Issue link: http://read.dmtmag.com/i/236097
A Closer Look manager for Tesmec Agriculture and GALLMAC. "The challenge is changing the mindset of someone who may have purchased an excavator, backhoe or other machine to think, 'I can purchase a GALLMAC instead.'" Road capable with a top speed of 20 miles per hour, the GALLMAC is easy to move from one job to the next without incurring hefty transportation costs. Quick connect/disconnect hydraulic couplers decrease the time needed to change hydraulic attachments. Three steering modes (four-wheel drive, rear-wheel drive, and crab) offer efficiency in operating on the road, in tight spaces and rough terrain. Three models vary in weight and horsepower from 21,000 pounds and 100 hp (TG10) to 30,000 pounds and 150 hp (TG14). Retail prices range from approximately $175,000 to $199,000, depending on the model and attachments chosen. According to Miller, municipalities, utilities and rental fleets are a key target for the multipurpose GALLMAC. Other markets well suited for the machine are road construction, residential development, and industrial environments. Municipal Magic "We think there is a big opportunity in municipalities because of the machine's ability to perform so many different functions," said Miller. "It allows counties and municipalities that are downsizing or streamlining operations to purchase one machine that performs several functions. It's a more cost-effective way to go about it from a maintenance standpoint also." Rental fleets are another area of opportunity. "This is a great rental machine because of the number of different functions it can perform," added Miller. "It allows dealers to continue to rent it out at a high utilization rate because it's not going to be pigeon-holed into just a wheeled excavator. Every customer has a different need. The GALLMAC can fit that need with one of the attachments." According to Miller, operation is simple, an important characteristic for rental machines. "It can be set up with whatever steering pattern the operator is most comfortable with." Tesmec is in the early stages of its North American launch of GALLMAC. And while the product made its debut at the ICUEE show last October, it has proven itself in Europe since 2000, when The Tesmec Group acquired Gallotti SpA. Looking for Dealers Building a U.S. and Canadian dealer network is at the top of the priority list for Miller, who previously worked in dealer development with Arctic Cat all terrain vehicles. But Tesmec isn't starting from scratch in the U.S. Tesmec USA has been in operation in the states since 1984. Its high-performance rock trenchers are well known in oil and gas markets. The company also manufactures stringing With the addition of a pallet fork attachment, the GALLMAC TG12 can do the work of traditional lifting equipment. equipment for overhead and underground power lines as well as railway equipment. The GALLMAC is the first of the company's products that is sold through dealers. "We feel strongly that it's a product that needs to be sold through a dealer network," said Miller. The target market for GALLMAC is much larger than those markets the company services directly for its other product lines. Understandably, dealers want to know how a manufacturer will handle parts and provide technical support. Miller has the answer that potential U.S. dealers want to hear. Through its centrally located headquarters in Alvarado, Tesmec can ship parts efficiently throughout the U.S. In addition, the company has technical and engineering support for the GALLMAC from the same hub. "Our technicians in Texas have been working with the machine for the last couple years," said Miller. "They are very familiar with the product." TESMEC's Ideal Dealer Tesmec is committed to making their dealers successful with the GALLMAC line. They are offering exclusive territories and flexible terms. "Above all we want dealers to be profitable with the machine," explained Miller. "That's how you build a dealer network." Miller believes a good dealer prospect for GALLMAC would have solid relationships with customers in the target markets of municipalities or utilities or a dealership that wants to expand its reach into these markets with a truly unique product. A strong rental business is also important to future growth with the product line. "We aren't looking for 250 dealers," said Miller. "We want a smaller number so we can provide the best services." Demos are a key component of the company's marketing strategy. "It is a machine that needs a demo," said Miller. "If we identify a dealer that is pretty serious about stocking the product, we will bring it to them along with one of our technicians. We will let them touch it, feel it, and operate it." Dealers can get a closer look at the GALLMAC at CONDEX Jan. 16-17, Booth 607, as well CONEXPO-CON/ AGG in March. For more information about becoming a GALLMAC dealer, e-mail Nate Miller at nmiller@tesmec.com. January 2014 | Construction Equipment Distribution | www.cedmag.com | 61