September 2014

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32 | www.cedmag.com | Construction Equipment Distribution | September 2014 Suppliers strength of the China marketplace that will allow them to become a more global company. Achieving success in the U.S. and North America isn't a new goal for Sany. "The chairman believes the success of Sany in North America is critical to the achieving success and acceptance of Sany everywhere in the world, "said Rhoda. To achieve it Rhoda knows the company will have to execute with good products and customer support. "This organization gets it," he added. Expect new products to be a significant part of Sany's growth over the next three to five years in North Ameri- ca. Rhoda says plans are in motion for a new line of road machinery – including pavers, compactors, graders, as well as rotary drills, dozers, wheel loaders, and crawler based-telescoping boom cranes. Sany will also introduce telematics GPS technology on their machines in the near future. "Telematics GPS is the single technology platform to bring value to our partners, our customers, our dealers and ourselves and will remain that way for the next 20 years," said Rhoda. Dealers are seeing the value in Sany. Ten new dealers have been added since January, increasing the total number of dealers to 30. That kind of growth brings some challenges and Rhoda is determined to create a single team that can work smoothly with dealer partners. Since coming on board, Rhoda has directed his atten- tion to correcting some product support issues on the crane side of the business. He also understands he needs to increase brand awareness for Sany in North America. "At this point it's execution," said Rhoda. "That means product support, more dealers, more products, and all of those things combining to raise the profile of the brand in North America." Denis Restructures Manitou with a New Emphasis on Service Michel Denis found the outside view of Manitou Group appealing enough to want to take on the CEO role in January 2014. What he saw was a global company with a reputation for product innovation and family owners who believed in managing for long-term success. Denis applied his experience in the trucking industry and B2B markets while delving into the Manitou business to determine his first moves. He met with many employ- ees, dealers and customers before identifying anything that needed fixing. "There were many positives – the quality of the product and the dedicated employees," said Denis. "However, I realized that there was no coordination regarding service and no participation of customer expectations." The solution, announced in April, was a reorganiza- tion of the company into three divisions – two focused on products and one on service. The Material Handling and Access (MHA) division manages the French and Italian production sites manufacturing Manitou-branded telehandlers, rough-terrain and industrial forklifts, truck-mounted forklifts and aerial work platforms. The Compact Equipment product division (CE) centers around the development and production of Gehl and Mustang skid-steer loaders, track loaders, articulated loaders and telehandlers. Lastly, the Service & Solutions (S&S) divi- sion includes service activities in support of sales such as financing, warranty contracts, maintenance contracts, as well as after-sales (parts, technical training, warranty ("Industry Witnesses Corporate Shuffle" continued from page 30) (continued on next page) According to CEO Mike Rhoda, Sany America's first two compact excavator models (Sany SY16C Sany SY35U) intro- duced at CONEXPO-CON/AGG have been well received in the market. "The success on the earthmoving side has been really gratifying," said Rhoda. "The increase in dealer partners, the reaction to the product, and enthusiasm for the product – a lot of that came through at CONEXPO." Michel Denis (center) joined Manitou Group in January and announced a reorganization of the company into three business units in April.

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