CEDMag.com - Category: Management
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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CEDMag.com - Category: Management

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Contact Kim Phelan at (800) 388-0650 ext. 340.


  • 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.
  • 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.
  • 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.
  • 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.
  • 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 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.
  • 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.
  • Cashman Turns Green to Gold  (December 2009)
    By Joanne Costin
    CAT dealer receives LEED-Gold certification for new corporate headquarters.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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 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.
  • 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.
  • The ABCs of Sales Campaigns  (July 2008)
    By Ron Slee
    Thoughtful preparation is critical for success in your parts and service campaigns.
  • 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.
  • 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.
  • Being Prepared is a Choice  (March 2008)
    By Paul Campbell
    Are you and your managers ready to pass the test of these challenging times?
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • '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.
  • Managing Service Minutes  (July 2007)
    Written By Steve Uible
    A service manager can turn around an entire department by paying attention to details.
  • Who Invented Equipment Rental?  (June 2007)
    WRITTEN BY PAM GRUEBNAU
    So many construction equipment dealers were renting equipment in 1950, AED published its Fifth Rental Rate Guide.
  • Are You Winning The War?  (April 2007)
    WRITTEN BY MARY SEDOR
    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)
    WRITTEN BY CHRISTINE CORELLI
    A decline in sales can make your dealership vulnerable to the competition.
  • Guaranteeing Excellence  (April 2007)
    WRITTEN BY MARY SEDOR
    How do you guarantee your managers have the training needed to deliver an exceptional performance?
  • Entering The Blogosphere  (March 2007)
    WRITTEN BY MARY SEDOR
    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.
  • 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)
    WRITTEN BY CHRISTINE CORELLI
    Some management practices lead to poor morale, low producicity, a stressful work environment, and ultimately customer dissatisfaction.
  • Alcohol & Drug Testing  (November 2006)
    CED Magazine, November 2006
    What you should know when starting or administering a testing program.
  • 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?
  • Hire On Enthusiasm  (August 2006)
    CED Magazine, August 2006
    How to pick the perfect candidate for the job.
  • Feeling At Home  (March 2006)
    Written By Phil Perry
    How to help "outsiders" fit into your family business.
  • 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.
  • 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.
  • How Low Can You Go?  (November 2005)
    Written By Bill Gager
    Five ways to achieve a competitive advantage without lowering your price.
  • 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.
  • 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.
  • 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.
  • 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.
  • Keeping the Dialogue Going  (July 2005)
    By Walter Berry
    Input from both manufacturers and distributors is critical to our future.
  • 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.
  • 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.
  • They're Looking for Help  (April 2005)
    By Matt Di Iorio
    Contractors are looking for partners that are looking out for their best interests.
  • 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.
  • Coaching For Sales Success  (January 2005)
    Written By Tom Reilly
    57 percent of salespeople want more coaching from their managers.