EESSCO 10th Anniversary

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The Hanson, Mass., rock-and-sand-handling equipment companyEESSCO is celebrating 10 years of solid business

expansion on the strength of its customer service.

EESSCO Celebrates a Decade of Success

(L-R) are EESSCO co-founders Greg Grey and DickVining and business partner, Greg Donecker.

By Giles LambertsonCEG CORRESPONDENT

Like a rock. Bob Seger sang it. Chevy sloga-

nized it. EESSCO seems to be livingit.

The Hanson, Mass., rock-and-sand-handling equipment companyis celebrating 10 years of solid busi-ness expansion on the strength of itscustomer service. Through strongeconomies and weak ones, EESSCOcontinues to grow.

“Making customers happy is ournumber one priority,” said GregGrey, co-owner and parts manager ofEESSCO, an acronym forEquipment, Erection, Sales &Service Company. “If you try to do itany other way, it doesn’t work.We’re not pushing, we’re listening.We try to respond to customers’needs and be creative in getting them

through whatever jam they’re in.”Grey and business partner Dick

Vining were in a jam of their own adecade ago. The company wherethey were employed was sold andthen resold and job security seemedto be flying out the window. Turnsout, opportunity was flying in.

Lyn Kemper of KemperEquipment, the Pennsylvania-basedmining equipment company,approached the two men about goinginto business for themselves. Theidea grew on both men until finally,with Lyn’s family, Sheri KemperDonecker and her husband, GregDonecker, joining them as partners,EESSCO was launched in thetumultuous fall of 2001.

“Without Lyn Kemper steppingup and forming the idea, we proba-bly would have stayed working forsomebody else,” Grey said. “Withhis financial support and our com-

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mitment, we formed a great company.We’re getting bigger and stronger all thetime and developing a diversified line ofproducts.”“We were nervous,” acknowledged co-

owner Vining, the company’s generalmanager. ”Any new company is nervous.You know, are we going to make it or arewe not going to make it? The 9/11 attacksdidn’t have much impact on us except wewondered what was going to happen in thecountry and to business.”Greg Donecker, president of both

EESSCO and Kemper Equipment, said hewas confident the new business wouldsucceed. “There was an opportunity at thetime in this geographic market,” he said.“Our people knew the customer base andwe filled their needs.”Grey and Vining definitely knew their

New England quarry and pit customers.Between them, the two men had 45 yearsof experience in the industry at that time,Vining having been immersed in NewEngland aggregates work since 1970 andGrey since he was 18 years old.

Starting and GrowingTogether with salesman Mike

Southwell, Grey and Vining set up shop ina 3,200-sq.-ft. office in Norwell, Mass.Their target market was New England andparts of northern New York and NewJersey. They began by selling conveyorbelts and equipment parts, and as a suppli-er of aggregate industry machinery.Parts management is Grey’s “forte” and

his love: He can be found at the office eachday at 6 a.m. already working that part ofthe business.

“Our one major goal was to be the bestin parts and service,” Grey said, addingthat the philosophy has proven to be a win-ner. “Our primary focus from the begin-ning was to be a parts company. Focusingon the parts and service end has created afollowing in equipment purchases. Insteadof chasing elephants and hoping we get theparts business, we pushed parts, which ledto equipment sales.“There are a lot of elephant chasers in

our industry, always shooting to get thatbig piece of equipment. But in times liketoday, they might be chasing their tails justto survive.”Three years after opening, the new busi-

ness outgrew its location and moved to a5,000-sq.-ft. office in Holbrook, Mass. Fiveyears of continuous growth at that location

“Focusing on the parts and service end has created a following inequipment purchases. Instead of chasing elephants and hoping we getthe parts business, we pushed parts, which led to equipment sales.”

Greg GreyEESSCO

Inventory is the name of the game. EESSCO stocks an extensive selection of parts at its Hanson, Mass., facility.

see EESSCO page 8

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At TRIO, we’re proud of our relationship with EESSCO, a company whose founders truly understand what producers need to be successful. We’re looking forward to continuing to work with EESSCO to provide high quality equipment and great service for years to come.

At TRIO, we work hard every day to build solid relationships with every customer. From designing the best solutions to ensuring that every piece of equipment runs to spec and delivers the promised results, TRIO’s continuing service commitment is what helps find first time customers, and what brings those customers back.

Known for innovative engineering and unmatched value, our equipment works hard every day in the world’s most demanding environments. Just as importantly, we work hard to make sure that every TRIO customer gets the kind of flexible, personal service and attention that the competition can’t match.

Contact TRIO to find about more about our service commitment and efficient, durable mineral processing equipment.

Congratulations to EESSCO on 10 Great Years!

We are proud of the quality of our equipment.

We’re just as proud of the quality of our relationships.

Building Solutions Together WWW.TRIOPRODUCTS.COMEESSCO-SPL-3OCT11

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necessitated another move in 2009, this time to a 25,000-sq.-ft. warehouse with two overhead cranes for heavy machin-ery repair. Attached is a 5,000-sq.-ft. office. All of it sits ontwo acres in Hanson, Mass., which is about 35 mi. fromBoston and 15 mi. from Interstate 495.“This is going to be our final place,” Grey said. It is way

too early for anyone at EESSCO to be talking about finality,what with $3 million in parts in the warehouse, a growingannual business volume, and a customer base of more thana thousand viable companies. The trajectory of the firm quiteclearly is upward and onward.“We needed to gain the customer’s trust that we could

supply the proper bolt before getting an order for a few-hun-dred-thousand-dollar piece of equipment,” Donecker said ofthe start-up period. “Customers soon realized we could dowhat we said we’d do. Within a few years, we were sellingcomplete plants worth millions of dollars.”One of the drivers of growth at the com-

pany is conveyor belts. Though EESSCOsold the belting from the first day of busi-ness, two years ago it committed itself tothe product in a major way. It purchasedbelt splitter and belt winder machinery and40,000 ft. of belt stock. Going all in on belt-ing has proven to have been a good busi-ness decision, said Grey.“Now that we have belts on the shelf and

the machinery, we are getting emergencyorders. And that really has helped us.Really, it has been sort of a feeding frenzy.If they know you have it on the floor andthey need an oddball size or a standard size,they call.” The belt business seems to prove again

the validity of the anti-elephant-chasingtheory espoused by Grey: EESSCO now isselling bigger pieces of equipment to cus-tomers who first contacted the companyabout a conveyor belt. Not even the doldrums of the current recession have dented the

enthusiasm or the business activity at EESSCO. As Greyobserved about the Boston Red Sox, which was suffering througha late-season doldrum of its own in the fall of 2011, “You justgotta’ win games.” It is an appropriate metaphor for the grittyresolve of the EESSCO crew.Quarry and aggregate-handling customers have been slugged

by the downturn in construction activity, but EESSCO’s position-ing in the market has deflected much of the recession’s impact.Unable to commit to the elephantine piece of equipment, the cus-tomers are buying parts and upgrading the equipment they own.Vining said the business activity of customers varies widely. “We have customers that are slow and some that are working

24 hours a day. The economy has affected us, but has it broughtus to our knees? No. It has made us tougher. When we establishedthe business, all you heard from competitors was, ‘You are only

EESSCO maintains in stock belting supplies to meet any customer’sneeds.

A custom belting machine cuts conveyor belting specifically to customers’ needs.

Conveyor belting comes in every imaginable shape and size.

EESSCO from page 5

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Aggregate Industries of Taunton, Mass., worked with EESSCO to install this Sandvik H4800 crusher.

Contractors all across New England and New York State, includingMattingly Construction of North Anson, Maine, rely on EESSCO for itsequipment needs. Shown here is Mattingly’s Sandvik CJ411 jaw crusher.

going to be in business for six months.’ But here weare and we are a strong company.”

Hurricane Irene generated some business in westernMassachusetts and Vermont, Grey said, but generallyspeaking, construction work has slowed. “Still, ourcustomer base always is needing something. Us beingdiversified has made us stable in a tough economy.”

Poised for the FutureThe diversity of products available through EESS-

CO ranges from Sandvik gyratory crushers that canweigh more than 700 tons to, said Grey, “a nut and abolt. We sell it all.”

Product lines at EESSCO include Sandvik, Trio,Universal, and Remco crushers. Screening, dewater-ing, and washing equipment makers are Terex, FMC,Eriez, and Phoenix. Portable plants are sold and serv-iced, and then there are all those original and after-market parts from 25 companies including Douglasand Superior idlers, Esco manganese liners, and Kent

see EESSCO page 10

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Belt scrapers are kept well stocked ininventory.

Lebanon Crushed Stone of Lebanon, N.H., purchased its Trio54-in. twin screw washer from EESSCO.EESSCO carries a significant inventory of conveyor parts.

Stackers are available and ready for work.

pedestal mounted hammers.“We believe 100 percent in what we have

quality-wise,” Vining said of the lineup ofproducts. “If we don’t believe in it 100 per-cent, we don’t want that vendor.”The co-owners expressed the same total

belief in each of the five people who servetheir customers. When speaking about their busi-ness, they repeatedly return to the dedicationand expertise of their sales and service people.“We help out the customer,” Vining said.

“We are not always there for the sale, but weare there for the consulting. That’s why wehave the salesmen we do. We have competi-tors, and they will sell the major piece ofequipment and then the customer will neverhear from them. That’s not what we do. Weturn wrenches with them if they let us andhelp them install the equipment.”Grey added, “Our outside salesmen are

also the service people. They are right thereside by side with the customer. Our guys getdirty. They are not suit-and-tie salesmen.” He called the EESSCO team of seven man-

agement and sales and service people “a bandof brothers. Dick and I are not pressuring orover-micro-managing guys. We have a com-mon goal and it really seems to work. Ourguys are right there with us. They want toknow what is expected of them and we knowwhat is expected of us and we all go 24/7 tokeep our customers happy. “The commitment of our employees is

almost insane.”The crewmembers are Mike Southwell

(territory manager for New Hampshire,Maine, and parts of New York), Chris Salafia(Vermont, portion of Massachusetts, and partsof New York), Brian Buscetto (Connecticut,northern New Jersey, and southeastern New

EESSCO from page 9

see EESSCO page 17

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Charles J. Mabardy (L), president of C.J. Mabardy Inc., and Chris Salafia, sales repre-sentative of EESSCO.

Mass. Quarry Triples Production With TrioHow would you like to triple your pro-

duction every day? Sure, but it probablysounds like it could be really expensive to dothat, right? Well, what if you could that at areasonable price?

It was these questions that a 40-year oldcompany, well known in easternMassachusetts as an aggregate producer andsupplier of gravel, stone and sand, recentlyasked itself. And it found the answers tomake it possible.

C.J. Mabardy Inc. was founded in 1968by Charles Mabardy as a trucking company.In 1972, he opened a gravel pit, whichallowed him to process, sell and deliveraggregate products. With corporate officesin Cambridge, Mass., its pit and quarryoperations are located on River Street inWinchendon, Mass. Over the past severalyears, the company has expanded into sitedevelopment construction, excavation, utili-ty work, demolition and mobile on-sitecrushing screening and recycling.

Not long ago, the company also deter-mined that it needed to make a major invest-ment at its Winchendon operation.

“Production levels were lagging well be-hind what they should have been and thedowntime on our aging crushing spread wassignificant,” said Charles Mabardy. He soonmet with Chris Salafia, sales representative ofEESSCO, to see what could be done.

Salafia introduced him to the Trio brandof crushing equipment.

“EESSCO assured me that these crushersare designed to handle a wide range ofcrushing applications from primary, second-ary and tertiary hard rock crushing andwould comfortably and affordably meet allof our needs and dramatically increase ourproduction levels,” said Mabardy. “Wewanted to invest in some high quality equip-ment and I had seen some quotes that hadliterally made my jaw drop. But we wereassured that the Trio crushers available fromEESSCO were easy to maintain, rugged,reliable and very importantly, they werepriced right.”

C.J. Mabardy has since invested in a 40-in. x 10-ft. Trio feeder; a 24 x 36 Trio jawplant; and a TC36 Trio cone. The Trio products

quickly proved to be a price-driven prod-uct that also offered tremendous quality.“Our production levels tripled from 300

tons a day to over 1,000 tons a day,” saidMabardy. “The products that we are pro-ducing include a very high quality washedsand, which we sell to area beaches.”Prior to the Trio purchases, Mabardy

had done some business with EESSCOsince the company came into existence 10years ago and his relationship with themanagement team of Dick Vining andGreg Grey goes back well before that.According to Mabardy, “For a number ofyears I used EESSCO primarily for thepurchase of belts, pulley, idlers, etc.” One of the other areas that Mabardy reg-

ularly uses the services of EESSCO is forthe purchase of aggregate parts for allaspects of his aggregate operations, includ-ing supplying the parts for portable crush-

ing and screening plants that were notoriginally purchased through EESSCO.“I have really come to rely on the parts

purchased from and the advice I receivefrom Greg Grey at EESSCO,” saidMabardy. “He really understands our busi-ness and is a great source for all the wearparts that we consume, whether or not theequipment was originally purchased fromEESSCO. They keep a great inventory andtypically can get me the parts I need thesame day or next day that I call.“With EESSCO I really know that I am

dealing with experts who understand theapplication that we are working in,”Mabardy continued. “In the case of theTrio crushers they were able to match upthe right equipment for the job we weredoing at the right price. We have noregrets.” CEG

“I have really come to rely onthe parts purchased from andthe advice I receive from GregGrey at EESSCO. He reallyunderstands our business andis a great source for all thewear parts that we consume,whether or not the equipmentwas originally purchased fromEESSCO.”

Charles J. MabardyC.J. Mabardy Inc.

C.J. Mabardy regularly uses the services of EESSCO is for the purchase of aggregate parts for all aspects of his aggregate opera-tions, including supplying the parts for portable crushing and screening plants that were not originally purchased through EESSCO.

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“I don’t know everything after 40years. The day I know everything, Imight as well quit. But I don’t think yousee a lot of people do the same thingfor 40 years. I’ve had a lot of goodworking relationships over the years.Building good relationships is what weare all about. Other things fall intoplace if you are doing the relationshipsright.”

Dick ViningEESSCO

York), and Chuck Ploeger (southeastern Massachusetts and RhodeIsland).An asset not on the books is the company’s deep experience; it has

proven invaluable. Vining related how just about every week someonewill approach a company representative for advice. “You’ve been around this for a long time, you have hands-on experi-

ence, they’ll say. What can we do to make this or that better? So we’llexplain how to do this or do that to help production, and that extra 50tons of production an hour or a day puts money in everyone’s pocket.“I don’t know everything after 40 years,” he quickly added. “The day

I know everything, I might as well quit. But I don’t think you see a lotof people do the same thing for 40 years. I’ve had a lot of good workingrelationships over the years.”The customer relationships are the heart of it, said Grey. “Building

good relationships is what we are all about. Other things fall into placeif you are doing the relationships right.”

Working Through Obstacles The concentration of aggregate industry firms in the northeastern United

States is a plus for the company. Vining recalled conversations with partscompanies in the middle of the country whose customers are located 70 mi.apart. Whereas EESSCO probably has 20 or more within a 50-mi. radius ofthe office, he said.But the population and business concentration also poses problems for

quarry and pit operators and for companies that process the rock and gravel.As residential areas encroach on aggregate operations, complaints rise withthe dust.“It’s the old adage: You move next to a quarry that you knew was there, but

now you want it to shut down,” Grey said. “The number one thing thatimpacts the industry is surrounding neighborhoods.”EESSCO backs the companies as they can when problems arise, attending

meetings to talk about suppression systems to defuse dust issues, or possiblesolutions for noise issues. Environmental Protection Agency hearings “makeour customer base go through absolute grief to get permits for their quarriesor pits,” observed Grey.Vining said the company quickly “jumps on board” whenever a customer

encounters an EPA roadblock. He sees such encounters as chances toserve customers in times of need as well as sales opportunities. “We have products that will help minimize fines for a customer. For

all the new guidelines that the EPA comes up with in its rulings, we offersolutions. And we stay on top of it. Sometimes a customer hasn’t heardof the latest ruling and we tell him about it and he says thanks and ordersthis or that part to fix things.”Neither the general population of New England nor its aggregate

industry is in decline, so where does that leave them as uneasy neighbors? Donecker acknowledged that environmental regulations make it

“challenging” for aggregate companies. Yet the need for aggregate willcontinue to grow, he said. “Nobody wants a quarry in their backyard, butaggregate is used in roads, buildings, paint pigments, ceiling tiles andtoothpaste. New England will continue to crush rock.”While EESSCO supplies parts and equipment for such auxiliary cus-

tomers as aggregate-handling railcars and barge systems, Donecker said,“The majority of our customers are the quarries, sand and gravel pits,and ready mix and asphalt plants. There will always be local quarries.”And EESSCO will be there keeping the machinery running. CEG

Greg Grey (shown here) co-founded EESSCO with DickVining in 2001.

Dick Vining (shown here) co-founded EESSCO with GregGrey in 2001.

EESSCO from page 10

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Shot rock. Just about every New Englandcontractor is familiar with it. On any construc-tion project of any sizable scope, it will be found.Often the tops of hills or small mountains are

blasted and leveled to create the site for newshopping plazas or other construction projects.In most cases, portable crushers are brought into process the shot rock and manufacture usableaggregate materials. That’s where Ted OndrickCompany, based in Chicopee, Mass., comes in.The third-generation company, which will be

celebrating its 75th anniversary in 2012, is ahighly diverse contractor with the materials andconstruction division of the company engagedin asphalt and aggregate manufacturing, pavingand site work, concrete and asphalt recycling,contract crushing and soil remediation. A verylarge aggregate producer, Ted OndrickCompany’s portable crushing division travelsthroughout all of New England and into easternNew York, handling projects both large andsmall. Ted Ondrick Company’s reputation and fleet

of portable crushing equipment is well knownin the New England market; one of its criticalsuppliers for support equipment is EESSCO.

Shot Rock and Roll in New England

Ted Ondrick Company is the front line formajor contractors and developers that arelooking to process extreme quantities of shotrock.

(L-R): Adam Ondrick of Ted Ondrick Company; Chris Salafia, territory managerof EESSCO; and Tadj Ondrick of Ted Ondrick Company.

“They [EESSCO] are experts in their field. They trulyunderstand the intricacies of crushing and aggregateproduction in New England. We rely on them heavilyfor input when facing a challenge in the field.”

Adam OndrickTed Ondrick Company

“We purchased some of our original crushersfor our portable division from Dick Vining,general manager of EESSCO,” said AdamOndrick, president of Ted Ondrick Company.“Those two original Svedela (Sandvik) jawcrushers have served us well over many yearsof use. We also use EESSCO for the purchaseof many of our support items including belting,idlers, pulleys, screen cloth, bushings and otherrelated items.”Adam Ondrick sees EESSCO as much more

than just a supplier. “They are experts in theirfield,” he said. “They truly understand the intri-cacies of crushing and aggregate production inNew England. We rely on them heavily for inputwhen facing a challenge in the field. It is com-monplace for my father, Tadj Ondrick, to con-tact Dick Vining and use him as a soundingboard when we are faced with a new challenge.”But EESSCO does more than just recom-

mend and supply equipment, Adam Ondricksaid.“They have repeatedly demonstrated the

ability to support the equipment they supplyus,” he said. “When we need a part, theyinevitably have it in stock or they have a suppli-er who can get the part to us, usually in less thana day.”Ted Ondrick Company is unique to many

onsite-crushing operations — it engineers andfabricates the chassis that carry and support itscrushers. Each spread is designed by TadjOndrick to specifically meet the company’sneeds. The company’s reputation in part isbased on its ability to complete high-volumecrushing projects in a minimal amount of time.The firm is the front line for major contractorsand developers that are looking to processextreme quantities of shot rock. “When we are contract crushing our family

name is on the line,” Adam said. “When equip-ment is down, we need the right part and weneed it as quickly as possible. In these situationsI work closely with Greg Grey, EESSCO’sparts manager. Just recently we were replacingthe bushing in our 15 x 60 Omni cone. We hadanticipated only replacing the lower bushing,but once we opened up the cone we were sur-prised to find that we also needed to replace theupper bushing. Greg Grey was able to get thatpart to us the next day. We would not have beenshocked to find out that we needed to wait threedays or more. With one day service, EESSCOreally came through for us.”And as everyone knows, time is money —

truer today than ever before. CEG

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Impact Crusher Wear Parts

For one New England company, hitting ledge rockbecame a stroke of great luck.Kimball Sand Company was founded by Robert

W. Kimball as a sand and gravel bank. In 1985, how-ever, the company hit ledge rock in its gravel pit andtransformed itself into a quarry, which today sits on600 acres.Kimball Sand Company offers a variety of top

quality aggregate products for construction, buildingand development projects and has grown over theyears into a large company with a staff of friendly andknowledgeable employees and a fleet of approxi-mately 20 Kenworth 10-wheelers and tractor trailertrucks.

Bay State’s Kimball Sand CompanyRelies on EESSCO in Its Time of Need

(L-R): Chris Salafia, sales representative of EESSCO; and Wayne Kimball and Scott Kimball, both of Kimball Sand Company.

see KIMBALL page 22

“Over the years, I worked closely with Chris Salafia,my sales representative with EESSCO and GregGrey, their parts manager. When we are having aproduction issue or need a part, turn-around timemeans everything to us and it is in those situationsthat EESSCO really shines.”

Scott KimballKimball Sand Company

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Kimball Sand Company delivers throughout Massachusetts and Rhode Island and in addition to its contractor business, it also sup-plies many of the surrounding municipalities with their sand/salt mix for the winter.

Kimball Sand Company accepts clean asphalt and concrete thatcontains no wire mesh or rebar from area contractors and pro-duces recycled asphalt and high-quality screened topsoil. Thecompany delivers throughout Massachusetts and Rhode Islandand in addition to its contractor business, it also supplies many ofthe surrounding municipalities with their sand/salt mix for thewinter. Over the years, Kimball Sand Company has relied heavily on

EESSCO for its equipment needs. The company has purchased alarge variety of equipment and support products, including a 6 x20 inclined screen, which was purchased just three years ago, anda 6 x 12 double deck screener. The company also uses EESSCOas its primary supplier of products such as belts, idlers, pulleysand replacement screens. This business relationship goes back some 20 years.

“Over the years, I worked closely with Chris Salafia, my salesrepresentative with EESSCO and Greg Grey, their parts manag-er,” said Scott Kimball, equipment manager of Kimball SandCompany. “When we are having a production issue or need a part,turn-around time means everything to us and it is in those situa-tions that EESSCO really shines.”Kimball pointed to EESSCO’s large inventory of wear parts on

the shelf. “And what they don’t have, they can usually have arranged to

ship to me the same day,” he said. “I feel like I get very personal-ized service with EESSCO. They know and understand our busi-ness. They have the expertise and resources to help us through sit-uations when we have a production issue. Their knowledge hashelped us avoid problems in the past and their expertise hashelped get us through many a jam. They have definitely saved usa lot of money over the years.” CEG

KIMBALL from page 21

“I feel like I get very personalized service with EESSCO. They know and understand our business.They have the expertise and resources to help us through situations when we have a productionissue. Their knowledge has helped us avoid problems in the past and their expertise has helpedget us through many a jam.

Scott KimballKimball Sand Company

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EESSCO 10th Anniversary