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ADI Agency Equips Dealers to Save Time, Grow Revenue

Mon October 29, 2018 - Northeast Edition #22

Raj and Christine Julka are managing partners of ADI, which they formed back in 2006.
Raj and Christine Julka are managing partners of ADI, which they formed back in 2006.

Running a construction equipment dealership has never been more difficult. Dealers that hope to remain competitive so they can grow and thrive must take a holistic approach to serving their customers. At the same time, because the marketplace is so competitive, dealers must find ways to manage their business more efficiently. ADI Agency has developed a distinctive suite of services that enable dealers and OEMS to address both goals.

"Our aim is to help dealers sell more equipment, attachments, parts, and labor," said ADI Agency's Raj Julka. Julka and his wife Christine are managing partners of ADI, which they formed back in 2006. The firm partners with clients, offering services that not only support them by taking non-revenue-producing tasks off their plate, but also provide additional revenue streams. ADI also helps clients develop "increased service absorption" opportunities through a variety of specialized warranty programs. Dealers and OEMs can sell the warranties to customers, and dealers also gain warranty service work through the claims process.

Julka said his firm has the unique ability to apply strategic programs like this to comprehensively meet the needs of manufacturers, dealers, and customers, due to "an unusual combination of expertise — decades of experience as insurance professionals and also working on the front lines with equipment and trucking dealerships."

ROI-Driven Products and Services

ADI Agency's Protect My Iron Extended Protection Plans benefit dealers, OEMs and their customers. The company offers multiple standard options but also can create custom-tailored programs.

Coverage for new construction equipment can include powertrain only, powertrain plus hydraulics, or the full machine, with terms ranging from 24 to 60 months or 2,000 to 7,500 hours. Customers can choose their deductible amount and can add coverage for travel time and mileage.

Julka said ADI's extended warranties for used equipment are especially popular with both dealers and customers. The opportunity to obtain insurance easily and quickly at the time of purchase is a significant convenience for customers, and a valuable selling point for dealers. Customers gain peace of mind knowing their equipment and their investment are protected and that their dealer has their back should something go wrong.

Used equipment coverage can include either powertrain only or powertrain plus hydraulics, with terms of 6 to 24 months or 500 to 2,500 hours. The same options for deductible choice and additional coverage for travel time and mileage costs apply here as well as to new equipment warranties.

ADI also has created a proprietary, web-based software application to help dealers and customers manage their equipment warranty documents, data, and claims as they wish, using a secure portal. The app integrates with OEMs as well, further streamlining information sharing and claims processes.

Employee Services

Drawing on their dealership management expertise, ADI Agency also understands that behind-the-scenes operations can eat up time and human resources. Personnel-related activities from payroll and benefits administration to workers comp and safety training are crucial. But it is increasingly difficult to keep up with the latest record-keeping and reporting requirements. Often, dealerships have small administrative staffs, forcing people to take on multiple HR roles. It's not only frustrating, said Christine Julka, it can easily lead to mistakes and even fines.

"We also know that dealerships have to offer top-quality benefits in order to attract and retain the best sales pros and service techs," she said. "Our employee services lift the paperwork burden from the dealer's shoulders and, at the same time, enable them to offer broader, better benefits to employees."

Dealers can partner with ADI Agency for full payroll services, including payroll processing, travel and expense tracking, individual wage adjustments for child support and other deductions, check printing and automatic deposits, payroll reports, and responding to employee inquiries.

Employee services also include general human resources functions such as developing employee handbooks and company-specific HR forms, onboarding new employees, and ensuring the dealership has all required labor postings.

Dealership employee benefits programs benefit in two ways, through program administration and through economies of scale that can lower costs, allowing dealers to offer an expanded menu of benefits, cost-effectively. That can include a variety of healthcare options as well as retirement savings options, life insurance and other voluntary benefits.

Dealers also can take advantage of employee services options that cover time and attendance tracking and safety training that supports OSHA compliance.

Extra Eyes and Ears for Dealers

Beyond customized insurance products and employee services, ADI Agency works in other ways to help educate and support equipment dealerships.

"We use our blog and social media conversations to spread the word about current best practices," said Julka.

The firm also has used its extensive knowledge of the equipment industry and customers to create another product that benefits both dealers and customers. Loyalty Bound is a fully customizable rewards platform dealers can use to strengthen customer relationships and increase revenue through repeat sales.

Today, a customer's entire experience with a business drives their buying decisions as well as their willingness to stick around as a long-term customer. Research shows that most B2B and B2C customers now say they value overall experience more than product quality or price. Businesses have learned that marketing success depends on providing useful, customer-tailored information. Following that same concept, ADI Agency continues to use its deep understanding of insurance trends and dealership challenges to craft services that enable its clients to be more productive and more profitable.

The bottom line? The Julka's said, "We're helping dealers become a comprehensive resource customers can count on before, during and after a sale."

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