RIGGS
REPORT JAN20 - MAR20
VOL 1 ISS 2
Dear Riggs Employees, Share-It-Forward continued to bring hope and encouragement to our employees in need, our communities, and our employees’ children. In 2019, SIF assisted 37 of our employees in their time of need. This is what SIF is all about. Three of our employees’ children were able to obtain a college scholarship. Our communities received support to better care for our hungry and homeless children around the state. And Buckets of Hope, in the spirit of SIF, gathered over seventeen thousand pounds worth of donations from our customers and delivered those goods to local charities. These are your dollars, matched by the company, making a huge impact in the lives of those around us. Thank you for making Share-It-Forward such an amazing foundation.
First of all, I want to say thank you for your hard work in 2019. As we reflect on our 92nd year in business, we had many challenges and many achievements worth noting. Our biggest challenge came in the form of weather. In the first half of the year, we could not keep the rain from coming and it greatly impacted our customers’ ability to work. According to the Arkansas Weather Service, our state saw 60 inches of rainfall predominantly in those first six months. And then the flooding came. Furthermore, our competition continues to get stronger and especially so in the BCP space. With that, the main thing that sets Riggs apart from the rest of the pack is you. Our people make the biggest difference and so it remains imperative that we continue to meet our customer demands while providing them with an outstanding customer experience. And because of you, our achievements make a long list.
In summary, 2019 was a year full of hard work and accomplishments that resulted in a solid year. The challenges affected our performance for the first half of the year while our successes carried us to a strong finish. We look forward to building upon and learning from 2019.
Last year, we worked over one million hours in the shop and field. Our parts operations ran 24 hours a day, every day, to enable our customers to keep working. Our Sales group delivered a record number of GCI machines. Our Rental team started a new business model in Benton and Springdale delivering a record number of new contracts and new customers. Riggs Outdoor opened its doors in April and experienced strong growth in its first year. SiTech grew substantially in Northwest Arkansas with the opening of a new location in our Springdale store. Our Rebuild division grew substantially while completing a record 44 rebuilds. Our power division sold over $7.5m in EP projects and celebrated significant growth in petroleum markets. And our corporate support teams worked hard to reinforce our operational teams. And the list goes on.
But as the story goes, on January 1st, 2020 we started all over again. And with that comes opportunities to learn from our mistakes and grow upon our successes in 2019 while striving for new heights in 2020. Our major growth areas for 2020 are in the Rental, Used, and Power/Engine divisions. We are building our teams to grow in these areas while continuing to deliver solid growth in all other departments. To achieve these goals, it will take all of us pushing forward together as a team. In conclusion, thank you sincerely for your great work in 2019. This team of employees is among the strongest in the Caterpillar dealer network. It is you who set us apart in the market and allow us to serve our customers well. Thank you for all of the time, effort, and commitment poured out to make us successful. Together, We Build Arkansas!
Most importantly, I want to give specific praise to your efforts to work Safe in 2019. Safety is our #1 focus at Riggs. The most important thing above all our metrics is you going home each night exactly the way you came in that morning. We owe that to our families and friends. In this spirit, we finished the year with our best safety score in Company history and ranked near the top of all Cat Dealers. This is a huge accomplishment and I ask that it remains our #1 focus!
George Cress Executive Vice President and General Manager
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CONTENTS
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Event Calendar & Highlights Share It Forward Foundation We Build Arkansas Initiative What’s Up? | Riggs Family Sales & Marketing Campaigns Equipment & Industry Updates Employee Highlights Riggs Photo Sharing Best Practice & Social Media
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2020 January
New Year’s Day
AAPA Quality Paving Conference
AAPA Quality Paving Conference
Martin Luther King, Jr. Day Big Buck Classic
Robert E. Lee Day
Big Buck Classic
February
Big Buck Classic
County Judges Winter Dinner
Super Bowl
Arkansas Sportshow
Washington’s Birthday (President’s Day)
NWA Career Expo
Arkansas Sportshow
County Judges Winter Meeting
County Judges Winter Meeting
Arkansas Electric Convention AR Mine Health & Safety Conference
AR Mine Health & Safety Conference
NWA Construction Safety Conference
Valentine’s Day
ABC NEA Chili-Cookoff
Ash Wednesday
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Arkansas Sportshow
March
Event
CALENDAR
Saline County Big Red Series Benton vs. Bryant
Daylight Savings Time Begins
Saint Patrick’s Day
ARMCA Annual Convention
ARMCA Annual Convention
ARMCA Annual Convention
Spring Begins
NWA Home & Outdoor Living Expo
NWA Home & Outdoor Living Expo
NWA Home & Outdoor Living Expo
Check out our setup at this years Big Buck Classic!
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EVENT Highlights
WINTER JUDGE’S DINNER February 5 | Doe’s Eat Place in Little Rock
This was our most attended Judge’s Dinner with over 110 attendees!
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ARKANSAS SPORTSHOW February 7 | First National Bank Arena in Jonesboro
BIG BUCK CLASSIC
January 24 - 26 | Arkansas State Fairgrounds in Little Rock
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We founded the Share It Forward Foundation with the goal to help our employees and communities in times of need. Thanks to our employees and the company match, we are able to make a positive impact on many lives.
Scholar Letter: I currently live in Bentonville with my amazing wife Leann and our three fantastic kids, one son (11) and two daughters (8 and 6). We love living in the area and stay plenty busy with a good mix of kids activities covering basketball/tennis, competitive gymnastics and soccer. We moved to NWA in the spring of 2008 after graduating from Arkansas Tech University, with a B.S. in Information Technology to begin a career with Walmart. Over my 11 years with Walmart I’ve held various roles within the Infrastructure Engineering organization of Walmart Technology from my entry level Network Administrator position to my current role of Principal Network Engineer. During that time I’ve had the opportunity to work on engineering teams focused on distribution centers, stores, enterprise data center design, campus network design, and global wide area network design (WAN). It’s been quite an adventure working on Infrastructure challenges at the largest company in the world, tackling things as “simple” as providing and managing connectivity to US stores (all 5,000+ of them) and as complex as integrating multi 100 Gigabit public cloud services at scale (pending patent for our method of securing scalable public cloud connectivity) and everything in between. My team and I were recognized for our work re-architecting our company’s core network connectivity and I received the David Glass Innovator of the Year award in 2017 for designing and building a world class backbone network across the US to support our current and future technology initiatives while delivering a projected 10 year ROI well into the 8 digits. The fun continues today, and we are always looking for good people who have a passion for making a difference! All in all I’m incredibly blessed and thankful for the role the Riggs Scholarship played in giving me these opportunities. Thank you!
Mark Pagan 8
LIGHTin the DARKNESS In 2018, Amelia Lisowe raised enough money to donate over 500 nightlights to central Arkansas’ foster children, with hopes to light them up during troubled times. In 2019, her vision expanded with the mission to reach our entire country. Lisowe’s Lights have now been delivered to all 50 STATES! Riggs has been supporting her in any way we can. On January 30th, we held a very successful packing party at our company headquarters in Little Rock. We look forward to many future endeavors with this amazing young lady.
CHECK OUT LISOWE’S LIGHTS ON ABC7!
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This year, for every machine sold, 100 meals were donated to hungry Arkansans. We set a goal of 150,000 meals and far surpassed it at 184,400 meals donated.
2019 GOAL:
150,000
MEALS DONATED 2019 ACTUAL:
184,400
MEALS DONATED
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10,156LBS AT AN ESTIMATED $17,850 FORT SMITH TOTAL
2,400LBS AT AN ESTIMATED $ 3,200 JONESBORO TOTAL
7,680LBS $12,050
RUSSELLVILLE TOTAL AT AN ESTIMATED
TOTALS:
20,236LBS $ 33,100
Our Buckets of Hope campaign was a HUGE success this year. We collected 20,236 pounds at an estimated 33,100 dollars of canned goods and baby supplies, statewide. Great job, team! 11
Our Little Rock Machine Shop is currently being remodeled.
Ken Jones being celebrated for his 45 years of service!
A big congrats to this father and son duo — Charlie and Chance Page on their new KTM bikes!
WHAT’S Up? 12
Automower #1 of 6 installed at Arkansas State University.
Congratulations to Madison and Scotty Shellnut on your new baby boy, Lawson Wayne. Born February 14, 2020.
Randy Holloway and his first grandchild, Ada James. Born January 23, 2020.
Grant and Mallory Jones are expecting a baby boy this June!
Lee Melton’ s three new granddaughters
Alise Clair, born December 23, 2019
Maggie Reece, born December 25, 2019
Hadley Elizabeth, born February 19, 2020
RIGGS F amily 13
Current
MARKETING & SALES CAMPAIGNS
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For full offer details, visit our “Deals & Specials� page online at riggscat.com/deals-specials
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SPREAD THE MESSAGE WWW.VOTEFORROADS.COM Educate your family, friends, 16 neighbors & co-workers!
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EQUIPMENT & INDUSTRY In January, much of our Sales Team had the opportunity to attend the 2020 NPI Machine Sales Training at the Caterpillar Tinaja Hills Demonstration & Learning Center in Sonoran Desert, Green Valley, Arizona. The facility sits on 6,500 acres and provides a first class learning experience. Our Sales Team had an opportunity to learn about upcoming new machine releases and the Caterpillar Next Gen machines.
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Updates
—2020 — NPI MACHINE SALES TRAINING Those in attendance included: Chad Cook, General Sales Manager, Brett Avlos, Sales Manager, Lee Mashburn, Ross Herlocker, James Carter, Steve Smith, Les Swank, Bud Redfearn, Shane Franklin, and Michael Burton. In 2019, we had tremendous success in the GCI Market and far exceeded our Business Plan. We sold more GCI units than ever before! We sold 306 units and our previous record was 242. This is an OUTSTANDING accomplishment!
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BLACKED OUT!
One of our great customers, Gregory Co Inc. was happy to take home this custom painted Cat 289D3 CTL from Thomas Bridges!
Greg Matteri is now the proud owner of this custom painted Cat 259D3.
— IT’S THE NEW PHENOMENON —
Our customers are loving our custom-painted Cat machines!
Happy to deliver this pair of Cat 299D3 CTL’s to our great customers, West Tree Service — another machine with a custom, black paint job.
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CURRENT EQUIPMENT FOCUS: MINI EXCAVATOR
306 CR
# MOVINGDIRTMOVINGPEOPLE # WEBUILDARKANSAS 21
303.5
Canopy 0JWY06066
MHEX
304
Cab 0ME406122
303.5
Canopy 0JWY05747
305
Cab 0H5M11041
304
Canopy 0ME407116
304
Canopy 0ME406061
304
Canopy 0ME406810
304
Cab 0ME406721
304
Canopy 0ME405915
304
Canopy 0ME406622
305
Cab 0H5M10489
MODEL
304
Cab 0ME406459
TBD S/N
MODEL TBD S/N
305
Cab 0H5M11470
304
Canopy 0ME406318
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FINAL
305
Canopy 0H5M08657
What is Mini-Excavator Madness?
305
Canopy 0H5M09665
Our Salesmen are working to sell the units in the bracket – Keep an eye on your Snapcomms for weekly updates on the competition results!
305.5
Cab CR58102
305
Cab 0H5M10478
305.5
Cab CR58912
305
Canopy 0H5M09663
305.5
Cab CR57541
305.5
Cab CR57764
305
Canopy 0H5M09531
305.5
Cab CR57973
305
Cab 0H5M09929
MODEL TBD S/N
MODEL
305.5
Cab CR58190
TBD S/N
305
Canopy 0H5M08658
FOUR
305.5
Cab CR58517
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EMPLOYEE Highlights
RYKER MCGAHA
FIELD SERVICE TECHNICIAN TEXARKANA Finishing a job and being able to shake hands with the customer and talk about the repairs made is for certain the best part of my job as a Field Technician.
What do you look forward to in your line of work?
Tell us about yourself. Since I was a young child, I had a fascination with heavy equipment. I wanted to ride the tractors, but I also wanted to learn how they functioned mechanically. As I got older I began working on small engine rebuilds. I actually learned about the career opportunity on FOX News when Mike Rowe from Dirty Jobs spoke highly about it. I decided then and there to pursue a career with Riggs Cat.
I look forward to “tomorrow.� Each day is like a new beginning, since I feel that I learn something new on a regular basis. I look forward to a bright future in whatever position I am given within Riggs Cat.
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? ’s with R yker McGaha
Tell us about the “Think Big” program and how it assisted you in your career.
Would you recommend the “Think Big” program to others? I would highly recommend this program to others simply because it is a high demand job and very enjoyable. Even in class you’ll make friends and many years down the road you’ll treat them just like your own family.
The program meant a stable job opportunity with incredible knowledge to gain. If I graduated, I would likely get hired on full time at Riggs Cat. The staff from day one, has treated me like family, which is something I deeply appreciate.
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Australia HEADING TO
JUSTIN BOYETT COMPETING FOR THE TITLE OF
Dealer Top Apprentice 26
1 OF 2
NORTH AMERICAN
PARTICIPANTS
THAT WON A COVETED PLACE
TO COMPETE
TOP 80
TH
PERCENTILE
HEAR WHAT HE HAS TO SAY
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Courtesy of Clay Benton, Riggs Outdoor Employee.
Courtesy of Stacey Ward, Riggs Cat Employee in Little Rock.
We want to see your
RIGGS Photos! 28
Courtesy of Lee Forst, Riggs Cat Employee in Little Rock.
Courtesy of Regina Goodhue, Riggs Cat Employee in Fort Smith.
Send them to hello@jariggs.com for a chance to be featured!
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Best
PRACTICE
“Be Prepared”
from James Carter
A Scout is: Trustworthy, Loyal, Helpful, Friendly, Courteous, Kind, Obedient, Cheerful, Thrifty, Brave, Clean, & Reverent
weight, ROC, Horsepower, Lifting height, max dig depth common information every customer wants to know...I want it to be easy for the customer to find, but also myself to recall for them to have trust in me and to know that either I know the answer or I can and will get them the answer.
Coming from a military family, I looked forward to the day of being of age to enlist. Having various injuries and surgeries growing up made me ineligible. I got involved in scouting at a young age. The advancing in ranks, preparations, learning to be independent, and commitment to helping others – I Loved it! Being an Eagle Scout was as close as I would come to the uniform brotherhood community. I loved my scouting experience and truly believed it was teaching me ways that would help me for the rest of my life.
On the quote sheet, before I print out I highlight warranty information, and the main points on MACHINE SPECIFACTIONS. Open/Closed cab, all attachments, and features that are standout points to separate us from the others. I retain as much of the meat of the information as I can to walk around the machine with the customer. If I can get the customer to walk around machine or demo I feel I can get him to buy! I know we have the best product out there and want to show them how we separate from others.
Scout Motto: Be Prepared! Be Prepared! I feel I live by this motto in every aspect of my life. Some may say over prepare...packing for football games, duck hunts, campouts, & trips (short or long). Using this Motto in my business life I feel has helped me to be successful as well.
Being Organized helps allow as little stress as possible for myself. Also helps our customer grow trust in us. I use dropbox to keep all my files together and the same throughout my laptop and smart phone. This can also be accessed from a third party computer by going to the website to access all my files at any time. Detailed notes in SalesLink to help recall any and every aspect of a deal discussed with the customer. Getting quotes, or answers to questions customers have, back to them in a timely manner and relaying all information good or bad...
My goal: Sell something every day! Although I would love to be able to sell a CTL, Mini-X, D6 everyday it’s just not reality. To be able to sell the finished product, in the beginning we need to be selling ourselves! Someone our customer can rely on, have trust in and count on from now on, not just until the deal is complete. Sell something every day can be easy as reaching back out to a customer you haven’t talked to in a while, sending a thank you card to a current finished deal, follow up on a service issue you knew about, just some way to grow your relationship with your customer. Being in sales now for 22 years, being prepared and organized allows less stress and surprises there to keep me from my goal.
COMMUNICATION is key! I feel traveling along with my PSSR is a big help in closing deals as well. Allowing them to see that we all work as a team to make sure they will be taken care of. If visiting with a customer at the office I always take them around to meet my branch manager, service manager, and a walk through the shop. I want to let customers know how important their business is to me!
Being new to this industry, I have to rely on specalogs, competitive comparisons and youtube to keep me prepared for each deal. If it’s a machine I’m not as familiar with, I watch CAT Youtube videos on walkarounds, how functions work and see them in action versus just reading about their capabilities... When delivering a quote to the customer I include specification sheets with the main items already highlighted for the customer to be able to easily spot, or recall once I am gone. Operating
Therefore, to recap what I feel helps me best succeed: Be Prepared! Be Organized! Sell Yourself! Communicate! I hope this helps someone in some way. Please let me know if I can ever help! Happy Selling!
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Want something included in the next edition of
REPORT Please share! Send information and photos to
hello@jariggs.com
Include Riggs Report in the subject line
@ JARIGGSTRACTOR @ RIGGSCAT
EL DORADO | @ RIGGSCATELDORADO
FORT SMITH | @RIGGSCATFS
HARRISON | @ RIGGSCATHARRISON
JONESBORO | @ RIGGSCATJONESBORO
RUSSELLVILLE | @RIGGSCATRUSSELLVILLE
SPRINGDALE | @ RIGGSCATSPRINGDALE
TEXARKANA | @RIGGSCATTEXARKANA
LITTLE ROCK | @ RIGGSCATLITTLEROCK
We want to see your
@ RIGGSOUTDOOR
RIGGS Photos!
@ SITECHAR
Send them to hello@jariggs.com to be featured!
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RIGGSCAT.COM | RIGGSOUTDOOR.COM | CATRENTALSTORE.COM/RIGGS-RENTAL | SITECH-ARKANSAS.COM
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