CED

March 2015

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March 2015 | Construction Equipment Distribution | www.cedmag.com | 31 A new distribution center scheduled to open this quarter in Visalia, Calif., will support Western dealers by providing additional parts inventory and reduc- ing transit times for parts. "We have also increased customer- facing staff," added Mayr. Six regional managers (an increase of three) are in the field, looking aer dealers and recruiting new ones. The Line According to Mayr, the new dealers are a diverse mix, with some representing short lines such as LBX excavators and Kawasaki; others represent more specialized equipment. Liebherr's current product line includes wheel excavators, crawler excavators, crawler dozers, crawler loaders, specialized hi-reach machines, articulated dump trucks and scrap handling excavators on the material handling side. Known for their mid-size to large equipment, scrap metal, waste, landfill and demoli- tion are industries where Liebherr believes it's strong. "I think the dealers are most excited getting a full line of equipment from a high quality manufac- turer," added Mayr. He hasn't ruled out expanding the product line to smaller equipment. "If we need the smaller machines to package the machines together, we will look into that," he said. "We want to participate." Liebherr's telematics solution is LIEDAT, which is offered free for the first year, and free for additional years if an extended warranty is purchased. "With LIEDAT we can prove we have the most fuel-efficient system," said Mayr. He expects it to be an important tool that will help customers more proactively maintain their machines, as well as provide dealers with data to support a purchase. Dealers With the Right Attitude Commenting on their search for dealers, Mayr was clear that they have wanted dealers who are willing to invest in rental. But it's not so much about the size of the dealer or the sales staff. "Most important is the attitude," he explained. "e dealer needs to fit with the Lieb- herr core values." Quality; indepen- dence; innovation; being a trustworthy partner; recognizing that employees are a key in success; accepting responsibil- ity – these are the Liebherr values that are the foundation of the family-owned business. "All those qualities, we want to see reflected in the dealer." Without the pressure of meeting shareholder expectations, Liebherr concentrates on nurturing long-term relationships with both dealers and customers. "Some manufacturers are coming and going. Dealers get machines and manufacturers then decide to pull out of the U.S.," said Mayr. "You know that we will be here for now and the future." Listening to Dealers Working with dealers and customers to find solutions is one of the things (continued on next page) Liebherr Product Line # of Models Range Wheeled Excavators 11 11-28 tonnes Articulated Dump Trucks 2 30 and 40 tonnes Crawler Excavators 18 14-260 tonnes Mining Excavators 9 110-810 tonnes Electric Excavators 5 38-322 tonnes Wheel Loaders 9 16,535-45,040 pounds Crawler Dozers 6 161-430 HP Crawler Loaders 2 2.4-3.3 yd3 , 141-173 HP Dealers interested in pursuing an opportunity with Liebherr should contact Tim Doucette, general manager, Brand Strategy at 757-245-5251. Peter Mayr

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