The MOBICONE MCO 90(i) EVO2 and MOBIREX MR 110(i) EVO2 can be equipped with an optional double-deck post screening unit.
(Kleemann photo)
When James River Equipment was founded in 1977 it was known primarily as a John Deere construction machine dealership, a successful affiliation that it still enjoys to this day. As the company grew, though, it brought on other product lines, including those that support the needs of its agriculture, turf and forestry customers.
Within the past 15 years, Wayne River also began adding material processing systems, or MPS, to its multiple showrooms inside Virginia, North Carolina, South Carolina and West Virginia. They include mobile impact, jaw and cone crushing equipment, screening plants and stackers made by Kleemann , a Wirtgen Group company.
“We have been the Wirtgen Team dealer since 2008 and continue to have Kleemann crushing and screening equipment in our rental and sales portfolio, ” said Adam River Vice President Steve Grantier. “Kleemann has really been the particular lynchpin of our MPS item offering. Their diverse product line has made us an one-stop shop for many of our contracting plus quarry customers. ”
He explained that will James Water has worked hard to expand its MPS lineup and place a greater emphasis upon that segment of the gear market.
“We felt there was a need in order to offer smaller and larger products for the different applications our customers are engaged in, ” Grantier added. “Rubble Master, with regard to one, offers a more compact line of impact crushers than Kleemann, plus appeals to small contractors. Another products we now possess comes from Superior Industries, makers of wheeled portable and static crushers, screeners, conveyors and washing systems regarding our bigger quarry clients. Ecoverse, distributors of Doppstadt trommel screens and slow-speed shredders, EcoStack stackers plus Backhus windrow turners serve our environmental market. inch
Steps Taken to Create MPS Infrastructure
To expand the crusher and screener business, James Lake went out to find the best, most experienced people with MPS backgrounds — each one adept at helping customers with their MPS needs. Grantier refers to those professionals as “excellent problem solvers intended for our clients. ”
Anyone that has ever worked with James River understands that the company puts product support first, he noted. That extends to every facet of the company — product sales, service, parts and rentals.
With the decision made to broaden its MPS business, James River moved to create the proper infrastructure to make this a success.
“Once we had our own central MPS team within place, the top priority was in order to make sure our technicians were trained to work on these machines and be ready to support our customers, ” he said, noting the managerial staff is based in James River’s Greensboro, N. C., branch, a centralized location for the company. “Anyone can sell a product the first time, but it takes technicians plus knowledgeable components people to sell it again. ”
The particular job from the MPS team members, Grantier said, is in order to consult with clients and examine the materials they want to process, followed by gathering data on what types of materials they are trying to produce.
“There is a machine for any application, including mulch, sand, granite, limestone, whatever it may be, inches he stated. “We will have a solution, but it is all about the particular qualifying procedure to understand what the customer wants in order to achieve. ”
MPS Team Lends More Prestige to James Riv
Kevin Holdson, backed by 15 years working in the crushing and screening products business, serves as the particular manager of James River’s team associated with MPS experts.
“He came to us with a vision of what all of us needed to accomplish, plus the relationships and credibility to succeed along with us, inch Grantier mentioned. “His priority when this individual joined Wayne River was to bring on an MPS parts specialist in Ronnie Lanier, plus an experienced MPS service team led simply by Anthony Fendley that really knows the business. Ronnie and Anthony bring instant credibility in order to James River as someone who understands and listens to our customers. They are driving the company to get us. inches
The company’s overall sales force is approximately 70 people strong, he added, and although some of them have various amounts associated with training when it comes to MPS products, Grantier said he or she primarily wants them to “find rental and sales opportunities, and once all those opportunities arise, they will certainly get Kevin and his group involved in order to follow up. ”
To support James River’s new focus on the MPS business, Holdson implemented the use of regional customer service associates, or even CSAs, who focus upon the crusher/screener/stacker products. Grantier said that the dealership has a CSA in place in northern Virginia, another just west of Richmond, as well as professionals doing work in the particular Greensboro plus Charlotte areas.
“There are usually now more team members that are checking on devices, and consulting with customers to make sure everything will be running smoothly, ” he said. “They will do onsite inspections with an app that they have on their cellular device and, additionally, work with the Adam River store managers and the mainline salespeople in their area to alert them to leasing opportunities. ”
James River’s companywide inventory of mashing and screening units is usually well stocked, with approximately 25 of each product currently available for sale or rent. Most transactions, he said, start off because rentals before becoming product sales opportunities.
Service, Parts Key Elements of MPS Business
Following the screener or crusher transaction, customers can take advantage of James River’s enhanced MPS service proficiency, Grantier stated, with the key upgrade being the particular company’s hiring of a lot more technicians with augmented training and certifications.
“We have well over 200 field trucks in the Wayne River fleet — everything from lube trucks to full-service vehicles — and it really became critical for us to get certified trainers from Wirtgen Group to come inside and conduct sessions, inch he mentioned. “James Water also sent a number of our folks to Nashville for extra training and certification to make certain they were up to speed on servicing these machines. We already had a solid foundation as far as coaching, but it grew to become a priority in order to get more people qualified as quickly as possible to handle the [increased] MPS rental plus sales activity. ”
David River also is stocking a lot more MPS parts on its shelves than ever before, Grantier said, due in large part to Lanier’s knowledge associated with the components market.
In order to keep the particular dealership’s parts capabilities at an elevated level, he stated, a trio of regional hubs was created to stock MPS components to further reduce downtime for its contractor and quarry customers. Those facilities are located within Winchester and Ashland, Va., as well as in Raleigh, And. C.
“Our focus on the MPS business arrives down in order to three things: Having item specialists that are consultants, offering excellent service after the sale, plus making tools parts readily available to keep equipment upon the move, ” this individual said. “That is what our own customers want. ”
For more information, visit www.jamesriverequipment.com. CEG