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May 2016
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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 ...
10 reasons MODEX 2016 IS THE SUPPLY CHAIN INDUSTRY’S CAN’T MISS EVENT
Friday March 18, 2016
The countdown has begun to  MODEX 2016  – April 4-7 at Atlanta’s Georgia World Congress Center. With the show less than seven weeks away, it’s time to register and make plans to attend. The reasons why MODEX is the can’t ...
Saturday February 20, 2016
Forty looks attractive
Saturday February 20, 2016
Celebrating four decades of magnetic innovations and growth for Master Magnetics   When Jack Nellessen opened the doors of Master Magnetics in the small town of Castle Rock, Colo. in 1976, the new company operated in a 4,000 square-foot ...
Service sells
Garry Bartecki
Saturday February 20, 2016
Times change and at a very rapid rate as you know these days.  Business, health, career and all other aspects of life keep changing because of globalization of the business world, technology and health care advances. As a result of these rapid ...
Times are tough and they may get tougher!
John Walker
Saturday February 20, 2016
My name is John Walker and I am the eternal optimist. Right now times are starting to get tough and quite probably this business trend will continue to get even tougher, but all the old-timers, such as myself, realize it is only a matter of time until ...
Cold calls that generate HOT results!
Art Sobczak
Saturday February 20, 2016
A few months back I asked for examples of what you do to get through to decision makers. We got some great ideas and best practices and compiled many of those into a free ebook. Not to be overlooked is how to continue building and strengthening our ...
Your job is kryptonite, Supergirl
Caliper Corporation
Saturday February 20, 2016
All that power, and they can’t even stand up to their bosses. It must run in the El family. On CBS’s new hit show, Supergirl, the titular character’s earthy alter ego, Kara Danvers (Melissa Benoist), has followed in her Kryptonian ...
Wednesday February 17, 2016
Utilizing 5S to reap the rewards of an efficient facility
Wednesday February 17, 2016
Many manufacturers have implemented tactics toward a “5S” workplace organization and methodology in an effort to improve or supplement lean manufacturing processes. 5S is designed to decrease waste while optimizing productivity through maintaining ...
BEUMER Group: Using a modular system to provide customised intralogistics solutions:
Wednesday February 17, 2016
In the field of intralogistics, the trend towards automation is continuing at full pace. In order to increase their competitiveness, companies want their plants and systems to work more efficiently and safely. At the same time, workplaces ...
Friday January 29, 2016
Global construction equipment market to improve in 2016
Friday January 29, 2016
Global sales of construction equipment are forecast to grow 3.9 per cent in unit terms in 2016, to 760,508 machines, according to specialist economic forecasting and market research consultant, Off-Highway Research.  The expected improvement follows ...
Monday January 18, 2016
Hannibal Industries celebrates 30 years
Monday January 18, 2016
It was a humble start in the metal fabrication business for Hannibal Industries Inc. in 1985 - just eight employees in the Los Angeles office. But now, three decades later, the company has reached into global markets, added new facilities, established ...
Your benefits might not be benefits 
Art Sobczak
Monday January 18, 2016
Greetings! “That prospect is so dumb. We have a great product and he just doesn’t get it.” Ever heard or said that before? That itself is dumb. It’s not his job to “get it.” It’s our job to only recommend ...
Can anything rival the power of pumpkin spice?
Caliper Corporation
Monday January 18, 2016
While pumpkin spice could definitely be called a cultural phenomenon, it has also become somewhat of a seasonal joke. Buzzfeed has created  multiple listicles  in honor of the fall flavor, and a quick search of #pumpkinspice on social media ...
How's your 2016 looking?
Garry Bartecki
Monday January 18, 2016
Good question. We should take a poll and find out what your equipment sales personnel are hearing for 2016. Are customers buying, selling, renting or all of the above. And if all of the above....how has the mix changed over the last couple of years. ...
The road to hell is paved with good intentions and resolutions!
John Walker
Monday January 18, 2016
This is an updated article we wrote to equipment dealers two years ago and we are rewriting it today for those dealers who have set their 2016 resolutions and intentions into their new business plans. We want to remind you all to understand the difference ...
Up your game
Mary Glindinning
Monday January 18, 2016
We asked people in varied sectors of material handling what trends are on the horizon for the New Year and beyond. Here are their insights: The industry that moves product has made its own mobility a high priority. That means using tablets or other ...
Friday December 18, 2015
The ultimate “fun” office - AK Material Handling Systems
Eileen Schmidt
Friday December 18, 2015
There is a little wrinkle to job interviews at AK Material Handling Systems – candidates are asked a few questions that have nothing to do with the business or the position for which they are applying. Instead, they are asked about what they do ...
Getting the money when they say there is no budget
Friday December 18, 2015
Last week I covered how asking about budgets can actually—and often—lose sales.   However, there ARE situations where budget is truly an issue. Far fewer times than the  illusion  of a budget blocks a sale, or a lie about ...
What do James Bond and Godzilla have in common?
Caliper Corporation
Friday December 18, 2015
Aside from a penchant for indiscriminate destruction and a history of facing off against outlandish villains, both characters belong to two of the longest-running, most prolific movie series ever. Since 1962, James Bond has gone on 24 big-screen missions ...
I don’t understand how hard it is to hire a technician!
John Walker
Friday December 18, 2015
I have been consulting with equipment dealers about their aftermarket or their product support sales and profit for 40+ years. You can’t imagine over the years how many times I’ve been told: “I don’t understand how difficult ...
Raise or fold?
Garry Bartecki
Friday December 18, 2015
Can you believe it….another year goes by. Hope it went well for you and your company. Also hope you learned some things about running or working in a material handling company in this economic environment. I guess if you ended the year with more ...
Thursday November 19, 2015
Donald Trump’s sales and success lessons
Art Sobczak
Thursday November 19, 2015
Donald Trump. Just the name itself sets off a variety of polarizing emotions and opinions. Regardless of how you feel about him politically or personally–I am keeping my opinion on that completely out of this–there is no denying that ...
How not to build your empire
Caliper Corporation
Thursday November 19, 2015
When we last saw music mogul Lucious Lyon (Terrence Howard) at the end of  Empire  season one, he was clinging to the bars of a jail cell, charged with the murder of his trusted confidant and advisor Bunkie Williams. See, Lucious was mistakenly ...
Shake it up baby!
Garry Bartecki
Thursday November 19, 2015
You know the next line “Twist and Shout.”  Kind of apropos in this business climate at this time of the year.  I don’t know about you but it is looking a little soft going into 2016…..or is it looking a little better ...
J.W. Speaker celebrates 80 years
Eileen Schmidt
Thursday November 19, 2015
For 80 years, J.W. Speaker Corporation has had a presence in the Milwaukee area. Founded by John Speaker in July of 1935, the company got its start in radiator fronts, car mirrors, repair kits and automotive lighting. In the decades following that launch, ...
Downtime is costly!
John Walker
Thursday November 19, 2015
If you are reading this article I can feel comfortable in saying that in all likelihood you are in the equipment business. I have spent a life time in the equipment business so before you critique this article as a repeat of what has been said before, ...
Tuesday November 10, 2015
Only 51% of North American supply chain executives consider sustainability a strategic priority
Tuesday November 10, 2015
Similar survey conducted by West Monroe’s strategic alliance partner, BearingPoint, finds that 59% of European supply chain executives consider sustainability a strategic priority West Monroe Partners, a full-service business and technology ...
Thursday October 22, 2015
Towlift celebrates 50 years
Eileen Schmidt
Thursday October 22, 2015
When the employees and families of Towlift Inc. gathered at Ohio amusement park Cedar Point this summer, bystanders likely wouldn’t have guessed that the hundreds of yellow shirts the group donned for the event were connected to a company that ...
Seven supply chain scenarios that lend themselves well to AM
Thursday October 22, 2015
When trying to determine whether a particular part can be cost-effectively manufactured by AM, it is critical to analyze the entire supply chain. Initially, the supply chain should be examined from a qualitative standpoint. Courtesy of Senvol, below ...
Stabilize your employee investment through good leadership communication
Caliper Corporation
Thursday October 22, 2015
Whether you’re an active investor who craves the thrill of the open market or someone who is simply dutiful in contributing toward your 401K every two weeks, a global stock plunge can inspire feelings of helplessness and anxiety. After 2009, if ...
Top line does not matter
Garry Bartecki
Thursday October 22, 2015
I recently produced a webinar for Infor (dealer and rental software provider) where we reviewed the status of the rental markets and what the ARA crystal ball was showing for the growth of rental through 2019. The growth numbers are pretty impressive, ...
How serious do you consider your aftermarket competition?
John Walker
Thursday October 22, 2015
For years I have asked hundreds of equipment dealers, their department managers and many times individuals involved with the parts, service and rental departments this question: If your customers asked: “How will I be better off if I buy from ...
Sales lessons from a Billy Joel and Elton John Concert
Art Sobczak
Thursday October 22, 2015
I had the opportunity to see the Rolling Stones kick off their US tour in San Diego a few months ago. What was most mind-blowing was how Mick Jagger at 87--or whatever he is now--bounced around stage like he did when he was 30. Great concert overall. ...
Alert 15-03: Considerations when stacking steel drums
Thursday October 22, 2015
Steel drums are the most widely used type of industrial packaging in the world and are manufactured with consistent strength and durability. Their standardized design and resistance to extreme temperature and humidity contribute to their overall strength ...
Tuesday October 20, 2015
3D Printing - Creating opportunities
Mary Glindinning
Tuesday October 20, 2015
A cardinal rule at newspapers is just because you can print something doesn’t mean you should. You have to choose the best use of space. It’s the same with 3D printers: they can’t print everything, and you have to choose to use ...
Friday September 25, 2015
How leaders grow: a framework for action
Friday September 25, 2015
If you go to the business section of any major book store, you will find dozens of books claiming to contain the “secret sauce” for how to be a great leader. Many of them offer useful nuggets of advice, but few get to the heart of the matter: ...
Whose language are you speaking?
Art Sobczak
Friday September 25, 2015
I saw an article about how golf equipment sales reps visit the various pro golf tournaments every week and try to persuade the players to use the equipment represented by the salesmen.  A rep with a club company said that when speaking with ...
Wednesday September 23, 2015
Logitrans A/S on a good path after 75 successful years
Eileen Schmidt
Wednesday September 23, 2015
On the morning of April 9, 1940, Nis A. Pedersen biked home from the bank, a newly-minted business owner with the deed for his smithy in his hands. Pedersen was, for the moment, unaware of his unfortunate timing; the German army was simultaneously ...


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