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March 2014 | Construction Equipment Distribution | www.cedmag.com | 45 Just So You Know – a guest column Tier-4 Final really begins at CONEXPO. Although the near-zero emissions regulations for new machines took effect on Jan.1, the gravity pull of the world's most important construction show makes March 4 in Las Vegas the place where operators will get a first look at what Tier-4 Final is all about. While it is often said that what happens in Vegas stays in Vegas, this is certainly not true of the Tier-4 Final machines being launched at the show. They will soon be everywhere – the lineup of Tier-4 Final equipment highlighted at CONEXPO will quickly be joined by many more machines as production ramps up during 2014. So what does this mean for equip- ment dealers? They need to be Tier-4 Final-ready – ready to understand the technology, ready to answer the questions from machine owners and operators, and ready to know how to best sell Tier-4 Final and then support these new machines in the field. Equipment dealers need to get ahead of the Tier-4 Final curve now, as the speed of introduction will be faster than we experienced with Tier-4 Interim-powered machines back in 2011. The Best Machines Ever Start thinking about Tier-4 Final as an opportunity to help your customers improve their productivity by intro- ducing the most capable machines the industry has ever seen. Cummins conducted its largest ever field test program to demonstrate that Tier-4 Final technology not only brings cleaner and quieter machines, it also lowers the cost of operation and improves cycle times. Compared to an equivalent Tier-3 machine, the fuel consumed by a Tier-4 Final machine can be 6 to 10 percent lower. For the field test program, we selected the toughest duty cycles and located the machines in areas with punishing site conditions, from high heat to extreme cold, from high altitude to extreme humidity, and in very dusty mining environments. As a result, we were able to prove just how tough Tier-4 Final machines really are. OEMs have used the engine emis- sions changeover to also upgrade and improve many aspects of their machines, from more comfortable cabs to smarter control systems and more efficient drivelines. In fact, the contrast in features and performance between a Tier-3 and a new Tier-4 Final machine is substantial, more than outweighing the initial higher cost of acquisition. Of course, you need to add Diesel Exhaust Fluid (DEF), but that aside, there are very few additional service requirements compared to Tier-3 engines. Dealers, Now It's Up to You The message here for dealers is clear – get moving. Get your OEM's Tier-4 Final machines on order. Get them deliv- ered and start using them. Take full advantage of your OEM initiatives to seed these machines with your customers. Do this while the T4F machine population is low. Get ahead of your competition. Be brave enough to lead! Get experienced and knowledge- able about them. Just having Tier-4 Final machines on your lot can change the status quo. It causes customers to ask questions and get interested. The sooner you do this, the sooner your customers will realize that Tier-4 Final machines offer the opportunity to improve their business operations. You'll see internal changes, too, as the sales, service and parts staff at your dealership acquire the "need for speed" – that is, the need to get up to speed, and quickly. They need to start learning how to answer customer questions. I would also like to see dealers engage their OEMs on Tier-4 Final through normal product performance feedback channels. Don't wait. Don't delay. Get T4F machines operating. The sooner you begin, the faster your team will get up to speed, and the sooner your OEMs will learn how to become even better. It's taken a huge investment by both engine manufacturers and OEMs over the last six or more years to get these machines to the performance level they now achieve. It's time for the dealer networks to take advan- tage of all that innovation and help drive these new – and much better – machines into the market. We are counting on you to take up the challenge. Embrace the new technology by becoming champions for Tier-4 Final to drive your success and that of your customers. Get Ready For Final Dealers have the opportunity to get a jump on competition by being among the first to roll out the finest iron ever made. BY MIKE BRINKER MIKE BRINKER is director, Cummins Industrial Sales. He can be reached at mike.brinker@cummins.com. Cummins has created a virtual resource called the 'Forward To Final Toolbox' to help dealers get up to speed. Local Cummins distribu- tors are also to support equipment dealers and can connect you with service training certification courses.