closely linked to our attention span and productivity. Early morning hours are most productive, followed by a slump around midday, and then another, slightly less productive, work phase in the afternoon or evening. Since we do our best work when we are in tune with this

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energy cycle, the most challenging tasks have to be scheduled accordingly. The first step of a defensive strategy is to make optimal use of high-productivity hours. Determine when you do your best work (such as writing and thinking) and block out these times in your schedule as much as possible. For example, a morning sales meeting, with a little chatting afterwards, takes up the most valuable hours of the day. Some companies have introduced quiet “no-meeting” hours to improve productivity – primarily in the morning. 2. Optimize meeting time The average executive in the United States spends approximately one third of working hours in meetings. Since inadequately organized meetings are not as productive as they could be, the second step in a defensive strategy is to optimize meeting time. Talk to your staff about ways to shorten, combine, or eliminate meetings. Is there an option to use other communication channels or meet less frequently? Well-run meetings are shorter and have better outcomes. Clearly articulate your expectations at the start of a meeting and set specific markers to keep the discussion on track. For example, you might say, “I would like us to reach a decision on this matter by 2:30.” Stating your expectations does away with hints (looking at your watch, sighing, etc.) and holds everyone accountable. Don’t allow any side conversations or one-on-one exchanges. 3. Take control of disruptions It is difficult to listen attentively when you’re preoccupied or multitasking. Since requests for your time (“Do you have a minute?”) can lead to extensive disruption, the third defensive strategy is to choose the time for focused conversations. Although a five-minute interruption may not seem long, the human brain takes considerable time to return its focus to a previous task. Instead of trying to solve nonessential issues on the spot, ask, “Can we find a time to talk about this?” or “Can I give you a call back?” Then wrap up the task at hand and decide how much time you can dedicate to listening. It takes some practice to effectively defend productive hours, but the changes Jake has made to his workday schedule have been worthwhile. He has learned to close his office door for 20 to 30 minutes at a time, and he watches the hours spent in meetings. He finds it less stressful to deal with visitors and other unexpected situations because keeping an overview of his essential tasks helps shield his time. When he leaves the office, his work now stays where it belongs: on his desk until the next morning. DOROTHEE RACETTE is a productivity coach who helps individuals and organizations improve their workflow and workday organization to make them more profitable and effective. Her clients have called her a “business catalyst” and an “empowering force.” Dorothee has published numerous articles on work organization and time management for small business owners and is a frequent speaker. Her blog and podcast can be found at TakeBackMyDay.com.

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>> SALES SUCCESS

JOHN CHAPIN

Don’t Make These Sales Mistakes The fastest and best way to build business is by making phone calls and knocking on doors.

Mistake #1: Thinking that servicing accounts is more important than selling new ones I’ve heard every excuse for spending time servicing accounts, from “they’ll only deal with me” to “I want to make sure it’s done right.” These are simply excuses to avoid the hard work of going out and making calls. Salespeople are hunters; service people are gatherers. Outside of renewals, scheduled service calls, and emergencies, clients should be dealing with CSRs and other support people. Not only are the support people more readily available than the salesperson, who should be out chasing new business, but they also handle the day-to-day service items more efficiently and effectively than salespeople. As a salesperson your job is to sell, not to service. If you are hiding behind the excuse that your clients will only deal with you, that’s because you’ve trained them to do that. Time for retraining. If you think you are the only one who can do it, you’re wrong; get over yourself. Any time you are servicing – outside of renewals, scheduled calls and major issues – you are doing yourself, your company, your client, and your future clients a disservice. It’s what we call a lose/lose/lose/lose. Go sell, and stop hiding behind service. Mistake #2: Majoring in minor things and finding other time wasters Chatting with friends and colleagues, checking email more than four times a day, taking ten coffee breaks and, in general, finding things to do other than calling on prospects and customers are examples of time wasters. Your highest priority is to spend time with prospects and sometimes with your top 20 percent of customers (again, renewals, scheduled calls and emergencies). You should be talking to, or on your way to talk to, prospects and customers 80 percent of the time during prime calling hours. Mistake #3: Focusing on reactive versus proactive marketing The fastest and best way to build business is by making phone calls and knocking on doors. It is the most effective method and the only one over which you have almost complete control. Going to a Chamber of Commerce event, BNI, or

a similar networking event hoping to get a lead is reactive. In those situations you are relying on others, whose first priority is to get business for themselves. Worse yet is hanging out on social media or sending blind, unsolicited emails in hopes of getting business. Mistake #4: Not being prepared for and not practicing sales situations If you are in leadership, I dare you to walk up to one of your salespeople who has been with you a while and ask, “What do you say when someone says…” and then fill in the blank with a common, everyday objection, such as “they’re not interested?” I promise you that 9 times out of 10 the first sound out of their mouth will be “uhhh.” It happens to me all the time. Just last week at a sales meeting at an insurance agency, I turned to an agent who’s been there 17 years and asked, “Joe (name changed to protect the guilty), what do you say when someone says they can get their insurance cheaper down the street?” The response? You guessed it: “Uhhh.” Game over. You have to be prepared for every sales situation you’re going to encounter, and you have to practice ahead of time – ideally with another human, but if not, with yourself. Each and every answer has to be scripted and committed to memory so that you know it verbatim and can respond immediately in a real-life sales situation. Mistake #5: No goals, no plan, and no clue how much activity has been done, or needs to be done, in order to be successful Whenever I begin working with someone, one of the first questions I ask them is, “How many calls did you make last week on brandnew prospects?” As with the objection above, I am usually met with “Uhhh,” which is usually followed by a guess, like, “Um, I think about four.” “You think four? Is that number too big to count?” The truth is, they didn’t keep track and it wasn’t four. It may have been two, or even zero. In order to be successful, you have to have annual, monthly, and weekly goals, along with knowing the daily activity necessary to make those goals a reality. Then you have to make the calls.

JOHN CHAPIN is a motivational sales speaker and trainer. Visit www.completeselling.com and reach him at johnchapin@completeselling.com. John has over 29 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: “Sales Encyclopedia.” 60 | www.cedmag.com | Construction Equipment Distribution | September 2017

Benchmarking Reports Cost of Doing Business AED Member Price: $595 Non-Member Price: $1,190

The AED Cost of Doing Business Report (CODB) provides members with the most up-to-date comparative financial performance information. This report, available exclusively through AED, provides information that enables dealers to evaluate their operating results. Participating dealerships receive a free copy of the published report as well as access to reporting tools.

Contracts AED Member Price: $595 Non-Member Price: $1,190

The AED Contracts Report is newly updated for 2017 and provides a simple guide to help manufacturers and dealers negotiate distribution contracts which balance the needs and interests of both parties. It provides general information about the purpose and effect of some of the most common and important clauses unique to equipment distribution agreements, and addresses clauses that are often at the center of dealer-manufacturer disputes.

UPCOMING EVENTS Register online at bit.ly/aedevents Parts Manager Development Seminar- Level 2

September 26-27, 2017 | Hyatt Regency St. Louis at The Arch, St. Louis, MO This seminar will give you the tools to take your parts department to the next level. Understand the importance of parts merchandising, tracking successful marketing, and how to serve large customer markets. (Level 1 course completion not required)

Service Manager Development Seminar- Level 2

September 28-29, 2017 | Hyatt Regency St. Louis at The Arch, St. Louis, MO Make your service department more efficient. Topics include understanding the importance of selling maintenance programs, how to serve large customer markets and developing incentive programs. (Level 1 course completion not required)

Advanced Rental Management Seminar

October 12-13, 2017 | Hyatt Regency Cleveland at The Arcade, Cleveland, OH This seminar is for those individuals and dealerships primarily focused on strategically growing rental revenues. Examine the financial risk associated with growing a rental fleet, understanding the key operational processes and monitoring/measuring methods that yield high performance. Breakout discussions help leverage knowledge and experience.

Branch Manager Seminar

November 9-10, 2017 | Hilton Phoenix/Mesa, Mesa, AZ This program is designed to address all the skill sets, processes, techniques, and even the time management skills needed to become a top-performing branch manager: financial goals, recruiting and hiring, operational efficiency and customer service.

AED Summit and CONDEX (Construction Dealer Expo)

January 15-19, 2018 | The Mirage, Las Vegas, NV AED’s Summit is your starting line for a successful year. AED provides dozens of unique opportunities to hear from leading subject matter experts, see what’s new from over a hundred new suppliers and network with industry peers.

Rental Market AED Member Price: $595 Non-Member Price: $1,190

More than 50% of all new machines sold are being put into rental fleets— what does this mean for your dealership? The NEW AED Rental Market report will help members understand rental trends and form strategies for their dealerships.

September 2017 | Construction Equipment Distribution | www.cedmag.com | 61

Get Connected

CED With

AED’s Flagship Publication

s the monthly flagship publication of AED, we take pride in covering the industry in a unique and insightful way! CED gives our membership what they want to read: business information, statistics and industry-related news, plus fresh, original content that fuels a more profitable dealership. Over the past year or so, you might have noticed a few changes that began taking place within the magazine, from a color update here and there to a complete revamp of content within each issue. Our goal is to continuously make these improvements to provide a resource that is designed to enhance day-to-day activities within the dealership, and that begins with you, our reader. CED welcomes letters on any subjects that are raised in the magazine. Your opinion and observations matter. If you have a story or topic that you think should be covered in an upcoming issue, we encourage you to send a short summary to CED Editor-in-Chief Sara Smith at ssmith@aednet.org. Whenever your company appears in CED, a high-quality, custom reprint can be purchased as a promotional tool for your sales team. All CED reprints are produced in full color on 100 lb. gloss paper for a sophisticated handout for your customers and prospects. For more information and pricing, please contact Jon Cruthers, jcruthers@ aednet.org.

How to Submit to CED Submitting your story to CED is easy! Let us walk you through some necessary steps. ▶ First, it is best if you submit your fully-completed story for our publishing team to review. You should include any high-resolution photos that are 150 dpi or higher, a brief bio of 1-3 sentences and any necessary contact information. ▶ If you are pitching an unwritten story idea, simply submit it as a formal email that includes your story outline, proposed length and direction. ▶ Please note that it is the contributor’s responsibility to provide accurate, factual and correct information; this includes spelling of proper names, places, address and foreign spelling, including accents. Send all questions, comments, ideas and submissions to CED Editor-in-Chief Sara Smith at ssmith@aednet.org

62 | www.cedmag.com | Construction Equipment Distribution | September 2017

advertisers’ index CDK Global........................................................2 www.cdkglobal.com/fearless

PriSim Business War Games Inc.......................47 www.prisim.com/sharpen

e-Emphasys Technologies Inc............................1 www.e-emphasys.com

Sentry Insurance Company.............................IBC www.sentry.com

FTG Equipment Solutions, Inc.........................38 www.ftgequipment.com

Stearns Bank...................................................15 www.stearnsbank.com

Glynn General Corporation.............................63 www.glynngeneral.com

Terramac.........................................................23 www.terramac.com

Leading Edge Attachments, Inc.......................13 www.digrock.com

XAPT Corporation............................................17 www.naxtsolution.com

Prinoth............................................................29 www.prinoth.com

Glynn General Corporation Providing Quality Equipment Warranty Programs Since 1984 Coverage Types/Coverage Terms

● Extended service protection plans for New and Used Equipment ● Powertrain, Powertrain plus Hydraulics and Full Machine ● Used Equipment Terms available from 3 months (375 hours) to 2 years (2,500 hours) ● New Equipment Terms available from 2 years (2,000 hours) to 5 years (7,500 hours) ● Competitive Premiums/Fair and Reasonable Claims Reimbursement ● Insurer AmTrust International

Loss damage waiver and physical damage insurance programs available.

171 Follins Lane St. Simons Island, Georgia 31522 Tel: 912-638-4320 www.glynngeneral.com

Midwest/East Territory Eric Strickland Tel: 912-577-9799 Florida/Georgia/Alabama Slade Rowland Tel: 912-222-4268 Central/West Territory Michael Raley Tel: 817-301-7984

September 2017 | Construction Equipment Distribution | www.cedmag.com | 63

>> RISK MANAGEMENT

ERIC STILES

AED PREFERRED PROVIDER

Sentry Insurance’s Tips for Proactive Service Practices Because of dealership employees’ professional and technical knowledge, juries have been placing higher responsibilities on dealerships in negligence cases.

Q: Can my dealership be held responsible for repair work beyond what was requested on the original service order? A: Your technician replaced a damaged hydraulic hose and adjusted the track tension on a customer’s piece of equipment. Two weeks later, the steering lever malfunctions and results in a serious accident. Later, it’s learned the customer’s equipment had a manufacturer recall on the steering system. Now your customer is blaming you; chances are a jury will, too. Because of dealership employees’ professional and technical knowledge, juries have been placing higher responsibilities on dealerships in negligence cases. It’s your responsibility to inspect all equipment your dealership services and determine if any hazards are present, even when it’s not related to the original service order. It’s also your responsibility to inform your customers of any hazards you find and give them the option to accept or decline service addressing any of those issues. Here are some ways you can help protect your dealership from service negligence by using proactive service practices:

▶ Document service orders: Clearly document your orders with reported symptoms and/or requested services. Each order should document and verify specific post-service work completed, who completed it, and service dates. ▶ Perform basic post-service inspections: Inspect all equipment to identify and document visible mechanical conditions that could cause hazardous equipment operation. If you identify any hazards, document the service order accordingly and discuss your findings with the customer before releasing the equipment. If the customer waives your recommended repairs, require their signature acknowledging your recommended action. ▶ Review equipment for recalls: Check equipment you service for any recalls, and document your findings on the service order. Discuss any recalls with your customer before releasing the equipment. Offer to complete the suggested recall work and document it if the customer declines. With proactive service practices in place, you can help your business and your customers stay safer.

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. 64 | www.cedmag.com | Construction Equipment Distribution | September 2017

Have a seat—we’ll steer you right Your insurance company should understand your risks—and your goals. With Sentry, great things happen when we learn what makes your dealership unique. That’s because we offer you custom insurance and related services—like smart risk management—to help you succeed now and over the long haul. Rely on us to dig in and do the heavy lifting, so you can invest more time bolstering your bottom line. Right By You

Let’s get the conversation started. Learn more about how we can help you manage costs and take advantage of opportunities 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. 73-710

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