CEDMag.com - November 2011 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 - November 2011 Articles

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


NOVEMBER 2011
  • Government Fleets Pioneer Unchartered Territory
    Sector Check
    By Joanne Costin
    Experiencing budget deficits like never before, government fleets look at any and every strategy to get control of costs.
    Before the recession, capital budgets for construction equipment at government agencies were fairly stable. However, tax revenues declined throughout the recession and by 2012, 42 of 50 states reported budget shortfalls totaling $103 billion. Temporary aid to states enacted in early 2009 as part of the Recovery Act helped states avert some of the most harmful cuts in 2009, 2010 and 2011, but that aid is now largely gone. In many areas, this once reliable market sector for construction equipment dealers is no longer providing the same steady stream of income to the equipment distribution industry.
    [ read more ]
  • Window to CONDEX
    Exhibitors
    CED presents Part 1 of its special preview to the upcoming CONDEX trade exhibition exclusively for AED dealers in conjunction with the 2012 AED Summit at the Gaylord National Resort and Convention Center, Jan. 18-20.
    Be sure to visit all the CONDEX exhibitors, each of whom is investing resources to develop business relationships with AED North American distributors. Come see which products and services will help your business thrive and grow in 2012 and beyond.
    [ read more ]
  • How To Create Trust - And Make New Sales!
    Sales
    By Ari Galper
    Skeptical prospects, who know all the sales jargon, let down their guard when you stop focusing on the sale and instead focus on the individual.
    If you are new to selling or you're a seasoned business owner or sales professional, then you know first-hand that selling in this new economy can be painful - if you're doing it the old way. Sales rejection, playing the numbers game and chasing prospects are still prevalent ideas handed down to us from the old traditional sales gurus.
    [ read more ]
  • Five Steps to a Successful Social Media Program
    Internet
    By Ed Steenman
    It's not just about you anymore.
    What a great time I had meeting dealers and allied industry personnel at the AED Lawson Executive Summit in Chicago! It was a fantastic event. During the roundtables after the program, one area that seemed to generate questions was the correct or recommended use of social media for the construction segment. This is even more relevant with the continued convergence of social media, reputation management and search because even if you don't do social media for social media's sake, what you do in the social media space is beginning to affect other areas of the Internet. This includes the ranking your company receives in search returns; customers' reviews and ratings of your company continue to impact how (or if) prospective customers choose to do business with you.
    [ read more ]
  • AED Remains Focused - On You
    From the Chairman
    By Dennis Kruepke
    During continued challenging and uncertain times, helping the AED dealer is the only thing on our list.
    I think we all agree that the world around us offers many different distractions. Continued economic uncertainty, seemingly dysfunctional government actions, a highway bill tug-of-war, and election politics that never seem to end, can all quickly move our focus in many different ways. To combat these challenges, AED has remained disciplined and focused on what is most important and valued to the membership during this nontraditional era in which we find ourselves.
    [ read more ]
  • Don't Go Looking for Danger
    Editor's Note
    By Kim Phelan
    This little safety reminder is brought to you by 'mom' – but it's only because I care. I care about your compliance concerns, too, so don't miss what we're cooking up at Summit.
    About five years ago, a relative of mine came home from work one evening to find her husband on the ground outside, dead from a fall off a ladder he was using to clean gutters on the house. Yes, it's just another tragic human story about the fragile nature of life, and we all have plenty of them in our mental database – but this sad event in my family's history was one reason I felt especially grieved to learn about the accidental death in October of Bob Robeson, former executive director of the Kansas City AED local group.
    [ read more ]
  • A Call to Action for Our Industry's Growth
    President's Message
    By Toby Mack
    Economic justice versus economic recovery – as ideologies clash in the U.S., fundamental corrections would help address everyone's top agenda: jobs, investment and widespread prosperity.
    Over the past months (actually now, years!), we have focused a considerable share of AED's substantial lobbying capacity on enactment of a multiyear federal highway program. It's long been true that no other single piece of legislation drives more business for more of our member companies. We've made good progress, and today the prospects are encouraging for enactment of a fully funded multiyear bill late this year or early next year.
    [ read more ]
  • Actions and Attitude to Kick Performance Up a Notch
    On the Numbers
    By Garry Bartecki
    There's a lot riding on you these days, so rev up your can-do attitude and turn on the tools well within your reach.
    Do we have it figured out yet? I think I am getting closer. I spend a lot of time reading and listening and watching what is going on in the economy and the "fixes" being offered up by the politicians and talking heads. I hate to say it but my homework leads me to believe that we will remain in this recession until certain things happen; and what has to happen will take time to rejuvenate our economy.
    [ read more ]
  • Apply the Golden Rule - With Customers, Employees, Everyone
    Recruitment & Retention
    By Jerry Randecker and Chris Sitter
    It may sound cliche, but when was the last time you thought about your treatment of others around you?
    We've all been given the inspirational exhortation at various times in our lives to "Remember the Golden Rule." However, the way people are often treated nowadays in the marketplace, it almost makes you wonder if the "whoever has the most gold rules" version of this saying is has replaced the rendition our parents grew up with. You remember what the real Golden Rule says: "Treat others the way you would want to be treated."
    [ read more ]
  • Wise Are the Leaders Who Equip the Team
    Aftermarket
    By Ron Slee
    The command and control generation has come and gone; teams are with us now, and their success is our success.
    Last month I talked about Service Dominant marketing which is rooted in the relationships that have developed between your employees and your customers. I want to take this to another level and look into the new style of leadership that is necessary to succeed in the workplace today. It is quite clear to me that you have to be viewed as part of the team to be able to lead.
    [ read more ]
  • Removing Regulatory Hurdles Will Help Expedite Infrastructure Projects
    View from the Hill
    By Congressman Geoff Davis (R-KY)
    TRAIN Act could eliminate costly, unnecessary rules; but Jobs Act will derail American growth.
    In September, President Obama visited the greater Northern Kentucky area to rally support for his bill, the American Jobs Act. The President claims his bill will get Americans back to work in part by funding critical infrastructure needs.
    [ read more ]
  • Ditch Blunders Before They Happen
    Inside AED
    Summit seminar leader Bill McCleave brings two lively topics for dealers aimed at polishing management performance and then raising companywide performance through proven differentiation techniques.
    Without much hesitation, you can probably think of a handful of manager mistakes you’ve seen or heard about within your dealership over the last couple of months, but do you know which ones really cost your company dollars on the bottom line? And what about detrimental management behaviors you – or even your managers themselves – aren’t even aware of? What if you could get some 20-20 hindsight before business-damaging mistakes even occur?
    [ read more ]
  • AED Accredited College Graduate Attends Television Taping with Mike Rowe
    Groundwork
    Celebrity's focus on skilled trades draws national attention to careers such as equipment technician.
    Andrew Reisinger, one of The mikeroweWORKS Foundation 2011 tools scholarship recipients, was invited, along with his parents, Charlie and Bobbi, to attend the taping of the TV show "Who Wants to be a Millionaire." Mike Rowe, creator and host of the widely watched and acclaimed "Dirty Jobs" television show on the Discovery channel, appeared on the show to raise money for The mikerowe- WORKS Foundation. The Foundation promotes the skilled trades in areas of public awareness, changing stereotypes, education, career planning and job opportunities. This year, it awarded a tools scholarship to one student at each of AED's Accredited colleges and will continue that scholarship in 2012.
    [ read more ]
  • Ronald Offutt Receives North Dakota's Highest Civilian Honor
    Industry Beat
    Job-creator, philanthropist, and community volunteer, Offutt is recognized for numerous contributions.
    North Dakota Gov. Jack Dalrymple presented the North Dakota Theodore Roosevelt Rough Rider Award to business leader and philanthropist Ronald D. Offutt during the Fargo Moorhead West Fargo Chamber of Commerce annual meeting in Fargo. Offutt, who is founder and chairman of R.D. Offutt Company, the largest producer of potatoes, and RDO Equipment Company, the largest network of John Deere construction and agricultural dealerships in the U.S., is the 38th North Dakotan to receive the award, the state's highest civilian honor. Offut's companies and partnerships have created more than 500 jobs and an average annual payroll of more than $25 million. In addition to his economic contributions, he is highly respected for his philanthropy and civic involvement, serving on multiple boards and dedicating his time to several organizations and charities.
    [ read more ]
  • Growth by the Numbers
    A Closer Look
    By Joanne Costin
    Business development firm Winsby Inc. serves up measurable results for dealers.
    Bottom-line focused construction dealers don't like to spend money - unless, of course, it drives revenue and profit. Winsby founders and co-managing directors Debbie Frakes and Steve Clegg are wired in much the same way. They want to see the numbers - the return on investment. The Chicago-based business development firm, founded in 2003, is based on a fundamental concept that systems and processes can be used to help companies grow. Dealers who are interested in maintaining the status quo need not inquire.
    [ read more ]
  • Rental Preference Unraveled - And Why Equipment Dealers Prevailed
    Policy
    By Kim Phelan
    No one could understand why renting equipment was given such stature in a draft of the SAFETEA-LU reauthorization bill, until the story of corruption seeped out. But insidious was no match for integrity.
    While AED's Government Affairs team has fought many a policy battle on behalf of equipment dealers through the years, none so poignantly illustrates the power of members' grassroots activism as the 2004 rental preference drama and the Jack Abramoff lobbyist corruption case that spilled out in the five years that followed. Ironically, at the moment in U.S. current events when all the construction industry holds its collective breath for Congress to pass a new reauthorization of multiyear highway funding, the final chapter has only just closed on the last reauthorization with the recent sentencing of the second congressional staffer involved in a bribery scandal surrounding 2005's SAFETEA-LU bill.
    [ read more ]
  • Manufacturer Spotlight: Doosan Stays in the Ring with Challenger Spirit
    Spotlight
    By Kim Phelan
    Company continues to grow dealer network, expands product offering with new Doosan-branded DA40 ADT.
    Virtually anyone can bring heavy equipment product to North America – CONEXPO alone and its crowd of overseas brands is evidence of that. But remaining a competitive contender in a market environment that industry analyst Frank Manfredi classifies as an oligopoly takes much more than bringing quality products to the marketplace. That really only puts a manufacturer at the starting line. To stay in the North American game requires military-like strategy, fierce determination, and above all, a healthy and energetic network of dealers to effectively penetrate all the regions of the U.S. and Canada. Doosan Infracore Construction Equipment America, headquartered in Fargo, N.D., is demonstrating effective deployment of all the above.
    [ read more ]