CEDMag.com - Category: Business Outlooks
Construction Equipment Distribution magazine is published by the Associated Equipment Distributors, a nonprofit trade association founded in 1919, whose membership is primarily comprised of the leading equipment dealerships and rental companies in the U.S. and Canada. AED membership also includes equipment manufacturers and industry-service firms. CED magazine has been published continuously since 1920. Associated Equipment Distributors
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Contact Kim Phelan at (800) 388-0650 ext. 340.

  • Ones to Watch in Washington  (January 2012)
    By Christian Klein
    Six House freshmen who are making their mark on Capitol Hill while building strong back-home ties to the equipment industry.
  • Oil Pipeline Delay Bad for U.S.  (January 2012)
    By Congressman Ed Royce (R-CA)
    Obama's choice to postpone a decision is clearly election-driven, but the consequences will haunt us far beyond next November.
  • Take the Culture Plunge  (January 2012)
    By Christine Corelli
    Get everyone in the dealership on board for a transformation – here are 12 steps to get you moving in the right direction.
  • Maximizing Technician Efficiency  (June 2011)
    By Troy Ottmer
    Consistent tracking methods as well as careful management of your labor hour inventory can put thousands in service revenue back on the bottom line every month.
  • Of Course There Are Conflicts in Service  (March 2011)
    By Steve Uible
    Before we begin this discussion about conflicts in the service department, just think about this for a minute: The typical service manager takes a lot of calls every day from people who almost always have a problem.
  • The Debate of Our Lifetimes  (March 2011)
    By Toby Mack
    The construction equipment industry is at risk of becoming collateral damage, while a budget-cutting Congress squares off with a suddenly pro-infrastructure administration.
  • The View from Parliament Hill  (March 2011)
    By Christian Klein
    AED begins early steps toward developing a member-driven Government Affairs program for Canada.
  • The Sun Was Shining In Orlando!  (February 2011)
    By Dennis Kruepke
    While Summit attendees expressed improved outlook for 2011, I gave my outlook of AED goals for the year.
  • Profits Anyone?  (February 2011)
    By Garry Bartecki
    AED's new 20 Group program will provide dealers of all sizes with clear direction for rebuilding business.
  • Proactive Planning In the Dry Lending Climate  (January 2011)
    By Rich Moskwa
    As recovery reveals itself slowly, dealers must choose their course wisely amid lingering economic uncertainties and less-than-friendly midmarket credit conditions.
  • Who is Who in the Zoo?  (January 2011)
    By Ron Slee
    As we observe aftermarket trends in the auto industry, seize opportunities to define and position yourself in a cut-throat parts and service marketplace.
  • Revisit Your Use of Resources, All of Them  (January 2011)
    By P.E. MacAllister
    In the pursuit for profitability – and frugality – this year, engage and equip every mind on the team. The results are astounding.
  • Use the New Tax Bill to Your Advantage  (November 2010)
    By Garry Bartecki
    It may sound counterintuitive, but buying a depreciable asset before year’s end may be a solution to the tax liability some dealers and contractors are facing.
  • Want Some More? All You Have to Do is Up-Sell!  (November 2010)
    By Jeffrey Gitomer
    Whether it's equipment sales, rental, or product support, selling may not be a bowl of cherries these days – but the fine art and science of up-selling is a bona fide way to pick off more low-hanging fruit.
  • Win-Win Solutions  (October 2010)
    By Joanne Costin
    Everybody wins with EPG’s protection against unfortunate events.
  • Wake Up and Smell Your Tax Exposure  (October 2010)
    By Garry Bartecki
    Your best defense against a potential double-whammy is to have an expert review your position who knows the specific tax laws that apply to equipment distribution.
  • How is Your New Reality?  (October 2010)
    By Ron Slee
    After a year and a half, let’s have a quick review of the changes.
  • Denny Does D.C.!  (September 2010)
    By Dennis Vander Molen
    This summer, AED Chairman Dennis Vander Molen got a firsthand look at what happens in our nation’s capital.
  • New Law Makes Way for LKE Peace of Mind  (September 2010)
    By Kim Phelan
    Dealers using like-kind exchange as a cash flow strategy will soon be assured of a level playing field among qualified intermediaries, thanks to legislation that will develop federal regulation of the exchange accommodators’ industry.
  • The Looming Dilemma in Education  (August 2010)
    By Ron Slee
    The cultural myth that four-year college is the only path for students has left us lagging in technical skills.
  • House Without a Budget  (August 2010)
    By Congressman Tom Latham (R-IA)
    By choosing to avoid a 2011 budget, the Democrat-dominated House of Representatives is free to proceed down the path of big spending.
  • The Deal Maker  (July 2010)
    By Joanne Costin
    At McCann Industries, dedicated F&I helps seal the deals by providing customers with choices that fit their needs – and often hurried timetables.
  • New Health Care Option Will Cut Your Costs  (July 2010)
    By Garry Bartecki
    Put the captive myths and nay-sayers aside. Consider the facts of a new program for AED, and get a quote – it may be one of the best savings you realize in 2010-2011.
  • Don’t Let a Champion Get Away  (July 2010)
    By Bill & Chris Sitter
    In order to soar in your market, recruit people whose remarkable strengths far exceed any minor lacking skills.
  • A Super-Sized Portion of Uncertainty  (June 2010)
    By Christian A. Klein & Daniel Fisher
    Distributors are slowly recovering from the recession, but uncertainty on every front is making it difficult to plan.
  • The Future is Here, But Are You in It?  (June 2010)
    By Ron Slee
    Technology is now “helping” technicians, and factory-authorized dealers should be leading the charge in bench-marking efficiencies.
  • Sales Cover Lots of Sins  (April 2010)
    By Ron Slee
    But did we really know how much the good markets in the past were hiding from us?
  • Farewell, Tony  (April 2010)
    By Christian Klein
    The construction equipment industry lost a great champion in February with the death of my long-time friend and colleague Tony Obadal.
  • It's Not Easy Sticking to Your Quote  (April 2010)
    By Richard R. Rogoski
    Unless they can see through steel, dealers cannot always diagnose repairs perfectly, but some are tough enough to eat the difference between their quote and actual cost to keep customer relationships and trust intact.
  • The Cost of Goods Not Sold  (April 2010)
    By Albert D. Bates, Ph.D.
    Striking a delicate balance that results in increasing sales volume without simultaneously increasing expense
  • A Rising Star in Safety  (April 2010)
    By Joanne Costin
    Trico Lift takes safety to new heights with a culture that puts the bar above mere compliance.
  • Testing the 31 Percent Solution  (April 2010)
    By Garry Bartecki
    Actual CE dealer data reveals how much you need to cut in order to compensate for lost sales dollars.
  • Turning Point is at Hand  (March 2010)
    By Eli Lustgarten
    Signs emerge of modest upturn, though financing and federal government will play lead roles.
  • Winning at the Public Game  (March 2010)
    By Joanne Costin
    Rocky Mountain Dealerships CEO Matt Campbell talks about life after going public.
  • Forward Thinkers  (February 2010)
    By Joanne Costin
    An eye toward the long term keeps dealers invested in The AED Foundation.
  • Emissions Retrofit 101  (January 2010)
    By Dana Brewster
    Defining the devices that you and your customers need for regulatory compliance on older machines
  • Do You Need a Bank-Covenant Waiver?  (January 2010)
    By Garry Bartecki
    Don’t kiss 2009 goodbye just yet – there’s work to be done with the auditors, and the sooner you get it done, the better.
  • Welcome to the New World  (January 2010)
    By Ron Slee
    It is time for action – time to develop the strategy to thrive not just survive.
  • Cashman Turns Green to Gold  (December 2009)
    By Joanne Costin
    CAT dealer receives LEED-Gold certification for new corporate headquarters.
  • Steps to Take Now  (December 2009)
    By Garry Bartecki
    Do you know how many free resources are available at your finger tips? Small companies, this is critical for you, too!
  • When Things Get Better  (November 2009)
    By Garry Bartecki
    It will be just as important to manage cash flow tightly when growth returns.
  • Five Ways to Succeed in 'The New Realilty'  (November 2009)
    By Ron Slee
    Responding to reader feedback from recent CED ‘Aftermarket’ columns, the author elaborates on his recommendations for aggressive, intentional product support outreach.
  • Pitfalls to Avoid in Employee Termination - Part 2  (November 2009)
    By John Boggs, ESQ.
    Compliant, consistent procedures on performance reviews, disciplinary action and layoffs can prevent disgruntled feelings – which in turn can prevent lawsuits.
  • The Captivating Case for an AED Captive Health Insurance Plan  (November 2009)
    By Kim Phelan
    A Q&A conversation with Veritas Risk Services executives Bob Walsh, executive vice president and partner, and Joe Zamzow, account executive, to explore the "Veritas Insurance Captive for Equipment Dealers," which they’re rolling out for AED members.
  • Ten Ways to Help Employees Adapt to Change  (November 2009)
    By Christine Corelli
    You're making hard choices that are affecting the people in your organization - use these strategies to maintain positive morale.
  • The Great Highway Hold-Up  (September 2009)
    By Christian A. Klein AND Daniel Fisher
    The reauthorization of the federal highway program has enormouspublic safety, economic, and environmental consequences. So why is Congress dragging its feet?
  • The Future of LIFO and the Accounting Impacts of Making a Change  (September 2009)
    By Scott Stafford AND Catherine Fox-Simpson
    LIFO faces threats both domestic and international, and in the event of its demise, dealers using this inventory valuation method must prepare for tax repercussions following different sets of rules.
  • Compensating Family Members in a Family Business  (September 2009)
    By Dana Telford
    Teach and foster an ‘owner’s mentality’ and communicate clear rules that preserve the business as well as fair treatment of both family and nonfamily employees.
  • What Has AED Done For Me Lately?  (September 2009)
    By Christian Klein
    We’re championing numerous pro-business, pro-equipment market issues in Washington, where laws governing your company live or die.
  • Is the Scrap Market Rebounding?  (August 2009)
    By Richard R. Rogoski
    Time will bring better days, but in the meantime, dealers and manufacturers serving this market continue to sell equipment and attachments that improve customer efficiency.
  • Regional Pulse Checks  (August 2009)
    By Matt Phair
    A glance at four markets through the eyes of dealers who are adapting to a changed construction industry.
  • Growing the Business through Training  (August 2009)
    By Mary Sedor
    Stephenson Equipment Inc. uses The AED Foundation’s professional education courses to fulfill its commitment to employees and customers.
  • Drive Machine Sales with Attachments  (July 2009)
    By Mary Sedor
    Attachments manufacturers say opportunities exist for sales despite the grim economy, but dealers have a choice: Either seize the chance to explore new markets, or sit and wait for the upturn.
  • EPM Turns Data into Dollars  (July 2009)
    By Steve Uible and George Wacaser
    Develop a more sophisticated planned maintenance system that slashes customer repair costs and drives revenue into your dealership.
  • Removing the Roadblocks  (July 2009)
    By Mary Sedor and Kim Phelan
    Technicians must jump through many financial hoops to enter the workforce - thanks to dealer generosity and creativity, the leap can be made less painful.
  • Thriving in Challenging Economic Times  (July 2009)
    By Mary Sedor
    A credit card and a handshake were the humble beginnings of now-successful concrete crushing company, Komplet North America, proving that opportunities still exist - even in a tough economy.
  • Two, Maybe Four Quarters  (July 2009)
    By Garry Bartecki
    Predictions and cash flow strategies were streaming. And if you missed it, you'll get another crack at AED's CFO Conference in the fall.
  • Changing the Rules of the Game  (July 2009)
    By Christian Klein
    When it comes to Democrats' efforts to modify employment laws, card check is just the tip of the iceberg.
  • Using Telematics to Make Money  (June 2009)
    By Kim Phelan
    It's time to stop playing Where's Waldo with dozers - and dollars. Dealers discover innovative ways to find lost money, generate new revenue streams and help their customers survive.
  • A Slice of Local Life  (June 2009)
    By Kim Phelan
    CED Editor Kim Phelan visited with four businessmen in Savannah, Ga., who shared their perspectives about market conditions and their own strategies for survival.
  • How Much is Too Much?  (June 2009)
    By Kim Phelan
    No question, some forms of information media can result in information overload, but a daily dose of what you care about isn't such a bad idea.
  • New Lobbyist Joins Washington Staff  (June 2009)
    CED Magazine, June 2009
    AED adds reinforcements to further address numerous threats, opportunities the industry faces on Capitol Hill.
  • Independent Training Simplified  (June 2009)
    CED Magazine, June 2009
    New updates make AEDUniversity's professional continuing education easier, while industry-specific content and guides enable professional education without travel.
  • Customers Can Become Casualties  (June 2009)
    By Garry Bartecki
    Offer these solutions to help your contractor customers achieve profits in the era of bidding wars and negative cash flow.
  • It's Always Darkest at the Bottom  (June 2009)
    By Eli Lustgarten
    U.S. recovery timeline unknown, but expect more months of inventory adjustments as industry scales down to suit reduced construction activity.
  • It Could Happen to You  (April 2009)
    CED Magazine, April 2009
    More than just a bad idea, the card check bill is a 'massive' piece of labor legislation that holds adverse consequences for business owners and employees alike - and it's very near the threshold of passing both houses of Congress.
  • The Talent Crisis  (April 2009)
    By David Semb
    Your mid-level leaders are ready to run your company - into the ground. Post-downturn winners will heed the wake-up call and help ready their next generation of leaders now.
  • Preparing for a Mass Departure  (April 2009)
    By Mary Sedor
    Retiring baby boomers will leave a great void in the workforce. Before your company's most knowledgeable and experienced employees set sail for retirement, plan now how you'll protect those intangible assets and begin raising up your future leaders.
  • Aligning Your Company  (April 2009)
    By Bill & Chris Sitter
    When properly tuned for maximum results in your market, the dealer's people and mission-in-action together drive successful outcomes.
  • Not Your Typical New Equipment Channel  (March 2009)
    By Mary Sedor
    Who's selling new models over the Internet and at auction? Apparently plenty of people, but use of these alternative channels creates a host of issues when new machines travel across territory lines.
  • Get a Grip on Expenses  (March 2009)
    By Rex Collins
    Surviving and even thriving in these tough times is possible - but dealers must take a hard look at everything.
  • Success in Succession Planning  (March 2009)
    By Dana Telford
    It's about so much more than just filling your shoes - use these four key principles to help guide decisions about transferring ownership to the best hands.
  • Take a Look, and Take Your Pick  (March 2009)
    By Bennett Closner
    Dozens of dealer-specific professional products and programs are yours for the choosing from AED and The AED Foundation.
  • Stimulus is Just the Start  (March 2009)
    By Kim Phelan
    It'll take much more to fix the jobless mess and bring lasting recovery. By the way, what are you doing on April 29? 
  • Coming Out of the Abyss  (March 2009)
    By Eli Lustgarten
    Construction equipment, including material handling and mining, will continue to see declines into 2010.
  • What's in Your Tool Box?  (March 2009)
    By Ron Slee
    If cutting costs means cutting professional education for employees, delivering best-in-class services is going to be a challenge.
  • Prescription for Economic Recovery  (March 2009)
    By Rep. Nydia Velazquez (D-NY)
    The current health care cost burden on small business is unsustainable and adversly impacts their ability to hire.
  • Strategic, Long-Term Thinking Pays Off  (February 2009)
    By Mary Sedor
    AED's 2009 Chairman Bennett Closner says that all of his business decisions are based on reaching long-term goals for his dealership, namely achieving 100 years in business.
  • Change is Nothing New to Dealers  (February 2009)
    By Bennett Closner
    AED members have weathered plenty of 'eras,' using our association for communication and direction.
  • Playing the Waiting Game  (February 2009)
    By Richard R. Rogoski
    The recession is putting the brakes on a number of large retail and hotel projects.
  • What If Your Customers Can't Pay You?  (February 2009)
    By Steven Gan, Stellar Risk Services
    In these unprecedented economic times, commercial credit insurance could be an indispensable tool to protect your account receivables and minimize the impact on your company if customer goes bankrupt.
  • Nine Ways to Become More Tech-Friendly  (February 2009)
    Edited excertps from the final report of research conducted by David Pier, Access GE Leader, GE Capital Corporation - America(s), for The AED Foundation
    Research indicates that innovation and communication are needed to improve your service department as well as the long-term recruitment and retention of technicians.
  • Preaching to the Choir  (February 2009)
    By Kim Phelan
    We'll all be blessed if the Power That Be can be persuaded to make the tough calls on adequate infrastructure funding - amen.
  • Learn to Do More with Less  (February 2009)
    By Garry Bartecki
    Big changes are coming, but it's your big chance to become a more efficient operation.
  • The Case for Hiring Maturity  (February 2009)
    By Bill & Chris Sitter
    Many in the 55-plus crowd remain interested in career opportunities - here's why you should be interested in them.
  • The Power of a Name  (February 2009)
    By Christian Klein
    Labor organizations prefer "Free Choice" to the term "Card Check," but here's a reality check on how much freedom this bill offers.
  • Buckle Up: Dealer Simulation  (February 2009)
    CED Magazine, February 2009
    'Test Drive,' a unique business training experience is coming to a city near you.
  • Dump It And Run - for 2010  (January 2009)
    By Kim Phelan
    It's hard to deny that most equipment dealers will have a rough go of 2009 - but before you call it a wash, hang on till mid-year and create opportunities to help customers make money.
  • Trim the Fat on Health Care Costs  (January 2009)
    By Mary Sedor
    Implementing a wellness program has a double-edge benefit: lower costs to you, plus healthier, more productive employees. You decide which is more valuable.
  • 'Test Drive' Provides Instant Experience  (January 2009)
    By Garry Bartecki
    AED presents a realistic simulation program that challenges business strategic thinking for dealer veterans and rookies alike.
  • Connect With Your Lawmakers  (January 2009)
    CED Magazine, January 2009
    AED dealer executives are urged to attend the Government Affairs Conference, a free event in D.C. this April.
  • Raise the Bar for Your Managers  (January 2009)
    CED Magazine, January 2009
    Encourage your managers to join the industry elite through management certification.
  • Rx for an Ailing Economy  (December 2008)
    By Loretta Hall
    Equipment dealers are as anxious as anyone to understand how the economy affects them and what can be done about it.
  • The Art - And Discipline - of Rental  (December 2008)
    By G.C. Skipper
    Segregating rentals from the sales side of the business is the foundation for one dealer's successful formula to generate revenue in a rocky market.
  • Changing the Game  (December 2008)
    By Mary Sedor
    JRB Attachments will introduce four new attachments at AED's CONDEX trade show.
  • Spend the Time to Finish Well  (December 2008)
    By Garry Bartecki
    As you close up '08, familiarize yourself with several changes -  and remember, AED is working in your corner.
  • AED Plans to HIT Hard  (December 2008)
    By Christian Klein
    Next year's highway reauthorization will be the toughest one yet, but we're making sure Congress gets the big picture.
  • Groundwork  (December 2008)
    CED Magazine, December 2008
  • Thinking Out of the Box  (November 2008)
    By Joanne Costin
    International contractor wants dealers to embrace innovation.
  • Where Have All the Statesmen Gone?  (November 2008)
    By Paul Campbell
    The bitter task of cleaning up the credit mess - and the unsavory motives of Congress that got out the mop.
  • Planning Time Again  (November 2008)
    By Garry Bartecki
    Just when you'll need it most, a new management simulation program will head your way in spring of '09.
  • Right-Sizing in Challenging Times  (November 2008)
    By Bill & Chris Sitter
    Let logical method and clear communication be your guides as you evaluate staffing needs in the dealership.
  • Groundwork  (November 2008)
    CED Magazine, November 2008
  • Get the Know Their Mine Fields  (October 2008)
    By Mary Sedor
    Public works fleet managers need dealers who communicate openly, solve problems and keep their word.
  • Beyond the Blackberry  (October 2008)
    By Mary Sedor
    Consider the range of top tech tools your salespeople can use to beat the competition.
  • The Power of Four: Unlocking Generational Synergies  (October 2008)
    By Kim Phelan
    Speaker and humorist Meagan Johnson, famous for her 'Zap the Gap' presentations, tells how employers can thrive by promoting understanding and tolerance among the generations all present in today's workforce.
  • Your Role in a World of Hurt  (October 2008)
    By Garry Bartecki
    For very little cost, you can provide the help contractors desperately need.
  • Union Priorities Aren't So Distant  (October 2008)
    By Christian Klein
    With widespread Democratic muscle, they're striving to secure, organized labor could quickly succeed in pushing the card-check and paycheck fairness bills into law.
  • Your Voice Makes a Difference  (October 2008)
    By Paul Campbell
    Many people are counting on you - elected officials must know how their decisions impact you, your family and your employees.
  • NE1 Ready for a Tech Trek?  (October 2008)
    By Kim Phelan
    YSK (you should know), online customer interaction is the wave of the future.
  • Road Warriors: A Look at Safety, Service and Spending  (September 2008)
    By Loretta Hall
    Contractors and dealers share glimpses into the challenges road construction companies face everyday - and more frequently at night - and the important role dealers play for them.
  • Ready to Hit the Road  (September 2008)
    CED Magazine, September 2008
    The new AED/AED Foundation Field Manager, Glenn Bork, will soon be a familiar face among dealers and tech schools.
  • AED Adds Workforce Partners  (September 2008)
    CED Magazine, September 2008
    The Foundation now has 20 schools across the country that are accredited.
  • New Study Offers Telling Insight on ESA  (September 2008)
    CED Magazine, September 2008
    A new AED-NUCA study shows that the Economic Stimulus Act (ESA) has influenced utility contractors to buy equipment, but more is needed.
  • Value Added Proposition  (September 2008)
    By Garry Bartecki
    Wondering if AED is focused enough on your business? As a matter of fact, it's all about you.
  • Reading the Iced-Tea Leaves  (September 2008)
    By Bernadette Budde, BIPAC Senior Vice President
    With so much still unkonwn about the elections, we ought to be cautious about predictions.
  • Dealers' Rental Operations Characterized by Service, Relationships  (August 2008)
    By Kim Phelan
    Following is a summary of highlights collected from the 2008 AED Rental Round Table. Participants were encouraged to speak their opinions freely and without fear of being quoted; therefore, comments and quotes are not attributed to their sources.
  • The Big Squeeze: Midyear Business Update  (August 2008)
    By Robert Murray, McGraw Hill Construction
    Weakening economy, tight financing put most construction sectors in a vice grip - yet public works still defies the pinch so many are feeling.
  • The Trouble with Technology  (August 2008)
    By Mary Sedor and Kim Phelan
    Machine sophistication poses serious challenges for dealer product support departments. This and many other subjects were addressed during the AED Product Support Round Table.
  • Hot Off the Press  (August 2008)
    By Garry Bartecki
    Begin your worthwhile plunge into the current CODB with a close review of the Trend Analysis.
  • Groundwork  (July 2008)
    CED, July 2008
    Dominate Your Market   
  • The Fuel Factor  (July 2008)
    By Mary Sedor
    Dealers are finding simple solutions to take some of the pain out of the pump.
  • Plan a Management Retreat with Lasting Results  (July 2008)
    By Christine Corelli
    Neither a luxury nor a fluff excuse to play golf, the well organized retreat for your management team has the potential to rejuvenate your people and your business.
  • Agent for Change  (July 2008)
    By Mary Sedor
    Think it's too hard to be heard in Washington or state government? The owner of Yancey Bros. in Atlanta demonstrates that spending time with lawmakers is vital to protecting your customers' businesses as well as your own.
  • The ABCs of Sales Campaigns  (July 2008)
    By Ron Slee
    Thoughtful preparation is critical for success in your parts and service campaigns.
  • Survey: Dealers Hit Hard by Housing  (June 2008)
    By Christian Klein, AED vice president of Government Affairs and Washington counsel
    Findings from the 2008 Government Affairs survey - including a market pulse and dealer legislative priorities - underscore the urgency of AED's policy goals.
  • The Thinking Behind All the Smart Iron  (June 2008)
    By Mary Sedor
    Bringing more than convenience and competitive efficiencies, manufacturers help address a serious industry need with brainy new machines.
  • Safety Checkpoints for the Dealer's Rental Process  (June 2008)
    Provided by Sentry Insurance
    Your customers' safety is your safety. Sentry Insurance, an AED Preferred Provider, offers important steps for protecting operators, the public, your rental fleet and your company.
  • Walking the Fine Line on Payroll Expenses  (June 2008)
    By Dr. Albert D. Bates
    The sales-to-payroll delta is a critical planning tool that demonstrates how controlling the ratio between sales and compensation is even more important to the dealer's bottom line than the rate at which sales grow.
  • Keeping CFOs on Their Toes  (June 2008)
    By Garry Bartecki
    From taxes and accounting to economy, fraud and health care, AED's biannual conference is a lively, productive meeting for dealer peers.
  • Revenge of the Old Economy  (June 2008)
    By Eli Lustgarten
    'Recession or No Recession' is just semantics; the industrial sector will muddle through 2008.
  • Get 'em Involved  (June 2008)
    By Christian Klein
    Building a culture of employee political participation.
  • Mentoring for Managers  (April 2008)
    By Mary Sedor
    Encouraging mentoring relationships can help your younger employees - and managers in particular - become more productive faster, while retaining them longer.
  • One on One with the Chairman  (April 2008)
    By Christian Klein, AED vice president of Government Affairs and Washington counsel, and Virginia Scattergood, AED director of Government Affairs and associate Washington counsel
    House Transportation and Infrastructure Chairman James Oberstar (D-MN) speaks about the nation's infrastructure crisis - and how to solve it.
  • Crisis Management 101  (April 2008)
    By Mary Sedor
    Don't panic - just plan. We walk you through the basics on how to prepare for any emergency situation.
  • One Heck of a Business Tool  (April 2008)
    By Garry Bartecki
    It's that time again, but nothing else comes close to the CODB as a financial analysis partner that really understands what you do, and how your'e doing.
  • Thinking 'Two' Deep  (April 2008)
    By Bill & Chris Sitter
    Viewing candidates with an eye to their future roles is key to succession planning, which will help prevent management gaps in your company.
  • Thinking Out of the Box  (April 2008)
    By Ron Slee
    Who put us in this box in the first place? I want to talk to them.
  • What I Need From a Dealer  (March 2008)
    By Joanne Costin
    The fleet manager for Ryan Inc. Central says he wants to partner with progressive dealers. He also shares other criteria he looks for when choosing who he does business with.
  • Being Prepared is a Choice  (March 2008)
    By Paul Campbell
    Are you and your managers ready to pass the test of these challenging times?
  • Online Auction Firm Lures More Buying Eyes  (March 2008)
    By Kim Phelan
    IronPlanet's Internet auctions have built an international marketplace of 320,000 bidders, and the company is just beginning its global outreach.
  • Information Equals Power, Success  (March 2008)
    By Garry Bartecki
    For the dealer CFO, obtaining the right data is integral to your strategic role of driving company growth and profitability.
  • ImPACt: What It Is, Why it Matters  (March 2008)
    By Christian Klein
    The effect of local dealers coming together to support a congressman or senator is powerful and long-lasting.
  • AED Launching Thousands into Tech Field  (March 2008)
    CED, March 2008
    By 2012, the Foundation's grassroots school partnerships will triple its annual number of graduating skilled service technicians.
  • Getting Out – and Making the Getting Good  (February 2008)
    By Loretta Hall
    You've spent your entire career building a successful company, and now it's time to develop an exit strategy that will be best for your employees, your family, and yourself. That's a whole new challenge.
  • Saving the Life of Your Family Business  (February 2008)
    By Dana Telford
    Building clear policies for governance, merit and transparency will keep the family-owned company healthy, even if symptoms of peril are not yet evident.
  • Who Am I?  (February 2008)
    By Christine Corelli
    I'm either your No. 1 fan or - your worst nightmare. How you treat me will decide which.
  • Now Is the Time  (February 2008)
    Written By: GARRY BARTECKI
    Regardless of your annual sales volume, AED's Cost of Doing Business Report offers direct value tailored to your operationand profitability.
  • Pitfalls of Promoting a Sales Ace  (February 2008)
    By Bill & Chris Sitter
    The very things that make your sales superstar successful could be the same traits that spell disaster in a sales manager's role.
  • Easing the Regulatory Burden  (February 2008)
    By Rep. Brad Ellsworth (D-IN)
    With AED's input and support, a new bill helps protect entrepreneurship.
  • OK, So Which Is It?  (January 2008)
    Written By: GARRY BARTECKI
    Don't panic, but don't relax either - diligence and vigilance are what's in order now.
  • What’s Your Goal, and Is It Enough?  (January 2008)
    By Ron Slee
    There's a lot of catching up to do in parts and service, and the growth you may think is adequate may only be enough to keep you in the game.
  • Celebrating a Century in the CE Industry  (January 2008)
    By Mary Sedor
    Wars, the Depression, manufacturer collapses and M&As are among the storms Bramco has weathered for 100 years - and the company continues to learn, grow and roll with the punches of a temperamental industry.
  • Guide to Inventory Accuracy  (January 2008)
    By Dave Piasecki
    Consider implementing this list of actionable steps that contribute to a better parts inventory system.
  • Be the Branch Manager They Want You to Be  (December 2007)
    Written By Jim Ambrose
    The old ‘open door' policy and a few parties and picnics that you think are creating good communication are not making the grade among staff. For them, it's all about business and authentic leadership.
  • Give Employees What They Want  (December 2007)
    Written By Mary Sedor
    Does ‘happy' have a dollar value? It may be in vogue to say that people are your greatest asset, but when they know you mean it, your bottom line will feel it.
  • Green Dealers Improve Bottom Line  (December 2007)
    Written By Joanne Costin
    Equipment companies also enjoy a cleaner public image as a fringe benefit of their environment-responsible practices.
  • What Can We Learn from Material Handling?  (December 2007)
    Written By Kim Phelan
    Larry O'Neill is the former president and CEO of Patten Industries, a Caterpillar CE dealership serving the Chicago metropolitan region. A year ago, he shifted into the parallel industry of material handling (MH) to become the top executive at Equipment Depot of Illinois, also serving the greater Chicago area with six locations. CED editor Kim Phelan recently spoke with O'Neill to contrast the two distribution industries and highlight some of the MH best practices that could benefit construction equipment dealers.
  • Raising Your Product Support IQ  (December 2007)
    Written By Mary Sedor
    Knowing what your customers need before they do - now that's service. And in today's competitive landscape, it's the kind of edge dealers need to differentiate themselves. Our buyers' guide outlines key features of some new software and technologies available for making the parts and service departments run faster and smarter than ever.
  • Equipment Will Still Need Support in 2008  (December 2007)
    Written By: Ron Slee
    Pundit predictions are plentiful - but one thing we can count on for sure is the opportunity to serve customers even better next year.
  • Bridges to Somewhere  (December 2007)
    Written By: THOMAS J. DONOHUE
    Congress must stop diverting earmarked transportation funds elsewhere.
  • Industrial Fall Update  (November 2007)
    Written By: ELI LUSTGARTEN
    Conditions are still indicative of a two-tier recovery.
  • The People on the Bus  (November 2007)
    Written By: Ron Slee
    Talk to the people who got your business to where it is today.
  • Bad Bill From a Good Congressman  (November 2007)
    AED has a great working relationship with Rep. Jim Oberstar (D-MN), but we're concerned about his Clean Water Restoration Act.
  • Coaching: More than Just a Title  (November 2007)
    Written By Mitch Harper
    Effective coaching in management means building synergy through others, no matter who's on the team.
  • A Salute to Dealers  (November 2007)
    Written By Mary Sedor
    Equipment dealers go above and beyond the 'call of duty' to support their employees on military leave.
  • Can Green Turn Your Bottom Line Black?  (November 2007)
    Written By Joanne Costin
    Dealers who 'get' the green trends can help their customers get more jobs. Watch for our Part 2 focus in December on: dealer operations go green - how resource-saving initiatives can boost your bottom line and your image.
  • Don't Be Left in the Cold  (November 2007)
    Written By Jay Lyon
    Smart, creative strategy - rather than just price slashing - are key to not only surviving but succeeding with rental this winter.
  • All Together Now  (October 2007)
    Written By Mary Sedor
    Building teamwork among your departments means tearing down all barriers to collaboration.
  • What's on Your Mind?  (October 2007)
    Written By Christine Corelli
    Smart execs know when - and how - to ask good questions, and by doing so, frequently unlock the secret to new success.
  • Little Things Add Up  (October 2007)
    Written By: GARRY BARTECKI
    Adding a small percent to gross profit may be easier said than done, but it's well worth the effort.
  • Defining Your Hiring Target  (October 2007)
    Written By: BILL & CHRIS SITTER
    Be careful what you ask for, and ask for what you care about.
  • Profit Planning When the Chips are Down  (September 2007)
    Written By: GARRY BARTECKI
    Are your sales and margins down while operating expenses are up? Here's a little trick we call Financial Engineering.
  • How Well Do You Know Your Customer?  (September 2007)
    Written By Joanne Costin
    Anyone can know equipment specs, and relationship isn't all it takes either - but consulting and strategizing for job efficiency clinches deals and builds loyalty.
  • What's Really Causing the Technician Shortage?  (September 2007)
    Written By Mary Sedor
    Executives on AED's Product Support Round Table say it may be less about the number of technicians and more about an inefficient service department.
  • Peace of Mind: So Close, and Yet So Far Away  (September 2007)
    Written By Kim Phelan
    Dealer-software maker PFW partners with HR and dealer-services giant ADP to introduce a new delivery method to the CE industry - and a novel way to streamline IT throughout all the branches.
  • The Give and Take of QIs  (September 2007)
    Written By Mary Sedor, with contributions by Kim Phelan
    The alleged misconduct of two qualified intermediary groups shouldn't prevent dealers from considering like-kind exchange as an important tax deferral tool.
  • Navigating the Next Bend - Together  (August 2007)
    Compiled By Mary Sedor
    The dealers and manufacturers gathered at AED's Industry Round Table dialogued openly about trust, planning, rental and more.
  • Business Outlook 2007 - Midyear Update  (August 2007)
    Written By Robert Murray, McGraw Hill
    Brawny hotel, school and healthcare construction won't have quite enough muscle to pull totals out of housing's soppy cellar.
  • 2007 Regional Outlook  (August 2007)
    Written By Scott Judy, Eileen Scwartz, Sam Barnes, Craig Barner, Tom Stabile, Lucy Bodilly, Brad Fullmer, Bruce Buckley, Scott Blair, Joe Florkowski
  • Have You Got the Right Fit for Rental?  (August 2007)
    Written By Pam Gruebnau
    Rental-specific software is designed with a spectrum of business tools tailored to this distinct area of your business - without it, you may be short-changing your own operation.
  • 'We're Too Busy for Training'  (August 2007)
    Written By Mary Sedor
    Sound familiar? Whether business is sizzlin' in the summertime or slumping off in a cyclical downturn, it's easy to bump employee training to the backburner - but you're the one who'll get cooked.
  • A Mid-Year Update  (July 2007)
    Written By: GARRY BARTECKI
    What you should know about the economy, LKEs and CFO training.
  • Managing Service Minutes  (July 2007)
    Written By Steve Uible
    A service manager can turn around an entire department by paying attention to details.
  • Optimizing The Interview  (June 2007)
    Written By: BILL & CHRIS SITTER
    A few simple changes in the interview process can improve recruitment.
  • Safe Like-Kind Exchanges  (June 2007)
    Written By: GARRY BARTECKI
    Occasionally, people push the envelope and create a potential problem.
  • Who Invented Equipment Rental?  (June 2007)
    So many construction equipment dealers were renting equipment in 1950, AED published its Fifth Rental Rate Guide.
  • U-Turn On Global Warming  (April 2007)
    It's hard to imagine Congress won't do something on the issue this year.
  • Are You Winning The War?  (April 2007)
    It may be time to reexamine your strategies for recruiting and retaining employees.
  • Technician Incentive Plans Drive Performance  (April 2007)
    CED Magazine, April 2007
    A properly designed and executed technician incentive program will promote happier technicians; happier technicians will result in happier customers; happier customers will drive service revenues and profits.
  • How To Overcome A Sales Slump  (April 2007)
    A decline in sales can make your dealership vulnerable to the competition.
  • Guaranteeing Excellence  (April 2007)
    How do you guarantee your managers have the training needed to deliver an exceptional performance?
  • Entering The Blogosphere  (March 2007)
    What every dealer should know about a marketing tool that's taking business by storm.
  • Non-Performance. Now What?  (March 2007)
    CED Magazine, March 2007
    What to do when one of your sales reps isn't performing up to standards.
  • Ownership Transfer  (March 2007)
    Written By: GARRY BARTECKI
    A lesson from another industry.
  • Who Sells Parts And Service?  (March 2007)
    Written By: Ron Slee
    Hire a product support sales rep for every $1.5 million in parts & service business.
  • Tax Issues You Should Consider  (February 2007)
    Written By: GARRY BARTECKI
    The IRS is looking at 263a adjustments, LIFO and tool reimbursement programs.
  • A More-Challenging Year Ahead  (February 2007)
    Written By: ELI LUSTGARTEN
    Expect modest growth for construction markets as mid-cycle economy unfolds.
  • The Key To Retaining Customers  (February 2007)
    CED Magazine, February 2007
    Customer loyalty and retention is the brass ring nearly everyone is striving to reach.
  • Reduce Your Insurance Claims  (February 2007)
    Written By Sentry Insurance
    The best way to lower claims and their related costs is to establish a safety program.
  • Managing Staff Without Mistakes  (January 2007)
    Some management practices lead to poor morale, low producicity, a stressful work environment, and ultimately customer dissatisfaction.
  • What’s In It For You?  (January 2007)
    Written By: GARRY BARTECKI
    What you get out of your AED membership depends on you.
  • Please Help Me Out  (December 2006)
    Written By: GARRY BARTECKI
    I guarantee it will be worth your time and effort.
  • Alcohol & Drug Testing  (November 2006)
    CED Magazine, November 2006
    What you should know when starting or administering a testing program.
  • It’s That Time Again  (November 2006)
    Written By: GARRY BARTECKI
    Seems like we just finished up 2005's year end, and here we go again.
  • Coalitions  (November 2006)
    One key to success in Washington, D.C.
  • The Dealer Lives  (October 2006)
    Written By: GARRY BARTECKI
    Dealers who adopt a Lean program are sure to be more resilient and less susceptible to market swings.
  • Tips For Techs  (October 2006)
    CED Magazine, October 2006
    Provide field service techs the skills and tools to deliver legendary service.
  • Thinking Outside The Boxes  (September 2006)
    Written By Mary Sedor
    RFID could streamline your dealership operations and increase profitability.
  • Dear Customer, You're Fired  (September 2006)
    CED Magazine, September 2006
    Under what circumstances would you or should you "fire" a customer?
  • Mix of Construction Activity Regroups in 2006  (August 2006)
    Written by Robert Murray, vice president of economic affairs, McGraw Hill Construction
    Slowing single family housing construction will be offset by the upward trend in commercial building.
  • Hire On Enthusiasm  (August 2006)
    CED Magazine, August 2006
    How to pick the perfect candidate for the job.
  • Finance and the Private Company  (August 2006)
    Written By: GARRY BARTECKI
    System, closing and tax issues, new standards, a lack of qualified personnel, SOX
  • Strategic Policy Changes  (July 2006)
    Written By: GARRY BARTECKI
    65% of CEOs will make major changes to their strategic plans in the next 5 years.
  • New Financial Frontiers  (June 2006)
    Written By: GARRY BARTECKI
    Dealers need accurate data faster. AED is developing the solution.
  • Cable Competition  (June 2006)
    Growing equipment markets and promoting free market values
  • Process Management  (June 2006)
    Written By: Ron Slee
    Do your systems and processes support your employees and customers?
  • Continuous Improvement  (April 2006)
    Written By: GARRY BARTECKI
    Will you be prepared to make more profits with fewer sales?
  • Back to Basics  (April 2006)
    Written By: Ron Slee
    The fundamentals of parts and service require consistent performance.
  • Feeling At Home  (March 2006)
    Written By Phil Perry
    How to help "outsiders" fit into your family business.
  • A Day At The Races  (March 2006)
    Reminds us the Romans "got it" when it came to infrastructure.
  • Request for Data  (February 2006)
    Written By: GARRY BARTECKI
    You asked for the CODB earlier and we're going to do our best to get it to you.
  • No Thanks, I'm Not Interested  (February 2006)
    Construction Equipment Distribution, February 2006.
    When you understand your prospects' needs, "no" may be the best answer.
  • Get 2005 Closed  (January 2006)
    Written By: GARRY BARTECKI
    To deal with tax problems you have to make money.
  • AED’s 2005 Victories  (January 2006)
    The "bottom line" impact of the Government Affairs Program
  • Industry Talent Crisis  (January 2006)
    Written by Bill Sitter
    To attract top talent, promote the values of your company and opportunities for growth.
  • 6 Steps To A Drug-Free Workplace  (January 2006)
    Construction Equipment Distribution, January 2006.
    Are drug and alcohol abuse among your employees putting your company at risk?
  • Keeping The Family Business On Track  (January 2006)
    Construction Equipment Distribution, January 2006.
    Family business consultants provide some real-world advice on solving seven common workplace problems.
  • Phew,What A Year!  (December 2005)
    Written By: Ron Slee
    I wonder how many more of these we can stand.
  • And The Beat Goes On  (December 2005)
    Written By: GARRY BARTECKI
    2006 will require faster decision-making with fewer people.
  • How Low Can You Go?  (November 2005)
    Written By Bill Gager
    Five ways to achieve a competitive advantage without lowering your price.
  • Attachments  (October 2005)
    Written By: Ron Slee
    An interesting no man's land.
  • Are Rental Units Depreciable?  (October 2005)
    Written By: Gary Bartecki
    We thought we had the depreciation issue for rental equipment under control.
  • Distribution's Rental Dilemma  (October 2005)
    Written By Pam Gruebnau and Mary Seaman
    Competition if up, costs are up, demand is up, but rates are still down.
  • Just Add Training  (October 2005)
    Written By Mary Seaman
    Lashley Tractor is using AED's LMS system for employee training
  • To Register Or Not To Register...  (September 2005)
    Written By Shawn M. Kane, CPA
    While it is advisable to become compliant, don't do so without covering all the bases.
  • The Seven Deadly Sins Of Management  (September 2005)
    Written By Lonnie Pacelli
    Knowing the mechanics of managing a team is secondary to the character attributes a manager displays daily.
  • Why Don't Dealers Grow Technicians?  (September 2005)
    Written By Matt Di Iorio
    Sixty-six percent of service managers say they are involved in some type of workforce development effort.
  • Training anyone?  (September 2005)
    Written By: Ron Slee
    It's very expensive to keep employees current and up to date.
  • Estimating The Budgetary Impact  (August 2005)
    Should reforming the Joint Committee on Taxation be at the top of the pro-growth agenda?
  • Finding the Best Sales Reps  (August 2005)
    By Mary Seaman
    Great Southern Tractor developed a custom training program that allows them to hire sales reps with no equipment distribution experience.
  • The Construction Expansion Keeps On Rolling  (August 2005)
    Written By Robert Murray, Vice President and Chief Economist and Jennifer Coskren, Senior Economist McGraw-Hill Construction
    The economy continues to provide support to the market, though risks are on the horizon.
  • How To Keep Quality People  (August 2005)
    Written By Marsha Lindquist
    Employees leave because they don't understand how they impact the company's goals.
  • Keeping the Dialogue Going  (July 2005)
    By Walter Berry
    Input from both manufacturers and distributors is critical to our future.
  • To Add Profit Add an Attachment  (July 2005)
    CED, July 2005
    Equipment Sales are strong, and there's never been a better time to imcrease profit by adding an attachment to that machine sale.
  • Charting A Course For Change  (July 2005)
    Written By Pam Gruebnau and Mary Seaman
    Equipment dealer and manufacturer executives discuss today's critical issues and tomorrow's brightest opportunities.
  • The How To’s of Retail Financing  (July 2005)
    Written By Mary Seaman
    An increasing number of dealers are offering retail financing, which can and does improve profitability.
  • What Workers Want  (June 2005)
    Written By Pam Gruebnau
    And what it will take to keep them.
  • Preserving Your Family Business  (June 2005)
    Written By Scott Fithian
    Preserve the perspective and history of your family business to help the next generation carry your success into the future.
  • The Flat Rate Debate  (June 2005)
    Written By Pam Gruebnau and Mary Seaman
    And other product support issues facing dealerships today.
  • Puzzled About How to Start New Hires Out Right?  (June 2005)
    By Marilyn Moats Kennedy
    Re-examine your orientation program. New employees may have signed on, but they're still in their job-hunting, organization-evaluating mode, which may never end.
  • Dealer Tools For $  (June 2005)
    Written By: Gary Bartecki
    Frankly, I see too many of you paying taxes you don't have to pay.
  • They're Looking for Help  (April 2005)
    By Matt Di Iorio
    Contractors are looking for partners that are looking out for their best interests.
  • Rising Out of the Turmoil  (April 2005)
    By Mary Seaman and Pam Gruebnau
    Much belaguered, aerial-lift manufacturers are really enjoying the recovery.
  • What Labor Shortage?  (April 2005)
    Written By Ron Slee
    The availability of mechanics seems to be slowing us down.
  • They’re Looking For Help  (April 2005)
    Written By Matt Di Iorio
    Contractors are looking for partners that are looking out for their best interests.
  • Then and Now  (March 2005)
    By Walter Berry
    The more things change, the more they stay the same.
  • Increase Your ROI on Pumps  (February 2005)
    By Mary Seaman
    Adding accessories and knowing how to match the pump to the customer's need are key.
  • e-Learning: Hype or Reality?  (February 2005)
    Written By Catherine Connolly
    A shift has occurred in the way education is delivered within companies.
  • Let’s Take A Do-Over  (January 2005)
    Written By: Ron Slee
    We had a good year - what shall we do for an encore?
  • Outlook for 2005  (January 2005)
    Written By: Frank Manfredi
    Expect a 2005 that is 5 percent to 10 percent above a fabulous 2004.
  • Working To Increase Highway Funding  (January 2005)
    Construction Equipment Distribution, January 2005
    TRIP and AED continue to work for federal surface transportation legislation.
  • Coaching For Sales Success  (January 2005)
    Written By Tom Reilly
    57 percent of salespeople want more coaching from their managers.