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Material Handling Wholesaler Cover
February 2016
We asked people in varied sectors of material handling what trends are on the horizon for 2016. Read the February cover story to learn more.

Industry News

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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 ...
Let's take a look at forklift history
Garry Bartecki
Wednesday September 23, 2015
“Thought we could take a trip down memory lane this month. If you have been involved in the industry as long as I have you will find yourself reminiscing about the various OPM’s, dealers and products in the Industry M&A History that ...
Service, the dealership’s last profitable frontier!
John Walker
Wednesday September 23, 2015
Throughout the last two centuries, we have all heard comments about man’s last remaining “frontier” . . .  outer space, the oceans’ depths and the third world countries. For the equipment dealer, one of the last remaining ...
Women add new perspective
Mary Glindinning
Wednesday September 23, 2015
Once women walk in the office door or drive on to the warehouse dock, they find a home in material handling. While still staffed by more men than women, material handling is an industry where women can have a career. Those who find a place in the industry ...
Wednesday September 2, 2015
Where have all the truckers gone?
10 tips to fight the shortage
Adam Robinson, Cerasis
Wednesday September 2, 2015
Transportation capacity problems have been a volatile issue over the past twenty years or so. A thorough analysis provided by the Council of Supply Chain Management Professionals, (CSCMP) in its " State of Logistics " report, indicates that by 2017,  ...
Wednesday August 26, 2015
Five strategies for optimizing warehouse operations with automation
John Hinchey, VP of Sales, Westfalia Technologies
Wednesday August 26, 2015
From SKU proliferation, to e-commerce, to increasing customer demand, changes and trends in today’s supply chains have significantly complicated the warehousing industry. Now, as warehousing organizations look for new ways to stay ahead of these ...
Monday August 17, 2015
What to do when they are not the ultimate decision maker
editorial@mhwmag.com
Monday August 17, 2015
A training client emailed me with this scenario. Perhaps you’ve run into something similar. The rep, Kim, had a prospect, Karen, who agreed that her company should use the sales rep’s company for their purchases of computer media ...
Are you training your sales people to be sharks?
Monday August 17, 2015
It’s everyone’s favorite time of year! That’s right, Shark Week , when America celebrates pushy, aggressive salespeople who pounce on unsuspecting customers, take their money, and send them floating downriver before anyone has a chance ...
For Presto Lifts, orange is the key color.
Eileen Schmidt
Monday August 17, 2015
The bright shade has helped the company's equipment stand out throughout its history - a mark, company leaders say, of the firm's commitment to excellence in the design and manufacture of its pieces. “Any customer that is producing something, ...
“Little data” still important
Garry Bartecki
Monday August 17, 2015
As you probably know I am a true believer when it comes to benchmarking numbers as often as possible during any given year. I say that because: The benchmarking points out specific areas for review allowing for adjustments to be made before things ...
The manager manages, or does he/she?
John Walker
Monday August 17, 2015
In writing this month’s article, I went back and researched articles I’ve written in the past years. The following article, written well over twenty years ago, was chosen to update and repeat almost as written. I’ve known many equipment ...
Monday July 27, 2015
Quality products and strong customer service “pays off” for Herkules Equipment
Eileen Schmidt
Monday July 27, 2015
It all started three decades ago with one product; an item so successful it created a need for expansion for a fledgling business. The automatic paint gun washer developed and patented by Herkules Equipment Corporation in 1985 was designed to create ...
How to prepare for the future
Garry Bartecki
Monday July 27, 2015
Sometimes I wonder why I do things. Which is what I did after typing in the title of this month’s column. You know how it is….use the word “future” and no matter what you say it is going to be wrong for some people. So I ...
Identifying Hidden Talents
Dr. Herb Greenberg, Caliper founder
Monday July 27, 2015
When companies are recruiting, their top-of-mind concern is usually to ensure that they find someone well suited and qualified to do the required job. However, far too often, many companies stop there. Usually the questions they want answered include: ...
The purpose of a purpose
Dave Kahle
Monday July 27, 2015
I was up against the wall, with no options. Almost literally between a rock and a hard place. Here’s the story. I had left a very secure sales position for one of a lot more challenge, and a lot more risk. My new position was the opposite of ...
Setting your shop up for marketing and efficiency?
John Walker
Monday July 27, 2015
Creating and maintaining a superb shop appearance today is more important than it has ever been and particularly if you are interested in increasing your service sales and profitability. Many manufacturers and dealers recognize that a well laid out, ...
Friday July 24, 2015
Americans with Disabilities Act (ADA) turns twenty-five
Friday July 24, 2015
Former Miss Deaf America Says Act Helped Tear Down Barriers The day the Americans With Disabilities Act passed in 1990, U.S. Sen. Tom Harkin delivered a speech from the Senate floor in a way most of his colleagues didn’t understand. ...
Friday June 26, 2015
Hashtagging your way to social media relevance
by Jay York
Friday June 26, 2015
Those seemingly inconsequential hashtags are   crucial to gaining more exposure for your brand Not so many years ago, many people probably paid little attention to that pound sign on the computer keyboard. You know, the one that looks like ...
Monday June 22, 2015
Established aftermarket programs increase profits
John Walker
Monday June 22, 2015
Customers don’t always approach you for business. You sometimes have to approach them! Professional sales and marketing people worldwide, know that in order to sell any kind of product, they must at some point approach and sell (face to face) ...
ZIG or ZAG?
Garry Bartecki
Monday June 22, 2015
Here we are in June and 2015 is shaping up to be a yawn. Retail sales are lackluster. Consumer debt is flat. US production is flat or slightly down. International production is flat or down. The dollar’s strength is hurting exports. Here we ...
Shelving Inc. celebrates 55 years
Eileen Schmidt
Monday June 22, 2015
When Mike Schodowski sees a disorganized office or business, he often feels the urge to make the space more organized and space efficient. "It eats you in the stomach because you know you can really help them," said Schodowski, who as vice president ...
Dealing with your customer’s time constraints
Dave Kahle
Monday June 22, 2015
Q.   How much time should you expect from a customer for an appointment? A.   This is one of those many questions about sales issues for which the answer always begins with “It depends.”  It depends, first of all, ...


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