MARKET CONDITIONS HERE IN THE NORTHEAST BY DON BELISLE

Don Belisle,Owner of

Recore Trading Company, L.L.C.

PRSRT STDU.S. POSTAGE

PAIDFIVE MAPLES

continued on page 2

important part of their revenue stream. These yards have concentrated on scrap sales and have not put much effort into the parts end of the business. These yards are in a position where they have to sell flats to keep the doors open! Only problem is with prices where they are now they have to sell at least twice as many flats to generate the needed revenue. These are cars that they paid a premium for when the market conditions warranted it. In the time it takes to change their operation around to one where they must now concentrate more on parts sales than on scrap sales they will have sold off a lot of inventory just to keep the doors open. Definitely a tough situation! It’s like being between 2 rocks and a hard place. I don’t know the answer I wish I did, my fear is that some yards won’t make it through this. I certainly hope that is not the case but the “experts” forecasts for the ferrous markets are not good. I’m sure you all remember not too long ago when the shredder operators were having price wars just to get our material. Now the situation is quite different: Schnitzer has shut down their Rhode Island shredder, Grimmel is gone from the port in Portsmouth and the operating shredders are paying with an eye dropper!As long as I’m breaking my own rules about talking about

VOL. 5, ISSUE 2 – APRIL 2015

22 Manchester Road • Derry, NH 03038www.recoretrading.com

There is a significant delay in time between when I write this column and the time it gets to you. For this reason I try not to write about market conditions since inevitably the conditions have changed (sometimes dramatically) in the 30 days it takes to get the newsletter from me to you. As much as I hate to write about market conditions here I feel I must, present day conditions dictate the topic on all

our minds. We are all aware of just how bad things are in the ferrous market I’m sure this is not news to anyone but a recent call to me from a friend/supplier really drove the point home. This yard owner has been in the business for 30+ years he runs a very successful operation. Typically this yard crushes their cars and holds them till a time when he feels the market has peaked. Sometimes he will hold his flats for up to a year. This owner usually calls

me once a week to discuss the various markets and other BS. When he called this week we BS’d a while then he said “remember one year ago today I sold you 17 loads of cars”? I said of course I remember, he said “do you realize that the price a year ago was nearly two and a half times what it is today”? Holy cow! That is an incredible statistic! I’m acutely aware of pricing. I follow it constantly but his comment of pricing being two and a half times higher one year ago really hit home to me. This particular yard is running out of space quickly, he certainly does not want to sell now where the market is in the hopper, but he has nowhere to put the crushed cars he produces daily. He is between a rock and a hard place, no space to store flats and no reasonable market to sell into. This particular yard is in one group let’s call them group A, there are other yards that fall into a different group. These group B yards have their business set up so that the sale of flats is an

Newsletter

“Do you realize that the price a year ago was nearly two and a half times what it is today”?

the markets here let me touch on the others;Aluminum has been the star performer this past year; prices have crept up all yearPrecious metals (catalytic converters) Platinum is down a bit (right now) but Palladium has really been good all year. Yes a lot of people watch platinum for indications

MARKET CONDITIONS HERE IN THE NORTHEAST CONT. FROM PAGE 1

EXPERIENCEAs buyers and processors of catalytic converters and a leader within the industry, Recore Trading is celebrating over 25 years in the business. We have specialized in catalytic converters since the very beginning of cat recycling.

2

What a great title for this monthly article. It also happens to be the title of a John Tesh book.

Yes the same John Tesh who was the former Co-Host of Entertainment Tonight and currently produces and hosts Music and Intelligence for Your Life, heard each day on over 400 radio stations in the United States. He is a very gifted and successful musician and composer, and a lot of you know him also as the past television sports commentator for the Olympic games on NBC. So now that I reminded you who he is, let me share some information what his book is about.

Tesh’s advice combines plain common sense with his latest research on health and wellness, relationships, work, finance, spiritual issues and even pets. The result is a blue print for “intelligent living” that is both practical and thought provoking.

Especially inspirational for me was Tesh’s account of his own reconnection with his life – purpose. It makes you think about your own “life’s purpose”. Like me, I have a gift to speak, but do I do enough to always try to be better? Is the person better after they hear me on ARA University or at a state convention?

Each section of intelligence For your Life is anchored by Tesh’s reminiscences of this remarkable life and career – from his boyhood summers on his grandparent’s farm in North Carolina to the self-financed (and highly risky) televised concert at Red Rocks, to his marriage to Connie Sellecca. This book shows again and again, a better life is within your reach.

I was on an airplane flying to Orange County, California when I was reading the chapter on how he financed the Red Rocks Concert. He and his wife took a second mortgage out on their home to get it rolling. How many reading this article have ever sat at their kitchen table

with a spouse and discussed putting a second mortgage on their homestead so you could enlarge your business? I have done it twice myself. John Tesh’s story made me think back to when I did something similar but not as grand as his story.

Like me share with you John Tesh’s own words, “The kind of life, I’m talking about isn’t rocket science. It does, however, require that you pay attention. It requires that you be intentional and proactive, willing to take control of the things you can control and let go of some things you can’t. Most of all, it requires that you make choices—large and small—with a greater vision in mind.”

There is even a section on “Do you have what it takes to live to be 100?” And, there is a section on taking care of business that I know you will love.

Arm yourself with intelligence for all areas of your life. Over fourteen million listeners tune into the John Tesh Radio Show each week. This book is more than a guide to informed living; it is the story of John Tesh. There is a lot that you will get out of this book like I did.

When you are done reading it, you will pass it on to a family member or fellow employee and who knows maybe one day you will start a lending library at work where people can check out a book or tape that will help them grow.

Remember, “Don’t get bitter, just learn and get better!”

Correspondence regarding this article should go to: Phone Logic, Inc., 2820 Andover Way, Woodstock, GA 30189

D. J. Harrington is an author, journalist, seminar leader, international trainer, and marketing consultant. He works primarily with customer service personnel, and his clients include such world-class companies as General Motors, DuPont, Caterpillar and Damon Corporation.

He may be reached at 800/352-5252. E-mail: dj@djsays.com. 52 weeks a year, we are as close as your telephone. Visit www.djsays.com to order my books ~ “Your Prescription for Life” and “Mastering the Art of Success”. Check out my NEW eLearning system on djsays.com!

INTELLIGENCE FOR YOUR LIFE BY D. J. HARRINGTON

on converter pricing but material out of the Northeast typically yields twice as much palladium as platinum. OK that’s it for the markets if you want up to date market info sign up for our market watch email program. We send out notices as warranted by market conditions, this is free with no obligation. No this article was NOT an April Fool’s joke, I wish it were!

“Stop blaming others. Take responsibility for every area of your life”.

STEP UP AND MEET MILTON CAT BY DEAN SWARTZ3

continued on page 4

A brief introduction to the company

We are a private, family-owned company, founded in 1960 in Concord, NH that has grown to 13 locations and over 900 employees. We’re consistently named one of the world’s top-performing CAT dealers in terms of sales volume and we’re well known for our progressive practices. Our headquarters are in Milford, Massachusetts; other locations are North Reading and Wareham, MA; Cranston, RI; Richmond, VT; Hopkinton and Warner, NH; Scarborough and Brewer, ME: Clifton Park, Syracuse, Binghamton and Batavia, NY.

What’s your involvement with the Scrap and Demolition business?

Some of our scrap and demo customers are exclusively focused on this segment; for others, it may be a portion of their business, but all savvy contractors know that this demanding application requires top equipment as well as dedicated support.

Scrap and Demolition is a very demanding environment; what makes you a good choice for a contractor?

• Experienced, dedicated salespeople

• Top brands

• Advanced technology

• Customized acquisition options

• Unsurpassed parts availability

• Best-in-class service

People.

We recognize that Scrap and Demo is a specialized business and that it requires a dedicated team, focusing on understanding the challenges facing our customers and helping them find the best solution. Our salespeople are experts, respected by peers and competitors alike for their knowledge and commitment.

Top equipment and work tool selection

From demolition and site prep to scrap recycling and material handling, at Milton CAT you’ll find the machine and the work tool that you need –

A complete line of material-handling equipment including all size excavators, track and wheeled, as well as wheel loaders and skid steer loaders.

Articulated and on-highway CAT trucks that allow you to move materials efficicently.

CAT Dozers for crushing and preparing materials for loading.

We also carry a complete selection of work tools that will increase the efficiency of your operation; some of the most popular include grapples, hammers, material-handling arms, forks, multi-processors, blades, sheers, brooms and buckets.

Advanced technology

Scrap and demo is a competitive business – and the right technology can give you the edge. The Milton CAT team can explain more details about solutions such as Product Link and machine monitoring that can help set your business apart from all the others.

Material Handling

EQUIPMENT Recore Trading Company is the only catalytic converter buyer throughout the Northeast and beyond with a state-of-the-art in house precious metals lab, milling and sampling line and de-canning stations. We have the expertise to sort your cats into categories of similar precious metal content to maximize return. Then de-cann and process them in house, analyze in our lab and pay you for every gram of precious metals you sold us. Doing everything in house cuts out all of the middlemen and we sell our product to an automobile manufacturer.

Wheel Loader

44 STEP UP AND MEET MILTON CAT CONT. FROM PAGE 3

Acquisition options

Our size and stability benefit our customers – our expertise in putting together customized acquisition plans is backed up by our financial muscle, allowing us to offer you creative packages to fit your situation. This includes new, used, and return-from-rent machines, as well as lease and rental options. We also take all makes and models in trade.

Parts!

No more waiting. No more wasting time. No more wondering who to call. One resource that carries the wear parts for all your equipment. The combination of very large and strategically-located warehouses, a robust distribution network and very well-trained personnel allow us to offer a level of parts availability that’s unparalleled in the industry.

Support

When all’s said and done, this is where you can really tell whether or not you have found the equipment supplier that fits your business needs. At Milton CAT, service and support are not just words – they are the way our company measures success. Our customers know that any

PRECIOUS METALS KNOWLEDGE Recore Trading Company has spent years analyzing 1,000’s of cats in our lab and have proven time and time again that no grading system will maximize a customer’s profits. The value of just one cat from the same year, make and model vehicle can vary dramatically from $70 to $185 based on the precious metals content and on the PGM market when it was manufactured. Selling your catalytic converters as precious metals and getting paid based on the return of the precious metals is the only clear, transparent way to maximize your bottom line

Skid Steer with Shears

CAT Truck

equipment that comes from Milton CAT comes with more – it comes with the right people backing it up.

Plan a visit and tour to any one of our 15 locations throughout the Northeast location by contacting your sales representative or the location nearest you. We look forward to having you.

Milton CAT Locations

WINNER OF NAME THAT CAR CONTESTWe have a winner of our Name That Car Contest from our February newsletter. Butch Saunders from Penney’s Auto Parts in Tewksbury, MA correctly identified the car as a 1956 Ford Fairlane Victoria. Congratulations to Butch, he has won $100. Sorry folks, no contest this month, but we will have one in our May issue.

55

Things in your life and in your business change whether you desire this change doesn’t matter – stuff happens.

You only get a choice in what happens if you plan changes in advance and follow through on your plans. Even as you make the changes you plan for you will still have to deal with changes outside of your control, but at least you will have the advantage of already creating progress with your own changes.

If you were not proactive in January 2014 and did not do a real review of where your business was, there is a good chance your net profit was not as good as the year before. If you haven’t made any changes in more than two years you are wondering:

• Why is business off?• Why are these other yards paying “stupid” money

for cars? • Why isn’t life much fun?• Why do I feel like I am working harder for less?

In working with and studying successful people I have learned the following:

• They know who they are and they do what they are passionate about. Business is hard and if you are not passionate about the business you are in – work becomes a grind. They many not be passion-ate about selling used parts, but they are passion-ate about growing their business. You need to get to the core of why you are in this business.

• They like to know if they are winning. They know what good is and are striving to be better. They are never satisfied. They compare, compete and improve.

• Success first. Ego second. Most people struggle with change if it’s not their idea. You may be your own biggest obstacle. Are you to busy shooting down other people’s ideas to actually see if their ideas would work?

• They are not afraid to make changes:

• In themselves,• In their people, and • In their business.

• The inaction caused by avoiding mistakes often costs more than trying and failing. They try, test, learn and adjust.

• They work hard. There will always be people who are smarter than you, who have more resources or who have had more opportunity. But nothing says you can’t level the playing field by out working your competitors.

Steps to create your change:

• Start! Most ventures start with an idea and then get perfected through experience. Never let best get in the way of better. You can get a little better everyday. Most people do not have a shortage of good ideas they have a lack of execution. So pick an area for improvement and start today.

• Focus. Identify one thing that you and your team think would radically change your business. Put 80% of your focus and energy into this. Make a plan and get started. You will have to make adjust-ments along the way so be prepared for that.

• Identify. As owner/manager/leader you need to identify your top 20%. Who are your top produc-ers and are committed to your company? Spend 80% of your available management/leadership time with them. They are the ones who are going to help identify the most important thing you are going to tackle and they will be the ones most re-sponsible for its success.

• Take Away. Strip away things in your business that are not producing at a high level. It is bet-ter to do one or two things really well than many things poorly. Don’t do it because your friends or competitors do it. It has to fit into your overall business focus and be something that you have a passion about.

CBCDASHBOARD, LPwww.cbcdashboard.com

COUNTS BUSINESS CONSULTING, LLCwww.countsbusinessconsulting.com

ROBERT COUNTS, rcounts@sbcglobal.net, 512-653-6915

CHAD COUNTS, crcounts@countsbusinessconsulting.com, 512-963-4626

NOTHING STAYS THE SAME BY ROBERT COUNTS AND CHAD COUNTS

PEOPLEBecause Recore Trading Company treats others how we want to be treated, we are known for our prompt, courteous and friendly service with immediate cash payment. And most of our customers are not only our suppliers, they are our neighbors and have become long lasting friends. Whether you want to sell 10 catalytic converters, 100 or 1,000’s, we welcome the opportunity to earn your business. We look forward to your call.

“Take care to get what you like, or you will be forced to like what you get.”

– George Bernard Shaw.

“Genius is 1% inspiration and 99% perspiration.” Thomas Edison

Recently, a client called and told me three things. First he wanted 3”x5” post-it notes. Secondly, he wanted his company name and phone number printed at the bottom in blue ink. And thirdly, he gave me his credit card number and said he wanted them

ordered TODAY.

I really like it when a client knows what he wants and is ready to buy. So, I told him, “no problem”. I hung up the phone, and prepared his order. It only took a few minutes to produce the artwork that he had described. I emailed him a proof, and he immediately replied with an okay to print.

There are several factories that produce these sticky notes so I called the first one on my list. I dialed the phone number. It rang and I got a recorded message. I listened to all the choices, there were several, and I pushed the appropriate button to speak to a sales person. Instead of getting a live person, however, I got another recorded message that said, “I’m sorry, I am presently helping another customer. Please leave a detailed message at the beep, as well as the time you called, and leave your phone number. We will get back to you as soon as possible.”

“BUT, I WANT TO TALK TO SOMEONE NOW!” I said to myself. “I have an order! The art is prepared and I don’t want to play phone tag!”

So, I hung up the phone and dialed the same number again. But this time, I pushed the “0” button. I was hoping to get a live operator who would be able to help me. Someone answered. I told them I was ready to place an order and I wanted a way to do it quickly and simply. I told them that I

MAKE IT EASY TO PLACE AN ORDER QUICKLY BY MIKE FRENCH

had the artwork, a credit card to pay for it, and that I could get everything to them, any number of ways, so could we please proceed?

The person on the line said, “I’m sorry, but you will have to talk to a sales person. What State are you calling from?” I told them and they put me on hold to wait.

I waited, and waited, and waited, and every few minutes a recorded message told me that my call was very important to them and that a salesman would soon be there to help me. Finally, a sales person came onto the line and I quickly told her my story. “I have the artwork approved and can get it to you immediately. I have a credit card to pay, but I NEED to get the order placed, NOW!”

Here’s what she said to me. “I’m sorry, but I can’t take your order until you fill out a credit application and receive an order number. I will put you through to our accounting department so you can get this done.”

I was frustrated and I said to her, “But, you don’t understand. I want to pay CASH. I don’t need any credit, so I don’t need to fill out a credit application. I just want to place my order for post-it notes!!”

“I’m sorry,” she said, “Our company policy is that we don’t take orders without an application and an order number. I will put you through to our credit department so you can take care of that.”

I hung up! I called another vendor and a live person immediately answered. They gladly took my credit card number and told me where to email the art. The whole transaction took me less than five minutes to complete! WHAT A DIFFERENCE! WHAT A PLEASURE!

I will never, ever call the first company again. I truly wonder how they stay in business!

Here’s the rule: MAKE IT AS EASY AS POSSIBLE FOR YOUR CUSTOMERS TO PLACE AN ORDER WITH YOU!

By Phone, your customers should be able to place their parts order by talking to a real human being and simply asking for whatever they need. There are a lot of people who are used to ordering this way and it is their preferred choice. Don’t discourage them with a “phone system from hell!” You know what I mean because you hate them, too, I don’t know of anyone who loves those things!

By Fax, you can receive orders. Even though just about every business has a fax machine, it is amazing to me how

6

HUGE VOLUMES OF WHEELS Recore Trading buys a huge volume of wheels every month and dealing with the end user affords us the ability to pay the highest prices possible. Roll off container with pick up service available with immediate cash payment. Remember, you do not have to clean your wheels!

ABC Company • 555-5555

MAKE IT EASY TO PLACE AN ORDER QUICKLY CONT/ FROM PAGE 6

many companies fail to use them to receive orders. Fax machines can take pressure off both your phone system and your counter staff. Consider creating an easy to fill out fax form to give to customers who want to order this way. Have many ‘check the box choices” and a place for customer information, name, phone number, etc., with room for them to describe their parts request. It should have a place for their fax number so you can quickly reply to them, a place for you to put product and shipping prices and a place for their credit card number.

Consider customizing fax forms for your best customers with their personal information printed on them. The easier you make it for your customers to place an order by fax machine, the more likely they will use it to place their orders. Put somebody in charge of getting the fax machine orders priced and placed fast. This will encourage your customers to use the fax machine when they order from you.

By Email you can take orders. Include your counter staff’s email addresses on your website, on their business cards, and on your advertising pieces, so people can quickly see how to reach them with parts requests.

Huron, South Dakota 800-548-6469 605-352-6469

www.OverBuilt.com sales@overbuilt.com

USED EQUIPMENT FOR SALE

2011 Aljon 580 CL baler, located in Central Florida $285,000

2008 OverBuilt Baler/Logger $200,000

1994 EZ Crusher/Electric, Stationary $25,000

2009 EZ Log/Baler JUST REDUCED! $105,0002002 OverBuilt Model 10 HS Crusher,

Portable, GM Gas Power Source $75,000

For more information on all new and used equipment for sale, please call Steve at: 605-352-6469 or 800-548-6469. Also, be

sure to visit their website at: www.overbuilt.com.

YELLOW & BLUE = $GREEN$

Please know we will entertain and seriously consider any reasonable offer!

By Website you can take orders. Make sure you have your website set up so that people can find and order parts from you 24/7 online. More people are ordering just about everything this way. There are lots of companies available now that can help you get your website setup for e-commerce.

Remember, the easier you make it for people to order from you, the more they will do business with you. It’s as simple as that!

ROLL OFF CONTAINER AND PICK UP SERVICE

This service is available throughout the Northeast and beyond for all the automotive scrap Recore Trading purchases. We offer prompt, courteous service, immediate cash payment and our truck drivers are some of the best within the industry.

603-437-3000 • 855-647-3267 • Fax: 603-437-1313

WE WELCOME YOUR COMMENTS Please know that any article or information in our newsletter is the expressed opinion of the writer. If you are enjoying our newsletter, we’d love to hear from you and if for any reason you are not, just let us know, and we will remove you from the mailing list. Contact us at sales@recoretrading.com.

PROUD MEMBERS OF:

NewsletterWWW.RECORETRADING.COM

25 thCelebrating Our

Anniversary1989-2014

LAUGHTER IS THE BEST MEDICINE!TO BE AN AMERICANAn Indian migrated to America, and moved into an American neighbourhood. His American neighbour went next door to wish him welcome. He was shocked to see the man from India in his nice backyard chasing ten chickens around like mad. “Must be an Indian custom,” he thought to himself and decided to put off the welcome for a later date. The next day, he decided he was going to welcome the Indian man again. When he looked through his window, he saw the Indian man urinate into a cup and drink it. “Must be an Indian custom,” he thought to himself. Deciding again to put off the welcome till the next day.The third day, he was determined to welcome the Indian man. At his gate, he saw the Indian man with his ear pressed against a cow’s butt. Seeing this, he became disgusted and went up to

the Indian man. “I’m sorry sir, I did want to wish you a warm welcome, but I cannot stand your crazy Indian customs!” He yelled in the Indian man’s face. The Indian man looked confused and answered. “Sorry sir, I think you are mistaken. These are actually American customs. I was told, that in order to be a true American, you have to chase chicks, get piss drunk, and listen to bullshit.”

OUR DOCK IS OPEN MONDAY THROUGH FRIDAY Recore Trading’s dock is open Monday through Friday from 7:30 AM to 4:00 PM for drop off with professional buyers available for immediate cash payment.

FREE CLASSIFIEDS!HHHH H H H H

WANTED TO BUYUsed Roll Off

Containers20, 30, & 40 yard

units wanted

603-437-3000Only 2 owners, myself and a close friend. Has rare reverse option, low miles, studded tracks, dual runners on front skis and has always been kept undercover in garage--spring, summer, fall and winter. Have matching helmet and snowmobile suit, can be purchased as a package or sold separately.

2004 Arctic Cat F7 Firecat $3495 Call Dave @ 603-345-4748

Full Time Part Sales PositionFast growing and fast moving company seeks highly motivated sales person with experience in new & used parts sales. If you have worked for an Auto Salvage yard in Sales you have a foot in the door. Knowledge of Hollander system is a HUGE PLUS! This is a Monday – Friday 8am to 5pm and every other Saturday 8am to 12 NOON. Responsibilities include: call backs daily to follow up on your quotes, package all USPS and UPS parts you sell, schedule freight pickup’s for your parts and service and handle walk in clientele. All sales positions are paid base pay plus commission plus bonuses. Has potential of grossing $800+ weekly for the right highly energetic, knowledgeable, learns fast and dedicated sales person.Benefits include: paid dental plan after 90 days, health Insurance available paid by employee, Aflac Insurance paid by employee, Simple IRA plan, company contribution up to 3% of your yearly salary, you must participate to be eligible, vacation, paid holidays and more. Please contact Samantha Walton by EMAIL ONLY DO NOT CALL, if you do call you will be disqualified for lack of following directions! Please email your resume to swalton@alliedautowrecking.com or drop off at Allied Auto Wrecking, 32 Dustin Tavern Rd, Weare, NH 03281

Have something for sale like a used piece of equipment that another yard might be interested in buying. Advertise it for FREE with a Recore Trading classified. Email us your copy today to sales@recoretrading.com or fax to us at 603-437-1313.