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Material Handling Wholesaler Cover
August 2016
There's no room for dinosaurs in today's workplace. As a manager, you can help raise engagement levels. Learn how in the August issue.

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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 ...
Companies make safety a priority
Mary Glindinning
Friday May 20, 2016
Accidents can be prevented, but forklift accidents still kill 85 Americans each year and seriously injure 35,000 more. Safety has been increasing, and the number of accidents have been decreasing. But there’s more to be done. Making sure only ...
Wednesday May 11, 2016
New white paper calls an end to transaction based partnerships
Wednesday May 11, 2016
DHL Supply Chain , part of the supply chain division of Deutsche Post DHL Group, launched its latest white paper highlighting the emergence of a new collaborative business model. The white paper revealed that most organizations still conduct business ...
Wednesday April 20, 2016
MHEDA’s 61st Annual Convention & Exhibitors’ Showcase
“Passion with Purpose”
Wednesday April 20, 2016
April 30 – May 4, 2016 Gaylord National Resort National Harbor, Maryland Doing business in 2016 is not just about transactions with customers. It’s about interactions with the world around you. MHEDA’s convention theme, “Passion ...
Beware of the bad sales advice you see online
Art Sobczak
Wednesday April 20, 2016
I was doing some research for a client training program and got a bit side-tracked when Googling.  (Who doesn’t?) I did a couple of searches for “prospecting tips” and “telephone sales tips.” I shouldn’t ...
Why should we think about succession planning?
Caliper Corporation
Wednesday April 20, 2016
With so many pressing business issues in the mix each day, developing tomorrow’s leaders might take a backseat in your mind. While it’s tempting to simply focus on the present, it’s critical to plan for success in the future as ...
One good one
Garry Bartecki
Wednesday April 20, 2016
One good employee is worth three average employees.  And I am absolutely sure you immediately know who that is in your organization. I would also guess you can name the three marginal members of your staff as well. How nice it would be to have ...
Would you like to increase your market share?
John Walker
Wednesday April 20, 2016
If you are an equipment dealer, you are probably thinking that this has to be the most stupid question you have ever been asked. Hey, it’s an election year; the media is allowed to ask dumb questions. As an equipment dealer you are accustomed ...
The uberization of last mile freight
Steve Banker, Vice President of Supply Chain Management at ARC Advisory Group.
Wednesday April 20, 2016
Uber  has disrupted the taxi industry. Can anyone copy the Uber model and disrupt the freight market?  That question is generating a great deal of discussion among logistics executives with the “last mile” freight market generating ...
Thombert moves into 7th decade of operation
Eileen Schmidt
Wednesday April 20, 2016
Global labor markets may be alluring to some American businesses, but one Midwestern manufacturer has found that nothing compares with its local work force. “Our people in Newton and Brooklyn Iowa can (produce) as cost-effectively as anywhere ...
National Forklift Safety Day – June 14, 2016
Wednesday April 20, 2016
National Forklift Safety Day, sponsored by the Industrial Truck Association, serves as a focal point for manufacturers to highlight the safe use of forklifts and the importance of operator training. This special day provides an opportunity for the industry ...
Friday March 18, 2016
Nutting celebrates 125 years
Eileen Schmidt
Friday March 18, 2016
Elijah Nutting would likely be amazed by the modern world his business now operates in. The businessman founded his company in 1891 after designing a tilt-style platform truck to fulfill the material handling needs of a fellow Minnesota businessman. ...
Use Seinfeld techniques to sell more
Art Sobczak
Friday March 18, 2016
“Hello Newman.”    “No soup for you!”    Double dipping.    “There was shrinkage!”   Man hands. If you instantly identified those lines as coming from “Seinfeld,” ...
Four reasons to invest in a pre-employment report
Friday March 18, 2016
If you’ve ever considered using “personality tests” to guide a hiring decision, or if you’re researching them now for the first time, you should know a few things: One, there are a ton of them on the market. Two, don’t ...
Take your pick
Garry Bartecki
Friday March 18, 2016
Is all of this economic talk confusing? Are you wondering where you stand in terms of this economy? Do you think about how any turn in the economy will impact your business and personal life? How about monetary policy? Fiscal policy? Tax policy? ...
Where do dealers cut back this time?
John Walker
Friday March 18, 2016
For those equipment dealers who do a lot of reading or attend seminars covering their industries, it becomes apparent that many of the industry indicators predict a slowing of economic growth throughout North America and Canada.  Is this rocket ...
10 reasons MODEX 2016 IS THE SUPPLY CHAIN INDUSTRY’S CAN’T MISS EVENT
Friday March 18, 2016
The countdown has begun to  MODEX 2016  – April 4-7 at Atlanta’s Georgia World Congress Center. With the show less than seven weeks away, it’s time to register and make plans to attend. The reasons why MODEX is the can’t ...
Saturday February 20, 2016
Forty looks attractive
Saturday February 20, 2016
Celebrating four decades of magnetic innovations and growth for Master Magnetics   When Jack Nellessen opened the doors of Master Magnetics in the small town of Castle Rock, Colo. in 1976, the new company operated in a 4,000 square-foot ...
Service sells
Garry Bartecki
Saturday February 20, 2016
Times change and at a very rapid rate as you know these days.  Business, health, career and all other aspects of life keep changing because of globalization of the business world, technology and health care advances. As a result of these rapid ...
Times are tough and they may get tougher!
John Walker
Saturday February 20, 2016
My name is John Walker and I am the eternal optimist. Right now times are starting to get tough and quite probably this business trend will continue to get even tougher, but all the old-timers, such as myself, realize it is only a matter of time until ...
Cold calls that generate HOT results!
Art Sobczak
Saturday February 20, 2016
A few months back I asked for examples of what you do to get through to decision makers. We got some great ideas and best practices and compiled many of those into a free ebook. Not to be overlooked is how to continue building and strengthening our ...
Your job is kryptonite, Supergirl
Caliper Corporation
Saturday February 20, 2016
All that power, and they can’t even stand up to their bosses. It must run in the El family. On CBS’s new hit show, Supergirl, the titular character’s earthy alter ego, Kara Danvers (Melissa Benoist), has followed in her Kryptonian ...
Wednesday February 17, 2016
Utilizing 5S to reap the rewards of an efficient facility
Wednesday February 17, 2016
Many manufacturers have implemented tactics toward a “5S” workplace organization and methodology in an effort to improve or supplement lean manufacturing processes. 5S is designed to decrease waste while optimizing productivity through maintaining ...
BEUMER Group: Using a modular system to provide customised intralogistics solutions:
Wednesday February 17, 2016
In the field of intralogistics, the trend towards automation is continuing at full pace. In order to increase their competitiveness, companies want their plants and systems to work more efficiently and safely. At the same time, workplaces ...
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 ...


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