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Fleet of AV95-2K rollers ready to go to work for the province of Manitoba.
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June 29, 2009 – When David Stern and Dale Rasmussen joined Cubex Limited two years ago, on the upside they noted that the equipment company had a very good product mix in the paving side of the market. On the downside, they realized the company was lacking on the compaction side.
“We discovered that many of our customers were going to other dealers because we couldn’t meet their compaction needs,” recalls Stern, Cubex general manager central Canada. “We quickly concluded that what we needed was a product line that would meet the compaction requirements of our customers. In short, we wanted to be their one-stop shop.”
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Operators and maintenance personnel
attend the recent Cubex training
program in Winnipeg.
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Cubex found its solution by becoming an official Ammann compaction equipment dealer. “We couldn’t be more fortunate in being able to introduce the Ammann product line to our customers,” says Rasmussen, Cubex account manager for Manitoba. “Our partnership has taken us to the next level in becoming a one-stop solution paving house, and it has already played a major role in securing a significant deal with the province of Manitoba.”
Rasmussen says a trip to a dealers’ convention in Cologne, Germany in November 2008 was pivotal to Cubex Limited’s decision to sign on with the company. “We got to talk to Ammann dealers from all around the world,” says Rasmussen. “The convention included an interactive tour of the light compaction facility in Hennef where we had the opportunity to try out the equipment. We left Europe feeling very positive about our future relationship.”
Cubex managers also found the company’s business philosophy very much to their liking. “As a family-owned company, Ammann remains committed to the long-term health and growth of the business, as opposed to meeting the quarterly interests of shareholders,” says Stern. “In today’s economy, a lot of publicly-traded companies are cutting and running or imploding. Ammann’s experienced management team has faced challenges before and we are very pleased that the company has the capacity and willingness to continue to invest and see the tough times through.”
Immediate dividends
The new partnership with Ammann has paid immediate dividends for Cubex. The company recently inked a three-year lease deal with the province of Manitoba which included the delivery of a number of Ammann units along with some trailers and pavers. As part of the customer service program to ensure that the province got the most out of the new products, Rasmussen says that Cubex hosted a training program in its Winnipeg location. “The customer sent a number of operators and maintenance people to the training program. They left with a complete understanding of how to maximize the performance of their new units and, with ongoing service, eliminate any unscheduled downtime.”
“Dale visited all of the players and stakeholders involved from the province’s fleet management agency right down to the operators,” says Stern. “We got to know what the critical requirements of the deal were, and our Ammann line fit it perfectly. The support we received was second to none and proved to be a key factor in our ability to fulfill this kind of major transaction.”
Rasmussen adds that the deal also gets the units out into the community and raises the visibility of the Ammann product line among contractors.
Game plan in place
According to Peter Price, area sales manager for Ammann Canada “Cubex took a very organized approach to their marketplace challenges. It is this professionalism that drew us to them.”
Rasmussen says that Cubex has a long-term game-plan in place to showcase its new Ammann line of products from heavy to light tandem rollers and right down to the lighter compaction equipment. Demo units for most products will be available. “We’ve talked and listened to a lot of people and we’re ready to respond to our customers’ needs with our Ammann products with rental, lease and purchase plans to suit most circumstances,” says Rasmussen.
Stern says that Cubex staff has been fully trained to support the product line and they feel very confident about their ability to meet their customers’ needs. He cites the support they have received from Alexander Greschner, Ammann director of marketing and sales, and Peter Price, as key. “We’re very fortunate to have Peter as our team-leader,” says Stern. “Peter’s experience, his contacts in Manitoba and rapport with rental houses and contractors have already opened a lot of doors for us.”
Contact:
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www.ammann-group.com
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