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Material Handling Wholesaler Cover
October 2014

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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 ...
Safety is no accident.
Mary Glindinning
Monday April 21, 2014
Accidents in warehouses and on docks cost human suffering, time, money and loss of product. Training, enforcement of rules learned in training, proactive design and maintenance can minimize the number of accidents. “Safety is an attitude. Employers ...
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 ...


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