Big Boys, Big Toys When Men & Mountains...

Issue 4Quarter 4, 2013

Big Boys, Big ToysWhen Men &

Mountains Meet

Let’s face it, folks: We don’t work in a glamorous industry. Many of us didn’t have our hearts set on working in the aggregate industry in our formative

years. For those who don’t come from a family-owned aggregate business or whose parents or siblings didn’t work in the industry, it’s a pretty foreign enterprise. Most people don’t have an appreciation for the materials and equipment that are required to build our roads, dams, bridges, airports, railways, homes, sidewalks, etc., not to mention all of the minerals that must be mined for our modern-day conveniences. We need to remind our society that all of those high-tech gadgets and the unparalleled mobility that we enjoy today are largely due to what we are able to extract out of Mother Earth. Things don’t just show up on the store shelves, and new roads don’t magically appear overnight. The materials to make them must come from somewhere, and we need some way to get them out of the ground to process them for our use.

Sadly, we are only beginning to realize how far behind we are in educating the public about the importance of manufacturing. It’s becoming increasingly difficult to find skilled individuals, whether on a factory production floor or in a pit or quarry site. As manufacturers and dealers, we are both in the business of manufacturing products, and we are each constantly looking for people with the skills and abilities that will ensure the future of our businesses.

There are a few glimmers of hope, however. Just recently, we celebrated Manufacturer’s Day. Like many states, South Dakota dedicated the full week to promoting and recognizing the importance of manufacturing to the health of our state economy. Our local Chamber of Commerce held a public forum and arranged for tours for the general public so people could see modern manufacturing facilities in operation and realize the symbiotic relationship they enjoy with the community. Perhaps most importantly, the Chamber of Commerce organized factory tours for students interested in learning more about manufacturing and the huge number of opportunities that exist.

With the help of those in our communities, maybe we can begin to turn the tide. Maybe it will become obvious that we need more manufacturing as part of our economy, and we need help to make it grow. The old Chinese proverb, “Wealth does not last three generations,” should serve as a warning. If we are not willing to work hard to produce things people can use to improve their quality of life, we may very well fall into the trap of which the proverb speaks.

We at KPI-JCI and Astec Mobile Screens are committed to ensuring that manufacturing continues to be an important part of our overall economy, as well as manufacturing products that are needed to improve our lives. We hope you feel the same way, and will join us in communicating the important role we all play.

Jeff MayPresidentKolberg-Pioneer, Inc.

A Letter from the President“Sadly, we are only beginning to realize how far behind we are in educating the public about the importance of manufacturing. It’s becoming increasingly difficult to find skilled individuals, whether on a factory production floor or in a pit or quarry site.”Jeff MayPresident, Kolberg-Pioneer, Inc.

The Feedis a KPI-JCI and Astec Mobile Screens quarterly magazine designed to bring awareness to the latest equipment offerings, customer and dealer success stories, marketing materials and upcoming industry and factory events.

To report an error, subscribe or suggest a story idea, please contact:

Editor: Michelle Cwach [email protected] 605.668.2606 Publisher: Melinda [email protected]

Designer: Daniel [email protected]

About KPI-JCI and Astec Mobile ScreensKPI-JCI and Astec Mobile Screens of Astec Industries (NASDAQ: ASTE), is a worldwide leader in manufacturing equipment for the aggregate, construction, paving and recycling industries. As an innovative, high-integrity manufacturer, KPI-JCI and Astec Mobile Screens develops quality, state-of-the-art products and has the ability to engineer custom products because of a highly-qualified sales application and engineering staff. KPI-JCI and Astec Mobile Screens proudly manufactures its products in Yankton, South Dakota (KPI), Eugene, Oregon (JCI) and Sterling, Illinois (Astec Mobile Screens). For more information, call (605) 668-2524 or visit the website at www.kpijci.com.

KPI-JCI and Astec Mobile Screens700 West 21st StreetYankton, SD 57078 USA605.665.9311 • 800.542.9311F 605.665.8858

1 THE FEED Issue 4 Quarter 4, 2013

Dec. 10-12PRO Service

Training Event (Service/Applications)Kolberg-Pioneer, Inc.

Yankton, S.D.

DecemberFeb. 4-6

PRO Service Training Event

(Jaw Crusher/HSI Assembly)Kolberg-Pioneer, Inc.

Yankton, S.D.

FebruaryJan. 15-17AED Summit

Hilton Americas Houston and George R. Brown

Convention Center Houston, Texas

JanuaryMarch 4-8

ConExpo-Con/Agg Las Vegas Convention Center

Las Vegas, Nev.

MarchNov. 1 - Jan. 31

KPI Jaw Die Pre-Order Program

Lock in 2013 pricing on your manganese purchases for

delivery in 2014.

Nov. 1-30JCI Manganese Pre-Order

Program Lock in 2013 pricing on your

manganese purchases for delivery in 2014.

November

Upcoming Events

Table of Contents

1800PH Series Offers High Productivity in Low-Profile Package

National Dealer Conference

Manufacturing Facility Updates

In the Spotlight

Tablet Tidbits

Talking Shop

American State Shares Secrets to Part Sales Success

Sales Seeks to Capture Rental Business in 2014

Marketing Rolls Out New Sales Tools

Low-Pro™ Truck Unloader Reduces Labor, Fuel Costs

Q&A

Portable Jaw Crusher Delivers High Production, Versatility

May Promoted to President of Kolberg-Pioneer, Inc

GT165DF Serves As Versatile Tool for Production

Moving In and Moving Up

. . . . When Men & Mountains Meet Jaw and Cone Pre-Order Program

MacDonald Replaces Kientz As President on DAC

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. . . . . . . . . . . . . . .Big Boys, Big Toys7-10

THE FEED Issue 4 Quarter 4, 2013 2

What are case study videos? Case study videos feature our customers and

dealers discussing the features and benefits of KPI-JCI and Astec Mobile Screens equipment, the various applications in which it can be used, and the parts and support offered from the manufacturing facilities and the dealer.

Where can I find these case study videos? All approved case study videos are available on KPI-JCI and Astec Mobile Screens’ YouTube page, www.youtube.com/kpijciofficial, and will also be available through IronCaddy, the dealer-only app, as they become available.

Are videos featured anywhere else? We make a serious effort to place all case studies in national trade magazines. Videos have been featured on the websites of popular industry publications such as Construction Demolition & Recycling, Asphalt Pro, Pit & Quarry and Aggregates Manager.

“Today, we continue to cultivate our future, knowing it’s our rela-tionships, our ability to manufacture high-quali-ty aggregate equipment, and our tradition of be-ing attentive to the voice

of our producers that will pave our next centu-ry. As we collaborate in creation over the next generations, we will re-establish our creative process by combining the engineering of our products, the development of the markets and the needs of our customers to continue to set the standard in the industry.”

If you attended NDC in Eugene 2013, you will know the statement above comes from

The finish line is closing in and the fourth quarter looks to be a bit challenging to our group. Overall, the international markets have really tapered off and our

domestic business is holding its own.We anticipate a slight uptick for 2014 with the

introductions of the new products that were unveiled at NDC, including the Global Track products, new generation SuperStacker, Kodiak Plus K500+ Cone Crusher, the high frequency screen for the industrial sands market and the Series 9000 product line. These new products will provide us new opportunities to compete in markets/applications we have been unable to reach in the past.

Speaking of NDC, all indications are that

Marketing Evaluates Strategic Initiatives, Rolls Out New Sales Tools

Sales Seeks to Capture Rental Business in 2014

KPI-JCI and Astec Mobile Screens’ new company video. This year, we embraced the creators, the individuals who have gone before us and shaped the industry we work in today. We remembered and reminisced on their successes. Then we launched forward introducing new products, a new company video, new product videos, a new advertising campaign, a new production positioning book, a new Facts and Figures book, and IronCaddy, the new sales tool app. IronCaddy can now be downloaded onto all Android-based tablets by visiting the dealer-only website, selecting the Marketing tab, and clicking the IronCaddy App link.

By being attentive to the voice of our dealers, we followed through with multiple new sales tools that we trust you are effectively using. In addition to the tools introduced at NDC, you will see a variety of new case study videos released in the near future. We rely on your

the dealer group was satisfied with the event. Product presentations were well-received and the networking opportunities are always of value. There were only two dealers who did not participate this year due to scheduling conflicts. An electronic survey has been sent to all distributors and vital feedback has been received for next year’s event.

One of our major strategies for 2014 is to capture more of the rental business. We have developed some customized programs to help dealers facilitate these opportunities from a financial and stocking perspective. Sales Directors Ron Earl and Steve Schetky will be working with you on these programs and the qualifications. We understand the importance of the manufacturer’s role today in addressing the rental markets and we are committed to growing this business.

We hope the fourth quarter is good to you all, and as always, we value our partnership with our dealer organization.

feedback. Let us know of other sales tools that would be beneficial to your team, in addition to enhancements or changes you would like to see to the current sales tools we have. Please continue to visit our YouTube page at www.youtube.com/kpijciofficial to see the latest videos our team has produced.

As we move into 2014, we are re-evaluating our strategic initiatives which include the co-op program. Look for further information on the co-op program in the near future. As our company video states, “We are the creators, the ones who see things differently and push the human race forward. Together, we can change the world.”

It was a pleasure meeting you at NDC, and I look forward to working together in the future. Please contact our department with any questions or needs you have.

Melinda SchweitzerMarketing Manager

Mike JohnsonVice PresidentSales & Marketing

Will We Make The Nice List This Year?Chip, our friendly ‘Elf on the Shelf,’ is on the job, keeping tabs on his favorite American manufacturer and reporting back to Santa. Check our Facebook page (Facebook.com/kpijci) daily after Thanksgiving and see where Chip appears around the country. Share your own Elf on the Shelf photos on our Facebook page and receive a free hat.


Moving In and Moving Up

May Promoted to President of Kolberg-Pioneer, Inc. in Yankton, S.D.Kolberg-Pioneer, Inc. is pleased to announce

the promotion of Jeff May to president.In his new position, May will focus on leading

and managing the activities and functions of Kolberg-Pioneer, Inc., while helping to direct its strategies in providing growth and profitability for the company and its parent corporation, Astec Industries, Inc. of Chattanooga, Tenn.

May, who began working as Controller for Kolberg-Pioneer, Inc. in 1996, is a 1985 graduate of the University of Iowa, where he also earned his Master of Business Administration degree in 1995. Before his promotion to president, May served as vice president of operations and finance for Kolberg-Pioneer, Inc. Prior to his employment with Kolberg-Pioneer, Inc., May served as Controller for

Fairtron Corporation in Des Moines, Iowa, and Lebeda Company in Cedar Rapids, Iowa.

Joe Vig, a group vice president with Astec Industries, said May’s dedication to the company and leadership capabilities made him a standout candidate for the position.

“During these past 17 years, Jeff May has demonstrated strong abilities and work ethics in promoting the company’s efficiencies and vital initiatives,” Vig said. “With his help, Kolberg-Pioneer, Inc. has attained a strong position in the marketplace and served as a significant contributor to the growth of Astec Industries. We know he will be successful in this new leadership role.”

May said he looks forward to building upon the success the company has enjoyed in the past, and continuing to help position the company as the premier North American supplier of aggregate equipment.

“We want to be the first choice of the customer when they do make their equipment buying decision,” May said. “Everyone here takes a lot of pride in what they do, and they are dedicated to making our customers successful.”

Jeff May has been promoted to president of Kolberg-Pioneer, Inc in Yankton, SD

“We know he will be successful in this new leadership role.”Joe VigGroup Vice President, Astec Industries

KPI-JCI and Astec Mobile Screens has promoted Michelle Janson to inside sales coordinator at its, S.D.-based manufacturing facility. Janson started in 2005 as an inventory control assistant and has been working as a production planner since 2007. In her new role, Janson will be the primary contact for the dealers’ sales organization. Janson will be responsible for coordinating activities between the dealer, field sales staff and international departments, from sales quotation through order delivery stage.

KPI-JCI and Astec Mobile Screens has hired Katie Blaalid as a technical design specialist for the technical publications department at the company’s Yankton, S.D.-based manufacturing facility. Blaalid earned her Bachelor’s degree in contemporary media and journalism from the University of South Dakota, along with an Associate’s Degree in electroneurodiagnostic technology from Southeast Technical Institute. Most recently, Blaalid worked as a camera expert and imaging specialist, and also at Avera Sacred Heart Hospital.

KPI-JCI and Astec Mobile Screens has promoted Perry Ford to financial accounting manager in the accounting department at the company’s Yankton, S.D.-based manufacturing facility. Ford began his career at Kolberg-Pioneer, Inc. in 2005 as a cost accountant, and has been working as a general accountant since 2010.

KPI-JCI and Astec Mobile Screens has hired Denney Greer as a new sales engineer for its Eugene, Ore.-based manufacturing facility. In his new position, Greer will focus on sales drawings, plant layout and product cost. Previously, Greer worked for two major aggregate equipment dealerships within their design and engineering departments.

KPI-JCI and Astec Mobile Screens has promoted Jeff Bergeson to the position of controller for its Yankton, S.D.-based manufacturing facility. Bergeson has worked as a financial accounting manager for Kolberg-Pioneer, Inc. since May 2002, and has had experience in several managerial accounting roles.

You can find a directory online of all KPI-JCI & Astec Mobile Screens personnel that interact with dealers. Simply go to www.kpijci.com/about-us/directory/.


KPI-JCI and Astec Mobile Screens has selected Jeff MacDonald of Amaco Equipment to serve as president of its Dealer Advisory Council for 2014.

MacDonald replaces Kevin Kientz of G. W. Van Keppel Company. Other members of the 2014 advisory council include Rod McMahon of Murrysville Machinery, Berry D. Smith of Texas Bearing Company, Bob Davis of Power Motive Corporation, Sam Hayes of G. W. Van Keppel Company and Tom Ball of Flagler Construction Equipment. Each member is required to serve a 36-month term. Together, the council represents all authorized KPI-JCI and Astec Mobile Screens dealers in North America.

The goal of the Dealer Advisory Council is to develop an exchange of successful ideas between the dealer and manufacturer, as well as pass along suggestions related to product design and manufacture, merchandising and promotion, technical and product support, and financial programs, according to Mike Johnson, vice president of sales and marketing for KPI-JCI and Astec Mobile Screens.

“The Dealer Advisory Council is incredibly valuable to KPI-JCI and Astec Mobile Screens because it provides an open channel of communication between our manufacturing facilities and our dealers, who interact with the end users each and every day,” Johnson said. “Our mutual success depends on an honest partnership with each other.”

MacDonald said he looks forward to serving as council president and working to strengthen the relationship between the dealer network and KPI-JCI and Astec Mobile Screens.

“Communication between dealers, and the dealers to the factory, is more critical than ever to achieving our mutual business goals,” he said. “I hope to formalize communication tools for this purpose moving forward to ensure our communication is relevant and current for all involved. That way, information obtained will be consistent across the board, and we can have a record of issues under discussion for reference by all, as well as maintain a historical perspective moving forward.”

JAW CONE

MANGANESEPRE-ORDER PROGRAM

NOTE: Freight is the responsibility of the dealer. Each dealer can determine how they apply the credit. Choose to offset the freight or reduce the sales price to the customer. ONCE YOUR ORDER IS ENTERED: It is non-returnable or non-cancellable. Requested ship dates are non-adjustable and items cannot be added or subtracted from order once it is placed. Contact the KPI-JCI Parts departments for complete details.

Order 20 or more jaw dies to earn a 5% credit on the invoice value of the jaw dies.

Order 40 or more jaw dies to earn the credit above PLUS top level discounting in 2014 regardless of your Stock Ratio. (Order must be placed by 12/31/13 to qualify.)

You select the ship date for each piece ordered. The first shipment must be at least 16 weeks after the order date and all shipments must be completed by 12/31/14.

Your invoice will show stock price for the manganese and a line item credit totaling 5% of the manganese being invoiced on each shipment.

Orders may be placed from Nov. 1, 2013 through Jan. 31, 2014.

Purchase orders must be clearly marked as JAW DIE PRE-ORDER PROGRAM.

Order 20 or more pieces of cone crusher manganese to earn a 5% credit on the invoice value.

You select the ship date for each piece ordered. The first shipment must be at least 16 weeks after the order date and all

shipments must be completed by 12/31/14.

Your invoice will show stock price for the manganese and a line item credit totaling 5% of the

manganese being invoiced on each shipment.

Orders may be placed from Oct. 14, 2013 through Nov. 30, 2013.

Purchase orders must be clearly marked as

MANGANESE PRE-ORDER PROGRAM.

JAW DIE MANGANESE PRE-ORDER PROGRAM CONE MANGANESE PRE-ORDER PROGRAM

Analyze your usage, contact your customers and sell them on the savings of the locked-in prices through planning ahead and place your order today!

PRE-ORDER PROGRAMLock in 2013 pricing on your manganese purchases for delivery in 2014.

PLAN AHEAD & SAVE MONEYEvaluate your needs, pre-order for next year and take advantage of the 5% credit yourself or pass it along to your customers!

KPI PARTS DEPARTMENTPHONE: 800-766-9793FAX: 605-665-9348

JCI PARTS DEPARTMENTPHONE: 888-474-0115FAX: 541-988-9487

MacDonald Appointed As President on DACCouncil RepresentativesDEALER

2014Northwest Bob Davis, Power Motive Corp.

Office: (303) 355-5900Cell: (303) 882-6737

Southwest Berry D. Smith, Texas Bearing Co.Office: (806) 373-1723Cell: (806) 336-2905

Southeast Tom Ball, Flagler Construction Eq.Office: (813) 630-0077Cell: (813) 465-3899

Central Sam Hayes, G.W. Van KeppelOffice: (913) 233-3860Cell: (417) 848-0000

Canada Jeff MacDonald, Amaco Construction Eq.Office: (905) 670-3440Cell: (416) 565-2853

Northeast Rod McMahon, Murrysville MachineryOffice: (724) 863-7000Cell: (412) 612-0624


After being in business for almost a century, we’ve learned a thing or two. We know what it takes to keep your operation running smoothly: Commitment from your crew, quality equipment that works as hard as you do, and people that you can count on. Generation after generation, we continue to meet the demands of the job by building innovative products. We’ve led the way since 1928, and that leadership shows through in the integrity of our team. We’re proud to still be doing business the way we did back then.

For the KPI-JCI & Astec Mobile Screens dealer nearest you, visit kpijci.com/dealer-locator.

WE’RE CUT FROM THE SAME CLOTH.

Integrity. Generation After Generation.

Forty-four-year-old NASCAR driver Greg Biffle is the first to admit that playing with toys is still a priority in his life, despite juggling a busy racing schedule, time with his wife

and daughter, a foundation for animals and a family business. But Biffle’s not in the sandbox anymore. His “toys” have evolved from Tonka to pieces of heavy-duty construction and aggregate equipment – and the bigger, the better.

Biffle grew up loving anything with a motor and wheels. But it wasn’t until he started purchasing property in the southeastern United States that he thought about running the equipment himself – and his affinity for iron quickly grew. What started with a dozer soon developed into a considerable spread of crushing and screening equipment, which he used to landscape his 1,000-acre ranch in the mountains of North Carolina, as well as his home on Lake Norman.

BIGBIG

BOYSTOYS

NASCAR Standout Plunges into Aggregate Industry

Written by Michelle Cwach

“I really just enjoy running the equipment,” Biffle said. “It is my getaway. I love working outdoors and working on my land.”

“He’s like a little kid with Tonka toys,” says his brother Jeff Biffle. “Now, he just does it with real equipment.”

In 2004, Biffle began working with a local company to build the shoreline of his manmade pond using natural river rock. But when the economy collapsed in 2008, the company shut

down its mine for good, leaving Biffle without a means to finish his landscaping with the same beautiful natural stone he fell in love with several years prior.

“It was ironic how things happened,” Biffle said. “I mentioned to the guy I had been doing some excavating and dozer work on the property that I needed some more river rock for, and he said the mine that the rock came from was just sitting there idle with a current permit.”

“I realized very quickly that river rock is very expensive – I was paying $1,800 per dump truck for the material – and the entrepreneur that I am, I thought, ‘I’ll just go take a trip up there to look at the mine.’”

The surface mine, located in Speedwell, Va., was just more than five acres, with about 60 percent of the rock mined. Already armed with several pieces of mining equipment, Biffle thought to himself, “I already have the equipment, I won’t even have to buy anything. This will be fun.”

“And that’s how naïve I was.”

A NEW BUSINESS OPPORTUNITYAfter Biffle purchased the permit and the

land, he soon realized there was a market for the handsome natural stone that came from mountains of North Carolina and Virginia. He contacted his brother Jeff, who formerly worked in the structural steel industry in Washington, and hired him as Vice President of Operations and to run Triple B Stone.

Biffle and his brother tried to use the equipment he already owned, but they quickly discovered that they could only dry screen the material in optimum conditions.

“The material would have to be virgin material and super dry, and even then we were having trouble blinding the screens,” he said.

Knowing that they would have to invest in After Greg Biffle realized there was a market for the natural stone that came from the mountains of North Carolina and Virginia, he launched Triple B Stone in Speedwell, Va


better equipment, Biffle and his brother met with KPI-JCI and Astec Mobile Screens Regional Sales Manager Leon Luadzers during CONEXPO-CON/AGG in 2010, where they were introduced to the Astec Industries family of companies.

“We were after quality equipment, and we knew that KPI-JCI and Astec Mobile Screens was a leader in the business,” Biffle said. “I’m also proud to drive American-made cars and support American-made products. But more than anything, I just really appreciate a highly-refined and engineered, quality piece of work. And of course, having factory support made a huge difference.”

Because Biffle was unable to get the material clean enough for landscaping, Luadzers suggested the KPI-JCI and Astec Mobile Screens twin blademill and RS1822PH portable triple-deck screen as a way to prep the material.

“One of the problems Greg encountered early on was the need to re-wash the material twice, which added a lot of processing cost and time,” Luadzers said. “There is a rule of thumb in aggregate processing that says you add at least $.50 per ton each time you re-handle raw material.”

“We agreed that the best solution would be the KPI-JCI and Astec Mobile Screens 36”x19’ twin blademill, which would pre-condition the minus 1-3/4” gravel and sand before sending the material to a new, larger wash screen. The blademill would break up soluble mud and clays through its combination of double-pitch spirals and paddles, which agitate the gravel and sand. This function was critical in producing an end product free of mud and clay balls.”

The twin blademill was followed by a KPI-JCI and Astec Mobile Screens RS1822PH portable plant, which consists of a 6’x16’ triple-deck horizontal vibrating screen with spray pipes on all three decks. This plant produces four washed products, including 1 ¾” x ¾”, ¾” x ½”, pea gravel

and sand. A KPI-JCI and Astec Mobile Screens 36” twin sand prep sand screw is mounted below the screen to clean and dewater the sand.

“Once we did that, once we conceded that it was the only way we’d be able to do this operation, that’s when our success came,” Biffle said.

A LIFELONG LEARNERBiffle admits it’s been a long journey full

of trial and error to get Triple B Stone to the point where it is today. Now, the company has 20 acres permitted to mine, and hopes to sell 30,000-50,000 tons of material in 2013.

Biffle points to his early start working for his parents’ steel business in Washington as

a pre-teen as the main reason behind his entrepreneurial spirit.

“I wasn’t handed anything,” Biffle said. “Shoot, as a kid, I worked for my parents and saved my money so I could buy my first motorcycle. I really took to that mindset— that hard work and dedication would get you what you wanted.”

While he laughingly acknowledges that it may have been easier to simply mine his own river rock and quit the business, anyone who follows NASCAR knows that Greg Biffle is anything but a quitter.

“Nobody wants to lose. Nobody wants to be defeated,” he said. “Once I had my mind set to it, I decided I was going to make this process work. I wasn’t going to throw in the towel. And that probably hurt me a little bit, how stubborn I am, but today, it’s helped me create new ventures.”

That same determinedness that wins Biffle races also helped him flourish in an industry he knew little about. With his brother Jeff managing the day-to-day operations, Biffle feels confident that they’ve mastered the process and are set up to be successful.

“The operation is running like a Swiss watch,” he said. “We are very busy producing material and our sales are strong right now. Things are running really, really smoothly.”

But even though he’s not physically on location day to day – after all, he’s got races to win – don’t think Biffle is ever far away from Triple B Stone. He visits the site at least once a month, and when he’s on the road, he’s found a way to stay in tune with the daily operations.

“I put cameras up at the mine so I can see on my laptop or my phone whether the machines are running or not,” he confesses. “And really, it’s only for my pleasure. I take a lot of pride in it. We worked really hard on it, and I like to be able to see it. I may not be able to be there every day, but this way, I get to experience a little part of it.”Greg Biffle contacted Leon Luadzers, regional sales manager for KPI-JCI and Astec Mobile Screens, to help identify equipment that

could get the material clean enough for landscaping Ultimately, Biffle purchased the KPI-JCI and Astec Mobile Screens twin blademill and RS1822PH portable triple-deck screen to prep the material

NASCAR standout Greg Biffle hired his brother, Jeff Biffle, to serve as vice president of operations of Triple B Stone


Material Handling

Crushing

Low-Pro™ Truck Unloader Reduces Labor, Fuel Costs for Producers

Portable GT125 Jaw Crusher Delivers High Production, Versatility

The Low-Pro™ Truck Unloader from KPI-JCI and Astec Mobile Screens delivers easy and quick set-up for reduced labor and fuel costs, providing producers an immediate and tangible return on investment.

The low, 3’ profile of the 48” Low-Pro™ provides the convenience, efficiency, ease-of-use and environmentally-friendly characteristics every operation needs, according to Jodi Heirigs, material handling product manager for KPI-JCI and Astec Mobile Screens.

Featuring a 48” belt, the Low-Pro Truck Unloader can unload 1,000 tons per hour. Its self-cleaning hydraulic pivoting side walls make for easy clean-up between dumps – ideal for asphalt producers and road builders, where keeping aggregate moving and in-spec is essential.

“The drive-over truck unloader provides an efficient solution for unloading material where you need it,” Heirigs said. “Conventional truck unloading systems can take up to a full day to set up. The low profile design means you’ll reduce set-up time by building smaller earthen ramps, cutting your labor needs and fuel costs.”

“This also maintains your material quality by eliminating the need to rehandle your material with dozers and loaders,” Heirigs added.

The Low-Pro Truck Unloader can be paired with the new-generation SuperStacker® for

optimal performance. For more information about the material

handling product line, visit the company’s website at www.kpijci.com/material-handling

or contact Product Manager Jodi Heirigs at [email protected] or (605) 668-2590.

KPI-JCI and Astec Mobile Screens has designed the new Global Track GT125 jaw crusher as a solution for contractors and producers seeking maximum jaw crushing mobility.

The GT125 features a new-generation Vanguard Jaw Crusher, which delivers up to 25 percent more tons per hour than comparable jaw crushers. Equally effective in aggregate or recycle applications, the GT125 provides automated feed control, CAT 225-horsepower engine and a large feed opening with up to 400 tons per hour of production. A cross-belt magnet, under grizzly side delivery and dust-suppression systems are options available to customize the plant to exact specifications.

The GT125’s low-profile design allows the track-mounted equipment to be driven off the transport trailer and begin crushing immediately, allowing producers to spend more time in production rather than site preparation, said Paul Smith, product development manager for KPI-JCI and Astec Mobile Screens.

“The benefits of the Global Track equipment have proven useful for producers who have a very diverse workforce as well as producers with start-up operations,” Smith said.

The Global Track family of products contains all of the same benefits as traditional track-

mounted equipment, such as portability and quick set-up. At the same time, the product line has distinguished itself by being user-friendly, more affordable, and perfect for contractors in rental markets around the world seeking quarry-duty components with a strong, simple

track design.For more information about the Global Track

product line, visit www.kpijci.com/global-track or contact Product Development Manager Paul Smith at [email protected] or (605) 668-2509.

The Low-Pro Truck Unloader is designed to provide the convenience, efficiency, ease-of-use and environmentally-friendly characteristics every operation needs

The new GT125 jaw crusher features a new generation Vanguard Jaw Crusher, which delivers up to 25 percent more tons per hour than other comparable jaw crushers


GT165DF Serves As Versatile Screening Tool for Producers

1800PH Series Offers High Productivity in Low-Profile Package

Screening

Washing & Classifying

KPI-JCI and Astec Mobile Screens has developed the Global Track Family of Products to be user-friendly and universal,” Smith said. “The benefits have proven useful for producers with a diverse workforce as well as producers with start-up operations. The GT165DF can be deployed

and put back into operation in minutes, which minimizes downtime and increases profits.”

To learn more about the Global Track line, visit www.kpijci.com/global-track or contact Product Development Manager Paul Smith at [email protected] or (605) 668-2509.

The GT165DF screening plant was designed as a tool for overburden, to scalp ahead or behind of a primary crusher, as well as screen a wide array of materials, from aggregates to recycle to organic materials, said Paul Smith, product development manager for KPI-JCI and Astec Mobile Screens. The large loading hopper with a variable speed feeder can withstand heavy loads while metering feed material to the screen to optimize screening production and efficiency.

The 5’ wide x 16’ long incline screen can be equipped with an array of screen media choices, including standard woven wire, punch plate, grizzly decks and finger decks. The oversize discharge conveyor is impact resistant to handle oversize material. A modular top deck screen design enables screen media changes to meet application requirements, while hydraulic controls allow for variable screen angle operation to optimize application performance.

The Global Track family contains all of the same benefits as traditional track-mounted equipment, such as portability and quick set-up. The product line has distinguished itself by being user-friendly, affordable, and perfect for contractors around the world seeking quarry-duty components with a strong, simple track design.

“With the increased need for high-quality, track-mounted equipment across continents,

The portable 1800PH Series screening and washing plants feature a fine material washer with a horizontal wet triple shaft screen with three decks on a single chassis, offering producers high productivity in a low profile package.

The powerful plants allow producers to efficiently process aggregate material wherever opportunities exist, according to Product Manager Jeff Wendte. The triple-shaft design employs an oval motion stroke pattern that generates a more aggressive screening action to reduce plugging and blinding while providing extended bearing life.

The 1800PH series plants are engineered with high-efficiency drives, resulting in a low-horsepower requirement that reduces operating costs while increasing throughput, ensuring operations run efficiently and profitably.

“This series of plants also includes a number of standard and custom options, allowing the customer the ability to configure the plant in the most efficient manner possible for their specific operational needs,” Wendte said.

In addition to offering a full line of support equipment, KPI-JCI and Astec Mobile Screens is the only American manufacturer that builds all of the equipment, including the horizontal screens, fine material washers and the structure or chassis.

The GT165DF screening plant was developed to meet the increased need for high-quality, track-mounted equipment across continents

The 1800PH Series screening and washing plants allow producers to efficiently process aggregate material wherever opportunities exist

For more information about washing and classifying from KPI-JCI and Astec Mobile Screens, visit www.kpijci.com/washing-and-classifying

or contact Product Manager Jeff Wendte at [email protected] or (605) 668-2597.


Since the 1920s, Mario Huertas Corporation has been a key player in the development of

infrastructure in Colombia. Today, the Bogota-based company ranks as one of the top five Colombian highway

contractors and has landed a number of high-profile projects and awards, including a $400 million, five-year highway contract in

Bucaramanga, Colombia.Mario Huertas Corporation’s (MHC) roots trace back to 1920, when the

company was founded by owner Mario Huertas’ great-uncle. At the time, it worked exclusively in the ports on the Magdalena River, the principal river of Colombia that flows north through the western half of the country. Years later, Huertas’ father started his own company, expanding the family business into other construction and infrastructure-related activities including roads, bridges, viaducts and residential building at the district, state and national level.

Now, for the past 39 years, Huertas has been leading the company and works with his son, 28-year-old Esteban, who represents the fourth generation in the family business. With more than 900 employees and $600 million in contracts, MHC is well-established as a progressive pioneer in the industry accustomed to conquering massive civil engineering projects in challenging conditions. The company has earned recognition with the prestigious National Engineering Prize for its work on the Sesquile Dam, and currently has two contracts with INVIAS (National Highway Institute).

“Mario Huertas Corporation is not just a large company in Colombia, but it is truly an engineering company,” said Hugo Diaz, sales representative for Rodríguez y Loñdono, a KPI-JCI and Astec Mobile Screens authorized dealer in Colombia. “It is recognized for its quality and innovation. Mario Huertas is a person who is always thinking about the technology and equipment, on how to improve processes by automating them, and is always updated with what is going on in the world in order to apply it to Colombia.”

“He is absolutely a pioneer in this industry,” Diaz added.

Written by Michelle Cwach

“

A ROCKY CHALLENGEDeveloping infrastructure in a country

riddled with mountains and jungles is no easy feat. When Huertas won the bid over 22 other contractors to construct an 87-mile, four-lane highway across the Andes Mountains between Bucaramanga and Cúcuta, the company was tasked with the mammoth challenge of designing and building the country’s first four-lane road–as well as all of the bridges and tunnels–located in a mountain range.

“It is a very difficult task given its components, such as colluviums, clay, sandstones and also parts with veins of limestone,” Huertas said. “This combination requires that the work is thoroughly planned, not only in order to use the aggregates

but also for the stability of the slopes.”The new highway, slated to be complete in

2015, will be a much-needed channel that links Colombia to Venezuela. The project’s difficulty lies not only in finding usable material in a close proximity to build the road, but also in overcoming the country’s demanding topography. The current road between Bucaramanga and Cúcuta is narrow and steep, with altitudes ranging from 900 meters above sea level up to 3,600 meters. The new highway’s design levels out the road to a maximum 7.5 percent incline – down from a high of 18 percent. Once complete, vehicles will be able to go as fast as 50 miles per hour, reducing travel time from Bucaramanga to Cúcuta from six hours to 2.5 hours.

All of this had to be accomplished without interrupting the flow of traffic of vehicles traveling from Bucaramanga to Cúcuta, and, at the same time, maintaining the integrity of the natural landscape.

“Our work has been exemplary both from an environmental point of view and regarding the handling of the resources of a public works project,” Huertas said. “The entire responsibility falls to us to take care of the fauna and flora of these mountains, and we must recover many areas with native species. Therefore, it is a much more comprehensive construction than older projects or other projects in Colombia.”

The end result is a country that will have an updated infrastructure capable of meeting Colombia’s growing needs for travel and trade, according to Dave McCracken, international sales director for Latin America and the Caribbean for KPI-JCI and Astec Mobile Screens.

“The construction of modern, multi-lane highways in Colombia’s mountainous and rugged terrain is making travel safer and faster for its citizens,” McCracken said. “On the commercial side, industrial goods for export will be done more efficiently and at a reduced cost as they move to Colombian ports.”

FORGING FORWARDThe complexity of the project required MHC

to invest in high-quality mobile equipment that could classify aggregate without the use of water – which is limited in the region – as well as provide a high production rate, according to Huertas. But most importantly, he was seeking a relationship with a manufacturer and local

Mario Huertas Corporation purchased three GT165DF screen plants, as well as two FT4240CC impact crushers, a 2500 vertical shaft impactor, and a PTSC 2618 high frequency screen from Rodríguez y Loñdono, a KPI-JCI and Astec Mobile Screens authorized dealer in Colombia


”“We cannot afford equipment with lower-than-expected performance or quality of the products.Mario HuertasOwner, Mario Huertas Corporation

dealer that would listen to his specific needs and provide a solution.

“Throughout this process, we expected to be advised by the dealer and the manufacturer in terms of making improvements or adapting the machinery to our environment, which is different in each country, given the operation, geography and site location,” Huertas said. “KPI-JCI and Astec Mobile Screens, as well as Astec, Inc., provided me with research and the opportunity to observe the equipment working in other countries.

“What led us to purchase the equipment is the personalized relationship between the

dealer, the factory and all of the engineers that act on a product,” he continued. It is critical that there is a long-term connection between the manufacturer, dealer and the producer.”

Through KPI-JCI and Astec Mobile Screens authorized dealer Rodríguez y Loñdono and Fernando Marroquin of Astec Aggregate Mining Group, Huertas purchased three GT165DF screen plants to clean the raw material, two FT4240CC impact crushers, a 2500 vertical shaft impactor, and a PTSC 2618 high frequency screen to make asphalt aggregate. MHC also invested in a new Astec Double Barrel® Green warm mix asphalt system.

One of the major challenges of the project was obtaining the land to house the asphalt

plant and aggregate processing equipment, Huertas said. The company ultimately selected a limestone quarry at Surata near Bucaramanga, which reduced travel and allowed all of the crushing and screening equipment to be located in the same place. Unlike many other quarries, every piece of material is used, eliminating waste from the company’s operation.

“We use any raw material that comes out of this quarry,” Huertas said. “Our materials are being completely used; the materials are clean, combined or reused, but there is no waste, because we have always believed that any

material that is obtained or crushed must be placed in the place where it is required, either for making concrete, fillers, pavement structures, sub-bases or bases.”

According to Huertas, the success of the asphalt plant is directly linked to the success of the crushing and screening of the aggregate, making the selection of quality equipment one of the most crucial steps in the process.

“The GT165DF track-mounted screens make it possible to classify the raw aggregates and remove the fines, which can affect the crushing of the aggregates,” Huertas said. “This feature has greatly helped us be more effective and arrive at a much more real crushing tonnage, thus

preventing the fines from wearing out parts or components of the machines used.”

Another key factor in partnering with KPI-JCI and Astec Mobile Screens was the mobility of the track-mounted equipment. According to Huertas, the equipment’s portability provided versatility and efficiency to the project.

“Because the equipment is mounted on tracks, we were able to rapidly transport these machines during the processing of aggregates,” he said. “We could bring the machines directly to the aggregate deposits where the raw materials are being obtained so we could classify them, which saved us time and money.”

NO ROOM FOR ERRORGiven the highly-competitive construction

market in Colombia and the tight margins for profit, Huertas said there is no room for error when it comes to investing in equipment. This reality makes the customer-dealer partnership a vital aspect of the purchasing process.

“We cannot afford equipment with lower-than-expected performance or quality of the products,” he said. “It was very important to us that we could visit the factories, and have a dealer who was constantly available whenever there was a problem. Rodríguez y Loñdono’s methodology is to solve the problem, find an immediate solution for it, and then start thinking about the causes. I think this methodology has tightened bonds and made KPI-JCI and Astec Mobile Screens’ products more and more popular within the Colombian market.”


NATIONAL DEALER CONFERENCE

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Kolberg-Pioneer, Inc.

Yankton Facility Showcased During State Manufacturing Week

tide. Maybe it will become obvious that we need more manufacturing as part of our economy, and we need to help make it grow.”

Manufacturing ranks as the fifth highest business group in total number of jobs in South Dakota, with 10 percent of the state’s workforce (41,175 jobs) employed at a manufacturing facility. The average wage in South Dakota is $42,176, with the majority of those jobs offering health insurance and other benefits. The total payroll for manufacturing jobs in the state is

$1.7 billion, with nearly all of that money going into the state’s economy, according to South Dakota Governor Dennis Daugaard. The total output from South Dakota manufacturers in 2012 was $4 billion.

“We at KPI-JCI and Astec Mobile Screens are committed to ensuring that manufacturing continues to be an important part of our overall economy, as well as manufacturing products that are needed to improve our lives,” May added.

Kolberg-Pioneer, Inc., based in Yankton, S.D., opened its manufacturing facility doors to the public Oct. 1 during South Dakota Manufacturing Week, which was developed to showcase the importance of manufacturing to state and local economies.

More than 18 percent of the community’s workforce is employed through the area’s 26 manufacturers, making it one of the top four industries in Yankton. Kolberg-Pioneer, Inc. is the community’s largest manufacturer with 420 employees, and the fourth overall largest employer. As a whole, Yankton, S.D., has 2.5 times the national average of manufacturers, according to the Yankton Area Chamber of Commerce.

Jeff May, president of Kolberg-Pioneer, Inc., was one of three business leaders selected to serve on a panel discussing the need for continued growth in the manufacturing sector.

“Sadly, we are only beginning to realize how far behind we are in educating the public about the importance of manufacturing,” May said. “It’s becoming increasingly difficult to find skilled individuals. But with the help of those in our communities, maybe we can begin to turn the

TABLET TIDBITS: Editing a PDF File

KPI-JCI and Astec Mobile Screens’ Yankton, SD-based manufacturing facility is the city’s largest manufacturer with 420 employees


Johnson Crushers International

Eugene Facility Continues to Surpass Company Goals, Set Records

“Our U.S. and Canadian dealers have done a fantastic job for us this year promoting our cone crushers,” Lininger said. “Our North American and U.S. cone market share numbers will both be records for the factory, including a year-to-date

U.S. cone market share that exceeds 22 percent.” “Our intention is to finish 2013 strong

and make 2014 another record-setting year,” Lininger said.

Johnson Crushers International, KPI-JCI and Astec Mobile Screens’ manufacturing facility based in Eugene, Ore., will record its best year for portable screen plant sales since 2007.

The growth in sales is due in part to an aggressive sales strategy set by KPI-JCI and Astec Mobile Screens, including exposure at the 2013 National Dealer Conference, a competitive pricing plan, product enhancements and new options available on the screen plants, according to Jeff Lininger, director of products and sales in Eugene.

“It’s probably the most commonly sold and rented plant that a dealer can have in their inventory,” Lininger said. “In my previous life as a dealer, I never had fewer than two or three in my rental fleet, and they were busy most of the time. It’s an incredibly versatile machine that can be used in numerous different applications, which gives a dealer a tremendous amount of flexibility by having it in their inventory.”

The Eugene manufacturing facility has set a number of records this year, including selling its 3,000th screen, which marked nearly $200 million in revenue for the facility from screen sales. JCI will also set record numbers for cone market share in 2013.

Astec Mobile Screens

Gonigam Advocates U.S. Infrastructure Funding in Sterling, Ill.would create more American jobs and revitalize American manufacturing by strengthening the Buy America requirements for transportation and infrastructure projects.

“For far too long, American workers have seen their jobs shipped overseas,” Bustos said.

“This bill will make sure that the rebuilding of our transportation networks and infrastructure is through the hard work of American workers in places like the Quad Cities, Peoria, Rockford, and elsewhere across Illinois.”

Astec Mobile Screens, KPI-JCI and Astec Mobile Screens’ manufacturing facility based in Sterling, Ill., recently hosted U.S. Representative Cheri Bustos to discuss the need for more federal infrastructure funding.

Tim Gonigam, president of the Sterling, Ill. manufacturing facility, gave a presentation on domestic and international growth to Bustos (D-East Moline), who is a member of the House Transportation and Infrastructure Committee.

“In recent years, we’ve witnessed a tremendous amount of growth in our international sales, which now make up 40 percent of our facility’s business,” Gonigam said. “Our country is spending less on roads and bridges, and we need more investment so we can maintain and improve our transportation system.”

“Our infrastructure is what makes us free— it gives us the freedom to move from point A to point B,” he added. “We have to invest in that.”

The Sterling-based manufacturing facility had nearly $18 million in sales in 2012, and is on track to exceed that level this year, Gonigam said.

Bustos is currently advocating legislation that would give a preference to U.S. companies involved in infrastructure projects. In March, Bustos and other members of the U.S. House of Representatives Transportation and Infrastructure Committee introduced The Invest In American Jobs Act of 2013, which

KPI-JCI and Astec Mobile Screens’ Eugene, Ore-based manufacturing facility has witnessed a growth in sales in 2013

Tim Gonigam (far right), president of KPI-JCI and Astec Mobile Screens’ Sterling, Ill-based manufacturing facility, and Product Manager Patrick Reaver (center), met with Representative Cheri Bustos (D-East Moline) to discuss infrastructure funding


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One of the first things we learn in this busi-ness is when it comes to oper-

ating a processing system, production is good and downtime is bad. But do we fully understand why?

Keeping a portable processing plant up and running means more than just putting material on the ground to meet whatever demand or deadline exists. The portable plant operation is faced with the same challenges as any other business in the current economic environment. To maintain a competitive edge and remain profitable, it is critical to learn how and where to identify waste within an operation, and more importantly, how to reduce or eliminate wasteful activities.

Let’s consider a simple example. The task of cleaning the barnacles off

Paul SmithProduct Development Manager

Understanding Hidden Coststhe bottom of a cruise ship in no way provides a more memorable experience for the tourist sleeping in the stateroom. This task is, however, essential for the vessel to remain seaworthy.

Using this mindset, I am sure if you look around your workstation or organization you can quickly and easily identify such “barnacles,” which are necessary yet add no value to the product or service of the business itself. Such examples might include pressure washing the equipment, changing crusher liners and screen media, or cribbing a plant. While these tasks are critical in their own right, they add no value to the consumer of the material the plant will be producing.

Quantifying CostsUnfortunately, functions of non-

value activity like these incur a real cost that must be built into the price and absorbed by customers. Employees are still incurring wages, and trucks and loaders are still consuming fuel. Therefore, a simple mindset to adopt is this: When the plant is not running, it is

bleeding money.You can

probably see where I’m going with this. Production is the economic sponge that absorbs all of the costs of operating the plant.

Let’s consider some numbers from an old buddy of mine who moves a portable crushing and screening plant capable of producing about 300 tph. This plant requires 18 loads to haul, including conveyors, loaders and other components. My buddy normally relocates his plant 10 times per year, and it requires his crew of four guys one week to tear down, move and set up the plant between locations. Therefore, he is actually running the plant about 1,680 hours per year. This allows him to produce 504,000 tons annually.

For each move, his trucking costs run about $24,000 and his labor costs about $8,000. In addition, he has to rent a crane that costs him another $2,000. Therefore, the total cost just to relocate

PP&EDecember’s Portable Plant and Equipment for a story about NASCAR standout Greg Biffle and his success as a business owner of Triple B Stone, which produces natural river rock for landscaping purposes.

ASPHALT PRODecember’s Asphalt Pro for a feature on Brauntex Materials, a leading provider of hot-mix asphalt and crushed limestone products in central Texas.

CONSTRUCCIÓN PAN-AMERICANADecember’s Construcción Pan-Americana for a cover story on Mario Huertas Corporation, one of the top five Colombian highway contractors who landed a $400 million, five-year highway contract to build an 87-mile, four-lane highway across the Andes Mountains.

CDRMarch’s Construction and Demolition Recycling for a story on ConRock Recycling in Utah, which performs custom crushing and recycling using mobile equipment.

INSPOTLIGHTWatch these national trade publications for upcoming stories on KPI-JCI and Astec Mobile Screens equipment:THE

his portable plant is $34,000 – or $340,000 per year.Put another way, it is costing my friend an additional 67 cents

per ton just to absorb the annual relocation expenses.Of course, the real pain comes in the form of his lost production.

As we stated earlier, the plant is capable of processing 300 tph and it requires an average of five days to relocate the plant. Because the plant is normally working eight-hour shifts, at 300 tph the lost production for each move is 12,000 tons. If that material is worth $7 per ton, the lost revenue is $84,000 per move, or $840,000 per year.

The solution? Identify methods to reduce the amount of time between moves to capture some of the lost production, thereby reducing the cost per ton and the amount of waste.

In my friend’s case, he was able to eliminate 16 hours of downtime per move – or 160 hours per year – just by upgrading his plants to be equipped with hydraulic stabilizers to bypass the cribbing process. This reduced his indirect labor costs by $32,000 per year, while adding 48,000 tons of production. He also eliminated the need to rent a crane for each move, which saved him an additional $20,000 per year in rental costs.

My friend reduced his total annual relocation costs from $340,000 to $288,000, while increasing his annual production total to 552,000 tons. The arithmetic shows that he reduced his transportation costs from 68 cents to 52 cents per ton, which is more than a 23 percent reduction.

He also increased his annual revenues by $336,000. Most importantly, he is providing a safer working environment for his crew by eliminating the cribbing timbers, the slings and the chains.

While it might not be realistic to eliminate waste completely from your operation, there will always be opportunities for small, incremental improvements that can add to the bottom line. All that is required is a desire to find and remove the barnacles.

This column is a regular feature in Portable Plants and Equipment and can be seen in the magazine’s December 2013 issue.

When the plant is not running, it is bleeding money.”“


Over the past 25 years, Don Gregorius has witnessed American State Equipment’s parts business triple, thanks to an aggressive stocking program and highly trained sales force.

Gregorius, who serves as part sales manager for the American State aggregate branch in Little Chute, WI, has been with the company since it launched the crushing and screening division in 1989. Today, the parts department has grown to include five employees, including two parts sales representatives. Combined, the department boasts more than 115 years of industry experience, Gregorius said.

The success of the Little Chute division, which covers Wisconsin and the upper peninsula of Michigan, can be largely attributed to the branch’s strategy of keeping inventory on site.

“Since the very beginning, we have stocked heavily in equipment and parts,” he said. “We stock very heavily. It comes down to that for us. The customers depend on us to have what they need, and they know we will have it.”

In the late 1980s, the company invested just over one million dollars in parts and inventory. Today, it’s more than $10 million, making the branch one of the top part sales dealers for KPI-JCI and Astec Mobile Screens equipment.

Part of Gregorius’s strategy is to examine recommended stocking lists for new pieces of equipment, and then double that number and add extra items, particularly for track-mounted pieces of equipment such as the FT4250 impact crushers. It’s an approach that has served the company well, he says, especially with an increasing number of machines in their rental fleet. In 1989, 10 percent of profits came from rental equipment. Today, it’s nearly 50 percent.

“We usually have three or four FT4250s in our

Equipment’s parts department was a stabilizing force for the company. In fact, the success of the parts program not only consistently boosts profits for American State Equipment, but also translates into more equipment sales. Customers return to the company because they trust they will be taken care of, he says.

“We’ve had people say that American State Equipment can be a bit more expensive, but the service and parts availability is second to none,”

Gregorius said. “Many of our customers don’t even ask if we have the part in stock or ask the price. They just say, ‘Deliver it tomorrow.’”

The company takes advantage of parts promotions from KPI-JCI and Astec Mobile Screens – namely, the KPI Jaw Die Manganese Pre-Order Program and the Cone Manganese Pre-Order Program. By saving money on the inventory, American State is able to pass the savings on to their customers and maintain a competitive price point, Gregorius says.

But taking advantage of these promotional programs – which can save up to 5 percent on inventory – requires planning by the dealer, Gregorius said. Perhaps most importantly, it takes part sales representatives who know the needs of their customers and stay in front of them.

“It’s a constant struggle,” he says. “Having part sales representatives help us stay in tune with our competitors’ pricing, as well as informs us of what kinds of parts we need to have on hand.”

American State Equipment also focuses on equipping new and returning customers with the tools they need to be successful, minimizing any possible downtime for the customer and

Gregorius recommends using a parts sales representative and chasing after-market business.

“We order a lot of after-market parts like bearings, conveyor belt assemblies and belt cleaners from KPI-JCI and Astec Mobile Screens because it’s actually cheaper than other places,” he said. “I don’t think some dealers are even considering going to the equipment manufacturer for things like that. It’s ingrained in your mind to go to the guy down the street to buy a bearing, but we’ve found it can be better to buy them from KPI-JCI and Astec Mobile Screens because it saves us time and money.”

Despite increased competition in after-market sales on wear parts like liners and bearings, Gregorius says customers continue to return to American State because they have established a relationship based on trust.

“There can be times when we’re not going to be the cheapest, but they know we’re going to have it,” Gregorius said. “These offshore companies—they might be cheaper, but it might take six to eight weeks or months to arrive. It all comes back to us having parts on the ground and taking care of customers’ needs.”

reducing unnecessary, last-minute delivery runs. If it’s a new customer that’s renting or purchasing the machine, the company reviews what the customer will need and sends along parts that might be required, not charging the customer until the parts are used. For more established customers, American State Equipment offers a consignment program where wear parts are stored and can be accessed by the customer.

For dealers struggling to meet stock quotas,

American State Equipment Shares Secrets to Part Sales Success

From left to right: American State Equipment’s Aggregate Specialist Gary Johnson, current Division Manager Randy Manteufel, retired Division Manager Tom Lamberg, and Parts Sales Manager Don Gregorius

“Since the very beginning, we have stocked heavily in equipment and parts. We stock very heavily. It comes down to that for us. The customers depend on us to have what they need, and they know we will have it.”Don GregoriusParts Sales Manager, American State Equipment

rental fleet, and have sold over 20,” Gregorius said. “We stock up so when customers break down we have it on site. We very, very rarely have next-day air orders.”

The success of a parts department can be a boon to a business during tough economic times. During the crash of 2008, American State

BY THE NUMBERS...50 10 115The percent of American

State’s profit that comes from rental equipment.

The number of millions of dollars American State has in-vested in parts and inventory.

The combined years of experience in American State’s parts department.

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Anderson Indiciato come

Marketing Department700 West 21st Street, P.O. Box 20Yankton, S.D. 57078

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