CED

Contents Award Winning JANUARY 2014 Editorial Team Executive Editor and Director of Programs KIM PHELAN kphelan@aednet.org Vol. 80, No. 1 FEATURES FROM THE COVER Our ongoing work could make this year the best yet. Contributing Editor JOANNE COSTIN pr@aednet.org Editor's Note 7 Opportunity's knuckles geting busted in Colorado. Graphic Production EVA BELMONTE design@aednet.org eva@neggie.net On the Numbers 63 Proposed tax changes are cash-killers. Columnists GARRY BARTECKI AED Vice President of Finance CHRISTIAN KLEIN AED Vice President of Government Affairs and Washington Counsel ELI LUSTGARTEN ESL Consultants Business Outlook 65 Meet Brian McGuire 26 AED's new president and CEO is an association professional with a track record of igniting positive results and invigorating member participation by delivering tangible benefits. RON SLEE R.J. Slee & Associates Advertising Contacts Vice President–Sales/ Publisher DAVID W. GORDON 800-388-0650 ext. 334 dgordon@aednet.org A Prevailing View: Make More, Don't Spend More 34 In CED's annual Business Outlook Report, most dealers indicate that 2014 will improve moderately and customer optimism has climbed slightly compared to last year. 600 22nd Street, Suite 220 Oak Brook, IL 60523 630-574-0650 fax 630-574-0132 www.aednet.org World markets stabilize, U.S. construction will grow a little. Aftermarket 67 Four steps to growth in parts and service Washington Insider 69 Your ability to recover costs is in serious peril. DEPARTMENTS Inside AED Groundwork Industry Beat Play It Safe Advertisers' Index Dealer Data Ring of Fire Cools 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 COLUMNS From the Chairman 5 8 12 14 20 71 72 Plus: The Walk That Improves the Work 22 ...But Canadian Prospects Are Generally Hot 46 Named for the Johnny Cash song, the chromite mining and smeltering project in remote Northern Ontario – exciting as it could be – is just one of many reasons for Canadian dealers to be optimistic. The Dealer's Changing Role in Machine Control 50 Are you positioned to guide customers to new heights of technology – and efficiency? Dealers that "get it" will have a competitive edge. Arm Yourself: Know Your Market Potential and Go Get Those Customers 54 Supplier Price Increase Is Your Friend 58 A Closer Look: Tesmec's GALLMAC! 60 January 2014 | Construction Equipment Distribution | www.cedmag.com | 3

• Cover
• FEATURE: Meet Brian McGuire- AED's new president and CEO is an association professional with a track record of igniting positive results and invigorating member participation by delivering tangible benefits.
• COVER STORY: A Prevailing View: Make More, Don't Spend More - In CED's annual Business Outlook Report, most dealers indicate that 2014 will improve moderately and customer optimism has climbed slightly compared to last year.
• FEATURE: RING of FIRE COOLS......But Canadian Prospects Are Generally Hot- Named for the Johnny Cash song, the chromite mining and smeltering project in remote Northern Ontario- exciting as it could be- is just one of many reasons for Canadian dealers to
• FEATURE: The Dealer's Changing Role in Machine Control- Are you positioned to guide customers to new heights of technology- and efficiency? Dealers that "get it" will have a competitive edge.
• From the Chairman: Our ongoing work could make this year the best yet.
• Editor's Note: Opportunity's knuckles getting busted in Colorado.
• On the Numbers- Proposed tax changes are cash-killers.
• Business Outlook- World markets stabilize, U.S. construction will grow a little.
• Aftermarket- Four steps to growth in parts and service
• Washington Insider- Your ability to recover costs in serious peril.
• Inside AED
• Groundwork
• Industry Beat
• Play It Safe
• Advertisers' Index
• Dealer Data
• The Walk That Improves the Work
• Arm Yourself: Know Your Market Potential and Go Get Those Customers
• Supplier Price Increase Is Your Friend
• A Closer Look: Tesmec's GALLMAC!