Issue link: http://read.dmtmag.com/i/236097
Equipment Technology beyond motor graders and dozers to hydraulic excavators, compact machines, compactors and drilling equipment. OEM adoption of machine control technology is likely to influence market acceptance, as well as the demands on dealers to support it. Komatsu's intelligent machine control system can be used from first rough-cut pass to the finishing pass with significant productivity benefits. By comparison, most aftermarket systems are only used in final grading. This helps contractors get more production out of less skilled operators. Robson envisions less skilled operators using the intelligent dozer to perform basic controls at a faster rate and eventually learning higher level skills in the manual-operating mode. "They won't be under so much stress and pressure to perform at a high level right away," said Robson. Komatsu recognized its dealers needed a new skill set to support intelligent machine control and put in place a strategic plan to accomplish that. The addition of a technology solutions expert (TSE) at each dealership is a key component. After completing a regimented training program, that person is responsible for troubleshooting and getting others in the dealership educated on machine control. Continuing education is also a requirement. According to Komatsu, the company's dealers will work in partnership with Topcon dealers on jobsite management while Komatsu dealers will focus on the machine itself. Topcon was their strategic partner in the development of the intelligent dozer. "Initially it is a new area for [dealers], but Komatsu has provided a support structure for them to become acclimated with the technology," said Salyers. "Overall, they have become more familiar with it, more comfortable with it, and have gained more confidence as we've moved along." In general, Komatsu believes the immersion in machine control has made their dealers a more valuable resource to their customer base. Machine Control Market Growth The consensus among dealers and suppliers we interviewed is that with increased integration, the pace of machine control adoption is likely to accelerate. "Heavy equipment manufacturers are driving this topdown toward their dealers, and some dealers are early adopters and getting involved," said Tony Vanneman, senior manager for Topcon. "They all realize that this is inevitable." Machine control offers savings in time and fuel, while improving productivity by 30-50 percent. Kelly Gress, vice president of RDO Integrated Controls, sees this as a huge opportunity for the construction industry, where productivity has actually declined since 1964, a sharp contrast from other industries. With machine control already accepted among larger highway/heavy contractors, Mark Rinehart, director of Technology for Ziegler CAT, is looking to increase adoption among other land improvement type customers. "Eighty out of 100 dozers still don't have a machine Ziegler CAT will typically help customers adopting new technology set up two or three jobsites. control solution on them, so we still have a ways to go," said Rinehart. The growing need for skilled machine operators will also drive usage. "Through the downturn, a number of operators left the industry to do other things. Now that the economy is coming back, it is more difficult to find skilled operators," said Gress at RDO. There are clear competitive advantages to those companies that stay ahead of the technology curve. "If competitors are using it and you are not, it makes the competitive landscape difficult," said Gress. "You are seeing large construction companies get larger. They are leveraging the technology. It is inevitable that you have to go that way." Vanneman at Topcon believes that soon machine control will be like GPS in your car. "It's going to be there in the console. You won't even think about it." Dealer Support Key to Adoption Dealer support is widely recognized as a key success factor in adoption rates for machine control. This may be one reason why machine control adoption varies so much from market to market. Not all equipment dealers have fully embraced the technology. Gress believes some of the barriers for dealers are the time and resources that must be devoted to machine control. "It's not the easiest thing to do," he said. "I would guess that as the OEMs start integrating the hardware into the system, you will see quite a dramatic increase in dealers with machine control expertise." Gress believes their technology expertise sets them apart from other dealers. RDO Integrated Controls is a division of RDO Equipment Co., a service company that represents John Deere, Topcon and Vermeer. "The successful, forward-thinking dealers that are involved in machine control are putting a significant amount of resources into it," acknowledged Vanneman. "Primarily they are hiring people. They are hiring trainers, technicians and support personnel to do installs, service calls and provide field support." (continued on next page) January 2014 | Construction Equipment Distribution | www.cedmag.com | 51 Machine Control p 50_KP.indd 51 1/9/14 3:57 PM