EESSCO 10th Anniversary

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EESSCO Celebrates a Decade of Success The Hanson, Mass., rock-and-sand-handling equipment company EESSCO is celebrating 10 years of solid business expansion on the strength of its customer service.

By Giles Lambertson CEG CORRESPONDENT

Like a rock.

Bob Seger sang it. Chevy sloganized it. EESSCO seems to be living it.

The Hanson, Mass., rock-andsand-handling equipment company is celebrating 10 years of solid business expansion on the strength of its customer service. Through strong economies and weak ones, EESSCO continues to grow.

“Making customers happy is our number one priority,” said Greg Grey, co-owner and parts manager of EESSCO, an acronym for Equipment, Erection, Sales & Service Company. “If you try to do it any other way, it doesn’t work.

We’re not pushing, we’re listening.

(L-R) are EESSCO co-founders Greg Grey and Dick We try to respond to customers’ Vining and business partner, Greg Donecker. needs and be creative in getting them 4

through whatever jam they’re in.”

Grey and business partner Dick Vining were in a jam of their own a decade ago. The company where they were employed was sold and then resold and job security seemed to be flying out the window. Turns out, opportunity was flying in.

Lyn Kemper of Kemper Equipment, the Pennsylvania-based mining equipment company, approached the two men about going into business for themselves. The idea grew on both men until finally, with Lyn’s family, Sheri Kemper Donecker and her husband, Greg Donecker, joining them as partners, EESSCO was launched in the tumultuous fall of 2001.

“Without Lyn Kemper stepping up and forming the idea, we probably would have stayed working for somebody else,” Grey said. “With his financial support and our com-

mitment, we formed a great company.

We’re getting bigger and stronger all the time and developing a diversified line of products.”

“We were nervous,” acknowledged coowner Vining, the company’s general manager. ”Any new company is nervous.

You know, are we going to make it or are we not going to make it? The 9/11 attacks didn’t have much impact on us except we wondered what was going to happen in the country and to business.”

Greg Donecker, president of both EESSCO and Kemper Equipment, said he was confident the new business would succeed. “There was an opportunity at the time in this geographic market,” he said.

“Our people knew the customer base and we filled their needs.”

Grey and Vining definitely knew their

New England quarry and pit customers.

Between them, the two men had 45 years of experience in the industry at that time, Vining having been immersed in New England aggregates work since 1970 and Grey since he was 18 years old.

Starting and Growing Together with salesman Mike Southwell, Grey and Vining set up shop in a 3,200-sq.-ft. office in Norwell, Mass.

Their target market was New England and parts of northern New York and New Jersey. They began by selling conveyor belts and equipment parts, and as a supplier of aggregate industry machinery.

Parts management is Grey’s “forte” and his love: He can be found at the office each day at 6 a.m. already working that part of the business.

“Our one major goal was to be the best in parts and service,” Grey said, adding that the philosophy has proven to be a winner. “Our primary focus from the beginning was to be a parts company. Focusing on the parts and service end has created a following in equipment purchases. Instead of chasing elephants and hoping we get the parts business, we pushed parts, which led to equipment sales.

“There are a lot of elephant chasers in our industry, always shooting to get that big piece of equipment. But in times like today, they might be chasing their tails just to survive.”

Three years after opening, the new business outgrew its location and moved to a 5,000-sq.-ft. office in Holbrook, Mass. Five years of continuous growth at that location see EESSCO page 8

“Focusing on the parts and service end has created a following in equipment purchases. Instead of chasing elephants and hoping we get the parts business, we pushed parts, which led to equipment sales.”

Greg Grey EESSCO

Inventory is the name of the game. EESSCO stocks an extensive selection of parts at its Hanson, Mass., facility.

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6

Congratulations to EESSCO on 10 Great Y ears! e Years!

Wee are proud of the quality of our equipment.

W We’re W e’re just as proud of the quality of our relationships.

At TRIO, TRIO, we’re we’re proud of our relationship with EESSCO, EESSCO, a company whose founders truly understand what producers need to be successful. W We’re e’re looking forward forward to continuing to work with EESSCO to provide high quality equipment and great service service for years to come.

At TRIO TRIO,, we work hard ever everyy day to build solid relationships with every every customer. customer. From designing the best solutions to ensuring everyy piece of equipment runs to spec and delivers the promised results, TRIO’s service that ever TRIO’s continuing ser vice commitment is what helps find first time time customers, customers,and andwhat whatbrings bringsthose thosecustomers customersback. back.

Known for innovative engineering and unmatched value, our equipment works hard ever everyy day in the world’ world’ss most demanding environments. Just as importantly importantly,, we work hard to make sure that every every TRIO customer gets the kind of flexible, personal service service and attention that the competition can can’t’t match.

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7

EESSCO from page 5

necessitated another move in 2009, this time to a 25,000-sq.ft. warehouse with two overhead cranes for heavy machinery repair. Attached is a 5,000-sq.-ft. office. All of it sits on two acres in Hanson, Mass., which is about 35 mi. from Boston and 15 mi. from Interstate 495.

“This is going to be our final place,” Grey said. It is way too early for anyone at EESSCO to be talking about finality, what with $3 million in parts in the warehouse, a growing annual business volume, and a customer base of more than a thousand viable companies. The trajectory of the firm quite clearly is upward and onward.

“We needed to gain the customer’s trust that we could supply the proper bolt before getting an order for a few-hundred-thousand-dollar piece of equipment,” Donecker said of the start-up period. “Customers soon realized we could do EESSCO maintains in stock belting supplies to meet any customer’s what we said we’d do. Within a few years, we were selling needs. complete plants worth millions of dollars.”

One of the drivers of growth at the company is conveyor belts. Though EESSCO sold the belting from the first day of business, two years ago it committed itself to the product in a major way. It purchased belt splitter and belt winder machinery and 40,000 ft. of belt stock. Going all in on belting has proven to have been a good business decision, said Grey.

“Now that we have belts on the shelf and the machinery, we are getting emergency orders. And that really has helped us.

Really, it has been sort of a feeding frenzy.

If they know you have it on the floor and they need an oddball size or a standard size, they call.”

The belt business seems to prove again the validity of the anti-elephant-chasing theory espoused by Grey: EESSCO now is selling bigger pieces of equipment to cus- A custom belting machine cuts conveyor belting specifically to customers’ needs. tomers who first contacted the company about a conveyor belt.

Not even the doldrums of the current recession have dented the enthusiasm or the business activity at EESSCO. As Grey observed about the Boston Red Sox, which was suffering through a late-season doldrum of its own in the fall of 2011, “You just gotta’ win games.” It is an appropriate metaphor for the gritty resolve of the EESSCO crew.

Quarry and aggregate-handling customers have been slugged by the downturn in construction activity, but EESSCO’s positioning in the market has deflected much of the recession’s impact.

Unable to commit to the elephantine piece of equipment, the customers are buying parts and upgrading the equipment they own.

Vining said the business activity of customers varies widely.

“We have customers that are slow and some that are working 24 hours a day. The economy has affected us, but has it brought us to our knees? No. It has made us tougher. When we established the business, all you heard from competitors was, ‘You are only Conveyor belting comes in every imaginable shape and size.

8

Aggregate Industries of Taunton, Mass., worked with EESSCO to install this Sandvik H4800 crusher.

going to be in business for six months.’ But here we are and we are a strong company.”

Hurricane Irene generated some business in western Massachusetts and Vermont, Grey said, but generally speaking, construction work has slowed. “Still, our customer base always is needing something. Us being diversified has made us stable in a tough economy.”

Poised for the Future The diversity of products available through EESSCO ranges from Sandvik gyratory crushers that can weigh more than 700 tons to, said Grey, “a nut and a bolt. We sell it all.”

Product lines at EESSCO include Sandvik, Trio, Universal, and Remco crushers. Screening, dewatering, and washing equipment makers are Terex, FMC, Eriez, and Phoenix. Portable plants are sold and serviced, and then there are all those original and aftermarket parts from 25 companies including Douglas and Superior idlers, Esco manganese liners, and Kent Contractors all across New England and New York State, including see EESSCO page 10

Mattingly Construction of North Anson, Maine, rely on EESSCO for its equipment needs. Shown here is Mattingly’s Sandvik CJ411 jaw crusher.

9

Lebanon Crushed Stone of Lebanon, N.H., purchased its Trio 54-in. twin screw washer from EESSCO.

EESSCO carries a significant inventory of conveyor parts.

EESSCO from page 9

pedestal mounted hammers.

“We believe 100 percent in what we have quality-wise,” Vining said of the lineup of products. “If we don’t believe in it 100 percent, we don’t want that vendor.”

The co-owners expressed the same total belief in each of the five people who serve their customers. When speaking about their business, they repeatedly return to the dedication and expertise of their sales and service people.

“We help out the customer,” Vining said.

“We are not always there for the sale, but we are there for the consulting. That’s why we have the salesmen we do. We have competitors, and they will sell the major piece of equipment and then the customer will never hear from them. That’s not what we do. We turn wrenches with them if they let us and Belt scrapers are kept well stocked in help them install the equipment.” inventory.

Grey added, “Our outside salesmen are

Stackers are available and ready for work.

10

also the service people. They are right there side by side with the customer. Our guys get dirty. They are not suit-and-tie salesmen.”

He called the EESSCO team of seven management and sales and service people “a band of brothers. Dick and I are not pressuring or over-micro-managing guys. We have a common goal and it really seems to work. Our guys are right there with us. They want to know what is expected of them and we know what is expected of us and we all go 24/7 to keep our customers happy.

“The commitment of our employees is almost insane.”

The crewmembers are Mike Southwell (territory manager for New Hampshire, Maine, and parts of New York), Chris Salafia (Vermont, portion of Massachusetts, and parts of New York), Brian Buscetto (Connecticut, northern New Jersey, and southeastern New see EESSCO page 17

11

12

13

Mass. Quarry Triples Production With Trio

Charles J. Mabardy (L), president of C.J. Mabardy Inc., and Chris Salafia, sales representative of EESSCO. 14

How would you like to triple your production every day? Sure, but it probably sounds like it could be really expensive to do that, right? Well, what if you could that at a reasonable price?

It was these questions that a 40-year old company, well known in eastern Massachusetts as an aggregate producer and supplier of gravel, stone and sand, recently asked itself. And it found the answers to make it possible.

C.J. Mabardy Inc. was founded in 1968

by Charles Mabardy as a trucking company.

In 1972, he opened a gravel pit, which allowed him to process, sell and deliver aggregate products. With corporate offices in Cambridge, Mass., its pit and quarry operations are located on River Street in Winchendon, Mass. Over the past several years, the company has expanded into site development construction, excavation, utility work, demolition and mobile on-site crushing screening and recycling.

Not long ago, the company also determined that it needed to make a major investment at its Winchendon operation.

“Production levels were lagging well behind what they should have been and the downtime on our aging crushing spread was significant,” said Charles Mabardy. He soon met with Chris Salafia, sales representative of EESSCO, to see what could be done.

Salafia introduced him to the Trio brand of crushing equipment.

“EESSCO assured me that these crushers are designed to handle a wide range of crushing applications from primary, secondary and tertiary hard rock crushing and would comfortably and affordably meet all of our needs and dramatically increase our production levels,” said Mabardy. “We wanted to invest in some high quality equipment and I had seen some quotes that had literally made my jaw drop. But we were assured that the Trio crushers available from EESSCO were easy to maintain, rugged, reliable and very importantly, they were priced right.”

C.J. Mabardy has since invested in a 40in. x 10-ft. Trio feeder; a 24 x 36 Trio jaw plant; and a TC36 Trio cone. The Trio products

C.J. Mabardy regularly uses the services of EESSCO is for the purchase of aggregate parts for all aspects of his aggregate operations, including supplying the parts for portable crushing and screening plants that were not originally purchased through EESSCO.

quickly proved to be a price-driven product that also offered tremendous quality.

“Our production levels tripled from 300 tons a day to over 1,000 tons a day,” said Mabardy. “The products that we are producing include a very high quality washed sand, which we sell to area beaches.”

Prior to the Trio purchases, Mabardy had done some business with EESSCO since the company came into existence 10 years ago and his relationship with the management team of Dick Vining and Greg Grey goes back well before that.

According to Mabardy, “For a number of years I used EESSCO primarily for the purchase of belts, pulley, idlers, etc.”

One of the other areas that Mabardy regularly uses the services of EESSCO is for the purchase of aggregate parts for all aspects of his aggregate operations, including supplying the parts for portable crush-

“I have really come to rely on the parts purchased from and the advice I receive from Greg Grey at EESSCO. He really understands our business and is a great source for all the wear parts that we consume, whether or not the equipment was originally purchased from EESSCO.” Charles J. Mabardy C.J. Mabardy Inc. 15

ing and screening plants that were not originally purchased through EESSCO. “I have really come to rely on the parts purchased from and the advice I receive from Greg Grey at EESSCO,” said Mabardy. “He really understands our business and is a great source for all the wear parts that we consume, whether or not the equipment was originally purchased from EESSCO. They keep a great inventory and typically can get me the parts I need the same day or next day that I call.

“With EESSCO I really know that I am dealing with experts who understand the application that we are working in,” Mabardy continued. “In the case of the Trio crushers they were able to match up the right equipment for the job we were doing at the right price. We have no regrets.” CEG

16

EESSCO from page 10

York), and Chuck Ploeger (southeastern Massachusetts and Rhode Island).

An asset not on the books is the company’s deep experience; it has proven invaluable. Vining related how just about every week someone will approach a company representative for advice.

“You’ve been around this for a long time, you have hands-on experience, they’ll say. What can we do to make this or that better? So we’ll explain how to do this or do that to help production, and that extra 50 tons of production an hour or a day puts money in everyone’s pocket.

“I don’t know everything after 40 years,” he quickly added. “The day I know everything, I might as well quit. But I don’t think you see a lot of people do the same thing for 40 years. I’ve had a lot of good working relationships over the years.”

The customer relationships are the heart of it, said Grey. “Building good relationships is what we are all about. Other things fall into place if you are doing the relationships right.”

Greg Grey (shown here) co-founded EESSCO with Dick Vining in 2001.

Working Through Obstacles The concentration of aggregate industry firms in the northeastern United States is a plus for the company. Vining recalled conversations with parts “I don’t know everything after 40 companies in the middle of the country whose customers are located 70 mi. apart. Whereas EESSCO probably has 20 or more within a 50-mi. radius of years. The day I know everything, I the office, he said. might as well quit. But I don’t think you But the population and business concentration also poses problems for quarry and pit operators and for companies that process the rock and gravel. see a lot of people do the same thing As residential areas encroach on aggregate operations, complaints rise with for 40 years. I’ve had a lot of good the dust. working relationships over the years.

“It’s the old adage: You move next to a quarry that you knew was there, but now you want it to shut down,” Grey said. “The number one thing that Building good relationships is what we impacts the industry is surrounding neighborhoods.” are all about. Other things fall into EESSCO backs the companies as they can when problems arise, attending meetings to talk about suppression systems to defuse dust issues, or possible place if you are doing the relationships solutions for noise issues. Environmental Protection Agency hearings “make right.” our customer base go through absolute grief to get permits for their quarries Dick Vining or pits,” observed Grey.

EESSCO Vining said the company quickly “jumps on board” whenever a customer encounters an EPA roadblock. He sees such encounters as chances to serve customers in times of need as well as sales opportunities.

“We have products that will help minimize fines for a customer. For all the new guidelines that the EPA comes up with in its rulings, we offer solutions. And we stay on top of it. Sometimes a customer hasn’t heard of the latest ruling and we tell him about it and he says thanks and orders this or that part to fix things.”

Neither the general population of New England nor its aggregate industry is in decline, so where does that leave them as uneasy neighbors?

Donecker acknowledged that environmental regulations make it “challenging” for aggregate companies. Yet the need for aggregate will continue to grow, he said. “Nobody wants a quarry in their backyard, but aggregate is used in roads, buildings, paint pigments, ceiling tiles and toothpaste. New England will continue to crush rock.”

While EESSCO supplies parts and equipment for such auxiliary customers as aggregate-handling railcars and barge systems, Donecker said, “The majority of our customers are the quarries, sand and gravel pits, and ready mix and asphalt plants. There will always be local quarries.” Dick Vining (shown here) co-founded EESSCO with Greg Grey in 2001.

And EESSCO will be there keeping the machinery running. CEG 17

Shot Rock and Roll in New England

Ted Ondrick Company is the front line for major contractors and developers that are looking to process extreme quantities of shot rock.

Shot rock. Just about every New England contractor is familiar with it. On any construction project of any sizable scope, it will be found.

Often the tops of hills or small mountains are blasted and leveled to create the site for new shopping plazas or other construction projects.

In most cases, portable crushers are brought in to process the shot rock and manufacture usable aggregate materials. That’s where Ted Ondrick Company, based in Chicopee, Mass., comes in.

The third-generation company, which will be celebrating its 75th anniversary in 2012, is a highly diverse contractor with the materials and construction division of the company engaged in asphalt and aggregate manufacturing, paving and site work, concrete and asphalt recycling, contract crushing and soil remediation. A very large aggregate producer, Ted Ondrick Company’s portable crushing division travels throughout all of New England and into eastern New York, handling projects both large and small.

Ted Ondrick Company’s reputation and fleet of portable crushing equipment is well known in the New England market; one of its critical suppliers for support equipment is EESSCO. 18

“We purchased some of our original crushers for our portable division from Dick Vining, general manager of EESSCO,” said Adam Ondrick, president of Ted Ondrick Company.

“Those two original Svedela (Sandvik) jaw crushers have served us well over many years of use. We also use EESSCO for the purchase of many of our support items including belting, idlers, pulleys, screen cloth, bushings and other related items.”

Adam Ondrick sees EESSCO as much more than just a supplier. “They are experts in their field,” he said. “They truly understand the intricacies of crushing and aggregate production in New England. We rely on them heavily for input when facing a challenge in the field. It is commonplace for my father, Tadj Ondrick, to contact Dick Vining and use him as a sounding board when we are faced with a new challenge.”

But EESSCO does more than just recommend and supply equipment, Adam Ondrick said.

“They have repeatedly demonstrated the ability to support the equipment they supply us,” he said. “When we need a part, they inevitably have it in stock or they have a supplier who can get the part to us, usually in less than a day.”

Ted Ondrick Company is unique to many onsite-crushing operations — it engineers and fabricates the chassis that carry and support its crushers. Each spread is designed by Tadj Ondrick to specifically meet the company’s needs. The company’s reputation in part is based on its ability to complete high-volume crushing projects in a minimal amount of time.

The firm is the front line for major contractors and developers that are looking to process extreme quantities of shot rock.

“When we are contract crushing our family name is on the line,” Adam said. “When equipment is down, we need the right part and we need it as quickly as possible. In these situations I work closely with Greg Grey, EESSCO’s parts manager. Just recently we were replacing the bushing in our 15 x 60 Omni cone. We had anticipated only replacing the lower bushing, but once we opened up the cone we were surprised to find that we also needed to replace the upper bushing. Greg Grey was able to get that part to us the next day. We would not have been shocked to find out that we needed to wait three days or more. With one day service, EESSCO really came through for us.”

And as everyone knows, time is money — truer today than ever before. CEG

(L-R): Adam Ondrick of Ted Ondrick Company; Chris Salafia, territory manager of EESSCO; and Tadj Ondrick of Ted Ondrick Company.

“They [EESSCO] are experts in their field. They truly understand the intricacies of crushing and aggregate production in New England. We rely on them heavily for input when facing a challenge in the field.”

Adam Ondrick Ted Ondrick Company

19

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Bay State’s Kimball Sand Company Relies on EESSCO in Its Time of Need

(L-R): Chris Salafia, sales representative of EESSCO; and Wayne Kimball and Scott Kimball, both of Kimball Sand Company.

For one New England company, hitting ledge rock became a stroke of great luck.

Kimball Sand Company was founded by Robert W. Kimball as a sand and gravel bank. In 1985, however, the company hit ledge rock in its gravel pit and transformed itself into a quarry, which today sits on 600 acres.

Kimball Sand Company offers a variety of top quality aggregate products for construction, building and development projects and has grown over the years into a large company with a staff of friendly and knowledgeable employees and a fleet of approximately 20 Kenworth 10-wheelers and tractor trailer trucks.

“Over the years, I worked closely with Chris Salafia, my sales representative with EESSCO and Greg Grey, their parts manager. When we are having a production issue or need a part, turn-around time means everything to us and it is in those situations that EESSCO really shines.”

Scott Kimball Kimball Sand Company

see KIMBALL page 22 21

Kimball Sand Company delivers throughout Massachusetts and Rhode Island and in addition to its contractor business, it also supplies many of the surrounding municipalities with their sand/salt mix for the winter.

KIMBALL from page 21

“Over the years, I worked closely with Chris Salafia, my sales representative with EESSCO and Greg Grey, their parts manager,” said Scott Kimball, equipment manager of Kimball Sand Company. “When we are having a production issue or need a part, turn-around time means everything to us and it is in those situations that EESSCO really shines.”

Kimball pointed to EESSCO’s large inventory of wear parts on the shelf.

“And what they don’t have, they can usually have arranged to ship to me the same day,” he said. “I feel like I get very personalized service with EESSCO. They know and understand our business. They have the expertise and resources to help us through situations when we have a production issue. Their knowledge has helped us avoid problems in the past and their expertise has helped get us through many a jam. They have definitely saved us a lot of money over the years.” CEG

Kimball Sand Company accepts clean asphalt and concrete that contains no wire mesh or rebar from area contractors and produces recycled asphalt and high-quality screened topsoil. The company delivers throughout Massachusetts and Rhode Island and in addition to its contractor business, it also supplies many of the surrounding municipalities with their sand/salt mix for the winter.

Over the years, Kimball Sand Company has relied heavily on EESSCO for its equipment needs. The company has purchased a large variety of equipment and support products, including a 6 x 20 inclined screen, which was purchased just three years ago, and a 6 x 12 double deck screener. The company also uses EESSCO as its primary supplier of products such as belts, idlers, pulleys and replacement screens.

This business relationship goes back some 20 years.

“I feel like I get very personalized service with EESSCO. They know and understand our business.

They have the expertise and resources to help us through situations when we have a production issue. Their knowledge has helped us avoid problems in the past and their expertise has helped get us through many a jam.

Scott Kimball

Kimball Sand Company 22

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