Issue link: http://read.dmtmag.com/i/86182
Contents 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 JERRY RANDECKER & CHRIS SITTER Jordan-Sitter Associates 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 Hazmat Heartburn and How to Avoid It 40 600 22nd Street, Suite 220 Oak Brook, IL 60523 630-574-0650 fax 630-574-0132 www.aednet.org A small-business equipment dealer shares the story of a shipping debacle in order to spare other AED members a similar, expensive plight. Nowhere to Hide: Surviving the Recovery by Deploying an Efficient Sales Force 46 The loss of a poor salesman is offset by the performance of the good ones – until now. Are you willing to blow their cover? Tips for Tapping into the Veteran Workforce 22 So many positive attributes come with hiring a veteran of the armed services or Reserves – just be aware of your full commitment. Cutting Through the Campaign Noise 28 Business owners like you shoulder a burden to choose what's best for family, business, and employees – AED shows you how senators and repre- sentatives voted on top equip- ment industry issues. OCTOBER 2012 FEATURES Vol. 78, No. 10 FROM THE COVER From the Chairman 5 COLUMNS Control your gizmos – they've got a lot to offer as long as you're in charge. Editor's Note 7 To South Dakota and beyond! On the Numbers 53 Gorilla 1, meet Gorilla 2. And here's your new rental habitat. Business Outlook 55 Nothing dramatic, but a construction bulb begins to burn brighter. Aftermarket 57 Standard rates and flat rating: You can run but you can't hide. View From the Hill 59 Proposed tax hike takes aim at small business. DEPARTMENTS Inside AED 8 Groundwork 13 Industry Beat 14 Play It Safe 20 Advertisers' Index 63 Dealer Data 64 Forum Photo Recap 10 Highlights from the 2012 Plus: AED/Infor Executive Forum Got Techs? 44 What the recruitment scene looks like when dealers don't participate. October 2012 | Construction Equipment Distribution | www.cedmag.com | 3