CED

Contents april 2014 Vol. 80, No. 4 April 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 Financial Consultant to the Construction Equipment Industry christian Klein AED Vice President of Government Affairs 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 10 Industry Beat 12 Advertisers' Index 47 Dealer Data 48 Columns From the Chairman 5 Fact: Dealers want manufac- turers to host their events at AED's Summit. Editor's Note 7 Smile like you mean it. On the Numbers 39 Three more brief but vital keys to building, protecting wealth. Just So You Know – an occasional guest column 41 The real holdup on the Detroit-Canada bridge Aftermarket 43 Instead of staying the same, start changing the game. View From the Hill 45 Why America needs to switch to biennial budgeting Watching sales Growth Go to Waste 34 The numbers are hollow if they don't translate into profit on your bottom line. Profit expert Dr. Al Bates explains what you need to control. marketing maze – and the search for the right mix 30 Industry-exclusive research by AED and EDA uncovers the marketing tactics dealers are using and what they deem most effective. on the ramp with ritchie Bros.' peter Blake 24 Retiring next month, the CEO of the world's largest CE auction company reflects on his career and the business – a special sidebar probes used equip- ment industry. don't mess With musya 16 The senior vice president of Hoffman Equipment is a true international sales guru but not always what her customers are expecting. Plus: Best practices: always in training 36 Gibson Machinery recognizes the direct correlation between training and retaining. 3_April_TOC_KP.indd 3 3/27/14 4:17 PM

• Cover
• FROM THE COVER: Marketing Maze-- and the Search for the Right Mix: Industry- exclusive research by AED and EDA uncovers the marketing tactics dealers are using and what they deem most effective.
• FEATURE: Watching Sales Growth Go to Waste: The numbers are hollow if they don't translate into profit on your bottom line. Profit expert Dr. Al Bates explains what you need to control.
• FEATURE: Don't Mess With Musya: The senior vice president of Hoffman Equipment is a true international sales guru but not always what her customers are expecting.
• FEATURE: On the Ramp with Ritchie Bros.' Peter Blake: Retiring next month, the CEO of the world's largest CE auction company reflects on his career and the business- a special sidebar probes used equipment industry.
• From the Chairman: Fact: Dealers want manufacturers to host their events at AED's Summit.
• Editor's Note: Smile like you mean it.
• On the Numbers: Three more brief but vital keys to building, protecting wealth.
• Just So You Know-- an occasional guest column: The real holdup on the Detroit-Canada bridge
• Aftermarket: Instead of staying the same, start changing the game.
• View From the Hill: Why America needs to switch to biennial budgeting
• Inside AED
• Groundwork
• Industry Beat
• Advertisers' Index
• Dealer Data
• Best Practices: Always in Training: Gibson Machinery recognizes the direct correlation between training and retaining.