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Material Handling Wholesaler Cover
September 2015
Garry Bartecki explains the use of benchmarking to optimize your business.

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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, ...
Remodel your hiring process with team interviewing
Caliper Corporation
Monday June 22, 2015
Team interviews can take a hiring process that is old and worn and bring it back to life, helping you hire great employees that stay and shine! And the process is DIY once you have the tools. A team interview typically involves assembling several ...
Wednesday June 10, 2015
Yale presents white paper on industry small data insights
Wednesday June 10, 2015
Small Data, Big Impact The importance of extracting actionable insights from lift truck telematics to improve efficiency and protect the bottom line.  As a counterpoint to all of the "big data" discussion, Yale's whitepaper covers the ...
Tuesday May 26, 2015
Unirak celebrates 25 years of success with new technologies
Eileen Schmidt
Tuesday May 26, 2015
Unirak bills itself as “the best pallet rack company” in the nation. The company manufactures racks ranging from pallets from stock to “state-of-the-art dynamic hybrids” and is marking a quarter century in business this year. ...
Anything else?
Dave Kahle
Tuesday May 26, 2015
Q.  In your seminar, you used the question “Anything else?” as one of your ‘really good sales questions’.  I see it as a close-ended question.  Is “What else can I do?” as effective, or more or less ...
Four critical elements of succession planning
Jo Moore – Caliper Corporation
Tuesday May 26, 2015
You will be replaced. Don’t feel bad; it happens to all of us. It’s the cycle of life in the business world. But whether you are taking on a new role or sailing into retirement, it’s important that the person following your footsteps ...
A new level of service
Garry Bartecki
Tuesday May 26, 2015
Do you really know what business you are in? I mean really know? Or are you so focused on selling lift truck products and services that you don’t contemplate or visualize potential opportunities “out of the box” that your current or ...
Build a customer retention culture
Dr. Rick Johnson
Tuesday May 26, 2015
Customer Retention ------------ The Never Ending Search. Really?  Can we live with that? Some statisticians have reported that most companies turn over at least fifty percent of their customers every five years. Relationship equity This ...
You’ve got to have the GUTS to charge for a good product
John Walker
Tuesday May 26, 2015
Ten to fifteen years ago Tom Peters wrote the book “In Search of Excellence”, it was a popular and bestselling manual for anyone selling a product in today’s market place. He commented that you had to have “guts” to charge ...
Thursday April 23, 2015
West Point Rack keeps the customer happy
Eileen Schmidt
Thursday April 23, 2015
There is a key component to West Point Rack's business philosophy - focus on Material handling dealers. Terry Sroka. CEO of Omaha, Neb.-based West Point Rack, believes that selling direct to the end user will only create problems. “If you want ...
Q&A: Voicemail call backs
Dave Kahle
Thursday April 23, 2015
Q.  We use the phone for keeping contact with many accounts.  I also use it for cold calling phone prospects.  Any hints on how to entice prospects to call back, since over 60 percent of calls are answered by voice mail? A.  ...
Are you a team player?
Melinda Kennedy, Caliper Corporation
Thursday April 23, 2015
It’s pretty much a given that employers want their staff members to be “team players.” What hiring manager is going to say, “Team player? Nah, I’d really like to add some selfish backstabbers to my group”? In a ...
Tax planning thoughts for 2015
Garry Bartecki
Thursday April 23, 2015
My associate Steve Pierson, CPA that has worked with me for 20+ years, is one of the premier tax folks when it comes to equipment distribution. If he hangs with me that means lift trucks, construction equipment and rental companies. We have been through ...
Always hire the best employees possible
John Walker
Thursday April 23, 2015
Successful equipment dealers discovered long ago that their employees are the dealership’s most important assets. Successful dealers know that results are only achieved through and with their personnel. There is an old adage that advises successful ...
Safety roots protect work, home and life
Mary Glindinning
Thursday April 23, 2015
A culture of safety at work prevents accidents, saves down time and money, and might even keep employees safer at home. Companies identify risks well, said Mark Micheles, vice president of sales in North America for Safety Today. “But getting ...
2015 top five trends in enterprise labeling
Josh Roffman, VP Product Management, Loftware
Thursday April 23, 2015
Today, there are a variety of factors impacting supply chain strategy and ultimately labeling processes. Therefore, it’s important to take a close look at what changes are driving today’s trends in labeling, which has become a mission-critical ...
Monday April 6, 2015
Consolidating frozen storage to optimize growth and logistics
Monday April 6, 2015
Drive-in rack helps Coloma Frozen Foods expand, cut cost, and improve safety Coloma Frozen Foods needed to consolidate its frozen storage capacity.  As a food industry provider of quality frozen fruits, vegetables, juices, and cherry juice ...
Monday March 23, 2015
Southworth celebrates 125 years with an emphasis on safety.
Eileen Schmidt
Monday March 23, 2015
Workplace injuries can be one of the most costly variables modern businesses face. Not only can such injuries present potentially devastating results to the health of a worker, it impacts a company's valuable human resource. And with health care ...
The Annual Sales Meeting
Dr. Rick Johnson
Monday March 23, 2015
Most companies create and initiate an annual sales meeting where they bring all the sales people together – drink the same Kool Aid and hope that next year’s sales rise significantly as a result of this fabulous National Sales Meeting theme ...
Customer satisfaction and how it relates to dealership market share!
John Walker
Monday March 23, 2015
Customer service (satisfaction) is an attitude that must be 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 ...
What are the truly meaningful differences between men and women leaders?
Justin Scerbo, Caliper Corp
Monday March 23, 2015
In a recent Forbes commentary titled “Women shouldn’t have to lead like men to be successful,” contributor Roxane Gay discusses Sheryl Sandberg’s bestselling book Lean In and the message she feels it conveys regarding women ...
What does it all mean?
Garry Bartecki
Monday March 23, 2015
I smell another paradigm shift…..or it just a continuous disruptive process impacting the equipment business that normally operates through a supply chain made up of Original Equipment Manufacturers (OEM’s) and Dealers (that you). Since ...
2015: Culture that Rocks
MHEDA’s 60th Annual Convention & Exhibitors’ Showcase
Monday March 23, 2015
April 18-22, 2015 JW Marriott San Antonio Hill Country Resort & Spa San Antonio, Texas 1955. Young people were looking for a voice and they found it in the rebellious music of Elvis Presley, Jerry Lee Lewis and Little Richard. There was ...
Friday February 20, 2015
Mobility management is on the rise
Friday February 20, 2015
The technological devices used in warehouses throughout today's shipping and handling industries need to be two things - cutting-edge and tough. “Consumer devices break in warehouses,” said Ken Boyd, marketing director for Supply Chain ...
Question & answer for sales people
Friday February 20, 2015
Q.  In your seminar, you used the question “Anything else?” as one of your ‘really good sales questions.’ I see it as a close-ended question.  Is “What else can I do?” as effective, or more or less effective? ...
A strange time
Garry Bartecki
Friday February 20, 2015
I woke up this morning listening to CNBC and the hit Cat and other durable goods manufacturers were taking. All of a sudden there is a 300 pt drop in the DOW and all hell is breaking loose. Earlier in the week I was reviewing ITA’s 2015 estimate ...
Competencies vs. personality traits
Friday February 20, 2015
For those who follow sports, you have likely seen, or read about, the accomplishments of Billy Bean in turning a low-budget franchise into a highly competitive team. He did this by focusing on each player’s various accomplishments, instead of ...
Developing a focus to your business!
John Walker
Friday February 20, 2015
Selling a piece of equipment should not be the only game in town for dealers and manufacturers. Over the years equipment dealers have experienced the erosion of margins on their complete goods sales. Too many equipment dealers fail to generate the amount ...
Wednesday February 11, 2015
Find what’s next. ProMat 2015
Wednesday February 11, 2015
Name of Show: ProMat® 2015 Show Sponsor: MHI Show Dates: March 23-26, 2015 Show Location: McCormick Place South, Chicago, IL, USA The Show ProMat 2015, held March 23-26, 2015 at Chicago’s McCormick Place South, is the largest ...
Wednesday January 28, 2015
Voxware research indicates most online purchases are returned
Returns due to retailer error
Wednesday January 28, 2015
Voxware released research highlighting why consumers return items purchased online or by phone and how their experiences with the return process affect their future purchase intentions with retailers. Highlights from the survey, which collected ...
Tuesday January 20, 2015
Standard-Knapp celebrates 120 years
Eileen Schmidt
Tuesday January 20, 2015
It has been 120 years since the Fred H. Knapp Company got its start in what was then a new industry – manufactured canning for perishable goods. Although the military and some exploratory expeditions had used canned foods since the beginning of ...
Eight ways to identify new suspects
Dave Kahle
Tuesday January 20, 2015
Every sales organization, and every sales process, begins with identifying a group of suspects. Suspects are people and organizations you suspect may one day do business with you. They aren't yet prospects, because you don't know if they have a legitimate ...
Does hiring salespeople have to be an uphill battle?
Caliper Corporation
Tuesday January 20, 2015
I am often struck by the hopelessness of hiring managers who lament the lack of great salespeople, while filling their ranks with legions of under-performing and underwhelming sales personnel. On an intellectual level, these seemingly bright managers ...


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