The MHEDA Journal - Fourth Quarter, 2017 - 25

ADVANCED EQUIPMENT COMPANY

handling equipment dealer to a solutions provider.
"Many of our solutions now involve
controls and automation and are turnkey," Ogburn says. "We provide solutions utilizing all types of storage and
handling products except man aboard
equipment. Conveyor and conveyor
systems is our number one product/
service. We provide turnkey solutions to
include controls, software, installation
and project management."
AEC also provides ergonomic lifting
equipment, work station cranes and
handling equipment, storage racks,
pallet flow systems, work platforms,
work and equipment enclosures, modular buildings, vertical lifts and mobile
aisle storage systems.
"Hytrol Conveyor is by far our number one product line," Ogburn notes.
"Our strong partnership with Hytrol
has played a very strong role in our
company growth."
That relationship with Hytrol dates
all the way back to 1964.
"We were in on the early years of
Hytrol," Ogburn says. "Our growth paralleled Hytrol's."
Other important product lines for
the company include: Southworth
Lifts, Gorbel Cranes, Pflow Lifts, Steel
Solutions Mezzanines/Work Platforms,
Unarco Rack Systems, Wirecrafters
Enclosures, 3D Storage Systems, Montel
Mobile Aisle Storage Systems, Ryson
Spiral Conveyors and Starrco Modular
Buildings.
"We work very hard at maintaining strong relationships with all of our
suppliers," Ogburn says. "These strong
relationships are key to our company
growth and health."
Today, Advanced Equipment
Company is a pure sales organization
with seven full-time sales engineers and
five people in the office to support the
outside sales team.
"We can operate very efficiently with
this group because we have several
long-time sub-contractors to provide
electrical controls, field wiring and
mechanical installation services. This

allows us to provide completely turnkey
systems for our customers. Our sales
engineers are highly trained and experienced to manage our projects from
inception to completion."

Company Culture
As any successful business knows,
having the best products is only half
the battle. You also need to have the
right personnel to sell the products and
work with the customers to find the best
applications for those products.
"Our company culture is very important," Ogburn says. "I make sure anyone I am interviewing for a position
in our company spends time with our
team to make sure we feel they are a
good fit and that they feel they would
be a good fit within our culture. Each of
our team members know they can rely
on everyone on the team. Each team
member knows that any other team
member will always act on what is best
for the customer and the company."
AEC's company symbol is an Eagle
and the conference room is called the
"Eagles Nest." There is a picture of an
Eagle in the lobby with the caption,
"Whatever it takes."
"Our company is our work family,"
Ogburn says. "The most important part
of our company success is our talented
and experienced people and the fact
that we're a family."
Says Boik, "I'm incredibly excited
about the new people we're bringing on
board. I think we're going to continue
to strengthen our team as we move
forward. A lot of new hires bring an
engineering background and an integration background, so they're used to
systems work. And they're incredibly
personable. They're relatable and likeable. That's a strong combination. They
form good relationships and provide
good solutions to our customers."
That combination of skills is a necessity at AEC.

"We require a unique skill set that is
becoming more difficult to find within
millenials," Boik says. "We have a business model that gives the sales team
tremendous control of the opportunities
they find, from equipment decisions,
risk assessment, design, pricing, quote
generation, project management, final
acceptance and even collection with
past due payments at times. This control
is very attractive to certain individuals
and while it does have its downfalls,
it has worked for AEC for more than
55 years."
When AEC is unable to find individuals with the skill set required, they provide extensive training.
"We will start them inside, under
supervision, and then move them to
outside sales when ready," says Boik.

Going Forward
As Ogburn prepares for retirement
and Boik prepares to assume the presidency, there will be no radical shift
in AEC's working philosophy. The
business model and core pillars that
the company has been built on have
allowed the company to thrive for
57 years. Larry Abernathy remains as
the CEO and will oversee the strategic
direction of the company, "Until they
carry me about the door."
Scott Abernathy has been with the
company for 37 years and worked in
various assignments from Installation to
sales account manager. Scott joined the
Board of Directors in 2016. "Scott plays
an important role in our company," says
Boik. "He has a wealth of knowledge
and history and knows our company's
owner, his Dad, better than anyone. So
once, as Larry says, 'We carry him out
the door,' Scott will help us answer the
most important question for the company's future. 'What would Larry do?'"
Says Ogburn, "Five years down the
road, we plan to still be right here taking care of customers in the Carolinas.
The tools we use to do that will continue   to evolve but our ethics of
how  we do business will still be
the same."
The MHEDA Journal | Fourth Quarter 2 017

25



Table of Contents for the Digital Edition of The MHEDA Journal - Fourth Quarter, 2017

Chairman’s Perspective
From the Desk of Liz Richards
Editor’s Note
Ask A MHEDANET GROUP
Women in Industry Conference
MHEDA MEMBER PROFILE
@WORK
WOMEN IN INDUSTRY
INDUSTRY PULSE
2018 CRITICAL IMPACT FACTORS
DEFINING MHEDA’S 2018 CRITICAL IMPACT FACTORS
SALES SUCCESS STORIES
ESOP ROUND TABLE
FROM CHARASMATIC PERSUADER TO KNOWLEDGE BROKER: THE EVOLVING WORLD OF SALES
49 EMPLOYEE ENGAGEMENT IDEAS
DO UNTO OTHERS AS THEY WANT TO BE DONE UNTO
THE PRESIDENT’S EXECUTIVE ORDER 13789 AND ITS FUTURE EFFECT ON THE TAX CODE
New Members
Spotlight on Association News
MHEDA Milestones
Index to Advertisers by Product Category
Index to Advertisers by Alphabetical Order
The Last Word
The MHEDA Journal - Fourth Quarter, 2017 - intro
The MHEDA Journal - Fourth Quarter, 2017 - cover1
The MHEDA Journal - Fourth Quarter, 2017 - cover2
The MHEDA Journal - Fourth Quarter, 2017 - 3
The MHEDA Journal - Fourth Quarter, 2017 - 4
The MHEDA Journal - Fourth Quarter, 2017 - 5
The MHEDA Journal - Fourth Quarter, 2017 - 6
The MHEDA Journal - Fourth Quarter, 2017 - 7
The MHEDA Journal - Fourth Quarter, 2017 - 8
The MHEDA Journal - Fourth Quarter, 2017 - 9
The MHEDA Journal - Fourth Quarter, 2017 - 10
The MHEDA Journal - Fourth Quarter, 2017 - Chairman’s Perspective
The MHEDA Journal - Fourth Quarter, 2017 - 12
The MHEDA Journal - Fourth Quarter, 2017 - From the Desk of Liz Richards
The MHEDA Journal - Fourth Quarter, 2017 - 14
The MHEDA Journal - Fourth Quarter, 2017 - Editor’s Note
The MHEDA Journal - Fourth Quarter, 2017 - 16
The MHEDA Journal - Fourth Quarter, 2017 - Ask A MHEDANET GROUP
The MHEDA Journal - Fourth Quarter, 2017 - 18
The MHEDA Journal - Fourth Quarter, 2017 - 19
The MHEDA Journal - Fourth Quarter, 2017 - Women in Industry Conference
The MHEDA Journal - Fourth Quarter, 2017 - 21
The MHEDA Journal - Fourth Quarter, 2017 - MHEDA MEMBER PROFILE
The MHEDA Journal - Fourth Quarter, 2017 - 23
The MHEDA Journal - Fourth Quarter, 2017 - 24
The MHEDA Journal - Fourth Quarter, 2017 - 25
The MHEDA Journal - Fourth Quarter, 2017 - 26
The MHEDA Journal - Fourth Quarter, 2017 - @WORK
The MHEDA Journal - Fourth Quarter, 2017 - 28
The MHEDA Journal - Fourth Quarter, 2017 - WOMEN IN INDUSTRY
The MHEDA Journal - Fourth Quarter, 2017 - INDUSTRY PULSE
The MHEDA Journal - Fourth Quarter, 2017 - 31
The MHEDA Journal - Fourth Quarter, 2017 - 32
The MHEDA Journal - Fourth Quarter, 2017 - 2018 CRITICAL IMPACT FACTORS
The MHEDA Journal - Fourth Quarter, 2017 - DEFINING MHEDA’S 2018 CRITICAL IMPACT FACTORS
The MHEDA Journal - Fourth Quarter, 2017 - 35
The MHEDA Journal - Fourth Quarter, 2017 - 36
The MHEDA Journal - Fourth Quarter, 2017 - 37
The MHEDA Journal - Fourth Quarter, 2017 - SALES SUCCESS STORIES
The MHEDA Journal - Fourth Quarter, 2017 - 39
The MHEDA Journal - Fourth Quarter, 2017 - 40
The MHEDA Journal - Fourth Quarter, 2017 - 41
The MHEDA Journal - Fourth Quarter, 2017 - 42
The MHEDA Journal - Fourth Quarter, 2017 - 43
The MHEDA Journal - Fourth Quarter, 2017 - 44
The MHEDA Journal - Fourth Quarter, 2017 - 45
The MHEDA Journal - Fourth Quarter, 2017 - 46
The MHEDA Journal - Fourth Quarter, 2017 - 47
The MHEDA Journal - Fourth Quarter, 2017 - 48
The MHEDA Journal - Fourth Quarter, 2017 - 49
The MHEDA Journal - Fourth Quarter, 2017 - 50
The MHEDA Journal - Fourth Quarter, 2017 - 51
The MHEDA Journal - Fourth Quarter, 2017 - 52
The MHEDA Journal - Fourth Quarter, 2017 - 53
The MHEDA Journal - Fourth Quarter, 2017 - 54
The MHEDA Journal - Fourth Quarter, 2017 - 55
The MHEDA Journal - Fourth Quarter, 2017 - ESOP ROUND TABLE
The MHEDA Journal - Fourth Quarter, 2017 - 57
The MHEDA Journal - Fourth Quarter, 2017 - 58
The MHEDA Journal - Fourth Quarter, 2017 - 59
The MHEDA Journal - Fourth Quarter, 2017 - FROM CHARASMATIC PERSUADER TO KNOWLEDGE BROKER: THE EVOLVING WORLD OF SALES
The MHEDA Journal - Fourth Quarter, 2017 - 61
The MHEDA Journal - Fourth Quarter, 2017 - 62
The MHEDA Journal - Fourth Quarter, 2017 - 63
The MHEDA Journal - Fourth Quarter, 2017 - 64
The MHEDA Journal - Fourth Quarter, 2017 - 65
The MHEDA Journal - Fourth Quarter, 2017 - 49 EMPLOYEE ENGAGEMENT IDEAS
The MHEDA Journal - Fourth Quarter, 2017 - 67
The MHEDA Journal - Fourth Quarter, 2017 - 68
The MHEDA Journal - Fourth Quarter, 2017 - 69
The MHEDA Journal - Fourth Quarter, 2017 - 70
The MHEDA Journal - Fourth Quarter, 2017 - 71
The MHEDA Journal - Fourth Quarter, 2017 - 72
The MHEDA Journal - Fourth Quarter, 2017 - 73
The MHEDA Journal - Fourth Quarter, 2017 - 74
The MHEDA Journal - Fourth Quarter, 2017 - 75
The MHEDA Journal - Fourth Quarter, 2017 - 76
The MHEDA Journal - Fourth Quarter, 2017 - 77
The MHEDA Journal - Fourth Quarter, 2017 - 78
The MHEDA Journal - Fourth Quarter, 2017 - 79
The MHEDA Journal - Fourth Quarter, 2017 - 80
The MHEDA Journal - Fourth Quarter, 2017 - DO UNTO OTHERS AS THEY WANT TO BE DONE UNTO
The MHEDA Journal - Fourth Quarter, 2017 - 82
The MHEDA Journal - Fourth Quarter, 2017 - THE PRESIDENT’S EXECUTIVE ORDER 13789 AND ITS FUTURE EFFECT ON THE TAX CODE
The MHEDA Journal - Fourth Quarter, 2017 - 84
The MHEDA Journal - Fourth Quarter, 2017 - 85
The MHEDA Journal - Fourth Quarter, 2017 - 86
The MHEDA Journal - Fourth Quarter, 2017 - New Members
The MHEDA Journal - Fourth Quarter, 2017 - Spotlight on Association News
The MHEDA Journal - Fourth Quarter, 2017 - 89
The MHEDA Journal - Fourth Quarter, 2017 - 90
The MHEDA Journal - Fourth Quarter, 2017 - 91
The MHEDA Journal - Fourth Quarter, 2017 - MHEDA Milestones
The MHEDA Journal - Fourth Quarter, 2017 - 93
The MHEDA Journal - Fourth Quarter, 2017 - Index to Advertisers by Product Category
The MHEDA Journal - Fourth Quarter, 2017 - 95
The MHEDA Journal - Fourth Quarter, 2017 - Index to Advertisers by Alphabetical Order
The MHEDA Journal - Fourth Quarter, 2017 - 97
The MHEDA Journal - Fourth Quarter, 2017 - The Last Word
The MHEDA Journal - Fourth Quarter, 2017 - cover3
The MHEDA Journal - Fourth Quarter, 2017 - cover4
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