Maxim Messenger: December 2020

President's Message

Welcome to our December 2020 edition of the Maxim Messenger.  The timing of this edition comes with lots of uncertainty as the number of COVID cases is trending higher and the timelines associated with vaccines/vaccinations are a work in progress. 

As we follow the guidelines from the government and health care authorities, it is imperative that we stay as healthy as we can - in mind, body and spirit. If you need help in these or other areas, I would encourage you to take advantage of our Employee Assistance Program (EAP), which you can find on the home page of our Maxim Intranet.  The EAP has lots of great resources that are available to help you through the challenges and difficulties of day-to-day life. 

It is important to remember that COVID 19 has impacted some people in very significant ways ((loss of loved ones or restricted from helping loved ones, severe symptoms, loss of job/business, etc.) and has been more of an inconvenience to others (not being able to do what we want to, regulations & restrictions, wearing a mask, etc.). Regardless, whether you've been impacted or inconvenienced, we can all choose to stay positive and encourage one another through this burdensome time. 

For our business, the impact of COVID continued into our first quarter (May-July) results and they were abysmal compared to our normal first-quarter performance.  The review of our second quarter (Aug-Oct) results highlighted aggressive expense management which allowed our financial results to bounce back and stabilize our first-half financial results. 

With the above in mind, our sales volume at the midyear point is behind our forecast and down 8.6% year-over-year.  Our financial results are better than this time last year but are still well behind our expectations for company performance and history. Regardless, I would like to thank everyone for your effort, dedication and commitment for the first half of the year. Thank-you!

We always like to recognize performance. Here are our top 3 performing branches and our top 3 branches for year-over-year improvement:

For the second half of the year, we would like to see stronger results through increased sales and continued expense management.  In working together, our Team Maxim continued focus will be on growing our business (cross selling) with our valued customers and winning conquest accounts and new business.  In addition, we need to keep doing more of the same with expense control and looking for efficiencies that will in turn lower our cost of doing business.

As an Essential Services company we are grateful that we have the opportunity to stay operational as we continue to balance the fluctuating circumstances and the effect of “all things COVID related” on our business.  

Wishing all of you and your families a safe & healthy Christmas season and a Happy New Year!

Merry Christmas,

 

 

 

 

 

 

Troy Hamilton, President

 

Sales, Lease and Rentals

The Sales, Lease and Rental Division’s (SLR) first-half financial results are 29% ahead of forecast and 18% improved year over year. It is always exciting to see better performance and even more so with the Covid challenges that create volatility in both the economy and consumer confidence. The SLR Management team and Front Line Sales teams have done a great job to stay focused, keep driving forward and continue to take no prisoners as our first half results have shown.

Our top three branches for overall performance and out top three branches for year-over-year improvement are:

NEW International HX is scheduled to arrive at our dealerships in the Spring/Summer of 2021.  The new HX steel cab structure, interior, electrical and HVAC improvements along with a  more spacious cab/leg room make this new truck a game changer for the severe-duty segment and a real winner for Maxim.

Trailer sales first half results are down 34% to forecast and down 31% to prior year’s results.  Results are below expectations on both the new and used segments.  Sales initiatives on in stock aged inventory and Shortline segments will help to improve results for the second half of the year.

Full Service Lease margin results are above forecast and year over year results have increased 5%.  Three key customer segments that have been a major focus and have yielded great returns this year so far have been the Food and Beverage industry, Steel and industrial metals and Distribution.  Our Leasing team has done a good job in targeting customers that fit Maxim’s Full service Lease model that have led to the positive results for the first half of the year.

Rental results have improved year over as we have taken some aggressive steps to right size the fleet to reflect market conditions. Margins have seen an improvement of 44% above forecast a 19% improvement year over year.

Maxim Excellence Club

We currently have 11 sales reps on pace to achieve Maxim Excellence Club status.  I encourage you all to keep up the great work for the second half and I hope to announce even more reps achieving this status by year end.

I want to finish by thanking everyone for their hard work and efforts for the first half of the year.  These uncertain times can create additional stress and difficult situations, but it feels great to know we are all still working as an essential group to provide our customers and industry the best that Maxim has to offer. 

Happy holidays to you and your family. 

Stay safe.

 

 

 

 

 

 

Ryan Sapach, Vice President of Sales/Lease/Rentals

Parts

For sales and financial results, Parts finished ahead of last year’s net profit results by 16%. This is a vast improvement from last year’s decline of 21% year-over-year during the same period. Our sales are down by 2.5% year-to-date and down by 6.5% over the past two years. The loss of sales is due to the increased competition, a slowing economy and most recently the complications of Covid 19.

I appreciate everyone’s effort in adapting to how we do business and being there on the front lines every day throughout these tough and uncertain times. We are an essential service and have continued to be there for our customers, and for that I would like to thank each and every one of you. We have continued to give great value, great customer service and simply be the best for our customers despite being down four outside sales reps and five inside staff positions (including those on short and long-term disability). Due to the economy, have decided to delay the replacement of some of those positions. We are recruiting in all locations where we deem it essential to replace positions immediately.

Top 3 Performing Branches Overall	Top 3 Branches for year-over-year improvement
1. Winnipeg Main Branch	1. Winnipeg Main Branch
2. Brandon	2. Edmonton
3. Regina	3. Thunder Bay

 

I am pleased to announce that Steve Rossnagel took on the new role of Parts Manager at Branch 7 (Recycling) in Winnipeg on  September 8, 2020. Steve has been with Maxim since 1995. He has held many positions throughout the past 25 years but most recently was our Dismantling Supervisor and now has accepted the challenge of managing our Branch 7 Parts Division. Steve is a welcome addition and will bring some much-needed leadership to help take us to the next level at his branch.

Steve Rossnagel

 

The Covid 19 pandemic has created some challenges this year which slowed our customer visits by our Outside Sales team, but fortunately, we are continuing to use technology to deliver a high level of Customer service. We have continued our GPS and Route optimization for visits even during the Covid 19 pandemic. We are seeing a higher percentage of customers than we were at the same time last year. Our outside sales team is continuing to optimize their time with our customers to grow relationships and in turn grow our market share. In addition, we continue to explore new ways to sell parts using the online sales channel as well.

Thanks again for all your efforts during these uncertain times. Wishing you a great holiday season.

 

 

 

 

 

 

Steve Young, Vice President of Parts

Service and Operations

The purpose of this report is to give you all a quick update on how Maxim Service and our Fleet fared in the first half of Fiscal 2020-21 (May 2020 through October 2020).

Service

• Service finished the first 6 months of this fiscal year with financial results slightly below the same period last year (down 5.8%)

Top 3 Performing Branches Overall	Top 3 Most Improved Overall
1. Thunder Bay	1. Prince Albert
2. Regina	2. Thunder Bay
3. Prince Albert	3. Brandon

 

Fleet

• Maxim’s Lease Fleet shrunk slightly (↓ 1.13%) over the first six months of this fiscal year, while our Rental fleet shrunk more significantly (↓ 18.87%):
• Maxim’s slightly smaller, and slightly newer lease fleet performed well over the first half of the year, and our maintenance costs continue to trend downward (better than forecast by 1.1%);
• Unfortunately, when we purposefully downsized our Rental fleet to match demand, we were not able to reduce our maintenance costs accordingly, which resulted in poor financial performance (worse than forecast by 1.51%);
• There were some staffing changes in the CFM Group, and as such, the CFM Advisor shifts were adapted to maintain the 7-day per week, 24 hour per day customer support. Gillian Giesbrecht and her team continue to be the liaison between the operators of our lease and rental equipment and the service shops which maintain the fleet.

People

Included below is an update related to changes in key positions since our last newsletter:

• Simon Vandersteen was named the Body Shop Manager at Branch 7 (Winnipeg);
• Brad Kowalchuk transferred from Branch O Service (Prince Albert) to Branch S Service (Saskatoon) as Shop Foreman and his knowledge and experience is a great addition to an already strong Saskatoon Service Team; and,
• Both John Martens and Stephen Denyes were added as Service Coordinators/Advisors at Branch 1 Service (Winnipeg).

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Congratulations to all of you and we appreciate you taking on these new challenges within Maxim!

Closing

The first six months of this fiscal year (May through October) have been incredibly difficult, however, due to the dedication and professionalism of Maxim’s staff, we were successful in providing our customers (both Service and Fleet) the high level of support they have come to expect.  While it is difficult to know what the rest of the year holds for us, I am proud to call myself a member of the Maxim Team. 

I hope you all get a chance to enjoy some well-deserved rest over the holiday season and I look forward to working with you all to make 2021 a great year!

 

 

 

 

 

 

 

Kyle Cuthbert, Senior Vice President of Service & Operations

Lightning Round

With almost 600 employees spread across 18 branches from Vancouver to Montreal, it's hard to know everyone at Maxim. Each issue we feature two employees answering our fun Lightning Round questions so you can get to know Maxim employees from other branches. Be ready for when your turn comes for the Lightning Round.

Human Resources

Recruitment

Maxim is looking to hire Technicians at several of our branches, especially in Brandon and Montreal.  Refer a Technician candidate to Maxim – if they are hired and stay with Maxim at least six months, they will receive a FREE iPad and $1,000.  Within the last year, 12 employees have received this incentive! 

Long Term Service Awards

66 employees recognized.  (See below).

Long Term Service Awards

Retirement

Kathy Pearson, Parts Accounts Payable Admin, Branch 1, is retiring December 18, 2020 with 26 years of service.  Happy retirement!

Outstanding Service Award

Do you want to recognize an employee’s internal or external customer service excellence?  Forward your monthly nomination to maximhr@dlhgroup.ca or contact your Branch Administrator.  All nominees receive a $25 gift card and one will receive a $100 gift card through random draw. 

Employee Assistance Plan (EAP)

Feeling worried, anxious or depressed?  Contact Maxim’s Employee Assistance Plan (EAP) provider Lifeworks and speak to a Masters-trained professional for advice and guidance on a variety of topics such as work-life stress, financial concerns, and family issues.  This counselling service is free, confidential, and available 24/7 to support you and your family’s well-being. 

Call: 877-207-8833 English or 877-307-1080 French

Online: login.lifeworks.com User ID: dlhgroup  Password: eap

HR Team 

Breanne Caufield has been with DLH Group since Oct 4, 2019.  As HR Advisor, her client group includes Service (non-Tech), Parts, SLR and IT/Systems. 

Anelle McLaughlin joined DLH Group on Aug 31, 2020 as HR Advisor covering Mae Dobson’s second maternity/parental leave.  Anelle worked as a Recruiter for Staffmax for 4 years.  Her client group includes Service (Techs), Accounting, and Marketing.  Welcome Anelle!

 

 

 

 

 

 

Lisa Parent, BA, CPHR, Human Resources Manager

 

Covid-19 Committee

The second wave of the COVID-19 pandemic brought adapted provincial regulations and Maxim responded by putting additional protocols in place:

• wearing masks in all public access areas
• wearing masks when interacting with others within 2 metres/6 feet
• increasing cleaning and disinfecting
• reporting of any cold/flu-like symptoms to HR
• conducting contact tracing of positive cases by HR
• creating a Return to Work checklist
• updating the Situational Flow Chart
• updating the Exposure Protocol

If you are in a high risk city (red zone), we also strongly recommend you wear a mask when leaving your personal work space, even when it is not a public area. 

The committee continues to address concerns, share precautions and business guidelines, and ensure the continued operation of the business through emails, Intranet, and bulletin postings.

Reminders:

• Stay home if you are sick!
• Contact your local Health line
• Use your local online COVID-19 self-assessment tool

Maxim has had six positive cases of COVID-19 over 3 provinces during this second wave.  Thankfully, all these employees have recovered.  We ask everyone to please continue to be diligent with following Maxim protocols and recommendations for the health and well-being of all employees. 

Questions or concerns?  Contact us:  covid19committee@dlhgroup.ca 

Alex Ethier                           Lisa Parent                          Michael Rosenbaum

Maxim Christmas Parties

We are all aware of the COVID restrictions on group gatherings so it comes as no surprise that we will not be able to get together for our Annual Christmas parties this year. This is unfortunate because it is always great to be able to connect and fellowship together during the Holiday season. I mean when you have great people, great food and have a great time… what’s not to like?

Maxim wants to do something for our people in lieu of having a Christmas party and support others in need at the same time. One of the industries the hardest hit with restrictions is the restaurant and hospitality industry. There have been many rules and restrictions put in place for them which have changed with the fluctuation of the number of COVID cases. Regardless, they have been hit hard and we want to do our best to help support them.

In December, each employee will receive a $50 gift card to treat themselves from a local restaurant. In addition, during the month of January (a time when many restaurants experience a lull after the rush of the Holiday Season), lunch will be catered in for each branch, from a local restaurant. More details to follow.

On behalf of the Maxim Executive Committee, thank you for your ongoing efforts as we continue to work our way through these unique times.

Maxim Truck & Trailer Donates $100,000 to Harvest Manitoba

Harvest Manitoba is pleased to announce a $100,000 donation by Maxim Truck & Trailer that was used to add a much needed refrigerated delivery truck to the food bank’s fleet. The truck will be used to pick up and drop off perishable food to Harvest Manitoba’s Food Network of 350 food banks and agencies in Manitoba. 

“We are grateful to Maxim Truck & Trailer for stepping up with this donation at this critical time,” says Keren Taylor Hughes, Harvest CEO. “COVID-19 has sent more Manitobans to food banks than to hospitals. This refrigerated truck will help us deliver food to those in need not only in Winnipeg but across Manitoba.”

The new Harvest Manitoba delivery truck was also branded by Maxim with Harvest Manitoba’s new name and logo that was recently announced. 

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