History of the MDNA Blog Part 3

In 1991, the MDNA celebrated its 50th anniversary as the Cold War had come to an end and the digital age had arrived. How should — and would — the used machinery business adapt to the new pace and scale of American business in the next half-century? By maintaining its focus, relying on its integrity, and acting on the vision and cooperation of its members.

Mark Robinson is Executive Vice President of the MDNA and manages its day-to-day operations. He joined the organization in 2001 after having worked in the trade association and hospitality industries for 15 years. His tenure with MDNA leadership has provided him with a unique perspective on where the organization has been and what it will rely upon to maintain its effectiveness.

“The MDNA’s mission has remained consistent for more than 80 years: to deliver opportunity, education, and integrity to the worldwide used machinery and equipment market,” Robinson declared in a recent interview. “However, the ways in which we fulfill that mission have evolved significantly. As the internet has transformed how business is conducted, the MDNA has adopted new best practices to ensure effective communication with both our members and industry customers.”

The MDNA maintains an active Government Affairs Committee, whose primary responsibility is to keep members informed about legislation and regulatory developments that involve the industrial equipment industry. Tariffs, for example, are a particularly timely concern that occasionally takes Robinson to Capitol Hill. He recently represented the MDNA at a White House meeting to discuss issues and regulations that affect the organization’s membership.

“I spent several years at the chapter level and then at the national level with different parts of the MDNA. As a result, you have a little bit of influence over the way the industry may or may not be regulated,” observed Joe Gibbs, Managing Director of Gibbs Machinery, in Warren, Mich. “By participating in the MDNA as a volunteer, you also get to interact with a very professionally run organization. From a networking standpoint, meeting people involved in the MDNA — machinery and equipment dealers, auctioneers, associate members, key vendors — you’re going to broaden the relationships you have and opportunities you have to buy and sell equipment around the world. It’s just a wonderful conduit to make that happen.”
From its inception, the MDNA has been governed by an elected Board of Directors that meets four times a year. Every member business belongs to a local chapter, and each chapter appoints a representative who holds a voting seat on the board. The MDNA’s governance and strategic decisions are determined through a parliamentary process, with the chapter board representatives are encouraged to engage in two-way communication between chapters and the board to ensure that member input is clearly represented.

“We have fully embraced online education and information-sharing tools,” Robinson noted. “Our ‘Lunch and Learn’ webinars are particularly popular and consistently draw strong attendance.” These sessions cover topics ranging from machinery-specific technical issues to broader business subjects such as cybersecurity and website development. “We also bring in subject-matter experts, including tariff attorneys and university professors, to provide additional professional insights,” he added.

“There are some large MDNA companies, but most of them are relatively small groups of people,” Gibbs elaborated. “I think if you’re open to broadening your network and doing things in joint ventureship or partnering with people, you can expand your knowledge base on specific pieces of equipment that other people might specialize in. Geographically, you might end up knowing people you can partner with that have warehouses all over the country, so you can cut down on your logistics costs.”
The MDNA has also built a strong international membership base across Europe and Asia, serving enterprises that continue to recognize the value of networking and collaborating with U.S.-based colleagues.

“Our National Convention and other annual events routinely attract international participants who attend to reconnect with long-standing peers, make new contacts, and conduct business with fellow members,” Robinson said.

Jack Boecher, President of Raco Machinery in suburban Chicago and the MDNA’s youngest-ever association president at the time, in 1995-97, remains active in leadership as part of the Austin D. Lucas Scholarship Committee. He is certain the MDNA is built to last.

“The thing that stands out about our association — compared to other trade associations — is that you can’t just put your money down and be a member,” he said recently. “We have an ethics clause in our membership agreement and an Ethics Committee that demands honesty and fair play in business dealings. Customers see that logo on your letterhead and it gives them confidence in who they’re dealing with.”

“Essentially, you’re networking with a group of people that have all been pre-vetted,” added Joe Gibbs. “They’re all people you can trust. They’re all people who care about the way they do business and by participating with the MDNA and spending the time in the annual meetings and the board meetings the seminars that are put on, you have an opportunity keep taking the pulse of the industry.”
Jose “Pepe” Sardinas, vice president of AM Metalmaq, in Hialeah, Fla., believes MDNA member relationships are among the organization’s most valuable qualities.

“It was a bunch of people in the room in the same industry, the same business, getting along,” Sardinas recalled of his introduction to the MDNA at a Florida gathering nearly 30 years ago. “It was a very friendly atmosphere, and everybody was trying to network and see how to go about making a buck. I said to myself, ‘This is very interesting. You get to know these people and you get to see them two or three times a year. It could be great for everybody.’ So, we joined, and the rest is history.”

The MDNA’s goal has always been to provide opportunities, education, and integrity to the global used machinery and equipment market. Its multifaceted program of support now includes a state-of-the art website and social media presence that conveys the high standards its members uphold.

“We provide ongoing educational programs both online and at national events, along with additional training through our subsidiary, the Association of Machinery and Equipment Appraisers (AMEA),” Robinson explained. “Through Locator Services Inc. and its strategic partner, Machine Hub, we offer members access to a robust inventory management system, discounts on online equipment listings, and broad marketing opportunities such as e-blasts. Our Premier Vendor Program connects members with vetted and trusted service providers — including rigging, trucking, equipment repair, and financing companies — recommended by fellow members and integral to their daily operations.”

“I’m anticipating there being big changes in marketing and in sourcing equipment due to AI,” said Nick Gibbs, Joe’s son and Director of Business Development at Gibbs Machinery. “We all have lots of ideas of what we might try to employ in our businesses with AI. Sitting down with people at different MDNA meetings gives you an opportunity to keep up with the industry as it’s changing. I’m a third-generation machinery guy and I only see us becoming more involved in the MDNA in the years to come. ”David DiBenedetto Jr., is an appraiser with TDI Group LLC who has been involved with both the MDNA and AMEA. He sees continued relevance and growth in the organizations’ futures.

“It’s very valuable to all members but especially to younger members who may lack experience or exposure to certain industries. They should be able to network and partner and continue to grow with the help of others who are members,” he says of the trade group dynamic. “It is important for me specifically because if I ever have any questions something I know I can reach out to members of the MDNA (who) have a lot more experience and knowledge. I think it’s critical to have those people to rely on to help you.”

Tools have been an integral part of the MDNA yesterday and today, and David thinks new tools, in the hands of some of its newer members, will shape its tomorrows.

“The younger generation is using a lot more internet resources,” he says. “Things like AI and various sales tools online are what we’ve grown up with, and we can catch onto things fairly quickly. The future’s going to be heavily internet-based.”

Looking ahead, Boecher also believes the MDNA will maintain its important role. “Nothing stays the same,” he explained. “I was in this business at some of the best times for the used machinery industry, but that’s not to say it won’t be vibrant doing forward. There’ll always be room for a middleman in our business … and I think the MDNA will be an important catalyst for success because today there’s really no other trade association representing U.S. dealers.

“There are going to be fewer workers in factories and more automation and that will change things,” he predicted. “But the product still has to get produced — and machines will do the producing. As long as people are making products, our dealers will be there to supply those machines to them.”

“The MDNA is a member-driven association. Our Board of Directors — composed of dedicated volunteers — sets our course,” Robinson concluded. “I am privileged to work alongside passionate individuals who care deeply about the association and consistently act in the best interest of the MDNA family.”
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“This little appreciated, little recognized, but vital activity will continue in some form or another to be a major supportive factor for America’s future progress and greatness.”
— From the afterword to “MDNA (1941-1991) 50 Years of Working Together”