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Material Handling Wholesaler Cover
June 2015
Creating customer retention and relationship equity starts by making it absolutely seamless and easy to do business with you. Read more in the June cover story.

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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 ...
Time to move ahead
Garry Bartecki
Tuesday January 20, 2015
It is still a little crazy out there, but also the time to get past the craziness and produce a plan for 2015 and beyond. As I have mentioned in the past if you are not looking to update and change all your systems and procedures to become more efficient ...
Let’s get proactive!
John Walker
Tuesday January 20, 2015
Truly professional sales people would never consider entering the market place without a thorough knowledge and understanding of their competition. Should it be anything less for the professional parts manager, service manager or aftermarket service ...
Safety and Efficiency trend 2015
Mary Glindinning
Tuesday January 20, 2015
The industry that moves products where they need to go is moving itself – toward more automation. Automation will be a major trend this year, industry experts said, and will help move products more safely and efficiently. Eric Esson, national ...
Monday December 22, 2014
Howard Bernstein Scholarships aid future supply chain leaders
Mary Glindinning
Monday December 22, 2014
Scholarships from the industry students intend to enter are a boost financially, professionally and emotionally. Investment in students who will keep the material handling industry moving reinforces their choice, and makes them feel like there will ...
Six reasons you should not donate to the Howard Bernstein Scholarship Fund!!
Monday December 22, 2014
In a recent conversation with leaders of MHEDA and MHI, Howard Bernstein startled everyone by stating:  “I do not want material handling distributors and manufacturers donating to the scholarship fund.”  Following a somewhat ...
Shoppa’s Material Handling celebrates 35 years
Eileen Schmidt
Monday December 22, 2014
When Shoppa's Material Handling business began 35 years ago, it was a privately-held Toyota equipment dealership in the Dallas-Fort Worth area. Today, the company headquarters remains in Fort Worth, but the business encompasses nine locations across ...
Question and answer: No control
Dave Kahle
Monday December 22, 2014
Q.   Help!  I'm so frustrated.  I just attended a "sales training” program that never addressed the real issues that I have to deal with every day.  What causes me problems is not my lack of sales ability, it is my company's ...
What’s your succession plan?
Herb Greenberg and Jo Moore
Monday December 22, 2014
Succession planning is not usually a subject that many executives or companies enjoy addressing. Why? Because succession means change, and, as we all know, change can be very difficult. If we had our way, all succession planning strategies would ...
2015…..A BIG YEAR?
Garry Bartecki
Monday December 22, 2014
2015 has the potential to be a big year for both manufacturing and warehousing and thus a big year for material handling dealers ready and able to bring value to the marketplace. Last month we discussed how fast “change” is taking place ...
Knowing & understanding your aftermarket opportunities
John Walker
Monday December 22, 2014
Information provides the framework from which a dealer develops his strategy to increase aftermarket volume, profit and market share. Inadequate information means an inadequate framework and an unworkable strategy! It was a little over twenty years ...
Monday November 24, 2014
Santana Equipment celebrates 15 years
Eileen Schmidt
Monday November 24, 2014
From a humble start in a suburban Chicago townhouse, Santana Equipment Trading Company has grown to where it now stands - poised to expand its North American reach. The international wholesaler and retailer of used material handling equipment was launched ...
First steps to effective sales planning
Dave Kahle
Monday November 24, 2014
Excerpted with permission of the publisher, from the book Take Your Sales Performance Up a Notch , Copyright 2003, by Dave Kahle Most salespeople love to be active - out in their territories, seeing people, solving problems, putting deals together. ...
Our listening skills are getting worse.
Caliper Corporation
Monday November 24, 2014
The red light on your desk phone is blinking. Eleven more e-mails just popped up. Meanwhile, the CFO is demanding an explanation of your budget request, and your biggest supplier missed a critical delivery deadline. And where is the Help Desk to fix ...
Keep your knowledgeable friends closer
Garry Bartecki
Monday November 24, 2014
Can these times be more confusing? I think not. The economy is uncertain, the market is uncertain, interest rates are uncertain (but still acceptable), we may have an Ebloa issue, the dollar is at risk, oil prices are falling, Europe is tanking and ...
Reality in your shop!
John Walker
Monday November 24, 2014
More often than not perception can become reality. If we look and feel successful we will be successful! 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 months ...
Setting a profitable pricing strategy
Dr. Rick Johnson
Monday November 24, 2014
Have you noticed that price is not the major topic of discussion when it comes to customer expectations?  You see, the reality about price is that the customer expects the right price, which does not automatically mean the lowest price.  ...
Thursday October 30, 2014
Tips for implementing lean manufacturing practices
Thursday October 30, 2014
You may be thinking about implementing lean manufacturing practices in your facility, or may have heard about lean manufacturing and want to know more. Whatever the case may be, these tips for implementing lean manufacturing practices can help to determine ...
Monday October 20, 2014
We have the advantage
Garry Bartecki
Monday October 20, 2014
  The question is ….will we use it? I think we will for the betterment of the economy, the job numbers and the material handling business. As I have mentioned previously I read and review at least 15 financial and business publications ...
A revolution hits warehousing
Mary Glindinning
Monday October 20, 2014
“Flying off the shelves” might be a reality in the warehouses of the not-too-distant future. “I believe that drones have the potential to see significant adoption in warehousing and closed-system material handling (within the walls ...
eBS Mechdata celebrates 50 years
Eileen Mozinski Schmidt
Monday October 20, 2014
  Founded in Colorado before the dawn of the information and technology age, eBS Mechdata Corporation got its start by providing clients with pieces of key business intelligence. The company would transform a dealer's raw data into a report ...


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