CEDMag.com - February 2012 Articles
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 - February 2012 Articles

Questions or feedback?
Contact Kim Phelan at (800) 388-0650 ext. 340.


FEBRUARY 2012
  • Housing Market is Still a Fixer-Upper
    Housing Market
    By Giles Lambertson
    Where is recovery inching? Where is trouble potentially brewing? CED explores how long it will be before starts come back.
    Homebuilders and buyers weren’t the only parties injured in the monumental housing market collapse. The reputations of numerous housing industry experts also took a hit when their confident predictions crashed around their heads.
    [ read more ]
  • I Love Doing What I Do: Selling Construction Equipment
    AED Chairman
    By Kim Phelan
    AED's 2012 Chairman Larry Glynn wants to convince more young people to join the industry and experience its great rewards: friendships, fun, and financial success.
    In 1977, when a 24-year-old Larry Glynn bumped into his friend Bob McGowan at the local St. Louis post office, the planets were not only perfectly aligned but possibly even orbiting to the beat of that year's pop hit, "Stayin' Alive." Glynn was looking for a job, and McGowan's family company was looking for a salesman – so Glynn walked out of the post office with a name and phone number to call, which led to an interview and a job offer. But the best part: It was a sales job, and for Glynn, a guy who always knew he wanted to be a salesman, nothing could have been better.
    [ read more ]
  • Water And the Battle of the Century
    Infrastructure
    By Joanne Costin
    Municipal water agencies wage a battle against a lack of funding, aging infrastructure and increased regulation.
    If you could replace political lip service with dollars, our nation’s water infrastructure might be in better shape. Despite the critical importance of water to our existence, and the numerous government agencies and industry associations crying out for help to meet the growing challenge, our representatives in Washington have been unable to move forward with any substantial funding solutions. And the situation seems destined to get worse, not better.
    [ read more ]
  • Marketing Events That Work
    Marketing
    By Joanne Costin
    Dealers share best practices for customer events.
    While the economy may have forced some dealers to cut back, events remain a proven method for nurturing business relationships. In fact, we spoke with dealers who are investing more in educational events to differentiate themselves from their competition. B2B marketers rank events as one of their most effective lead generation tools, but they also carry a high price tag. Dealers need to plan carefully and scrutinize results closely to ensure a positive return on investment. Here are some tips and ideas from several dealers who have found success with event marketing.
    [ read more ]
  • The Nitty Gritty of a Dealer's Annual Sales Meeting
    From the Chairman
    By Larry Glynn
    Gather all your facts and figures, plus key department heads, to get the sales force pointed in the right direction.
    Every year after we attend AED and our manufacturers' meetings, CMW has an annual sales meeting. We lock the salesmen in a room for two days to discuss all the big picture ideas for the coming year. My daughter, Tonya, regularly tells me what hell that must be for the salesmen to have to listen to me talk for two whole days. I respond by telling her how much they seem to enjoy the experience.
    [ read more ]
  • Be Real, Think Positive and Do What You Love
    Editor’s Note
    By Kim Phelan
    Even brilliant economists draw polar opposite conclusions about 2012 and beyond – so what are the rest of us to think?
    Remember Harold Camping? He publicly predicted the end of the world was coming on May 21 at 6 p.m. I think we were probably on our deck grilling burgers or something like that, and you were probably doing something equally mundane at that moment. So haha, it’s all very amusing; what a silly man.
    [ read more ]
  • The 'Energy President?' Gimme a Break
    President's Message
    By Toby Mack
    What you see (and hear) is not what you get when Obama talks energy.
    As I write this just after having listened to the President's State of the Union Address, I'm struck that he has now claimed credit for the nation's increasing abundance of domestic energy, especially natural gas. That's a close cousin to Al Gore's claim to have invented the Internet, with the possible exception that Gore wasn't trying to shut down the Internet at the same time he was claiming credit for starting it up.
    [ read more ]
  • Rain and Shine
    On the Numbers
    By Garry Bartecki
    Good news: Dealers are making money and AED can help you manage for better profitability. But there's bad news, too.
    Or maybe I should title this piece Shine and Rain, because there is both good news and, potentially for a lot of you, not so good news. Which do you wish to hear about first? Heck, let's start with the good news. The good news relates to dealers telling me they had a good 2011 and expect a better 2012 because of the results generated by their product support groups. Lower inventory levels (whether by design or not) were coupled with increases in parts, service and rental revenues as a percentage of sales. Imagine that. And here we've been, all these years, suggesting that absorption rates matter. And guess what - they do!
    [ read more ]
  • The Benefit of Benefits
    Recruitment & Retention
    By Jerry Randecker & Chris Sitter
    Your total compensation plan can make a big difference to a candidate weighing multiple job offers.
    In what may be best described as a nostalgic moment I, Jerry, recently looked back at letters I have received and saved during my working career. One that caught my eye was my first employment offer letter, which I received in 1976. As you can imagine I was not the only one happy to receive a firm employment offer. My parents were, I’m sure, equally ecstatic to see me get off their payroll.
    [ read more ]
  • The Job is Not Done Till the Job is Invoiced
    Aftermarket
    By Ron Slee
    No more excuses - let's get the invoice out promptly from the Service Department. If other industries can do it, you can too.
    Throughout my career in this industry there has been a common thread to the Service Department. Get the repair or maintenance work completed. Get the machine or component back into the hands of the owner. Then move on to the next job. Nowhere in that sequence did closing the work order enter into the psyche of the service management.
    [ read more ]
  • What You Say About the Issues Matters - So Say It in the Local Paper, Too
    Washington Insider
    By Christian Klein
    Writing editorials is an effective way to influence media, your community, and, yes, even your members of Congress.
    If you read this column regularly, you know how highly we value your direct communication with Congress. Notes and calls to representatives and senators from equipment industry executives are critical to moving AED's legislative agenda forward. Your opinion carries extra weight on Capitol Hill because you're a business leader, a job creator, and someone with unique insights about what's happening in the local economy. For all those reasons, your opinion also matters to local newspapers, as well, which are often overlooked as a vehicle to influence what's happening in Washington, D.C.
    [ read more ]
  • AED Inducts 2012 Chairman Larry Glynn, Confirms Officers, New Directors
    Inside AED
    A celebration of volunteer distributor leaders took place during the recent AED Summit near Washington, D.C. - Missouri dealer Glynn will be supported this year by a Board of 20 other sharp dealer executives.
    AED officially inducted its new volunteer leadership during a ceremony at the AED Summit 2012 at National Harbor, Md., just outside of Washington, D.C. These distributor executives provide leadership and their first-hand industry expertise to help guide the association in the coming year. AED’s Executive Committee is comprised of the Chairman and a volunteer industry cabinet of six, plus AED President & CEO Toby Mack.
    [ read more ]
  • AED Summit at Gaylord National is a Homerun
    Inside AED - Summit Recap
    It was the ultimate business meeting and networking venue for AED’s annual Summit and CONDEX trade show.
    From Jan. 18-20, dealers and their suppliers enjoyed Suite meetings, exhibit floor visits, powerful keynotes and seminars, as well as great entertainment and networking parties - all at the Gaylord National Resort and Convention Center on National Harbor near Washington, D.C. Dealer attendance was up this year approximately 13 percent. Don’t miss next year’s Summit in Las Vegas, Tuesday, Jan. 15 through Thursday, Jan. 17.
    [ read more ]
  • Train Your Workforce Through AED's Cost-Effective Seminars and Webinars
    Groundwork
    Meet the industry experts with whom we've partnered for your dealership's professional development needs in 2012.
    AED University proudly presents the professionals who will conduct an array of 2012 webinars and seminars, each custom designed specifically for the managers of construction equipment dealers. Details and registration for all AED University programs are available at www.aedu.org.
    [ read more ]
  • LiuGong Completes Acquisition of HSW, Dressta
    Industry Beat
    Deal gives Chinese manufacturer key technology and designs for undercarriages and driveline components.
    LiuGong Machinery Corp., based in Liuzhou, China, announced on Jan. 10 it has finalized its agreement to acquire HSW (Huta Stalowa Wola) and its distribution subsidiary, Dressta Co, Ltd. The deal represents a strategic step toward LiuGong's publicly stated goal of becoming a Top 10 construction equipment manufacturer by 2015.
    [ read more ]
  • Doosan Portable Power Releases T-4I Mobile Generators
    New & Improved
    All four models are now available.
    Doosan Portable Power, the leading global provider of mobile power platforms, has released four models in their Tier 4 interim mobile generator portfolio. The G150, G190, G240 and G325 mobile generators are new to the line-up of 10 Doosan models ranging from 25 to 570 kVA and became available Dec. 1, 2011.
    [ read more ]
  • How to Survive the End of Bonus Depreciation
    Taxes
    By Ron Hodgeman
    Many dealers may not realize the tax risk they are facing this year.
    This New Year may not be so happy for thousands of companies when they discover that they can no longer reap the benefits of 100 percent bonus depreciation in 2012. CFOs and tax directors across the country could see their tax bill double or more in the coming year.
    [ read more ]
  • What You Should Know About Credit Cards and PCI Compliance
    Regulations
    By Ed Becker
    Credit cards are a fact of life for all dealerships - ADP contributed this article to help equipment dealers understand their responsibilities regarding the Payment Card Industry Data Security Standard (PCI DSS).
    Visa, MasterCard, Discover Card, American Express and the Japan Central Bank developed the Payment Card Industry (PCI) Data Security Standard (DSS) in 2004. This global standard is designed to guide all organizations accepting credit cards to secure their operations and therefore minimize the chances for fraud. It does so by defining controls (both process and technology controls) for handling cardholder data that minimize the risks for all involved.
    [ read more ]