Giles Ransome 100th Anniversary by Construction Equipment Guide

From your friends and colleagues at A.E. Stone, Inc. and Winslow Hot Mix LLC we would like to congratulate Giles and Ransome, Inc. on reaching their 100th anniversary serving the construction industry. During our 70 years working together they have constantly been at our side, supporting us year after year with grace and commitment.

1435 Doughty Road Egg Harbor Township, NJ 08234 www.aestone.com 2

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Congratulations on an amazing 100 years!!! Proud to be Ransome CAT’s HVAC partners since 2012! Honored to help Kristen Fitzgerald keep the entire Ransome CAT family comfortable and COOL! SJ Alliance Mechanical has been a family business providing world-class HVACR services in the Tri-State area for over 41 years. SERVICING ALL OF NJ, EASTERN PA & DE CRITICAL ROOM EQUIPMENT EQUIPMENT REPLACEMENT

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you deserve the recognition. PNC is proud to congratulate Giles & Ransome on their 100th Anniversary. We appreciate all youâ&#x20AC;&#x2122;ve done for our local community and economy. Thank you for all that you do.

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THE ANDERSON JAMES J. ANDERSON CONSTRUCTION COMPANY, INC. 6958 Torresdale Avenue, Suite 200 Philadelphia, PA 19135 www.jjaconstruction.com 215-331-7150

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www.dyerquarry.com 610-637-8704

HAPPY 100TH ANNIVERSARY

GILES & RANSOME 11

Ransome CAT Celebrates 100th Anniversary In the 1700s, long before there was a Ransome CAT, long before there was a Giles and Ransome, a family in Ipswich, England was heavily involved in the iron business. Born in 1753, Robert Ransome was apprenticed to an ironmonger after leaving school. He took out a patent for cast-iron roofing plates in 1783; in 1785 he took out his first patent for tempering cast-iron ploughshares. In 1789, Robert established Ransome and Co., which over two centuries evolved from a small foundry to an engineering company of world renown. The firm, which came to be known as Ransome & Sons, was one of the earliest to build castiron bridges, the Stoke Bridge at Ipswich being constructed by them in 1819. Robert’s elder son, James, entered his

father's business in 1795, later becoming a partner. He, with his brother, also named Robert, took out several patents for improvements in ploughs. Upon the introduction of the

railway system, the Ransomes became the largest manufacturers of railway chairs, for the casting of which a patent was secured. A patent was also taken out for compressed wood keys and treenails for securing the chairs and rails, and many millions of these were turned out. During the 19th century, Ransome’s business was expanded by his sons and grandsons, exporting agricultural machinery around the world. The famous firm later manufactured steam engines and built the first railway in China. In 1844, James’ son, Frederick, invent-

ed an artificial sandstone, using sand and powdered flint in an alkaline solution. The company’s decorative “stonework” was used at the Brighton Aquarium, London Docks, the Indian Court, Whitehall, St. Thomas's Hospital, and at the University of Calcutta and other buildings in India. They also made paving tiles, which were used on the Albert Bridge and inscribed memorial headstones. By far Frederick’s most economically important invention (Patents 5442/1885, 10530/1887 and 15065/1887) was the rotary cement kiln. Although his experiments with this were not a commercial success, his designs provided the basis for successful kilns in the USA from 1891, subsequently emulated worldwide. Coming to America “The [Ransome] family was always involved in construction related businesses in England, since the 1700s,” explained Wayne Bromley, Giles & Ransome Chairman. One member of this family, Frederick’s son, Ernest L. Ransome, took his knowledge and his entrepreneurial spirit and moved across the pond to San Francisco, where he built the first reinforced concrete

Ernest L. Ransome

Ransome CAT”s (then known as Giles & Ransome) second location as it was at 17th and Sedgley Ave. in Philadelphia, Pa., in 1931.

building and bridges in the United States and started on a path that would lead to today’s milestone anniversary. In 1884, Ernest L. patented the use of twisted steel bars for reinforcing concrete — the first “rebar,” according to Ransome CAT. A few years later, he designed and built the Lake Alvord Bridge as a single steel-reinforced arch, which allowed carriages to pass over the pedestrian entrance to California’s Golden Gate Park. This was America’s first reinforced concrete bridge. The structure survived the 1906 earthquake essentially without damage, while other, newer brick structures crumbled to the ground. It is now a national civil engineering landmark. New Location, New Business In the early 1900s, Ernest moved from San Francisco to New Jersey and founded the Ransome Concrete Machinery Co. His son, Percy A. Ransome Sr., joined the company. After several years, Percy left his father’s business and on Nov. 15, 1916, founded Giles & Ransome (G&R) with Arthur Giles on $2,500 of borrowed money. The new company primarily sold concrete mixers and pavers, including ones manufactured by Ransome Concrete. Today, when people think of Giles & Ransome, most people associate the business with “Cat”. Bromley explains, however, “that the company’s origins precede becoming a Caterpillar dealer and can be traced back to the manufacturing of cement mixers and other concrete related products”. It was in the height of the Great Depression in 1932 when Giles & Ransome made the decision to become one of the

(L-R, above): Ernest L. Ransome III, Dawson Ransome, Percy Allan Ransome Jr., and co-founder of Giles & Ransome, Percy A. Ransome Sr.

Percy A. Ransome Sr. founded Giles & Ransome in 1916 with Arthur Giles.

The new company primarily sold concrete mixers and pavers, including ones manufactured by Ransome Concrete.

world’s first equipment dealers of the Caterpillar Tractor Co. The partnership between Percy and Arthur came to an untimely end in 1935, when Arthur Giles suddenly passed away. His surname remains today as part of the company’s name out of respect for his many early contributions. Growing the Company … and the Family Percy instilled the values of hard work, honesty and commitment in his sons: Percy Allan Jr. (PA), Dawson and Ernest III. “Of the three sons, Dawson was the oldest, PA Jr. was the middle son and Ernest was the youngest,” Bromley said. “All three wanted to join the fight in World War II. Dawson joined the air corps and ended up flying over “the Hump” in India, as it was called during World War II. He was flying supplies over the Himalayan Mountains, which was actually a very dangerous assignment.” Dawson was very involved in HAM radios in high school and even built his own plane, according to Bromley. “He actually has a plane, a Pitts Special, that is in the Smithsonian. He also was the Captain of the U.S. Aerobatics team. His interest in HAM radios and flying dates back to his days as a teen.” “Ernie [Ransome III] was a very good athlete. He attended Episcopal Academy outside of Philadelphia, Phillips Exeter Academy, a prep school in New England, and was accepted into Princeton University. He was so anxious to join the

Percy Allan Ransome Jr.

fighting in World War II that he deferred going to Princeton and joined the Marine Corps. He was only 17 years old; you didn't need parental approval to join the Marines, then. “After training at Parris Island, Ernie was to be deployed to Iwo Jima. Having been identified as officer material, however, the Marines decided to send him to officer training school and he was sent back to Princeton, which was already where he had been accepted. He completed officers training, but the war ended before he actually went overseas to fight,”

Ernie (center, at left) was the star halfback at Princeton. His leg was shattered in that game during a tackle, putting him essentially in a body cast. He was unable to play both football and lacrosse his senior year.

Bromley said. While at Princeton he was a star lacrosse and football player. Ernie was often remembered for having led Princeton to victory in the historic Penn vs. Princeton game. At that time, Penn was nationally ranked and Chuck Bednarik, who went on to star for the Eagles, was a key member of the Penn team. Ernie was the star halfback at Princeton. His leg was shattered in that game during a tackle, putting him essentially in a body cast. He was unable to play both football and lacrosse his senior year. Upon graduation, Ernie didn’t want to join the family business immediately, said Bromley. Instead, he stayed on at Princeton and became the assistant dean, the head freshman football coach and the head coach of the varsity lacrosse team. “Ernie coached one year in lacrosse and they went undefeated,” Bromley said. “He was also the head freshman football coach. I was with Ernie one day after golf and a fellow walked in that Ernie recognized and waved over. Ernie told the story that when he was the head freshman football coach this fellow had tried out for the freshman team. Ernie questioned his potential and wanted to cut him. So he goes to the head football coach and the head coach wouldn’t let Ernie cut the guy. It turned out this fellow was Dick Kazmaier, who was the last Heisman trophy winner in the Ivy League,” Bromley recalled. Ernie chuckled that it showed what a keen eye he had for football talent. Second Generation Takes the Helm The second generation eventually assumed leadership positions with PA becoming president and Ernest L. Ransome III becoming executive vice president. Dawson Ransome became vice president of sales. Dawson’s heart was in the air, not on the ground, however, according to his son, Hank, Dawson convinced his father and brothers that the company needed to invest in a plane to visit manufacturers and customers. Then, he convinced them to buy a second plane. In 1966, he left the company and founded Ransome Airlines utilizing the planes they had purchased, which became a division of Giles & Ransome. Ransome Air’s inaugural flight took place on March 2, 1967. The first years saw only 100,000 passengers, but from 1970 to 1971 the company “took off,” flying its 200,000th passenger less than a

Ransome Air’s inaugural flight took place on March 2, 1967.

In 1966, Dawson Ransome left the company and founded Ransome Airlines utilizing the planes they had purchased, which became a division of Giles & Ransome.

year later. By 1973, 500,000 passengers had flown with Ransome Air. The airline flew more than 6.6 million revenue passenger miles in June of 1979, making Ransome Air the largest commuter airline in the world. Records were set for the most passengers boarded in one month (71,708 in May 1980) and most in one day (3,099 on May 29). Ransome Air also featured innovation and was the first scheduled airline operation to use the revolutionary three-dimensional area navigation (R-NAV) concept in December 1980. The system allowed for a 16 percent reduction in distance flown between Washington D.C. and Philadelphia, giving Ransome Air a long sought milestone in passenger air transportation.

“It represents a significant contribution to solving the growing problem of airway and HUB airport access, as well as the culmination of 10 years work by ourselves

and a number of other organizations including the FAA, deHavilland of Canada, JET Electronics, Boeing Airplane Company, Sperry and RCA,” Dawson said at the time. The R-NAV equipment, combined with the DASH-7 STOL capabilities, allowed the use of off-duty stub ends of runways, which resulted in an increase in the airports traffic acceptance rates, thus reducing fuel consumption cost and loss of productivity, he explained. In June 1982, Ransome Airlines began to operate under its own name and fly under its own colors. The largest regional carrier in the United States celebrated its independence and Philadelphia roots. In April 1986, Pan Am Corporation announced the purchase of Ransome Airlines in a move to expand the feeder capability for the international route system of Pan American World Airways. Full operation of the Ransome Pan Am Express was targeted for June 1, 1986.

Ransome CAT’s Hunting Park, Pa.. facility in 1956, which was the company’s third location and the one in which it resided the longest before moving to Bensalem, Pa.

Post WWII Boom During the post World War II boom, Giles & Ransome provided a rapidly expanding line of Caterpillar equipment to meet the construction demands of housing and highways. After the passage of the Defense Highway Bill in the Eisenhower years, which founded the Interstate system, a lot of large equipment was introduced in the East. People began to realize that big machines like double-barreled scrapers had a place in the lineup — and they turned to Giles & Ransome to provide it. Between 1946 and 1948, because of the tremendous demand for equipment, the company sometimes couldn’t deliver for a year or more after an order. “When Eisenhower was President, the construction of the Interstate Highway system was undertaken. That was certainly a great benefit to all the Caterpillar dealers, Giles & Ransome included,” Bromley said. “Eisenhower’s interstate highway system, combined with the Pennsylvania Turnpike, was certainly a growth opportunity for the company.”

Governor of Delaware was present at the ribbon-cutting. We also had a bull roast, dog sled races as well as a contest between a mule and an early vintage machine. Story has it that the mule held his own admirably against the technology of the day,” he said. While the company experienced its greatest period of sales growth between 1962 and 1966, as large Caterpillar equipment met the nation’s burgeoning Interstate highway and other needs, the most important phase of the company’s growth, according to Bromley, has been parts and service and the expansion of our branch network. Wayne Bromley Joins the Company Bromley, son-in-law of former company chairman Ernest L. Ransome III, joined the company in 1977 and worked his way to the top from the ground up: his first job was inspecting undercarriages. “I attended the University of Kentucky, for both undergraduate and law school.” he added. While in law school, I met my future wife, Jane Ransome. She was a sophomore and I was a first-year law student. We got married her junior year, my second year of law school. Once we both graduated, Ernie, her father, asked me to join the business since none of his three

Moving Yet Again By 1960, the company had grown to the point where it was necessary to move from its Philadelphia location. Giles & Ransome moved to Bensalem, Pa., where it still resides today. The current facility encompasses approximately 175,000 sq. ft. and is located on 110 acres. Allan Ransome once reminisced of that move: “In 1958, I spent almost all my time laying out how service should flow through the shop. As a result, we built our plant in Bensalem, which was the most modern in the world at the time. It became obsolete in 15 or 20 years and we had to modernize again. Located at the Bensalem headquarters are the company’s corporate administration and parts warehouse, which contains nearly 50,000 line items, the Equipment Management Solutions centers; oil lab; main sales, service and rebuild facilities; as well as the management of the construction, engine and rental divisions. Today, the company serves eastern Pennsylvania, southern New Jersey and northern Delaware from locations throughout the Tri-State area. The Bear, Del., branch has been in operation for more than 60 years. Bromley recalled a story of Bear’s festive opening day: “Some of our longer-term employees tell stories of how the

The first service call by Bill Wallace, circa 1949. 16

Seen here is the Bear, Del. parts department in 1957.

daughters were interested in joining the company. “He started me off checking undercarriages, the most challenging job they could find, and I worked my way up through the company. You stick with it and you learn. “The first contractor I ever met was Carl Abbonizio, who grew to become a large contractor in Philadelphia. I met him in 1977. He was doing a job in the exercise area of the prison on State Road in Philadelphia. That was the first place they sent me. I was 23 and walking into the prison with a bag of tools needed to check the machine. Once I finally cleared all of the security, I’m walking out in the courtyard and there were these two layers of chain link fence topped with barb wire with German Shepherds running in between. The dogs were lunging at the fence trying to get at me.

Technicians work on a machine in Bear, Del., in 1957.

Giles & Ransome’s Bear, Del., facility has been in operation for more than 60 years.

This photo taken in 1999 shows fellow Giles & Ransome service employees honoring longtime colleague John Branam upon his retirement. (L-R, standing): Paul Kirk, component shop; Charlie Holdsworth, component shop; Paul Hassler, field service; Frank Mattis, component shop; Clem Bullock, track shop; Harry Packer, main shop; Walt Davis, main shop; and Carlos Vidaure, field service. (L-R, sitting): Bill Fletcher, component shop; John Branam, paint shop; George Tidman, component shop; and Frank Scott, service manager.

Neon Lights Keep Shining Prior to 1960, Giles and Ransome was based on Hunting Park Avenue, next to Tastykake’s location. A 9 by 13 ft. double-sided moving neon sign stood atop the building, featuring the life-size image of a 1944 D-7 Caterpillar tractor, its driver pulling the gearshift to engage the animated tracks. “After we moved to Bensalem, the sign was moved and placed atop our Bear, Delaware facility, which is our first branch,” said Wayne Bromley, Chairman. “It sat on top of the Bear, Delaware branch for a number of years, but came into disrepair because people would shoot out the neon. We took down the sign and stored it in a barn for a couple decades.” In the 1990s, the sign, with its broken tubes and decaying bottom, came to the attention of Len Davidson, also known as the “King of Neon” in Philadelphia. “[Len] came out and looked at the sign and almost passed out,” Bromley said. “In his world, it was like seeing a lost

treasure. We had it restored and placed on top of the facility in Bensalem, facing the turnpike. It sits there today.” Made of porcelain enamel, the sign contains 90 neon tubes and 16 transformers. Davidson replaced the broken neon and argon tubes, decoded the complex animation pattern and had a new electric switch box built.

“Carl was operating a piece of equipment in the exercise area where I checked his machines’s undercarriage. Carl remembers the event and we laugh about it to this day. We remember how the inmates were shouting at me like they wanted to get to know me a lot better. It was an interesting experience.”

The 80s, 90s and 2000s The second generation of the family began stepping back and in 1982 Percy Ransome III became President and Betsy Ransome and Bromley became Executive Vice Presidents circa 1986. “What really triggered that was the sale of Ransome Airlines in 1986,” Bromley said. “When we sold the airlines, Dawson wanted to be bought out. We ended up buying out Dawson Surviving Economic Hard Times After checking undercarriages, Bromley moved inside and and his entire family in 1986. A couple years after that, we became assistant treasurer where he worked in the credit and started to buy out PA Jr. and his family, Percy III was President of the company but ultimately wanted to be bought out. warranty areas, and became in charge of bank relations. “It was very difficult period. Inflation was high and interest Caterpillar wanted me to become President, so we bought out Percy and, at Caterpillar’s urging, rates over 20 percent. Having access purchased the stock owned by all to capital was always very important family members not involved in the to any company, especially during business. times like that. I worked my way up “I have been a very lucky guy. Here “Ernie was interested in being on the finance administration, warbought well, but we couldn’t ranty side. I am, a son-in-law, and I was given afford tooutbuyasout over 40 people at “What really helped us at that time the opportunity by my father-in-law one time,” Bromley added. “Ernie was the Ransome name in the said he would be agreeable to stay in Philadelphia marketplace. We had to join the company.” the business for some period of time good name recognition and very in order to help us get our bearings. Wayne Bromley strong bank relations.” The understanding was that he During this period, Giles & would be bought out eventually. I Ransome began to diversify its prodbecame President and Ernie became uct offering beyond just Caterpillar Chairman.” and became the Barber-Greene dealAlso in the late 1980s, Waste Management became a major er. “Stewart Equipment had financial difficulties during this time and we acquired the Barber-Greene line from them and we also customer of Giles & Ransome. “During that period Waste Management was acquiring a took on several different roller lines,” Bromley said. Ultimately, Caterpillar decided to expand into the paving market and number of individually owned landfills,” Bromley said. “There was a real consolidation in the landfill business. acquired Barber-Greene. “We have always been involved in road building and excava- Caterpillar has always expanded their product offering to tion,” Bromley said. “The nice thing about the Barber-Greene line take advantage of opportunities. The waste business certainis it was a quality product that complemented our Caterpillar ly was a major opportunity for Caterpillar, so they introduced product line perfectly. Of the product lines that we have taken on a number of machines such as compactors and dozers with over the years, the Barber-Greene line probably was one of the waste configurations to serve this industry. We are fortunate most significant. We have had a good reputation with paving to have one of the larger waste opportunities in the country in our territory.” products for many decades” Bromley said. 18

A restored Caterpillar D2 with T2 Traxcavator greets guests as they enter Ransome CAT’s driveway in Bensalem, Pa.

A restored Model #10 crawler sits by Ransome CAT’s Power Generation lot in Bensalem, Pa.

Grateful for Being a Part of the Construction Industry “I have been a very lucky guy. Here I am, a son-in-law, and I was given the opportunity by my father-in-law to join the company,” Bromley said. “I was very fortunate to have the support of the family and Caterpillar and to have been given the opportunity to acquire the business. I reflect on it, and throughout my career, I have been very fortunate and am indebted to the Ransome family and Caterpillar for the opportunities they have given me.” “What I really like about this industry is the people” he added. “I like the people from the Caterpillar and I certainly like interacting with customers. Over the years, you develop very strong relationships with a number of your customers. I really enjoy that. Frankly, I like being part of the growth we have seen in the past and hopefully will conThree generations of Ransome CAT leadership. (L-R): Ernie Ransome, Kristin Bromleytinue to see in the future in the Philadelphia metro area. “When you stand back and see major projects under way Fitzgerald and Wayne Bromley. or major buildings being built, be it a hospital or the stadiums or whatever, you realize our company played a role. Proud to Be a Caterpillar Dealer To this day most of the larger projects in Philadelphia have Caterpillar is the world’s leading manufacturer of construction Caterpillar-powered equipment. It just gives you such pride that equipment and engines, according to Fitzgerald. Its products are the family has been in business for over 100 years and I’ve been sold exclusively through a network of less than 200 dealers able to play some role in the growth of the company and the worldwide. growth of Philadelphia,” Bromley said. “There are currently in North America approximately 50 families that own Caterpillar dealerships,” she said. “The Kristin Bromley Becomes President Ransome family became a Caterpillar dealer in 1932 and the Kristin Fitzgerald, great granddaughter of Giles & Ransome founder Percy A. Ransome Sr. and daughter of Wayne Bromley, territory for which we have sales and services responsibility for the entire Caterpillar construction, rental and engine product line was appointed company president in 2013. Fitzgerald joined the family business in 2001. Early in her is southern New Jersey; New Castle County, Delaware; and career she served as a Rental power sales representative for a southeastern Pennsylvania.” “Most Caterpillar dealers have been owned and managed by number of years and later moved to a marketing role. She then their family for generations. As a moved to the rental services busiresult, Caterpillar takes a very active ness, Ransome Rents, and assumed Ransome CAT president Kristin Bromleyrole in dealer continuity planning,” the position of branch manager of Fitzgerald has grown up around she added. the Atlantic City, N.J. area branch. the construction industry with And family is something that is In 2008, Fitzgerald assumed guidance from her father, never lost or forgotten by Wayne responsibility for Ransome Engine, Wayne Bromley. Bromley. which provides sales, rental and service support for the Caterpillar “I owe a debt of gratitude to my electric power generation, marine, father-in-law,” Bromley said. “He industrial, used and truck engine gave me a tremendous opportunity markets. and it showed his desire to perpetuAs President she has responsibiliate the business within the family ty for the entire Caterpillar business. that still continues today.” 19

The Ransome Cement Mixer these scoops were bolted to the drum shell. One of the cement mixers currently resides at the company’s Bensalem headquarters. It’s disassembled right now being painted, according to Bromley. “One of Giles & Ransome’s customers, Richard Julian, gave Kristin [Fitzgerald, Giles & Ransome President] the Ransome nameplate off of a cement mixer that his family had bought years ago,” he added. The Ransome Concrete Machinery Co. plant in Dunellen, N.J., comprised four shop buildings placed four square in a 200 by 1,200 foot lot with ample space between buildings for railway tracks, cranes, platforms, etc, according to the manual. “It is to be noted here that we do not make mixers ‘upon order’ as other manufacturers do. We make machines and store them to meet the demand, instead of manufacturing on the usual ‘hand to mouth plan.’ Ransome machines are made in lots of 10 to 12 of one kind, thus reducing the cost. We endeavor to keep a stock on hand, but we cannot always do this in face of the great demand. The sizes and types rotate, however, swinging through the circle in two weeks, so that you are sure to get at least a two week’s delivery. With our new plant even as it stands, only onefourth its ultimate size, we have the largest plant in the world devoted exclusively to the manufacture of concrete machinery, and our customers may feel assured that their orders will be promptly filled. “For the past year, as for twenty years past, we have kept one or more experimental machines in constant operation in our field laboratory, trying out suggestions made from time to time by our customers, or others. “Our facilities for experimental work cannot be approached by any one in this line of business, and we are, therefore, always a year or more in advance of all competition. Our success has been such as to call forth many imitators who are infringing our patent rights,” the manual continued.

The Ransome family has always been very innovative and entrepreneurial — they developed their own cement mixer in the 1800s, the Ransome cement mixer, and were always involved in construction related businesses. The Ransome Concrete Machinery handbook of concrete machinery “illustrates and describes in some detail the machinery manufactured by the Ransome Concrete Machinery Co.,” according to the introductory pages in the manual, which was published in 1908. The Ransome mixer consisted of a cylindrical drum of heavy sheet steel, fitted with cast traction rings, which revolved on four rollers. Power was transmitted to the drum through a rack or gear, which forms part of one of the traction rings. To ensure smoothness of operation these traction rings were bored and turned to a true circle, which was concentric with the pitch of the gear teeth. The rollers upon which the drum revolved were made with chilled face, after the manner of car wheels, and were ground to a true circle. They were keyed fast to the shafts, which revolve in solid babbited journal boxes. These journal boxes were bolted to a ½ by 6 in. squaring plate, drilled to template. This steel plate preserved the alignment of the rollers and driving pinion. The journals were equipped with compression grease cups, which by forcing the grease outward along the shaft, served to keep the bearing clear of dust or grit. The pinion was of cast steel, 2 in. pitch, and the teeth were made of extra depth below the pitch line to guard against bottoming. On belted machines the pinion shaft was mounted in a “box” which, with the roller shaft, formed a double journal. On steam driven machines the pinion shaft was supported in “boxes” rigidly attached to the engine base, thus securing a positive alignment of the driving mechanism. The drum of the mixer was equipped with scoops of 316 in. steel, rigidly attached to it. To facilitate renewals

The Lake Alvord Bridge Designed by E. Ransome

The DePaul Group and affiliated companies congratulate Giles & Ransome on their 100th anniversary.

The Lake Alvord Bridge as it appeared in the early 20th Century.

The Lake Alvord Bridge was designed by Ernest L. Ransome in the late 19th century in San Francisco. Ransome, a pioneer in the concrete industry was the first to employ the Melan Method of reinforced concrete construction in America. Sixty-four feet wide and 56 feet long, it has stood from 1889 to the present day. It has been designated a national engineering landmark. Reflecting traditional architecture, the surface of the structure was disguised to make it appear like sandstone. Lightheartedly, the builders used wire mesh to mould concrete stalactites in the passageway underneath the bridgeâ&#x20AC;&#x2122;s deck to enhance the fantasy of passing through a magical cave. Ransome was a forebearer of the family that founded Giles & Ransome.

General Site/Heavy Highway Site Contractors Construction Aggregate, Asphalt and Concrete Suppliers The DePaul Group 1750 Walton Rd. Blue Bell, PA 19422 Phone (610) 832-8000 Âˇ Fax (610) 834-0100 www.depaulgroup.com

The Lake Alvord Bridge today, still standing strong.

For over 100 years, you have trusted us with your equipment needs.

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Ransome CAT ... ‘It’s a Relationship Business’ “I wanted to join the family business. I thought it was a fantastic opportunity and a legacy that I wanted to continue, so I joined the business right after college in 2001.” Kristin Fitzgerald

Giles & Ransome was built on a family foundation, and that tradition continues in the company today. Current President, Kristin Fitzgerald, grew up around the business, and when it was time to move into a career, it was a natural fit for her. “I wanted to join the family business,” she said. “I thought it was a fantastic opportunity and a legacy that I wanted to continue, so I joined the business right after college in 2001. Normally, there’s a progression where Caterpillar likes the individual to go into certain roles for two or three years and then rotate into different areas of the business to gain more responsibility and get a feel for different areas of the company. “That’s pretty much exactly how my career progressed. I started as a Rental Power Sales Rep out in the field for South Jersey and Northern Delaware for the first two years, so that gave me a good opportunity to learn the engine business at that time, and to really get out there and meet and build the customers in that segment face-to-face. It definitely gave me a lot of responsibility right off the bat, and it gave me some skill sets for learning how to sell and communicate with customers.” After that, she moved into marketing for a year, learning how to identify opportunities and developing the company’s intranet. The next step was one of her favorite roles — Rental Coordinator for Ransome Rents in the Pleasantville office outside of Atlantic City. “That was a fantastic opportunity, because that’s where I answered inquiries from our sales force and also from customers who were needing rental equipment,” she said. “So I was learning about the equipment, learning how to help customers on the phone, working with the dispatch of our truck drivers and coordinating the equipment delivery, as well as working with the shop on prepping the

Wayne Bromley, former Ransome CAT president, and Kristin Bromley-Fitzgerald, current company president, represent two generations of the famly business. Over the course of the company’s 100 years in business, Ransome CAT has been led by four generations of Ransome family members.

equipment. So there was a lot of juggling that went on. It was definitely an area where I learned a lot at that period of time. When I then became Branch Manager for Ransome Rents/Pleasantville, it was a great opportunity because I was in a single branch working with 15 to 20 people running my own operation.” Her next move was back to Ransome Engine in Bensalem, where she served as the General Sales Manager before becoming Vice President. She had responsibility for the sales department of that division, including the marine segment, industrial, electric power generation, rental power, and used engines. Next, she became 24

President of Ransome Engine, and assumed the role of President of Giles and Ransome in 2013. More to the Business Than Just Iron Because she grew up in the industry, Kristin said nothing came as a big surprise when she actually started working in the business. The main thing that she quickly learned, though, was that the business was about much more than just iron. “It’s a relationship business,” she said. “You’re dealing with people who have projects they’re trying to complete that need uptime, and they’re relying on you. I

Ransome CAT’s headquarters is located at 2975 Galloway Road in Bensalem, Pa.

always knew our dealership had the advantage of being aligned with a fantastic premium brand like Caterpillar, but there is more to it than just the iron, it’s really about the support of the customer that the dealership provides.” Since starting to lead the company, Kristin has found that she likes the people more than anything within Ransome CAT. “Everybody here has the drive and passion where they want to get it done — they want to support the customer,” she said. “We’re the type of people that you could call any hour of the day and we will be there to get the customer up and running. I really enjoy working with our customers. I like being a problem solver and helping customers when they have a roadblock or problem. That’s something I really enjoy.” Located at 720 Pulaski Highway, Ransome CAT’s Bear, Del., branch has been in operation for more than 60 years.

“Internally, we’ve really been trying to focus on diversity and people with different backgrounds that have different ideas or thought concepts.” Kristin Fitzgerald

Focusing on Diversity As a female in the construction industry, Kristin often gets questioned about overcoming obstacles with stereotypes, but she hasn’t experienced many challenges in that area. “I feel like I’m lucky,” she said. “I feel Caterpillar wants more women in the industry and customers, as well, are excited to see women in this industry. Internally, we’ve really been trying to focus on diversity and people with different backgrounds that have different ideas or thought concepts. There definitely is a desire to attract more women in the workforce. There are more women within the dealer network, so we’ve been doing different things — we have yoga 25

now for women, we have wellness programs, we have more flexibility with hours — just trying to attract more women within the industry. We’re trying to make ourselves more appealing.” Adapting to Succeed Many companies in the industry fail, but Ransome CAT is celebrating the milestone of a 100th anniversary. This is not a common occurrence. Kristin knows that being aligned with Caterpillar is a huge benefit and one of the reasons for that success. But the core runs deeper than that. “I feel the real hallmark for success is staying close to your customers, understanding what their needs are and making sure you’re in front of their needs,” she said. “You really have to make sure that you’re adapting your business to meet The key to success in the construction equipment dealership business is customer service and Ransome your customers needs and expectations, CAT’s spacious service bays are equipped to provide the best. even if they don’t know it yet — like with technology. Our business was certainly different 99 years ago from what it is today. So [it’s important to] stay ahead of the competition with technology, with your capabilities, and be more of a consultant to your customers.” People Are Key Kristin finds that another key to Ransome’s success is the people who are a part of the company. “I think we have the best people in the industry,” she said. “We keep them here — there are people who have been with us 50 years ….it’s not uncommon. I know the competition’s been knocking on the door of many of our employees, trying to entice them to join their operation, but they stay here because I think they work well as a team. They know they have my support to get their job done and we give them the resources to do it. It’s the culture here and the people that make a successful dealership.” When looking for new employees, Kristin knows it’s important to “go with your gut” to find a good fit. “When you’re interviewing a candidate who doesn’t have the background or the depth of technical expertise you’re looking for, but they seem to have that drive and they really want to work here, I’d rather hire somebody who has a passion to work at Ransome. Making sure they fit in and align with your culture is first and foremost. It’s a very specialized industry and you’re not often going to find someone who fits the mold of exactly what you’re looking for, but we can train them. Ransome gets involved with various vocational schools such as Lehigh Valley Technical College, and sponsors students while they’re still learning. Student technicians are brought in every year and Caterpillar has training programs to help them get acclimated to the ways of the business. “It’s a good career path,” Kristin said. “It doesn’t seem like counselors are encouraging this career path with the kids. It seems like people have an image that it’s a dirty industry, when really it’s gotten very technical. So I think there’s an issue with perception, perhaps, because it is a good career where you could make a good income.” Kristin stresses that although Ransome CAT is a big company, it still has a family business feel. To help encourage that, activities are planned that aren’t work-related, such as Breakfast with Santa, an annual fishing trip, HersheyPark Day with families,

A mural in Ransome CAT’s training room in Bensalem, Pa., tells the story of the evolution of construction equipment spanning 100 years.

Ramsome CAT’s showroom and service counter in Bensalem, Pa., provides customers with a pleasant, comfortable, and inviting environment. 26

women’s yoga and skeet shooting. “We try to keep people engaged, so it’s not just about coming here and working every day, it’s almost like a family,” she said.

Ransome CAT”s fluid analysis lab utilizes American Society for Testing and Materials (A.S.T.M.) approved methods and the industry’s latest technology.

Being Involved in the Community Ransome CAT also is involved with its surrounding community. For example, the company works with St. Francis-St. Vincent Homes, which is a boys’ home in Philadelphia. In December, Christmas trees around the office include tags with gift wishes from children at the home and employees are encouraged to pick a tag and buy a gift. The gifts are then delivered to the home and the boys are invited to come visit Ransome to meet the employees, take a tour, and ride some of the equipment. Ransome CAT has had a Social Responsibility Committee for approximately 10 years and it works to organize employee events that support local charities.

“Most contractors have jobs where the margins are squeezed — there’s lots of competition, there’s strict guidelines — and they’re just trying to figure out how to make the job go more smoothly and efficiently in order to get more dollars to their bottom line. This equipment helps them do that and be more efficient. It’s just going to get more and more sophisticated as time goes on — the role of the operator is changing dramtically.”

Ever-Evolving Technology Caterpillar Technology has obviously made great a True Family Business strides since the company’s founding and Kristin noted that Caterpillar has many changes have come about even in always recognized the advantage of havKristin’s 15 years in the business. ing local, engaged, family-owned dealer“When I started, our fluid analysis lab ships. was our technology showcase. It had the “I know it’s a little bit different when capability of analyzing the fluids from the you get outside of the U.S., but in the machine and predicting when there would Cat’s EMSolutions is a program that provides data United States, they’re all family-owned,” be a failure, so you could fix it before it from machines and analysis tools from the dealer actually occurred,” she said. “But now, that help make timely decisions that will help control she said. “They’re people with deep roots in the community. They found that to be with equipment monitoring solutions, the costs, improve operations, manage people and a significant benefit compared with the technology has gotten to the point where reduce risk. competition. While some of the competiyou can monitor the health of the equipment in real time. You can evaluate how the operator is operat- tion are family-owned dealerships, many have started to become ing the machine and if there is anything that needs to be more factory direct, so it’s a little bit of a different model. A lot of addressed to make sure that it’s running more efficiently. So it’s our customers, too, are multi-generational and have had relationreally gotten to the place where you can manage your equipment ships with Ransome since my great-grandfather or my grandfather. So there’s a benefit to that.” assets in real time and much more efficiently.” 27

“I know that each customer has their own goals every day of getting their projects done, and they have their own timelines and responsibilities for doing that, and relying on us to help them is certainly humbling.” Kristin Fitzgerald

Thankful to Customers, Friends As one of the plusses of working for the company, Kristin lists that she is thankful for the relationships the company has built, and continues to build. “There are many customers that we’ve had for decades, and there are many that are new to the organization — all equally important,” she said. “I’m humbled and want to thank them for putting their trust in us to keep them up and running to help them get their jobs done. I know that each customer has their own goals every day of getting their projects done, and they have their own timelines and responsibilities for doing that, and relying on us to help them is certainly humbling.”

tions, carrying $12 million in parts inventory. Ransome’s Parts Distribution network delivers parts overnight to every branch, every night, for morning pickup. A total of seven drop box locations also make it convenient for customers who are not able to drive to a branch location. Online parts at www.parts.cat.com can be ordered at any time, and customers can check parts availability and have access to Caterpillar electronic parts books. Service areas include the following: • Construction Service, with 44 total field technicians and 121 total shop technicians; • Shop Service, with 29 work bays Parts and Service: and more than 100 skilled CAT certhe Key to It All tified technicians; Ransome CAT strives to stay on top of A technician works on a Cat dozer at Ransome CAT’s • Field Service, with 44 dedicated customers’ needs. Caterpillar’s worldwide Bensalem, Pa., facility. field service technicians and a fleet of parts distribution has a 96 percent fill service vehicles; rate. One part ships every three seconds, and parts ship seven • Component Rebuild Shop with 15,000 square feet dedicatdays a week, 365 days a year. Ransome CAT parts distribution ed to only component rebuilds; services the tri-state areas of Eastern Pennsylvania, New Jersey, • Transmission Shop, staffed with four fully trained techniand Delaware (New Castle County). There are seven parts loca- cians totaling more than 88 years of experience;

One of Ransome Concrete Machinery’s original cement mixers currently resides at Ransome CAT’s Bensalem headquarters, being refurbished.

Ransome CAT’s parts distribution services the tri-state areas of Eastern, Pa.; N.J., and Del. 28

Ransome CAT personnel work on tracks at the Bensalem, Pa., facility.

Ransome CAT’s facility in Fleetwood, Pa., is located at 8832 Allentown Pike.

Northwest of Philadelphia is Ransome CAT’s facility in West Chester, Pa.

• Fuel Injection Shop, with two fully by a team of specialists; and trained technicians with more than 69 • Customer Support Agreements, with years of experience; preventive maintenance plans. • Hydraulic Shop, with six certified Ransome CAT is headquartered in technicians with more than 97 years of Bensalem, Pa., with branch offices in experience in hydraulic component Allentown, Pa., Fleetwood, Pa., West rebuilding; Chester, Pa., Whitehall, Pa., Bear, Del., • Engine Shop, with four Caterpillar Middletown, Del., Hammonton, N.J., and trained service technicians with more Toms River, N.J. Drop box locations are than 100 years of combined experience; at Glen Mills, Pa., Landenburg, Pa., • Machine Shop, staffed by three tech- Ransome CAT’s branch in Toms River, N.J., is located Morgantown, Pa., Wind Gap, Pa., nicians with more than 81 years of expe- at 1000 Industrial Way North. Middletown, Del., Pleasantville, N.J., and rience working on both diesel and gas Wrightstown, N.J. engines; • Automated Bore-Welding The Next 100 Years that can be performed in the facilLooking forward to the next “Our focus will continue to be ity or on the customer’s site; chapter of Ransome CAT and • Undercarriage Shop, with into the future, Kristin noted good communication, passion, three fully-qualified technicians that it’s hard to think of it lookand supporting the customer, with more than 55 years of experiing much different than it does ence; now. no matter what decade you’re in.” • Paver Shop, supported by five “Of course, it will be — the Caterpillar and Weiler product technology in 50 to 100 years is experts who have 65 years combined going to be very different than it is experience in the paver industry; today — probably something that’s • Paint Shop, with 1,800 square not even imagined yet,” she said. “I feet; still think the core of what we’re • CAT Certified Rebuilds; going be is a parts and service • Fluid Analysis Lab, utilizing organization for our customers in American Society for Testing and Materials (A.S.T.M.) approved the industry. Our focus will continue to be good communication, methods and the industry’s latest technology; passion, and supporting the customer, no matter what decade • EMSolutions, with technology enabled services performed you’re in.”

Ransome CAT’s southern New Jersey branch is in Hammonton at 650 South Egg Harbor Road.

One of Ransome CAT’s nine branches is located in Whitehall, Pa., at 5102 Beekmantown Road. 29

How Does a Business Succeed for a Century? Its Customers Explain How By Giles Lambertson CEG CORRESPONDENT

ship began — when his father approached Ransome in 1945 about buying a bulldozer. “Our company was just starting and we needed a D4 bulldozer, so my father went to Ransome’s headquarters in Philadelphia and met with Mr. [Percy] Ransome. He said, ‘I want to buy a D4 bulldozer and I only have $500 to buy it with. But you have my word that I will pay the rest,’” Corrado said. “They

“My grandfather, Allan A. Myers, and my father Allan C. Myers, founded the small hauling company,” said Allan Myers CEO Landing a customer is one thing. Keeping Ross Myers. “After building airports as a a customer is quite another. Ransome CAT Seabee in the South Pacific in World War II, knows how to keep them. The southeastern my father returned home with much experiPennsylvania dealer has a knack for retaining ence operating Caterpillar equipment. customers for decades, through generations “So, when he and my grandfather decided of ownership. A business relationship with to expand their hauling business into excaRansome frequently has existed for as vation and other construction operalong as a company has been in existions, they went to Ransome tence. Caterpillar. That was in 1949.” “How long has our company been a It was a serendipitous move: Dawson customer of Ransome? As long as “And we rely on Ransome to support Ransome was another World War II we’ve been around,” said Travis Martin, vet, and the two men hit it off, said owner and operations manager of the equipment throughout its usually Myers. “They were discharged from the Martin Stone Quarries. Specifically, long life.” service at about the same time and that would be since 1954 when the developed a bond that went beyond the Travis Martin fledgling company had begun to grow usual customer/dealer relationship.” from three employees producing 75 Martin Stone Quarries Almost seven decades later, the relatons of rock per hour to 60 employees tionship continues and an emblem of it turning out 1.5 million tons of finished is a toy dozer that dates from 1951. product per year. “My father brought home a toy It was Ransome that sold the Caterpillar dozer for me that year,” said Bechtelsville, Penn., quarry company a Cat shook hands and Dad walked away with a Myers. “Each Caterpillar dealer had received D8 bulldozer that first year. D4.” one from the company, and (then vice pres“We’ve been doing business with them Corrado’s father, also named Joseph, and ident) Dawson Ransome did not have a ever since, over 60 years.” his brother, Laurence, and brother-in-law, child to give it to, so he gave it to my father A lot of rock has been dislodged and Alessandro Benzi, launched their company to give to me. It was battery-powered and processed since then and Ransome CAT as a landscaping firm, but soon became a the blade went up and down and I played on equipment has done much of the work — site-prep contractor. Seventy years later, it for hours at a time until I outgrew it.” wheel loaders, rigid-frame haul trucks, doz- Corrado American continues to build its Ross Myers’ three boys also played with ers and excavators — with most of the reputation using Caterpillar equipment. the toy machine until it finally was put away machinery purchased, rather than rented. “Beginning with my father, who passed for many years. It subsequently was treated “And we rely on Ransome to support the away in 2001, and my brother and I, we’ve to “a full cosmetic restoration” and became equipment throughout its usually long life,” all stayed with Ransome through the years,” a coffee table curiosity. But there’s more: Martin added. said Corrado. “After years as a focal point in our office, it Corrado American LLC is another lifeConstruction company Allan Myers was loaned to Doug Oberhelman, CEO of long customer and partner with Ransome. began as a hauling firm with one dump Caterpillar,” Myers said. “The toy dozer is Joseph J. Corrado Jr. recalls how the relation- truck. That was in 1939. on display in his headquarters at the corporate office in Peoria.” Barry Schlouch talks about his start in construction 33 years ago. From his basement, he began what became Schlouch Inc., “Construction is turbulent and seasonal. Every day is a a leading eastern Pennsylvania site preparation contractor. At the time, Schlouch’s capnew day. I finished that first job on time and made money italization was $2,000 in equity. Just two weeks after starting his business, he landed and I never forgot Ransome’s help in getting it done.” a job and needed a second-hand track loader to do it. Barry Schlouch “I needed a track loader very quick,” Schlouch Inc. Schlouch recalled. He met with Jeff Speer, a Ransome sales representative. 30

“I really liked the guy. He was sharp and I thought I could work with him. He found me a used 955L track loader. It needed a new track and he found that, too. I just got it all by the skin of my teeth “We pride ourselves in choosing the best and we tore down a filling station and cleared the lot for a Wendy’s. Ransome came through for me.” employees and the most qualified firms to Added Schlouch: “From the start, Ransome has been a good partner for us. That’s who they are. Construction is turbulent and seawork with, and certainly Giles & Ransome sonal. Every day is a new day. I finished that first job on time and is amongst these.” made money and I never forgot Ransome’s help in getting it done.” Northeast Remsco Construction opened its doors in 1978 and at Juan Gutierrez first was a rental customer of Ransome. Not until 1985 did the New Northeast Remsco Construction Gretna, N.J., company buy a piece of machinery, a Cat 235 excavator. Today, the company fleet includes more than a hundred Caterpillar machines, including 37 excavators, 26 wheel loaders, five dozers, five backhoes, five loaders, six skid steers, four telehandlers sales representative George Schulz demonstrated Cat’s new 955 and numerous other Cat products. loader. “We turn to Ransome for equipment acquisitions because they “We were using Allis-Chalmers equipment at the time and had a sell the Cadillac of heavy construction equipment — Caterpillar,” street job and George Schulz came down to the job site to demonsaid John Gutierrez, equipment manager. strate the 955,” D’Angelo recalled. “He showed up and started digHowever, the business bond of the two companies is not just ging up old slabs of pavement. He had the loader ripping it up and about the dealer’s quality products. The board chairman of flipping it and throwing it on the ground.” Northeast Remsco, Juan Gutierrez said Ransome’s leadership is the His grandfather was impressed. rest of the story. “Grandfather says to Uncle Mike, ‘We’re going to buy that “We regard Ransome as one of our business partners, together machine and I want that guy, too!” D’Angelo recalled. His grandfawith our banker, our bonding/insurther didn’t persuade Schulz to switch ance agent, our CPA, and our legal companies, but he did start a long relateam. These are the valued professiontionship with Ransome and with als that complement our firm’s expert“Ransome has a strong infrastructure Caterpillar. ise in the field of heavy construction.” So people and products are behind Added the elder Gutierrez: “We and great family values. It knows the enduring relationships between pride ourselves in choosing the best and its customers. The how to build relationships with its Ransome employees and the most qualified names of individual Ransome personfirms to work with, and certainly Giles nel who influenced the bond between customers. & Ransome is amongst these.” Ransome and its customers varies, of Joseph J. Corrado Sr. D’Angelo Brothers Inc. has been course, from company to company. It Corrado American around even longer than Giles & ranges from fond memories of Ransome. It was started in 1906 by Ransome family members to sales reptwo immigrating Italian brothers, resentatives like the aforementioned Frank and Joseph D’Angelo. The comJeff Speer and George Schulz. In fact, it pany’s initial connection with Ransome is a little different, as well: is interesting how often the names of middle-echelon Ransome Equipment superintendent Joe D’Angelo’s grandmother worked at employees are raised by customer executives. Ransome in the late 1920s-early 1930s before she was married. “Harry Boehm from the Hammonton, N.J., parts department is The actual business relationship between the companies began in very knowledgeable. He never fails to help out in every situation,” the 1940s when the contractor turned to Ransome for a bulldozer. said Richard Pierson, CEO of R.E. Pierson Construction Company of Since then, the company has bought many kinds of Cat dirt-moving Pilesgrove, N.J. equipment from the dealer — dozers, track loaders, graders and so on. The asphalt and concrete contractor and aggregates producer has “Ninety-six percent of our equipment fleet is Caterpillar; only two been a Ransome customer for 30 years. Pierson drops another name: pieces of dirt-moving equipment aren’t,” said D’Angelo. “Chris Rost, who is a Ransome parts and service sales representaHe has a specific memory dating to the late 1950s when Ransome tive, is always available, very helpful, and motivated.” Remsco’s equipment manager, John Gutierrez, cited Ransome salesman Kevin Sullivan, whom he says “has a vast amount of knowledge on equipment that has earned him a reputation as an expert in his field. We value his service as well as his willingness to go above and beyond for us. And parts and service sales representative Mike Mazzetti exemplifies the same qualities in Ransome’s product support department. Those characteristics are important to us, especially during emergency situations, which tend to occur more often than not in the construction industry.” Ross Myers speaks fondly of a Ransome salesperson, who menJohn Gutierrez tored him. “I was a 22-year-old kid and Ted Stratton gave me sage Northeast Remsco Construction advice and taught me a lot about construction and people. What’s more, he introduced me to Bill Murdock, who became our first CFO.”

“We turn to Ransome for equipment acquisitions because they sell the Cadillac of heavy construction equipment — Caterpillar.”

“And a dealer like Ransome, which has been built on a strong foundation and which continues to treat customers with professionalism and respect, should prosper for another hundred years or more.” Barry Schlouch Schlouch Inc.

In this way are personal and company reputations forged, through good counsel, simple and reliable service day after day, and timely responses to emergencies. For example, Travis Martin recalls an urgent situation involving the dealer. “We had an emergency where our quarry operations were down and we needed a large conveyor belt picked up. Our normal delivery truck was unavailable. All it took was one call to Ransome and they picked up the conveyor belt with no questions asked — and no invoice for their services.” Concluded Martin: “The people at Ransome have always gone above and beyond to support our operations, whether it be with Cat yellow iron or our other equipment.” Adjectives and phrases like “trust” and “good,” and “dedication” and “fair-dealing,” as well as “very accountable” and “integrity” and “customer-focused mentality” were spoken repeatedly through the course of customer interviews. Remarks of Joseph J. Corrado Jr. summarize the thrust of the comments. “Ransome has a strong infrastructure and great family values,” he said. “It knows how to build relationships with its customers. I can pick up the phone and call anybody at any time, even at night, and someone will pick up the phone or get back to me right away. It’s all about service in this industry. I could buy heavy equipment cheaper from other manufacturers, but I don’t because of the service we get from Ransome after the sale.” So does Ransome CAT have another hundred years in its future? Ross Myers believes it does. “Infrastructure will always be built to serve the needs of mankind, and Caterpillar will always play a role,” the Allen Myers executive said. “And a dealer like Ransome, which has been built on a strong foundation and which continues to treat customers with professionalism and respect, should prosper for another hundred years or more.” “One hundred years is a very long time so a prediction must be based on faith,” said the elder Juan Gutierrez of Northeast Remsco. “Given the same set of circumstances with the same institutions that exist today in the U.S., I believe the company will survive another 100 years. Giles & Ransome has demonstrated tenacity and perseverance for 100 years, managing adversity through severe economic times, through changes in ownership, and — perhaps the most difficult of all — through the passing of the torch to a new generation of managers.” Said Gutierrez: “I have faith that, in the next 100 years, Giles & Ransome will continue to grow and prosper as it did in its first 100 years.” CEG

Congratulations Giles & Ransome on your 100th year anniversary!

Your Construction Technology Provider SITECH Metro Northeast, LLC 6352 Chapmans Rd., Suite 1 Allentown, PA 18106 Office: 855-SITECH1 www.SITECH-MetroNortheast.com

The Founding of Ransome CAT’s Sentinel Service Program — 1965 to Today From then President Percy Allan Ransome to Sentinel Servicemen, everyone connected with Giles & Ransome’s Sentinel Service program seemed to have a different reason for their enthusiasm for the program when it began in 1965. Each, alone, would justify Sentinel Service — a plan under which equipment owners agree to pay their Caterpillar dealer a flat fee to have their machines inspected monthly during the nine-month work season. The program began the first of the year and at the end of April, contracts had been written on 56 machines of 45 customers. Part of the program was a pre-season check, under which customers paid a flat rate to have Giles & Ransome condition machines for the work season. With both pre-season and monthly inspections, customers receive written reports on equipment condition. And both types of work, as well as a combination package, could be paid for in a lump sum or in 12 monthly payments. Though prices were set to return a profit, direct income from Sentinel Service was a minor benefit. More important was the additional service work George Schulz was Giles generated. & Ransome’s first Sentinel Winter normally was a slack Serviceman. time for the dealer’s shop, yet Giles & Ransome recorded a large amount of overtime in February and March of 1965. And shop work, of course, assures the Cat parts are used. Parts sales also increased as a result of customers relying on Sentinel Servicemen to keep them supplied with such items as gaskets and filters. Then Sales Manager Joe Harbison was so convinced of the program’s value as a tool to sell machines that he proposed, argued for and won approval of a policy that included a year’s inspections with each new machine. “It doesn’t add much to the price and it greatly improves our chances of making the sale,” he said. For proof, he listed two governmental sales that Giles & Ransome won when salesmen convinced their prospects to require monthly inspections from the successful bidder. “It caught competition off guard,” said Harbison, “and they didn’t bid a program.” But it’s not just the program’s contribution to initial sales that made Harbison an advocate: “We think once an owner’s had the service, we’ll be favorites to get the replacement business. We know the machine will be well cared for and when it’s ready for trade, we’ll have a service history to help

evaluate it. And Sentinel Servicemen can help salesmen spot units that are ripe for replacement.” Giles & Ransome expected the program to quickly reach the point where a Sentinel service supervisor would be needed to schedule inspections and to report to owners on needed work. But in the beginning, service dispatcher Pete Hess handled the job, and George Schulz would become the company’s first Sentinel Serviceman. When an inspection was due, he made an appointment with the customer, prepared necessary report forms and gave them to the appropriate Sentinel Serviceman. The dealer had four checklists on each machine — one each for 160, 320, 640 and 1,280 service hours. Each included all items on lower-hour forms plus some of its own. Like the general report form, the completed lists were returned in duplicate to Hess. If a report showed a unit needed immediate attention, Hess called the customer. Frequently, his call resulted in a service appointment. If special attention wasn’t needed, Hess attached the customer’s copies of the inspection report to a special Sentinel Service report cover and mailed it. A separate form was used for track inspections. Hess forwarded a copy to parts and service Sales Manager Ed Lydon for follow-up. Whether it reported needed work or just a routine inspection, the form frequently saved a trip by a Custom Track Service representative. Giles & Ransome tested the program with 12 experimental contracts. Little had to be changed. The most encouraging thing they showed was an eagerness by customers to buy the service. Then Vice President Ernie Ransome reported one customer wanted to be immediately signed up. “He never did ask the price,” explained Ernie. “He just wanted to shed his worries about machine care.” To set prices for the test contracts, Giles & Ransome estimated costs on the high side. The dealer was able to reduce most of them for the final program. For nine monthly inspections, they ranged from $48 a month ($576 a year) on 933s, No. 212s and No. 112s to $60 (720 yearly) on 657s. To determine costs, the dealer time-studied each inspection item. “Knowing how much time is needed for each operation — from greasing a machine to checking a transmission — has helped us with in-shop scheduling, too,” said then Service

Manager Leighton Touzel. Sentinel Service prices included specific amounts for inspection time, travel time and mileage rates for special trucks. Though the program reduced the need for customers’ mechanics, it’s greatly increased the dealer’s. Percy Allan Ransome expected to have about 200 machines in the program by the end of 1965 and was concerned mostly about providing another six or seven Sentinel Servicemen. “The quality of the man inspecting the machines makes all the difference,” said Harbison. “We’ll get hurt only when inspections aren’t done correctly.” Touzel described the ideal Sentinel Serviceman: “He doesn’t have to be a skilled mechanic, but he has to be a cost-conscious employee who enjoys building a mutually-beneficial relationship with customers. And he has to be neat and personable. Candidates can be spotted early in each training class.” So they’ll have a chance to build relationships with

customers, each Sentinel serviceman handles all inspections for “his” customers. In this way, too, the dealer man gets to know certain machines better. When an owner has enough machines in the program, the dealer will assign a full-time serviceman to him. Owners were eager to make the program work in 1965. Though Giles & Ransome offered to make inspections at odd hours — when machines weren’t working — threefourths were done during normal working hours. Several owners get free on-the-job training for their operators and mechanics by having them help the Sentinel Serviceman. Percy Allan Ransome summed up Sentinel Service: “As machines become more complex and changes come more frequently, it becomes harder than ever for customers to keep up. Many are quite concerned about the care their machines get and treat Sentinel Service as an inspired solution. The benefits both to them and to us are so great that we’re sure the scheme will grow.”

Today’s Sentinel Service Preventive Maintenance Agreement Options Today, there are four preventive maintenance agreement options:

PLATINUM LEVEL Developed in the 1960s, this dealer-built service offers the optimum level of preventive maintenance. Under a preventive maintenance agreement the price is guaranteed for 24 months, and there are flexible payment options. The services are performed at 250-hour intervals.

GOLD LEVEL From the maintenance section of the operations and maintenance manual, this level of service follows Caterpillar guidelines. Under a preventive maintenance agreement, the price is guaranteed for 24 months, and there are flexible payment options. The service intervals will vary depending on machine model.

SILVER LEVEL With the purchase of a new machine, this provides an introduction to Ransome’s preventive maintenance service. The services performed are the same as the Gold Level. Under a preventive maintenance agreement, this level includes three service calls out to 1,000 hours. The price is guaranteed for 12 months, and there are flexible payment options.

BRONZE LEVEL If you do your own preventive maintenance and are looking for convenience, Ransome’s Bronze Level filter kits are a great solution. Ransome builds the filter kits specific to machine model, serial number and service interval (250, 500, 1000 & 2,000 hours). Everything is packaged in one box to include the filters and seals needed, fluid sample bottles, plus a set of instructions from the Caterpillar Operation & Maintenance manual. CEG

Technology, Change Enhance Sentinel Service Today, Ransome technicians enter machine inspection information into an electronic form on their smart phones. Once completed, these inspection forms are sent automatically by e-mail to be reviewed by a Ransome EM sales representative, who then contacts the customer within 48 hours. If any issues are found with a machine via the inspection process, the EM sales repre-

Today, Ransome CAT’s Sentinel Service uses modern technology to provide for an even higher standard of service excellence.

sentative can provide customers with options for their repairs. Sentinel Service was once dispatched from Ransome CAT’s various branches. Today, to rapidly respond to customers’ needs, these calls are dispatched centrally. This ensures that customers’ wait times are much shorter because technicians can quickly be dispatched from any location.

From the Abbonizio Family Congratulations on your

100th Anniversary, Ransome CAT! We are proud to be a part of your history! The Abbonizio Family

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