Tracey091316 by Construction Equipment Guide

Table of Contents What’s Inside… 3 Jerry Tracey Discusses His

28 Tracey Road Equipment in

Company’s Founding and Future

Binghamton

Tracey Road Equipment’s Founder, Jerry Tracey, doesn’t spend much time thinking about the past; rather, he prefers to think about the present and future of Tracey Road Equipment, the company he founded 40 years ago.

Branch Manager Art Ospelt discusses Freightliner Elite Support and more

30 A Diverse Customer Base in

Watertown Approximately 65 miles north of Syracuse on Interstate 81 is Watertown, N.Y., and the North Country branch of Tracey Road Equipment. This location represents Freightliner trucks, as well as all of the earthmoving and road building equipment offered by TRE.

10 Parts and Service — the Key to Success

Kevin Williamson, Tracey Road Equipment’s general parts manager, discusses what it takes to provide excellent service to customers.

11 What Is Freightliner Elite Support?

32 A Conversation With TRE’s

Find out what the Ore.-based truck manufacturer requires of its dealers to ensure that every customer’s support experience is positive, consistent and productive.

General Service Manager

Toby Hann is responsible for everything the company sells — trucks and construction equipment.

13 TRE Sees Strong Growth

40 Tom Collins Returns to

Potential in Its Product Lines

Tracey Road

The company is proud to represent many quality manufacturers, including two recently acquired lines.

Who said that you can never go home again? Used equipment veteran comes back to the fold to boost used equipment sales.

18 TRE’s Growing Presence in

40 Rubble Master, New Paving

the Compact Equipment Segment

and Aggregate Products Join Tracey Road

Over the years, TRE has evolved around the needs of its customers to become a stronger partner and resource to them and their businesses.

To round out its Paving and Road Building Division, Tracey Road Equipment has added Rubble Master portable crushing and screening products — and a new specialist to help sell the line.

18 Tracey Road Equipment Looks to Soar With New Airport Division

41 TRE Veteran Discusses

With numerous airports residing in its territory, the company’s new Airport Solution Division will cater to this significant and growing customer base — and they hired an expert to lead the way.

the Company’s Truck Lineup

20 Big Changes Under Way in

Dave Holzwarth, the director of truck sales who has been with TRE for 27 years, is very proud of Tracey’s truck lineup, which includes Freightliner, Western Star, and Oshkosh.

A lot is going on at Tracey Road Equipment’s Albany branch these days.

42 Municipal Truck Sales

Albany

at TRE

TRE works with all levels of government, from the federal government (Fort Drum) to New York State (NYSDOT, NYS Thruway Authority) to the many counties, towns, cities and villages within the state.

22 Tracey Road’s Westernmost New York Branch — Rochester

Here, the company serves customers not just in Rochester and the surrounding area, but also customers west to Buffalo, N.Y., and south to the Pennsylvania border.

Jerry Tracey Discusses His Company’s Founding and Future Tracey Road Equipment, Inc. (TRE) is celebrating its 40th anniversary. The company was established in 1976 and really got its start when Jerry Tracey began in the industry working for a company called J.C. George. “After serving in the Air Force in Vietnam and before starting TRE, I was a salesman for the J.C. George Equipment Company, a long-established equipment distributor,” said Jerry Tracey, founder and president. “In 1975, J.C. George went out of business, and I started a new company [then called D.W. Clark Road Equipment] along with a partner.” At the time J.C. George represented Bomag rollers, Badger excavators, Frink snowplows, Heil dump bodies, Woodchuck brush chippers and mobile street sweepers. Within a few years, Jerry bought out his partner and the company name was changed to Tracey Road Equipment. In 1980 Jerry purchased CCO Equipment who represented Trojan loaders and Hein-Werner excavators. These machines were perfectly suited for the needs of contractors and municipalities in New York State, and sales exploded. Many of those machines are still around today.

It becomes clear when speaking with Jerry Tracey that when he thinks about the business he founded 40 years ago, he doesn’t dwell on the past, but prefers to think about the present and future of the company. “Forty years later we have five locations, over 250 employees, and sell equipment in every county in upstate New York. Over the years we have represented many different lines and have made a huge impact in the market with many of them. One of the new partners that we are most recently excited about is Liebherr. It is the first time that we’ve had a full-line manufacturer where we can supply a contractor with loaders, excavators, material handlers, and crawler dozers — all from the same manufacturer who has long been on the cutting edge of engineering and technology worldwide.” Roadtec is another new line Tracey is proud and excited to represent. “A number of years ago we were one of the top Ingersoll Rand/Blaw-Knox dealers in the country with nearly 70 percent market share,” he said. “When IR was purchased by Volvo, it left us without a paving line. Roadtec has put us back in that game. It is a very well accepted paver and milling machine and we already have the relationships with the customer in place to either service their existing Roadtec fleet or introduce them to, and hopefully transition them to, the Roadtec products.” (continued on page 8)

TRE has represented Kawasaki-KCM almost since the time the manufacturer was introduced to the U.S. market. (L-R): Marty West, Dick Ridings, Greg Hulslander, Drew Braun of Kawasaki-KCM, Jerry Tracey, Jesse Weller, Scott Collins, all stand in front of a Kawasaki-KCM 67Z7.

Debbie and Jerry Tracey.

EXP EXPANDING PAND AN ING OUR NE TWORK NETWORK TTO OB ETTER BETTER SER VE E YOU. YOU. SERVE

ROAD ROADTEC TEC WOULD LIKE TTO O CCONGRATULATE ONGRAATULATE TRACE TRACEYY EQUIPMENT ROAD EQUI PMENT ON THEIR 40TH ANNIVER ANNIVERSARY, SARY, AND TTO O WELCOME WELCOME THEM AS ONE OF OUR NEWES NEWESTT TOP TOP TIER DIS DISTRIBUTORS. TRIBUTORS. WORKING TOGETHER TOGETHER TO TO PROVIDE YYOU OU WITH UNP UNPARALLELED PARALLELED AR ARALLELED SALES AND SERVICE. SERVICE. PAVERS P AVERS | MTVS MTVS | COLD COLD PLANERS PLANERS | ST STABILIZERS TAB ABILIZERS BROOMS | CO MPETITIVE P PAR ARTS | GUARD IAN BROOMS COMPETITIVE PARTS GUARDIAN

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business with companies like Kobelco, Hyundai and Kawasaki-KCM loaders that find a particular niche in the market and excel in it. This methodology has worked for us — and our customers. We know this because every year our sales and customer base continue to grow.” The company’s philosophy is simple: service the customers first and foremost, regardless of what product line they’ve purchased. “Our customers recognize and appreciate that,” he said. “TRE is a one-stop shop that will sell, service, rent and lease a broad range of trucks and equipment. TRE focuses its number-one priority on you, the customer. I want to thank those who have chosen to do business with us and would appreciate the opportunity to work with new customers as well.” “Being a family-owned business, we know the relationship we build with our cus(L-R): Mark Bartlett, Jake Bartlett, Debbie Tracey, Jennifer Bartlett, Sam Bartlett, tomers is vital, and believe this is the reason Jerry Tracey, Nate Julka, Christine Julka and Raj Julka. that our customers keep coming back,” Tracey said. “After 40 years, I still make it a On-highway trucks have been, and remain, a staple of TRE. point to try to meet and know as many of our customers as possi“We started out in the transportation business with FWD trucks ble and to personally show an interest in their needs — and I make and replaced that line with Oshkosh when FWD went out of busi- myself available to our customers.” ness,” Tracey said. “We have been an Oshkosh dealer for a very The success of this business approach is proven at the grass long time — it is a powerful niche truck that is very well suited to roots level by the high number of attendees at TRE events. upstate New York’s severe climates. We represent the Freightliner “It’s not unusual for us to have 500 to 600 people attend an and Western Star trucks in most of upstate New York. These open house,” Tracey said. “We can sell these customers anything brands have given us a variety of high quality products that can from a truck to a wood chipper to an excavator, so we are deeply meet the needs of any truck customer.” entrenched in their business and most important, we consider Diversification is a key for virtually all businesses and TRE is them as personal friends not just customers.” certainly no exception. Jerry Tracey sees it as a significant But the roads on which successful businesses travel aren’t strength to his business. always free of obstacles, and TRE has had to deftly steer around “There is a big advantage to us not being exclusively tied to any a few over the years. one manufacturer,” he said. “All manufacturing companies have “We have seen our share of difficult times,” Tracey said. “In the their strengths and weaknesses. We have had the luxury of doing late 1970s and early 1980s, interest rates were in the range of 20

TRE’s PSRs and parts representatives undergo a continuous training process so that they can handle any and all parts needs.

TRE’s showroom and parts counter at the Syracuse, N.Y., headquarters.

Syracuse’s service center is one of the largest in New York State and is now better equipped to service its customers than ever before.

percent. It took some real creativity to sell equipment at a 20 percent interest rate.” “In comparison, the last recession was the company’s biggest challenge”, said Tracey. “We had just lost one of our biggest suppliers, Ingersoll Rand in 2007, and were adjusting our business model to deal with that, and then the bottom fell out of the entire industry,” he said. “At about the same time, Daimler announced that they were discontinuing the Sterling truck line and we had over a hundred trucks in stock that dramatically decreased in value and desirability as

soon as the word got out.” Making matters even worse, TRE’s primary lender announced that it was getting out of the industry completely and in the throes of the country’s worst recession, Tracey had to find a new lending institution. “We made careful cuts, we drew closer to our customers, and we became more efficient, because of that we have emerged stronger than ever,” he said. Emerging stronger than ever meant not only taking on new lines, but also achieving Freightliner’s Elite Support status.

TRE’s service managers have worked hard to meet or exceed the vigorous demands of Freightliner’s Elite Support program. (L-R): Bob Knittel and Bob Coon, both service managers; and Rodney Gorzka, truck shop service manager.

Upstate New York receives some of the state’s highest snowfall totals and the state municipalities have long depended on TRE to put together the right package of heavy-duty trucks and high-volume snow removal equipment.

TRE — A One-Stop Rental Company Tracey Road Equipment’ s rental department offers the newest and most diverse fleet in upstate New York, according to Greg Hulslander, TRE Rental Manager. “ Through our product lines of Liebherr, Kobelco, Kawasaki-KCM, Hyundai, Terex, New Holland, Sakai and Bell, we offer construction equipment to meet your job deadlines,” he said. “ Our specialty products from Roadtec, Rubble Master, Doppstadt, LaBounty, Alamo and Carlton assure that we are your one-stop source for every project. We rent only what we sell and factory-trained technicians maintain our rental fleet because we know time is our customer’ s most valuable asset.” TRE also offers transportation of rental pieces to wherever a project takes their customers, utilizing its own fleet of Western Star trucks equipped with Rogers or Etnyre lowboy trailers and rollbacks.

Syracuse’s spacious customer lounge includes video games, vending machines, a flat screen TV and full Internet access.

about. Seeing his family get involved in the business during this time is among those things. “It’s been great getting my family involved in our business,” he said. “My daughter, Jennifer, has been involved in the company for about 20 years. Today, she heads up our entire human resources department. With 250 employees, that’s a huge responsibility that I don’t have to deal with. My daughter, Christine, and her husband, Raj, head up our marketing division. They have made great advancements in how we communicate to our customers and get our story out. They have built our website which currently receives over 15,000 visitors a month and has expanded our social media presence. I believe as a result of their efforts we have an advantage over other dealers.” This also has led them to start their own separate company, ADI Agency, where they help other dealers with their marketing efforts, loyalty programs, and offer extended warranties for both new and used equipment. CEG

“ Whether you need a machine by the day, by the week, by the month, or by the job, the TRE rental experts have the best machines and rental options for you,” said Hulslander. CEG “Elite Support has taken our company from a good product support and service company to an excellent one,” Tracey said. “We have identified policies and procedures from the Freightliner process that we have incorporated across the board, and our customers can see the difference. I have been very proud of our employees through this process. At first, no one likes change, but our employees saw the benefits of the change and have embraced it.” After 40 years in business, Jerry Tracey has a lot to be proud

Parts and Service - the Key to Success According to Kevin Williamson, General Parts Manager of Tracey Road Equipment, “A part of continuous improvement is always moving forward. If we are standing still we are falling behind.” It’s this philosophy that explains why Williamson has succeeded (and helped TRE succeed) since he joined the company in 1996. Williamson’s first job at TRE was at the parts counter of the Syracuse branch. In 2001, he was promoted to the Parts Manager of the Syracuse branch and in 2010, he became the General Parts Manager for all the company’s locations. Under Williamson’s guidance, many big changes have occurred in how TRE manages its parts business. In 2010, six Product Support Representatives were added with the specific responsibility to visit customers and provide them with an understanding of all of the parts available from TRE. This includes parts for the equipment that they have purchased from TRE as

well as many other brands of equipment. Parts counter personnel was also expanded to better serve the customer. Currently, among TRE’s five locations there are 23 fully trained parts representatives. At one time, each parts counter representative processed his or her own orders. To streamline the process, there is now a purchasing department with four people who process all orders, transfers and returns. This system gives the parts counter representatives more time to spend with the customer, answering questions and ensuring that exactly the right part is ordered. Ten parts delivery trucks have been put on the road to serve customers’ needs and to expedite deliveries. In an evolving progression to better serve the needs of customers and to adapt to the way the customer wants to do business, TRE has developed an online parts store, allowing customers to order parts from the convenience of their office and have them shipped directly to their businesses. This service is available at

What Is Freightliner Elite Support? Freightliner wants no secrets or surprises when it comes to customer service and support. The Portland, Oregon-based truck manufacturer endeavors to make every customer support experience a positive and consistent one, regardless of which Freightliner dealer they receive it from. Freightliner defines Elite Support as “ a collaborative effort between Freightliner and its truck dealers focused on improving the customer experience.” Through an extensive certification process, Tracey Road Equipment, a Freightliner and Western Star dealer, has achieved Elite Support status at four of its five locations (Syracuse, Rochester, Watertown and Binghamton) and is in the process of achieving Elite Support status at its Albany branch.

In general, Elite Support is designed to provide rapid diagnosis, responsive turnaround time, consistent communication, robust parts availability, and superb customer service — all provided by highly trained staff. It is a continuous improvement program that delivers superior customer service, in a consistent manner and at a good value. This includes everything from express assessment, which ensures that the dealer will communicate with its service customers in two hours or less, to mission critical stocking of parts to limit downtime. Customer feedback is welcome through surveys to help serve customers more effectively. For more information, visit www.freightlinertrucks.com/. CEG

Managing Equipment Diversity One of TRE’s biggest advantages in the marketplace is its equipment diversity, according to Williamson. “We’re a one-stop shop dealer. We offer not only trucks and construction equipment, but also municipal equipment, truck bodies, compact equipment, arborist and paving equipment and unique attachments for any application. Unlike anyone else, we have everything for everyone,” he said.

www.shop.traceyroad.com. In order to reward loyal customers, TRE has implemented a rewards program for Tracey customers (www.traceyroad.com/rewards) where customers earn cash to use at any one of TRE’s five locations.

TRE Invests in Communication Williamson knows communication is vital. “We have just made a major investment in technology that will help with our communication to our customers and keep us moving forward,” said Williamson. “Companywide, we have put in place a Cisco phone and conferencing system.” “This new system is going a long way to help us better support our customers,” he said. “Every call that comes in gets electronically logged. If calls get backed up, the individual who has been on hold the longest is first in line. For each department, all calls are routed to a manager; if the manager is tied up, the call is immediately routed back to the operator. And if a customer calls a specific person at TRE and he or she is not at his or her desk, the system transfers the call to that person’s cell phone, letting them know who is trying to reach them. This dramatically improves our employee accessibility.” TRE also has made a significant investment in CRM software that will better equip staff when communicating to the customer. “This program, called Salesforce, will have all of our customer data available to our staff, so that they will know what the customers owns, what kind of work they do, and some of the history of their machines so that our The new phone and video conferencing system is improving how TRE people are ideally equipped to address their needs,” communicates with its customers, and how the company communicates Williamson said. customer needs to its employees.

Freightliner Elite Support — A Crowning Achievement One of the proudest accolades TRE has earned is its Elite Support Status from Freightliner. Raj Julka began the certification process in 2012 in the Syracuse location. As the initial CIC, Julka worked with every facet of the company to help the team achieve its first company-wide certification, as well as becoming the first NYS dealer to do so. “It was a challenge getting everyone on board,” said Julka. “We found that once people realized the positive change that was happening, they were eager to be a part of it! I was grateful to work with everyone within TRE to accomplish this.” Christine Julka led the Watertown Branch to its Elite Support Status in 2015. She said her road was met with a lot less obstacles because once the Syracuse location underwent their Kevin Williamson, general parts manager of TRE, stands by one of the compachanges and everyone saw the improvements in ny’s communication stations where employees gather twice each day to “hudthe facility and the efficiency in their jobs, every- dle” and review that day’s objectives and challenges. one was excited to start the process. With Syracuse and Watertown already certified, Kevin Elite Support Throughout TRE Williamson became the Corporate CIC, and has since overseen “To me Elite Support has a lot to do with presentation,” said the certification of both Rochester and Binghamton, with Art Ospelt, Branch Manager of TRE’s Binghamton facility. Albany’s certification in progress. Williamson says that one of “We have changed how we look and the results have surprised his proudest achievements with the company is being named the us. As we started down this road, all of our employees Corporate Continuous Improvement Coordinator. “One of the key elements to the Elite Support program is to help the dealer embraced the concept that we needed everyone on board, from sales and product support, to our shop mechanics. As a result of make better business decisions,” said Williamson. “When a truck driver enters our facility, what happens next is what’s happened here, we take pride in showing our customers key to helping him decide how to make the proper adjustments through the facility, and most of them are surprised to see a to his business while his truck is out of commission,” he said. shop so clean.” “Giving him the information he needs to make those decisions The Binghamton branch has established a set of standards in two hours or less is a vast improvement over what truck fleet that are higher than TRE’s competitors, added Ospelt, and his owners or owner operators have experienced in the past.” team is determined to maintain those standards. But there is even more to it than that. “Express Assessment recognizes that the customer is a busi“Our shops are dramatically cleaner and better organized than ness owner and he has business decisions to make,” said Paul J. they have ever been,” he added. “Our showroom stocks the most commonly needed items with all of the prices clearly marked. Degasperi, Sales Manager of TRE’s Rochester branch. Our tool room is extremely organized. Organization is critical to “Whenever equipment is down, it is impacting a customer’s business. Every minute that he or she sits in the customer giving the customer his two-hour assessment.” All of this ensures that a customer knows exactly what to lounge, they are trying to formulate a plan. We are getting the information they need in their hands within two hours and comexpect when visiting an Elite Support facility municating it to them in a way that answers their questions to Sharing Information complete that plan.” “Every six months, we share a massive amount of data with TRE’s Watertown branch also has made significant improveFreightliner,” Williamson said. “It includes our current parts ments in managing its parts inventory. inventory and exactly what trucks we have worked on over the “Just like our contractor customers, our trucking customer’s past six months, including Freightliner, Western Star, and Detroit entire business stops when his truck stops,” said Vic Natali, Diesel engines. Based on that information, Freightliner analyzes TRE’s branch manager in Watertown. “Expectations are huge the numbers so that they can recommend exactly what adjustto him and we are making every effort to meet those expectaments that we need to make in our parts inventory — and in the tions.” unusual scenario where we do not have the part in stock, Freightliner now guarantees us next morning delivery on any “We need to make continuous improvements and identify part ordered by 4 p.m. As a result, we get nearly 100 percent ful- opportunities to improve the customer experience,” Natali said. fillment.” CEG

TRE Sees Strong Growth Potential in Its Product Lines Scott Collins is the vice president of sales of Tracey Road Equipment and he sees strong growth potential in the equipment lines the company carries — particularly with two recently acquired lines. “Our biggest opportunity at all of our branches, especially Albany, is the Liebherr and Roadtec product lines,” Collins said. “Many of the major contractors who are responsible for much of New York’s road and bridge building and maintenance, along with many of the state’s largest construction projects are located in some of the largest populated cities in upstate NY such as Albany, Rochester and Buffalo.” Both Liebherr and Roadtec are top tier products that TRE can offer to New York State’s top contractors, Collins added. “My background has given me a lot of knowledge and experience in road building and paving products, and Roadtec puts us back in that game once again,” Collins said. “We have done business with asphalt contractors for Scott Collins is vice president of sales of TRE. over 20 years and no longer had a complete product offering to show them, until now. Many of our customers have already owned or do currently own Roadtec equipment, but had have all been designed to give the Liebherr machine optimum performance. The end result is the best fuel economy in its class no servicing dealer.” Traditionally, the Roadtec product has been sold and serviced and the highest hydraulic flow available today.” The Liebherr line also has been vital to TRE’s success in factory direct. “Only a small handful of dealers across the country have been Binghamton. “For the first time in our history, we can satisfy virtually any selected to become Roadtec distributors, and we are proud to be one of them,” Collins said. “Roadtec, along with Trout River, equipment need and Liebherr adds to the mix some of the best Sakai, Freightliner and Etnyre puts us in the position of being able cranes, scrap handlers, loaders, excavators, and crawlers in the to handle any and all of the heavy highway and paving contrac- world,” said Art Ospelt, Binghamton branch manager. “Their tors needs. We are so confident about the quality of the Roadtec technology is advanced beyond anyone else in the market. We equipment that we have put 8-foot and 10-foot pavers, as well as already have a significant number of Liebherr loaders and scrap Roadtec milling machines, in our rental fleet. Roadtec has a sin- handlers in our market, and I believe that population is going to gle focus: to build the best asphalt equipment in the world. From grow significantly.” Rochester has thrived with the Liebherr line, as well. the ground up, including the engine, every aspect of the machine “On the construction side Liebherr is being well accepted,” said is built with the paving contractor in mind by a company that has Paul Degasperi, sales manager of TRE’s Rochester branch. “We many, many years of experience in the asphalt industry.” Liebherr, LaBounty, Rubble Master and Doppstadt also are a have loaded up our rental fleet with Liebherr machines to give great opportunity for TRE to expand its reach in the Albany mar- customers the opportunity to experience their advanced design and engineering, and so far, the customers like what they see. ket, said Collins. “Already some major contractors have added these products to Existing owners of Liebherr equipment are pleased to once again their equipment fleet, including names like Callanan Industries, have a servicing dealer in the area.” And so has TRE’s Watertown facility. Suit-Kote, Union Concrete and Luizzi Paving,” Collins said. “A number of recycling facilities in our area have moved to the “Upstate Shredding has made a major investment in Liebherr and LaBounty. These are premium products designed and engineered Liebherr material handling machines,” said Vic Natali, Watertown branch manager. “We’re very proud of the Liebherr machines, by the world’s foremost experts.” According to Collins, European equipment manufacturers are and we truly believe that they are the best designed and engineered machines on the market. We are just getting started with known for their advanced engineering. “Unlike any other manufacturer, 80 percent of a Liebherr Roadtec, and at least one of our major customers, Suit-Kote, machine is specifically designed and engineered by Liebherr for already has Roadtec equipment in their fleet. TRE is thrilled to be that machine,” he said. “The pumps, cylinders and hydraulics back in the paving and milling equipment business.” CEG

Congratulations Tracey Road Equipment!

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12,000 Square foot shop on 6 acres: • Trailer Repairs • Paint Booth • Power PMI • Fabrication Shop • Sand/Soda Blasting

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7025 Van Buren Road Syracuse, NY 13209 (315) 303-5866

We know that you also need solutions that go beyond over the road units. We have provided many solutions for our customers that most repair shops won’t even look at.

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TRE’s Growing Presence in the Compact Equipment Segment Tracey Road Equipment offers a complete and full line of compact equipment. Over the years, TRE has evolved around the needs of its customers to become a stronger partner and resource to them and their businesses. Scott Thayer is TRE’s Director of Sales of Light Compact Equipment. “Whether it’s a sale, a rental or parts and service, we pride ourselves in helping our customers find the right piece of equipment that works for them,” he said. “With strong manufacturer programs and highly trained personnel, TRE is able to assist our customers with the best financing options the Tracey Road Equipment offers a complete and full line of compact equipment. industry has to offer, and with multiple technicians, customers are back up and running in a timely KCM, Kobelco, Hyundai, Terex and Sakai. “These manufacturers also complement their compact equipment offering with a fashion with limited downtime.” “But it’s not been an easy road to get to this point”, Thayer wide variety of attachments to complete any job large or small,” Thayer said. “We pride ourselves on our equipment diversity and added. “We have been fortunate to become partners with great manu- all that it has to offer our customers base. We are a complete onefacturers in the compact equipment industry to match what our stop shop for all their equipment and trucking needs, which is evident by our growing presence in the compact equipment customers need in the Upstate New York market,” he said. Some of those partners include New Holland, Kawasaki- segment.” CEG

Tracey Road Equipment Looks to Soar With New Airport Division Airports across New York State purchase a wide variety of specialized and some not so specialized equipment, which is why Tracey Road Equipment has created a new Airport Solutions Division. Gary Kogut will lead this new division. Kogut has a broad depth of knowledge and experience in the specific equipment needs of airports, large and small. He has 35 years of experience in airport operations, maintenance, and air traffic control, and spent 12 years with Oshkosh, specifically focusing on products for the airport industry. Kogut plans to merge all this knowledge and experience with the vast array of equipment available from TRE to provide equipment solutions for the industry. “I’m very excited about bringing Gary [Kogut] on board for the start of TRE’s Airport Solutions Division,” said Art Ospelt, branch manager of TRE’s Binghamton facility. “We already have Oshkosh equipment at the Binghamton, Elmira and Ithaca airports, and I expect to see our business with airports grow.”

A TRE Schwarze sweeper is ready for work on an airport Apron.

Elmira Corning Regional Airport/ Bill Degraw photo An Oshkosh HT2926 multi-function unit with a 24-ft. plow and a 20-ft. tracking broom at the Elmira Corning Regional Airport.

Greater Rochester International Airport/ Tim Woolston photo

Syracuse Hancock International Airport/ Tony Geruso photo An Oshkosh Truck is on its way to Syracuse Hancock international Airport.

An Oshkosh truck equipped with a sweeper at the Rochester International Airport.

Kogut is, without question, very well suited for this position. the airport.” “When I walk into an airfield I can immediately relate to the Kogut also is a member of the American Association of Airport needs of our customer,” Kogut said. “In my Executives and serves on their Executive life, I have had some level of involvement in Committee for their annual Snow Symposium. nearly all aspects of airfield operations, includ“I feel it is critical for me to stay current to ing working as an air traffic controller in the be of the utmost assistance to TRE’s cus1970s. Many people don’t realize that there are tomers,” he said. “If an airport has equipment nearly 600 airports in New York State, 23 of needs, I have to be abreast of the most up-towhich are of some significant size.” date requirements and specifications.” Airport equipment needs are federally fundTo fulfill the equipment needs of these cused and because of this, airports must go tomers, Kogut has a large variety of equipment through a very complex bid process to procure available to him through TRE, including equipment, according to Kogut, who presented Oshkosh airport products, such as brooms, a 570-page document that outlines the regulaplows and blowers — all specifically manufactions to accept federal funds to prove it. tured to meet the needs of airports. “In addition to a complex procurement Gary Kogut leads TRE’s new Other equipment available through TRE process, there are many regulations that the air- Airport Solutions Division. He includes Freightliner and Western Star trucks ports must also comply with, including what has 35 years of experience in air- that can be equipped to provide a host of solutypes of chemicals can be used at the airfield, port operations, maintenance, tions; Aquatech vacuum trucks; Schwarze how much time must elapse before those and air traffic control, and spent sweepers; Snow Dragon snow melters; Felling chemicals are cleared, etc.,” he said. “If that’s 12 years with Oshkosh, specifi- trailers; New Holland skid steers; AccuBrine not enough, the FAA mandates specifications cally focusing on products for brine makers; Alamo mowers and TRAXX; for much of the equipment that is to be used at the airport industry. and Hi-Way sander bodies. CEG

Big Changes Under Way in Albany

Jerry Tracey’s wife, Debbie Tracey (C) and daughters, Christine Julka (L) and Jennifer Bartlett, are now partners in the Albany, N.Y., branch.

Keith McGovern is the truck sales representative at TRE’s Albany branch.

policy,” she said. Tracey Road Equipment’s Debbie also is very focused on Albany, N.Y., branch is located at cash flow. 155 Railroad Ave. and is undergo“In this day and age, managing ing widespread renovation and the financial concerns is critical,” improvements. she said. “I am very proud of my “A lot is going on in our Albany family and employees in helping facility,” said Debbie Tracey. “The us build such an incredible busientire facility is continuing to go ness — without all of them this through various phases of facelifts could not have happened.” and improvements. Parking lots Jennifer Bartlett, Jerry and have been repaved; new fencing Debbie’s oldest daughter, has has been put up; as well as awnings and signage to improve the outside TRE’s Albany branch is in the process of upgrading its worked in the family business for facility as the company strives for Freightliner’s Elite nearly 20 years. After graduating look of the facility.” Support status. from The University of Rochester, Cisco video conferencing also has been added, and all phone lines at the Albany branch have been she went to Capital Hill to work for a congressman; she then tied into a master system, which has improved communication returned to her roots and began working for TRE and remains at the company. She is a proud mother of two boys, Sam (age12) and among all of TRE’s branches. Jake (age 9). Today, she is the company’s human resource direcBig Changes in Albany tor. One of the biggest challenges TRE faces is recruiting the right “Management and ownership of the branch is being restruc- people for the right jobs, in particular, finding qualified technitured, too,” said Jerry Tracey. cians — a major challenge not just for TRE, but for all equipment Tracey Freightliner of Albany is no longer solely owned by distributors. Jerry Tracey [President of TRE] — it is now co-owned by his Jennifer assists with getting technicians hired, but also is wife, Debbie Tracey, and daughters, Jennifer and Christine. responsible for coordinating their ongoing education and training Debbie Tracey, Vice President of TRE and now President of process. As each manufacturer releases new makes and models of Tracey Freightliner of Albany, has been part of Tracey Road equipment, technicians must learn every new aspect and nuance Equipment since the onset and has helped build the company to of their repair and maintenance. one of the largest truck and construction corporations in the Christine Julka, Jerry and Debbie’s youngest daughter, graduNortheast. ated with a double major in Marketing and International Business Debbie has worked in every facet of the company from the from Villanova University and an MBA with a concentration in accounting department’s receivable and payable to checking time Marketing from Drexel University and has worked with the comand efficiencies on jobs. She also does in-house payroll for all pany for more than a decade. After working as a financial consultemployees, which currently number more than 250. ant in Boston, both she and her husband, Raj, moved back to “I like to be involved in what my employees do and they know Syracuse and developed TRE’s marketing department. Jerry has they can come to me anytime. I have always had an open door always recognized that effective and cutting edge marketing is

and will be a critical part of any growing company, but especially for TRE. Raj and Christine were both tasked to make the company’s marketing presence more robust and wider reaching. Using the latest advances in technology, the company’s website (www.traceyroad.com) boasts over 15,000 page visits per month, a great leap from the 100 per month it had been receiving. The company engages with website visitors by using Inbound Marketing strategies to generate and convert leads on a daily basis for the sales, service, parts as well as rental departments. Now, with a team of 4, the department is responsible for the design and upkeep of over 3,500 site pages, the company’s blog “This Week’s Dirt”, downloadable guides and whitepapers, as well as the social media profiles that TRE maintains. In addition to the above, the department also developed and implemented a rewards program specifically for Tracey Road’s loyal customers. The department’s most recent endeavor is the newly showcased online parts store, which is continuously expanding and improving to remain competitive within the industry (www.shop.traceyroad.com). Both Christine and Raj have been able to turn their successes with TRE into a product offering for other dealers and OEM’s looking to boost their digital marketing and leads, by establishing ADI Agency. ADI Agency also offers extended protection plans/warranties for new and used equipment for the industry worldwide. Christine and Raj are proud parents to their 5 years old son, Nathan. Debbie, Jennifer and Christine are confident and excited about their new role as partners at the Albany facility. Their combined talents have given them hands-on experience in dealing with all aspects of day-to-day operations. They feel their presence in Albany will help bring that location to an even greater level of performance.

The Albany branch’s parts department is fully trained to handle all commercial truck, municipal, and construction equipment needs.

The Albany, N.Y., facility is well on its way to receiving Freightliner’s Elite Support status. A visit to the Albany facility already reveals a clean and well organized shop.

What Albany Has to Offer Customers Keith McGovern is the Truck Sales Specialist at the Albany Branch. Currently, the company’s Albany branch is the only one of the five branches that has not yet achieved Freightliner’s Elite Support status, but that will soon change, according to McGovern. “We are deep in the throes of getting certified and we expect to be certified very soon.” “The Freightliner and Western Luke Wheeler is the field service conStar products have done very well Albany struction technician. here in the Albany market,” McGovern said. “Major fleet owners, owner operators, and many of the area’s largest customers are using Western Star and Freightliner in their fleets. Major inroads have been made in the municipal market with packages being sold to NYSDOT and the NYS Thruway Authority. For counties, towns and villages, we have done very well piggybacking off of the Onondaga and Oneida County contracts and we have a number of items currently listed on NJPA.” CEG

A TRE technician at the Albany, N.Y., branch repairs a Trout River asphalt trailer that had been sold to Callanan Industries.

TRE invests in an extensive training program, which keeps all of its technicians upto-date and factory trained.

Tracey Road’s Westernmost New York Branch — Rochester

The Rochester facility has met the stringent requirements to achieve Freightliner Elite Support status.

Tracey Road Equipment’s westernmost branch is in Rochester, N.Y, located at 300 Middle Road in Henrietta, N.Y. There, the company serves customers not just in Rochester and the surrounding area, but also customers west to Buffalo, N.Y., and south to the Pennsylvania border. Kathy Fedison is the office manager of the Rochester facility and she explained how Elite Support and Freightliner Express Assessment are positively impacting her branch. “Over the past several years, the staff of the Rochester branch has put its goals on paper and is systematically achieving those goals,” she said. “We have made major improvements in the customer experience here in Rochester and we have conducted the customer surveys that support that statement.” “Our customers are telling us that we are on spot with our equipment diagnosis, and we have the parts available to get them on the road again. The express assessment bay in our shop is getting our customers the answers they need about repairing their equipment within two hours. While they are waiting, they can enjoy a comfortable lounge with refreshments, a television to watch, and computer workstations set up with internet access. Also, our showroom is more attractive and user friendly.”

The showroom at the Rochester facility allows customers to comfortably browse accessories for equipment.

Elite Support and when customers walk into our business, they know exactly what to expect. If the customer needs parts, he or she knows that we most likely have the parts in stock and if we do not, they know that we will have the part the next morning.” Paul also mentioned the fact that the Rochester branch is growing both the truck and equipment with the addition of new product lines. In addition to Freightliner, we also offer Western Star, Oshkosh, Liebherr, Kobelco, Kawasaki-KCM, Bell Trucks, Sakai, Rubble Master, Doppstadt, Terex, Trout River, Felling, Rogers, Etnyre, Broce Brooms, Schwarze sweepers, Aquatech, and a host of attachments and accessories to meet every need. The Rochester branch also is very proud to represent Roadtec in western New York. Roadtec products include pavers, milling machines, reclaimers and material transfer vehicles. “We have major paving and road building customers in the area and are excited to promote this line to them,” said Degasperi. Freightliner and Western Star provides TRE the right combination of trucks to fill the needs of its over-the-road trucking companies, as well as its vocational and municipal customers. “Municipalities appreciate the fact that Western Star trucks are built to their specifications,” said Degasperi. “No two municipalities have exactly the same needs due to their large variety of applications. Add to it the benefits of Freightliner’s Elite Support, we now have become the first choice for many western New York highway departments. Some highway departments are looking for direction in exactly how their trucks should be spec’d out to accomplish their diverse set of objectives and they know that TRE has the experience and knowledge that they are looking for.”

Getting Information to Customers Quickly Paul J. Degasperi, sales manager, said the company takes great measures in providing a superior customer experience. “Take a look inside the shop … everything has a place and everything is in its place,” he said. “Our shop is clean and our technicians take pride in the work that they are doing. For our trucking customers, Freightliner has done a great job promoting

TRE’s Rochester, N.Y., facility.

Listening to Customers Dan Frisch is the parts and service manager of the Rochester location. “Our parts and service department staff focus on customer service - communicating effectively, quickly and continuously to the customer. Many of our customers, in particular our truck customers, do not work 8 to 5 so we run two shifts in Rochester and offer shop hours from 6 a.m. to 11 p.m. It’s all about customer service and support,” he said. The Freightliner dedicated Relationships are critical in Express Assessment bay equipment dealer business, added The parts counter at the Rochester facility has nearly every provides Freightliner cusFrisch. tomers two-hour repair part needed in stock. assessments, with or with“Everyone from the person at the parts counter to the technician tomer back to the shop and out an appointment. servicing your machine needs to understand that this business is implement any needed changes. built on relationships,” he said. “They need to know how to build We have met and exceeded new relationships and maintain existing ones. One of my first many of our goals and achieved our Freightliner Elite Support staobjectives was to go out and meet with our customers and listen tus. We are listening to our customers needs’ and getting very posto their needs. Then I would take what I learned from our cus- itive feedback.” CEG

Paul Degasperi is the sales manager of the Rochester branch.

Dan Frisch is the parts and service manager of the Rochester facility.

Kathy Fedison is the office manager of TRE’s Rochester, N.Y., facility.

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Tracey Road Equipment in Binghamton

The truck service bays at the TRE Binghamton facility are clean, clear, and well organized, even to the extent that petroleum drip stains are cleaned up in each bay immediately following each service.

Tracey Road Equipment’s Binghamton, N.Y., branch is located at Route 11 North in Kirkwood. Art Ospelt is the branch manager of the company’s Binghamton facility, and he is one of TRE’s longest tenured employees, starting with the company 33 years ago as an Etnyre specialist. His focus, at that time, was the company’s paving line that included pavers, chippers and spreaders. Over time, he also served as specialist for various product lines. In 1984, Jerry Tracey asked him to consider relocating to Binghamton, N.Y., to head up what would become the company’s first branch there. That branch, which then had three employees, today has 26. “Our Binghamton branch today is bigger than what all

This feature of the TRE Binghamton facility allows technicians easy access to the underside of a vehicle, reducing the level of physical stress for the technicians.

Dedicated service bays for construction equipment assures that the unique tools of servicing earthmoving equipment are readily available to the technicians.

of TRE was when I started with them 33 years ago,” Ospelt said. The southern tier of New York and northeastern region of Pennsylvania is a very diverse market, making it a perfect match for the wide variety of equipment available from TRE. “Upstate Shredding, one of the largest scrap processing plants, is headquartered here,” said Ospelt. “They are using Kobelco excavators, Kawasaki-KCM loaders, Liebherr material handlers, Broce brooms, LaBounty shears and grapples and they run Freightliner and Western Star trucks in their fleet.” And just a few miles from the Binghamton branch is a hub for natural gas harvesting. “We have rented and sold over a hundred machines in that area, including New Holland skid steers and backhoes, Kobelco and Hyundai excavators, Kawasaki-KCM and Hyundai loaders, Terex and Bell articulated trucks, and Freightliner trucks equipped with water tanks,” Ospelt said. “That market has slowed down recently, but it will return when gas prices start moving upwards again. Meanwhile, we still have a lot of machines on the pipelines that are being built to transport the harvested gas.” Ospelt added that in the past, the Binghamton branch has done a good amount of business with Pennsylvania DOT, including Hyundai excavators and loaders and Broce brooms. Ospelt is understandably proud of what his facility has accomplished, Art Ospelt, branch manager of TRE’s Binghamton, N.Y., especially with achieving facility brings 33 years of experience to the table. Freightliner’s Elite Support status.

TRE’s Binghamton, N.Y., facility is located at Route 11 north in Kirkwood.

“Our customers have important decisions to make that impact their businesses and we need to relay the information we gather as accurately and quickly as possible and Elite Support helps us do that,” Ospelt said. “We are proud to say that we have been recertified by Freightliner three times. Jerry and Debbie Tracey have invested a considerable amount of money into facility upgrades. We painted, refinished, restriped and organized our shop, and updated our showroom. We went above and beyond the standards set by Freightliner’s Elite Support.”

John Abbott (L), Service Writer, and Nick Skiba, Service Manager, at the TRE Binghamton facility.

Roadtec, Liebherr Equipment Lines According to Ospelt, acquiring the Roadtec line has been key to the Binghamton branch’s growth. “Up until a few years ago, TRE owned upstate New York’s road building business with the Ingersoll-Rand account and as we all know, that went away,” he said. “We still have deep inroads with those same customers, but we’ve only been able to serve them with their excavating and trucking needs. Roadtec, combined with Sakai TRE’s spacious, well organized, and clearly compaction, and along with Rubble Master mate- identified showroom in Binghamton, N.Y. rial processors, makes us once again a one-stop shop for paving and road building customers. And unlike anyone ways of purchasing and for many, NJPA is the answer. We else, we will rent or lease virtually anything that we sell.” are encouraging our cusIn Binghamton, TRE has a strong municipal market. “We have equipment on the Onondaga and Oneida County tomers to join NJPA and contracts that can be piggybacked as well as a significant amount HGACBUY, and educating of equipment with NJPA,” Ospelt said. “Our sales staff calls on them on the benefits of these municipalities every single day. The situation with OGS has pre-bid programs.” CEG forced many of our municipal customers to look for alternative

Art Ospelt explains the huddle process and team communication that happens each day in front of the communication board, which is posted in the service area of the TRE Binghamton facility.

TRE’s Binghamton parts department is proud of its 90 percent parts in-stock fulfillment rate, with the assurance that nearly any part not in stock is available for next-day delivery.

A Diverse Customer Base in Watertown Approximately 65 miles north of Syracuse on Interstate 81 is Watertown, N.Y., and the North Country branch of Tracey Road Equipment. This location represents Freightliner trucks, as well as all of the earthmoving and road building equipment offered by TRE. Vic Natali is the branch manager of TRE’s Watertown facility. Natali has been with the company for six years and has deep ties to the Watertown area. From this branch, TRE services six counties: Jefferson, Lewis, St. Lawrence, Franklin, Essex and Clinton. A largely rural area, this location has a very diverse customer base that includes municipalities, typically small to mid-sized contractors, landscapers and farms. “This area at one time had literally thousands of dairy farms,” said Natali. “Through consolidation, that number has changed dra- TRE’s Watertown facility — where employees and their customers are experiencing matically. The end result has been a number the benefits of a clean, well-organized customer-friendly facility. of very large commercial dairy farms, as well as many of the smaller family farms that have managed to survive. These commercial farms have become good customers to us, particularly with New Holland skid steers and Hyundai loaders. New Holland has a great history with farmers and Hyundai loaders have proven to be a very reliable, economical loader that fits commercial farmers’ needs very well.”

TRE’s newly redecorated and spacious showroom and parts counter at its Watertown facility.

One of the Oshkosh Humvee’s from Fort Drum gets a taste of Tracey Road’s outstanding support.

John Delong, parts manager at the Watertown facility of TRE.

TRE’s Watertown, N.Y., facility.

Watertown and Elite Support Achieving Elite Support recognition from Freightliner has been an instrumental accomplishment for TRE and its Watertown branch. “We had to meet a lot of extensive criteria to achieve it, but the end result has been a much improved customer experience,” said Natali. “For our customers, the most significant benefit for them, in my opinion, is that they’ll know within two hours of reaching our yard that their truck will receive a complete diagnosis with or without an appointment.” And that’s just one of 128 total criteria that the company’s Watertown branch has to meet and maintain— and, according to Natali, a branch could lose Elite Support status by coming up short in any one of the criteria.

Ericka Natali, service advisor at TRE’s Watertown facility.

Vic Natali, construction sales representative and branch manager of TRE’s Watertown, N.Y., facility.

James Frederick Sprague, TRE’s shop foreman, with 15 years of experience.

done. We give the customer a written evaluation of the necessary repairs and cost, and then explain their options.” Ericka Natali added that the Watertown branch has embraced the “5S” principles to maintain a level of excellence. These principles are: • Sort — Separate the essential from the non-essential • Set in Order — arrange and label for easy access • Shine — clean and inspect work area; • Standardize — standardize practices in work area • Sustain — Perform 5S process on an on-going basis CEG

Other Equipment Lines in Watertown The Watertown branch also carries other lines, including Roadtec, Liebherr, Rubble Master, Doppstadt, Kawasaki, Kobelco, Hyundai, Sakai, Bell Trucks, Trout River, Rogers, Aquatech, Broce Brooms, Schwarze, Etnyre, LaBounty, Terex, Felling Trailers and Western Star and Oshkosh trucks. Improving Communication Among the most visible changes at our facility is that our customers are getting their trucks and equipment back up and running more quickly — and that’s due to what the branch has done with improving communication, according to Ericka Natali, Service Advisor at the Watertown facility. “To me, communication is the key to what we have

A Conversation With TRE’s General Service Manager Toby Hann is the general service manager of Tracey Road Equipment and is responsible for everything the company sells — trucks and construction equipment. He is especially proud of the vast diversity of the equipment sold by TRE and its ability to service all of it. “For the truck customer, we are a truly unique operation,” said Hann. “There are not many places that you can go and purchase your truck and at the same place of business have the fabrication done for your truck body. We install sanders, dump bodies, plows … you name it. If customers ever have a problem, they can bring it back to us to have any aspect of it repaired. If the body of the truck is ever damaged, we have a complete body and paint shop that is equipped with state-of-the-art technolo-

Toby Hann is the general service manager of TRE and is responsible for everything the company sells —trucks and construction equipment.

TRE’s municipal customers have long appreciated the convenience of being able to take their trucks and truck bodies to a single source for repair and maintenance.

TRE’s shop is equipped with some of the most advanced technological diagnostic equipment available.

gy. For our contractor customers, once you buy your equipment you will probably never need to take it anywhere else.” Hann added that TRE can do line boring and bushing replacements when attachments and couplers start to wear out. “Our fabricators are trained on how to fix cracked booms and how to rebuild hydraulic shears,” he said. “I believe we have a hydraulics department that is second to none. Our hydraulics cylinder and pump technician, Harold Horning, has been doing this for 30 years. He hasn’t seen a pump or a cylinder that he cannot repair or rebuild. If he can’t find the parts necessary, he will build them. Harold takes pride that a customer can bring him a totally trashed cylinder and he will make it as good as new.” TRE has invested heavily in its hydraulic hose and coupling facility. “We have hoses that are rated to handle up to 6,500 pounds, along with an incredible fitting inventory,” Hann said. “We’ve cross-trained many employees to make hoses. The chances are if you walk in to any of our locations with a

This Mack truck is receiving a makeover in TRE’s state-of-the-art paint booth.

TRE has hydraulic hoses and couplings to get customers back up and running in no time.

hose need, you can leave with what you were looking for.” TRE, unlike other shops, Hann said, is willing to work on nearly any make or model of trucks or equipment. “Our technicians have had to develop tremendous diversity skills to handle the wide assortment of machines that we sell,” he said. “We are not intimidated to work on your ‘Brand X.’” CEG

TRE has led the area in hydraulic attachment sales with LaBounty and has all of the tooling and expertise necessary to service or rebuild nearly any make or model.

Sometimes the right part for a repair cannot be bought, it has to be created. TRE's technicians and fabrication shop are trained in a range of skills to solve any problem.

TRE is well equipped to handle all cylinder repairs.

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Tom Collins Returns to Tracey Road Equipment Tracey Road Equipment recently announced the return of Tom Collins to its organization, naming him corporate used equipment manager. “We are very pleased to once again have the opportunity to work with Tom [Collins],” said Jerry Tracey. “He served us faithfully a decade ago as our general manager and left to pursue Tom Collins has returned to another opportunity. Tom has equipment manager. spent virtually his entire working career selling construction equipment and managing equipment dealerships. At TRE, we represent a very large variety of manufacturers and someone like Tom, who has had a lot of exposure to many different brands of equipment, will be a very valuable resource to us.”

As corporate Used Equipment Manager at TRE, Collins will not only be establishing fair market value for trade-ins, but he will also be actively purchasing used equipment from across the globe. “Right now, there are a lot of opportunities in the used equipment market,” Collins said. TRE as its corporate used “Our goal at TRE is to provide competitively priced, quality equipment that is in demand in the territories covered by our five branches. This will include a diverse lineup of equipment from different manufacturers with a wide range of pricing to fit any budget. Retail financing and extended warranty programs will be available to simplify the acquisition.” CEG

Rubble Master, New Paving and Aggregate Products Join Tracey Road To round out its Paving and Road Building Division, Tracey Road Equipment has added Rubble Master portable crushing and Doppstadt screening products. Rubble Master offers a range of top-quality, high-performance products for recycling, demolition, quarry and contracting applications. In today’s market, contractors that are involved in any type of milling and recycling typically have or need to have a portable crusher in their equipment fleet. “We are very excited about adding Rubble Master to our list of suppliers,” said Dick Dick Ridings is TRE’s director of sales Wade Marvin is TRE’s new paving and Ridings, Director of Sales and Leasing. “The and leasing. aggregate specialist. Rubble Master portable impact crusher has a number of features that make it ideally suited for asphalt “When the job is complete, it goes on to the next project in a recycling, along with a number of other applications. This is a single truckload.” TRE also has announced the addition of Wade Marvin to its new product line that allows us to provide additional solutions staff as the company’s paving and aggregate specialist. Marvin to our customers’ needs.” “Rubble Master users can set up and tear down in about an has logged thousands of hours working with paving contactors hour, process asphalt or crush stone that can be used for bedding, and aggregate producers in Upstate New York, matching the right making two sized products all in a single pass,” Ridings said. equipment to solve their production challenges. CEG

TRE Veteran Discusses the Company’s Truck Lineup

These Western Star 4700 SB trucks, with McNeilus rear discharge mixers, were recently delivered to Saunders Concrete in Nedrow, N.Y. Saunders currently has more than 20 TRE trucks in its fleet.

Peggy Kip is the Truck Finance Manager of TRE and has been with the company for 25 years.

Dave Holzwarth is the Director of Truck Sales and has been with TRE for 27 years.

Dave Holzwarth, the Director of Truck Sales who has been with Tracey Road Equipment for 27 years, is very proud of Tracey’s truck lineup, which includes Freightliner, Western Star and Oshkosh. “Our truck lines give us the perfect fit for every type of truck owner, whether it be an owner/operator, large over-the-road fleet owner, municipality, or airport,” he said. “Western Star trucks are workhorses — contractors, heavy haulers and municipalities appreciate the trucks’ overbuilt construction. These trucks are engineered to go out there and perform every day in challenging conditions.” Oshkosh trucks are virtually tanks, made by one of the oldest

names in the industry (In fact, military trucks are what Oshkosh is best known for.) With the extreme snow conditions in parts of Upstate New York, these trucks have been used for many years by municipalities in the hard-hit, lake-effect snow areas, and many airports in the state use Oshkosh trucks to keep flights moving, even during the worst of snowstorms. Freightliner is the world leader in over-the-road trucks sales, and its Detroit engines are the most reliable on the market. Freightliner offers its owners the lowest total cost of ownership of any truck on the market today. Companies in New York State, such as Gypsum Express, National Grid and Raymour & Flanigan, have made Freightliner their first choice for their fleet.

“After the sale, TRE offers the best support available anywhere,” said Holzwarth. “We are literally a one stop shop,” he said. “Under one roof we can give our customers all the attachments they could ever wish for, custom hydraulic builds and repairs, and a body and paint shop that is second to none.” Peggy Kip is the Truck Finance Manager of TRE and has been with the company for 25 years. Kip and her dedicated staff work with customers to identify their business goals and develop a financial solution to help meet their needs. TRE has partnered with Daimler Truck Financial, a renowned financial lender that knows the truck industry inside and out, as well as what TRE’s customers need, whether they are a commercial entity or a

municipality. “TRE is able to offer our commercial customers several options from retail loans to modified TRAC leases,” Kip said. “TRE’s municipal customers are able to lease their truck purchases with different options, such as advance or arrears payments. For example, if a municipality chooses the arrears option, they take delivery of the equipment and they won’t need to make a payment for a year. They offer competitive rates, multiple options and streamlined documentation to make it easy to meet all of our customers’ needs.” “Here at TRE, we also assist our customers with title work, apportion plates and permitting. We go the extra mile to ensure that our customers are able to get their truck on the road as soon as possible,” Kip said. CEG

Municipal Truck Sales at TRE As the Municipal Truck Sales Manager of Tracey Road Equipment, Brendan Geiss oversees the sales of all medium- and heavy-duty trucks, through all five of the company’s branches, to government entities throughout the entire state of New York. TRE works with all levels of government, from the federal government (Fort Drum) to New York State (NYSDOT, NYS Thruway Authority) to the many counties, towns, cities and villages within the state. Geiss started at TRE in August 2010 as an inside sales representative at the East Syracuse location and became the municipal truck sales manager in October 2011. Since then, he has represented the company, on behalf of its many sales representatives, to its municipal customers throughout the As the Municipal Truck Sales Manager of Tracey Road Equipment, Brendan Geiss oversees the sales of all medium- and heavy-duty trucks to municipalities, through state. all five of the company's branches. “I have also had the distinct pleasure of working with the truck equipment manufacMunicipal sales also have enjoyed success due to the various turers that TRE represents,” said Geiss. “There’s nothing better than seeing our fabrication department install Wausau-Everest, purchasing entities throughout all levels of government. While Hi-Way, and/or Air-Flo plow and/or spreader equipment on our bidding remains a cornerstone of municipal purchasing, TRE also has been a major player on the multi-year contract and/or “piggyFreightliner, Western Star and Oshkosh trucks.” TRE is the only chassis dealer that also installs plow equipment backing” scene. “While TRE has had many successful years selling off of the and dump bodies in New York State, according to Geiss. This provides municipal customers with a complete product and service NYS Office of General Services contracts [recent/current conpartner from chassis to plow truck. The equipment is even paint- tracts with the NYS Thruway Authority and the NYSDOT], we are also in the midst of a sales increase thanks to national purchased on-site in TRE’s full-service body shop. “Most people may only think of plows when it comes to ing contracts in conjunction with local county contracts,” he said. municipal trucks, which is certainly understandable given the “TRE is proud to be an authorized vendor on NJPA, NYS OGS, harsh winter conditions in Upstate New York,” he said. “Plow Onondaga and Oneida County contracts.” “While our hardworking, sales, parts, and factory-certified trucks are only the ‘tip of the iceberg,’ however, when it comes to our products for municipalities. From Schwarze street sweepers service staff is certainly one reason why TRE has enjoyed such a to Hi-Vac’s Aquatech sewer vac/jetter products, TRE has had our successful 40 years working with our municipal customers, our municipal customers’ backs when it comes to the most diverse products’ quality and durability in the face of such adverse weather and road conditions cannot be overlooked,” Geiss said. CEG product lines on the market.”

FINANCIAL STRENGTH AND FLEXIBILITY YOU DESERVE.

SHAWN BUSSARD

Sales Representative P: (412) 889-4047 F: (888) 511-5844 E: sbussard@tcfef.com

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40 YEARS

TRACEY ROAD EQUIPMENT

We’re proud to be your partner. We salute Tracey Road Equipment for 40 years of outstanding service to the construction and mining industries. You can count on Tracey Road Equipment for exceptional service and equipment featuring the Terex Trucks family of articulated and rigid frame trucks. Be sure to visit one of the Tracey Road Equipment locations for all your jobsite solutions.

www.terextrucks.com

www.traceyroad.com

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