The TubeRack – A revolution in steel pallet storage rack systems
A white paper by Hannibal Industries, Inc.
Monday June 17, 2013
The Problem When iconic pop singer Carole King wrote and sang the lyrics “I feel the earth move under my feet” she was crooning a love song. Little did she know how those words would shake up business and industry leaders worldwide, ...
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Customer are different today
Dr. Rick Johnson
Wednesday May 15, 2013
Customers are better informed, better educated and expect much more from their suppliers than they did twenty years ago. Customers today have a narrower focus. They adhere to the philosophy of – “Do what you do best & hire the rest.” ...
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Customer satisfaction and market share
John Walker
Wednesday May 15, 2013
Customer service (satisfaction) is an attitude displayed by every employee within the dealership. It is not a separate department within the dealership. It is the whole dealership. World-class customer service requires that everyone provides superior ...
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Navigating going forward
Garry Bartecki
Wednesday May 15, 2013
Navigating is not as easy as it sounds. First you need to know where you are starting out, and more importantly know where you plan to wind up. Then you have to have access to all the information you use to navigate to ensure you will get where you ...
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Uncovering talent & potential at every stage of employment
Herb Greenberg and Patrick Sweeney Caliper Corp.
Wednesday May 15, 2013
It is a widely accepted business practice to use a personality assessment, such as the Caliper Profile, during the hiring and selection process. The assessment uncovers aspects of the candidate's personality that may be hard to identify during the job ...
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Multi-tasking, Focus and other stuff
Dave Kahle
Wednesday May 15, 2013
I just had a conversation with a sales manager at my last seminar. The gist of it is this: he has so many competing responsibilities; it is difficult to spend time with his sales team. Sound familiar? It should. I have ...
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Hy-Tek reaches 50-year milestone
Mary Glindinning
Wednesday May 15, 2013
At the Hy-Tek Material Handling headquarters in Columbus, Ohio, long-time employees who left a mark on the company have their names engraved on a wall. Twenty-seven names are engraved on the William K. Slife Foundation Wall, which recognizes employees ...
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????????????
Garry Bartecki
Monday April 15, 2013
?????????? is what I feel about the US Economy and where it is going. I have to believe that any person that has experienced an economics course, or a money/banking course, or some basic finance courses understands that what we are doing to ourselves ...
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Blue Giant Equipment celebrates 50 years
Monday April 15, 2013
The loading dock and material handling industry has evolved substantially during the last fifty years. So has Blue Giant Equipment Corporation, which celebrates its 50th anniversary in May 2013. By effectively identifying market trends and recognizing ...
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Mike Rowe asked the question!
John Walker
Monday April 15, 2013
Probably not too many of you in the world of equipment dealers spend much time viewing television and paying attention to commercials. But, may we point out one commercial that some of you will find of value to watch. Ford Automobile recently hired ...
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Greater efficiency means less waste of resources.
Mary Glindinning
Monday April 15, 2013
Just as material handlers have always wanted to be sure equipment was safe for employees, they increasingly want equipment that is safe for the environment. New sustainable products and practices come on line all the time, often at the request of customers. ...
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Fundamentals of key account selling
Dave Kahle
Monday April 15, 2013
Almost every professional B2B sales person comes to grips with one of the challenges of penetrating key accounts. Key accounts are different than the ordinary, and require some more sophisticated skills and strategies. Here are four fundamentals ...
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Team building through trust building
Caliper Corp. - Herb Greenberg, PhD
Monday April 15, 2013
In a recent survey and research report from the Center for Creative Leadership, 91% of respondents agreed that "Teams are central to organizational success." Teams are heavily relied upon in today's business environment and are being used ...
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Breaking free
Dave Kahle
Monday March 18, 2013
Over lunch, one of my clients asked me one of the most profound questions I have ever been asked. "In your training," he asked, "do you focus on instilling new skills into people, or do you focus on removing the internal hindrances to the use of those ...
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Get your game on - MHEDA Convention May 4-8, 2013
JW Marriott Desert Springs - Palm Desert, California
Monday March 18, 2013
What do the World Series, Super Bowl and the Stanley Cup finals have in common? Hard work, dedication and a commitment to professional excellence powered by elite athletes who believe in themselves and their teammates. These champions passionately ...
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The risks are many
Garry Bartecki
Monday March 18, 2013
I read a lot; economic newsletters, investment newsletters, industry publications, AICPA updates, Forbes magazine, CFO magazine and the list goes on. I also get various e-mails, listen to webinars and watch videos that correspond to my personal interests. ...
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Hold on to quality personnel!
John Walker
Monday March 18, 2013
Several years ago, shortly after we moved to South Carolina, my wife and I decided to take a three day vacation to the beach. We headed off to Charleston to a Holiday Inn located on the beach. My wife was not all that excited that we were staying at ...
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Combilift celebrates 15 years of lifting innovation
Friday March 15, 2013
Combilift, the Irish specialist manufacturer of the Combilift four-way forklift range as well as other innovative products is celebrating 15 years in business. Established in 1998 by Martin McVicar and Robert Moffett, the company has achieved unparalleled ...
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Pride permeates Barcoding culture
Monday February 25, 2013
A company founded 15 years ago in a Baltimore apartment now has 50 employees with plans to add more this year. Founded in 1998 by Jay Steinmetz, Barcoding Inc. has grown into a specialist in the design, development, and support of data collection application ...
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Beliefs that limit sales people: Good salespeople are good talkers
Dave Kahle
Monday February 25, 2013
"He has the gift of gab. He'll make a good sales person.” It's been a while since I last heard that expression. The idea is, of course, that sales people are good talkers. If you are a good talker, you are well on your ...
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Focus upon unrecognized opportunity!
John Walker
Monday February 25, 2013
Marketing your service to customers who will be purchasing your dealership’s equipment or to those who already own your equipment is an honorable opportunity for showing customers the positive aspects of purchasing your service, while helping ...
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Steamlining sales and costs for profit
Garry Bartecki
Monday February 25, 2013
When I picked up last month’s issue of MHW I went through my monthly ritual of scanning the contents page and was surprised to see John Walker’s article titled “Sell Your Dealership.” My initial thought was John was straying ...
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Savvy entrepreneurs play by different rules in uncertain times
Business expert offers tips for capitalizing on unpredictability
Donna Every
Friday February 8, 2013
As we pass the five-year anniversary of the start of the economic recession in December 2007, many observers focus on what was lost
-8 million jobs
-146,000 employer businesses
-17.5 percent average individual earnings
...
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Get more done in 12 weeks than most do in 12 months
Brian Moran
Monday February 4, 2013
In an effort to improve, most companies and individuals will search for new ideas and strategies. They will seek out new marketing techniques, sales ideas, cost-cutting measures and customer service enhancements, hoping that these new approaches ...
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| Saturday January 19, 2013 |
Hurricane aid logistic needs continue
Mary Glindinning
Saturday January 19, 2013
The impulse when people see news coverage of events like Super Storm Sandy is to say ‘How can we help?’ So they send blankets to people who are cold and food to people who are hungry. Or they send money so people who lost everything when ...
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Best Practice #8: Knows how to overcome procrastination.
Dave Kahle
Saturday January 19, 2013
"Mañana.” It will wait until tomorrow. There are times when it is so tempting to tell yourself that, and to actually believe it. Clearly, sometimes it is true. However, when we continually put off for tomorrow those ...
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Business built day-by-day
Mary Glindinning
Saturday January 19, 2013
A company’s history is built day-by-day, year-by-year and person-to-person. Melmor Associates is 50 years old, but the management has a combined history longer than that at the company. And, they all had the chance to know and work with the guy ...
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We learn more when we really listen
Sid Scott
Saturday January 19, 2013
Even though we all use listening skills at work and in our personal lives, I have found that few persons are really good listeners. Many are not aware that they are just not paying attention. Further, most persons are not skilled in asking questions ...
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What’s your gut telling you?
Garry Bartecki
Saturday January 19, 2013
Mine is telling me “The stock market is not the economy.” You have heard this many times recently and it is very true. Just because the market is on a high as I write this is by no means a predictor of the economy. What it means is we have ...
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Is your service undervalued?
John Walker
Saturday January 19, 2013
When you undervalue what you charge your customers you also undervalue what you do for your customers! Equipment dealers continue to have a tendency to undervalue the services they perform on the equipment they sell. All too often dealers fail to ...
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| Thursday January 10, 2013 |
Savvy entrepreneurs play by different rules in uncertain times
Business expert offers tips for capitalizing on unpredictability
Donna Every
Thursday January 10, 2013
As we pass the five-year anniversary of the start of the economic recession in December 2007, many observers focus on what was lost:
• 8 million jobs • 146,000 employer businesses • 17.5 percent average ...
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| Wednesday December 19, 2012 |
Best Practice # 7: Creates strategic plans for key accounts.
Dave Kahle
Wednesday December 19, 2012
The job of the sales person is always a bit of a balancing act. On one hand, we continually cruise our territory to see what opportunities look the most promising. We're constantly scanning the account base to identify that to which we should ...
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Sell your dealership . . . .
John Walker
Wednesday December 19, 2012
Readers who glance at our title for this month will question what the “Aftermarket guy” can tell them about selling their dealership. Equipment dealers in all industries have been going through the stage where buyouts of competitors, mergers ...
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Don’t wait for a crisis, fix it now
Sid Scott
Wednesday December 19, 2012
We are all familiar with and pretty much understand the old saying, “An ounce of prevention is worth a pound of cure.” This is especially true when it comes to taking care of our machines and equipment. We all have learned that doing ...
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Your can’t miss manufacturing and supply chain event of 2013
Wednesday December 19, 2012
ProMat 2013 is the premier showcase of material handling, supply chain and logistics solutions in North America. The show is designed to offer productivity solutions and information by showcasing the products and services of over 700 leading material ...
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ClearCap has everyone covered
Mary Glindinning
Wednesday December 19, 2012
Sometimes the solution is clear. At least it was to Steve Puls, who when he saw forklift operators unloading a flatbed truck in the rain, said “why don’t you just put on a piece of plastic to keep the rain off. I’ve always been ...
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Planning for 2013
Garry Bartecki
Wednesday December 19, 2012
With the election over we move towards resolution of the so-called fiscal cliff….whatever that means. All I know is, we owe a lot of money and our US balance sheet looks pretty bad. When you include the unfunded debts related to Medicare and ...
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Communications 101: Dealer & Manufacturer Relationships
Mary Glindinning and John Walker
Monday November 19, 2012
Every relationship depends on good communication. Here are two manufacturers’ ideas about how to have good relationships with dealers.
Open, honest and timely two-way communication is imperative to good relationships between manufacturers and ...
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It's all about the risk!
Dave Kahle
Monday November 19, 2012
Sometimes it is so frustrating. You know you have a better product than that which your prospect is currently using. Your price is attractive, your service is outstanding. If the prospect would switch to your solution, you know they'd be delighted. You'd ...
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A very taxing week
Garry Bartecki
Monday November 19, 2012
As I mentioned in a few prior columns, I was planning both a webinar and CFO conference for equipment dealer CFO’s and other interested parties. The webinar addressed the tax changes expected for 2013 that would impact dealer tax bills. The CFO ...
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Making customer relationships thrive
Sid Scott
Monday November 19, 2012
In my writings and my consulting work, I often talk about trust. "Trust", as someone said, "is like money-- easy to lose and hard to get." In business, we all know that establishing and sustaining trust is what ensures that customers stay with ...
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Garage innovation develops into forklift opportunity
Mary Glindinning
Monday November 19, 2012
The first reaction most people have when they see the Product Protector is ‘why didn’t I think of that.’ Geoff Sharp did think of it, when he was going out on sales calls for a major forklift company and saw pallet and product damage ...
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Perception becomes reality!
John Walker
Monday November 19, 2012
More often than not perception becomes reality. If we look and feel successful we will be successful! Many 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 ...
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An updated look at personal goodwill
The Center for Financial, Legal & Tax Planning, Inc.
Monday November 12, 2012
First of all, personal goodwill is a relatively new concept that not every legal or tax practitioner has heard of. The phrase “personal goodwill” appears absolutely no where in the Internal Revenue Code, United States Code Annotated, or ...
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Safeguarding your employees....are you compliant?
Mary Glindinning
Friday October 19, 2012
Not many bosses are like Michael Scott, manager of the Scranton branch of Dunder-Mifflin Paper Company on the television series “The Office,” who tries to prove the warehouse is not dangerous by running – with no training – a ...
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Question and Answer: No response to emails
Dave Kahle
Friday October 19, 2012
Q. Dave, I have been a fan for a number of years, and have a number of your books. In the last couple of years, I have grown increasingly frustrated. Why won't people respond to my emails, return my voice mails, or even see me when ...
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MRV Services - building the future from Santa’s gift
Mary Glindinning
Friday October 19, 2012
You might want to linger a little in the toy aisle before you buy your child a Christmas present, because your choice might determine your child’s future. Mike Vaughn’s parents probably didn’t know how much the Erector Set Santa Claus ...
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Recovery status
Garry Bartecki
Friday October 19, 2012
I had the pleasure of attending the Associated Equipment Distributors Executive Forum a few weeks ago. The first speaker on the agenda was Ed Sullivan, the senior economist for the Portland Cement Association. The last speaker on day two was David Raso, ...
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OSHA—good efforts can pay off
Sid Scott
Friday October 19, 2012
In 1971, the federal agency known as OSHA (Occupational Safety and Health Administration) was created to ensure that U.S. workplaces were safe and healthy for all employees. In this article, we'll review what OSHA is about and end with some helpful ...
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Prospecting for profit!
John Walker
Friday October 19, 2012
It was roughly two years ago that we wrote an article describing the topic of prospecting for product support sales and profits. While we are still a firm believer in the need for prospecting product support business, we have recently developed a slightly ...
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Features
