CED

Contents Winner 2012 Journalism Award Construction Writers Association April 2013 Vol. 79, No. 4 Editorial Team Executive Editor and Director of Programs Kim Phelan kphelan@aednet.org Features from the cover Get everyone talking about your company���s value. Contributing Editor Joanne Costin pr@aednet.org Editor���s Note 7 They���ve got charm and product facts ��� but is that enough? Graphic Production eva Belmonte design@aednet.org eva@neggie.net On the Numbers 47 Gathering your board about you pays excellent dividends. Columnists Garry Bartecki AED Vice President of Finance Christian Klein AED Vice President of Government Affairs and Washington Counsel Eli Lustgarten ESL Consultants Recruitment & Retention 49 U.S. Member Tax Survey Results Help AED Establish Tax Reform Priorities 20 Business deductions and cost recovery issues are among dealers��� top concerns. Meet fleet management veteran Bob Merritt, global director of equipment at URS���s Energy and Construction division. Ron Slee R.J. Slee & Associates View From the Hill 53 House T&I Committee Chairman Shuster is all for innovative approaches. Inside AED 8 Groundwork 12 Industry Beat 14 Play It Safe 18 Advertisers��� Index 55 Dealer Data 56 Vice President���Sales/ Publisher David W. Gordon 800-388-0650 ext. 334 dgordon@aednet.org Advertising Sales Manager Albert J. Ramirez 800-388-0650 ext. 311 aramirez@aednet.org 3_April_TOC_KP.indd 3 Aftermarket 51 You don���t hit the bullseye with a nonexistent target. departments Advertising Contacts 600 22nd Street, Suite 220 Oak Brook, IL 60523 630-574-0650 fax 630-574-0132 www.aednet.org How to handle personality testing as a recruiting tool The Best Dealers Are Team Players 26 Jerry Randecker & Chris Sitter Jordan-Sitter Associates Production Manager martin cabral 800-388-0650 ext. 313 mcabral@aednet.org Columns From the Chairman 5 Plus: U.S. Developing Taste for a New Construction Market: Desalination 30 A $1 billion San Diego County Water Authority project could set the stage for construction of more plants that turn sea water into potable water. When Disaster Strikes, Dealers Are Power-ful 34 Can Safety Be Bought? 38 An AED-member safety supervisor explores how to create genuine incentives that cultivate a long-term safety culture. Best Practices 42 The Mechanic Who Cheated Death Bending the Payroll Cost Curve 44 April 2013 | Construction Equipment Distribution | | 3 3/25/13 11:52 AM

• Cover
• FEATURE: U.S. Member Tax Survey Results Help AED Establish Tax Reform Priorities: Business deductions and cost recovery issues are among dealers top concerns.
• COVER STORY: The Best Dealers Are Team Players: Meet fleet management veteran Bob Merritt, global director of equipment at URSs Energy and Construction division.
• FEATURE: U.S. Developing Taste for a New Construction Market: Desalination: A $1 billion San Diego County Water Authority project could set the stage for construction of more plants that turn sea water into portable water.
• FEATURE: Can Safety Be Bought? An AED-member safety supervisor explores how to create genuine incentives that cultivate a long-term safety culture.
• From the Chairman: Get everyone talking about your companys value.
• Editors Note: Theyve got charm and product facts- but is that enough?
• On the Numbers: Gathering your board about you pays excellent dividends.
• Recruitment & Retention: How to handle personality testing as a recruiting tool.
• Aftermarket: You dont hit the bullseye with a nonexistent target.
• View From the Hill: House T& I Committee Chairman Shuster is all for innovative approaches.
• Inside AED
• Groundwork
• Industry Beat
• When Disaster Strikes, Dealers Are Power-ful
• Play It Safe
• Advertisers Index
• Dealer Data
• Best Practices: The Mechanic Who Cheated Death
• Bending the Payroll Cost Curve