15
INTERVIEW: DAVIDWHITE
APRIL-MAY 2014
ACCESS, LIFT&HANDLERS
sales that occurred.
It was this circumstance that led to amajor
change of our strategy to being a “specialty
products” provider. As a result of this change
in strategic direction, we have a good value
propositionwhich allowed us to grow and
attract major customers.
ALH
:
MEC pioneered ‘pothole protection
systems’ (alongwith the Titan andmore)
–what canwe expect in terms of ‘industry-
changing product design’ next fromMEC?
White:
We have some new recently developed
AWP products for the railroad and aircraft
industrieswhich offer unique solutions to
improve safety and productivity. I can’t say
muchmore about them at themoment.
Wherever possible, we pursue patent
protection for our innovations sowe need to
limit the disclosure on those in the application
process.
ALH
:
What new products canwe expect?
White:
I can promise that we do havemore
unique products coming. We areworking on
a new product for the boommarket which is
intended to address some challenges the rental
market is currently facing. We are developing
this product with input from customers that
have identified shortcomings in the boom
segment. You can expect it’ll be a unique
approach from us – it won’t just be the same
as other boomswith a different shape or color.
We are acutely aware customerswant
products that yield returns above and beyond
the traditional norms, and trade users need
machines that make themmore productive
and competitive. Certain established large
market segments, in both scissors and booms,
have poor ROI and it is our challenge to use
creativity to break out of that equation and give
a reason to choose anMEC product. We see
opportunitieswithin that criteria and have some
products in each of those segments planned.
ALH
:
What’s next on the telehandler scene?
White:
It was a product we previously only
produced for theNorth Americanmarket and
we have not manufactured any [this year.] I do
anticipate that wewill be back in thismarket
soon, so peoplewill see these units from us in
the future. During the downturnwe focused on
what was best forMEC. Whenwe re-approach
telehandlers, we likelywill take a twist to it.
ALH
:
Walkme through product
development; MEC isn’t one to shy away
from challenges. Do you receive customer
requests orwatch themarket for needs that
might arise?
White:
Some of ourmost unique products, like
the Titan, were a result of our own recognition
of market needs based on input from specific
end user trades. In other cases, it is based on
customer request.
At MEC, we are uniquely placed to be small
enough to take special requests seriously
yet recognize that we could grow that into a
volume segment if the idea takes off. With the
advantage of not having large corporation type
bureaucracy, we are nimble and can react
quickly to an emerging need. Sometimes this
comes from a few key customers, sometimes
through realization of gaps in themarket
through data analysis and, quite frankly,
sometimes experienced gut instinct.
ALH
:
AreMEC products being sold directly
to the end-user or through the rental
channel?Why?
White:
We sell virtually all our products
through the rental channel. Rental companies
are our dealers and provide needed service and
support.
ALH
:
Howwould you characterize theNorth
Americanmarket forMEC right now?
White:
The re-fleeting trend of the industry
has provided opportunities for our products
and interest inMEC equipment to offer new
solutions and differentiate. We see this trend
continuing.
ALH
:
IsMEC sturdy on its own? Is it looking
to be sold?
White:
It has been a very tough recovery from
the economic down turn but we persevered
and are growing. As to the future, anything is
possible. Our focus is to increase the value of
our company. That can be done in any number
of ways. For now, all of our efforts are directed
at production tomeet the increasing demand
for our products.
■
DavidWhite is one
of themany top-
notch professionals
whowill speak
at the 2014 ALH
Conference& Awards set for Nov. 11
inMiami. Formore information on the
conference and awards, visit:
AnotherMEC innovation is its Titan series of
booms. Pictured here is the 40-S.
ACCESS,LIFT&HANDLERS
CONFERENCE
&
AWARDS
2014
