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®
By Giles LambertsonCEG CORRESPONDENT
Phil McCoy, president of RoadBuilders Machinery & Supply Co., credits great
employees and excellent products for the company’s uninterrupted record of success over
the first 30 years of its existence — but Bob Fischer believes there is more to it than that.
He also credits hard work… and Phil McCoy.
“I was impressed with him from the start,” said Fischer of his boss and colleague.
Fischer is RoadBuilders’s most senior salesman and an employee of the company from
day one. “His leadership skills. His management expertise. His philosophy, which is to
treat people fairly and then some. That’s the cornerstone of RoadBuilders Machinery.”
As for the hard work, Fischer said launching the company was stressful for everyone.
“Any time you start something new, there is going to be a little nervousness about it, but
you just work harder and make it work. The phrase people use now is ‘24-7.’ We didn’t
know the term then, but that was what we did.”
The hard work has produced a diversified company that today operates in four states,
employs 165 people, and is setting records year after year business-wide. “We knew after
about five years that we had a formula that was working and it continued to get better,”
McCoy said. “Then we obtained the contract to represent Komatsu and we knew we were
well on our way.”
RoadBuilders celebrates its 30th year in business ranking at the top of the Komatsu
dealer network — the dealership with the leading market share in North America. McCoy
acknowledges the significance of the ranking: “When you have the number one market
share, you are doing something right.”
RoadBuilders MachineryReflects on 30 Years
Company Credits Success to Hard Work
Phil McCoy, president of RoadBuilders Machinery & Supply Co.
The original Road BuildersKansas City facility.
Building A CompanyIn 1969, after earning an engineering degree from Wichita State University, McCoy
went to work for Wichita’s major employer, Boeing. He left the giant aerospace firm in
1977 after tiring of “working in a building without windows” and entered the machinery
business. Eight years later, the 37-year-old McCoy, along with Fischer and a couple of oth-
ers, headed east to Kansas City, Kan., to start his own firm.
McCoy acquired the assets of an International Harvester company-owned dealership
as the foundation of his new construction equipment outlet in the KC metropolitan area.
The IH connection turned out to be a promising one. International Harvester had sold its
construction equipment division to Dresser Industries in the early 1980s. After Komatsu
swallowed up Dresser in 1988, the Japanese company turned to fledgling RoadBuilders
Machinery & Supply to represent its product line.
Already selling Bomag compaction equipment, RoadBuilders made Komatsu its core
product line and steadily added to it. Among the other major brands in the lineup today are
Sandvik, Terex-Fuchs, FINN, Gradall, Takeuchi, Etnyre, and Ingersoll-Rand, as well as
several leading attachment manufacturers.
“We think we represent some of the best equipment on the planet,” said Doug Murray,
general manager of RoadBuilders’s three Nebraska locations. “The manufacturers we rep-
resent produce world-class equipment. In some cases, it is unrivaled and superior equip-
ment. Not just as good as something else, better than. That makes us better. World-class
products have to have world-class service to go with it.”
The Kansas City headquarters is asprawling location with multiple build-
ings, including parts, service, rental,paint shop, machine shop and more.
Show below is the Grand Island, Neb., location.
The trio of Nebraska markets differ — mostly agriculture out west andconstruction work in the eastern cities, for example, more rental in theeast and used equipment sales in the west. The company flexes tomeet the demand.
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RoadBuilders’s expansion into Nebraska illustrates the company’s organic growth.
When a struggling three-store equipment company became available there in 2000,
RoadBuilders took it over, thereby gaining Omaha, Lincoln, and Grand Island markets.
Murray was the dealer representative at Komatsu for RoadBuilders and lived in Nebraska
at the time. He became so involved in RoadBuilders’s Nebraska operation that McCoy
lured him away from Komatsu to manage it.
And what did RoadBuilders bring to the Nebraska stores that turned them around?
“Everything,” said Murray. “Honestly, everything — equipment inventory, parts invento-
ry, service capabilities, salesmanship. And the company brought tremendous integrity from
Kansas City, the habit of doing the right thing every day.”
The trio of Nebraska markets differ — mostly agriculture out west and construction
work in the eastern cities, for example, more rental in the east and used equipment sales in
the west. The company flexes to meet the demand. “We give customers what they want,”
said Murray.
Used Equipment PushBefore its Nebraska acquisition, McCoy built out the company in KC. To complement
When a struggling three-store equipment company became available there in 2000, RoadBuilders took it over, thereby gaining Omaha (shown above), Lincoln, and Grand Island markets.
Midwest Equipment& Supply, LLC. —Springfield, Mo.
To serve customers in the southwest quadrant of that state,RoadBuilders opened Midwest Equipment and Supply in Springfield.
its inventory of new equipment, the company developed an engine and mechanical rebuild
facility in 1992 and began to aggressively enter the used equipment market beyond mere-
ly pushing trade-ins. “We really, really concentrate on the used side of the business,”
McCoy said.
That’s really, really true. Besides reconditioning equipment for rental and resale,
RoadBuilders committed to the used parts business three years ago with a public ware-
house devoted to second-hand and after-market heavy equipment parts. Then it opened an
off-road equipment paint and body shop for outside customers as well as for company use.
Tech-savvy equipment shoppers can even download a RBused.com app to stay in touch
with RoadBuilders’s used equipment inventory. What else? Does it operate a used equip-
ment online auction service? Yes indeed.
“We try to take care of our customers any way we can,” said David Mehrtens, who
manages used equipment operations, including paint, parts and machines. He ramped up
the segment when he joined RoadBuilders 15 years ago. The warehouse still is being
stocked, with salvaged parts from upwards of 50 pieces of equipment on the racks so far.
Besides reconditioning equipment for rental and resale, RoadBuilderscommitted to the used parts business three years ago with a publicwarehouse devoted to second-hand and after-market heavy equip-ment parts.
The Lincoln, Neb., facility.
The paint shop averages three or four final coats a week — heavytrucks, tractors, and construction equipment of all kinds — with out-side customer requests outnumbering inside work..
Industrial Machine Shop – Kansas City.
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The paint shop averages three or four final coats a week — heavy trucks, tractors, and con-
struction equipment of all kinds — with outside customer requests outnumbering inside
work.
The reconditioned and repainted equipment doesn’t sit around long either, according to
Mehrtens: On average, one machine is sold each day. The three-year-old auction compa-
ny (RBusedauctions.com) focuses on moving RoadBuilders’s second-hand equipment, but
it also handles customer consignments. More than 50 machines were auctioned last year.
A company embracing a different business philosophy might balk at offering cus-
tomers both new and used parts, there being a distinct possibility of one cannibalizing the
other. But Mehrtens said, “We are just helping out customers.”
Mike Hink agrees. Hink is new parts manager and a RoadBuilders veteran of 22 years.
“Having both parts departments gives a customer an option to buy… new or used,” he said.
“Whereas before, we only gave the customer one option.”
Hink joined RoadBuilders shortly after Komatsu did, so he is steeped in Komatsu
knowledge. He said customers appreciate his product mastery. “If you know the machines
and can get customers parts in a timely manner, it makes for happy customers. The least
amount of down time is what they are looking for. Taking care of customers is not just rhet-
oric around here.”
A Growing BusinessSeven years ago, McCoy and other company executives — including senior vice pres-
ident and chief operating officer Gerry Buser, whom McCoy calls “a key, key guy”— took
the company east into Missouri. To serve customers in the southwest quadrant of that state,
RoadBuilders opened Midwest Equipment and Supply in Springfield. Much of the region
Gerry Buser, senior vice president and chief operating officer.
Today, Bryan McCoy is company vice president with principal respon-sibility for accounting functions and regional and retail finance, butwith some responsibilities in parts and services.
Doug Murray, general manager of RoadBuilders’s three Nebraska loca-tions.
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Building on a traditionof service and
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Metso congratulatesRoadBuilders
Machineryon 30 years
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CONGRATULATIONS ROAD BUILDERS ON 30 YEARS OF BUSINESS
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Congratulationsto
CONGRATULATIONS
for 30 Years in Business!
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Grand Island, Neb.(L-R): Clarence Brooks, Brad Jensen, KyleKult, Carrie Shepard and Josh Halte. NotPictured: Tony Randone, Clayton Brooks,Luke Anderson, Russel Jacobitz and JayJohnson.
Lincoln, Neb.(L-R): Scott Kilpatrick, Jim Lock, DarrellAndelt, Craig Arehart, Charles Miller, AaronCollins, Don Walker, Chris Johnson andMichelle Braunsroth.Not Pictured: Dru Davidson.
Heavy EquipmentServices, LLC (PaintShop) — Kansas City(L-R): Jeremy Lapka,Tom Bledsoe, DanielGonzalez, SteveHorning and RonJohnson.
Machine Shop — Kansas City(L-R): Scott Smith, Darrell Williams, Jay Bullock, Caleb Patterson, Mike Chapman and Jaime Morche.
Parts Department. — Kansas CityBack Row (L-R): Rick Woodson, Bill Dycus, Robert Dorsel, Luke Wiman, Mark Colwell, TimStonebrook, Mike Hink and Bryan Carrell.Front Row (L-R): Deborah Wilson, Travis Price, Nelson Cline, Luke Taylor and Jill Gilreath.
20
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oll Free: 1-800-537-95 TToll Free: 1-800-537-9561 • Fax: 419-422-7207
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oll Free: 1-800-537-9561 • Fax: 419-422-7207
Would like to Congratulate Road Builders
Machinery on their
30th Anniversary.
E. D. ETNYRE & CO. Oregon, Illinois 61061
Road Builders Machinery and Supply Company
CONGRATULATIONSRoad Builders Machinery on your 30th Anniversary!
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RoadBuilders Machinery & Supply Co., Inc.
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Rental Department. — Kansas City(L-R): Brian Burkert, Phillip Kitterer, BryantGetz-Reel, Noah Montgomery, BrandonMarsh, Brock Chaltas, Brian Rosendahl,Rocky Shatto and Kim Reiter.
Used Equipment and Parts – Kansas City(L-R): Charlie Brown, Jennifer Vogts, DougMehner, Jay Thorne, Justin Reece, MikeJohnson, Todd Russell, Kyle Eitel, GarrettCrane, Early Hughes, Barry Maddock,David Mehrtens, Raul Pacheco, JackWilliams and Jerry Yanez.Not Pictured: Bill Warren, Troy Long, ChrisHolman.
Midwest Equipment &Supply LLC —Springfield, Mo.(L-R): Jimmy Christian,Nick Kirkland, MackHarmon, JustinWard, James Broom,Anthony Coffman,Mike Wood,Dewayne Thornton,Jason Baer, TomKing, David Brill,Butch Core andTom Everett.Not Pictured:Steve Gaynor,Nick Spickard,Lonnie Williams.
Omaha, Neb.(L-R): Todd Kelsey, Casey Porter, Rusty Kilpatrick, Aran Alley, Ty Sutherland, Doug Murray,Becky Anderson, Carter Herold, Carl Simmons, Dean Alfers, Fred Grote, Chuck Walters,Marty Hagemann, Eddie Miranda, Chuck Page, Chris Sutherland, Jeff Smith, Bob Williby,Dave Meyerring, Warren Kutz, Ryan McCardle, Pauline Siderewicz, Jake Riesberg and TedChristensen.Not Pictured: Al Hoggatt, Don Wilmer, Chris Murphy, Tim Grubb, Garret Desautels, RayBorchers, Dennis Anderson and Steven Borchers.
Service Department – Kansas City (L to R Back Row): Murray Penaia, Kevin Pride, MelissaPatterson, Vince McBride, Tim Keagy, Mike Jenkins, Joey Burger, Mary Smith, JeffMcConnell, J.D. Carson. (Front Row): Corey Blair, Brandon Lees, Tao Paletaoga, Brian Elwell,Joe Drummond.Not Pictured: John Bannister, John Brummett, Kevin Colwell, Rusty Coons, Doug Curry, SteveDutton, Steve Griffeth, Julie Lynn, Richie Stevens, Jesse Stewart and Loren Werth.
is wooded, with rocky outcrops, and lumber and quarry businesses located there needed
another equipment source.
Jason Baer, Springfield’s territory sales manager, has seen a maturing of the business
in his seven years at Midwest. “First we were trying to build the business. Now we are
working to maintain it. That changes the dynamics of the work. It took us a couple of years
to get where customers were coming in on a regular basis, but we have a pretty large cus-
tomer base established now.”
Because Midwest is not an authorized Komatsu dealer, a mix of mostly used equip-
ment is offered, along with full access to KC’s parts stockpile, and a full-service shop. With
construction projects on the horizon, activity at the area’s rock and lumber industries is
expected to pick up… and keep Midwest busy.
Vince McBride, KC-based general operations manager, oversees the company’s
Springfield outlet. That task is on top of monitoring RoadBuilders’s parts and service
departments and IT functions. His unofficial title is “jack of all trades.”
Eighteen years ago, McBride started at RoadBuilders as a service writer and migrated
into warranties and eventually became the de facto IT guy. Besides keeping an eye on the
flourishing parts departments, he watches over equipment service, including shop work,
field calls, and fleet management packages. He said the service work — which accounts
for about 20 percent of total sales — is managed relatively simply thanks to the compa-
ny’s credo.
“When our owner gave me the job, he told me to tell the truth and do the right thing
and you won’t have to worry about any consequences,” he said. “Occasionally there will
be a service issue where you have to make it right, and that’s what we try to do. If it sounds
like we should have done something a little better, we try to rectify it.”
The Next GenerationBryan McCoy was 10 years old when his father started RoadBuilders. Just a few years
later, when a fire melted the wiring on a Bomag roller, he was given the assignment of
rewiring it. “I put it back together and, after that, I was hooked.” Following graduation
from Wichita State in 1998, he plunged into the business full time, beginning as a rental
manager.
RoadBuilders participates in many of the regions industry-related asso-ciations, building relationships and helping adapt to changes in theindustry.
Educational seminars and training demonstrations have allowedRoadBuilders to share product knowledge and tips with customers –saving them time and money.
(L-R): The father and son team of Bryan and Phil McCoy, Road BuildersMachinery and Supply Co. Inc., visit the Associated EquipmentDistributors (AED) Summit and Condex show in 2013.
Today, Bryan McCoy is company vice president with principal responsibility for
accounting functions and regional and retail finance, but with some responsibilities in parts
and services. He attests to how the various company units perform at a high level in tan-
dem with one another and with minimal oversight from above. He credits his father for the
smooth functioning of the company’s interrelated parts.
“I think the biggest factor is that Dad has always surrounded himself with people who
are fully able to take care of their responsibilities. They are given freedom to run their
departments or areas,” he said. “I have learned from that, learned to get involved only when
you need to.”
The company is not standing still — a fourth Nebraska branch will open this year in
Norfolk, for example, and bar-coding systems are coming to parts warehouses — and
Bryan McCoy said standing pat is not an option. “The only way to keep the company going
is to grow. There is nothing immediately available, but we are going to have to expand to
keep moving ahead.
“I don’t know what direction that will be… a new product line, serving our customers
in a better way, maybe a new territory will open up down the road. Whatever it is, we
always are open to new opportunity and willing to look into it.” Phil McCoy (L) and Gerry Buser.
26
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