July 2018 Attachment Guide

July 2018

CED

Construction Equipment Distribution Published by AED: Business Fuel for a More Profitable Dealership

CED Magazine’s 2018

Attachment Showcase Featuring products that can boost sales and productivity

n A Closer Look BOK Financial Equipment Finance, Inc.

n Good Company Steelwrist Invites You to Come Play in Their Sandbox

n Growth and Expansion

Canadian AED Member Liftboss

your aed membership provides solutions and options AED’s membership services and benefits are designed to enhance and develop the profitability and continuity of construction equipment dealers by providing tools and resources.

aed legal call counsel AED’s call cousel is a FREE legal hotline for AED members provided by Kopon Airdo, LLC — AED’s general counsel.

Take advantage of this member benefit today, call 312-506-4480 or visit www.koponairdo.com.

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3/15/2018 3/21/2018 11:13:47 9:30:16 AM

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DRIVING DEALERSHIP SUCCESS

“We’re able to manage the parts inventory to a certain level, say $10 million. By doing so, we are able to order parts from one of our large manufacturers, without having to incur extra charges such as re-stocking fees for parts that don’t work, special-order cost, and additional freight. All told, that would probably save us in a given year’s time, $250 to $300 thousand.”

STEVE HAMILTON, CFO

RISH EQUIPMENT COMPANY

Fully-Integrated Software Solutions Designed for the Equipment Dealer and Rental Industry

Business Intelligence

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6/15/2018 10:21:52 AM

contents CED Magazine | July 2018

vol. 84 no. 7

www.cedmag.com

>> FEATURES

16

The Growth and Expansion of Alberta’s Liftboss Liftboss remains privately held and relatively small compared to its publicly traded competitors. But the company maintains a neighborly attitude and a customer-first commitment that keeps their client base strong and growing.

18

A Closer Look

BOK Financial Equipment Finance, Inc. sees good times ahead for the heavy equipment industry as construction activity remains steady throughout most metro areas, in addition to the significant amount of road and bridge work underway.

20-40

CED Magazine’s 2018 Attachment Showcase

Construction equipment distributors continue to want to add versatility to their fleets with attachments that dig, crush, mulch, lift, demolish and more. The CED Attachment Showcase is your best source that previews the most anticipated offerings to enhance your equipment!

42

Good Company

Steelwrist’s Christian Yanes hopes to have a steady stream of visitors to his sandbox this summer. The general manager of the Swedishbased manufacturer is running the company’s newly launched North American operations from Berlin, Connecticut, where dealers and their customers are invited to get a first-hand experience using the company’s tiltrotators, and various attachments and hydraulic quick couplers.

July 2018 | Construction Equipment Distribution | www.cedmag.com | 3

contents CED Magazine | July 2018

>> EDITORIAL Editor in Chief SARA SMITH ssmith@aednet.org Design and Layout KRIS JENSEN-VAN HESTE kjvanheste@gmail.com

vol. 84 no. 7

>>INSIDE

11 >> Walk the Walk and Talk the Talk

As AED’s production manager, Martin Cabral takes pride in being part of the marketing and communications team that is responsible for distributing the association’s message to its members.

Since 1911, Victor L. Phillips Co. has kept its eye on the future.

The AED Foundation reaccredits Caterpillar Dealer Academy Technical Program at Florence–Darlington Technical College.

12 >> The AED Foundation Donor Profile

AED Graphic Design Intern PHOEBE DEFENBAUGH design@aednet.org

13 >> Reaccreditation

>> WRITERS

Heidi Bitsoli Martin Cabral Steve Johnson Joseph Kaye Karen Algeo Krizman Lauren Kutchaw Stuart McCarthy James Ricker

>> ADVERTISING Vice President JON CRUTHERS 800-388-0650 ext. 5127 jcruthers@aednet.org Production Manager MARTIN CABRAL 800-388-0650 ext. 5118 mcabral@aednet.org

14 >> Canadian News

Canada puts its money where its mouth is on the Trans Mountain Pipeline.

44 >> Lease and Rental Certificates

Are your lease and rental certificates worth the paper they’re printed on?

46 >> Dealer Competitive Stratgy

It is no secret that equipment dealers are competing in an increasingly complex environment. Pressures from original equipment manufacturers, customers and even new market entrants are stressing traditional operating paradigms.

47 >> Women in the Workforce

Since 1920 Official Publication of

650 E. Algonquin Road, Suite 305 Schaumburg, IL 60173 630-574-0650 fax 630-457-0132

When more women join the workforce, wages rise — including for men.

As the official magazine of Associated Equipment Distributors, this publication carries authoritative notices and articles in regard to the activities of the association. In all other respects, the association cannot be responsible for the contents thereof or the opinions of contributors. Copyright © 2018 by Associated Equipment Distributors. Construction Equipment Distribution (ISSN0010-6755) is published monthly as the official journal of Associated Equipment Distributors. Subscription rate – $39 per year for members; $79 per year for nonmembers. Office of publication: 650 E. Algonquin Road, Suite 305, Schaumburg, Ill. 60173 Phone: 630-574-0650. Periodicals postage at Schaumburg, Ill. 60173 and other post offices. Additional entry, Pontiac, Ill. POSTMASTER: Send address changes to Construction Equipment Distribution, 650 E. Algonquin Road, Suite 305, Schaumburg, Ill. 60173.

On The Cover:

Steelwrist X18 with tiltrotator profile grading bucket.

The Steelwrist tiltrotator allows the excavator operator to position attachments in ways that were impossible before. Having the possibility of rotating attachments 360 degrees combined with the total of 90-degree tilt angle reduce the re-positioning of the machine in order to get the job done. This attachment increases excavator efficiency between 20-35%. The tiltrotator acts also as a quick coupler allowing the operator to give this added flexibility to all attachments.

Read more on page 42.

4 | www.cedmag.com | Construction Equipment Distribution | July 2018

More

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Arming sales teams with invaluable prospect/client equipment data Providing up-to-date market share data for your AOR Identifying new prospect companies in your territories Assessing growth trends/emerging markets Guiding strategic dealer planning

To find out how Randall-Reilly’s EDA can power your marketing efforts, contact Michael Newman at mnewman@edadata.com or (833) 501-3865 to schedule a demo.

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PANTHER T14R ROTATING CRAWLER DUMPER The perfect rental solution – profitable and cost effective Highly versatile Sold by PRINOTH, a renowned dealer-friendly partner

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FEBRUARY 4-7, 2019

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2018-03-20 11:11 6/18/2018 8:48:30 AMAM

>> FROM THE PRESIDENT BRIAN P. McGUIRE

Connect, Innovate And Adapt at AED’s Executive Conclave During this one-of-a-kind experience, attendees will be surrounded by driven leaders and will work to form a vision and create a plan of action to lead their organizations, and the industry, into the future.

This year, AED is excited to provide dealership executives with a brand-new conference, the Executive Conclave, September 26 to 27 in Oxon Hill, Maryland, at the MGM National Harbor. Join AED to connect, innovate and adapt with industry experts, thought leaders and your peers.

During this one-of-a-kind experience, attendees will be surrounded by driven leaders and will work to form a vision and create a plan of action to lead their organizations, and the industry, into the future. You’ll get the opportunity to share stories and ideas and to collaborate with your fellow industry leaders. There will also be plenty of opportunities to network and connect at an evening reception, scheduled meals, and more.

The Executive Conclave will focus on the issues most relevant to today’s equipment dealerships, stimulating new thinking and inspiring action in attendees as they learn how to become progressive and proactive.

Discussions, sessions and workshops will focus on industry trends, disruption, economic outlooks, relational leadership, public policy and more.

You won’t want to miss our kick-off event, a workshop led by Dirk Beveridge. Dirk is the leading advocate of change and innovation in wholesale distribution.

With the distribution industry evolving rapidly, Dirk’s message is more important than ever before. From increased competition to changing business models

to the rise of new technology, distributors are under constant threat. Those who do not innovate will be left behind.

Beveridge’s workshop, The Innovative Distributor Mindset, is a framework and tool that you can use individually, with your leadership team, and even across your company to lead the needed transformation and innovation in your company and in our industry in this age of digital disruption.

In addition to these inspiring sessions, you will be able to participate in a briefing with leading policymakers in Washington. During this exclusive briefing, attendees will hear directly from senior officials about the president’s infrastructure proposal, regulatory reform efforts and how the administration hopes to tackle the skills gap to get more insight into the industry’s economic outlook.

Not only will you benefit from attending the Executive Conclave, but you will also be bringing back information that you can share with your employees and turn into action in your dealership. You will be able to share case studies, tools and resources with your team to help reach your dealership goals.

This is just one of many stimulating conferences and seminars we have coming up this summer, fall and winter – not only for executives, but for everyone in the dealership. Visit bit.ly/aedevents to learn about other events designed for you and the rest of your team.

BRIAN P. McGUIRE is president and CEO of Associated Equipment Distributors. He can be reached at bmcguire@aednet.org.

BRIAN P. MCGUIRE AED President & CEO

ROBERT K. HENDERSON AED Executive Vice President & COO

JASON K. BLAKE AED Senior Vice President & CFO

>> OFFICERS

>> AT-LARGE DIRECTORS

>> REGIONAL DIRECTORS

DIANE BENCK Chairwoman West Side Tractor Sales Co.

PAUL FARRELL Modern Group Ltd. GAYLE HUMPHRIES JCB of Georgia STEVE MEADOWS Berry Companies, Inc. JAMES A. NELSON Heavy Machines, Inc. MATT DI IORIO Ditch Witch Mid-States DAN STRACENER Tractor & Equipment Co.

MICHAEL LALONDE West Reg.

MICHAEL D. BRENNAN Vice Chairman Bramco, LLC RON BARLET Senior Vice President Bejac Corporation MICHAEL VAZQUEZ VP Membership MECO MIAMI Inc. DAVID PRIMROSE VP Canada Finning Ltd. JOHN C. KIMBALL VP of Finance Kimball Equipment Company WES STOWERS Past Chairman Stowers Machinery Corporation WHIT PERRYMAN Foundation Chairman Vermeer Texas-Louisiana

Westrax Machinery, Inc. MATTHEW ROLAND Midwest Reg. Roland Machinery Co. JOHN SHEARER Rocky Mountain Reg. 4 Rivers Equipment, LLC KAREN ZAJICK Northeast Reg. Norris Sales Co. DAVID PRIMROSE Western Canada Reg. Finning Ltd. COREY VANDER MOLEN South Central Reg. Vermeer MidSouth, Inc. MIKE PARIC Eastern Canada Reg. Joe Johnson Equipment Inc. July 2018 | Construction Equipment Distribution | www.cedmag.com | 7

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>> INDUSTRY NEWS J.T. Bates Insurance Group Names Jayme Bates as CEO J.T. Bates Insurance Group, a wholly-owned division of J. Griffin Ricker & Associates that specializes in risk management products for equipment dealers, rental companies and material handling equipment dealers, yesterday announced the promotion of Jayme Bates to chief executive officer. The announcement was made by James G. Ricker, company founder.

“Jayme has a proven track record of developing new products and building and managing teams in sales, operations, marketing, IT and finance. She is unique in her ability to translate vision into execution and is driven by a desire to see her teams working together toward common goals. As CEO of J.T. Bates Insurance Group, Bates will set the strategy and direction for the company on a national level and will identify priority areas of development for the company and specifically within the leadership team. She is a champion for our company culture and was instrumental in developing our certificate management program, Straight|Docs Compliance Services, and our Rental Equipment Protection program. J.T. Bates Insurance Group has experienced tremendous growth as a result of her leadership and we’re looking forward to what the future brings with Jayme in her new role as CEO,” said Ricker.

Bates joined J.T. Bates Insurance Group in 2010 and most recently served as vice president of operations, driving new product development and spurring double-digit company growth year over year. “As a company, we are committed to world-class customer

service with integrity. I’m passionate about being an agent of positive change, and I am grateful for the opportunity to lead our company in continued growth,” said Bates.

“I’ve had the pleasure of watching Jayme exceed my expectations over the years and I’m convinced there is no better leader for our company today,” added Ricker. “She’s remarkably talented and one of the greatest assets we have. She fully embodies the company culture and values, and I am proud to witness her continued success.”

For more information about J.T. Bates Insurance Group, visit www.jtbatesgroup.com or call 1-877-900-8729.

Felling Trailers, Inc. Selects Beneficiary of 2018 Trailer for a Cause

Felling Trailers will be moving into their sixth year of hosting its annual Trailer for a Cause online auction of an FT-3 Utility trailer to benefit a non-profit organization. Felling Trailers’ goal is to bring awareness to various non-profits that are making a difference by donating 100% of the winning bid from the auction to a different non-profit each year. In past years, the Trailer for a Cause auctions have raised over $14,000. The money raised has gone to benefit organizations such as; Bright Pink – Breast Cancer, PANCAN – Pancreatic Cancer, ACTonALZ – Alzheimer’s, ABTA - American Brain Tumor Association, and SOMN – Special Olympics Minnesota.

Felling Trailers, Inc., has selected MOCA (Minnesota Ovarian Cancer Alliance) as the 2018 Trailer for a Cause auction beneficiary. “In past years, we would meet as a family and select the benefitting organization. This year, we put that decision in the hands of our employees. A list of organizations was given to employees to select from, and once the votes were tallied, MOCA had received the most votes in their favor,” said Brenda Jennissen President/CEO of Felling Trailers. The 2018 Trailer for a Cause will be painted MOCA’s signature teal color and display the MOCA emblem.

A Fall 2018 auction is being planned for the Trailer for a Cause. Leading up to the auction, Felling Trailers will be working with MOCA to generate awareness about ovarian cancer along with the resources that MOCA has to offer to those affected by it. Ovarian cancer accounts for approximately three percent of cancers in women, but it is the fifth leading cause of cancerrelated death among women.

10 | www.cedmag.com | Construction Equipment Distribution | July 2018

Bejac Corporation Opens Nevada Site

Bejac Corporation is pleased to announce the opening of their new location in Las Vegas, Nev. The new facility will support operations with service bays, warehousing, wash rack and secure paved yard. This new branch offers heavy equipment for sale or rent, plus an extensive parts inventory, and on-site or in shop service for maintenance and repairs. The new Las Vegas branch is located at 3838 Octagon Rd. and will open in June, 2018.

Bejac has provided heavy equipment for a range of projects throughout Nevada, including the demolition of the Riviera Hotel and, currently, for the reconfiguration of the I-15 “Spaghetti Bowl” interchange.

The new Las Vegas branch will carry the complete lines of construction equipment from Liebherr, shredders, screens and separators from Komptech, grinders from Diamond Z, Genesis attachments, and rock drilling tools from Epiroc to meet demands in the construction, demolition, forestry, and recycling industries. Bejac also stocks an extensive inventory of parts to ensure quick deliveries.

Walk the Walk & Talk the Talk attendee, I couldn’t help comparing my experience As AED’s production manager, I take pride in being as if I was an AED attendee at one of AED’s many part of the marketing and communications team that events. I was quickly taking notes and pictures, so I is responsible for distributing the Association’s message could make improvements in our processes that would to its members. From emails to printed direct mail, the enhance our members’ experience. But don’t get me message must work uniformly and cohesively within wrong, I also encountered issues that only reassured the right channels for it to make an impact. Therefore, me that our events have many strong attributes and we plan each marketing campaign carefully, ensuring have been run at a high standard for many years. its message is delivered and received at a high level As I continued my networking and participation of quality and with low production costs in mind. in the seminars, I learned about the latest innovative Many of the tools and practices I use were learned tools, enhanced technologies and industry trends. With from years of experience, but as time passes, rules and these mechanics, I plan to enhance the value of our regulations change, and the only way to keep up and mail, which I hope creates the opportunity for growth stay on top is to further your training and education. It’s and profitability of the Association and strengthens our easy to Google or YouTube a minor issue or question, member experiences at AED’s yearly events. As I sat at but remember, that’s only a temporary the forum’s closing general session, one solution. We need to continue to train quote from Postmaster General Megan and learn to adapt to the vast changes Brennan stood out to me: “The eagle that confront us in life and in our careers. always faces forward.” This stuck with In early May, the United States me and not only reminded me of the Postal Service held their 50th National USPS logo, but of the fact that, although Postal Forum in San Antonio, Texas, we all face many challenges throughout and I had the pleasure of attending our careers, as long as we continue the five-day event. Not only did I training and learning, we will overcome attend seminars, workshops, general the obstacles that come our way. sessions and visit exhibitors on the Next time you check your mailbox trade show floor, but I also participated or pick up your current issue of CED in an intensive three-day Certified Magazine, rest assured that AED Direct Mail Professional course. not only walks the walk, but actually -Megan J. Brennan From the moment I arrived to pick talks the talk by sending staff to Postmaster General up my badge at the registration desk, other industries’ annual meetings, curiosity and creativity were flowing conferences and seminars to learn firsthand what an AED through my veins – because for the first time I was member would experience at an AED event. Don’t forget an actual attendee and not a staff member planning to register for the upcoming Leadership Conference the event. As I waited for my badge, I was timing the or the new Executive Conclave. And you definitely registration process, I was making sure the signage do not want to miss AED’s 100-year celebration next was easy to understand, I was even comparing the February – it will be a once-in-a-century experience. overall branding and making sure it all connected You can register for these events and more at seamlessly. Even though I was at the forum as an bit.ly/aedevents. I look forward to seeing you there.

By Martin Cabral

“The eagle always faces forward”

MARTIN CABRAL is AED’s Production and Subscription Manager. He can be reached at 630-468-5118 or mcabral@aednet.org.

July 2018 | Construction Equipment Distribution | www.cedmag.com | 11

▶ THE AED FOUNDATION DONOR PROFILE

Since 1911, Victor L. Phillips Co. Has Kept Its

EYE ON THE FUTURE

By Heidi Bitsoli The Victor L. Phillips Co. (VLP), founded by Victor L. Phillips and W.C. Jones, opened its doors in 1911, selling used construction equipment, including used concrete mixers and horse-drawn concrete carts.

Not long after that, the duo saw there was a demand for more cutting edge equipment, and Phillips designed and built new offerings, including an asphalt kettle, just one of many patented items he produced.

President Bill Schoenfelder recalls looking through some catalogs from the early days of VLP. “We sold everything but the horse,” he says.

He’s joking a little bit, but not really.

In more than a century, the Kansas City, Missouri-based company has grown with the times, understanding the value of innovation, education and customer service. Today it remains independently owned and employs more than 100 at its six locations serving markets in Missouri, Kansas, Arkansas, and Oklahoma and selling, renting and servicing used and new construction equipment for a number of lines, many of which they’ve been dealers of for decades, including Atlas Copco (which they’ve sold for 100 years), Case (for more than 40 years), Dynapac, Epiroc Hyundai, Takeuchi, and more.

They also have a sister company, Rex Spencer Equipment, which sells mostly compact equipment.

Besides understanding that the construction equipment industry continues to shift in a more technical direction, they’re also willing to get their hands dirty, literally, to help their customers.

VLP has had more than a century in heavy equipment, and they have also enjoyed a long relationship with AED. They joined in 1929 and have been active ever since in donating to the Foundation, attending seminars and molding curriculum. “(Our company’s) always been a big believer” in AED, says Schoenfelder. “We see value there … and try and support them wherever possible”.

AED and its Foundation in turn provide benefits to VLP, including a legislative voice, working with PACs, and support of technicians and training programs.

“We recently made a donation to The AED Foundation,” he says.

“When it comes to supporting technical training, we’re like every other dealership we know and interact with on a daily basis – we’re all looking for more technical help and bringing in new people who see an opportunity in our business and industry. That’s a challenge, and no one can do it alone.”

VLP has also been involved in a tech program at Washburn Institute of Technology in Topeka, Kansas. Washburn initially had HVAC training where they partnered with local businesses to mold future workers with needed skill sets. When it came time to shape a program geared toward construction equipment, VLP partnered with the school and The AED Foundation in letting them know what 12 | www.cedmag.com | Construction Equipment Distribution | July 2018

Your contribution fuels the work that allows The AED Foundation to develop a dealer model for success. The future of dealerships depend on how we come together to build our industry's workforce. Thank you, Victor L. Phillips Co., for investing in the future of our industry!

To contribute to The AED Foundation annual campaign, visit bit.ly/2018aedfcampaign.

should be on the curriculum, and VLP also made machines available for students.

“Case Construction (CNH) was also a valuable partner in developing this curriculum program, and supported it with components, technology and machines. We’re trying to build a network, a pipeline for techs into our industry. What a great opportunity to put those students on our equipment so they get a firsthand look and understanding of the construction equipment.”

AED doesn’t just offer material, it provides needed and welcome support, Schoenfelder says. “It’s obviously really powerful when you’re trying to build a network of service technicians. The machinery is very complicated and takes a lot of training and a highly talented individual.”

As for the Washburn program, it’s gone on for a few years now.

“We’ve enjoyed some of the benefits of that training,” Schoenfelder says.

Beyond shaping technical education programs, VLP actively seeks new talent. Many of their existing staff have decades of valuable experience, but when those who have been in heavy equipment for thirty or forty years decide to retire – which will be soon – there will be a labor shortage, even more so than what exists presently, and educational and recruitment programs need to be accessible.

VLP does its part in addition to helping shape curriculum. “We take part each year in an open house,” Schoenfelder says. “Students can come in and get a feel for what the program is all about.” Plus, with growing metropolitan and suburban areas, less youth are exposed to equipment (the way someone who grew up on a farm some decades back might have been) so the need for recruiting talent is very real and very pressing, especially since “the industry seems to be changing at what seems like light speed,” he says.

“I recently talked to an HR recruiter who said the war for talent is real.”

Schoenfelder agrees. And he and VLP, along with help from The AED Foundation and educational institutions like Washburn, are all doing their part for the effort.

The AED Foundation Reaccredits Caterpillar Dealer Academy Technical Program at Florence–Darlington Technical College

By Steve Johnson The AED Foundation congratulates the Caterpillar Dealer Academy – CAT ThinkBIG program at Florence-Darlington Technical College, Florence, SC, for gaining reaccreditation. Our thanks to Stephen Murphey, program director, and Jason Nelson, instructor, as well as others involved at the college for doing the heavy lifting and making this happen.

In 1999, three Caterpillar Dealers, including Blanchard Machinery, Gregory Poole Equipment Company and Carolina Tractor, saw the need for highly trained service technicians. At that time a partnership was formed with FlorenceDarlington Technical College. In 2000, the first class was formed; in 2002 the program graduated 12 students. To date, the program has graduated 262 well-qualified entrylevel technicians.

The Caterpillar Dealer Academy is a cooperative two-year college level student technician education program that leads to an Associate in Applied Science (A.A.S.) degree with a major in Caterpillar service technology. This partnership between sponsoring local Caterpillar dealers and Florence-Darlington Technical College

builds the foundation for new technicians to service Caterpillar equipment with excellence and professionalism as they launch their careers within the Caterpillar dealer network.

The program: Requires complete general education classes that include English, Math, and Technical Writing.

Establishes excellent foundation level technical knowledge with engines, powertrain, hydraulic and electronic and HVAC systems.

Participates in internship experiences to establish working relationships with local CAT dealers.

Stephen Murphey and Jason Nelson indicate that “as we renew The AED Foundation Accreditation for another cycle, it is an important time to reflect by recognizing the successes and accomplishments of the last few years.

The AED Foundation is there to set a high standard and expectations for heavy equipment programs serving the industry.

We consider The AED Foundation as a partner and it is rewarding to see growth in our program. This partnership is something we look forward to continuing in the future.”

The AED Foundation is proud of its affiliation with this outstanding dieselequipment technology program at FlorenceDarlington Technical College. If you are wondering where your next generation of qualified equipment technicians will come from, and are interested in working with your local technical college, contact Steve Johnson at The AED Foundation for more information.

Program Contact: Florence-Darlington Technical College Accreditation: CAT Dealer Service Technology Mr. Stephen Murphey, Director Caterpillar Dealer Academy Manager 2715 West Lucas Street Florence, SC 29502 (843) 661-8187 stephen.murphey@fdtc.edu Website: www.fdtc.edu

July 2018 | Construction Equipment Distribution | www.cedmag.com | 13

Canada Puts Its Money Where Its Mouth Is on the

Trans Mountain Pipeline

By Stuart McCarthy and Lauren Kutchaw hile the House of Commons has been busy passing legislation on transportation and marine vessels, the federal government, it seems, is unable to get the much-anticipated Kinder Morgan project down the pipes. The Trans Mountain extension currently carries a maximum of 300,000 barrels of crude and refined oil each day from Alberta to British Columbia.

Finance Minister Bill Morneau followed through on an earlier commitment and reached an agreement with Kinder Morgan for the completion of the Trans Mountain pipeline.

The deal includes “short-term” ownership of the pipeline by the Government of Canada. Terms in a nutshell: · Canada will guarantee financing through the 2018 summer construction season through a loan from Export Development Canada of approximately $1.5 billion; · Purchase of the project, existing pipeline and terminal assets for $4.5 billion, to close in August 2018; · The Alberta provincial government will provide an emergency fund to cover unforeseen circumstances, up to $2 billion; · The federal government will indemnify a future owner against financial loss from “politically motivated delays” and indemnify a future owner for costs and reasonable return if the project is abandoned in the future due to either a final adverse court decision against the expansion or the proponent being unable to complete the project by a predetermined date. If either of these two events occurs, Canada has the option to repurchase the project and assets.

Canada’s intention is to sell the Trans Mountain project to a new owner at a profit down the road – but not too far.

“Many investors have already expressed interest in the project, including Indigenous groups, Canadian pension funds and others,” said Minister Morneau.

Why is Trans Mountain important? When the Liberal government came to power, there were four pipeline projects on the books, all experiencing significant degrees of difficulty, all designed to get Canada’s heavy bitumen from the Alberta Oil Sands out to the coasts or down to the U.S. for refining: · Keystone XL was blocked by U.S. President Obama in 2015. When President Trump came to power he signed an executive order approving Keystone XL, but it continues to sit in the U.S. courts; · Energy East was a pipeline project to get oil out to the east coast by expanding an existing natural gas pipeline which covered 70 percent of the route and converting it to oil transport. Amid ongoing opposition, a lack of support from the Liberal government and opposition from the Quebec government, TransCanada cancelled the project in October 2017;

W

14 | www.cedmag.com | Construction Equipment Distribution | July 2018

· Enbridge’s $7.9 billion Northern Gateway pipeline project, first proposed in the early 2000s and approved by the previous Conservative government in 2014, would have taken bitumen from Alberta to a tanker terminal in Kitimat, British Columbia. The Trudeau government banned large tanker traffic on the B.C. coast in 2015, effectively killing the project, and then officially rejected it in 2016.

The effect of all these pipeline roadblocks leaves Alberta oil restricted to relatively low-volume, costlier rail transport. This depresses the cost of Canadian oil, because increased shipping costs are necessary in order to have an overall competitive price globally.

The greater impact is the lost opportunity cost, thousands of jobs and billions of dollars in lost economic investment from these projects that are not proceeding. Currently, lost revenue to Canada from the inability to move Alberta oil is pegged at approximately $16 billion a year.

Trans Mountain has the potential to nearly triple the amount of oil traveling between provinces, to 890,000 barrels a day and requiring 12 new pumping stations. The federal government has deemed this project a national interest. The line, running nearly parallel to the existing pipeline, will not only increase capacity but also inject $7.4 billion into the economy, creating jobs and opening Canada up to foreign markets through marine transportation, previously inaccessible to Canada.

The new agreement still doesn’t guarantee smooth sailing. The hurdles remain, mainly originating in British Columbia with the recently elected New Democratic Party (NDP) government. This minority government, being propped up by Green Party supporters, worked quickly to reverse the previous provincial government’s project approval. In late January 2018, the B.C. NDPs put in place restrictions on the quantity of diluted bitumen that can be imported into the province until studies on potential spillage are complete. The discussion of bitumen continues as Natural Resources Canada scientists determine whether this oil product will sink or swim in Canada’s waters. However, good news for the pipeline project recently came through from Natural Resources. Heather Dettman, senior scientist at Natural Resources Canada, says that “the material will float on the surface for up to three to four weeks, even under wave conditions that would cause conventional crude to mix in with the water column.”

A determined Alberta also lent its support to the fight to keep the pipeline project alive by passing a bill to cut off B.C. gas supplies. Rachel Notley announced in May that the Alberta government had passed a bill to shut down the flow of gasoline if B.C. continued to block the project from going forward, something that would send gas prices sky high and continue the already-inflated costs for B.C. consumers at the pumps. AED has and continues to support the pipeline expansion. Brian P. McGuire, AED president and CEO, recently wrote to Prime Minister Justin Trudeau and Natural Resources Minister Jim Carr to express the organization’s support for the pipeline expansion.

“AED is unequivocal in its support of the Trans Mountain Pipeline. The project has significant economic benefits and is in Canada’s best interests,” McGuire wrote. Trans Mountain is a vital infrastructure project that directly impacts Canadian members, in particular the members of Western Canada.

With the summer break months approaching, MPs will return to their ridings until September. AED members are encouraged to schedule a visit with their local MP for a tour of their main branch or location. For assistance in reaching out, contact Stuart McCarthy, Canadian Public Affairs, at smccarthy@aednet.org or 613241-3512 x225 or Mike Dexter, Director of Canadian Engagement, at mdexter@aednet.org or 630-465-2888.

July 2018 | Construction Equipment Distribution | www.cedmag.com | 15

Beyond Heavy Lifting:

The Growth and Expansion of Alberta’s

By Joseph Kaye ndre Gagnon had always wanted to work in sales. And he knew the best way to get there was through the field; after completing his education he worked for 16 years as a technician, adding technical and sales skills until he worked his way up to sales management. Eventually, he realized he had acquired everything he needed to lead, compete and succeed on his own.

He met with his father and a few friends, and in 2006 they started Liftboss Inc. as a forklift dealer. The operation grew quickly; by the end of their second year, they had a staff of 20. Gagnon’s father has since passed, and today, Gagnon and his partners, Dale Beatty and Marc Tougas, have two Liftboss stores (one in Edmonton, one in Calgary) offering sales, parts, service and rentals on forklifts and a full line of JCB heavy equipment. The staff numbers 48 and grows each month.

Liftboss remains privately held and relatively small compared to its publicly traded competitors. But the company maintains a neighborly attitude and a customer-first commitment that keeps their client base strong and growing. While some dealers are getting a tech on-site within days, Liftboss makes it happen within hours.

Gagnon recalls a recent Friday when a client’s wheel loader had broken down, and a replacement part was over a week away. They offered to send a replacement unit, but a truck wasn’t available to get the machine there—so a salesman volunteered to drive the wheel loader himself, two hours to the site on a Friday afternoon.

“That’s the stuff we try to do to get the customer out of a pinch. If you’re down, be open and honest with us. If you need a mechanic or a rental there right away, we will do it,” says Gagnon. “We do it almost to a fault.”

Exacting, versatile customer service has captured an impressive share of business for Liftboss. The sales team builds portfolios for each client’s needs and service preferences; this way, they can have a conversation with a client instead of simply walking them around the showroom. Their clients appreciate the attention and reward them with repeat business and referrals.

A

16 | www.cedmag.com | Construction Equipment Distribution | July 2018

In 2013, Gagnon realized that the company’s growth was necessitating stronger structure. He studied Gino Wickman’s book “Traction” and attended a seminar on its Entrepreneurial Operating System (EOS), which offers strategies for effective growth and accountability. Tighter processes keep the team aligned, from leadership down.

“Traction” and EOS provided a framework for Liftboss’ organizational chart (“We call it an ‘accountability chart,’” says Gagnon) as well as structures for weekly, quarterly, and year-end management meetings. He says it’s been a tremendous help in maintaining quality of service as the company grows, particularly by regulating meetings and procedures. For instance, a weekly scorecard provides sales data, budget information and strategic guidance across the organization.

At the beginning of their Traction journey, management and staff built four core values to maintain the quality of Liftboss’ customer service: do what you say you will in a timely manner; be open and honest; do whatever it takes; and service the customer above all else. As each department grows, each team member is held accountable to those principles.

“Our focus is to be a quality company that people are proud to work for,” says Gagnon. “That sounds like fluff, but we set that precedent, our team follows it and it puts the mindset there. This is how we operate, and this is how we want to grow.”

In the near future, Liftboss will have fully integrated full-line JCB into the business. Beyond that, they’ll open two additional stores in the area. The fundamental goal will remain to keep growing the company while maintaining the level of service that their clients have come to expect. Liftboss’ core principles will support that endeavor.

“Every competitor we have is publicly traded and big, and then there’s us: the small guys fighting the big guys every day,” says Gagnon. “Which is okay. We do well at it. Our customers know who we are; we put a face to the company, not a number.”

DEBT CAPITAL | SYNDICATIONS | TREASURY SOLUTIONS | RETIREMENT PLANS | INTERNATIONAL SERVICES

Your Bottom Line Is Our Top Priority.

Solutions you need from bankers who know your business.

Martin Brown | 214.987.8850 | www.bokfinancial.com

© 2018 Services provided by BOK Financial Equipment Finance, Inc., a subsidiary of BOKF, NA, Member FDIC. BOKF, NA is a subsidiary of BOK Financial Corporation.

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6/15/2018 10:20:14 AM

A CLOSER LOOK INTO

BOK Financial Equipment Finance, Inc.

By Karen Algeo Krizman

doing business is still about people B OK Financial Equipment Finance, Inc. sees good times ahead for the heavy equipment industry as construction activity remains steady throughout most metro areas, in addition to the significant amount of road and bridge work underway. “The need for equipment is pretty vibrant all over the country,” said Martin Brown, senior vice president and manager of BOK Financial Equipment Finance.

The company provides financing to more than 100 heavy equipment dealers in 43 states, delivered by an 11-person team based in Dallas, Texas. BOK Financial Equipment Finance is a subsidiary of BOK Financial, the banking subsidiary of BOK Financial Corporation (NASDAQ: BOKF), a top 25 U.S.-based commercial bank headquartered in Tulsa, Oklahoma.* “As everyone in the construction equipment industry knows, it’s extremely capital intensive,” Brown said.

“During the last few years, we’ve focused on expanding our offerings to meet industry needs, which have been affected by technological changes and the increased demand for rental equipment.

“Changes in the banking industry also have to be factored into the equation, including Dodd-Frank banking rules, particularly those that affect how regulators review and evaluate lending activity,” he said. “Keeping up with all of that is just part of doing business, but fortunately we have the strength of our parent company, BOK Financial, behind us to help with that.” Brown noted that the bank has operations in an eight-state footprint throughout the Midwest and the Southwest, and also has clients in specialty areas such as health care, energy, commercial real estate and Native American financial services from coast to coast.

“With our organization, our clients get the best of both worlds,” he said, “a strong, healthy bank with a balance sheet that can help businesses grown and expand, and a team of professionals dedicated to a specific industry.”

Martin Brown has more than 35 years of experience in commercial banking and has specialized in construction industry equipment financing for the last eight years.

Brown said another major trend that is occurring in all industries is the need to plan for transitions in ownership and/or leadership. “We don’t see a lot of young entrepreneurs coming into the business,” he said. “There are many factors that affect business transition in this industry, which can include manufacturer input and ownership changes, access to capital, regional economic conditions, leadership rosters, etc. We’re beginning to see a lot of dealer principals who are ready to start thinking about a transition, which has led to more activity in the mergers and acquisitions space.”

Brown said his team frequently has succession conversations with owners, and he first works with them to identify what they want to happen to the business. “We believe having the dialogue is what needs to happen first – so we can understand what someone wants to do with their business, whether they want to transition it to a family member, a manager or a management team, or sell it to the employees. There are a number of options, and what’s best depends on your individual goals.” Brown said that’s where BOK Financial’s relationship-based approach is the strongest. “We believe in getting to know our clients and understanding their goals and objectives. A great financial partner knows your business, understands your goals and works collaboratively with you to help you get there.”

“Doing business is still about people,” he said.

“Banking services like loans are largely a commodity.

After all, a loan is a loan. But at the end of the day, we all want to work with people that we know we can trust, who have our best interests in mind, and who work hard to bring new solutions to the table that we otherwise might not see. That’s where our team makes the biggest impact, and why we continue to grow and expand with this important industry.” ■

* BOK Financial’s banking subsidiary, BOKF, NA, is among the top 25 nationally chartered U.S.-based commercial banks based on assets as of Sept. 30, 2017, according to the U.S. Federal Reserve. BOKF, NA is a member, FDIC.

2018 CED

ATTACHMENT SHOWCASE Featuring products that can boost your sales and customer productivity Allied Construction Products

Rammer Series® boom-mounted hydraulic hammers by Allied Construction Products reflect over 70 years of experience in producing high-performance, high-efficiency hammers known for exceptional productivity and reliability. Mid-range and large-range models – designed for carriers from 26,500 to 176,400 lbs. – feature advanced hydraulics and deliver high productivity when breaking oversize boulders, removing slag, tunneling, open pit mining, and secondary breaking and trenching. The superior design includes advanced hydraulics and an ultra-strong housing, which combine to deliver extended life and greater return on investment, even in severe-duty usage.

Engineered for simplified operation and maintenance, slip-fit tool bushings allow for easy replacement while the entire attachment design allows for fast, easy installation. Rammer hammers feature the VIDAT System, which includes vibration dampened tie rods that reduce operating costs, extend operating life and minimize downtime – paying big dividends on demanding demolition jobs. Top-down lubrication and underwater adaptation is standard, with lubrication and air passages built in for easy installation of remote lubricators and air lines for underwater work. For information and performance specifications, visit www.alliedcp.com. Or call 800-321-1046.

AMI Attachments Inc.

AMI Attachments Inc. is an industry-leading North American manufacturer of quality, reliable attachments for excavators, backhoes, wheel loaders and other heavy construction equipment. With a head office and manufacturing facility in Ontario, west of Toronto in the region of Waterloo, AMI Attachments serves the heavy equipment attachment market across Canada and the United States. With a strong focus on developing innovative new products, AMI helps customers increase their productivity and remain competitive in an ever-changing and challenging industry sector. AMI offers attachments for excavators, loader backhoes, wheel loaders, and skid steers, as well as Pitbull Dozer Blades and AMI Snow Blades.

AMI excavator attachments include buckets, grapples, couplers, thumbs, pulverizers, lift attachments, rakes, forks, chuck blades, rippers and extendable sticks. Popular branded products include the Graptor Bucket, the Graptor Root Rake, the Extractor Demolition & Sorting Grapple, the Kraken Concrete Pulverizer and the 4-in-1 Jawbone. Visit our website at www.amiattachments.com to view the complete list of our products.

20 | www.cedmag.com | Construction Equipment Distribution | July 2018

2018 CED Attachment Showcase Breaker Technology Inc.

The MCP-IT1300 offers faster cycle times for greater productivity. The MCP-IT fixed-head pulverizer is the ideal attachment for secondary demolition. Quick cycle times and strategically placed teeth make this pulverizer your go-to tool for fast fragmentation and separation of rebar from the concrete. The MCP-IT pulverizer’s speed valve guarantees high performance. The valve alternates between power and speed, depending on the load. It offers faster cycle times and greater productivity.

The tough and compact structure is made of high-quality wear-resistant materials at a hardness of HB400. The mouth’s profile is reinforced and designed for high resistance to wear and maximum material production.

Craig Manufacturing Ltd.

A snow removal tool for operations on a budget, the Craig Patrol Wing features 21” of mechanical extension. Having mechanical extension allows the wing and Craig plow of your choice to operate without the need of a wing hydraulic kit; the machine is required to have third and fourth auxiliary valve sections.

The Craig Patrol Wing comes standard with up to 30” of level benching height (up to 48” available) and offers superior operator visibility. Our wing moldboard features mechanical float on both ends and comes complete with a replaceable, reversible cutting edge for a long wear life. Contact the Craig Customer Support Center today at 1-800-565-5007 to learn more and to inquire about other budgetfriendly plowing options available from Craig Manufacturing.

Fielding a strong team since 1942, Allied Construction’s starting lineup of Rammer® and Hy-Ram® hammers and Ho-Pac® and Skid-Pac® compactors crush the competition. Team Allied attachments for skid-steers, backhoes, or excavators to chalk up an all-star ROI.

Digga North America

Digga is a leading global manufacturer of advanced planetary gearbox-driven drilling drives and trencher solutions for machinery attachments, serving the construction and earthmoving industries since 1981. With world headquarters in Australia, Digga’s North American Operations is centrally located in Dyersville, Iowa. Digga produces one of the world’s largest ranges of hightorque planetary drives in the anchor/ foundation, drilling attachment, and

VISIT OUR NEW WEBSITE

ALLIEDCP.com | 800.321.1046

July 2018 | Construction Equipment Distribution | www.cedmag.com | 21

2018 CED Attachment Showcase trencher attachment markets. The company focuses on pendulum drilling, anchor applications, and trenching applications for mini -skid steer loaders, skid steer loaders, mini -excavators, backhoes and large excavators. The company specializes in a compact design, with high- efficiency geroler or radial piston motors for higher production rates and faster return on investment. Benefits include reduced weight, smaller size, and greater length under the drive, while the exclusive two-piece drive shaft design with the highest shaft pull-out rating in the industry isolates the planetary gears from the pushing, pulling, and bending forces without increasing bearing load.

One of the best warranties in the business rounds out the Digga Advantage. Digga is committed to providing total solutions for drilling and trenching worldwide. For more information, contact Digga North America, 2325 Industrial Parkway SW, Dyersville, Iowa 52040, USA; telephone (563) 875- 7915; fax (563) 875- 9139; email info@diggausa.com or visit its website at www.diggausa.com.

Dromone Engineering

Dromone Pallet Forks give your excavator all the material handling capability of a telehandler and is a perfect partner to the Dromone Multi Lock quick coupler.

Dromone Pallet forks are available for excavators ranging from 10 – 24 tons and can be fitted to 65mm or 80mm pins. Adds versatility to your excavator; easy pick and place when used with quick couplers; quick and safe attachment changeover without leaving the cab; locking system prevents forks from moving on the rail; fork length 1.2 m; forks are completely adjustable and removable; Dromone’s variable pin centers make the attachment completely adjustable. Distributed in North America by: TAG Manufacturing, 888-490-0501, 6989 Discovery Dr., Chattanooga, TN 37422

EXTREME TORQUE

MAXIMUM VERSATILITY ULTIMATE DURABILITY

Follow us on

WE LOVE THE EARTHMOVING INDUSTRY AS MUCH AS YOU DO!

INNOVATIVE &PRACTICAL 22 | www.cedmag.com | Construction Equipment Distribution | July 2018

So when you call us you will talk to someone who speaks your language. Contact us today to find out how we can help you get the most out of your equipment.

TOLL FREE +1.844.287.6300 V@ AUGERTORQUE.COM AUGERTORQUEUSA.COM

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2/19/2018 9:01:19 AM

2018 CED Attachment Showcase Epiroc

Epiroc premium SB series hydraulic breaker attachments are the industry’s only breakers to come standard with an internal water port for dust suppression, a feature that can assist in compliance with OSHA final silica rule dust regulations. With an integrated water channel, operators can spray water at the source of dust creation to keep dust levels down. This improves the working environment, enhances visibility and prevents dust from seeping into the bushings. SB breakers are also designed to protect operators and equipment by reducing noise and vibration. Epiroc SB series breakers are designed for the 0.7- to 24-ton carrier class and are used in a wide range of applications that include demolition and renovation work, construction projects, tunneling, dredging and pile driving. SB series breakers combine superior efficiency and performance with high durability in a compact design. For more information, visit www.epiroc.us.

ESCO Corporation

ESCO Corporation delivers a comprehensive line of attachments designed to meet the demanding needs of contractors, rental customers, and quarry operators -– especially in the toughest applications. The ESCO HDP bucket is excellent for use in general excavating such as in dense clay, compacted soil, or loosely embedded rock (gravel) conditions. The HDP configuration is ESCO’s most popular construction excavator bucket. Standard features of the ESCO® HDP bucket include: • Premium Ultralok® tooth equipment delivering optimum digging performance • Point shapes available that match the machine and application • Triple taper design ensures faster loading and cleaner dumping • AR 400 full- width bottom wear runner and side wear strips • Onepiece, side- reinforcing plate that provides structural integrity • Tough, T-1 steel plate lip • Strong formed double beam providing increased torsion resistance • Replaceable cast steel alloy, bolt-on wing shrouds For more information on the ESCO’s HDP bucket, please contact us at 800-446-3726.

Geith

Geith, a leading specialist in the design and manufacture of excavator attachments for more than 50 years, offers a wide range of bucket attachments. Geith’s angle tilt buckets increase the adaptability and productivity of excavators, featuring an optimum pivotal arrangement that provides up to 90-degree tilt — 45 degrees in either direction. This cost-effective attachment enables operators to complete slope finishing, land clearing, waste handling and grading with greater ease. Designed for use with excavators ranging in size from 3 to 33 tons, Geith’s angle tilt buckets can also be equipped with additional features, including two heavy-duty hydraulic cylinders for superior holding power, spill guards and cylinder guards for greater protection, and technology enhancements that improve bucket life and strength. Geith tilt buckets weigh between 388 and 2,034 pounds, with the largest model boasting a heaped capacity of 1¾ cubic yards. Standard design features include a reversible bolton cutting edge, heavy-duty side cutters and wear pads. Corrosionresistant high tensile pivot pins help safeguard tilt buckets against harmful wear patterns, extending the life of the buckets. All Geith buckets are made stronger, designed to work harder and engineered to perfectly fit excavators. Most offer additional add-on features. For a full list of Geith bucket options and features, visit www.geith.com.

24 | www.cedmag.com | Construction Equipment Distribution | July 2018

DIG INTO THE HARDEST JOBS

ON EARTH. Geith attachments are made stronger, designed to work harder, and engineered to fit perfectly on your excavator. There are buckets, and then there are Geith buckets.

See what we are made of at Geith.com 2905 Shawnee Industrial Way, Suwanee, GA 30024 T. 866-563-5890 E. ussales@geith.com Geith and the Geith logo are trademarks of Geith International Limited.

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2018 CED Attachment Showcase Genesis Attachments

Genesis Attachments introduces the Impact Tools Group, four families of technologically advanced, minimal- maintenance products designed for the demolition, construction, utility, excavation and concrete grinding industries. Comprised of the GHB Hydraulic Breaker, GCG Cyclone Grinder, GBS Bucket Screener and GBC Bucket Crusher, this group of highly productive, readily available attachments enables customers to now obtain an even broader variety of tools from Genesis.

Available in a complete range of models from 250 to 12,000 foot-pound impact energy classes, the GHB’s performance-leading features include an optimized power-to-weight ratio, speed and power that can be adjusted to match the material being broken, dry-fire protection, and a unique hammer-mounted auto-lube system. The GCG features design advancements over traditional grinders, with a two-hose hydraulic system that eliminates the need for a case drain line and simplifies installation, and a soft start system and protective valving that protect the motor from over-pressure, over-heating and misuse. The GBS provides a mobile and costeffective solution for sizing natural rock and recycling material on site – quickly and efficiently.

The extra-large drum results in higher production, with individual replacement screens for pre-screening and final classification.

Unlike conventional crushers, the GBC has a unique, aggressive figure-eight crushing motion that produces high quality cubical product, enabling the aggregate to be reused on site. Extra-large jaw plates provide optimal performance and longer life.

HKX, Inc.

HKX priority flow mower/grinder kits put the performance where it matters:… at the attachment! Tackle the biggest jobs efficiently and cost- effectively. HKX kits are engineered solutions, providing powerful performance for almost every brand of machine. If you’re considering adding a mower, mulcher, or grinder, call HKX for an immediate quote. Get more from your machine with a conversion kit from HKX. HKX offers simple- to- install, cost- effective upgrade kits. Turn your single application into a multifunction system with an HKX conversion kit and get more out of your machine! HKX second circuit kits offer durability, performance, and value. Kits are complete with a machine -specific installation guide, secondary oil source, all required lines, hoses, mounting equipment, and your choice of controls. Our pre-assembled components keep installation times short to get your machines back in service quickly. HKX joystick controls kits allow you to upgrade or convert existing control systems. We provide everything you need, including pilot lines, solenoids, and joysticks.

Whether you need a foot switch for a mower, a foot pedal for an auger, or proportional joysticks for a rotating shear, we have you covered. HKX engineers and product specialists provide real- time support during your kit installation. Each kit we produce is serialized so our experts can support the kit for the life of your machine. HKX is proud to keep our thousands of kits working hard with quick troubleshooting and same-day parts shipments.

We help keep your projects on track. Call HKX today at 1-800-493-5487, or visit our website, www.hkx.com, and request a quote! HKX, Inc. is the source for Engineered Hydraulic Solutions.

JLG Industries

The JLG material bucket telehandler attachment can scoop and carry loose material and debris, like gravel or dirt. The material bucket can also be used for cleanup around the job site. JLG material buckets are available in different widths and capacities for various job site requirements.

26 | www.cedmag.com | Construction Equipment Distribution | July 2018

2018 CED Attachment Showcase K-Tec

K-Tec’s 1228ADT scraper is able to self-load as an efficient single unit operation for precision grading and dumping; be push-loaded for enhanced loading time; or be top-loaded via excavator for heaped hauling. Contractors who already have a 25 to 35-Ton Articulated Dump Truck(ADT) in their fleet, can easily convert the hauler chassis to attach a K-Tec 1228ADT for a unit that can self-load, transport, and eject material with a single engine running and sole operator. The operator is able to use responsive joystick control functionality inside the truck cab. A digital display screen exclusive to K-Tec is also included in the cab for visual operating details, tracking load count productivity, and troubleshoot serviceability. The ability to travel 30+MPH down haul roads improves cycle time performance. K-Tec scrapers are backed by a 3-Year structural warranty, to minimize downtime for critical jobsite operations. For more information, visit ktec.com.

Keystone Plastics Inc.

Keystone Plastics is a leader in the manufacturing of replacements brooms and brushes for street sweeping and road cleaning. Keeping our roads safe and free of debris is what we do have been doing for over 50 years. With a state -of- the- art manufacturing process, we offer a variety of replacement brooms for all major brands of sweepers. Our complete line of products includes AllPro Strip Brooms, AllPro Combo Brooms,. Tube Brooms, Gutter Brooms, Wafers, and custom brush solutions for OEM’s and specialty applications. We work to meet all our client’s’ needs and provide quality, reliable brooms. Contact us today to find your local distributor and see for yourself why Keystones is the most trusted name for in replacement brooms. Email us at info@kpbrush.com or call 908.561.1300.

Leading Edge Attachments

The Leading Edge Attachments, Inc.® patented Multi-Ripper family of excavator and backhoe ripper buckets and tools are offered specifically for rip and load applications, and can replace hammers, blasting, and rock trenchers, for a fraction of the cost. Manufactured in the USA and constructed out of Swedish alloy steel Hardox® 400, the Multi-Ripper family of tools includes the Multi-Ripper, the with the award winning excavator rock ripping Multi-Ripper Bucket, the Hi-Cap Multi-Ripper Bucket, TM The Talon Bucket , the Multi-DigNRipTM Bucket and the V-Raptor BucketTM. These products utilize the SHARC (Shanks-on-an-ARC) technology designed so that high- strength ripping teeth rip the rock one tooth at a time, so that when the bucket is rolled, the result is like that of a trencher. These tools are easy on the machine Multi-Ripper because the forces move evenly from one tooth to the next. The back of Hi-Cap the buckets is shaped to Multi-Ripper Bucket conform to the arc of the ® rippers, preventing pre® Rips the sides and bottom mature bottom wear. of the trench flat with no depth limitation

Multiply Your Money!

eading dge ttachments, Inc.

Multi-DigNRip Bucket

Increases the ripping ability of a machine by two class sizes

(sequential frontshanks on back)

also see our “Talon Bucket” our “V-Raptor Bucket” and our “Stag Bucket”

6 to 9 times the force of a standard bucket

4 times faster than a hammer

ock

Bedr

TM

“SHanks on an ARC" technology

Hardox 400 construction - Available for all excavators and backhoes - Made in USA

eading dge

"Leader in Excavator Rock Ripping Attachments" Operators Claim: ttachments, www.digrock.com "the best attachment sales@leattach.com ® I ever bought!"

Inc. 508-829-4855 July 2018 | Construction Equipment Distribution | www.cedmag.com | 27

2018 CED Attachment Showcase MB Crusher America

MB Crusher introduced its new MB-R500 to the market at Intermat 2018 in Paris, France. The MB-R500 is the fourth model and the smallest cutter in the MB drum cutter product line. Similar to MB’s other drum cutters, it will perform excavation tasks with extreme precision. It can dig trenches, be used underwater, navigate through narrow areas, and manage construction projects that require grinding, cutting, or milling. The MB-R500 is designed for mini and midi excavators weighing between 6,000 to and 24,000 pounds and for skid steers and backhoes weighing between 6,000 to and 16,000 pounds. Its drum can be replaced on-site in less than an hour, without having to be taken to a specialized workshop. Much like the other models, it comes with a full or low set drum head kit, allowing the operator to change the number of peaks depending on the material. The MB-R500 can be equipped with multiple MB accessories, such as the cutter body rotation kit (for ease of rotating the drum without stopping work or leaving the cab), cutting depth adjustment kit (for grinding edges and leveling surfaces), temperature reduction kit (for reducing the oil temperature while in operation without altering the operating machine’s performance), and many more. The MB-R drum cutter line can handle job sites where standard excavation systems are under-powered and hammer systems are ineffective. MB also manufactures jaw crushing attachments that have evolved the industry. Its popular models, BF90.3 and BF80.3, have high return for several companies, up to 30 percent in overall net savings, and have increased production rates for on-site material processing. The company also offers trommel screening attachments for separating material and 360-degree rotational grapples for handling material with a continuous movement. MB Crusher America will be exhibiting at World of Concrete 2019 with live demonstrations, and at AED Summit 2019.

28 | www.cedmag.com | Construction Equipment Distribution | July 2018

ENGINEERED fluid power

optimized

PERFORMANCE Contact HKX to learn more about increasing your machine’s capabilities.  Standard kits for a wide variety of attachments  Upgradeable designs for scalable solutions  Latest in attachment control technology  Conversion and Add- on kits  Custom design and specialty applications  Fast shipping - standard kits within a week!

1 800.493.5487 Ad_template.indd 2

www.HKX.com

sales@hkx.com 6/18/2018 8:41:15 AM

2018 CED Attachment Showcase Montabert

Montabert, a world-renowned leader in rock breaking and drilling equipment, offers a wide variety of hydraulic breakers.

Breaker sizes range from compact to extra large. The mediumrange hydraulic rock breakers are designed for use on large backhoe loaders and mid-size excavators. The all-purpose 501 NG Hydraulic Rock Breaker provides operators with a superior powerto-weight ratio and can easily demolish oversized boulders and thick concrete, delivering up to 870 blows per minute. It is ideal for use with backhoe loaders and excavators weighing between 17,637 and 39,683 pounds, perfect for applications in road building, demolition and trenching. Standard features include a blank-fire protection and energy recovery system that recycles energy to increase striking power. An automatic lubrication system and a fully enclosed cradle reduce noise, protect against debris and impact damage, and reduce wear. Visit www.montabert.com.

MultiOne America

Whether traveling forward or backwards, the MultiOne sweeper this attachment quickly and quietly sweeps and collects dirt and debris, and easily dumps out the refuse. It’s the perfect system for cleaning parking lots, construction sites, sidewalks, loading docks, warehouses, and more. The MultiOne sweeper is equipped with a floating attachment bracket and four4 support wheels that guarantee smooth and easy sweeping operations. This sweeper is available with an optional collection box. Powerful sweeper for larger areas; Side brush available; Water spraying to reduce dust.

Just one of our many attachments. Please visit multione.us.

NPK Construction Equipment, Inc.

NPK’s Demolition Shears are engineered to maximize performance with a slimline design that increases visibility during operation. The unique construction of the arm pin prevents distortion of the main frame and diminishes jaw deflection,; this in turn maintains blade tolerances, preventing jamming of material between the cutter blades. Designed for C&D recycling and/or sorting; Cutting rebar, pipes, beams and other C&D scrap; Commercial demolition projects. The enclosed main frame provides structural integrity and long- term durability while protecting the piston rod and hydraulic hoses. This new design incorporates abrasion- resistant, high-strength bolt-on replaceable waved -shaped cutting blades for better grip and increased control of material, as well as, a robust handling tip for superior manipulation. These shears come with full 360° power rotation for maximum versatility, and NPK’s exclusive hydraulic intensifier cylinder design improves cutting power to handle the toughest jobs. NPK now offers demolition shears for mini-excavators and skid steer loaders.

30 | www.cedmag.com | Construction Equipment Distribution | July 2018

ROCK DOESN’T STAND A CHANCE .

Durability, reliability and performance. Montabert breakers bring it to every job, matching working frequency to ground hardness, consistently delivering the perfect strike — again and again, year after year.

See our attachments in action!

MontabertUSA.com

Follow us on social media for regular updates from Montabert!

2905 Shawnee Industrial Way Suwanee, GA 30024 ussales@montabertusa.com 866-588-8690

Engineering Innovation since 1921

Montabert and the Montabert logo are registered trademarks of Montabert S.A.S. in the United States and various countries around the world.

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6/18/2018 8:45:10 AM

2018 CED Attachment Showcase Okada America, Inc.

The Okada America Inc.’s ORV Series hydraulic breakers are the result of decades of field experience and a long-standing record of leadership in the industry. Seventeen ORV Series hydraulic breakers ranging in energy classes from 150 foot-pounds to 12,500 foot-pounds provide a broad range of solutions for your skid-steers, compact excavators, track loaders, loader/backhoes and excavators. Key features: Large capacity accumulator reduces shock load for longer life; Carrier-mounted auto-grease system continuously applies grease to the breaker tool and bushings, extending the life of wear parts; Variable speed control in the breaker maximizes productivity; Larger N2 gas chamber ensures highimpact power. The all-new Model ORV 12000 is ideal for use on 99,000 to 176,000 pound excavators. It requires 69 to 95 gpm at 2,130 to 2,700 psi and it breaks at a rate of 380 to 530 (short stroke) blows per minute. Demolition of heavily reinforced concrete structures, building foundations and oversize boulders are some applications. Okada America Inc. is a leader in innovative construction product technology. Through more than 200 U.S. and Canadian distributors, Okada offers a complete line of excavator, loader/backhoe, skid-steer, track loader and mini-excavator mounted attachments including breakers (TOP Series and ORV Series), crushers, demolition shears, pulverizers, processors, grapples and compactors (OAC Series).

32 | www.cedmag.com | Construction Equipment Distribution | July 2018

2018 CED Attachment Showcase Prinoth

Prinoth Panther Tracked Vehicles offer increased productivity. With exclusive undercarriage and track technologies, the highest speeds, the highest payloads, and the highest safety level, we offer the most productive crawler carriers on the market. We top industry standards, as our platform is built on a standard truck-style chassis, has a ROPS- certified cab, provides very low ground pressure, and has a steering wheel and& pedal combo offering the best comfort for operators. We are proud to say that we build the most reliable crawler carriers on the market by testing our technologies thoroughly, which results in less maintenance, less downtime, low cost of ownership and high customer satisfaction of our customers. While PRINOTH tracked vehicles may tread softly, but they also carry the biggest payloads – up to an incredible 20,865 kg (46,000 lbs) worth of equipment, materials and supplies. All-terrain and all-weather operation combined with exceptional performance and implement versatility ensure the toughest jobs get done right.

Rockland Manufacturing

Since 1953, Rockland has been manufacturing attachments for loaders, dozers, excavators, haul trucks, and telehandlers.

Our three factories produce over 185 types of attachments, offering both standard and custom designs. Below are some of our popular products include: General Construction - General Purpose Bucket, Utility Construction Forks, Excavator Buckets, Excavator Thumbs, Excavator Couplers Quarrying/Mining - Quarry/Rock Bucket, Aggregate Handling Bucket, Rock Forks Forestry/Logging - Log/Lumber Forks, Sorting Grapple, Millyard Grapple, Stump Splitter, Brush Handling Grapple Agriculture - Rollout Bucket, Ejector Bucket, Light Material Bucket Energy - Angle Blade Assemblies, Coal Blade, Pipe Grapple, Coal Bucket Demolition –- Krypto Klaw, Contractor’s Grapple, Demolition Bucket Rockland has exclusive services that no other attachment manufacturer can match. A few examples are: guaranteed ship dates, expedited lead times, an attachment quoting app for dealers, and stocking programs for many common attachments. Visit rocklandmfg. com.

Rototilt Inc.,

Thirty years ago a product was born in Sweden that would change an entire industry. Rototilt® now celebrates a decade since the establishment of our own dedicated North American company based in Ontario, Canada. “It has been an incredible journey to promote a product that totally transforms excavators and how they work,” says Gerry Mallory, general manager, Rototilt Inc. Although the tiltrotator concept is still relatively new to many in North America, contractors in the Nordic countries now consider it standard equipment. “When we started to gradually introduce Rototilt® in North America in the late ’90’s, many people thought this was a product only for special applications or light- duty work. We worked hard to convince contractors of the tremendous time and labor savings alone with a Rototilt® equipment machine and why it was standard equipment in Northern Europe, but it wasn’t easy. Let’s just say it takes time to change people’s minds and how they work,” says Mallory. The interest and sales gradually emerged, and in 2007 a decision was made to have a dedicated North American Rototilt daughter company to service and support the Canadian and U.S. markets. Rototilt Inc. was established in May July 2018 | Construction Equipment Distribution | www.cedmag.com | 33

2018 CED Attachment Showcase 2018 in Brantford, Ontario, and now has an extensive inventory of Rototilt tiltrotators, accessory attachments, and spare parts. One of the more unique challenges was to get our customers to tell others or share about how the tiltrotator changed their way of working and made their operations so much more efficient. It was such a big advantage against their competitors, that they were very hesitant to share! “It was almost like a secret,” says Mallory. The past 30 years with Rototilt® have been characterized by innovation. Not just when it comes to the tiltrotator itself and its peripheral systems itself, but also the ideas surrounding how the tiltrotator can develop new opportunities for the construction industry. “Rototilt has the vision ‘“One Rototilt® on each excavator.’”. With Rototilt®’sour world- leading product quality and durability, along with our established and proven product support in North America, we are well positioned for the growing demand,” ends says Mallory.

Seppi USA

The powerful and reliable Seppi BMS was engineered using wear-resistant high tensile steel to be lighter and stronger. When paired with variable displacement motors with M-BOOST technology, performance in excavator mulchers is taken to a new level. The BMS is rated to mulch material up to 8” in diameter on excavators from 13 to 25 ton.

With its exposed rotor and fixed tools with tungsten carbide inserts, the BMS can mulch everything from standing timber to brush and slash on the ground. A hydraulic hood allows the operator to control the direction of flying material, making the BMS one of the safest boom- mounted mulchers available. It’s ideal for right-of-way maintenance and all areas that are otherwise difficult to access. The Seppi BMS is the perfect combination of performance, durability and affordability. Contact Seppi USA to learn about dealership opportunities at (513) 443-6339 or usa1@seppi.com.

Simex Engineering

Simex TF cutter heads for excavators are ideal for trenching, profiling and resurfacing rock and cement walls, tunneling, quarrying, demolitions, dredging, and finishing operations. They are highly effective where conventional excavation systems are too weak and percussion systems have little effect. Their quiet operation allows them to be put to work in sensitive or populated areas (near schools, hospitals, bridges and infrastructure). They are especially effective for finishing operations requiring maximum precision, minimum intrusion and an optimum aesthetic result. High torque and high performance are guaranteed by the integrated high displacement hydraulic piston motor.

A filter on the feed line prevents impurities from entering the motor, for example when hoses are being connected to the excavator. Gaskets fitted on drums seal against dust also when the attachment is submerged into the ground, even in muddy conditions. The shaft transmits motion only and bears no load, thanks to double support bearings for each drum.

Steelwrist

Steelwrist is today the fastest growing manufacturer of tiltrotators and quick couplers in the world. A determined focus on robust and modern products, combined with fast service has been appreciated by an increasing number of customers. The core of the Steelwrist product offering includes quick couplers, tiltrotators, tilting couplers and work tools. The Steelwrist tiltrotator can increase the excavators productivity by up to 35%. A tiltrotator eliminates the need to re-position the excavator leading to increased productivity as well as a safer job site. The improved productivity also has a direct impact on your return on investment, and time savings can quickly pay for the initial investment of the tiltrotator.

Steelwrist is the only manufacturer in the market that has a symmetrical coupler completely casted in steel. An extremely robust design free from welding, with large pin contact surfaces for reduced wear.

The mold is formed to add more material where needed and less material where not needed to keep the weight to a minimum and retain a strong construction. All our couplers have the front pin lock technology as a standard which improves safety during tool changes and is a superior, robust steel cast solution. Front pin lock reduces the risk of dropping attachments by accident as long as the front pin is connected. Leading the innovation in this market, Steelwrist has adapted the front pin lock so that it works equally well with all types of excavators, 34 | www.cedmag.com | Construction Equipment Distribution | July 2018

VEGETATION MANAGEMENT

SAVE UP TO 30 %

Discover the RAPTOR 300 for the toughest mulching and tilling jobs.

With our mechanical drive, you get the highest degree of efficiency and reduce your operating costs by up to 30 %. You can also benefit from our 24h AFTER SALES NETWORK.

Tel +49 7557 921213 | sales.germany@prinoth.com

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6/18/2018 8:47:47 17:00 AM 23.05.18

2018 CED Attachment Showcase both small and large, new and used, and also with all types of tiltrotator control systems. Steelwrist latest product launch is the Steelwrist SQ-technology. SQ allows for operator to change between tiltrotator, hydraulic breaker, crusher, shear, , grapple, screening bucket, compactor, other hydraulic attachments and of course any mechanical work tool – all without ever leaving the cabin and in only a few seconds. When changing the tool, both hydraulics and electronics also connect saving time, saving money.

Superior Tire & Rubber Corp.

CUSHOTRAC® ReDDi™ bolt-to-link track pads have become an essential product for heavy equipment on job sites throughout the world. They allow contractors the ability to perform their jobs without worrying about repairing damage to existing surfaces. Track pads come in a variety of different mounting options, such as bolt-to-shoe, clip/clamp-on and bolt-to-link. For excavators, the best choice is bolt-to-link track pads, as they eliminate additional hardware and bypass fitment issues with steel grouser shoes. The excavator market has been neglected in the performance and availability of bolt-to-link track pads. Essentially, there’s only ever been one option, which is a rubber track pad sold by multiple companies with only the slightest difference in shape to separate them.

These similar track pads are all produced overseas, and hardly ever kept in stock at local dealers and distributors.

Not to mention, the rubber compound is severely undermatched to the abusive applications excavators work in, including demolition. To sum up these problems, you have an underperforming product that takes multiple weeks, if not months, to replace. Fortunately, Superior Tire & Rubber Corp. has a solution to these problems, and it’s 100% Made in the USA. Superior Tire & Rubber Corp. has designed and fielded the CUSHOTRAC® ReDDi™ Track Pad, an all- polyurethane bolt-to-link track pad engineered to eliminate virtually all common rubber track pad failures – and it’s guaranteed. Every single CUSHOTRAC® ReDDi™ track pad comes with an industry- leading 2two-Yyear or 2,000- hour (whichever comes first) wear-life guarantee, whichever comes first. This 2-Year or 2,000 Hour Wear-life guarantee is possible due to the CUSHOTRAC® ReDDi™ offering nearly twice the “‘chunk”’ resistance of the leading OEM rubber track pad, based on ASTM D-624 and D-1938 tear strength and tear resistance testing data.

The CUSHOTRAC® ReDDi™ pad also offers more than twice the abrasion resistance of the leading OE rubber pad, based on ASTM DIN Index 53516. The CUSHOTRAC® ReDDi™ won’t be falling apart on the job, which means less downtime from having to replace track pads mid-way through a project and risking late completion penalties.

The CUSHOTRAC® ReDDi™ is made to order with a one- week turnaround time from placing of your order to shipment, ensuring timely delivery of the product you need, when you need it. The CUSHOTRAC® ReDDi™ is the first track pad that’s truly, ReDDi™ for Anything.

Visit www.SuperiorTire.com or call 800.289.1456

Surestrike International, Inc.

Surestrike SS Series Impact Hammers provide a durable, proven design that is Made in the USA. The Surestrike impact hammers provide high production, fast cycle times, and ease of operations at low DB’s. The single- blow energy of the Surestrike is more economical, with minimal vibration, that minimizing damage to excavator sticks and bushings.

Wide range of sizes with models ranging from 25,000 R foot-pounds all the way up to 150,000 foot-pounds of striking force. The Surestrike International team has one gain goal in mind, which is to be in of service of to our customers and do all that we can to make their Surestrike experience a positive and impactful one.

SURESTRIKE

36 | www.cedmag.com | Construction Equipment Distribution | July 2018

Transform Your Excavator Into an Efficient, Multi-Functional Tool Carrier

DISCOVER WHAT ROTOTILT® CAN DO FOR YOU Backed by over 30 years of experience, Rototilt® transforms your excavator and backhoe, old or new, into a job site moneymaker.

With 400 tilt and 3600 rotation, you can expedite more jobs efficiently, work within confined spaces and increase safety on the job site with reduced manpower.

Rototilt® grows your business. From general excavating to back filling, grading and anything you can think of...Rototilt® does it all, generating tremendous time and labour savings with increased profitability.

See Rototilt® at work, and listen to what our customers say at rototilt.com or go to youtube.com/RototiltNorthAmerica Contact us at: (519) 754-2195

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6/19/2018 1:42:43 PM

2018 CED Attachment Showcase Toku America, Inc.

Striker hydraulic breakers by Toku-America Inc. are exceptional hydraulic attachments which that produce industry- leading impact energy, while also increasing overall productivity. Models from 100 ft.lb. –to 12,000 ft.lb. all have patented, AMERICA, Inc. HYDRAULIC ATTACHMENTS accumulator-free technology. This exclusive, built-in system removes pressure spikes, and allows the breaker to have significantly less fewer parts, less down-time, and less overall operation cost. Model’s from 100 ft.lb. –to 1,000 ft.lb. have the ability to be interchanged between multiple machines with an easy- to- use, pin and bushing kit system. The pin and bushing kit system allows one hammer to be used in an abundant amount number of applications, and allows the breaker to be almost universal based on machine class. The larger model striker breakers, 1,500 ft.lb. –to 12,000 ft.lb., are standard, in silenced box housings which reduce overall decibels on- site. Housings also reduce overall vibration, and help reduce wear on the machine. To learn more, visit www.toku-america.com.

TOKU

STRIKER

Vacuworx Global, LLC

The new SL 2 Subcompact Vacuum Lifting System from Vacuworx is the ultimate skid steer attachment. Featuring allaluminum construction, the patent pending design has a hydraulically driven vacuum pump and can be easily attached to any skid steer or compact tool carrier. Quick-connect hydraulic hoses make switching attachments fast and easy so you can maximize productivity on the job. A factory pre-set flow control valve ensures optimal performance. The SL 2 weighs just 98 lbs (without mounting plate) but has a lifting capacity of up to 2,700 lbs (1.25 tonnes). It’s available with manual or wireless remote control. Not only is vacuum lifting a safer alternative than hooks and chains, it also increases your productivity and allows you to move on to the next job faster. Work faster, safer and smarter with Vacuworx.

STRIKER

VERGA Attachments Pvt. Ltd.

HYDRAULIC BREAKERS

Compacto rs Breakers, , and Compacti on Wheels.

3900 Ben Hur Ave., Suite 3 Willoughby, Ohio 44094 440.954.9923

www.toku-america.com 38 | www.cedmag.com | Construction Equipment Distribution | July 2018

VERGA Attachments Private Limited offers more than 220 different attachments for your excavator and skid steer. We manufacture attachments for 1.5- ton to 25- ton class excavators with your brand name. We are a HARDOX In my Body certified member.

Verga’s Heavy Duty Digging Bucket is built for heavy digging conditions in a more severe application where abrasion and bucket breakout forces are a concern.

Vergamade attachments reduce your operating costs and maximize your work output. We are an ISO 9001 and& 14001 manufacturing facility with a manufacturing capacity of more than 6,000 attachments per month.

IMPACT HAMMERS THAT MAKE A DIFFERENCE High Production Fast Cycle Times Impact Energy up to 150,000 ft lbs Low Maintenance Improved Profitability

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2018 CED Attachment Showcase We make all types of excavator buckets, rippers, timber grabs, grapples, excavator thumbs, quick couplers, skid steer buckets and loaders, grab buckets, and many more, made with your brand name. Visit www.verga.biz or email info@verga.biz.

Werk-Brau Company, Inc.

The simple, easily serviceable design of the D-Lock combined with world leading safety features makes the D-Lock the safest coupler on the market today.

The D-Lock Coupler is dual locking, meaning attachments remain securely engaged on both pins in the event of loss of engagement force. A compact design of only seven moving parts (fewest in the industry), requiring only two hoses, no greasing and no complicated operating sequence to follow are just a few of the features which put the D-Lock at the forefront of coupler performance worldwide. With other 70 years of industry experience, a nationally recognized brand, Werk-Brau has the attachments to get the job done!

Woods Construction Equipment

When you need to dig in, dump, load, and move more, the new Central Fabricator® (CF®) General Purpose Wheel Loader Bucket is the right tool. It’s designed for long life and durability, made with US grade 50 KSI yield steel, and 100 KSI yield in highwear areas. The new bucket from Woods Construction Equipment is available in fourteen sizes ranging from 97 to 119 inches wide, for Class 2 through Class 6 wheel loaders. It’s compatible with popular JRB® style couplers and the customer can choose a three-piece or four-piece OEM style bolt-on cutting edge.

The new CF General Purpose Wheel Loader Bucket is available from a network of authorized Woods Construction Equipment dealers throughout North America. To learn more about Woods’ complete line of construction equipment attachments and to find a dealer near you, visit woodsequipment.com/ woodsconstructionequipment.

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ED WARR

E E LW R I S T

ST

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The most compact and optimised tiltrotator in the world

ST

D EN

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EFFICIENCY

EEL CASTED ST

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COMMITMENT TO

E E LW R I S T

✓ Steelwrist offer cutting-edge products for all excavators and backhoe loaders from 4,400 lbs up to 72,000 lbs ✓ Steelwrist’s tiltrotators have low building height for better breakout force and an unbeatable strength to weight ratio ✓ High tilting angle (90°) for increased flexibility combined with 360° bi-directional rotation CURRENTLY LOOKING FOR DEALERS AS WE ARE EXPANDING OUR NETWORK IN NORTH AMERICA

Steelwrist Inc. 576 Christian Lane, Berlin, CT, 06037 (860) 999 3350 www.steelwrist.com

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>> GOOD COMPANY

Steelwrist Invites You To

Come Play in Their

SANDBOX

By Karen Algeo Krizman teelwrist’s Christian Yanes hopes to have a steady stream of visitors to his sandbox this summer.

The general manager of the Swedish-based manufacturer is running the company’s newly launched North American operations from Berlin, Connecticut, where dealers and their customers are invited to get a first-hand experience using the company’s tiltrotators, and various attachments and hydraulic quick couplers.

“It’s an important investment, and a lot of people will, of course, have a difficult time investing the money without having tried it,” Yanes says. “So the idea is that we’re going to have here in our headquarters in Connecticut a big sandbox with a machine in it where potential customers are welcome to come and play around and try it. Once they’re on the machine, then they really understand the benefits of it.”

The hands-on approach is all part of an effort to get the word out to equipment dealers that Steelwrist is open for business in North America.

Founded in 2005 by Stefan Stockhaus and Markus Nilsson, Steelwrist is widely known throughout Scandinavia, where the use of tiltrotators is standard on most job sites.

“Every machine (in Scandinavia) has a tiltrotator,” Yanes explains. “If you come to a job site without a tiltrotator in any of those markets, you’ll be sent back home. It’s like coming without a bucket. You won’t be able to do much.”

In the U.S. and Canada, however, the tiltrotator has been slower to take hold, and Steelwrist, after crossing the pond last year, is “still scraping the surface of letting people know who we are and what we do,” says Yanes.

“The actual tiltrotator product, per se, has been around for at least 30 years, so it’s not a new product,” he says. “I think the slow adoption of tiltrotators in North America has to do with labor costs. When labor costs are high, the tiltrotator can put that labor somewhere

S

42 | www.cedmag.com | Construction Equipment Distribution | July 2018

“Every machine (in Scandinavia) has a tiltrotator,” says Steelwrist’s Christian Yanes. “If you come to a job site without a tiltrotator in any of those markets, you’ll be sent back home. It’s like coming without a bucket.

You won’t be able to do much.”

else, generating profits in other parts of the business. Instead of having so many people around the machine helping the operator, the operator becomes more self-sufficient.”

The tiltrotator is attached to the end of an excavator arm. Using a hydraulic quick coupler, it can swiftly attach and release the various attachments that Steelwrist also offers, including buckets, hydraulic compactors, grippers, grapples, sweepers, asphalt cutters, grading beams and pallet forks, all in a matter of seconds – turning a single excavator into a multipurpose tool that needs very little maneuvering or manpower to get the job done.

“You have a 360-degree bidirectional rotation, so you can rotate the bucket in any direction, and then the tiltrotator has a total of a 90-degree angle in tilt,” Yanes says. “The combination of those two functions allows you to position the bucket pretty much anywhere you want it, reducing, of course, the movement of the machine because instead of having to relocate the machine to dig where you want, the machine can stand on the same spot and the operator is still able to make all the movements he requires.”

With less movement of the machine around the job site, the user saves money on fuel, as well as wear and tear on the machine.

“Also, of course, it increases safety because you’re not moving a large excavator back and forth,” says Yanes. “It also improves the machine’s efficiency because you are able to do the job faster and to do jobs that you were unable to do before.”

While the tiltrotator quick coupler design itself is based on an open standard, what sets Steelwrist’s version apart from the competition is its low weight and safety features.

“We’re providing a very compact solution while not making the machine weaker, and also a very light solution because we’re using cast steel instead of a welded solution or cast iron,” Yanes says. “So it’s a lighter product with a more compact body that still offers a 90-degree tilting angle. We would normally beat our competitors when it comes to building height and weight of the product.”

Steelwrist’s hydraulic quick couplers also include a front pin lock for safety purposes.

“I compare it to an airbag on a car,” Yanes explains. “It’s always there. You don’t need to do anything with it, but when something goes wrong, the front pin lock will prevent the attachment from dropping.”

North American dealers have been particularly welcoming to Steelwrist, thanks to the wonders of social media, says Yanes.

“Customer interest is coming mostly today from end users seeing the product in YouTube or Facebook videos, and calling the dealers and saying, ‘Hey, I really want this.’ That’s what’s triggering business.”

Yanes credits the social media savvy of company CEO Stockhaus with making the push to digitize more of the company’s marketing efforts.

“Our CEO back in Sweden sees the benefits of social media,” Yanes says. “We have some videos where we have over a million views. A product like ours is very difficult to sell on a brochure or on a picture. The advantage of social media is posting the video and people being able to share it.”

Yanes, who has worked for Steelwrist in several different European countries, loves how much excitement the company’s tiltrotator is generating in the U.S. and Canada.

“Everybody, when they see it here, when I’m showing the product to new customers, they’re like, ‘Wow, why didn’t we have this before? This is amazing. How could we do the job without this?’ It’s a question every Swedish operator asks themselves whenever they leave Sweden and go on holiday and they see how other people are working without this kind of tool.”

July 2018 | Construction Equipment Distribution | www.cedmag.com | 43

Are Your Lease and Rental Certificates Worth the Paper They’re Printed On? Are your certificates of insurance put in a paper file or hidden in your computer, never to be seen again until the time arises when you need them, just to find out there is limited or no protection for your company? This happens more than we would like to think.

An improper certificate could cost your company thousands of dollars, or, worse, a disgruntled valued customer.

You can avoid most certificate problems by taking a few precautions to protect both the rental company and the rental

By James Ricker customer. First and foremost, the rental department should be sure that the customer lists the company as an additional named insured on the certificate. By doing this, both the customer and the dealer are protected in the event of a loss.

Lease and rental departments should also verify that the proper limits are included on the certificate. This starts with, but is not limited to, $1,000,000 of general liability. Many well-intended dealers miss looking at their customers’ physical damage limit (aka leased/rented equipment limit). The leased/rented equipment limit needs to be at or greater than the value of the machine(s)

44 | www.cedmag.com | Construction Equipment Distribution | July 2018

in question, and provide coverage that reimburses replacement cost value of the equipment on an all-risk policy. If more than one unit is listed on the rental agreement, each piece and its value should be listed separately on the certificate to ensure proper coverage.

Many insurers provide blanket limits of physical damage on certificates of insurance, and this may be putting the rental company at risk. The first parties to be paid in the event of a major loss are the banks, lien holders and other rental companies who are listed as loss payees.

If the rental company is not listed as a loss payee, it will be paid only if there is money left after all other claims are settled.

Another area of concern that’s often overlooked is policy expiration and renewal dates. Many policies expire while equipment is on rent, and many customers change insurance carriers upon renewal. Be aware of these exposures and implement a good follow-up system.

Finally, before releasing the rental equipment, rental coordinators should confirm that the certificate of insurance is current and valid, or offer a rental

The best method for protecting rental assets is to use an outside service to verify, validate, archive and follow up on expiration dates and renewal dates, with easy access to all rental certificates from any rentalcompany-owned location. equipment protection plan until a valid certificate can be obtained. Additionally, a new certificate of insurance should be obtained on each new rental unless a rental equipment protection plan is in place.

The best method for protecting rental assets is to use an outside service to

verify, validate, archive and follow up on expiration dates and renewal dates, with easy access to all rental certificates from any rental-company-owned location.

Tax-exempt forms, claims monitoring and vendor certificates should also be made available to the rental department.

Why customers would prefer not to provide certificates for physical damage insurance: 1. There is a charge for each certificate.

2. It may increase premiums on their Inland Marine policy.

3. Premiums increased for one project will remain on their policy for the entire year and may never be removed.

4. It is easier and more cost-effective to transact the entire rental process at the rental location.

5.

The type of equipment they are renting may throw up a red flag for being an additional exposure that may increase their overall premiums.

6.

Their liability exposure may be increased because of the type of project, resulting in increased liability premiums, not just their IM premiums.

7.

Cranes, aerial lifts and other

July 2018 | Construction Equipment Distribution | www.cedmag.com | 45

Dealer Competitive Strategy

By Richard Stewart t is no secret that equipment dealers are competing in an increasingly complex environment. Pressures from original equipment manufacturers, customers and even new market entrants are stressing traditional operating paradigms. What does a dealer do to adapt to these market drivers, remain competitive, and improve financial performance? This question triggered an academic research project to determine if, in the current dealership environment, one class of strategy is more effective than another. This is an introduction to that research.

The research is being conducted under the watchful eye of the University of Denver and in partnership with AED. Members of AED were surveyed anonymously to collect data on the prevalence of specific market drivers, what strategy and business model adaptations dealers have recently made, and the financial performance associated with these adaptations. The outcome of the research identifies, by revenue category, the effectiveness of both customer-oriented and product-oriented strategies.

I

Strategic Autonomy

Compared to other industry sectors, equipment dealers are somewhat landlocked in their available strategic options. Figure X sets out a spectrum of strategic autonomy. The most autonomy is afforded to those not beholden to an OEM, and the least Figure X autonomy is afforded to company stores. Dealers are not franchisees (a virtual company store), so classic components of strategy such as geography, product offerings, and pricing are heavily influenced, if not controlled, by the dealer’s OEM. With limited strategic autonomy, dealers are, in a very broad sense, left to compete based on cost or differentiation (see figure Y).

Competing predominantly as a low-cost provider requires a product-centric strategy and business model that delivers efficiency and standardized offerings. Competing as a differentiator requires a customer-centric strategy and business model that delivers deep relationships and customizable offerings. Overall, the research is persuasive that customer-centricity is more effective than productcentricity, but not in all revenue categories. The research also identifies that the greater the revenue category, the more dominant customer-centricity becomes.

Market Drivers and Adaptations

Understanding the components of current market drivers is the first step in adapting strategy and business models. The research identifies the significant OEM and customer market drivers Figure Y that dealers are experiencing by revenue category.

Additionally, those market drivers are segmented by centricity orientation. One interesting takeaway from this data is that productcentric dealers have greater sensitivity to current market drivers than do customer-centric dealers, likely signaling that product-centric dealers are stressed by the effectiveness of customer-centric strategies and business models.

The root value of the research is in its identification of those adaptations that dealers are making to their strategies and business models.

It is one thing to understand market drivers and strategic options, and it is another to gain a view into specific changes dealers are making to their daily operations. The prevalence of these specific changes, their centricity orientation, and adoption rates by revenue category are each components of the research. Another interesting takeaway from the data is that customer-centric dealers are more aggressive in changing the way they do business than product-centric dealers are. This likely means that customer-centric dealers are seeing sustainable results from their changes.

What’s Next

Admittedly, this article is a bit of a teaser. The research was done for the benefit of AED and its members, and in due time the full results will be available to all AED members. But first, as promised, the results go to those dealers who completed the survey. That release will occur in August, with rollout to all members in the fall.

With the upcoming release of the AED Annual Cost of Doing Business Report and the corresponding release of this research, two powerful tools become available to dealers. These tools can serve as a solid foundation for your 2019 planning by helping you benchmark your dealership both operationally and strategically.

46 | www.cedmag.com | Construction Equipment Distribution | July 2018

WOMEN IN THE WORKFORCE When More Women Join the Workforce, Wages Rise — Including for Men

T

he increase of women in the paid workforce was arguably the most significant change in the economy in the past century. Yet although the female labor force participation rate has been rising steadily in the country, it has not done so evenly across states and cities.

Previous research has explored the factors that create these disparities, but not much is known about their effects.

Looking at Census data from 1980 to 2010, I studied how women’s participation in the workforce influences wage growth in approximately 250 U.S. metropolitan areas.

W hat I foun d o ut is t ha t pl a ces w i t h hi g her fema l e l a bo r fo r ce p ar t i ci p at io n ra t e exper ien ced hi g he r r e al wa ge g r ow t h t han ot he r w i s e s imil a r cit ies .

For example, in 1980, 59.5% of women in Minneapolis were in the labor force, compared with just 53.4% in Columbus, Ohio. That difference led to over 4% higher median wage growth for Minneapolis, which saw median wages grow $0.54/hour more than Columbus from 1980 to 2010.

Despite increases in gross domestic product per capita, real wages for many workers have been stagnating in recent decades. The trend has particularly hurt men, while women have largely benefited from the growing service sector.

Some cities, such as Flint, Michigan, saw median real wages go down despite more women entering the workforce. This is because there are many other factors that affect wage growth in cities aside from the female labor force participation rate. Cities like San Jose, California, and Boston, with more robust economies and high-growth industries, expected to see higher wage growth than cities like Flint, which saw its main industry decline and its economy shrink.

Overall, my models suggest that every 10% increase in the female labor force participation rate in a metropolitan area is associated with a 5% increase in median real wages — for both men and women. When women are incorporated into the economy fairly (i.e., when they don’t face discrimination or aren’t segregated into low-paying, female-dominated occupations), the effect they have on cities is even larger. While female labor force participation rate across metropolitan areas have increased in every decade between 1980 and 2010, the largest gains by far were made in the 1980s, when women also made the largest gains in shrinking the gender wage gap and in reducing sex segregation.

When fewer women participate in the labor force, the economy operates without the talents and abilities of 51% of the population. If cities want to take advantage of the real wage gains that result from more women in the workforce, they should ask women what they want and find ways to meet their needs.

AMANDA WEINSTEIN © 2018 Harvard Business School Publishing Corp.

Amanda Weinstein is an assistant professor in the department of economics within the College of Business Administration at the University of Akron.

July 2018 | Construction Equipment Distribution | www.cedmag.com | 47

advertisers’ index Allied Construction Products, LLC.............................. 21 www.alliedcp.com Auger Torque USA..................................................... 22 augertorqueusa.com BOKF Equipment Finance Inc..................................... 17 www.bokfinancial.com CDK Global.................................................................. 2 cdkglobal.com/newday e-Emphasys Technologies Inc...................................... 1 www.e-emphasys.com Glynn General Corporation....................................... 48 www.glynngeneral.com HKX, Inc.................................................................... 29 www.hkx.com JT Bates Insurance Group.......................................... 45 www.jtbatesgroup.com LBX Company LLC..................................................... 23 www.lbxco.com Leading Edge Attachments, Inc................................. 27 www.digrock.com MB Crushers America................................................ 28 www.mbamerica.com Montabert & Geith.................................................... 25 www.geith.com

Montabert & Geith.................................................... 31 www.montabertusa.com Okada America, Inc................................................... 32 www.okadaamerica.com Prinoth........................................................................ 6 www.prinoth.com Prinoth...................................................................... 35 www.prinoth.com Randall-Reilly............................................................... 5 www.edadata.com Rototilt Inc................................................................ 37 rototilt.us Sentry Insurance Company..................Inside back cover www.sentry.com Steelwrist, Inc............................................................ 41 www.steelwrist.com Superior Tire & Rubber Corp..................................... 40 www.superiortire.com Surestrike International, Inc...................................... 39 www.surestrikeinternational.com Toku America, Inc...................................................... 38 www.toku-america.com Uptake........................................................................ 8 uptake.com

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171 Follins Lane St. Simons Island Georgia 31522 Tel: 912-638-4320 www.glynngeneral.com 48 | www.cedmag.com | Construction Equipment Distribution | July 2018

Midwest/East Territory Eric Strickland Tel: 912-577-9799 Florida/Georgia/Alabama Slade Rowland Tel: 912-222-4268 Central/West Territory Michael Raley Tel: 817-301-7984

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