Rock Products

DEC 2018

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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www.rockproducts.com ROCKproducts • December 2018 • 23 way aggregates producers evaluate equipment and con- sider it for purchase? Are buying decisions made more on the corporate side or more on the production side? Is used equipment getting a closer look right now? Are you evaluating your online presence to enhance sales? Hegarty: One of the benefits of Terex Materials Processing is our extensive global dealer network across the world. Most of our business goes through our distribution channels and we work in partnership with our dealers to deliver our products and services to market. We have presented to many aggregates producers this year at a corporate level, while our local dealers continue to call on the production facilities. We find that the corporate side are focused on using their buying power where possible – wanting to narrow it down to two to three preferred sup- pliers and have guaranteed discounts and support. We have had meetings on purchasing of machines and also on their rentals. Some of their concerns are distance to local support and capabilities of the local dealer. Their production facili- ties are making the final decisions while being encouraged to engage with the recommended suppliers. It is essential for us as a company therefore to present at both corporate and local levels. Our partnership with dealers enables us to effectively do that. We are definitely investing more in building our online pres- ence to enhance sales. We recently launched new websites for our brands to improve user experience, SEO, and make them responsive to a variety of devices such as mobile or iPads. We also utilize the full suite of digital marketing tools, including, social media, email marketing, video, pay-per-click advertising, targeted advertising campaigns, and digital mail out campaigns. The combination of these is proving to be very effective. RP: How do you expect the industry to perform in 2019? What factors point to an up versus down year? What will some of the construction-heavy markets around the country be in the coming year. Hegarty: We are indicating continued growth in the fourth quarter and into 2019. RP: Please comment on anything that is impacting your business right now that you would like to bring up. Hegarty: Our products are a big investment for our custom- ers and part of our mission is to offer lifecycle solutions to provide optimum return on investment. Recognizing that the sale doesn't end with the delivery of the product, we pride ourselves in working with our customers to achieve maxi- mum ROI. Machine uptime is critical to customer return on investment, and Terex has invested heavily in telematics – technology that pulls data from their machines in the field that helps our cus- tomers make informed decisions about their fleet. In addition to regular reports on machine and fuel consumption, output production tonnages, GPS machine tracking, operating hours – all to help customers manage their fleet (particularly useful for contractors and plant rental companies), our telematics is tied into predictive maintenance, where customers can know when their machine is due a service or when parts may need replaced. With telematics, we work with our customers to maximize uptime and longevity of their machines and can make sure that we can have the right parts, at the right place, at the right time. Tied into this is the investments we've made on the efficient and effective supply of spare parts. We have a bespoke parts facility that represents an investment of $7.2 million by Terex, and the five-acre site – with the warehouse occupying 60,000 sq. ft. and the main office block 10,300 sq. ft. – plays a key role in driving the reliable, efficient supply of parts to Terex MP customers. New Products on the Market Powerscreen has four new offerings including the Pow- erscreen Trakpactor 550SR impactor. This machine is highly productive and was designed with excellent material flow and serviceability in mind. Terex Finlay, in tandem with its 60th anniversary, launched six new products this year, including the new 883+ triple-shaft heavy duty screener, offering the customer a highly productive machine with a new screenbox that generates an aggressive and precise screening action. EvoQuip, a comprehensive range to address the needs of the compact crushing and screening markets, has two new products, including the Cobra 290 impact crusher. Terex Washing Systems launched the Aggwash 300, a product to meet the needs of the growing recycled aggregate market. This machine brings together rinsing, screening, scrubbing and sand-washing capabilities on a single plant. Terex MPS recently launched the CRH1111R plant – a result of distributor and customer surveys that requested improved transportability, larger screen capacity and low maintenance electric components.

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