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May 2014
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Thursday March 20, 2014
2014: Superhero Leadership
MHEDA’s 59th Annual Convention & Exhibitors’ Showcase
Thursday March 20, 2014
Who are the superheroes in your life? Undoubtedly, they are the people who stand for what they believe in. They are the men and women who are not afraid to try something new. Superheroes are risk takers. They are planners. They are gentle in spirit ...
Why some salespeople would be the worst sales managers
Caliper Corporation - Patrick Sweeney/Herb Greenberg
Thursday March 20, 2014
The psychology of sales managers is an interesting area. Conventional wisdom may assume that the best salespeople will transition beautifully into management. However, nothing can be farther from the truth. To promote the star salesperson to a managerial ...
Question and Answer
Dave Kahle
Thursday March 20, 2014
Q.  Dave, I’ve tried for months to see a prospect account, but can’t get them to return my calls.  When is it best to just give up? A.  There is a question we have all asked at one time or another.  As usual, there ...
Spread the wealth
Garry Bartecki
Thursday March 20, 2014
I was looking over the lift truck stats comparing 2013 to 2012 and even though there was a 10% increase in units delivered the historical sales for the period 2009- 2013 are still pretty flat. That being the case I suspect margins on that 10 % increase ...
With American PERMALIGHT, there is always a reliable path to safety.
Clete Campbell
Thursday March 20, 2014
Being caught in the dark, in any situation, can be nerve-racking. Being caught in the dark in an emergency situation can be terrifying and potentially life-threatening. American PERMALIGHT, Inc., Torrance, Calif., has been providing NON-electrical ...
Commodities
John Walker
Thursday March 20, 2014
The farmer will come to the dealer who services him best. It proves that in agriculture, loyalty to the dealer is stronger than loyalty to the brand!” Bill Ratliff, Founder, President/CEO, Chairman Board AGCO, Duluth, Georgia . . . Over the ...
Tuesday March 4, 2014
Elevating green, lowering costs
Tuesday March 4, 2014
The rising cost of oil is the most visible driver of growing interest in energy — but by no means the only one. Business owners of all kinds are paying more attention than ever to energy management for reasons that include escalating fuel and ...
Thursday February 20, 2014
“Save”ty Yellow Products stays ahead of the safety curve
Clete Campbell
Thursday February 20, 2014
Like a true business perfectionist, the only grade that satisfies Dan Gentile is an 'A.' No consumer report score lower than a nine or 10 rating will do for “Save”ty Yellow Products' founder owner and president. If the rating isn't a nine ...
Connect. Compete. Grow
2014 GEORGIA LOGISTICS SUMMIT
Thursday February 20, 2014
Each day, planet Earth experiences a net gain of 200,000 people or 140 every single minute. That equates to 70 million more people every year, about the same as the combined populations of California, Texas and Washington.  From day one, each person ...
Modex 2014
Thursday February 20, 2014
MODEX 2014, held March 17-20, 2014 in Atlanta, GA will provide attendees access to the latest manufacturing and supply chain equipment and technologies. MODEX 2014 will be one the largest expositions for manufacturing, distribution and supply chain ...
Hiring: The broken process
Caliper Corporation
Thursday February 20, 2014
The accelerated speed of communication and our ability to access information with just a few keystrokes is changing everything—including the way we buy and sell. In the meantime, our economy has become borderless as the reach of global companies ...
One of the emerging new rules for sales: the value-added sales call
Dave Kahle
Thursday February 20, 2014
"My customers seem to have less time available for me than before.  They are harder to see, and when I do get in front of them, they often seem rushed or preoccupied.  What can I do about this?” Sound familiar?  It's a question ...
Time to depreciate your wallet
Garry Bartecki
Thursday February 20, 2014
I just returned from the Associated Equipment Distributors (AED) meeting in beautiful downtown Houston. Great place, great weather and great show. The members are more upbeat this year expecting improvement in sales and rentals as well as margin ...
Time again for a “Reality Check”
John Walker
Thursday February 20, 2014
Over the years we have written numerous articles dealing with reality within the equipment industry. At the start of a new year we decided to “dust-off” an article we wrote several years ago with the quote - “Things that do not change ...
Monday January 20, 2014
Outside box thinking fuels FloStor Engineering
Monday January 20, 2014
From opening day on, FloStor Engineering Inc. has rarely been accused of thinking inside the box. Against most every probability rule of American business logic, this tiny Northern California material handler has steadily grown to become a potent ...
Top performers are blueprint for beating the competition
Caliper Corporation
Monday January 20, 2014
When the leaders at SAP unveiled the company’s innovative vision for the year 2010, they knew that to accomplish their goals, they had to accelerate the development of their current top performers and redouble their efforts to identify people ...
Q and A for sales people
Dave Kahle
Monday January 20, 2014
Q.  What is the best and ideal number of visits to be done on a current customer on a regular basis to retain his loyalty?           A.   Here I go again. It depends.  So many questions ...
Buyer’s remorse
John Walker
Monday January 20, 2014
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 ...
Moving toward mobile
Mary Glindinning
Monday January 20, 2014
The industry that moves product is moving toward mobile. Say you’re a warehouse manager who needs to place an order with a vendor you’ve used before. You’re standing in the warehouse with your tablet, needing a part, supplies or ...
What’s on your agenda
Garry Bartecki
Monday January 20, 2014
Been on my excessive reading binge and thought I would convey some of the ideas and thoughts being discussed and kicked around to maybe help material handling C-level management focus on specific areas to improve profits and cash flow. Since you ...
Monday December 30, 2013
Group Relamping, Rated Life, and Economic Life of Lighting Systems
Robert Bresnahan., Larson Electronics
Monday December 30, 2013
A significant portion of the costs associated with industrial and commercial lighting systems comes from the need for regular maintenance of these systems. Effective lighting must do more than simply illuminate the targeted area, they also play a direct ...
Friday December 27, 2013
Evaluating LED lighting options
Friday December 27, 2013
Efficiency, service life and light quality are all reasons why facility managers are increasing choosing LED luminaires over more traditional lighting technologies. In fact, according to market research firm Strategies Unlimited, the LED market is ...
Monday December 23, 2013
Do LEDs display color shifting? Yes, but it depends
Robert Bresnahan., Larson Electronics
Monday December 23, 2013
Many light sources, whether they’re HID, fluorescent, or LED, display color shifting over the course of their operating lives. How significant this color shifting is depends in large part on the type of light source and its operating age. Generally ...
Friday December 20, 2013
Jamco, Inc. customer satisfaction is key to success
Friday December 20, 2013
Jamco Inc. is a robust business serving the wholesale material handling industry for 28 years. They pride themselves in giving dealers and distributors throughout North and South America products that make their customers keep coming back. “We ...
Relationship building - eight powerful rules
Dave Kahle
Friday December 20, 2013
More than any other type of sales, distribution sales people must be good at relationship building. You see your customers more often, and for longer periods of time than almost any other type of sales person. This means that you must build relationships ...
How to hire and develop effective salespeople
Caliper Corporation
Friday December 20, 2013
Identify a promising pool of candidates. In order to hire effectively, you have to be absolutely clear about the kind of person you are looking for. You don’t just want a job description: you want a description of the person you are seeking. ...
What’s the Plan?
Garry Bartecki
Friday December 20, 2013
I assume you have one….a plan that is. A plan that deals with all the variables now facing every material handling dealer in the country. I guess stage one of the plan is to finish up 2013, taking into account your tax and cash positions. ...
Optimists always understand opportunity!
John Walker
Friday December 20, 2013
According to Webster an opportunity is:  A favorable or advantageous circumstance or combination of circumstances, a chance for progress, profitability or advancement . . . I am, and always have been, an optimist. I have, through training ...
Monday December 16, 2013
Is standardization the next phase in LED light fixture design?
Robert Bresnahan., Larson Electronics
Monday December 16, 2013
LED lighting technology is a vast departure from the technology behind the traditional incandescent bulb. They share no similarities in the manner of their operation, and their design is equally different as well. The incandescent light bulb is a self ...
Friday December 13, 2013
The fatal effects of workplace bullying
Friday December 13, 2013
Workplace bullying isn’t just a buzzword. The media often dilutes the meaning of workplace bullying by applying it to stories about nothing more than a water cooler discussion gone sour. In the material handling industry, workplace bullying is ...
Thursday December 5, 2013
Group relamping, rated life, and economic life of lighting systems
Robert Bresnahan., Larson Electronics
Thursday December 5, 2013
A significant portion of the costs associated with industrial and commercial lighting systems comes from the need for regular maintenance of these systems. Effective lighting must do more than simply illuminate the targeted area, they also play a direct ...
Wednesday November 20, 2013
Manufacturers direct – the supply chain dilemma
Dr. Rick Johnson
Wednesday November 20, 2013
Let me address this dilemma by using a “catfish parable.” Catfish are native to North America. As you may know, catfish are bottom feeders with slick, shiny skin and no scales, often known as "Mr. Whiskers." They feed on algae and prefer ...
Let’s work at becoming proactive
John Walker
Wednesday November 20, 2013
While working with equipment dealers in all types of industries, we often witness what we refer to as a reactive style of selling. This is when a customer comes to the counter or telephones the dealership and we react to what the customer requests, ...
AK Material Handling thinks in 3-D
Clete Campbell
Wednesday November 20, 2013
To stay alive in today's ever-changing material handling industry, you've got to be able to see the future. Al Boston sees in 3-D because he knows he has to. Three-dimensional forward thinking has allowed Boston's AK Material Handling Systems to ...
13 is over
Garry Bartecki
Wednesday November 20, 2013
Boy, 2013 went by in a blur. It seems we just started the year and here we are going on December as I write this. What do you think about 2013…..to me it was just plain confusing, and when working in a confusing environment, planning becomes ...
Hire versatile employees
Herb Greenberg
Wednesday November 20, 2013
There is a seismic shift going on in successful companies today. Speed has taken on a new meaning.  The expectations of our clients and prospects have accelerated at a dizzying pace.  Some of our competitors have come out of nowhere. Others ...
Question and Answer for sales leaders
Dave Kahle
Wednesday November 20, 2013
Q.  How can we get inside sales to do some proactive sales activities each day?  We expect our inside salespeople to use some of their time to shift into the proactive mode to make outbound phone contact to existing and new business.  ...
Thursday November 14, 2013
Business Owners, Do you have Obamacare paralysis?
The cure hinges on three simple—Yet amazingly powerful—Questions.
Dr. Glenda Eoyang and Royce Holladay
Thursday November 14, 2013
  Whether your politics are deep red, deep blue, or somewhere in between, the Affordable Care Act is making your life more difficult—or at least more confusing. There’s no end to the speculation on what Obamacare may cost companies. ...
Monday October 21, 2013
Horizon getting brighter
Garry Bartecki
Monday October 21, 2013
The AED held its annual executive forum a couple of weeks ago with an agenda that any equipment dealer would have found informative. A significant portion of the program was directed at risk assessment covering such topics as inadequate dealer profitability ...
Efficient warehouses pay dividends
Mary Glindinning
Monday October 21, 2013
Just as they say “when mama ain’t happy, nobody’s happy,” when the warehouse isn’t humming, nobody’s happy, from employees to customers to owners. But making a warehouse run smoothly and efficiently is achievable ...
Question and Answer. How many sales calls should a sales person make?
Dave Kahle
Monday October 21, 2013
A. In about one out of every two seminars that I do, I hear this question. It springs from a manager's concern for defining what constitutes a "good sales day." And sales people want to know so that they have some ammunition to fend off unreasonable ...
There's no closing the door on TMI's growth
Clete Campbell
Monday October 21, 2013
The business’ aging freezer and dock doors are closed, but theoretically are wide open, presenting a revenue loss risk as great as an unstaffed bank with its vault doors open. Energy, an essential commodity for small businesses, is escaping ...
Eight ways leaders can build greater trust
Patrick Sweeney
Monday October 21, 2013
Is trust on its way to becoming an endangered species? With an ever-changing healthcare industry—and uncertainty being the name of the game—it's no wonder that less than half of employees have trust and confidence in their senior leaders, ...
Hire the best employees
John Walker
Monday October 21, 2013
Successful equipment dealers discovered long ago that the employees in a dealership are the dealer’s most important assets! The successful dealer knows that results are achieved through and with his personnel. There is an old adage that advises ...
Monday October 7, 2013
Tompkins forecasts aggressive growth in third-party logistics (3PL) market
Monday October 7, 2013
Tompkins International experts show what is driving the LSP industry to 7-10 percent growth in 2013. Tompkins International experts recently reviewed the 3PL industry for 2013 and agree that it is growing at a faster rate than gross domestic product ...
Thursday September 19, 2013
The qualities that distinguish women leaders
Herb Greenberg, Ph.D. – Caliper Corp.
Thursday September 19, 2013
Women leaders are more persuasive, assertive and willing to take more risks than male leaders. Mara Swan, Chief People Officer for Molson Coors, points out, "I believe this study shows that for a woman to become a leader today, she has to fight harder ...
Continue the fight
Garry Bartecki
Thursday September 19, 2013
Last month I discussed the soft issues that drive most biz owner’s nuts. And I strongly believe it is those types of issues that are holding back our economy and job growth. Since I wrote that article I have personally encountered four events ...
Question and Answer: Abusive Customer
Dave Kahle
Thursday September 19, 2013
Q.  How would you suggest I respond when a customer gets abusive and uses profanity with me? A.   That's a difficult call.  I have had only a couple of these experiences in my career.  Let me do a little thinking out loud (or ...
Does aggressive marketing increase parts/service sales and profits?
John Walker
Thursday September 19, 2013
Over the years, we have discovered a single significant factor that differentiates a successful equipment dealer from an average equipment dealer. The successful dealer is proactive while the average dealer has a tendency to be reactive. This is particularly ...
The shipping label proudly says Indiana
Clete Campbell
Thursday September 19, 2013
Angola, an inconspicuous blue-collar northeast Indiana town of 8,600 just off Interstate 69 serves as home to a surging family-owned manufacturer and distributer which is growing and moving product like never before in its seventh decade. Vestil ...


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