Commercial Sales and Marketing Updates - December 2018

Commercial Sales and Marketing Updates - December 2018

December 9, 2018

By Matthew Nuijens, Vice President of Sales & Marketing - Sany America

It remains to be a very exciting time for SANY as we continue to grow and adapt as a company while staying motivated and customer focused. As we have discussed on many occasions, our industry is confronting a time of many changes and we’re meeting these changes during a time of nation-wide and global change. A significant amount of transformation has occurred in the Commercial Sales and Marketing Team since the last time we were together as a group and I am excited to highlight and share them below.

Sales Update

We should all be very proud of our collective accomplishments as we close out the 2018 calendar year. We exceeded our 2017 unit sales volume by more than 30% (880 machines) and are on target to overdrive 2019 by more than 50% which equates to more than 1,800 machines.

New Commercial Sales Organization

As SANY continues to strengthen its partnership and investments in the future growth of our dealers, we are excited to announce the new regional sales management team for the North American region. SANY is committed to strengthening the partnership with our dealer network. Listed below, please find our new team members:

Northeast – Dean Heistand

Dean comes to us with over 15 years of equipment industry experience in the Northeast. His experience is deeply rooted in retail and rental channels on both the OEM and dealer sides. He comes to us from Manitou North America where he held the position of district sales manager and most recently fleet and key account manager. Dean and his family will continue to reside in Bangor Maine.  

Southeast – Nathan Sampler

Nathan has over 13 years of experience on both the dealer and OEM sides of the equipment industry. His background includes Bobcat Equipment and Yanmar Construction Equipment sales management. His most recent role was Regional Sales Manager with Stanley Infrastructure. He has a Bachelors in Business Administration from the University of West Georgia. Nathan and his family will continue to reside in the Pensacola, FL area.  

North Central – Ben Miller

Ben has years of experience on both the dealer and OEM sides of the equipment industry. He comes to us from Manitou North America where he was a District Sales Manager. While at Manitou, he also filled the roles of District Development Manager and Product Training Specialist. Ben and his family will continue to reside in SE Wisconsin.  

South Central – Adam Donner

Adam has over 11 years of sales and equipment experience. He comes to us from Bobcat Equipment where he was a Senior Account Manager. He has a Bachelors in Business Management from Arkansas State University. Adam and his family will continue to reside in NW Arkansas.

West Coast – John Fair

John has 7 years of sales and equipment experience. He comes to us from Mahindra. Before Mahindra, he was a sales manager in the agriculture industry and the Kellogg’s company. He has a Master’s in Business Administration, Public Administration, and the Science of Management. John and his family will continue to reside in Las Vegas, NV.

National Accounts

Director of National Accounts - Adam Sharpe

Adam has 20 years of experience on the dealer, OEM and national rental side of the equipment industry. He comes to us from Sunbelt Rentals where he was a National Account Manager. Before Sunbelt Rentals, Adam has held many positions in his career including National Fleet Consultant, Regional Sales Manager, General Manager, and Vice President of Sales. Adam and his family live in Good Hope, GA.

We are in the process of establishing the direct National Accounts Sales strategy for the North America market for the following channels:

  1. National & Regional Rental Companies
  2. National & Regional Contractors
  3. National Retail Distribution/e-commerce.

Additional information on the direction we are heading in will be shared at the upcoming dealer meeting in January.

New Inventory Management Program

If you recall from our Dealer Meeting last year, there was great concern over lack of inventory. We listened to your concerns and shared a plan to have inventory on the ground so this will no longer be an issue. Over the past six months, we have made significant improvements in our S&OP process and for the first time, have more than 275 machines on the ground in Peachtree City in December with an additional 545 units arriving throughout Q1 and 640 in Q2. Over the next 30 days, your Regional Manager will be sitting down with you to review your SANY machine inventory on hand as well as your future DORF and Retail forecast to meet your market and business needs.

For this plan to remain viable and successful we will be discussing the importance of investing in carrying local inventory on the ground at each of your dealerships to support immediate end-user market demands. We all know that availability sells, this new replenishment we will a topic of discussion at our Dealer meeting in January.

New Product Management Team

To ensure we have the best product for the market, we have established a new Product Management team to be the voice of the company for excavators, wheel loaders, motor graders and compaction rollers. Listed below, please find our new team members:

Excavators – Paul McKneight

Paul has over 30 years of experience in product development, manufacturing, marketing, dealer development and sales of heavy construction and mining equipment. He comes to us from Caterpillar, where he most recently led the development of Product Value Analysis using economic and performance modeling tools. He has a Bachelors in Mechanical Engineering from the University of Illinois and a Masters in Business Administration from Bradley University. Paul and his family reside in Tucson Arizona.  

Wheel Loader, Motor Grader, and Compaction Roller – Jennifer “Brig” Brigman

Jennifer has over 17 years of product, sales, and equipment marketing experience. She comes to us from Volvo Construction Equipment where she was a Global Product Marketing and Strategy Manager for wheel loaders. She has a Bachelors in Communications from Western Carolina University. Jennifer and her family have relocated to reside in Peachtree City, GA.  

Upcoming 2019 Trade Shows

We will be participating at the following trade shows in the 2019 calendar year:

  • World of Concrete – January 22-25, 2019 – Las Vegas Convention Center
  • AED – February 4-7, 2019 – Orlando World Center Marriott
  • ARA – February 17-20, 2019 – Anaheim Convention Center

The SANY Dealer Meeting

To bring all of these amazing initiatives together, SANY will be holding a National Dealer meeting in Peachtree City on January 28th-30th. We are all looking forward to getting your valuable feedback on the direction we are heading as a company. As I stated at our last dealer meeting, you are truly our greatest asset today and tomorrow, and we could not accomplish what we do without your support and leadership in the marketplace. Thank you for your engagement and for keeping us proactive and for helping us shape the future of SANY. My personal respect and thanks go out to all of you.

Matthew Nuijens
Vice President of Sales & Marketing - Sany America

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