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Material Handling Wholesaler Cover
December 2014
What is the difference between price and cost? Learn more about quoting your customers the "right" price in our December issue.

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Monday November 24, 2014
Santana Equipment celebrates 15 years
Eileen Schmidt
Monday November 24, 2014
From a humble start in a suburban Chicago townhouse, Santana Equipment Trading Company has grown to where it now stands - poised to expand its North American reach. The international wholesaler and retailer of used material handling equipment was launched ...
First steps to effective sales planning
Dave Kahle
Monday November 24, 2014
Excerpted with permission of the publisher, from the book Take Your Sales Performance Up a Notch , Copyright 2003, by Dave Kahle Most salespeople love to be active - out in their territories, seeing people, solving problems, putting deals together. ...
Our listening skills are getting worse.
Caliper Corporation
Monday November 24, 2014
The red light on your desk phone is blinking. Eleven more e-mails just popped up. Meanwhile, the CFO is demanding an explanation of your budget request, and your biggest supplier missed a critical delivery deadline. And where is the Help Desk to fix ...
Keep your knowledgeable friends closer
Garry Bartecki
Monday November 24, 2014
Can these times be more confusing? I think not. The economy is uncertain, the market is uncertain, interest rates are uncertain (but still acceptable), we may have an Ebloa issue, the dollar is at risk, oil prices are falling, Europe is tanking and ...
Reality in your shop!
John Walker
Monday November 24, 2014
More often than not perception can become reality. If we look and feel successful we will be successful! Years ago while doing some work for a farm equipment dealer I walked into his shop and service department. It was literally a pig pen! Several months ...
Setting a profitable pricing strategy
Dr. Rick Johnson
Monday November 24, 2014
Have you noticed that price is not the major topic of discussion when it comes to customer expectations?  You see, the reality about price is that the customer expects the right price, which does not automatically mean the lowest price.  ...
Thursday October 30, 2014
Tips for implementing lean manufacturing practices
Thursday October 30, 2014
You may be thinking about implementing lean manufacturing practices in your facility, or may have heard about lean manufacturing and want to know more. Whatever the case may be, these tips for implementing lean manufacturing practices can help to determine ...
Monday October 20, 2014
We have the advantage
Garry Bartecki
Monday October 20, 2014
  The question is ….will we use it? I think we will for the betterment of the economy, the job numbers and the material handling business. As I have mentioned previously I read and review at least 15 financial and business publications ...
A revolution hits warehousing
Mary Glindinning
Monday October 20, 2014
“Flying off the shelves” might be a reality in the warehouses of the not-too-distant future. “I believe that drones have the potential to see significant adoption in warehousing and closed-system material handling (within the walls ...
eBS Mechdata celebrates 50 years
Eileen Mozinski Schmidt
Monday October 20, 2014
  Founded in Colorado before the dawn of the information and technology age, eBS Mechdata Corporation got its start by providing clients with pieces of key business intelligence. The company would transform a dealer's raw data into a report ...
The impenetrable account
Dave Kahle
Monday October 20, 2014
How do I sell to an account that is firmly in the hands of a competitor? In one form or another, I hear that question at almost every sales seminar I teach. It's a great question, reflecting one of the most perplexing and frustrating situations ...
It’s right in front of you!
John Walker
Monday October 20, 2014
Let’s make it as simple as possible. It is not brain-surgery, it is not rocket science! It is something that is available to you on almost every information system used by equipment dealers. It is an invaluable program everyone can use to market ...
Keeping your employees engaged is an ongoing process
Ann Anderson, Caliper Corporation
Monday October 20, 2014
It is generally understood that the more employees are engaged in their positions or company, the more effective they will be at performing their responsibilities. But how can you tell whether a person is truly engaged in the job or just scraping by ...
Friday September 19, 2014
Given a tough assignment, should you do it?
Dave Kahle
Friday September 19, 2014
Q. My boss recently decided that we must call prospects once every hour, every day, until we get a yes or no, regardless of what they say, or if it's voicemail. What's your opinion of this? I really think there are two questions here. The first ...
Family leadership drives Felling Trailers to 40th anniversary
Eileen Schmidt
Friday September 19, 2014
Merle Felling never sold his business short. “He always dreamed big. He felt you can never dream big enough,” said Brenda Jennissen, Felling's daughter and the current vice president of finance and public relations for Felling Trailers. ...
Which is it- inflation or deflation?
Garry Bartecki
Friday September 19, 2014
The world economy is in one big mess.  “The economy is getting better.”  Is what we keep hearing but for who? The only ones I see it better for are the banks and institutions who have all the QE funds and are investing them in ...
See what people CAN do, not just what they have done in the past
Herb Greenberg, Caliper Corporation
Friday September 19, 2014
Recently, the Harvard Business Review published an interesting article entitled, “The Big Idea: 21st Century Talent Spotting” by Claudio Fernandez-Araoz. It was refreshing to read an intelligently crafted article looking at potential in ...
Accomplishing results through and with your associates!
John Walker
Friday September 19, 2014
The highly successful dealer principals, general managers and department managers learned long ago that to get tasks done they must work through and with employees. There is an old axiom that states the best way to get yourself promoted is to hire someone ...
World class culture drives TVH’s world class operation
John Walker
Friday September 19, 2014
In the late-fifties I accepted my first position in the material handling industry. I became East Coast Regional Manager for a company called: LIFT PARTS MANUFACTURING COMPANY. Six months later I became Vice President of Sales with worldwide responsibility ...
Progressive culture lures leaders
Mary Glindinning
Friday September 19, 2014
A woman’s place is in the warehouse, or the home office, or anywhere in between in the material handling industry. Yes, some areas are still male-dominated, but more and more women are making their living in material handling. And their presence ...
Monday August 25, 2014
Sales people: position yourselves with power
Dave Kahle
Monday August 25, 2014
His eyes were narrow and bloodshot from staying out late and partying too heavily the previous night.  A two-day old stubble framed his face.  He was wearing a dark colored tee-shirt, which he hadn’t tucked in, a pair of jeans, and scuffed ...
How and why Action Learning works
Caliper Corporation
Monday August 25, 2014
What is Action Learning? Action Learning is an employee development program where organizations solve critical and complex problems in real time, while simultaneously building strong leaders. This form of “learning by doing” is the primary ...
What do you know about your service market potential?
John Walker
Monday August 25, 2014
I just read a highly interesting article in Reuters written by James Kelleher about Caterpillar. Because there were some quotes in the article by Caterpillar executives, the article quite necessarily had to have the “blessings” of Caterpillar. ...
Five steps to consider regarding financing
Garry Bartecki
Monday August 25, 2014
Proper and adequate financing is one of the legs of the stool that keeps your business operating. We need the financing to support cash flow, to support parts inventory, work-in-process and new and used equipment inventories. Banks as well as vendors ...
Family leadership drives Felling Trailers to 40th anniversary
Eileen Schmidt
Monday August 25, 2014
Merle Felling never sold his business short. “He always dreamed big. He felt you can never dream big enough,” said Brenda Jennissen, Felling's daughter and the current vice president of finance and public relations for Felling Trailers. ...
Sunday July 20, 2014
Recruitment/Retention – It’s not just an HR thing
Dr. Rick Johnson
Sunday July 20, 2014
  I have worked with numerous companies that have or had employee retention issues without any real understanding as to why they can’t seem to keep good employees. Oh, most of them track turn over. Some even measure it accurately. Some ...
Important personnel issues
Garry Bartecki
Sunday July 20, 2014
We are all aware of how economic factors and business issues change on a daily basis. They change and we change or we fall behind at a time when it is quite risky to fall behind. Look at personnel factors as an example; there were tremendous changes ...
Merger creates new CONNEXUS INDUSTRIES Corporation
Clete Campbell
Sunday July 20, 2014
Company mergers are often tricky business endeavors with no firm guarantee of success (AOL Time Warner anyone?), but some are matches in business heaven, bringing together vibrant companies with similar mission statements and visions to create a greater ...
10 tips to becoming a better manager
Herb Greenberg
Sunday July 20, 2014
1. Learn what motivates each of your employees And use this to help manage their performance. While some people may be motivated by status, power or being awarded additional authority, others may be more excited by the opportunity to tap into their ...
Increase sales opportunities by prioritizing your customers
Dave Kahle
Sunday July 20, 2014
Q. I've heard you mention several times the importance of prioritizing and targeting customers. Can you shed some more light on this? A. This is a key issue with me, as I believe it is one of the ways to make the biggest, most rapid change in ...
Human relations managers - everybody needs technicians!
John Walker
Sunday July 20, 2014
Over the past ten/fifteen years I have not been into one equipment dealership (farm, construction, outdoor power, industrial or lift truck) that hasn’t had a sign posted on the parts counter, a banner across the front window or a sign in the yard ...
Thursday June 19, 2014
Thompson and Johnson Equipment Co. celebrates 60 years
Clete Campbell
Thursday June 19, 2014
The New York material handling scene in 1954 was young and in need for both a supplier and provider for customers forklift needs. Enter an entrepreneurial company named Thompson and Johnson Equipment Co., Inc.  Founded by Lawrence “Tommy” ...
Create a “Customer for Life” culture
John Walker
Thursday June 19, 2014
Over the past four months we have seen two important quotations by senior executives in the equipment business. They state that the equipment dealer’s loyalty is earned by the dealer and not necessarily by the brand name. It was Bill Ratliff who ...
Tackling tough sales challenges
Dave Kahle
Thursday June 19, 2014
Q. What do we do when a customer wants to spread the business between several vendors, even though I know we can provide better service? A. If you are looking for a short, easy solution, there isn't any. The solution to this, like so many sales ...
Will those crucial two minutes change you?
Herb Greenberg, Caliper Corporation
Thursday June 19, 2014
Leaders, as well as everyone else on their team, are born with inherent personality traits that dictate how they are likely to respond in various situations. Personality traits, in and of themselves, are ingrained into who we are – but from our ...
Focus on profit
Garry Bartecki
Thursday June 19, 2014
The more people I talk to in every type of dealer/distribution business believe the distribution model is ripe for major changes. And as you probably suspect I agree with them. Companies still need the products we sell but what they really need is equipment ...
Wednesday May 21, 2014
Another industrial revolution?
Garry Bartecki
Wednesday May 21, 2014
Is there any doubt we are engaged in another Industrial Revolution? I think not. There have probably been at least two prior IR’s, with the most current similar to what is going on in China where they are attempting to bring the rural citizens ...
Effectively leading through these tough times
Patrick Sweeney, Caliper Corporation
Wednesday May 21, 2014
How can individuals who are aspiring to rise through the leadership ranks of your organization make a real impact? In many ways, it can take the flexibility of an acrobat. If high potential individuals maintain the status quo, their leadership skills ...
Air Technical Industries soars to 50 years
Clete Campbell
Wednesday May 21, 2014
The International Space Station orbits Earth from 210 miles above its surface, studying the planet and the solar system's biological present and future. The world's most important artificial satellite is outfitted with parts lifted into place by Air ...
Astute planner
Dave Kahle
Wednesday May 21, 2014
Here’s one of the foundational principles for sales success: You’ll always be more effective if you think about what you do before you do it. Can you imagine a football team not creating a game plan or not practicing before the big ...
Customer satisfaction & market share
John Walker
Wednesday May 21, 2014
Customer service (satisfaction) is an attitude that must be displayed by every employee within the dealership. It is not a separate department. It is the whole dealership. World-class customer service requires that everyone provides superior customer ...
Creating real service excellence
Dr, Rick Johnson
Wednesday May 21, 2014
Nothing short of service excellence will initiate and maintain customer relationship equity, which is the cornerstone of customer retention and increased customer spend. The most successful businesses in any industry are those that maintain relationships ...
Monday May 19, 2014
The key to more efficiency
Customized automated solutions for filling, palletizing and packaging equipment
Monday May 19, 2014
The trend towards automation is also making great strides in intralogistics. Users want their machines and systems to work more efficiently and safely while at the same time relieving employees of tiring, monotonous and physically heavy work. The ...
Monday May 12, 2014
How high density storage can improve manufacturing efficiency
Monday May 12, 2014
Workplace storage systems company Lista is turning the old adage, “Do as I say, not as I do” on its head when it comes to manufacturing products at its Holliston, MA facility. It’s more like “Watch how I do what I say,” ...
Monday April 21, 2014
What factors contribute to forklift trucks accidents?
Canadian Centre for Occupational Health and Safety
Monday April 21, 2014
Many work-related factors can cause accidents. Grouping them into specific categories may help to analyze accidents and, eventually, to prevent them.   What factors of work organization can contribute to forklift trucks accidents? •Lack ...
Superior Tire celebrates 50 transformative years
Clete Campbell
Monday April 21, 2014
In the beginning, the idea wasn't to reinvent the industrial wheel in the material handling industry, just to better its performance on a grand scale. In 1964, while the Beatles were invading America and reinventing rock and roll, Superior Tire and ...
Closing the sale – a realistic perspective
Dave Kahle
Monday April 21, 2014
There is not a salesperson in existence who hasn't repeatedly heard of the need to "close the sale.”  Every new sales manager must view the process of encouraging his/her sales force to "close the sale” as an initiation into the profession.  ...
The vital tension: Managing multi-generational teams
Herb Greenberg, PhD and Patrick Sweeney of Caliper Corp.
Monday April 21, 2014
According to a recent Fortune article by Colleen Leahy, more than 13 million workers will be 65 and older by 2022. That’s up 7.3 million from today. Currently, more than one-third of the US workforce is made up of Baby Boomers. What role does ...
Foggy horizon
Garry Bartecki
Monday April 21, 2014
Every time I think the recession is over, it isn’t.  Every time I think we can do some serious tax planning, we can’t. Every time I think we are staged for profit improvement, we aren’t. After going through this continuous up ...
Are you looking for increased revenue from your dealership?
John Walker
Monday April 21, 2014
Typically, most of you would reply to that question with an answer such as: “You gotta be kidding me!” Most equipment dealers, no matter what their line of product is, have been looking at the forest and not seeing the trees. If you ...


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