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Material Handling Wholesaler Cover
December 2017
Enjoy the December cover story as Dave Baiocchi helps you transition from supplier to strategic partner

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Monday November 20, 2017
The customer, a large corporation, had a challenge.
Eileen Schmidt
Monday November 20, 2017
Like many other businesses dealing with an explosion of e-commerce shipping orders, the volume of packages going through the warehouse was becoming problematic. The packages went through the sortation system, down long roller conveyors in a downhill ...
If your customers are “satisfied,” why are they leaving?
Jeffrey Gitomer
Monday November 20, 2017
Customer satisfaction is dead. Oh, there are a bunch of huge companies that haven’t figured it out yet. And there are a bunch of hotels and airlines that haven’t figured it out yet. And some (OK most) will never figure it out. There ...
Bursting the underemployment bubble
Caliper Corporation
Monday November 20, 2017
It’s safe to imagine that if he were with us today, Caliper’s founder, Herb Greenberg, would have a strong opinion on the staggering number of people stuck in underemployment purgatory. Underemployment, the official term for when earnest ...
Name your top three challenges for 2018
Garry Bartecki
Monday November 20, 2017
Before we get into a discussion about 2018 ….I have to say that the November issue of Material Handling Wholesaler was one to the TOP THREE since I have been involved with this publication. The cover story about warehouse technology driving costs ...
Evolving from supplier to strategic partner
Dave Baiocchi
Monday November 20, 2017
This month, MHW is highlighting strategic partnerships in the world of material handling. This is a subject worthy of consideration in our marketplace. It’s no secret that customer expectations and demands are growing. As dealers, we can no longer ...
Monday November 13, 2017
Shining a light on rack selection
Monday November 13, 2017
Member-owned public utility cooperative consolidates operations into warehouse with forklift resistant rack Even before Clay Electric Cooperative sought to build a new warehouse to consolidate maintenance materials from various storage facilities ...
Friday October 20, 2017
Family leadership and key partnerships guide Bublitz Material Handling to 90-year mark.
Eileen Schmidt
Friday October 20, 2017
It was nearly a century ago that Jeff Bublitz's grandfather started his North Kansas City, Mo.-based construction machinery business, an operation that has since established a track record of diversifying and evolving.  Bublitz Machinery ...
The new manager check list
Caliper Corporation
Friday October 20, 2017
In an ideal business world, all companies would have programs to identify high-potential employees and develop future leaders, and upper management would establish structured training programs to help first-time manager’s transition from individual-contributor ...
People don’t fail. Oh, wait. Yes they do.
Jeffrey Gitomer
Friday October 20, 2017
Ever hear the old saying, “Failure is an event, not a person.” That statement is half right. Failure is an event AND a person. The bigger statements are: Failure is avoidable. Failure is a lesson — a hard one. No one celebrates ...
Welcome aboard
Garry Bartecki
Friday October 20, 2017
No, not a typo. I am not welcoming you aboard my seagoing vessel. I am suggesting a method to improve your operations, better plan for the future and a way to prepare for your transition out of the business. And again, this is one of my “Don’t ...
SOP – The key to efficiency
Dave Baiocchi
Friday October 20, 2017
If your fiscal year runs concurrent with the calendar (Jan-Dec), then this is usually the time of year when the management team begins to put together the battle plan for the upcoming year.  This is can be a painstaking and arduous process and ...
Warehouse technology drives cost down
Susan Miller Hellert
Friday October 20, 2017
Warehouse efficiency has always been an integral part of business systems. As costs and competition increase and profit margins decrease, this efficiency has become essential for the continuation of a company’s existence. Methods of efficiency ...
Wednesday September 20, 2017
Delegate authority and don’t interfere
Dave Baiocchi
Wednesday September 20, 2017
“ Surround yourself with the best people you can find, delegate authority and don't interfere as long as the policy you've decided upon is being carried out. ” - Ronald Reagan  Delegation is many times fraught with difficulty. ...
BEUMER “Made Different” makes a difference for 40 years
Eileen Schmidt
Wednesday September 20, 2017
For four decades, BEUMER Corporation has been a leader in the North American material handling industry. A subsidiary of the global BEUMER Group, the business is part of both a worldwide enterprise and a family-run operation that provides a wealth ...
Fixing your organizational talent gaps
Caliper Corporation
Wednesday September 20, 2017
Talk is cheap, they say. This is especially true in the business world. For example, have you ever purchased an item from a store that claims “We stand behind our products!” only to discover they have all kinds of arcane refund rules when ...
Where are you in the game of sales? Setting standards or making quota?
Jeffrey Gitomer
Wednesday September 20, 2017
On March 2, 1962, an unbreakable basketball record was set. I’m a Wilt Chamberlain fan. I have been since the late 1950s. Chamberlain grew up in Philadelphia. (I grew up in Philadelphia’s suburbs.) He went to Overbrook High School ...
Spend a little – make a lot
Garry Bartecki
Wednesday September 20, 2017
There is little doubt that to be successful in the future every dealer on the planet will have to upgrade their operations to include (1) digital systems that apply to all aspects of the business (2) robotics which are sure to become part of every business ...
Women leaders in the heart of commerce
Susan Miller Hellert
Wednesday September 20, 2017
Material Handling: An Important Function of Manufacturing and Logistics. Each and every item of physical commerce must be transported by means of material handling. A purchase on Amazon, the stocking of Walmart’s or Menard’s shelves ...
Tuesday August 22, 2017
Dealer finances – always a balancing act
Garry Bartecki
Tuesday August 22, 2017
  This month we will discuss Dealer Finances. A topic not nearly discussed enough among C-level dealer personnel. But before we move on to the topic of the month, I need to relate a couple of my personal experiences related to technology ...
The Jefferds Corporation celebrates 70 years
Eileen Schmidt
Tuesday August 22, 2017
When employees with the Jefferds Corporation are working with a client, they are never on site simply to push fork lift truck sales. “We like to think of ourselves as problem solvers,” said K. Richard Sinclair, company president and CEO. ...
The Eiffel Tower: An iconic monument and a critical lesson
Jeffrey Gitomer
Tuesday August 22, 2017
We went to visit the Eiffel tower again. Our fourth visit in five years. What do you know about the Eiffel Tower? When it was built, it was, to say the least, the most controversial structure of all time. Hundreds protested it, criticized it, campaigned ...
Fielding a successful roster through a competency-based approach
Caliper Corporation
Tuesday August 22, 2017
Previously, we discussed certain advantages to developing talent from within an organization, using Major League Baseball farm systems as a point of comparison. Sticking with the baseball metaphor, let’s look to arguably the game’s best ...
Leading instead of controlling
Dave Baiocchi
Tuesday August 22, 2017
A leader is best when people barely know he exists, not so good when people obey and acclaim him, worse when they despise him. But of a good leader who talks little when his work is done, his aim fulfilled, they will say: we did it ourselves.” ...
Thursday July 27, 2017
Business plans, five-year spreadsheets and other fairy tales
Jeffrey Gitomer
Thursday July 27, 2017
I have no business plan. I have no spreadsheet with five years of projected earnings. There are two reasons: Most business plans never come to fruition, and five-year sales projections are about as accurate as political polls. Oh, there is another ...
Unwrapping the secrets of hiring and development
Caliper Corporation
Thursday July 27, 2017
In The Mummy, the first entry in Universal’s new “Dark Universe” adventure-horror film franchise, Tom Cruise plays a sort of modern-day Indiana Jones who plunders an ancient tomb housing a mysterious sarcophagus. Now, Tom Cruise ...
Renting is about profit, not sales
Fred Hageman
Thursday July 27, 2017
Is your major supplier talking to you a lot more about rental? Of course they are and they know what they are talking about, that’s for certain. Almost every, if not every, manufacturer of construction/industrial equipment knows that more than ...
Changes coming to your rental business
Garry Bartecki
Thursday July 27, 2017
The staff of MHW informed me that the topic of the month is “Rental and Leasing.” A topic subject to MANY changes in the near future. Right now I am thinking about where to start, but start I must so here we go. These comments do not ...
React or Respond?
Dave Baiocchi
Thursday July 27, 2017
Everyone that operates a dealership understands that mistakes are costly. This is why we invest so much time and effort in setting standards, drafting SOP’s and creating a system of backstops that are designed to detect errors quickly. Early detection ...
Tuesday June 20, 2017
TVH: Making great strides with customer focus
Eileen Schmidt
Tuesday June 20, 2017
In 1969, TVH got its start in Belgium when Paul Thermote and Paul Vanhalst began maintaining and selling machinery for agriculture and construction, as well as for forklift trucks. In the near half century that followed, TVH has maintained its Belgian ...
How are you educating and training your employees… and yourself?
Jeffrey Gitomer
Tuesday June 20, 2017
I just read a pathetic sales pitch from an email where a “training company” was telling me why training fails, and offering what THEY thought was the best way to approach the process. Seems as though they solicited the opinions of ten ...
Let’s get honest about resumes
Caliper Corporation
Tuesday June 20, 2017
It turns out a lot of people lie on their resumes. If you work in HR, recruiting, or some other aspect of talent acquisition, this probably isn’t a surprise. It works like this: you post your open position along with a list of qualifications, ...
Educated staff = more $$
Garry Bartecki
Tuesday June 20, 2017
If I had to bet on the title of this column I suspect I would win at least 90% of the time. What do you think? Why do I suggest that spending more time and dollars on training and education will generate more dollars to either the top line or bottom ...
Listen to the voice of the employee
Dave Baiocchi
Tuesday June 20, 2017
“The ability to listen, and the willingness to stick your neck out and ask the obvious question, are criminally under-rated business essentials. Sir Richard Branson Last month we discussed the importance of listening to our customers in ways ...
Friday May 19, 2017
How are you using the power of first impression?
Jeffrey Gitomer
Friday May 19, 2017
You have THE meeting. The CEO has agreed to give you 30 minutes. This is the opportunity you have been hoping – working – for. Now is the time to hone your presentation to perfection… or is it? Do you honestly think the CEO wants ...
The business of baseball: Building a pipeline of future talent and leaders
Caliper Corporation
Friday May 19, 2017
A  recent article  on MLB.com ranked the top 10 farm systems (i.e., young minor league talent) in professional baseball, placing the Atlanta Braves in the top spot. Good news for Atlanta, which finished last in the National League East division ...
Sometimes it's the simple stuff
Garry Bartecki
Friday May 19, 2017
You hear this many times over, maybe in different terms, but it is always there when it comes to hitting the performance numbers you are looking for. And that statement would be.....the devil is in the details. You hear it or see it many times over. ...
Listening to the voice of the customer
Dave Baiocchi
Friday May 19, 2017
“When people talk, listen completely. Most people never listen.” Ernest Hemingway (1899-1961) Listening is a developed skill. Rarely have I seen any truly successful person who did not have to work to cultivate the ability to ...
Industry tuned to safety issues
Susan Miller Hellert
Friday May 19, 2017
June 13, 2017 is National Forklift Safety Day. The Industrial Truck Association (ITA) whose members represent industrial manufacturers of lift trucks, rough terrain vehicles, hand pallet trucks and automated guided vehicles in the US and Canada sponsors ...
Wednesday May 10, 2017
Specialized Mail Order, doing what’s right
Eileen Schmidt
Wednesday May 10, 2017
In 1980, Specialized Mail Order, Inc. sold its first catalog – 84-pages printed in black and white on newsprint. "We started out as a manufacturer's rep. We called our dealers and they told us they could not get enough literature from the manufacturers ...
Wednesday April 26, 2017
Andrews & Hamilton’s 30-year history, truly an evolution
Eileen Schmidt
Wednesday April 26, 2017
Andrews & Hamilton began in a small warehouse, selling metal lockers and shelving from Republic Storage Systems. The North Carolina-based business was founded in May of 1987 when Bernie Andrews and his wife Cathy Andrews partnered with Bill Hamilton. ...
A super-simple way to respond to resistance
Art Sobczak
Wednesday April 26, 2017
The simplest techniques can be so effective. I heard a call where a prospect voiced an objection, but seemed a bit shaky in his conviction regarding what he said. The sales rep responded, “What was that again?”  The prospect ...
Strategic selling: Security in a business crisis
Caliper Corporation
Wednesday April 26, 2017
Losing your biggest account. It’s something no organization wants to think about, least of all small companies and start-ups … perhaps to the degree that they literally don’t think about it and are floored when it happens. To vendors ...
Those that fail to plan…..plan to fail!
Dave Baiocchi
Wednesday April 26, 2017
Back in March, I wrote a column on measurements, and we discussed how important they were especially when treading through difficult times. My April column talked about building the foundation of proper forecasting using a SWOT analysis. This month ...
Tuesday April 25, 2017
MHEDA’s 62nd Annual Convention & Exhibitor Showcase
Tuesday April 25, 2017
“The Engagement Experience” April 29 – May 3, 2017 The Grand America Hotel - Salt Lake City, Utah Are you 100% engaged with the customer, your peers and your organization’s mission? Living in the digital age means we are bombarded ...
Thursday March 30, 2017
Huddle up for ROI
Garry Bartecki
Thursday March 30, 2017
I don’t know about you but I believe that every issue of MHW supplies dealers with a substantial amount of “profit or ROI enhancing ideas” each and every month. I would hope that you take the time to read and pass around the monthly ...
Monday March 20, 2017
Solve for X - ProMat 2017
Monday March 20, 2017
Discover the latest solutions to move your business forward as the industry’s leading innovators showcase their manufacturing, distribution and supply chain equipment and systems at ProMat 2017 held April 3-6 at Chicago’s McCormick Place. ...
I annoy phone scammers
Art Sobczak
Monday March 20, 2017
This is hilarious, but maddening at the same time. I listened to a brief call with a guy trying to pull a computer scam on me. I love getting these calls since I get great joy out of screwing with them. This guy was obviously not cut out for this ...
Succession planning: It’s bigger on the inside
Caliper Corporation
Monday March 20, 2017
Doctor Who  is run like a business. On other scripted TV shows, when the actors age out of their roles or audiences get sick of looking at them, the show is cancelled. On  Doctor Who , the producers simply replace the actors with new ones, ...
Looking forward
Garry Bartecki
Monday March 20, 2017
I don’t know about you but I find today’s financial markets quite confusing, which makes it the tougher trying to plan for the future. Quite frankly, I still suggest keeping planning strategies close to the vest because the “markets” ...
Hamilton Caster has mastered the key to longevity in business
– a combination of innovation and consistency. This year, the Ohio-based manufacturer of casters, wheels, carts and trailers marks 110 years in business.
Eileen Schmidt
Monday March 20, 2017
Certain aspects of the operation remain the same as when it was founded in 1907. The business is located in Hamilton, Ohio with a decided focus on its roots in American manufacturing, the fourth generation of the founder's descendants are heading up ...


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