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TEC Expands Komatsu Utility Division in Atlanta Market

Wed August 30, 2006 - Southeast Edition
Construction Equipment Guide

Tractor & Equipment Company (TEC) is attacking the metro Atlanta area and North Georgia with an expanded utility division and a new focus for selling and servicing Komatsu utility machines.

TEC created its utility division more than two years ago with two specialists and a manager. No dedicated shop space or utility line specific service technicians were a part of the original formation.

But now, the main office for the company’s Georgia operations in Forest Park has several shop bays and the trained service personnel needed to repair any model of utility machine. New utility division sales representatives have been hired and now are stationed at all three metro Atlanta branches (Forest Park, Kennesaw and Hoschton). Two of the newest utility division hires include Wade Quattlebaum and Scott Burson, both of whom have previous sales experience in the construction industry.

Veteran equipment sales manager, Scott Deitz, was named the utility division manager several months ago to help further build this division and expand TEC’s presence in the Georgia market. With the metro Atlanta area consuming approximately 70 percent of the utility machine sales in the Georgia market, Deitz has been a busy individual in his first few months in his position and looks toward growing the staff as this division’s sales grow.

TEC already has a well-established utility staff at the company’s headquarters in Birmingham, AL, through TEC Rents.

To augment the utility division’s sales and service, construction equipment service technicians are trained on the utility line of machines and construction equipment sales representatives also are actively pursuing sales of the utility machines.

Komatsu and its Utility Division District Sales Manager Rob Bias are providing total support for TEC’s initiatives and goals for its utility division.

“The volume is out there. The main goal that Komatsu has for this division is to get as many dedicated utility division locations up and running. We’re finding increased market share with implementation of this division. For TEC, the master plan at this point for the Georgia market is to concentrate on the Atlanta area and then grow outward. TEC is among the top five in the country now with regards to their size of utility division,” Bias said. “Machine service for the utility division can be done at any of the closest convenient TEC locations or is available at any other Komatsu dealer in an area where a contractor’s work is being done.”

Bias said TEC has taken a lot of initiative in starting and growing its utility division by making the commitment to hire a professional sales staff, maintain necessary inventory levels and provide quality service.

Utility Division Manager Scott Deitz said, “we’re professional salesmen, not tow and show demonstrators. By this, I mean that not only does our sales force know the machines and have extensive training on them, but is also responsible for continuous customer support after the sale. This training is not limited to the utility equipment, but also includes the entire line of Komatsu equipment. Komatsu is giving us the total support to help us grow this division and we will continue to be a premier utility equipment dealer.”

For more information, call 404/366-0693. CEG Staff

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