effective negotiation€¦ · negotiation is a fundamental skill every investment ... of course,...
TRANSCRIPT
Investment recovery professionals negotiate sales for all kinds of surplus…day in and day out. So, you would think their negotiating skills were pretty sharp—and you’d be right. They couldn’t have achieved success in their respective careers without the ability to move surplus fast and for a respectable ROI. But there’s always room for improvement. How many times have you asked yourself… “Did I just leave money on the table? How much money did I leave on the table? What could I have done di�erently for a higher pro�t?”
Adapted from a presentation by Dennis Bain at the 2018 Investment Recovery Seminar and Trade Show
Page 4
www.invrecovery.org
A Publication of theInvestment Recovery Association
VOL. 3, 2018
The Center for Remanufacturing and Recovery:
The New Profit Epicenter for Investment Recovery?Remanufacturing is like the Rodney Danger�eld of sustainability. It deserves more respect than it currently is getting.
Negotiation is a fundamental skill every InvestmentRecovery Professional should master.
The Investment Recovery Business JournalThe Investment Recovery Business Journal
Page 7
How to Leave Less Money on the Table
EFFECTIVE NEGOTIATION
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I was generationally out-of-tune growing up. My father was 60 when I was born, so I gained loads of “Greatest Generation” wisdom from him, while my peers were being raised by “Baby Boomers”. Some of dad’s advice, I had to un-learn as I moved into the professional world (“always have the last word” is less productive than it once was), but most was spot-on. When it came to the art of the deal, my father, a one-time hobo who rode the rails as a teen but spent most of his career as a college professor, had a surprising depth of experience.
In my dad’s day, investment recovery was the mindset. He used to tell me, “Everything has a value to someone.” And while he considered himself a shrewd negotiator, he also understood that success in negotiation also took investing beyond the current deal. No one left a deal with my dad feeling like they lost, because he took the time to get to know them, to understand what their wants and needs were, and to craft a deal that often made him more than he was looking for while gaining a friend and ally in other negotiations.
One of my biggest takeaways from the Karrass Group session during the 2018 Seminar & Trade Show was a new respect for my father’s methods. Through the exercise, we saw how taking the time for small talk and knowing your boundaries, but not being bound by them, can equal big wins at the negotiating table.
Another great lesson from dad; why buy new when you can �x it? Despite his specialty being microbiology, my dad knew who to call to bring just about any old part to better-than new condition.
As you’ll see in the articles that follow, these 1930’s concepts still hold true. In a recap of the Karrass Group training, you’ll be invited to un-learn the unconscious negotiating skills we’ve all accumulated over the years. In the feature on remanufacturing getting new attention for its sustainability impacts, you’ll see how renewed focus is bringing new analytics to an age-old �eld.
A few notes: For those new to the �eld or preparing to sit for their Certi�ed Manager of Investment Recovery (CMIR) Exam, I encourage you to join us for the upcoming education webinars to earn some extra credits, refresh on the core skills that every IR practitioner needs, or invite your leaders or other key stakeholders to join, so they can learn more about your role.
Of course, some of the best education, mentorship and networking opportunities in the industry can be found at the annual Investment Recovery Association Seminar & Trade Show, so be sure to get your budget requests in early to join us March 17-20, 2019, in beautiful San Diego, California.
Regardless of where you are in your IR career, may you get the highest-and-best value for all the assets you monetize using the 7 R’s of Investment Recovery.
Stay cool out there!
PRESIDENT’S MESSAGE
“EVERYTHING OLD IS NEW AGAIN…”
Kristina Waters, CMIRCox Communications(623) [email protected]
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Effective Sales Negotiation: How to Leave Less Money on the Table
For the attendees at the 2018 Seminar & Trade Show in Orlando, those questions were more than answered. The session, “E�ective Sales Negotiation” was present-ed by Dennis Bain from the Karrass Group - one of the country’s most recognized authorities in that area to-day. Even the most seasoned IR pros walked away with proven bargaining tactics they could add to their skill set and start using immediately.
Me…An Unconscious Negotiator???
Mr. Bain explained that it isn’t always the lack of experience or resources (such as time) that pre-vents us from being the best-of-the-best negotiators, it’s because most of us are unconscious negotiators.
Consider babies. They �ex their negotiation skills immediately. If they cry one way someone is going to feed them. Or if they cry another way someone is going to pick them up. Sometimes they work and sometimes they don’t…and we don’t con-sciously know the di�erence. That makes us uncon-scious negotiators, bargaining from a trial and error mindset through a narrow focus of our own needs. Even worse in a negotiation process, you don’t recog-nize what the other party may be doing to you. And the hallmark of the Karrass program is to turn people into fully conscious negotiators. It makes the whole process go into slow motion. You see and understand
what’s happening play-by-play of what the other party is attempt-ing – in terms of strategy, tactic, technique, method, mode and source of power. And best of all, understand how to utilize them to your advantage.
Let the Game Begin!
And then the fun started with the group exercise. Mr. Bain prefaced the value of the game was to learn more e�ective negotiating skills that could possibly add two more R’s to the exist-ing Seven R’s of investment recovery – ROI and more consistent Results.
Who wouldn’t love that?
With anticipation mounting in the room, Mr. Bain paired up the attend-ees in twos, one person playing the seller and the other – the buyer. The merchandise? A mint condition, low mileage truck hauler plus trailer. Each was given a sheet with their individ-
ual needs for either buying or selling the truck. Both the buyer and seller had pressures in the �ctional role-playing scenario that they may or may not have revealed to the other. The teams had eight minutes to prepare and twelve minutes to negotiate. If an agree-ment could not be reached in the time allowed, the deal would be declared a deadlock.
During the negotiation segment, the room buzzed with some serious bargaining! Considering that vir-
COVER STORY
Consciousnegotiating
involvesunderstanding the pressuresof the other
party.
ASSET 2.0 2018 : V3 5
tually all the attendees were sellers in the real-world, the competitive spirit was both aggressive and fun! (An outside observer would say that IR professionals have made the “poker face” an art form.)
At the end of the exercise, scores from all two-person teams were tallied and analyzed. And the results were jaw-dropping. You would expect a small variance on the �nal agreed-upon price from the attendees be-ing experienced sellers. But here’s where it got very interesting. There was a 26.5% variance or a $14,000 �nal price spread. That’s signi�cant, because everyone negotiated the exact same thing with the exact same pressures to buy or sell in the exact amount of time to prepare and bargain.
Hmmmm…what’s going on here?
“For Sale – Used Humongatron 6000, Excellent Condition $100,000”
Let’s say you have a 10-year-old Humongatron 6000 for sale at a fair market price of $100K. However, you also know the current �ckleness of the economy and are willing to take 90K. After posting your Humongatron 6000 for sale, lo and behold an interested buyer walks through the door.
The prospective buyer looks over the Humongatron and lists the features he doesn’t like, most notably the high price. You’re already thinking to yourself that this
guy is just a time-wasting tire-kicker.
And then, the buyer states that his company won’t pay a penny over $95,000.
What!?! That’s $5,000 over your set 90K lowest accept-able o�er. That’s a big win…or is it?
Now taking a closer look, this $5,000 means what to your company? Additional pro�t! Not shabby.
So, you and the buyer are happy with the $95K price. But for the buyer, he saved $5,000 from the original asking price of $100K. Although there are di�erent takes on what value means to the buyer and seller, they both walk away happy with the deal.
Here’s where it gets interesting.
The buyer left $5K on the table. If he had asked some casual conversation starters to uncover the pressures the seller was under to dispose of it – they buyer could have negotiated and got the $90K drop dead price.
And YOU the seller left as much as $15K on the table. If you had asked a few information-gathering conversa-tion starters prior to the real negotiation, this is what you would have learned. The buyer had been looking for a Humongatron 6000 for some time, and in fact their whole operation runs on these machines. What’s more, they had budgeted $110K for another Humonga-tron 6000 because they were growing. If you work the math, the seller accidentally left as much as $15K on the
Next page
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COVER STORY
table. Ouch!
Conscious Negotiating - More Pro�table Deals More Consistently
Mr. Bain emphasized that one of the most important session takeaways was this: Conscious negotiating in-volves understanding the pressures of the other party. Whenever you go into a negotiation you start by listing your own pressures, but then start asking, “Why are they here?” “What are their pressures?” It’s human na-ture to hyper-focus on our own stressors which means most of us are negotiating from our weakest position. And we don’t even know it. We interpret information through the �lter of our own pressures.
As we learned in the truck exercise, expectations going into any negotiation have a major impact on the out-come – aim high get high, aim low get low. That isn’t exactly news to investment recovery professionals, but
di�erent pressures on both parties going into the ne-gotiation process shape their respective expectations on the �nal price tag.
Nine Rs of Investment Recovery
As an IR professional, your sales negotiation skills are put to the test every day. But there are times when you know money was left on the table. By practicing con-scious negotiating, you could add two more “Rs” to the Seven Rs of Investment Recovery; “Results” and “ROI”. And leave less money on the table. n
Dennis Bain has a multi-faceted, creative business background making him an in-demand speaker for The Karrass Group and other seminars, includ-ing his powerful “Million$Morning”. Audiences from Fortune 500s to top executives have all bene�tted from Mr. Bain’s expertise and interactive presentation style.
Continued from Page 6
ASSET 2.0 2018 : V3 7
Next page
FEATURE STORY
Let’s say you Googled “sustainability” and you got slammed with over 115 million hits. But Google the term “remanufacturing” and maybe you’d get half that much. Remanufacturing, arguably the de�nition of sustainability, receives relatively little market or media attention. Now, that’s a real head-scratcher considering that the remanufacturing industry reached $43 billion in revenue and employs over 180,000 workers in the United States. Most people are unaware of this dynamic industry that fuels the circular economy by closing the loop of material �ow, reducing energy use and waste disposal.
And most IR professionals may have heard about remanufacturing, but their scope of asset disposition may not include it.
Not yet.
But that’s changing thanks to the R&D advances being made at the Center for Remanufacturing and Recovery in Rochester, New York.
But �rst – what is and is not remanufacturing?
A big misconception, especially among consumers, is that remanufacturing is the same as “recycling” or “refurbishing”…it is not.
Remanufacturing is a comprehensive and rigorous industrial process. It rebuilds a product to speci�cations of the original manufactured product using a combination of reused, repaired, and new parts. So, the remanned product is guaranteed “like new” or “better than new” with high performance and quality speci�cations – and at a fraction of the cost of a newly manufactured product.
Some of the most commonly remanufactured product categories are:
• Aircraft components• Automotive parts• Electrical and electronic equipment• Engines and components• Medical equipment• O�ce furniture• Printing equipment• Restaurant and food-service equipment
The Center for Remanufacturing and Recovery:
The New Profit Epicenter for Investment Recovery?
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FEATURE STORY
As the remanufacturing industry continues to grow and the demand for components expands, IR departments could �nd a new market in their surplus inventory for materials used in the remanufacturing process.
The Future of Remanufacturing Lives in Upstate New York - Today
The Center for Remanufacturing and Resource Recovery (C3R®) at the Rochester Institute of Technology, is at the frontier of research and development for the remanufacturing sector. Globally recognized for its cutting-edge work, the Center brings together top thought leaders and technicians from industry, academia and the government to advance remanufacturing within the evolving circular economy. Since 1991, C3R® has worked to develop, test and implement e�cient and cost-e�ective remanufacturing processes. The Center also helps design products that have minimal negative impact on the environment.
Golisanso Institute for Sustainability and RIT
If you were to visit C3R®, you would realize that it’s part of something much bigger - the Golisano Institute for Sustainability (GIS). And if you visited GIS, you would realize that it’s part of something much, much bigger, the Rochester Institute of Technology (RIT).For over 25 years, the Golisano Institute for Sustainability (GIS) has been dedicated to the economics of sustainability and the global competitiveness of the manufacturing sector. GIS is a leader in industrial sustainability research, education, development and technology deployment.
GIS is located on the campus of Rochester Institute of Technology (RIT) a world-class university with nine colleges emphasizing career education and
experiential learning.
And right smack dab in the middle of all this learning, research and innovation sits The Center for Remanufacturing and Recovery – or C3R®. It conducts independent research on remanufacturing technologies, design for remanufacturing, logistics, policy, and business operations. The Center works with the Remanufacturing Industries Council and functions as its research and development arm, both nationally and
internationally. In fact, it is the only organization of its kind focused exclusively on remanufacturing.
An Interview with Dr. Nabil Nasr
ASSET 2.0 had the privilege to interview Dr. Nabil Nasr, Associate Provost and Director of the Golisano Institute for Sustainability and founder for the Center of Remanufacturing and Resource Recovery in 1999. Dr. Nasr stated that C3R® is �rst and foremost a technology organization i.e., they develop technologies or equipment that facilitates the re-utilization of components. Over the years, they have worked with a variety of industry and government sectors.
Remanufacturing’s value proposition
will becomeeven more
important as raw materials become
increasingly scarce and… expensive.
Continued on Page 10
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FEATURE STORY
He shared an early success story when The Center was working with the US Navy…involving an old ship destined for the scrap yard. The challenge was to transform the aged vessel into a new one – at a much lower cost. By comparison, a new ship built from scratch would cost more than 80M dollars, but through the research and technological innovation at The Center, they were able to utilize many of the key elements to make the old tub – new. And not just in looks, but also upgraded to the strict performance and quality speci�cations of the Navy. And the price tag? 4.5M dollars. As Dr. Nasr stated, “This was a perfect example that saved a lot of money and took advantage of existing assets to convert it into something di�erent. And remanufacturing got it back to like new condition.”
The Center has also worked with companies to help them design products for remanufacturing. One example several years ago was for Kodak and their single-use camera. Although initially designed as a disposable product, The Center assisted Kodak with a design that included reusable camera components. Dr. Nasr also added that this same kind of ‘designed for remanufacturing’ model was utilized for the printing industry, most notably for large and small printers and toner cartridges.
Tour ‘The Center’
A few years ago, MSNBC’s Morning Joe did a video segment that went inside The Center for Remanufacturing and Recovery for a look-see. {Click below to view}
https://www.msnbc.com/morning-joe/watch/how-remanufacting-is-booming-across-the-us-365519427925?v=b
In our interview with Dr. Nasr, we asked him what we would see if we toured the labs today. He responded that they have two facilities; the larger one housing a jet that is undergoing testing for a major airline. In fact, The Center has in-depth experience with aviation remanufacturing. They will take an older aircraft that is still in service and study the top aging components needed for remanufacturing and modernization. The
goal is to extend the life-cycle of the aircraft until the replacements are ready and then further prolong its service via ‘remanned’ parts.
You would also see vehicles or just their transmissions hooked up to machines that mimic actual road conditions. The machine records valuable data for testing a variety of fuels, the impact of emissions and the life cycle of the engine.
Wall-to Wall Research
Engineers here have decades of research experience from virtually every aspect of modern remanufacturing — including analysis of raw materials through sustainable production design and evaluation of end-of-life products. Deep industry experience and technical capabilities enable C3R® to deliver consistently on-target solutions to reman customers worldwide with capabilities including:
• Condition Assessment
• Materials Aging and Restoration
• Product Life-Cycle Engineering
• Integrated Health Monitoring
• Sustainable Design Methodologies
State and National Awards
The Center for Remanufacturing and Recovery has been recognized by state and national organizations for its e�orts, in honor of its leading research in the �eld, C3R® received the 2002 New York State Governor’s Pollution Prevention Award, the 2004 New
Continued
ASSET 2.0 2018 : V3 11
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York State Environmental Excellence Award. It also was awarded the National Pollution Prevention Roundtable’s (NPPR) Most Valuable Pollution Prevention (MVP2) achievement in 2006 for improving component reuse during the remanufacturing process.
Looking to the Reman Future
Today, the manufacturing world is in a somewhat contradictory stage. Product life cycle is becoming shorter due to the fast pace of producing new technology. We also have products that are designed for mega durability that last longer than their use cycle. Remanufacturing is poised to bene�t on both fronts as it
can take these products and modernize them via reman technology.
In addition, remanufacturing’s value proposition will become even more important as raw materials become increasingly scarce and…expensive.
That factor will almost certainly drive future demand for reusable components and help fuel the circular economy initiative.
And speaking of fuel - Dr. Nasr is also the CEO of the REMADE Institute dedicated to improving U.S. manufacturing competitiveness. The Sustainable Manufacturing Innovation Alliance was selected by the U.S. Department of Energy to lead its new Reducing EMbodied-Energy And Decreasing Emissions (REMADE) Institute. This national coalition brings together leading universities, trade associations and companies to pioneer new clean energy initiatives to help strengthen the U.S. manufacturing competitive muscle. Next page
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FEATURE STORY
By bridging the knowledge gaps and barriers that prevent greater material recycling, recovery, remanufacturing and reuse, the REMADE Institute seeks to motivate industry investments needed to advance technology development. This investment in turn, will support the U.S. manufacturing eco-system through less fuel consumption and clean energy alternatives.
Innovations in Remanufacturing
Remanufacturing is not a new process, but it has innovated the technology utilized in product condition assessment—simply to evaluate if a product can be utilized multiple times. The Center develops testing and validation equipment for defects found in a �nal product. They also add their expertise to forward-
thinking companies on future products such as construction equipment that can be designed for remanufacturing down the road.
Remanufacturing Getting Respect
Remanufacturing is losing its Rodney Danger�eld ‘no respect’ image…and it’s long overdue. Now more than ever, ‘reman’ is proving its two-fold value proposition for investment recovery professionals; 1.) untapped revenue and 2.) sustainability support. Learn more about the Center for Remanufacturing and Recovery. n
“Across the nation and around the world, cleaner productio, clean tech and adoption of a circular economy are recognized as critical drivers to the prosperous future.”
Continued from Page 8
ASSET 2.0 2018 : V3 13
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Super Bowl 2018 in Minneapolis was big news last winter, and the Philadelphia Eagle fans are probably still celebrating well into the summer. That was a proud achievement for the City of Brotherly Love, and also for Minneapolis. But winning points wasn’t the host city’s goal; they were after the big “0” on their scoreboard…as in zero waste. So, did they score the big goose egg? Read on…
Rush2Recycle Tackles the Super Bowl
Game on thanks to Rush2Recycle (R2R) - a collaborative team made of the NFL, Pepsico, Aramark and the U.S. Bank Stadium. They tackled a “super bowl” of waste challenges: to recover more than 90% or 40 tons of stadium waste. R2R recycled bottles and cans, composted organic materials like food waste and repurposed items through local organizations. But they didn’t stop there. Rush2Recycle aimed to set a new standard for waste diversion at one of the nation’s premier events to inspire action across the country.
SMG, the company that manages the Vikings USB Stadium has made jaw-dropping progress over the past two years.
Patrick Talty, general manager for SMG at USB stadium stated in a press release, “In our �rst season, we produced a waste diversion rate of 20 percent [and] over the course of our second season our team increased that diversion rate to 91 percent. Developing a successful and long-term zero-waste program has always been our goal. The diversion improvement we have seen to date is rare in the world of facility management and is a testament to the dedication of all of our stadium partners.”
But what was the �nal score? According to the NFL, 91% was recovered – just a few points short of their zero waste goal. That breaks down to almost 63 of the 69 tons of gameday waste recovered through recycling or donation for reuse (62%) and composting (29%).
And that’s a big league win-win for recycling regardless of which team you’re cheering for! n
Minneapolis – the Other Super Bowl Champion for Recycling
14 ASSET 2.0 2018 : V3141418
News of the Investment Recovery AssociationWHAT’S HAPPENIN’
Investment Recovery: Capturing an Asset’s Final Contribution Friday, October 19, 2018 10:00 AM – 11:00 AM Central Tune in and gain the knowledge and know-how to add more value up and down the surplus management chain – including senior leadership.
What You’ll Learn:
• De�nitions: The real meaning of IR, the Investment Recovery Association and the CMIR certi�cation. • Program structure: Centralized vs. decentralized
• Investment recovery: Charter and scope Surplus Identi�cation: Critical steps and documentation to prepare an asset for sale • Disposition options: Includes the generalized value hierarchy
• Bene�ts: Understanding the asset disposition process with a valuation focus
Fundamentals of Investment Recovery:Thursday, January 17, 201910:00 AM – 11:00 AM Central
When it comes to IR cost bene�ts in your organization…can you show how it impacts the bottom line? Do you want proven methodologies for turning ‘green into gold’? Need the latest best practices and compliance updates on
sustainable waste handling? Then mark this webinar as a must-attend! Whether you’re just starting your career in investment recovery or are a seasoned pro, tune into this webinar for learning new skills and knowledge for adding more value to everything you do.
What You’ll Learn:
• Signi�cant and immediate �nancial bene�ts of IR to the bottom line
• Discover actionable information of sustainable and compliant waste handling
• Ramp up to the basics of Asset Identi�cation, Appraisal, and Sales
• Explore the three basic principles of the IR process for Asset Identi�cation, Valuation and Disposition…and a brief ‘how-to’ of each step.
Upcoming Webinars: Not to Be Missed!
What’s in Your Wallet? Go ahead, open it up and take out your business card. What does it say about your proven mastery of IR best practices? If it has “CMIR” by your name – it says a lot! It means that you have demonstrated your knowledge and experience to earn the industry’s highest and most prestigious credential.
What…you don’t see it? Then it’s time to do something about it – like now. Learn more about CMIR eligibility requirements, study materials and sitting for the exam at the 2019 Spring Seminar & Trade Show in San Diego.
Education: Calling All CMIRs!The Education Committee needs your input. As the Investment Recovery evolves, we need to periodically review the CMIR exam to re�ect those
changes. So, we would welcome any new questions or content revisions from CMIRs under the guidance of psychometrician, Lynn Webb. In addition, we are also testing a variety of online testing platforms to broaden exam access. If interested, contact Jane Male at [email protected]
Membership: New Growth SectorsThe Investment Recovery Association is expanding its membership base to include more surplus asset professionals from the energy and government sectors. A marketing campaign is currently underway to target individuals within these areas who would bene�t from an IRA membership. If you have personal connections in either of these sectors, reach out to them with the +1 program!
Save the Date for San Diego!Big plans are underway for the March 17-20, 2019 conference in San Diego, California. The session from the Orlando conference, How to Sell that Hard to Sell Asset was so well received, that it’s back on the 2019 agenda by popular demand. The conference committee is holding several calls to secure speakers and identify topics of interest to the IR professional. Learn more.
Benchmark Survey UpdateComing to your inbox in early 2019The Benchmark Committee will be working with CAPS Research this year to review questions for the 2018 survey. Look for it in your inbox early 2019 and the Committee thanks you in advance for your participation. The more who respond means…the more accurate data we receive.
ASSET 2.0 2018 : V314
INVESTMENT RECOVERY ASSOCIATION OFFICERS/BOARD OF DIRECTORS
Printed on recycled paper using soy-based inks.
ASSET 2.0: The Investment Recovery Business Journal is published by the Investment Recovery Association.
www.InvRecovery.org
The ideas presented in this publication do not necessarily represent the o�cial position of the Investment Recovery Association. Techniques, concepts or approaches discussed here may not apply to your situation. ©2018. All rights reserved.
Jane Male, CAE Executive Director P.O. Box 419264, Kansas City, MO 64141 816.561.5323, Fax 816.561.1991 [email protected]
President Kristina Waters, CMIRCox Communications(623) [email protected]
Vice President David Halicks. CMIRTennessee Valley Authority+1 [email protected]
Secretary Dawn Beutler, CMIRAmeren Services+1 [email protected]
Treasurer Paul Ho�man, CMIR Xcel Energy +1 651.229.2521 paul.m.ho�[email protected]
Director Todd Thompson, CMIRF Colorado Springs Utilities +1 719.668.7629 [email protected]
Director Christi Roorda, CMIRPraxair, Inc.(716) [email protected]
Director Stacey Elliott, CMIRAndeavor(210) [email protected]
Associate Director Jennifer WoodSolomon Corp. (800) [email protected]
Associate Director Fred Maier KCOM Environmental Services+1 201.206.1249 [email protected]
The 2019 Investment Recovery Association Seminar & Trade Show in San Diego.The only event of its kind dedicated to those who buy, sell and manage surplus assets. This one-of-a-kind-conference has it all! Ac-cess top-notch education, network with thought leaders and colleagues and connect with solution-centric vendors. Click for more information and to register.
March 17-20, 2019, Sheraton San Diego Hotel and Marina, 1380 Harbor Island Dr, San Diego CA 92101
Room Rate $195 S/D plus applicable taxes. Included is complimentary sleeping room WiFi, complimentary airport shuttle and �tness center access, reduced self-parking fee to $22. The association guests will not be paying a resort fee, any amenities besides what is stated will be at an extra cost to the attendee.
INCREASE YOUR KNOWLEDGE. BOOST YOUR CAREER. SPECIAL: FREE BOOK When you sign-up for the CMIR exam at the 2019 Investment Recovery Seminar and Trade Show in San Diego, CA (March 17-20), you will receive a complimentary copy of the Invest-ment Recovery Handbook; Adding Value to the Supply Chain (a $34.95 value). A de�nitive guide written by IR professionals, for anyone who buys, sells or manages surplus assets.
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(518) 756-9997 [email protected]
Contact: Lisa Beerswww.tci-NY.com
TCI OF ALABAMA, LLCPell City, AL 35125
(205) 338-9997 ext. [email protected]
Contact: George Jacksonwww.tcialabama.com
TRANSFORMER TECHNOLOGIES, LLCSalem, OR 97317Phone: (503) 364-5476 [email protected]: Les Joelwww.TransformerTechnologies.com
G&S MOTOR EQUIPMENT, INC.Richmond, VA 23231(804) [email protected] : Matt Yountwww.gstechnologies.com
HYDRODEC NORTH AMERICA, LLCCanton, OH 44707(330) 454-8202 x133Cell: (518) [email protected]: Lloyd Van Dyke
TRANS-CYCLE INDUSTRIESOF OHIO, LLCRichwood, Ohio 43344Contact Frank [email protected]
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NORTHEASTTRANSFORMER SERVICES
Preble, NY 13141(315) 238-7131, Cell: (315) 877-6322
[email protected]: Patrick Cozer
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