CED

Contents Winner 2012 Journalism Award Construction Writers Association NOVEMBER 2013 Vol. 79, No. 11 Editorial Team Executive Editor and Director of Programs KIM PHELAN kphelan@aednet.org FEATURES FROM THE COVER Product support is what makes you special. Contributing Editor JOANNE COSTIN pr@aednet.org Editor's Note 7 Manufacturers face more regulation. Graphic Production EVA BELMONTE design@aednet.org eva@neggie.net On the Numbers 47 Tax bite will hurt, twice. Recruitment & Retention 49 Columnists GARRY BARTECKI AED Vice President of Finance CHRISTIAN KLEIN AED Vice President of Government Affairs and Washington Counsel ELI LUSTGARTEN ESL Consultants JERRY RANDECKER & CHRIS SITTER Jordan-Sitter Associates Opportunity Galore – CONDEX Brings New Products and Services to You 20 Products and services line up at CONDEX in conjunction with AED Summit on Jan .15-17, a unique, dealer-centric event for all AED members. True Grit: Behaviors of Dealer 26 There's more than one single reason why CE dealers struggle with financial performance, and there's more than one solution. Aftermarket 51 Why you need the Product Support Opportunties report Washington Insider 53 AED PAC goal: electing pragmatic candidates Inside AED Groundwork Industry Beat Play It Safe Advertisers' Index Dealer Data Advertising Contacts Vice President–Sales/ Publisher DAVID W. GORDON 800-388-0650 ext. 334 dgordon@aednet.org 8 12 14 18 55 56 Plus: Advertising Sales Manager ALBERT J. RAMIREZ 800-388-0650 ext. 311 aramirez@aednet.org 600 22nd Street, Suite 220 Oak Brook, IL 60523 630-574-0650 fax 630-574-0132 www.aednet.org Sell the job to top candidates with clear communication. DEPARTMENTS RON SLEE R.J. Slee & Associates Production Manager MARTIN CABRAL 800-388-0650 ext. 313 mcabral@aednet.org COLUMNS From the Chairman 5 In the Physics of Business Don't ™ Through a Grinder and In The Shrinking Back Again – Joplin, Mo., Talent Pool, Find and Two Years Later 32 Grow Your Leaders Within 40 An entire community was left in pieces by a terrible tornado, but Joplin has come a long way and the pieces are still coming back together. The future shortages will be alarming, but you'll have a headstart by developing talent that's right under your own roof. 24 Could You Be Sued Over a Tier-4 38 A Closer Look: Real-Time Information Equals Real Value 44 November 2013 | Construction Equipment Distribution | www.cedmag.com | 3

• Cover
• FEATURE: Opportunity Galore- CONDEX Brings New Products and Services to You: Products and Services line up at CONDEX in conjunction with AED Summit on Jan. 15-17, a unique, dealer-centric event for all AED members.
• FEATURE: COVER STORY- True Grit: Behaviors of the Highly Profitable Dealer- There's more than one single reason why CE dealers struggle with financial performance, and there's more than one solution.
• FEATURE: Through a Grinder and Back Again- Joplin, MO., Two Years Later- An entire community was left in pieces by a terrible tornado, but Joplin has come a long way and the pieces are still coming back together.
• FEATURE: In The Shrinking Talent Pool, Find and Grow Your Leaders Within- The future shortages will be alarming, but you'll have a headstart by developing talent that's right under your own roof.
• From the Chairman: Product support is what makes you special.
• Editor's Note: Manufactures face more regulation.
• On the Numbers: Tax bite will hurt, twice.
• Recruitment & Retention: Sell the job to top candidates with clear communication.
• Aftermarket: Why you need the Product Support Opportunities report.
• Washington Insider: AED PAC goal: electing pragmatic candidates
• Inside AED
• Groundwork
• Industry Beat
• Play it Safe
• Advertiser Index
• Dealer Data
• In the Physics of Business Don't Succumb to Biznertia
• Could You Be Sued Over a Tier-4 Problem?
• A Closer Look: Real-Time Information Equals Real Value