Rock Products

NOV 2017

Rock Products is the aggregates industry's leading source for market analysis and technology solutions, delivering critical content focusing on aggregates-processing equipment; operational efficiencies; management best practices; comprehensive market

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Page 28 of 59 ROCK products • November 2017 • 27 and higher "return on investment." Purchasing decisions vary with every producer regardless of industry and size of company. I would generalize by saying larger producers are receiving more internal input from sourcing, performance and engineering than in the past. Yes, both used equipment and rental purchase options are increasingly important factors for many producers, particularly in the contractor market. SEUSS: Owners are always looking at total owner and operator costs. In our experience, operator opinions carry significant weight with owners in the purchasing decision. WEISS: Over time our customer base is using a more robust process in how they evaluate equipment purchases. They have become more sophisticated in respect to understanding total cost of running equipment. Yet everyone is challenged to tie this cost to production in order to understand true efficiency. At Caterpillar, we continue to develop solutions and advanced productivity tools aimed at helping our customers understand this more comprehensive view of their fleets. Some of our cus- tomers are looking for more mobile fleet flexibility beyond outright pur- chase including rental, leasing and increasingly Caterpillar's Job Site Solu- tions, that can provide scalable and more holistic approaches incorporat- ing asset management and off balance sheet services. We have also seen some customers focus on rebuilding exist- ing assets or acquiring low-hour used assets instead of new equipment where it makes sense to their business. ROSS: We are seeing decisions around drone purchases and deployment shift more to a corporate level. Many orga- nizations were happy to have their earlier adopters at specific sites deploy whichever solution they preferred as long as it was within their budget. Now we are seeing more strategic procure- ment driven by real world ROI in the field. This is a great sign that the use of drones in aggregates and construction is becoming mainstream. POMPO: Aggregates producers look at what is needed and evaluate it based on the need. At the corporate level, aggregate producers can get a better buying price. At corporate level, they have larger amount of the amount of information regarding cost per hour and that will govern the buying decision on equipment, new or used. Those who opt for lower initial price have learned the hard way that they did not get a good deal. What products manufactured by your company are you focusing on these days? POMPO: BKT produces the largest amount of SKUs in the OTR market in the world. No company matches BKT in terms of range. We focus on all OTR tires. We are looking at new BKT loader tires in L4 and L5's, new BKT scraper tires in many sizes, haulage tires dif- ferent sizes and 65 series for loaders and articulated dumps. The industry changes something with equipment every year and we must keep up with them. We also closely monitor our performance against the best in the industry. Our BKT tires in pattern SR 45 have clocked industry leading 13,000 hours on them and are still running. So, from our new SR49 and SR53 for load- ers to our SR48 and SR46 for haulage trucks. If we see that there is a long- term demand for a tire, we will make it. We have over 2600 different SKUs and growing. GARRISON: The past couple of years we've launched dozens of new products and expanded our offering to include crushers, screens, and wash plants. Our goal is to provide all the equipment pro- ducers need from "Rock Face To Load Out." We've enjoyed success, especially with the launch of our Guardian Hori- zontal Screen. With that being said, we haven't forgotten about our core prod- uct lines. Our Telestacker Conveyor now features FD Auto Level – new and exclusive technology – allowing the telescopic stacker to automatically maintain a level head pulley while in radial travel mode. We also have a road-portable 210-ft. Telestacker Con- veyor (the longest in history) in the works. ROSS: Kespry is the only aerial intel- ligence solution that takes you from information capture on your aggre- gates and construction site to finished data and insights you can use in the office. The system is designed to make it easy for anyone in your team to use. The Kespry Drone flies autonomously. There are no joysticks or piloting skills needed. Both data transfer and process- ing are automatic. Using your data in the online Kespry Cloud is simple. And you have powerful reporting to guide better decision-making and efficiency. WEISS: Our customers are at the center of everything we do at Cater- pillar. Our products and our solutions are developed to serve a broad spec- trum of customers and applications, and we are focused on offering equip- ment choices and configurations to right fit applications. We continue to invest in technologies that are aimed at improving our customers' produc- tivity and reducing their total cost of ownership. In general, we continue Dave McLaughlin, KPI-JCI, Astec Mobile Screens

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