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Material Handling Wholesaler Cover
December 2016
How is your year end measuring up? End the year with a 360° review of yourself and your business.

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Sunday November 20, 2016
How is your year end measuring up?
Ron Slee
Sunday November 20, 2016
It is quite common at the end of the year to look back at the year just concluded. How did you do? Did you satisfy your customers? Did you have a good sales year? Did you make money? There is a long list of measures we can consider when we are asked, ...
2016 in review
Eileen Schmidt
Sunday November 20, 2016
As we wrap up the calendar year here at Material Handling, I wanted to take a moment to thank all of you who have participated in the Your Business column in 2016. We designate this space as a place to turn the spotlight on you, our readers, to ...
What to do right now to instantly get _____ results 
Art Sobczak
Sunday November 20, 2016
A new sales rep joined a company in an industry he had never sold to before. Within two months he was kicking major butt and became the number one rep. By a lot. A few of the disgruntled and jealous reps who had been there for a couple ...
The “model” salesperson
Caliper Corporation
Sunday November 20, 2016
You’ve seen them … job postings for sales positions that range between wishful and delusional thinking on the part of whoever posted it. The list of demands often reads something like: “Must be a self-starter who is aggressive, ...
Close it and plan it
Garry Bartecki
Sunday November 20, 2016
I mean let's close out 2016 and get the plan for 2017 finalized so that you can start implementation on January 2, 2017. Are you prepared to do that? What I mean when I say "closed out" is the following, at a minimum: The banks accounts are reconciled ...
Turning on the “buy- in” switch
Dave Baiocchi
Sunday November 20, 2016
In my search for inspiration I many times turn to the quotes of legendary sports figures and coaches. My observation is that in order to rise to preeminent positions of respect in their chosen field, these leaders had to learn the best ways to leverage ...
Wednesday November 9, 2016
Application of blue LEDs in forklift safety - white paper
Wednesday November 9, 2016
1.0 Executive summary This report covers the application of blue light emitting diodes (LEDs) in forklift safety operations. The objective of the study is to expound on the benefits of the fixtures, and its role in various commercial sectors ...
Tuesday November 1, 2016
Top five ways to incentivize your employees — the right way
Tuesday November 1, 2016
Incentivizing your team is a no-brainer. Make your employees feel rewarded and you'll boost their morale, making productivity soar. Give your sales team something meaningful to strive for and you'll ignite their drive. There are a lot of ...
Monday October 24, 2016
Keys to warehouse efficiency
Mary Glindinning
Monday October 24, 2016
Warehouse efficiency might seem simple: keep forklifts charged and maintained so product keeps moving. Know where product is and have product in highest demand in the most accessible place. Keep conveyors clean and people safe to operate at optimum ...
Why modern warehousing needs innovation in battery charging technology
Monday October 24, 2016
By: Matt Bridge, Director of Engineering, AMETEK Prestolite Power Compared with today’s advanced technology, it is impressive to consider all of the developments the industrial battery charger industry has seen since 1917. When the industry ...
Narrow Aisle leaders look forward to the next 15 years
Eileen Schmidt
Monday October 24, 2016
For 15 years, Narrow Aisle Inc. has been bringing the Flexi Forklift to businesses in North, Central and South America. The Flexi is a very narrow aisle forklift designed to work in spaces as narrow as 6' to 7' while using a standard 48” deep ...
Are you a professional like Leo the limo driver? 
Art Sobczak
Monday October 24, 2016
A couple of weekends ago I was in Chicago for a brief baseball weekend with some friends. On a Tuesday morning we all had similar mid-morning flight times out of O’Hare. Being a group of six, we needed a large vehicle to get us from ...
Mergers and acquisitions: How to maximize your talent
Caliper Corporation
Monday October 24, 2016
People, people, people. One of the most complex challenges a business leader can face is managing through a merger or acquisition. Business models can change, market focuses shift, and, perhaps most importantly, established organizational cultures cease ...
Friday October 21, 2016
Make it simple
Garry Bartecki
Friday October 21, 2016
The last couple columns have centered around technology and ways to improve productivity, and thus profits and shareholder value. There is little doubt that you could improve operations if you took the time to analyze what you are doing, and what is ...
Training your customers
Dave Baiocchi
Friday October 21, 2016
After being in the equipment business for over 30 years it’s clear to me that customers have a myriad of needs and a pallet full of expectations.   Never has there been a time where well run dealerships were more needed than they are ...
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. ...
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 ...
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? ...
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 ...
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 ...
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 ...


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