Wednesday May 15, 2013 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.” ... 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 ... 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 ... 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 ... 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 ... 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 ... Monday April 15, 2013 ???????????? 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 ... 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 ... 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 ... 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. ... 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 ... 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 ... Monday March 18, 2013 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 ... 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 ... 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. ... 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 ... Friday March 15, 2013 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 ... Monday February 25, 2013 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 ... 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 ... 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 ... 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 ... Friday February 8, 2013 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 ... Monday February 4, 2013 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 ... 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 ... 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 ... 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 ... 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 ... 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 ... 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 ... 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 ... 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 ... 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 ... 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 ... 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 ... 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 ... 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 ... Monday November 19, 2012 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 ... 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 ... 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 ... 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 ... 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 ... 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 ... Monday November 12, 2012 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 ... Friday October 19, 2012 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 ... 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 ... 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 ... 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, ... 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 ... 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 ... Sunday September 16, 2012 XtraPower Batteries Inc. regenerates company focus for success Mary Glindinning Sunday September 16, 2012 XtraPower Batteries Inc. has been in the business of regenerating industrial batteries for over a decade, but the past three years have been about regenerating itself and finding resilience along the way. When Frederik Gustavsson founded XtraPower ... There are 817 more records in the Wholesaler archives. Click here to view them all.