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Material Handling Wholesaler Cover
October 2016
Learn how to increase brand recognition and add value to your company. Also Salute to Women issue.

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Tuesday September 20, 2016
She really knows her stuff
Mary Glindinning
Tuesday September 20, 2016
Before people say that, women in material handling often have to prove their knowledge and expertise to skeptics who don’t expect a woman in the field. Material handling is still male dominated, but more women are entering all facets of the industry. ...
Handle your brand with care: 10 ways to get out of a rut
John Favalo
Tuesday September 20, 2016
Your brand is in a rut. A stuck-on-the-bottom and not-moving-up-anytime-soon rut. Maybe your customers no longer want you as a friend; or maybe they’ve simply fallen for something shinier and newer. How do brands end up in this position anyway? ...
How educating your buyers to make more informed purchasing decisions results in more business
Matt Lee, Adhere Creative
Tuesday September 20, 2016
In today’s digital landscape, prospects looking to make a purchase are inundated with choices. With the availability of options within the click of a button, buyers want to be in the know to make the best possible purchase. The same is true for ...
Rite-Hite celebrates 50 years
Eileen Schmidt
Tuesday September 20, 2016
It all began as a start-up and after a half century of operation, Rite-Hite has grown and transformed into a company with a global presence in loading dock equipment and other industrial products. "Where we were once known as the 'loading dock and door ...
Using “pick up” lines in sales
Art Sobczak
Tuesday September 20, 2016
I know. That headline piqued my curiosity too. Actually the one I saw atop a newspaper article was “5 Spiritual Pick Up Lines to Perk Up Your Relationships.” The article was by syndicated columnist, speaker and board-certified hospital ...
A world of constant change
Garry Bartecki
Tuesday September 20, 2016
Does it not seem that way to you? To me it does because every month when I read through Forbes I wind up saying "I'll be damned...." or  "Look at what these kids have put together"...at least 10 times per issue.  If you do not read Forbes ...
Holes in the boat
Dave Baiocchi
Tuesday September 20, 2016
Do you ever feel like your dealership is predisposed to give things away?   I have felt this way from time to time and despite great effort to avoid it, it seems that the offer of “free” is almost an inevitability.   ...
Personality assessments and behavioral interviewing: a winning combination
Caliper Corporation
Tuesday September 20, 2016
A personality assessment is a small investment in the bigger scheme of things. You’re attempting to hire someone who will perform critical work for your organization, and once that person is on board, you will spend many thousands of dollars on ...
Monday September 19, 2016
Great company branding tips
Mary Glindinning
Monday September 19, 2016
A brand makes customers feel like they know what they are getting. It is familiar, it is comforting and in the best instances, it is trusted. Brands have been around for decades, but they are even more predominant now, with advertising coming at ...
Friday August 19, 2016
Save money by demystifying B2B transactions
Preferred Payments
Friday August 19, 2016
As a merchant service provider we can only assume businesses are uninterested in learning about card processing savings for two reasons: a lack of knowledge about how credit card processing works, or, those never ending cold calls. Before you hang up, ...
AMETEK Prestolite Power is more than a manufacturer
Eileen Schmidt
Friday August 19, 2016
It is a solutions provider. “About every month there's a situation from the field where we evaluate a need a customer has and we work with them to develop a solution,” said Jim Lichtenberg, business manager of the Ohio-based industrial ...
The evolution continues
Garry Bartecki
Friday August 19, 2016
We are all in the rental business. And what we rent is being rented from OEM’s direct, independent rental companies, OEM dealers and the national equipment rental companies. I myself spend a big chuck of my time in the equipment rental business. ...
Employers -  look to behavioral competencies when hiring
Caliper Corporation
Friday August 19, 2016
Though there’s little indication that long-term, repetitive experience in a given role equates to strong performance in a similar role at a different organization, many companies continue to disregard intrinsic motivation and diversity of experience ...
Relationship and sales advice in closing, following up
Art Sobczak
Friday August 19, 2016
While pouring myself a cup of coffee in the break room of a company where I was doing some onsite training, I couldn’t help but overhear two women in a spirited conversation. “Yeah, he just couldn’t make a commitment.” ...
Customer loyalty
Dave Baiocchi
Friday August 19, 2016
Last month I talked about how the needs and expectations of the customer should define the boundaries of good customer service. We discussed how anticipating a customer’s needs can take your dealership’s service offering to a new level.  ...
Thursday July 21, 2016
Hoists and cranes - the captains of industry
Thursday July 21, 2016
The importance of an ever-expanding industrial world should not be underestimated. After all, long-term, sustained industrialization is a key driver for economic development, a fact recognized by the world’s most important leaders. It was no accident, ...
Monday July 18, 2016
FB Chain celebrates 30 years of operation
Eileen Schmidt
Monday July 18, 2016
The Swedish have a certain bit of wisdom about business: “You should be able to stand on your roof and see all of your customers. The closer you are, the quicker you can react to them.” This kind of thinking - that location and proximity ...
Script it, but not like Marco Rubio
Art Sobczak
Monday July 18, 2016
I enjoy election season. Both for the entertainment value, and the sales lessons. An interesting topic has bubbled to the top of media coverage during the New Hampshire primaries. In the Republican debate, Marco Rubio, normally known for his eloquent ...
The pace quickens
Garry Bartecki
Monday July 18, 2016
First of all I have to pay tribute to John Walker, one of the most knowledgeable product support experts on the planet, for his contributions to MHW and its readers and his always helpful attitude when I asked a dumb question.  I read (and studied) ...
Why us?
Dave Baiocchi
Monday July 18, 2016
In all of our dealerships there is a daily grind that for all intent and purposes is necessary and appropriate to get the work of the company accomplished.  I see these daily routines play out in our own dealership.  The morning coffee and ...
No room for dinosaurs in today’s world of work
Caliper Corporation
Monday July 18, 2016
Setting: A retail establishment, 8:30 a.m. on a weekday. A manager stands before his 15-person team at a morning meeting, displaying a printed document to the group. “This is an email from corporate,” he says, “about a new flexible-scheduling ...
Thursday July 14, 2016
Make the most of your minutes: 15 quick tips to help 
Thursday July 14, 2016
Ask any working professional what they could use more of, and you'll probably keep getting the same answer. Time. In the frantic pace of the digital age, time is something everyone seems to be short on now. (It's almost laughable that we once thought ...
Tuesday June 21, 2016
Humble beginnings lead to 40 years of success for MII Equipment
Eileen Schmidt
Tuesday June 21, 2016
It was a beginning in humble accommodations infused with entrepreneurial spirit. Four decades ago, Jim Hunter launched MII Equipment Inc. in borrowed space, actually, a restroom converted to an office. “He loves to tell that story,” said ...
How sales reps (mis)handled my inquiry
Art Sobczak
Tuesday June 21, 2016
Add this one to the “I just have to shake my head in amazement” sales file, under the “Following up on leads” category.  Bear with me as a rant a bit about an experience this past month. There are plenty of sales lessons ...
Building a gold medal-winning team
Caliper Corporation
Tuesday June 21, 2016
With the 2016 Rio Olympics fast approaching, top athletes from around the globe are vying for the final few spots available to represent their respective countries at the games. To make it this far, each contestant has had to take a single-minded approach ...
Four issues that impact your business
Garry Bartecki
Tuesday June 21, 2016
Times continue to change....which is an on-going process.  I happen to study both international as well as US economics and find myself amazed every week because of some change that is disrupting a market or industry.  Look how our "new" oil ...
Continuing the tradition
Dave Baiocchi
Tuesday June 21, 2016
NOTE FROM THE EDITOR: Today we say good-bye to a long-time friend and welcome a new Wholesaler columnist. As much as we have enjoyed reading John Walker’s columns over the years, and will certainly miss chatting with him each month, we have to ...
“Thanks for the memories!” ...Bob Hope
John Walker
Tuesday June 21, 2016
This last article is to announce that after many years I have decided to take down my shingle. But before I do that, I hope this article will be a thank-you to all of you who have made the past 38 years such an enjoyable and successful experience. I ...
Tuesday June 14, 2016
National Forklift Safety Day highlights effective safety through operator training
Tuesday June 14, 2016
After completing forklift operator training, the Occupational Safety and Health Administration reports a 61 percent improvement in operator performance scores. That was today’s key message at the third annual National Forklift Safety Day, ...
Tuesday June 7, 2016
“Intralogistics is a cornerstone of the global economy”
Tuesday June 7, 2016
Dr. Beumer, what can you tell us about trends that are currently important in intralogistics? Dr. Beumer: Intralogistics is a cornerstone of the global economy. For companies it is no longer a necessary evil; it is crucial for gaining a competitive ...
Friday May 20, 2016
Getting them to buy at YOUR higher price 
Art Sobczak
Friday May 20, 2016
I was looking at a couple of pieces of office furniture from different dealers. One was more expensive than the other, but I liked it better. The sales rep with the more expensive furniture was good. He asked lots of questions, knew my buying ...
Protect your most important assets
Garry Bartecki
Friday May 20, 2016
Every business owner needs to protect their most important assets: their employees, their physical assets, their cash accounts. By employees I am including ALL employees......outside sales, techs, clerical, parts department and all other internal ...
Wildeck celebrates 40 years
Friday May 20, 2016
Material handling equipment and safety products manufacturer, Wildeck, Inc., a subsidiary of Holden Industries, a 100% employee-owned company, will mark a major milestone and celebrate its 40th anniversary throughout 2016. The company was established ...
Do outdated hiring and development practices bug you?
Caliper Corporation
Friday May 20, 2016
Would you “Believe” Cher belted out the top song of 1999? So says Billboard, authority on all things pop music. Not far behind her was Smash Mouth, who made the musical “All Star” team (just that one time). But as we got distracted ...
Have you ever regretted a purchase?
John Walker
Friday May 20, 2016
The term Buyer’s Remorse surfaced many years ago, by whom we do not know. What it refers to, we believe, is the remorse or “mental anguish arising from a past experience”. When tied to the word buyer it becomes the anguish concerning ...
Companies make safety a priority
Mary Glindinning
Friday May 20, 2016
Accidents can be prevented, but forklift accidents still kill 85 Americans each year and seriously injure 35,000 more. Safety has been increasing, and the number of accidents have been decreasing. But there’s more to be done. Making sure only ...
Wednesday May 11, 2016
New white paper calls an end to transaction based partnerships
Wednesday May 11, 2016
DHL Supply Chain , part of the supply chain division of Deutsche Post DHL Group, launched its latest white paper highlighting the emergence of a new collaborative business model. The white paper revealed that most organizations still conduct business ...
Wednesday April 20, 2016
MHEDA’s 61st Annual Convention & Exhibitors’ Showcase
“Passion with Purpose”
Wednesday April 20, 2016
April 30 – May 4, 2016 Gaylord National Resort National Harbor, Maryland Doing business in 2016 is not just about transactions with customers. It’s about interactions with the world around you. MHEDA’s convention theme, “Passion ...
Beware of the bad sales advice you see online
Art Sobczak
Wednesday April 20, 2016
I was doing some research for a client training program and got a bit side-tracked when Googling.  (Who doesn’t?) I did a couple of searches for “prospecting tips” and “telephone sales tips.” I shouldn’t ...
Why should we think about succession planning?
Caliper Corporation
Wednesday April 20, 2016
With so many pressing business issues in the mix each day, developing tomorrow’s leaders might take a backseat in your mind. While it’s tempting to simply focus on the present, it’s critical to plan for success in the future as ...
One good one
Garry Bartecki
Wednesday April 20, 2016
One good employee is worth three average employees.  And I am absolutely sure you immediately know who that is in your organization. I would also guess you can name the three marginal members of your staff as well. How nice it would be to have ...
Would you like to increase your market share?
John Walker
Wednesday April 20, 2016
If you are an equipment dealer, you are probably thinking that this has to be the most stupid question you have ever been asked. Hey, it’s an election year; the media is allowed to ask dumb questions. As an equipment dealer you are accustomed ...
The uberization of last mile freight
Steve Banker, Vice President of Supply Chain Management at ARC Advisory Group.
Wednesday April 20, 2016
Uber  has disrupted the taxi industry. Can anyone copy the Uber model and disrupt the freight market?  That question is generating a great deal of discussion among logistics executives with the “last mile” freight market generating ...
Thombert moves into 7th decade of operation
Eileen Schmidt
Wednesday April 20, 2016
Global labor markets may be alluring to some American businesses, but one Midwestern manufacturer has found that nothing compares with its local work force. “Our people in Newton and Brooklyn Iowa can (produce) as cost-effectively as anywhere ...
National Forklift Safety Day – June 14, 2016
Wednesday April 20, 2016
National Forklift Safety Day, sponsored by the Industrial Truck Association, serves as a focal point for manufacturers to highlight the safe use of forklifts and the importance of operator training. This special day provides an opportunity for the industry ...
Friday March 18, 2016
Nutting celebrates 125 years
Eileen Schmidt
Friday March 18, 2016
Elijah Nutting would likely be amazed by the modern world his business now operates in. The businessman founded his company in 1891 after designing a tilt-style platform truck to fulfill the material handling needs of a fellow Minnesota businessman. ...
Use Seinfeld techniques to sell more
Art Sobczak
Friday March 18, 2016
“Hello Newman.”    “No soup for you!”    Double dipping.    “There was shrinkage!”   Man hands. If you instantly identified those lines as coming from “Seinfeld,” ...
Four reasons to invest in a pre-employment report
Friday March 18, 2016
If you’ve ever considered using “personality tests” to guide a hiring decision, or if you’re researching them now for the first time, you should know a few things: One, there are a ton of them on the market. Two, don’t ...
Take your pick
Garry Bartecki
Friday March 18, 2016
Is all of this economic talk confusing? Are you wondering where you stand in terms of this economy? Do you think about how any turn in the economy will impact your business and personal life? How about monetary policy? Fiscal policy? Tax policy? ...
Where do dealers cut back this time?
John Walker
Friday March 18, 2016
For those equipment dealers who do a lot of reading or attend seminars covering their industries, it becomes apparent that many of the industry indicators predict a slowing of economic growth throughout North America and Canada.  Is this rocket ...


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