Issue link: http://read.dmtmag.com/i/255289
Contents FEBRUARY 2014 Vol. 80, No. 2 February 2014 | Construction Equipment Distribution | www.cedmag.com | 3 FEATURES 600 22 nd Street, Suite 220 Oak Brook, IL 60523 630-574-0650 fax 630-574-0132 www.aednet.org FROM THE COVER Editorial Team Executive Editor and Director of Programs KIM PHELAN kphelan@aednet.org Contributing Editor JOANNE COSTIN pr@aednet.org Graphic Production EVA BELMONTE design@aednet.org eva@neggie.net Columnists GARRY BARTECKI AED Vice President of Finance CHRISTIAN KLEIN AED Vice President of Government Affairs and Washington Counsel ELI LUSTGARTEN ESL Consultants RON SLEE R.J. Slee & Associates Advertising Contacts 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 Production Manager MARTIN CABRAL 800-388-0650 ext. 313 mcabral@aednet.org Award Winning DEPARTMENTS Inside AED 8 Groundwork 14 Industry Beat 16 Advertisers' Index 63 Dealer Data 64 COLUMNS From the Chairman 5 We're putting the emphasis back on you. Editor's Note 7 I couldn't have planned it better if I tried. On the Numbers 57 Managers can help you see your blind spots. Aftermarket 59 First impressions can be lasting impressions. View From the Hill 61 The hopeful future of putting death tax in the past. A Tablet Is a Salesperson's Best Friend 50 Five ways to put some punch into every salesman's life – do all the members of your team have this basic tool? Three's a Charm: Infrastructure, Energy, Housing Put the Rev in Revenue 38 Eleven AED Directors penned their observations and predic- tions about market conditions across North America. This Guy is a Transformer 34 Tim Watters likes a good chal- lenge and seems to thrive in times of change, which makes him the right man for the job as AED's 2014 Chairman. Mastering the Mammoth CONEXPO-CON/AGG Show 20 Besides wining and dining cus- tomers, you can gain competi- tive intelligence and find new products for your dealership – our exclusive guide shows you how to do it all. Plus: Great Moments from the 2014 AED Summit 12 Best Practices: Setting the Stage for Sales 52