ASPHALT ANSWERS
just expand on it. When you know
your cost per ton, you can discuss with
the dealer or even your competitors
how you can lower your cost per ton.
One great way is extended warranties.
Today’s extended warranties are careful-
ly calculated to do one thing – give you
peace of mind. Many of these warran-
ties cover items that the manufacturer
doesn’t cover and can be tailored to your
needs. Think of it as insurance. An-
other item to consider is resale value.
This also takes some research. Don’t
be fooled by what machines are being
sold for on the internet. While it is
a great gauge, it’s not what is actually
being paid for a machine. A more ac-
curate comparison is auction results.
Get a good average of what machines
are bringing and compare competing
machines. This will be the last entry in
your cost per ton analysis.
The sales department sells the first
unit and the service department sells
the rest. We’ve all heard this one, but
its truer today than ever. Be sure to ask
some hard questions. “Do you have
parts on the shelf?” Show me. “Do you
have qualified technicians?” Prove it.
“Do you have a rental machine when
my business requires it?” Show me. If
I require immediate support, even after
hours, can you help?” Prove it. Do you
see a trend, here? Any sales department
can make promises, but when you have
an issue with 5 asphalt trucks in front
of your crew, you need results. I’ve
even had contractors put the product
support team to the test. Call them up
and ask for a price on a screed plate for
the machine you are considering and
see what their efficiency is. Better yet,
ask for filter availability and put them to
the test. If you are feeling quite sporty,
see if they stock asphalt stretchers! Re-
member, product support is critical for
asphalt jobs. If your local representa-
tion understands your needs, your bot-
tom line will grow. It’s not always the
size of the dealership that fits the best,
but their commitment to you and your
business when you need it.
No matter what type of machine you
are considering, it’s a big deal and should
Forming a partnership with your local dealer
will ensure you get exactly the machine you need
to succeed.
not be taken lightly. While some ma-
chines bring more value to your busi-
ness than others, all of your equipment,
like your crew, must contribute to your
end goal, whatever that may be. The
best advice is to partner with your man-
ufacturer and their local dealer to form
a lasting relationship. Make sure that
they are calling on your company even
when you are not ready to buy. If that
relationship flourishes, the end result
will always be higher profits.
Brian Hall is the territory manager of Mid
South Region at VT LeeBoy, Inc. You can
contact him at [email protected]
Article sponsored by LeeBoy and Rosco.
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