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Material Handling Wholesaler Cover
May 2017
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Monday September 19, 2016
Great company branding tips
Mary Glindinning
Monday September 19, 2016
A brand makes customers feel like they know what they are getting. It is familiar, it is comforting and in the best instances, it is trusted. Brands have been around for decades, but they are even more predominant now, with advertising coming at ...
Friday August 19, 2016
Save money by demystifying B2B transactions
Preferred Payments
Friday August 19, 2016
As a merchant service provider we can only assume businesses are uninterested in learning about card processing savings for two reasons: a lack of knowledge about how credit card processing works, or, those never ending cold calls. Before you hang up, ...
AMETEK Prestolite Power is more than a manufacturer
Eileen Schmidt
Friday August 19, 2016
It is a solutions provider. “About every month there's a situation from the field where we evaluate a need a customer has and we work with them to develop a solution,” said Jim Lichtenberg, business manager of the Ohio-based industrial ...
The evolution continues
Garry Bartecki
Friday August 19, 2016
We are all in the rental business. And what we rent is being rented from OEM’s direct, independent rental companies, OEM dealers and the national equipment rental companies. I myself spend a big chuck of my time in the equipment rental business. ...
Employers -  look to behavioral competencies when hiring
Caliper Corporation
Friday August 19, 2016
Though there’s little indication that long-term, repetitive experience in a given role equates to strong performance in a similar role at a different organization, many companies continue to disregard intrinsic motivation and diversity of experience ...
Relationship and sales advice in closing, following up
Art Sobczak
Friday August 19, 2016
While pouring myself a cup of coffee in the break room of a company where I was doing some onsite training, I couldn’t help but overhear two women in a spirited conversation. “Yeah, he just couldn’t make a commitment.” ...
Customer loyalty
Dave Baiocchi
Friday August 19, 2016
Last month I talked about how the needs and expectations of the customer should define the boundaries of good customer service. We discussed how anticipating a customer’s needs can take your dealership’s service offering to a new level.  ...
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 ...
Friday December 18, 2015
The ultimate “fun” office - AK Material Handling Systems
Eileen Schmidt
Friday December 18, 2015
There is a little wrinkle to job interviews at AK Material Handling Systems – candidates are asked a few questions that have nothing to do with the business or the position for which they are applying. Instead, they are asked about what they do ...
Getting the money when they say there is no budget
Friday December 18, 2015
Last week I covered how asking about budgets can actually—and often—lose sales.   However, there ARE situations where budget is truly an issue. Far fewer times than the  illusion  of a budget blocks a sale, or a lie about ...
What do James Bond and Godzilla have in common?
Caliper Corporation
Friday December 18, 2015
Aside from a penchant for indiscriminate destruction and a history of facing off against outlandish villains, both characters belong to two of the longest-running, most prolific movie series ever. Since 1962, James Bond has gone on 24 big-screen missions ...
I don’t understand how hard it is to hire a technician!
John Walker
Friday December 18, 2015
I have been consulting with equipment dealers about their aftermarket or their product support sales and profit for 40+ years. You can’t imagine over the years how many times I’ve been told: “I don’t understand how difficult ...
Raise or fold?
Garry Bartecki
Friday December 18, 2015
Can you believe it….another year goes by. Hope it went well for you and your company. Also hope you learned some things about running or working in a material handling company in this economic environment. I guess if you ended the year with more ...
Thursday November 19, 2015
Donald Trump’s sales and success lessons
Art Sobczak
Thursday November 19, 2015
Donald Trump. Just the name itself sets off a variety of polarizing emotions and opinions. Regardless of how you feel about him politically or personally–I am keeping my opinion on that completely out of this–there is no denying that ...
How not to build your empire
Caliper Corporation
Thursday November 19, 2015
When we last saw music mogul Lucious Lyon (Terrence Howard) at the end of  Empire  season one, he was clinging to the bars of a jail cell, charged with the murder of his trusted confidant and advisor Bunkie Williams. See, Lucious was mistakenly ...
Shake it up baby!
Garry Bartecki
Thursday November 19, 2015
You know the next line “Twist and Shout.”  Kind of apropos in this business climate at this time of the year.  I don’t know about you but it is looking a little soft going into 2016…..or is it looking a little better ...
J.W. Speaker celebrates 80 years
Eileen Schmidt
Thursday November 19, 2015
For 80 years, J.W. Speaker Corporation has had a presence in the Milwaukee area. Founded by John Speaker in July of 1935, the company got its start in radiator fronts, car mirrors, repair kits and automotive lighting. In the decades following that launch, ...
Downtime is costly!
John Walker
Thursday November 19, 2015
If you are reading this article I can feel comfortable in saying that in all likelihood you are in the equipment business. I have spent a life time in the equipment business so before you critique this article as a repeat of what has been said before, ...
Tuesday November 10, 2015
Only 51% of North American supply chain executives consider sustainability a strategic priority
Tuesday November 10, 2015
Similar survey conducted by West Monroe’s strategic alliance partner, BearingPoint, finds that 59% of European supply chain executives consider sustainability a strategic priority West Monroe Partners, a full-service business and technology ...
Thursday October 22, 2015
Towlift celebrates 50 years
Eileen Schmidt
Thursday October 22, 2015
When the employees and families of Towlift Inc. gathered at Ohio amusement park Cedar Point this summer, bystanders likely wouldn’t have guessed that the hundreds of yellow shirts the group donned for the event were connected to a company that ...
Seven supply chain scenarios that lend themselves well to AM
Thursday October 22, 2015
When trying to determine whether a particular part can be cost-effectively manufactured by AM, it is critical to analyze the entire supply chain. Initially, the supply chain should be examined from a qualitative standpoint. Courtesy of Senvol, below ...
Stabilize your employee investment through good leadership communication
Caliper Corporation
Thursday October 22, 2015
Whether you’re an active investor who craves the thrill of the open market or someone who is simply dutiful in contributing toward your 401K every two weeks, a global stock plunge can inspire feelings of helplessness and anxiety. After 2009, if ...
Top line does not matter
Garry Bartecki
Thursday October 22, 2015
I recently produced a webinar for Infor (dealer and rental software provider) where we reviewed the status of the rental markets and what the ARA crystal ball was showing for the growth of rental through 2019. The growth numbers are pretty impressive, ...
How serious do you consider your aftermarket competition?
John Walker
Thursday October 22, 2015
For years I have asked hundreds of equipment dealers, their department managers and many times individuals involved with the parts, service and rental departments this question: If your customers asked: “How will I be better off if I buy from ...
Sales lessons from a Billy Joel and Elton John Concert
Art Sobczak
Thursday October 22, 2015
I had the opportunity to see the Rolling Stones kick off their US tour in San Diego a few months ago. What was most mind-blowing was how Mick Jagger at 87--or whatever he is now--bounced around stage like he did when he was 30. Great concert overall. ...
Alert 15-03: Considerations when stacking steel drums
Thursday October 22, 2015
Steel drums are the most widely used type of industrial packaging in the world and are manufactured with consistent strength and durability. Their standardized design and resistance to extreme temperature and humidity contribute to their overall strength ...
Tuesday October 20, 2015
3D Printing - Creating opportunities
Mary Glindinning
Tuesday October 20, 2015
A cardinal rule at newspapers is just because you can print something doesn’t mean you should. You have to choose the best use of space. It’s the same with 3D printers: they can’t print everything, and you have to choose to use ...
Friday September 25, 2015
How leaders grow: a framework for action
Friday September 25, 2015
If you go to the business section of any major book store, you will find dozens of books claiming to contain the “secret sauce” for how to be a great leader. Many of them offer useful nuggets of advice, but few get to the heart of the matter: ...
Whose language are you speaking?
Art Sobczak
Friday September 25, 2015
I saw an article about how golf equipment sales reps visit the various pro golf tournaments every week and try to persuade the players to use the equipment represented by the salesmen.  A rep with a club company said that when speaking with ...
Wednesday September 23, 2015
Logitrans A/S on a good path after 75 successful years
Eileen Schmidt
Wednesday September 23, 2015
On the morning of April 9, 1940, Nis A. Pedersen biked home from the bank, a newly-minted business owner with the deed for his smithy in his hands. Pedersen was, for the moment, unaware of his unfortunate timing; the German army was simultaneously ...
Let's take a look at forklift history
Garry Bartecki
Wednesday September 23, 2015
“Thought we could take a trip down memory lane this month. If you have been involved in the industry as long as I have you will find yourself reminiscing about the various OPM’s, dealers and products in the Industry M&A History that ...
Service, the dealership’s last profitable frontier!
John Walker
Wednesday September 23, 2015
Throughout the last two centuries, we have all heard comments about man’s last remaining “frontier” . . .  outer space, the oceans’ depths and the third world countries. For the equipment dealer, one of the last remaining ...
Women add new perspective
Mary Glindinning
Wednesday September 23, 2015
Once women walk in the office door or drive on to the warehouse dock, they find a home in material handling. While still staffed by more men than women, material handling is an industry where women can have a career. Those who find a place in the industry ...
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 ...
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 ...
The impenetrable account
Dave Kahle
Monday October 20, 2014
How do I sell to an account that is firmly in the hands of a competitor? In one form or another, I hear that question at almost every sales seminar I teach. It's a great question, reflecting one of the most perplexing and frustrating situations ...
It’s right in front of you!
John Walker
Monday October 20, 2014
Let’s make it as simple as possible. It is not brain-surgery, it is not rocket science! It is something that is available to you on almost every information system used by equipment dealers. It is an invaluable program everyone can use to market ...
Keeping your employees engaged is an ongoing process
Ann Anderson, Caliper Corporation
Monday October 20, 2014
It is generally understood that the more employees are engaged in their positions or company, the more effective they will be at performing their responsibilities. But how can you tell whether a person is truly engaged in the job or just scraping by ...
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 ...
Time to depreciate your wallet
Garry Bartecki
Thursday February 20, 2014
I just returned from the Associated Equipment Distributors (AED) meeting in beautiful downtown Houston. Great place, great weather and great show. The members are more upbeat this year expecting improvement in sales and rentals as well as margin ...
Time again for a “Reality Check”
John Walker
Thursday February 20, 2014
Over the years we have written numerous articles dealing with reality within the equipment industry. At the start of a new year we decided to “dust-off” an article we wrote several years ago with the quote - “Things that do not change ...
Monday January 20, 2014
Outside box thinking fuels FloStor Engineering
Monday January 20, 2014
From opening day on, FloStor Engineering Inc. has rarely been accused of thinking inside the box. Against most every probability rule of American business logic, this tiny Northern California material handler has steadily grown to become a potent ...
Top performers are blueprint for beating the competition
Caliper Corporation
Monday January 20, 2014
When the leaders at SAP unveiled the company’s innovative vision for the year 2010, they knew that to accomplish their goals, they had to accelerate the development of their current top performers and redouble their efforts to identify people ...
Q and A for sales people
Dave Kahle
Monday January 20, 2014
Q.  What is the best and ideal number of visits to be done on a current customer on a regular basis to retain his loyalty?           A.   Here I go again. It depends.  So many questions ...
Buyer’s remorse
John Walker
Monday January 20, 2014
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 ...
Moving toward mobile
Mary Glindinning
Monday January 20, 2014
The industry that moves product is moving toward mobile. Say you’re a warehouse manager who needs to place an order with a vendor you’ve used before. You’re standing in the warehouse with your tablet, needing a part, supplies or ...
What’s on your agenda
Garry Bartecki
Monday January 20, 2014
Been on my excessive reading binge and thought I would convey some of the ideas and thoughts being discussed and kicked around to maybe help material handling C-level management focus on specific areas to improve profits and cash flow. Since you ...
Monday December 30, 2013
Group Relamping, Rated Life, and Economic Life of Lighting Systems
Robert Bresnahan., Larson Electronics
Monday December 30, 2013
A significant portion of the costs associated with industrial and commercial lighting systems comes from the need for regular maintenance of these systems. Effective lighting must do more than simply illuminate the targeted area, they also play a direct ...
Friday December 27, 2013
Evaluating LED lighting options
Friday December 27, 2013
Efficiency, service life and light quality are all reasons why facility managers are increasing choosing LED luminaires over more traditional lighting technologies. In fact, according to market research firm Strategies Unlimited, the LED market is ...
Monday December 23, 2013
Do LEDs display color shifting? Yes, but it depends
Robert Bresnahan., Larson Electronics
Monday December 23, 2013
Many light sources, whether they’re HID, fluorescent, or LED, display color shifting over the course of their operating lives. How significant this color shifting is depends in large part on the type of light source and its operating age. Generally ...
Friday December 20, 2013
Jamco, Inc. customer satisfaction is key to success
Friday December 20, 2013
Jamco Inc. is a robust business serving the wholesale material handling industry for 28 years. They pride themselves in giving dealers and distributors throughout North and South America products that make their customers keep coming back. “We ...
Relationship building - eight powerful rules
Dave Kahle
Friday December 20, 2013
More than any other type of sales, distribution sales people must be good at relationship building. You see your customers more often, and for longer periods of time than almost any other type of sales person. This means that you must build relationships ...
How to hire and develop effective salespeople
Caliper Corporation
Friday December 20, 2013
Identify a promising pool of candidates. In order to hire effectively, you have to be absolutely clear about the kind of person you are looking for. You don’t just want a job description: you want a description of the person you are seeking. ...
What’s the Plan?
Garry Bartecki
Friday December 20, 2013
I assume you have one….a plan that is. A plan that deals with all the variables now facing every material handling dealer in the country. I guess stage one of the plan is to finish up 2013, taking into account your tax and cash positions. ...
Optimists always understand opportunity!
John Walker
Friday December 20, 2013
According to Webster an opportunity is:  A favorable or advantageous circumstance or combination of circumstances, a chance for progress, profitability or advancement . . . I am, and always have been, an optimist. I have, through training ...
Monday December 16, 2013
Is standardization the next phase in LED light fixture design?
Robert Bresnahan., Larson Electronics
Monday December 16, 2013
LED lighting technology is a vast departure from the technology behind the traditional incandescent bulb. They share no similarities in the manner of their operation, and their design is equally different as well. The incandescent light bulb is a self ...
Friday December 13, 2013
The fatal effects of workplace bullying
Friday December 13, 2013
Workplace bullying isn’t just a buzzword. The media often dilutes the meaning of workplace bullying by applying it to stories about nothing more than a water cooler discussion gone sour. In the material handling industry, workplace bullying is ...
Thursday December 5, 2013
Group relamping, rated life, and economic life of lighting systems
Robert Bresnahan., Larson Electronics
Thursday December 5, 2013
A significant portion of the costs associated with industrial and commercial lighting systems comes from the need for regular maintenance of these systems. Effective lighting must do more than simply illuminate the targeted area, they also play a direct ...
Wednesday November 20, 2013
Manufacturers direct – the supply chain dilemma
Dr. Rick Johnson
Wednesday November 20, 2013
Let me address this dilemma by using a “catfish parable.” Catfish are native to North America. As you may know, catfish are bottom feeders with slick, shiny skin and no scales, often known as "Mr. Whiskers." They feed on algae and prefer ...
Let’s work at becoming proactive
John Walker
Wednesday November 20, 2013
While working with equipment dealers in all types of industries, we often witness what we refer to as a reactive style of selling. This is when a customer comes to the counter or telephones the dealership and we react to what the customer requests, ...
AK Material Handling thinks in 3-D
Clete Campbell
Wednesday November 20, 2013
To stay alive in today's ever-changing material handling industry, you've got to be able to see the future. Al Boston sees in 3-D because he knows he has to. Three-dimensional forward thinking has allowed Boston's AK Material Handling Systems to ...
13 is over
Garry Bartecki
Wednesday November 20, 2013
Boy, 2013 went by in a blur. It seems we just started the year and here we are going on December as I write this. What do you think about 2013…..to me it was just plain confusing, and when working in a confusing environment, planning becomes ...
Hire versatile employees
Herb Greenberg
Wednesday November 20, 2013
There is a seismic shift going on in successful companies today. Speed has taken on a new meaning.  The expectations of our clients and prospects have accelerated at a dizzying pace.  Some of our competitors have come out of nowhere. Others ...
Question and Answer for sales leaders
Dave Kahle
Wednesday November 20, 2013
Q.  How can we get inside sales to do some proactive sales activities each day?  We expect our inside salespeople to use some of their time to shift into the proactive mode to make outbound phone contact to existing and new business.  ...
Thursday November 14, 2013
Business Owners, Do you have Obamacare paralysis?
The cure hinges on three simple—Yet amazingly powerful—Questions.
Dr. Glenda Eoyang and Royce Holladay
Thursday November 14, 2013
  Whether your politics are deep red, deep blue, or somewhere in between, the Affordable Care Act is making your life more difficult—or at least more confusing. There’s no end to the speculation on what Obamacare may cost companies. ...
Monday October 21, 2013
Horizon getting brighter
Garry Bartecki
Monday October 21, 2013
The AED held its annual executive forum a couple of weeks ago with an agenda that any equipment dealer would have found informative. A significant portion of the program was directed at risk assessment covering such topics as inadequate dealer profitability ...
Efficient warehouses pay dividends
Mary Glindinning
Monday October 21, 2013
Just as they say “when mama ain’t happy, nobody’s happy,” when the warehouse isn’t humming, nobody’s happy, from employees to customers to owners. But making a warehouse run smoothly and efficiently is achievable ...
Question and Answer. How many sales calls should a sales person make?
Dave Kahle
Monday October 21, 2013
A. In about one out of every two seminars that I do, I hear this question. It springs from a manager's concern for defining what constitutes a "good sales day." And sales people want to know so that they have some ammunition to fend off unreasonable ...
There's no closing the door on TMI's growth
Clete Campbell
Monday October 21, 2013
The business’ aging freezer and dock doors are closed, but theoretically are wide open, presenting a revenue loss risk as great as an unstaffed bank with its vault doors open. Energy, an essential commodity for small businesses, is escaping ...
Eight ways leaders can build greater trust
Patrick Sweeney
Monday October 21, 2013
Is trust on its way to becoming an endangered species? With an ever-changing healthcare industry—and uncertainty being the name of the game—it's no wonder that less than half of employees have trust and confidence in their senior leaders, ...
Hire the best employees
John Walker
Monday October 21, 2013
Successful equipment dealers discovered long ago that the employees in a dealership are the dealer’s most important assets! The successful dealer knows that results are achieved through and with his personnel. There is an old adage that advises ...
Monday October 7, 2013
Tompkins forecasts aggressive growth in third-party logistics (3PL) market
Monday October 7, 2013
Tompkins International experts show what is driving the LSP industry to 7-10 percent growth in 2013. Tompkins International experts recently reviewed the 3PL industry for 2013 and agree that it is growing at a faster rate than gross domestic product ...
Thursday September 19, 2013
The qualities that distinguish women leaders
Herb Greenberg, Ph.D. – Caliper Corp.
Thursday September 19, 2013
Women leaders are more persuasive, assertive and willing to take more risks than male leaders. Mara Swan, Chief People Officer for Molson Coors, points out, "I believe this study shows that for a woman to become a leader today, she has to fight harder ...
Continue the fight
Garry Bartecki
Thursday September 19, 2013
Last month I discussed the soft issues that drive most biz owner’s nuts. And I strongly believe it is those types of issues that are holding back our economy and job growth. Since I wrote that article I have personally encountered four events ...
Question and Answer: Abusive Customer
Dave Kahle
Thursday September 19, 2013
Q.  How would you suggest I respond when a customer gets abusive and uses profanity with me? A.   That's a difficult call.  I have had only a couple of these experiences in my career.  Let me do a little thinking out loud (or ...
Does aggressive marketing increase parts/service sales and profits?
John Walker
Thursday September 19, 2013
Over the years, we have discovered a single significant factor that differentiates a successful equipment dealer from an average equipment dealer. The successful dealer is proactive while the average dealer has a tendency to be reactive. This is particularly ...
The shipping label proudly says Indiana
Clete Campbell
Thursday September 19, 2013
Angola, an inconspicuous blue-collar northeast Indiana town of 8,600 just off Interstate 69 serves as home to a surging family-owned manufacturer and distributer which is growing and moving product like never before in its seventh decade. Vestil ...
Career opportunities span genders
Mary Glindinning
Thursday September 19, 2013
Someday, there won’t be a reason to write a story about women in material handling because there will be so many of them. “I think that there will be a day when you won’t see an article like this,” said Shirley Perreira, president ...
Monday August 19, 2013
Kalmar RT conquers wild new terrains
Clete Campbell
Monday August 19, 2013
The fight for freedom and peace in Afghanistan runs through, of all places, Cibolo, Texas, home of Kalmar RT Center’s headquarters. On this 13.6 acre command post, Kalmar RT Center, the world’s only manufacturer of rough terrain reacher ...
Beliefs that limit sales people: the problem with passion
Dave Kahle
Monday August 19, 2013
This is one of those pieces of conventional wisdom that no one seems to question: "It's good to be passionate about your product." Like so many of these conventional myths that ingrain themselves into our psyche, this one has the potential for frustrating ...
Those hard soft issue
Garry Bartecki
Monday August 19, 2013
MHW recently conducted a survey of readers to determine the most urgent issues you as business owners, business executives or department managers are facing in this current business climate. I saw the survey and had some thoughts on what would be in ...
Promoting your dealership’s aftermarket
John Walker
Monday August 19, 2013
Most equipment dealers today are selling what are called “mature products.” These products have been on the market for years and are similar in function to those that your dealership’s competition is selling.  A lift truck is ...
Monday August 12, 2013
Talk up your business: How to get more customers via public speaking
By Pam Lontos
Monday August 12, 2013
All business owners want more customers. The question is, how do you attract them? Advertising can be expensive, and traditional marketing techniques may take a long time to show results. Fortunately, there is another option. Did you know that as ...
Are you an inspirational leader?
Patrick Sweeney
Monday August 12, 2013
Leadership is constantly evolving, whether it’s how to strategically lead a business into the future or how to innovate in a digital world that is changing by the second. But there is one facet of leadership that remains the same – and that ...
Friday July 19, 2013
A propensity to take risks
Dave Kahle
Friday July 19, 2013
What sets the exceptional professional apart from the average? Regardless of what the profession, from sales to psychiatry, the exceptional professionals share certain characteristics. Here's one: The propensity to take risks. Now, don't get the ...
Prove it to yourself!
John Walker
Friday July 19, 2013
There is no “basic” that is more important to equipment dealers than recognizing that customers have a CHOICE! Failure to recognize this basic has led to the decline of many equipment dealerships. We all recognize the customer and prospective ...
W.W. Cannon’s secret to 75 years of success
Clete Campbell
Friday July 19, 2013
W.W. Cannon began in 1938 as a one-man band with Bill Cannon selling shelving out of the back of his car under the hot Texas sun. When launching a business during the Great Depression, you had to be economical. “That’s a long way from where ...
Setting up first-time managers for success
Herb Greenberg and Patrick Sweeney, Caliper Corp
Friday July 19, 2013
While there are many books, articles and seminars on what it takes to be a strong manager, studies show that most people in managerial positions had little or no management experience or training before taking on their current roles. In addition, studies ...
Monday July 8, 2013
What is your value added component?
Garry Bartecki
Monday July 8, 2013
Our economy has been in turmoil for so long that I am almost afraid to turn on the financial channel for fear of hearing about another economic disaster. We have industry stats to deal with, housing, manufacturing, retail and oil leading the way. Are ...
Wednesday June 19, 2013
Then and now
Garry Bartecki
Wednesday June 19, 2013
Do you watch the PBS channels? Out of the 500 or so channels I have available to me I probably spend the most of my TV time on PBS; and the hockey channel during the playoffs. Recent PBS programs on Masterpiece Theatre are programs covering the late ...
Gaining market share in a difficult economy
Dave Kahle
Wednesday June 19, 2013
In the B2B world, the relationship between the customer and the vendor, and more specifically, the vendor's sales person, can be of utmost importance. It doesn't take long in the business to understand that if the customer dislikes you, he is rarely ...
Invest in your best
How to retain your top talent
Herb Greenberg and Patrick Sweeney
Wednesday June 19, 2013
In a challenging economy, providing strong leadership and retaining your top talent is both a strategic and economic necessity. In a time of crisis, when people everywhere are faced with uncertainty, they look to their leaders to provide focus, direction ...
The untapped revenue stream
John Walker
Wednesday June 19, 2013
How are your new and used equipment margins? In almost all segments of the equipment business, sales appear to be holding steady. Certain market segments (oil/gas related) are literally booming. Farm sales have been excellent, but right now dealers ...
Watts Equipment headed for another 40 years
Clete Campbell
Wednesday June 19, 2013
In 1967, Virgil Watts was a young entrepreneur with America-sized dreams, a sound business plan and a passionate vision: supply the Golden State’s Central Valley with the best brands and service in the lift truck industry. That ambitious idea ...
Monday June 17, 2013
The TubeRack – A revolution in steel pallet storage rack systems
A white paper by Hannibal Industries, Inc.
Monday June 17, 2013
The Problem When iconic pop singer Carole King wrote and sang the lyrics “I feel the earth move under my feet” she was crooning a love song.   Little did she know how those words would shake up business and industry leaders worldwide, ...
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 ...
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. ...
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 ...
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 ...
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 ...
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 ...
Your most powerful sales tool
Dave Kahle
Sunday September 16, 2012
Did you enjoy what you had for dinner last night? You are probably wondering what that question has to do with sales.  Bear with me a moment and answer the question. Now, pause a moment and think about what you did when you read that question. Your ...
Getting the most out of job hiring interviews
Sid Scott
Sunday September 16, 2012
When interviewing, listen most of the time. In your experiences, you likely have interviewed for a job where the interviewer did most of the talking. When it happened to me, on more than one occasion, I remember thinking, 'How does he (she) expect ...
Complex changes on the way
Garry Bartecki
Sunday September 16, 2012
No matter how we try, the dealer landscape seems to get more complex every year. 2012 is no exception, and you can throw in 2013 as well. Most of the changes will deal with taxes, with the remainder dealing with accounting issues. I try to keep dealers ...
Seek out your opportunity!
John Walker
Sunday September 16, 2012
According to Webster an opportunity is:  a favorable or advantageous circumstance or combination of circumstances, a chance for progress, profitability or advancement . . . While many equipment dealers consider their aftermarket an afterthought, ...
Women mentors lead the way
Mary Glindinning
Sunday September 16, 2012
From driving forklifts to leading companies, women are working in every facet of material handling. But it is still a male-dominated industry, and becoming co-ed has happened slowly, one woman at a time. Mary Lou Jacoby resists being called a pioneer ...
Monday September 10, 2012
Nine tips for getting the most out of your high density storage system
Tim Vaughan
Monday September 10, 2012
High density storage is a great way to improve profitability in parts and service departments, while reducing time, labor and resource costs. High density storage uses less space and makes keeping track of inventory easier. Storing the highest volume ...
Thursday August 16, 2012
West Point Rack’s customer first philosophy pays off
Mary Glindinning
Thursday August 16, 2012
Seven years ago, Terry Sroka and Reva Bily “decided to leave the large corporate world of decisions by committee, meeting after meeting and burdensome policies,” they said. The two founded West Point Rack, a Nebraska company that sells exclusively ...
More tax complications
Garry Bartecki
Thursday August 16, 2012
You now have to prepare to implement both the PPACA and HCERA as a result of the Supreme Court decision on Obamacare. It appears that these laws require amendment or additions to the Internal Revenue Code to the extent that these changes will generate ...
Is integrity a sales strategy?
Dave Kahle
Thursday August 16, 2012
I was speaking to a group of professional sales people in Johannesburg, South Africa, on the subject of integrity in business.  At dinner later in the evening, my host, who had been sitting in the audience, sheepishly shared with me that several ...
Train to Hire and Develop
Sid Scott
Thursday August 16, 2012
Recently, while listening to a news report, I heard some disturbing news regarding the amount of money businesses, as a whole, were spending on training. Unfortunately, according to the American Society for Training and Development (ASTD), this trend ...
Downtime is costly!
John Walker
Thursday August 16, 2012
Association and manufacturers’ surveys consistently point out that customers purchasing equipment are concerned primarily with this question: Is the dealership concerned with taking care of my needs after the sale? Will the dealer be there ...
Monday July 16, 2012
Rig Ready adapts to industry changes
Mary Glindinning
Monday July 16, 2012
When you’re in a tight spot, it’s nice to have a guy like Dave Balcom around to figure out what to do. Balcom saw that lean manufacturing put repair people in tight spots, and he knew engineers and maintenance supervisors need to keep projects ...
Unrecognized opportunities
John Walker
Monday July 16, 2012
I start this month’s article with an interesting and provocative quotation which reads: “No one can go back and make a brand new start but anyone can start from now and make a brand new ending!” Let’s relate this to the typical ...
Dealer-Success LLC
Garry Bartecki
Monday July 16, 2012
As I may have mentioned previously, I recently started a new venture called Dealer-Success, which is basically a group of service providers I know who can quickly and cost effectively make a positive impact on a dealer’s bottom line, cash flow ...
With people decisions, don't wait too long
Sid Scott
Monday July 16, 2012
In a management training class I was conducting, one of the participants stated firmly, "You know, management wouldn't be too difficult if it weren't for the people." All of the others laughed and agreed as they shared several examples of the challenges ...
Industry offers career diversity
Mary Glindinning
Monday July 16, 2012
To Mike Flamer, a large distribution center with its conveyors and elevators looks like a life-size Lionel train set. The fascination with all the moving parts are part of what Flamer, of The Dorfman Group, which recruits for the material handling industry, ...
Question & Answer for sales people
Dave Kahle
Monday July 16, 2012
Q.  I have long enjoyed your articles.  I am in my second year of being a full commission salesman and wanted to get your advice.  When I make an onsite call or pick up the 500 pound phone and call the customer, I feel like I am ...
Tuesday June 19, 2012
Why it is so easy to become an exceptional sales person
Dave Kahle
Tuesday June 19, 2012
When I was 18 years old, I got a summer job working for a company then called Jewel Tea, whose business was selling groceries, housewares and kids clothing to housewives on a route.  I was hired to work the routes for the vacationing sales people ...
Hire a Vet! II
John Walker
Tuesday June 19, 2012
First of all, let me take this time to thank all of the equipment dealers who took the time to write or call concerning the “Hire-A-Vet!” article featured in the May issue. It was indeed an outpouring of information and this article will ...
National Forklift Exchange shares secrets to success
Mary Glindinning
Tuesday June 19, 2012
The way Rob Parkin sees it; the keys to staying in business for 30 years are simple: tell the truth, pay your bills and treat people fairly. “People make more out of the wholesale forklift business than they should,” said Parkin, who ...
A new word to like
Garry Bartecki
Tuesday June 19, 2012
Every time you pick up or look up a publication it seems the financial wizards invent a new word to describe a current event or transaction. This months’ favorite word, and your favorite word going forward, is RESHORING. Nice word right? Especially ...
The unbelievable cost of bad hiring decisions
Sid Scott
Tuesday June 19, 2012
With the economic woes we have all experienced over the past years along with cut backs, layoffs, incessant downsizing and such; it may seem like a strange time to talk about hiring. However, as the economy turns for the better (there are small signs—have ...
Tuesday May 22, 2012
When do you cave on price increases or do you?
Dave Kahle
Tuesday May 22, 2012
Q. Customers in my industry do not accept price increases unless they have zero alternatives. How do we handle this? A. I'm sure you are not the only person thinking this way, nor is your industry the only one with this issue. Probably almost ...
Wednesday May 16, 2012
Don’t pay the ransom --- I’ve escaped
Dr. Rick Johnson
Wednesday May 16, 2012
Handling sales people that can put up the numbers but break every rule in the book, can’t get along with their peers and drive inside sales people crazy can be very challenging for a sales manager. This will create a situation that ultimately ...
Times are tough!
John Walker
Wednesday May 16, 2012
I was born “smack-dab” in the middle of “ The Big-One” and have survived by my count 12 business down turns. I have always been an eternal optimist. Right now times are tough. They might get tougher, but they will improve. ...
Lift ‘n Buddy takes back pain out of lifting
Mary Glindinning
Wednesday May 16, 2012
At one of his first jobs, Aaron Lamb muscled cappuccino machines from a van down on to a hand truck, and then up on to the convenience store counter. He was a ‘replacement worker,’ filling in for the regular guy who had injured his back ...
Question & answer for sales people
Dave Kahle
Wednesday May 16, 2012
Q.  In regards to personality conflicts with an account, at what point do you walk away and let someone else in your organization try? A .  Great question.  Let me answer in two ways.  First, from a purely theoretical ...
Ethics make us better
Sid Scott
Wednesday May 16, 2012
Recently, I was reading a story about Dennis Kozlowski, former CEO of TYCO who is serving a prison term for stealing from his former employer. Kozlowski had asked the parole board for mercy (early release), which was denied. While he is serving this ...
Rental resurgence
Garry Bartecki
Wednesday May 16, 2012
Last month we covered your growth potential index, or how much your business can grow using the existing capital base and internally generated funds. Our point was that internally generated funds can only support a certain amount of growth and to try ...
Monday May 14, 2012
Six ways to motivate top talent in de-motivating times
Brad Remillard
Monday May 14, 2012
To retain your top talent it is absolutely critical to ensure they are motivated. In difficult times this is often not high on the priority list of managers or CEOs. Most people are working long hours and doing the job of two people, stress is at an ...
Thursday May 3, 2012
Hiring: How to attract top players
Four criteria to help you attract the best – and avoid the rest!
Patrick Valtin
Thursday May 3, 2012
Ann is a frustrated business owner who has been trying to hire a Marketing Manager for the last eight months. Her last attempt was disastrous: over $6,200 spent on recruitment ad placements and 63 resumes screened. After 27 interviews in one week, four ...
Friday April 27, 2012
Boston Gear to celebrate 135th anniversary
Friday April 27, 2012
This year Boston Gear celebrates 135 years in business, longer than such venerable companies as I.B.M., Coca-Cola, General Electric and Ford. It’s been around longer than the light bulb, radio, movies, automobiles, and the airplane. Boston ...
Thursday April 26, 2012
Minimize downtime with industrial parts storage that evolves as production does
A new flexible type of storage system can create denser, more space and labor-efficient parts storage capacity.
Del Williams
Thursday April 26, 2012
When production equipment breaks down, every minute it takes to get back up and running can cost thousands of dollars in lost production and idle labor.  While technicians strive to reduce downtime, if they spend precious minutes searching for ...
Wednesday April 25, 2012
Are your managers leaders?
Dr. Rick Johnson, CEO Strategist, LLC
Wednesday April 25, 2012
It has often been said that you can be an effective leader without being a good manager but you can’t be a good manager unless you are an effective leader. Managers Maintain the status quo Monitor situations Allocate resources ...
Monday April 16, 2012
Lift Trucks may be tomorrows Smart Trucks
Mary Glindinning
Monday April 16, 2012
Maybe someday lift trucks will be called “smart trucks” like smart cars. “The automotive industry is the birthplace” of much of the technology that is being adopted in the material handling industry, said Joe LaFergola, manager ...
How high can we climb?
Garry Bartecki
Monday April 16, 2012
I have to say the economy seems to be improving. Maybe not a lot, but it is better than it was a year ago. With any luck the trend will remain upward and increase in business will exceed the productivity gains made over the last four years and companies ...
Panel Built builds growing business
Mary Glindinning
Monday April 16, 2012
The company that two brothers built in Blairsville, Georgia, has grown quickly over the years and its products are designed to help other companies grow, with modular solutions for maximizing space. Panel Built is unique among modular manufacturers ...
Biggest time wasters for sales people
Dave Kahle
Monday April 16, 2012
Good time management for sales people has been an obsession of mine for more than 30 years.  In the last decade, I’ve been involved in helping tens of thousands of sales people improve their results through more effective use of their time.  ...
Employee participation works
Sid Scott
Monday April 16, 2012
One of my favorite companies is Herman Miller. They are very successful with innovation, customer service and profitability. Their products, such as the Aeron chair, are considered some of the best in the world. One of the secrets to their success is ...
Hire a Vet!
John Walker
Monday April 16, 2012
“The troops are coming home!” “The size of our military is going to be reduced!” “A lot of veterans are going to be out there looking for jobs!” It seems that every day when working with dealers, attempting to ...
Thursday April 5, 2012
Making business decisions can be simple: Let it be easy
Joelle K. Jay, Ph.D.
Thursday April 5, 2012
With the challenges in the economy in the last few years, many leaders are getting discouraged. It used to be so easy to succeed. Now it’s more challenging. Leaders everywhere have to do more with less working with fewer resources, lower budgets ...
Tuesday April 3, 2012
Ahead of change or behind the times?
Be a Chief Change Agent
Charlyne Meinhard
Tuesday April 3, 2012
As Chief Executive Officer, you are the starter of change—and the stopper of change.  Nothing significant in your organization happens that you don’t allow, including atrophy.  Failure with change is easy.  Leading change ...
Monday April 2, 2012
Grainger explains three key places to look for energy losses in commercial buildings
Monday April 2, 2012
Grainger, a distributor of products that businesses and institutions need to keep their facilities running, helps customers reduce costs and operate more sustainably through its green products and services offerings in four main areas: managing energy ...
Friday March 23, 2012
Value: What your customers really want
Learn how to sell based on value, not price
Nathan Jamail
Friday March 23, 2012
How many times do you hear, “The customer only cares about the price”?   Most companies or individuals will say they hear it all the time.  Price is only an issue when it is presented as the only benefit (or primary benefit).  ...
Friday March 16, 2012
Wisconsin Lift Truck keeps focus on customers
Mary Glindinning
Friday March 16, 2012
All a Wisconsin Lift Truck Corp. employee has to do for motivation or inspiration is look up. The company’s core values – which come from its founder and have sustained the company for 50 years – are posted on every wall. “Our ...
Matching personal, company goals
Question and Answer
Dave Kahle
Friday March 16, 2012
Question What do I do when my goals don’t match the company’s goals for me? Answer I can look at this is in two ways – expressing two different situations. In the first, there is a legitimate difference in the expectations ...
Making meetings productive
Sid Scott
Friday March 16, 2012
Last month, I shared my thoughts about establishing trust in the digital age. One of my suggestions was to meet in person whenever practical. However, meetings in person, on Skype, on the phone or via texting, while helping to establish trust, can be ...
What’s in there?
Garry Bartecki
Friday March 16, 2012
It has been a very busy month; getting the CFO Conference put together, dealing with the potential tax changes coming down the pike, attending our first 20 Group meeting and, in general, talking with dealers about various operating and financing issues. ...
Everybody needs technicians!
John R. Walker
Friday March 16, 2012
Over the past four 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 expressing ...
RE-IMAGINE YOUR BUSINESS
MHEDA's 57th Annual Convention & Exhibitor's Showcase • Loews Miami Beach Hotel • Miami Beach, Florida • May 5-9, 2012
Friday March 16, 2012
In 1971, John Lennon asked us to “Imagine” a different world. Forty-one years later, for better or worse, it is a different world. As a business professional in the material handling industry, you face new challenges every day. Customers ...
Thursday March 15, 2012
Hiring: Do it the Steve Jobs way
Patrick Valtin
Thursday March 15, 2012
  Jim was the perfect candidate with many years of solid experience as a professional sales rep and had an obvious talent of persuasion and communication skills. But the hiring manager had some strong reservations during the interview. Jim’s ...
Tuesday March 13, 2012
NMHG presents $20,200 check to United Way of Pitt County
Tuesday March 13, 2012
NACCO Materials Handling Group, Inc.’s (NMHG) 2012 fundraising efforts are off to a strong start. As a proud sponsor of East Carolina University (ECU) Athletics, NMHG presented a check for $20,200 to United Way of Pitt County during a recent ...
Tuesday March 6, 2012
Manasquan Premium Fasteners celebrates 25th anniversary
Dedicated to the supply of quality stainless steel fasteners
Tuesday March 6, 2012
Manasquan Premium Fasteners. LLC , a provider of stainless steel fasteners to the residential, commercial and marine construction industries, has celebrated its 25th anniversary as a "Project Oriented" supplier of quality stainless steel and specialty ...
Tuesday February 28, 2012
YRC becomes YRC Freight
Yellow and Roadway brands align new company name with focus on core LTL freight business
Tuesday February 28, 2012
YRC Inc., a subsidiary of YRC Worldwide Inc. unveiled the launch of its new brand — YRC Freight , earlier this month. The brand was introduced to employees in late January at a company event. In addition to the new name, a new logo, uniforms, ...
Tuesday February 21, 2012
Best Practice No. 33: Focus on spending the greatest amount of time with the highest potential customers
By Dave Kahle
Tuesday February 21, 2012
It is so easy to do that which is comfortable and easy as opposed to that which is smart.  It’s a common temptation to which every sales person succumbs at least some of the time.  This applies most dramatically to the fundamental ...
Thursday February 16, 2012
Sales Trends: The incredible power of an elevator speech
By Dave Kahle
Thursday February 16, 2012
“Why should someone spend time with you?” That was the question I asked the six sales people who were the subjects of an intense week-long training session. Their response?  Blank stares, some uncomfortable fidgeting and nothing ...
Human Element: Trust in the Digital Age
By Sid Scott, Scott Consultants
Thursday February 16, 2012
Last month, I shared my thoughts and ideas learned from others on how we establish trust in our business relationships. While establishing trust has always been difficult, in the fast-paced world of the 21st century and the variety of ways we communicate ...
Cover Story: Choose your path in material handling
By Mary Glindinning
Thursday February 16, 2012
Howard Bernstein spent 60 years in material handling, and never worked a day. “Some people call work a four-letter word. I say play is a four-letter word. I stayed in it until I was age 88 because it was fun,” Bernstein said. “It’s ...
Bottom Line: Make it happen in 2012
By Garry Bartecki
Thursday February 16, 2012
Ahh, just what we needed: an election year. We have enough problems as it is, and don’t really need to add the distractions of a presidential election. But we are stuck with it, and have to face the fact nothing will happen in Washington until ...
Aftermarket: Would you like to increase your market share?
By John R. Walker
Thursday February 16, 2012
If you are an equipment dealer, you are probably thinking this has to be the most stupid question you’ve ever been asked. You are accustomed to being told (in sometimes impolite terms) that you had better figure out how to (quickly) increase your ...
Tuesday February 14, 2012
BTS: Freight Shipments rose 3.9 percent in December
Tuesday February 14, 2012
The amount of freight carried by the for-hire transportation industry rose 3.9 percent in December from November, the largest monthly rise in 17 years, which brought the level of freight shipments to an all-time high, according to the U.S. Department ...
Tuesday February 7, 2012
Join Material Handling Wholesaler at MODEX 2012
Tuesday February 7, 2012
MODEX 2012 is here! Be sure to stop by Material Handling Wholesaler’s booth, no. 1726. While at the booth you can sign up for Wholesaler’s e-newsletter in addition our monthly print publication. Dean, Alva and Rob will be on hand to meet ...
Friday January 27, 2012
MHIA forecasts growth of 8 percent for 2012, 12 percent in 2013
Friday January 27, 2012
Material handling equipment orders grew an estimated 15.2% in 2011 and are forecasted to grow 8.0% in 2012 and 12.0% in 2013, according to the latest Material Handling Equipment Manufacturing Forecast (MHEM) released by Material Handling Industry of ...
Tuesday January 24, 2012
A new year brings new warehouse strategies
Tuesday January 24, 2012
As we say goodbye to 2011 and start 2012, organizations are reviewing current processes and asking “how can we do this better?” To stay competitive in these tough economic times, companies are looking for solutions that will positively impact ...
Sunday January 15, 2012
Cover Story: Maximizing warehouse efficiency in 2012
By Robert Callahan
Sunday January 15, 2012
What will the warehouse of the future look like? That’s tough to predict. What’s certain is, as an emphasis on warehouse efficiency increases in 2012 and beyond, products will be ready to fit that role. When Darryl Heffline broke into ...
Sales Trends: Question and Answer: Getting the last look
By Dave Kahle
Sunday January 15, 2012
Q. How do I insure that I get the last look in a competitive bid situation? A. This is a question I’m often asked. In a lot of industries, particularly those involved in construction, government purchases and large-volume manufacturing, most ...
Aftermarket: I do not understand!
By John R. Walker
Sunday January 15, 2012
For over 50 years I have been working with equipment dealers in the various industries of farming, construction, industrial, outdoor power, heavy duty trucks, golf and turf, material handling and the lift truck industry. These dealers run from $500,000 ...
Human Element: It's all about trust
By Sid Scott, Scott Consultants
Sunday January 15, 2012
Many of us are frustrated and even angry about the inability of our elected officials to collaborate and compromise. Instead, we have members of both parties competing, refusing to negotiate and even avoiding working toward solutions It tends to erode ...
Bottom Line: Double trouble ahead
By Garry Bartecki
Sunday January 15, 2012
Most of you have already closed the books for 2011 (at any rate I hope you have), and now have a reasonable picture of your profit, tax and cash flow positions resulting from that year. You have also had a chance to compare the results against your ...
Your Business: Hänel Storage Systems gives back
By Mary Glindinning
Sunday January 15, 2012
No written policy guides Hänel Storage Systems in giving back, but its actions speak louder than words. From donating an automated vertical storage carousel to a program that ensures kids have food to eat on the weekends, to donating ...
Tuesday January 10, 2012
Con-way Freight named Walmart's 2011 National LTL Carrier of the Year
Retailer honors company with prestigious award for third time in five years
Tuesday January 10, 2012
Con-way Freight , a less-than-truckload (LTL) carrier and subsidiary of Con-way Inc., has announced that it has been named by Walmart as its 2011 National LTL Carrier of the Year. Walmart presented the award to Con-way Freight last month at ...
Wholesaler looks back at 2011
Tuesday January 10, 2012
As a new year begins, Material Handling Wholesaler takes a look back to recognize the top stories of 2011. The stories are ranked according to the number of page views by you, the reader. Thank you for making Material Handling Wholesaler your choice ...
Tuesday January 3, 2012
Maintain focus with a personal journal
By Dr. Rick Johnson
Tuesday January 3, 2012
I’ve asked countless CEOs and Presidents: What exactly do you want your legacy to be? I have been impressed with how many have really put some thought into that question. However, I have been equally disappointed in how many CEOs, Presidents ...
Tuesday December 27, 2011
Output is not necessarily outcome
By Robert W. Wendover
Tuesday December 27, 2011
During a recent conversation, a university faculty member told me of a student who approached her about a grade. It seems the young lady had added up the points she had received in the course and discovered that she had earned a "B" rather than the ...
Tuesday December 20, 2011
11 Fears That Are Holding You Back
Eldonna Lewis-Fernandez
Tuesday December 20, 2011
It’s been said that FEAR stands for “Forget Everything And Run.” It’s that uncomfortable, disconcerting feeling that causes us to take a back seat in our own life and prevents us from proactively moving forward to reach our goals ...
Friday December 16, 2011
Your Business: TCM America looks forward to 2012
By Mary Glindinning
Friday December 16, 2011
Looking back, sometimes the toughest things you go through make you stronger. That’s the attitude that Frank Russo, general manager of sales and marketing at TCM America, Inc., sees at his company. “Our new slogan ‘It’s ...
Sales Trends: Best Practice No. 35: Regularly spends time and money improving sales skills
By Dave Kahle
Friday December 16, 2011
Having spent most of my adult life in Michigan, I have naturally grown to be a fan of the Detroit professional sports teams.  Basketball is my favorite sport, and I’ve been a Pistons fan since before the Bad Boys.    As ...
Human Element: When times get tough—cut people last
By Sid Scott, Scott Consultants
Friday December 16, 2011
We have been through several years of poor economic conditions and this has put lots of pressure on businesses to wisely manage costs, inventories and staffing.  Sadly, because of lack of customers and revenue, positions have been cut in order ...
MODEX 2012: Where Supply Chain Solutions Are Moving
Friday December 16, 2011
When Modex 2012 opens on February 6 in Atlanta it will include over 500 exhibits on the 150,000 net square foot Modex 2012 Show floor and an educational conference that features keynotes Educational Conference that features keynotes by Rick Blasgen, ...
Bottom Line: Is there any doubt?
By Garry Bartecki
Friday December 16, 2011
Is there any doubt? You bet there is. Can you believe how Washington, D.C. is leaving us with this unending pool of indecision about our economy, interest rates, GDP growth, income taxes, state and local taxes, and unfunded pension obligations? Not ...
Aftermarket: Reminiscing
By John R. Walker
Friday December 16, 2011
More than 17 years ago a good friend and client, Dave Kahler, retired Executive Vice President of the Ohio/Michigan Equipment Dealers Association, suggested that I write a monthly article for the affiliated associations and Trade Associations that dealt ...
Thursday December 15, 2011
Trucking Industry delivers wreaths across the U.S. to honor soldiers
Elisabeth Barna
Thursday December 15, 2011
Earlier this month 88 trucks left Harrington, Maine carrying special deliveries of handmade wreaths as a part of Wreaths Across America. They traveled across the nation to honor our fallen soldiers and assure that they are remembered during this holiday ...
Tuesday December 13, 2011
NMHG presents $32,000 check to United Way of Pitt County
Tuesday December 13, 2011
NACCO Materials Handling Group, Inc. (NMHG) presented United Way of Pitt County with a $32,000 check during East Carolina University’s (ECU) final regular-season home football game. As a sponsor of ECU athletics, NMHG’s check was allocated ...
Thursday December 8, 2011
MCFA, Houston Habitat For Humanity celebrate dedication of home
Thursday December 8, 2011
Mitsubishi Caterpillar Forklift America Inc. (MCFA) recently joined with Houston Habitat for Humanity to celebrate the dedication of a new home for a family in the Houston community of Milby Park. Earlier this year, a group of MCFA employees constructed ...
Wednesday November 30, 2011
SMH hosts annual Latin-American Customer Appreciation Conference
Wednesday November 30, 2011
TVH®-SMH® welcomed 41 participants from all over Mexico and Latin America to their Annual International Customer Appreciation Conference from October 4th to the 6th. The conference is the only program focused on economic, financial, industrial ...
Tuesday November 29, 2011
ProMat, Automate to collocate in 2013
Tuesday November 29, 2011
Material Handling Industry of America (MHIA) and the Automation Technologies Council (ATC) announce the Automate Show and Conference will once again collocate with ProMat in 2013. Both exhibitions will be held January 21-24, 2013 at Chicago’s ...
Tuesday November 22, 2011
Hippos settle into new home with help of lift truck
Tuesday November 22, 2011
Earlier this year the Philadelphia Zoo had a very large task at hand – to move a 4,500 pound hippopotamus named Cindy and her roommate Unna to a new home. They had lived in their old exhibit for 20 years and were ready for a new home within ...
Thursday November 17, 2011
Your Business: Tri-Boro plans biggest expansion yet
By Mary Glindinning
Thursday November 17, 2011
If he had it to do over again, Fred DeMaio Jr. would, only sooner. Looking back over four decades since he and his father bought a shelving company and named it Tri-Boro Shelving and Partition Corp., DeMaio said “there’s no telling where ...
Sales Trends: Question and answer
By Dave Kahle
Thursday November 17, 2011
Q. You have convinced me that spending time face-to-face with customers is the best use of my sales time. How much of my week should I spend entertaining customers; taking them to lunch, ballgames, etc.? A. Great question. Let me answer this in two ...
Special Feature: Nofsinger, Montwieler to retire
By Robert Callahan
Thursday November 17, 2011
In a year that has already included the “non-retirement” of Howard Bernstein, two more industry greats will be stepping down in 2011. John B. Nofsinger, Chief Executive Officer of the Material Handling Industry of America (MHIA) since ...
Cover Story: On the other hand…policies at work
By Sid Scott, Scott Consultants
Thursday November 17, 2011
A very popular and Tony award-winning Broadway musical of the 1960s, Fiddler on the Roof, featured a memorable character named Tevye. As a Jewish patriarch in pre-communist, Tsarist Russia and father to five daughters, he struggles with keeping the ...
Bottom Line: Right around the corner
By Garry Bartecki
Thursday November 17, 2011
What is right around the corner? 2012 is, which means it’s time to update your thinking about a business plan for at least the first quarter of 2012. I would have normally said “budget next year,” but in this environment if you can ...
Aftermarket: How do you sell your dealership?
By John R. Walker
Thursday November 17, 2011
I would like my readers to know up front this article has nothing to do with the wave that is sweeping the country today. That is, selling a dealership to a competitor, merging with another group handling your same line or taking on a line of product ...
Tuesday November 15, 2011
Toyota Industrial Equipment launches café program to deliver fresh lunches to local high school
Tuesday November 15, 2011
Toyota Material Handling, U.S.A., Inc. has announced Toyota Industrial Equipment Mfg., Inc. (TIEM) is lending support to local students through its TIEM café program. Through the program fresh lunches are prepared and delivered to Trinity ...
Tuesday November 8, 2011
Emission regulations impact Latin America
Tuesday November 8, 2011
The United States, European Union (EU), and Japan are implementing significant regulations that mandate the lowest emitting nonroad equipment in history. Canada is expected to release similar regulatory programs in January 2012. These regulations, which ...
Tuesday November 1, 2011
Barclay supports soldiers, their families on the Homefront
Tuesday November 1, 2011
This Veterans Day, Barclay Brand Ferdon will be over two months into a four-month campaign launched September 1 to help raise funds and awareness for Operation Homefront . Operation Homefront is a 4-star rated charity that focuses on providing ...
Wednesday October 19, 2011
MHEDA announces 2011 MVP program recipients
Wednesday October 19, 2011
The Material Handling Equipment Distributors Association (MHEDA) has unveiled the 2011 MVP (Most Valuable Partner) program recipients for their new award program exclusively for MHEDA Distributor Members. As of October 17, 2011 they are AK Material ...
Don't compromise, try to collaborate
By Sid Scott, Scott Consultants
Wednesday October 19, 2011
If you are like I am, you've just about had enough of the criticism, disagreement, finger-pointing and people digging in to defend their ideas regarding how to fix our country rather than agreeing to work together. Occasionally, someone utters the phrase, ...
Family business: A choice, not an obligation
By Mary Glindinning
Wednesday October 19, 2011
For some companies, business is all in the family. The business is part of the family tree, with a long lineage of generations passing the business on to the next. For most, joining the family business is a choice rather than an obligation. And it ...
2012 to be soft
By Garry Bartecki
Wednesday October 19, 2011
I attended an AED Industry Forum in September, but can’t say I have good news for you regarding 2012. It appears GDP for the balance of 2011 will be a push, with 3 to 5 percent increases estimated for 2012. But with the way the markets have been ...
Dare to compare and be different
By John R. Walker
Wednesday October 19, 2011
The winners in the dealer equipment business will be those companies who outperform their competition. Manufacturers won’t like this, but for the most part their products have become commodities, look-alikes, only different in their paint job, ...
Tuesday October 18, 2011
Be as resilient as a rubber BAND
By Elaine Dumler
Tuesday October 18, 2011
John walked into work and problems came at him from all directions. Schedules for product lines had changed; there were messages from two angry customers, and a text from his daughter saying she needed the homework that was sitting on the kitchen table. ...
Tuesday October 11, 2011
Structure success with ‘Risk Takers' and ‘Mavericks’
By Dr. Rick Johnson
Tuesday October 11, 2011
Creating the right attitude is paramount to structuring an environment of success. Getting your employees to work with you and join in the search for better ideas, new methodology and higher profitability will transform your company from passive individualists ...
Monday October 3, 2011
Crown Equipment to share employee safety program best practices at AME convention
Monday October 3, 2011
Crown Equipment Corporation will showcase the company's successful behavior-based approach to safety at the Association for Manufacturing Excellence national convention in Dallas on October 26 and 27. Brian Duffy, Crown’s director of corporate ...
Tuesday September 27, 2011
Identify leadership incompetence
By Dr. Rick Johnson
Tuesday September 27, 2011
How do you identify a member of your management team that just doesn’t get it when it comes to getting their employees to release that discretionary energy that is critical to success especially during the turbulent times we are currently facing? ...
Tuesday September 20, 2011
MHEDA's 2012 Floor Plan now online
Booth reservations began September 20
Tuesday September 20, 2011
MHEDA's 2012 Annual Convention and Exhibitors' Showcase will take place on May 5-9 in Miami Beach, Fla., at the Loews Miami Beach Hotel. Reservations for booth space began Tuesday, September 20th at 10:00 a.m. CDT. To preview ...
Thursday September 15, 2011
H&M Service, Inc. continues to evolve
By Mary Glindinning
Thursday September 15, 2011
Taking a look back over 30 years in business, Jimmy Hardin sees continual evolution of H&M Service, Inc. “Our company began as a retail sales, service, rental and parts company with the emphasis on service,” said Hardin, one of the ...
Salute to Women – October 2011: The doors are wide open
By Mary Glindinning
Thursday September 15, 2011
Women can get somewhere in their career by getting product from one place to another, or helping their customers do that. If women were ever told they can’t get there from here – that they don’t have a place in material handling ...
Roadrunner Rubber poised, ready for the future
Thursday September 15, 2011
Roadrunner Rubber corporation, located in Houston Texas, introduced the original fiberglass tire in 1968. The tires consisted of two compounds, mixed together with chopped fiberglass, creating a greater load capacity, while offering a much better cut ...
Managing by Walking Around—it Works!
By Sid Scott, Scott Consultants
Thursday September 15, 2011
One way to promote a positive workplace environment is by making certain that you, as an owner or manager, are accessible to the people who are employed in your place of business. One technique to do that is through a concept called Managing by Walking ...
Short-term planning
By Garry Bartecki
Thursday September 15, 2011
As I prepare this article, the markets are crashing every other day, interest rates are falling, unemployment is going up, the European markets are exploding and a Double Dip Recession on the way (they say). Then I listen to an economist review the ...
Expanding Borders: Is Mexico an opportunity?
By Rolf Slobotzky
Thursday September 15, 2011
Few things have changed so much in the last 20 years than the lift truck market in Mexico. A once totally closed border for imports is now wide open. A 40 percent duty on imports has become zero duty on any type of truck coming from either the U.S., ...
“The Mother Lode”
By John R. Walker
Thursday September 15, 2011
It has been a strange and pleasantly surprising two weeks. I am not writing about the debt crisis or even the stock market decline. I am talking about the fact I have been receiving numerous phone calls and email telling me just how much they appreciate ...
Tuesday September 13, 2011
Leaders aren't born
By Dr. Rick Johnson
Tuesday September 13, 2011
There is no such thing as a “Born Leader.” When people talk about born leaders, what they are really referencing is the “X” factor of leadership. What is the “X” factor? Simply stated the “X” factor is ...
Tuesday September 6, 2011
Incoming knowledge – Got a clue?
By Robert W. Wendover
Tuesday September 6, 2011
The transfer and management of knowledge will continue to bedevil organizations for decades to come. While technology poses a number of barriers, the successful collection of wisdom and insights from veteran workers, and the transfer of this knowledge ...
Tuesday August 30, 2011
American Logistics Aid Network seeks help for Hurricane Irene victims
Tuesday August 30, 2011
In the wake of Hurricane Irene, the American Logistics Aid Network will soon be requesting support of loaned material handling equipment. MHEDA is one of twelve organizations who are founding members of the American Logistics Aid Network (ALAN). ...
Tuesday August 23, 2011
The Missing Link
By Dr. Rick Johnson
Tuesday August 23, 2011
Before you can solve problems, you must first accurately diagnose them. It’s often easy to recognize that a problem exists, but it’s much more difficult to put your finger exactly on its cause.  As executives, we have tools that ...
Friday August 19, 2011
Panacea Aftermarket Company enjoys “incredible” success
Mary Glindinning
Friday August 19, 2011
It’s not often you hear a reference to Costco and a Greek goddess in the same sentence. But Panacea Aftermarket Company – its name has its roots in the goddess of healing, or finding a remedy or solution for all problems – has a ...
The three biggest mistakes in sales presentations
Dave Kahle
Friday August 19, 2011
The sales presentation is the ultimate purpose of every sales process, sales call and sales system. The job of the sales person revolves around the point in time when he offers the customer something to buy. Without the sales presentation, there ...
Go lean, but be smart
Sid Scott
Friday August 19, 2011
Lean manufacturing is a very popular buzzword these days. Built on the work and success of Toyota factories and  the work of many others before them, lean manufacturing, or often called "lean" is system that has emerged as a way of reducing waste ...
“Don’t Say It!”
John R. Walker
Friday August 19, 2011
Years ago an associate and friend gave me some good advice when he told me, “Anything you give away in a sales situation carries that amount of value to the receiver: nothing!” Months ago I read an extremely interesting article by a John ...
Does loan restructuring make sense NOW?
Garry Bartecki
Friday August 19, 2011
I have had some recent experience with loan restructuring, as well replacing a current lender with a new one. Things have gotten a little better, but by no means to a point where we can say banking relationships are back to normal. The good news ...
Tuesday August 16, 2011
White House announces first ever oil savings standards for heavy duty trucks, buses
Move will save $50 billion in fuel costs, over 500 million barrels of oil
Tuesday August 16, 2011
President Obama recently met with industry officials to discuss the first-of-their-kind fuel efficiency and greenhouse gas pollution standards for work trucks, buses, and other heavy duty vehicles and to thank them for their leadership in finalizing ...
Tuesday August 9, 2011
Hänel Storage Systems supports weekend lunch program
Tuesday August 9, 2011
Hänel Storage Systems always aims to make a positive impact wherever they are installed, but one special installation stands out among all the rest. The “Back the Pack” program operated by the Rock Hill School District in Rock ...
Friday July 29, 2011
Working with family members: It’s not personal - it’s just business
By Rhonda R. Savage, DDS
Friday July 29, 2011
If you’ve ever been in business with a family member, you know there are several advantages, but even the most dedicated, hard working family member can experience or create tension, stress and conflict in the company. Can you really separate ...
Tuesday July 19, 2011
"Like" Material Handling Wholesaler on Facebook
Tuesday July 19, 2011
Material Handling Wholesaler's business page is now Wholesaler's only source for the latest material handling news on Facebook. To continue to receive the latest news in the industry from Material Handling Wholesaler on your Facebook wall, you ...
Termination procrastination
Dr. Rick Johnson
Tuesday July 19, 2011
  "Profit covers many sins.” That means that many of us may have become a little complacent and tend to procrastinate when it comes to problem employees. Maybe we didn’t quite run our business following absolute best practice. Maybe ...
Friday July 15, 2011
Family Succession
a story of tough love
Mary Glindinning
Friday July 15, 2011
When it works well, a family business can be one of the most gratifying ways to earn a living. When it falls apart, not only the business is at risk, but also the family relationships behind it. One of the flashpoints is succession from one generation ...
Relationships are Trans-American’s bread and butter
Mary Glindinning
Friday July 15, 2011
The quarter century mark is a good time to look back at where you’ve been and ahead to where you’re going. And to see what’s changed along the way. “The biggest change has to be the equipment. When my dad started the business, ...
Time to relax and regroup
Sid Scott
Friday July 15, 2011
President Calvin Coolidge once said, "The business of America is business," and he was so right. However, even the hardest working of us need to think about taking time away from work in order to rejuvenate ourselves. Sadly, we Americans are pretty ...
Old dog, same tricks
Robert W. Wendover
Friday July 15, 2011
Does it seem increasingly difficult to motivate veteran workers the closer they reach retirement? I have a friend, a 41-year-old woman who manages 10 men primarily in their 50s and 60s. This poses some unique challenges for her. While some of her employees ...
Who’s not buying?
John R. Walker
Friday July 15, 2011
In equipment sales we have the tendency to pay attention to and talk about our conquests. We talk about our successes; how we captured a major account. We nurture and take care of those who buy from us, those customers who provide us with market share ...
Time to button it up
Garry Bartecki
Friday July 15, 2011
I don’t know about you, but trying to figure out what is going on in this economy, this country, this state and the city you are in is getting out of hand. Here you are with the responsibility to manage and lead your organization, and you have ...
Tuesday July 12, 2011
How to say “No” the right way
By Carl Van
Tuesday July 12, 2011
We all have to say "no" at times. Some people find it easier than others. What is interesting is that almost all of us struggle with the right way to say it. People who hate to say no find it hard to do, and sometimes do something much worse than ...
Tuesday July 5, 2011
Is your CFO really a Chief Financial Officer?
By Dr. Rick Johnson
Tuesday July 5, 2011
No offense to all those dedicated, competent, excellent performing CFO’s out there but I have to admit that I run into a number of individuals in business that hold the respectable title of CFO (Chief Financial Officer) that shouldn’t be ...
Tuesday June 28, 2011
AEM calls on Congress, administration to stop plans for disruption of GPS signals
By Dennis Slater, President, Association of Equipment Manufacturers
Tuesday June 28, 2011
The Association of Equipment Manufacturers (AEM) is a founding member of the Coalition to Save Our GPS, as well as a member of the Transportation Construction Coalition (TCC). AEM has called on Congress, Transportation Secretary LaHood, and the Federal ...
Tuesday June 21, 2011
The challenge of hiring
By Dr. Rick Johnson
Tuesday June 21, 2011
Interviewing a new job candidate sounds easy. After all, you are in control. You have something to offer. You can select anyone you choose to select. Right? That sounds good but in reality interviewing a person to fill a job opening is one of the more ...
Wednesday June 15, 2011
Industrial Magnetics strives to be best
Mary Glindinning
Wednesday June 15, 2011
Industrial Magnetics Inc. couldn’t have asked for a better way to start its 50th year. “2010 was an exceptional year on all fronts, and it added up to our best all-around results in the history of IMI,” said Dennis O’Leary, ...
Customer service is an attitude
John R. Walker
Wednesday June 15, 2011
Customer service is an attitude displayed by every employee within the equipment dealership. It is not a totally separate department within the dealership. World-class customer service requires that everyone provides superior customer service to the ...
What can we learn from the best sales people?
Dave Kahle
Wednesday June 15, 2011
Do great B2B sales people, regardless of what they sell, have any practices in common? In other words, do the best sales people all sell the same way? A number of years ago, a professional association attempted to answer that question. They studied ...
How hard to push
Garry Bartecki
Wednesday June 15, 2011
How much powder do you keep dry, and for how long? That is the question. I don’t envy any C level executive these days because it is so crazy out there that the normal C level executive cannot possibly think they can make business decisions with ...
Walking, not just talking
Sid Scott
Wednesday June 15, 2011
It is a familiar question we have all heard, "He/she talks the talk, but does he/she walk the walk?" This question, or variations on it, have been asked of persons in leadership positions, educational venues and other places/situations where the persons ...
Tuesday June 14, 2011
Merge marketing efforts for results
Spend less, get more with true integrated marketing
By David M. Mastovich
Tuesday June 14, 2011
What do senior leaders of organizations, regardless of size or industry, think when they are asked to commit more resources to messaging and selling?  While those working in the field talk about different disciplines like Marketing, Public Relations, ...
Tuesday June 7, 2011
Increase your potential by improving your perception
By Jill Wade, DDS, MAGD and Kelly Martin DC
Tuesday June 7, 2011
John was accustomed to having Superhero status with his family, friends and business colleagues. He was handsome, strong, witty and had been a motivated executive in his company for many years. Recently, as he was leaving a long day at work, he caught ...
Tuesday May 31, 2011
Sales Growth – The Key Objective
By Dr. Rick Johnson
Tuesday May 31, 2011
Isn’t sales growth the primary of objective of every sales person out there? It makes the company happy and puts more money in the pocket of the sales person. When the fish were jumping in the boat, sales growth was easy. Today, due to economic ...
Tuesday May 24, 2011
New restrictions on wood packaging materials shipping between Canada, U.S. proposed
If adopted, shipments containing bug infested wood packaging materials could be refused as soon as summer 2011
Tuesday May 24, 2011
A new proposal from the U.S. Department of Agriculture, Animal and Plant Health Inspection Service (APHIS) would remove the exemption from ISPM 15 on wood packaging material moving between Canada and the United States in both directions beginning in ...
Tuesday May 17, 2011
ProMat 2011 exceeds expectations
Tuesday May 17, 2011
As an indicator of the continued economic recovery of the material handling, supply chain and logistics industry, U.S. and international attendees registered in record numbers for ProMat 2011 – the industry's premier North American trade event. ...
Friday May 13, 2011
Dynamic Conveyor still rolling after 20 years
Mary Glindinning
Friday May 13, 2011
If you’ve watched a child play with Legos, you can understand how a DynaCon Conveyor from Dynmaic Conveyor works. Dynamic Conveyor makes modular, light-weight, high-impact plastic conveyors that can be interlocked in whatever configuration ...
Strive for collaboration and acceptance
Sid Scott
Friday May 13, 2011
Recently, we have experienced a resurgence of 'top-down management' in the international scene, the political arena and in the world of work. Not surprisingly, authoritarian 'command and control' has met a lot of resistance and been less than successful. ...
What to do with the digitally-absorbed communicator
Robert W. Wendover
Friday May 13, 2011
The eyes don't seem to have it anymore. As digital handheld devices continue to pervade every part of daily life, we are watching eye contact and attention span disappear. There is a dog named Dug, in last year's animated feature, "Up!," who is so easily ...
Q2 and Beyond
Garry Bartecki
Friday May 13, 2011
At the beginning of the year, 181 dealers were polled and asked, “How long equipment purchases from replenishment only would carry them through this year?” In other words, if your customers only buy enough to replace that which definitely ...
It's Insanity
John R. Walker
Friday May 13, 2011
Einstein wrote: “Insanity is doing the same thing over and over again and expecting different results.” Several weeks ago an equipment dealer asked if I could send him a copy of our article “End of the month blues.” He, like ...
Mentors
Priceless to the bottom line
Dr. Rick Johnson
Friday May 13, 2011
Do you remember who your mentors were? Do you currently have a mentor? Is there someone in your organization whose actions and words have a real impact on how you live your life, perform your job and think about your future? If you do, whether you or ...
Thursday May 12, 2011
10 forklift operator training requirements
Jeff Ord of Forklift Safety Training Services, Inc
Thursday May 12, 2011
The most frequent asked question that FORKLIFTSAFETY.COM receives in their office on a daily basis is, “What do we need to do to become OSHA compliant?” Contrary to the many confused interpretations that we hear, our answer is simple ...
Tuesday May 10, 2011
CeMAT underscores flagship status, boasts wide array of new innovations
Record numbers attend from abroad
Tuesday May 10, 2011
With over 1,000 innovations on show, stronger-than-ever participation from abroad and a further rise in attendance from professionals with purchasing authority, CeMAT - the world's leading intralogistics trade fair - drew to a successful close on May ...
Thursday April 28, 2011
New uses for old stuff
Turning scrap into consumer products
Thursday April 28, 2011
Recycle, reuse and recycle are common words these days at workplaces across the United States. RubberForm Recycled Products in Lockport takes the green movement a step further: The owners refuse to put anything in a landfill. In fact, the local ...
Tuesday April 26, 2011
Clark travels ‘Road to Success’
Tuesday April 26, 2011
A well-prepared team of executives at Clark Material Handling Company set out on a four-week new equipment introduction across North America earlier this year. The voyage, called “Road to Success,” started in Lexington, Ky., and included ...
Tuesday April 19, 2011
How to achieve star status
By Dr. Rick Johnson
Tuesday April 19, 2011
Being number one on your sales team just isn’t that difficult. Salesmanship is a learned skill. You can perfect that skill. Yes, it does help to have an outgoing personality, high self-esteem and an ego. But, these attributes alone won’t ...
Friday April 15, 2011
Aigner Index puts their label on material handling industry
Mary Glindinning
Friday April 15, 2011
The first step in filling a customer’s order is knowing where your inventory is. Inventory needs to be able to move, not only out the door, but with fast flexibility in the warehouse. Products change quickly and so do their locations in a warehouse. ...
The ultimate survival skill for the new economy
Dave Kahle
Friday April 15, 2011
We're living in incredibly turbulent times. In spite of newspaper headlines proclaiming growing employment and a slowly growing economy, many business people admit to a pervasive feeling of uncertainty and confusion about their businesses. The well-spring ...
Balancing the environment
...at what cost?
Mary Glindinning
Friday April 15, 2011
Less is more, in more ways than one. Fewer emissions from forklift tailpipes – as required by Environmental Protection Agency (EPA) rules now taking effect – is more healthy for humans and the earth, the EPA says. It also makes forklifts ...
How to employ the right people
Sid Scott
Friday April 15, 2011
If your situation is starting to get better, or if you have lost someone through retirement, etc., this article will offer suggestions to make the process go better. The R & R of business (that’s recruitment and retention, not rest and ...
Managing the rocky road ahead
Garry Bartecki
Friday April 15, 2011
Your industry is a moving target. One day things are going great, and the public companies you serve and vendor public companies are doing great. Business activity is gathering momentum, equipment pricing is getting better and you start convincing yourself ...
Get it done!
John R. Walker
Friday April 15, 2011
For the past six month our business has been excellent. We have been extolling to dealers through our “Boots on the Ground Program,” the opportunities that exist for all equipment dealers to increase both product support sales as well as ...
Tuesday April 12, 2011
How do you define success?
By Dr. Linda Seger
Tuesday April 12, 2011
We all seem to want it. We all seem to seek it. “Success” seems to be the magic word for what we chase after, prepare for, choose, desire. It’s how we often define our lives. Money, fame, and power are often what we have been told ...
Tuesday April 5, 2011
Reflections that can improve sales performance
By Dr. Rick Johnson
Tuesday April 5, 2011
How time flies. I remember back in the mid 1970's when professional selling was easy and a whole lot of fun. We were Lone Wolfs back then. We controlled everything, we were professionals, we owned a patch of dirt. All we had to do to maintain ownership ...
Tuesday March 29, 2011
Accountability: Sharpening your competitive edge to develop loyal customers
By Walt Zeglinski
Tuesday March 29, 2011
In today’s highly competitive business climate, most successful companies are finding new and creative ways to win business.  By building customer-centric business plans and increasing their commitment to company-wide execution, they’ve ...
Friday March 25, 2011
The Schmid Group founded on extended service
Friday March 25, 2011
Until recently, forklifts had no extended service programs like those people buy for their cars. George Schmid saw that, developed projects and eventually founded a company to offer extended service on forklifts. “It’s a multi-billion ...
Preparing for economic change
Sid Scott
Friday March 25, 2011
It will happen: the economy will continue to improve and we will be looking for new people, and they will want to join a company that brings them the things they are looking for in their jobs and careers. As I write this column, we are seeing the ...
Skills for now – skills for later
Robert W. Wendover
Friday March 25, 2011
One of the most distinct workplace differences I have observed in the past several years is the contrast between the learning expectations of older and younger workers. Traditionally, employees accepted the training they were given at face value as ...
Easy does it
Garry Bartecki
Friday March 25, 2011
I recently returned from the construction equipment dealers convention in Orlando and it was great. The facility was great, the mood upbeat and the program educational. And, it was not snowing! It was a good way to start the year off right. As you ...
Analyzing profit centers
John R. Walker
Friday March 25, 2011
Over the past 18 months we have possibly spoken to approximately 2,000 equipment dealers or distributors and personnel at conventions, seminars and dealer evaluations across North America. It is amazing to realize just how little attention these ...
The CUSTOMER Convention
MHEDA 2011
Friday March 25, 2011
MHEDA’s 56th Annual Convention & Exhibitors’ Showcase April 30 – May 4, 2011 JW Marriott Desert Ridge Phoenix, Arizona Competition is fierce. Why do customers want to do business with you? Successful material handling executives ...
Tuesday March 22, 2011
Equipping business for success in an improving economy
By William G. Sutton, CAE; President, Equipment Leasing and Finance Association
Tuesday March 22, 2011
Businesses are ramping up to meet increasing demand and market opportunities in response to continued signs of economic improvement.  Acquiring equipment to operate and grow is critical, and for smart businesses, equipment financing is a key acquisition ...
Tuesday March 15, 2011
Analyzing profit centers
John R. Walker
Tuesday March 15, 2011
Over the past 18 months we have possibly spoken to approximately 2,000 equipment dealers or distributors and personnel at conventions, seminars and dealer evaluations across North America. It is amazing to realize just how little attention these ...
Friday March 11, 2011
Volunteer organization seeks material handling industry's help assisting Japan's quake victims
Friday March 11, 2011
After the massive earthquake in Japan and the flooding season upon us, American Logistics Aid Network (ALAN) encourages you to share your supply chain expertise, products, equipment and services. ALAN's mission is to engage the supply chain community ...
Tuesday March 8, 2011
Social media safety in the workplace
Tips to protect your employees
By Dr. Richard Weinblatt, The Cop Doc
Tuesday March 8, 2011
There are many stories out there already, which any manager will share when complaining about their employees.  There is the one with the salesman who scans Twitter for hours.  And then there is the employee who harasses a co-worker several ...
Tuesday March 1, 2011
A common purpose
By Dr. Rick Johnson
Tuesday March 1, 2011
There is a lot of talk about leadership development but very little specific leadership skill training is available. It seems like success is dependent upon surrounding yourself with the right people and hoping they have the skills necessary to do the ...
Tuesday February 22, 2011
Professional is spelled with 5 P’s!
By Jim Bain
Tuesday February 22, 2011
The difference between successful business people, entrepreneurs, athletes, authors – anyone, and those who are not successful is not talent. The difference is the guts to move forward, to take intelligent risks, to try, to work harder than ...
Tuesday February 15, 2011
ProMat 2011
Innovation starts here
Tuesday February 15, 2011
When ProMat 2011 opens on March 21 it will include over 700 exhibits on the 300,000 net square foot ProMat 2011 Show floor and an educational conference that features keynotes on supply chain security, as well as the next generation of robotic innovation. ...
The tradition continues at Delta Materials Handling
Tuesday February 15, 2011
A 50-year tradition of continuity and connection is being celebrated by Delta Materials Handling, a Memphis forklift and warehouse equipment company with strong roots in the South and its family. “We are a locally owned family business, so ...
Do you have a selling system?
Tuesday February 15, 2011
“I have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced salespeople. What they usually mean is something like this: “I don’t have any real system to what I do, ...
Jumping to confusion, maybe worse
Sid Scott
Tuesday February 15, 2011
I'm certain you have had the experience of watching someone jump to a conclusion on an issue or make a decision before either assembling all of the facts or hearing from all of the people who might have observed something pertinent. As I write this ...
Time to upgrade…again
Garry Bartecki
Tuesday February 15, 2011
The accounting rules are changing. The tax rules are changing (again). Technology is changing. The way we do business with our customers is changing and will continue to do so. More and more of our employees are technology buffs prepared to use the ...
The magic of increased margins
John R. Walker
Tuesday February 15, 2011
Several years ago a publisher surveyed customers and asked the question: Would they pay more for an equipment dealer’s product if the dealer provided superior service to them after the sale. The survey results indicated that 87.1 percent would ...
Bosses gone wild
By Dr. Rick Johnson
Tuesday February 15, 2011
Being considered a “Leadership Expert”, for kicks as part of my constant research, I Googled Bad Bosses. Boy, what a surprise. There were 278,000 stories, articles or websites listed. Reading some of the stories listed was not only entertaining ...
Tuesday February 8, 2011
Seven traits of a great workplace
By Norm Spitzig
Tuesday February 8, 2011
What exactly makes a workplace "great?" What are the specific characteristics common to those very special workplaces that are universally recognized as the indisputable signs of a superior operation? If there is a more basic (or fascinating) question ...
Tuesday February 1, 2011
Making better decisions in meetings
By Kevin Eikenberry
Tuesday February 1, 2011
Lots of things happen in meetings – some of them even helpful! While most everyone has horror stories about meetings, there also are far too many examples of meetings that, while not awful, are far from effective. One of the reasons for these ...
Tuesday January 25, 2011
Winners, losers in “New Normal” economy: Top 10 differences
By Stuart Morley
Tuesday January 25, 2011
How is it that companies that have been around for more than 100 years failed in this economic downturn while other younger companies like Apple, Facebook, WalMart and The Huffington Post continued to grow? It is a similar picture for many lesser-known, ...
Tuesday January 18, 2011
Fear: The basic enemy of success
By Dr. Rick Johnson
Tuesday January 18, 2011
Fear can stop you in your tracks. Fear is an emotion that if left uncontrolled can ruin any chance of success. The biggest fear many of us experience is the “Fear of Failure.” The only way to develop confidence is to address and overcome ...
Monday January 17, 2011
Evergreen Resources: A one-stop shop in batteries
Mary Glindinning
Monday January 17, 2011
In his first job out of college, Jeremy O’Reilly is working long hours at a company formed two years ago. “It is fun and laid back work but it’s also very focused,” said O’Reilly, the vice president of sales at Evergreen ...
Playing by whose rules?
Sid Scott
Monday January 17, 2011
When things go wrong at work, as they occasionally do, a common first reaction is to look for the culprit(s). This can lead to punishment which might result in the “evildoer(s)” being severely reprimanded, or even terminated. As we all know, ...
Engaging today’s young consumers
Robert W. Wendover
Monday January 17, 2011
If there is one universal way to engage today’s emerging generation of consumers, it is through technology. While this might appear obvious, the subtleties of doing so are more elusive. Regardless of the platform, there are 5 characteristics that ...
Defining World-Class
John R. Walker
Monday January 17, 2011
We have used the phrase “World-Class” in numerous articles, the same as many other authors, manufacturers and consultants. Our short definition of the phrase could be: An equipment dealer that performs “head and shoulders” above ...
New tax and accounting update
Monday January 17, 2011
Wouldn’t you know it, last month we discussed taxes and the complexity associated with taxes in your industry, and then President Obama signs another new tax bill on December 17, 2010. The new tax bill changes your tax game for 2011 and adds to ...
Returning the favor
Mary Glindinning
Monday January 17, 2011
Just like individuals, businesses show gratitude for their good fortune by donating time and money to good causes where they can. It feels good and it’s the right thing to do. It is just part of being good corporate citizens for many material ...
Tuesday January 11, 2011
Business planning for 2011
Dr. Bart A. Basi
Tuesday January 11, 2011
With the start of a new tax year and the economy now in recovery mode, this is the best time to update the strategy for your business.  Too often business people wait until late in the year to do their planning.  While there are some actions ...
Tuesday January 4, 2011
Who is your biggest competitor?
By Paul McCord
Tuesday January 4, 2011
If you were asked to name your biggest competitor, whom would you name? A specific company? Maybe a specific salesperson? Do you view your biggest competitor as a product instead of a company or salesperson? Competition is all around. It may seem ...
Wednesday December 22, 2010
Warehouse effectiveness – two key principles
By Dr. Rick Johnson
Wednesday December 22, 2010
I can still hear the words my very first mentor said to me on the day I was promoted to “General Manager” of a million dollar branch in the late ’70s. I was just 32 years old but those words are still crystal clear in my mind. He said:  ...
Tuesday December 21, 2010
I Made It To The Top! Now What?
Jim Bain
Tuesday December 21, 2010
It’s been said that it’s lonely at the top. But it doesn’t have to be. Even the Lone Ranger wasn’t alone. He had Tonto. Alexander Graham Bell had Watson. And Thomas Edison had William Hammer. So why is it that so many executives ...
Friday December 17, 2010
Taxes & you in 2011
Garry Bartecki
Friday December 17, 2010
Believe it or not, this is an important matter for every equipment dealer in the U.S. The industry is in a state of flux, but starting to come back. Tax laws are jumping around, with every government entity you can think of trying to get into your checking ...
Thursday December 16, 2010
Essential rack repair made easy
Thursday December 16, 2010
Just as a passenger car is going to get a ding or dent if you drive it long enough, a pallet rack is almost inevitably going to be damaged by a collision with a forklift truck. While damage to a car is mostly cosmetic, damage to a pallet rack decreases ...
Adding value to every sales call
Dave Kahle
Thursday December 16, 2010
Are you wasting your customers’ time? In this pressurized, multi-tasking world, where your customers are expected to produce more in less time, they might be growing less eager to meet with you than they were just a year ago. Time is more precious ...
Let’s be civil
Sid Scott
Thursday December 16, 2010
Recently, a colleague of mine said, “I miss civil discourse,” referring to the often nasty ways our politicians and – unfortunately – some media folks now talk with and about each other. Somehow, we have lost the ability to agree ...
Doubting Thomas!
John R. Walker
Thursday December 16, 2010
Doubting Thomas! This is a term that is used to describe those who refuse to believe anything without direct personal evidence – also known as skeptics. St. Thomas’ unwillingness to believe that the other Apostles had seen their risen Lord ...
Tuesday December 14, 2010
Examine applications to settle lift truck lease vs. purchase question
Bill Buckhout
Tuesday December 14, 2010
As the economy continues to recover, owners and managers of warehouses and distribution centers may be increasingly considering the acquisition of new equipment to replace outdated technologies or meet increased demand. As a result, they also may be ...
Tuesday December 7, 2010
Companies that win are companies that teach
Dr. Rick Johnson
Tuesday December 7, 2010
  Winning organizations seem to have a knack for leadership development throughout their organization. One key principle that I have found present in this type of organization is the fact that they hire well and they fire better. Generally ...
Tuesday November 30, 2010
Should you increase your prices tenfold?
Stuart Morley
Tuesday November 30, 2010
Greg put down the phone. It was a strange call. Mega Package had called to ask him to bid on a training program for the first line supervisors. Greg’s training company had done this work before but not a multi-year project training as many as ...
Monday November 22, 2010
Closing The Sale
Dave Kahle
Monday November 22, 2010
Whenever I ask sales people to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the sale.  Unfortunately, sales people who don't close consistently waste a lot of ...
Tuesday November 16, 2010
Commodity Value Proposition an Oxymoron?
Dr. Rick Johnson
Tuesday November 16, 2010
How do you find your value proposition when everything you do and everything you sell seems to border on being a commodity because everybody is trying to do the same thing to create competitive advantage? “Oh, but we’re different. We ...
Monday November 15, 2010
Energy in motion — Enersys
Mary Glindinning
Monday November 15, 2010
In physics, there is kinetic (something in motion) and potential (something that is at rest but poised to move) energy. EnerSys is both. The company makes motive power and reserve power sources and is on the move toward future technology. “We ...
Don't be boxed
Sid Scott
Monday November 15, 2010
How many times have we heard the comment, "We have to think outside of the box”? Most of us have heard that expressed whenever we are starting to plan or envision the future. The thought behind the phrase is that we often limit our possibilities ...
Stand in line and do your time
Robert W. Wendover
Monday November 15, 2010
I spent many years advising organizations how to recruit younger professionals into their ranks. With the steady influx of recent graduates entering the job market, the challenge for businesses now reaches beyond just attracting Millennial employees, ...
Use new tax bill to your advantage
Garry Bartecki
Monday November 15, 2010
Another complicated tax bill comes our way, which should be used to stimulate sales and manage your 2010-2011 tax positions. By the time you read this, the benefits related to 2010 might be restricted because of a lack of equipment availability. The ...
Unscheduled customer downtime
John R. Walker
Monday November 15, 2010
Association and manufacturers’ surveys consistently point out that customers purchasing equipment are concerned primarily with this question: Is the dealership concerned with taking care of my needs after the sale? Will the dealer be there for ...
Is it time?
Dr. Rick Johnson
Monday November 15, 2010
They say the recession is over. Do you believe it? Are you hiring yet? Is business really starting to take off? For the majority of you, I would guess the answer to those questions is still an emphatic NO! After all, unemployment is still hovering around ...
Tuesday November 9, 2010
Navigating periods of productivity and crisis
Dr. Marjorie Wolter
Tuesday November 9, 2010
Liam was at a breaking point. Economic pressures at work and home were unrelenting.    He was used to having a clear sense of how to be a winner for his company but the game had changed. For the first time, Liam hadn’t a clue about ...
Tuesday November 2, 2010
Whine or Shine
Tuesday November 2, 2010
Jimmy Jo Bonds was hired by ABC Heating as their new Vice President of Sales. ABC Heating and Air Conditioning has seventeen branches across the Midwest. Jimmy is replacing the former VP of Sales due to stagnant sales (zero growth) that did not improve ...
Tuesday October 26, 2010
Maximize your sales force!
Rick Johnson
Tuesday October 26, 2010
No Sales Person ever wants to give up accounts. When I carried a bag, sales territories were defined geographically. We owned every account in that geographic area. Of course, that was in the old days. My daughter calls it the days of Black & ...
Tuesday October 19, 2010
Increase your customer retention by 5%, profits by 100%
Tuesday October 19, 2010
Keeping up with the vigilante consumer Some facts:   If you increase customer retention by just 5%, your profits will increase 100%. U.S. population growth is projected to be only 1.1% in the next twenty years. Disposable income ...
Friday October 15, 2010
Balancing logic and feelings
Friday October 15, 2010
Nearly 90 years ago, renowned psychiatrist and founder of analytical psychology, Carl Jung, published what became a very influential book, Psychological Types, in an effort to help us understand human behavior, judgment and decision-making on a conscious ...
More confusion and uncertainty
Garry Bartecki
Friday October 15, 2010
It appears that each new financial report you listen to or read has some bit of good news, which is then contradicted in the next financial news report you receive. As a result it is very hard to plan long-term, and even for the next three months. ...
Get your boots on the ground!
Friday October 15, 2010
A couple of weeks ago, Farm Equipment Magazine released its Farm Equipment Top Dealer Awards for 2010. Two dealers walked off with this award. The one with sales topping $50 million was RDO Equipment of Fargo, N.D., and the other with sales below $50 ...
Intuitive technology sparks efficiency & adaptability
Mary Glindinning
Friday October 15, 2010
Gone is the guy with a clipboard in the warehouse telling the lift truck operator what to get and where to get it. Warehouses, just like every other place on the planet, are part of the instant communication universe. Warehouse work is directed by ...
Savvy solutions with Summit Storage
Mary Glindinning
Friday October 15, 2010
The saying “A place for everything, and everything in its place” has stayed around so long because it saves time and money. For warehouses, that is especially true, and sometimes the right place has to be custom built. “We are ...
Proactivity and presentations
Dave Kahle
Friday October 15, 2010
A few years ago, I was working with a VP of sales on a new compensation plan for his sales force. He wanted, among other things, to encourage the sales force to make more presentations of new products and programs to their customers. “How many ...
Tuesday October 12, 2010
CAT delivers new series of lift trucks
Tuesday October 12, 2010
Cat Lift Trucks announced the delivery of the first new P8000-P12000 / PD8000-PD12000 series of internal combustion pneumatic tire lift trucks to the Columbian TecTank manufacturing facility in Parsons, Kan. A global leader in the design, manufacturing ...
Monday October 4, 2010
Be prepared for prosperity in the new economy
Monday October 4, 2010
The airlines are bankrupt, the financial system is in shambles and governments are printing billions of dollars in worthless currency trying to prop up failed economies. It's a time of great challenge. Yet a time of great opportunity. Things that ...
Tuesday September 28, 2010
CABT opposes bigger trucks on highways
Tuesday September 28, 2010
The Coalition Against Bigger Trucks (CABT) expressed opposition to the Obama Administration’s call to make permanent the pilot program that allows trucks weighing up to 100,000 lbs to travel on federal interstate highways in Maine and Vermont. ...
Tuesday September 21, 2010
Company “turnarounds” take courage
Tuesday September 21, 2010
Sometimes leadership requires making hard decisions and choosing a path that goes against the norm. Leadership takes courage. It has been said that the lack of courage, in management and in life, is perhaps the most critical factor in determining whether ...
Thursday September 16, 2010
50 years of momentum — What's next for PTDA?
Mary Glindinning
Thursday September 16, 2010
An industry whose products make machines move is toning the muscles to propel it into its next half-century. The Power Transmission Distributors Association, which is turning 50 this year, is hosting a “Summit of Possibilities” on Oct. 21-23 ...
Growing smarter
Thursday September 16, 2010
When we begin life and into our developmental years, our brains are constantly acquiring new information. Some of this becomes immediately useful, such as what things we can play with and what things are better left alone. However, as I am certain you ...
You can't take it with you
Robert W. Wendover
Thursday September 16, 2010
You've heard the adage "knowledge is power" a million times. But what does it mean? Some professionals use it to justify the hoarding of information from colleagues, falsely believing that withholding knowledge will keep their jobs secure. But what ...
Non-traditional funding
Garry Bartecki
Thursday September 16, 2010
While planning the 2010 conference, I met a private equity investor who expressed an interest in our industry. Consequently, I asked if I could interview him to determine why he has an interest in this industry, what he is prepared to do in terms of ...
Quality personnel, the dealer’s greatest asset!
John R. Walker
Thursday September 16, 2010
This past week, my wife and I decided to take a quick vacation and spend a couple of days at the beach. We headed off to Charleston to a Holiday Inn where we had stayed in the past. Now, most of you can picture a Holiday Inn – just a typical motel, ...
Finding the right niche with creative problem solving
Material Handling Salute to Women
Mary Glindinning
Thursday September 16, 2010
Nine days after her husband died, Karen Smith sat in his office chair and thought, “How am I ever going to do this?” A week earlier, she and her son, Jason, had promised the employees of Troy Belting and Supply Company in Watervliet, ...
Tuesday September 14, 2010
JLG receives $40 million order from US Marine Corps
Tuesday September 14, 2010
JLG Industries Inc. announced that it has been awarded a $40 million contract to build 280 extendable boom forklifts (EBFL) for the U.S. Marine Corps. “With increasing frequency, the U.S. military is looking to JLG Industries for the technical ...
Tuesday September 7, 2010
5 myths businesses must avoid to survive the recovery
Vivian Hairston Blade
Tuesday September 7, 2010
Recession plagued At a recent stockholders meeting, the vice president of Sales for a global manufacturer, reported:   “The economy has been tough on our industry. Sales volumes significantly declined and have not nearly returned ...
Friday August 27, 2010
Wire decking producers challenge ITC decision
Friday August 27, 2010
Domestic producers of wire decking filed an appeal today challenging the decision by the U.S. International Trade Commission that unfairly traded imports of wire decking from China were not injuring the U.S. decking industry.  The appeal was filed ...
Tuesday August 24, 2010
MHIA to launch new event in 2012
Tuesday August 24, 2010
Material Handling Industry of America (MHIA) announces the launch of its new event, MODEX 2012, to be held February 6-9, 2012 at the Georgia World Congress Center in Atlanta, Ga. “We are pleased to announce that MHIA will produce this exciting ...
Tuesday August 17, 2010
Are ineffective performance reviews hurting your company?
Jim Whitt
Tuesday August 17, 2010
On the list of things that are done for all the wrong reasons in organizations, performance reviews would have to rank near the top. They end up being “check the boxes” exercises that have little influence on performance because they take ...
Monday August 16, 2010
Voss Equipment – staying power
Mary Glindinning
Monday August 16, 2010
When you've been around for three-quarters of a century, you tend to take the long view. "We survived all the ups and downs in the economy," said Peter Voss III, president of Voss Equipment. "You get a sense of history here." There is a sense ...
Thinking and questioning your way to sales success
Dave Kahle
Monday August 16, 2010
Excerpted from Chapter 17, "Question Your Way to Sales Success" For a sales professional, there are two basic sets of questions with which a dedicated salesperson should gain competence: Questions to ask prospects and customers; and questions to ...
Prospecting for product support
John R. Walker
Monday August 16, 2010
Prospecting is the term we use to describe the activities that Product Support Sales Personnel and Sales Personnel use to identify potential new accounts. A prospect or a prospecting account is an account with which you are not doing business, or with ...
No surprises, please.
Sid Scott
Monday August 16, 2010
As we are all aware, our business lives move at a very fast pace these days. Unfortunately, one of the fallouts from this rapid pace is good communication, and an important part of keeping people informed is not surprising them. I believe there are ...
The status of financing today
Garry Bartecki
Monday August 16, 2010
Ask any banker if they are looking for business or finalizing any loan transactions and every last one of them will say, “We have money and we are looking to lend it out.” And that might be true in most cases, except for what they are not ...
Tuesday August 3, 2010
Hyster debuts new technical training, increases brand loyalty
Tuesday August 3, 2010
Barloworld Handling is one of the largest Hyster lift truck dealers with an authorized U.S. sales territory covering 8 Southeastern states. The company services its customers through 30 locations and approximately 800 employees, of which 50 percent ...
Tuesday July 27, 2010
Good Leaders = Good Actors
Tuesday July 27, 2010
On June 5, 1944, just hours before D-Day was to begin, General Dwight Eisenhower paid a visit to the paratroopers of the 101st Airborne. He walked among the men, shaking hands, patting them on their backs, cracking jokes and boosting morale. In his ...
Tuesday July 20, 2010
Marlin Steel announces biggest sheet metal order in company’s 42-year history
Tuesday July 20, 2010
Marlin Steel purchased the fastest Precision Sheet Metal Fabrication-Punching robot in the U.S. Punching at a speed of 900 strokes per minute while maintaining world-class quality of +/-0.004” (0.1mm) tolerance, Marlin Steel is now a dominant ...
Thursday July 15, 2010
Decking Dispute-Down to the Wire
USITC rules against the U.S. Wire Decking Coalition in decking dispute
Mary Glindinning
Thursday July 15, 2010
Update: August 27, 2010   Domestic producers of wire decking filed an appeal today challenging the decision by the U.S. International Trade Commission that unfairly traded imports of wire decking from China were not injuring the U.S. ...
Colson Caster — Celebrating 125 years
Mary Glindinning
Thursday July 15, 2010
Even in the digital age, the wheel still keeps the world rolling along. "There is still that demand for non-powered type movement," said Don Laux, president and general manager of Colson Caster Corp. Celebrating its 125th year in business, Colson ...
Decisions, decisions ... is there a better way?
Sid Scott
Thursday July 15, 2010
Someone once said that leadership/management is easy if you don't have to deal with people problems and if you can get someone else to make the tough decisions. True, but we wouldn't be considered leaders or managers if we didn't assume the accountability ...
Do you struggle to retain your young salespeople beyond two years?
Robert W. Wendover
Thursday July 15, 2010
Kristy, a Gen X manager, runs a firm representing manufacturers who sell to the construction industry. She always employed long – time salespeople who, once they’ve learned the product lines, enjoyed a comfortable income and a secure job. ...
Spread a little thin
Garry Bartecki
Thursday July 15, 2010
Are you feeling the same way I am? Stretched to the point where you start getting inefficient? I don’t know about you, but it is starting to get a little nuts when you have a hard time remembering what you have to do and where you left off on ...
Varying schools of thought
John R. Walker
Thursday July 15, 2010
For years there have been varying schools of thought about the equipment dealers’ need for two sales forces within the dealership. These two parallel but separate sales forces are: 1) Equipment sales personnel and 2) Product Support sales personnel. ...
Tuesday July 13, 2010
Partnership reinvention with the distributor & manufacturer
Tuesday July 13, 2010
Distribution will always play a role in the supply channel. Manufacturers just can't do what distribution does effectively. But, distributors must recognize that change is upon them. They too must adjust to the evolution taking place in the supply chain. ...
Tuesday July 6, 2010
Laser Design saves Kimberly-Clark $500K
Tuesday July 6, 2010
Laser Design’s non-contact laser scanner and image analysis were used to save Kimberly-Clark millions of dollars. Challenge Determine if a capital investment in larger diameter embossing modules is needed instead of the current embosser.  ...
Tuesday June 29, 2010
Cheetah Delivery reduces costs for Fidelitone
Tuesday June 29, 2010
Cheetah Software Services Inc. announced that Fidelitone Logistics has implemented the Cheetah Delivery solution for optimized route planning, dispatch automation and enhanced customer service. Fidelitone, an industry leader in 3PL and supply chain ...
Tuesday June 22, 2010
Pay attention to employees in recovering economy
Tuesday June 22, 2010
It’s always wise to pay attention to the needs, ideas, suggestions and communication of your employees. However, it is particularly critical to pay attention during a recovery period after coming out of a recession of the magnitude we have been ...
Tuesday June 15, 2010
Make your mark:
Servicing customers who have their own shops and technicians
John R. Walker
Tuesday June 15, 2010
Is there anyone out there who is not looking for both additional sales and profit? If you are looking, then ask yourself two questions: 1. Do I have customers out there who purchased equipment from my dealership and are going elsewhere for their ...
Castell Interlocks relocates U.S. headquarters
Tuesday June 15, 2010
Effective June 7, 2010, industrial safety specialist Castell  began operating from its new U.S. headquarters in Chicago, IL. Moving from Erlanger, KY to a more central location near a major transportation hub will allow the company to provide ...
Looking toward the future after 50 years
Mary Glindinning
Tuesday June 15, 2010
Associated Material Handling Industries plans to celebrate its 50th year in business in 2010, but will spend more time thinking about the future than celebrating the past. A series of events throughout the year will thank “customers, suppliers ...
Adding value to every sales call
Dave Kahle
Tuesday June 15, 2010
Are you wasting your customers’ time? In this pressurized, multi-tasking world, where your customers are expected to produce more in less time, they might be growing less eager to meet with you than they were just a year ago. Time is more precious ...
Job applications, reference and background checks
Sid Scott
Tuesday June 15, 2010
Recently, I helped a client recruit for a key position, and I recalled writing this column several years ago. The advice contained still is very applicable – maybe even more so since so many are desperate to find work and might be fudging on their ...
The recession is over
Garry Bartecki
Tuesday June 15, 2010
That’s what he said. Eli Lustgarten, that is. He appeared as he usually does at my annual CFO conference and told us what has been happening in the economy, the industry we work in and the industries directly related to ours. For those of you ...
Tuesday June 8, 2010
JLG Industries receives $85.7 million order
Tuesday June 8, 2010
JLG Industries Inc. announced that it received an order to build 492 All Terrain Lifter Army System (ATLAS II) telescopic forklifts for the U.S. Army. The order has a value of $85.7 million, with units scheduled for delivery beginning in the ...
Tuesday May 25, 2010
Kaman & DeWALT distribution agreement
Tuesday May 25, 2010
Kaman Technologies Corporation announced a distribution agreement with DeWALT .  Kaman will distribute DeWalt’s complete line of power tools and accessories to customers in the U.S. The addition of the DeWALT line is designed to enhance ...
Tuesday May 18, 2010
Sightlogix appoints Midstate Technology Options as its new rep
Tuesday May 18, 2010
SightLogix appointed Midstates Technology Options to represent SightLogix throughout Kansas, Missouri, Nebraska, Iowa and Southern Illinois. The manufacturer's representative firm is headquartered in Olathe, KS (near Kansas City) and has a sales ...
Monday May 17, 2010
Are you providing managerial “ride-alongs”?
Robert W. Wendover
Monday May 17, 2010
Several years ago, I spent some time working with a large distribution firm. Many of the things that plagued their operation were misunderstandings between delivery drivers and warehouse crews. The crews would load the trailers overnight and the drivers ...
Marlin Steel Wire brings it home
Mary Glindinning
Monday May 17, 2010
Drew Greenblatt gets a big kick out of the image of a worker in Taiwan opening a box stamped “Made in America.” “How cool is that?” said the owner and president of Marlin Steel Wire Products, a Baltimore, Md., manufacturer ...
Productivity up, employment down, loyalty unsure
Sid Scott
Monday May 17, 2010
We have been going through very interesting times for the past two plus years. Unemployment nationally is just under 10 percent (higher than that in some states), yet we keep getting reports that productivity (what it costs us to produce the work we ...
What Next? (Part 2)
Garry Bartecki
Monday May 17, 2010
Who knows? With this economy, one day the recovery is moving ahead and the next day we are back in the dumps. All you know is that it’s really tough to manage in this situation, not knowing what step to take next. We all agree the economy still ...
Why do you have internal pricing?
John R. Walker
Monday May 17, 2010
I was introduced to Absorption Rate 36 years ago by an associate and good friend, who also happened to be an expert in the automotive and trucking aftermarket. I, in turn, began to pass this concept along to both dealers and manufacturers with whom ...
First, the sales managers
Dave Kahle
Monday May 17, 2010
Now that the worst of the recession is behind us, it’s time to think about actually growing the business again. And that means investing in improving the sales force. Most astute principals and chief sales officers realize that in this very competitive ...
Tuesday May 11, 2010
Riekes Equipment and Bublitz Material Handling join forces
Tuesday May 11, 2010
Duncan Murphy, President of Riekes Equipment Co , and new President of Bublitz Material Handling announced the partnership of the two firms. The venture will combine the capital and strength of Riekes Equipment with the excellent reputation of BMH ...
Tuesday May 4, 2010
Masters Gallery Foods uses iWarehouse technology to improve its competitive edge and meet its goals as an industry leader.
Tuesday May 4, 2010
When a lift truck makes impact with a rack, there is the potential for damage to the lift truck, racking and products. Damage can be extremely costly and, if not repaired, may create hazards for equipment and personnel. Masters Gallery Foods has made ...
Tuesday April 27, 2010
Big Lift LLC and E-P Equipment USA launch a new line of equipment for sole distribution throughout North America
Tuesday April 27, 2010
Big Lift LLC and E-P Equipment USA have entered into a strategic partnership to exclusively distribute the Big Joe brand of forklifts throughout North America. In a statement, the companies say Big Lift LLC and E-P Equipment USA will consolidate sales ...
Tuesday April 20, 2010
Sulco Warehousing meets customers’ diverse needs with new logistics program
Tuesday April 20, 2010
Accellos , a leading provider of supply chain execution software solutions, has released a case study of its customer Sulco Warehousing and Logistics. The case study illustrates how the third-party logistics provider is able to manage the diverse needs ...
Friday April 16, 2010
Continental Tire North expands its tread
Mary Glindinning
Friday April 16, 2010
Tires are where the rubber meets the warehouse floor in material handling. “Tires are perhaps the fastest wear item on a forklift, and unfortunately are considered a commodity to most,” said Phil Lannon, U.S. sales manager of industrial ...
Go green ahead of the curve
Mary Glindinning
Friday April 16, 2010
Going green often saves green. While being good stewards of the environment has its own rewards, there often are monetary benefits as well. This is how three companies found that going green helped both their companies and the environment at the ...
Optimists understand opportunity!
John R. Walker
Friday April 16, 2010
According to Webster’s Dictionary an opportunity is, “A favorable or advantageous circumstance or combination of circumstances, a chance for progress, profitability or advancement.” I am, and always have been, an optimist. I have, ...
Fast communication can be poor communication
Sid Scott
Friday April 16, 2010
Who would have imagined what communication would be like in 2010, even 20 years ago? The Internet, which has only been around for broad use since 1995 (thanks to Al Gore and many others), and satellite technology have made global connections faster ...
Handling objections
Excerpted from Chapter 13 of “Take Your Performance Up a Notch”
Dave Kahle
Friday April 16, 2010
They don’t always say yes! That might be the very first thing you learn as a salesperson.  As a matter of fact “No,” in all its various forms and expressions, might be the one word that salespeople most commonly hear. That’s ...
The 31 percent solution
Garry Bartecki
Friday April 16, 2010
Last month I made reference to a comment from AlixPartners’ John Hoffecker during AED’s annual Summit Meeting in San Antonio, Texas. Among the many comments John made from AlixPartners Heavy Equipment Study (see last month’s column) ...
Tuesday April 6, 2010
Lithotype Employs New State-of-the-art Enterprise Resource Planning Software System from Radius Solutions
Tuesday April 6, 2010
Radius Solutions Ltd. , the world’s largest Enterprise Resource Planning (ERP) software provider focused exclusively on the packaging and printing industry, announced that The Lithotype Company has implemented PECAS Vision ERP software across ...
Monday March 29, 2010
Clean for safety and profitability
Contributed by Nilfisk CFM and Occupational Health & Safety
Monday March 29, 2010
In recent years, an increased focus on safety and security has permeated almost every industry in the U.S. and abroad. Environmental concerns, economic competitiveness and technology have converged, causing industry and government to re-evaluate operating ...
Tuesday March 23, 2010
Manage the stress of business uncertainty with good equipment financing
Ralph Petta
Tuesday March 23, 2010
Businesses have been facing unprecedented challenges trying to stay afloat and operate in the worst economic conditions in most of our lifetimes. Weak consumer demand, decreasing inventory levels, aging equipment and tight credit markets have left many ...
Tuesday March 16, 2010
Lithotype employs new state-of-the-art enterprise resource planning software system
Flexible Packaging provider leverages PECAS Vision MIS software to increase efficiencies, improve access to information and increase profitability
Tuesday March 16, 2010
Radius Solutions Ltd ., an Enterprise Resource Planning software provider focused on the packaging and printing industry, announced that The Lithotype Company implemented PECAS Vision ERP software across the organization’s facilities. Lithotype ...
Monday March 15, 2010
2010: THE RULES HAVE CHANGED
Monday March 15, 2010
MHEDA’s 55th Annual Convention & Exhibitors’ Showcase: May 1-5, 2010, Marco Island, Fla. There is no more “business as usual” in today’s world. The rules have changed, and those who understand the implications and ...
Those “little basics”
John R. Walker
Monday March 15, 2010
During the last 32 years, we’ve written many articles that mention the word basics – “A Return to the Basics,” “Following the Basics,” “Focusing on the Basics,” etc. We’ve discovered that in so many ...
What next?
Garry Bartecki
Monday March 15, 2010
I recently returned from AED’s annual Summit in San Antonio, Texas. Not a bad place to be, but the message was tough to swallow. Let me give you a flavor of what I am talking about. “The new normal is a lot lower than the old normal.” ...
Technology and the detached associate
Robert W. Wendover
Monday March 15, 2010
A recent column in The Wall Street Journal addressed the issue of the out-of-office and automated replies people are now foisting on each other. They explain uncomfortably personal details of relationships, record extensive messages explaining their ...
Battery checkups for a healthy supply
Mary Glindinning
Monday March 15, 2010
Roger Clark talks about batteries as if they are alive – and he wants them to live a productive, long life. The general manager of Battery Test Equipment Company sees its MCBA model battery tester like a checkup at the doctor or dentist, preventive ...
Teamwork — Lessons from music, sports and life
Sid Scott
Monday March 15, 2010
When we talk about teams, the usual analogies and examples use sports teams, typically the popular sports many of us experienced growing up and might still follow — baseball, football, basketball, soccer, hockey, etc. However, there are many other ...
Tuesday March 9, 2010
Pending legislation and its tax planning impact on business
Dr. Bart A. Basi
Tuesday March 9, 2010
If you live in the U.S. you are well aware of the economic situation. According to “The Beige Book,” published by The Federal Reserve, nearly every sector of industry and agriculture, and every geographical region of the country is experiencing ...
Tuesday March 2, 2010
Survey shows IT is critical to manufacturing and wholesale distribution companies
Tuesday March 2, 2010
Information technology (IT) is viewed as a critical component of business operations for nearly 90 percent of companies responding to RSM McGladrey’s   2009 Manufacturing and Wholesale Distribution Survey. According to respondents, IT has ...
Tuesday February 23, 2010
Horizontal carousels and lean efforts improve stockroom productivity, reduce labor and increase accuracy
Tuesday February 23, 2010
In today’s fast-paced manufacturing world time is money. The right mix of trained workers and required parts to keep the manufacturing floor running is vital to success. Using lean manufacturing initiatives to reduce waste in the manufacturing ...
Monday February 22, 2010
Feb. 28 is last day for Haiti Relief Donations special tax option
Monday February 22, 2010
Taxpayers wanting to claim their Haiti relief donations on the tax return they are filling out this season must make those donations by the end of this month, according to the Internal Revenue Service. Individuals and corporations have until midnight ...
Wednesday February 17, 2010
NA 2010: 4 days of solutions to make your supply chain work
John B. Nofsinger
Wednesday February 17, 2010
If you’re looking for the most comprehensive showcase of material handling and logistics, equipment, systems and technologies in the U.S., you don’t need to go any further than NA 2010 in Cleveland, Ohio. Held April 26-29 in the I-X Center, ...
A continuing look at opportunity!
John R. Walker
Wednesday February 17, 2010
Now is the time to take a hard look at reality in your equipment dealership. Take a look at your most recent financial statement and focus on these two questions: 1. Which department produces the greatest percentage of gross profit? 2. Which department ...
Learning responsibility for our behavior
Sid Scott
Wednesday February 17, 2010
In the 21st century world of teams, participation and total quality management, we hear a lot about “Walking the Talk.” Essentially, this means individuals, especially leaders and managers, make certain their behavior is consistent with ...
Still scary, but somewhat better
Garry Bartecki
Wednesday February 17, 2010
Here we are in 2010 and we still aren’t sure if the light we see is a train or the end of the tunnel. What do you think? Some good news, the number of dealer personnel attending meetings and conventions is increasing. For example, AED’s ...
Closing the sale
Excerpted from Chapter 13 of “Take Your Performance Up a Notch”
Wednesday February 17, 2010
Whenever I ask salespeople to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the sale. Unfortunately, sales people who don’t close consistently waste a lot of ...
Quality safety products, efficient delivery
Mary Glindinning
Wednesday February 17, 2010
With every order that leaves Save-Ty Yellow Products, Dan Gentile sends a letter that asks for everything from a rating on the product and delivery, the attitude of the driver to the condition of the package on arrival. If the rating is not a 9 or ...
Tuesday February 16, 2010
Hydraulic cylinders: When failure isn’t an option for OEMs
Tuesday February 16, 2010
When hydraulic cylinders fail on material handling equipment, work often comes to a screeching halt. This type of failure can be catastrophic, even when short-lived, and directly impacts the equipment OEM’s reputation, if not warranty. “When ...
Tuesday February 9, 2010
Trucks produced during 2004-2006 drive aftermarket sales of powertrain systems
Tuesday February 9, 2010
Truck sales in North America peaked in 2004-2006, creating a vast pool of class 4-8 trucks for the powertrain systems and components aftermarket from 2010 to 2015. The trucks produced or sold during 2004 and 2006 are entering their replacement phase, ...
Tuesday February 2, 2010
Standard-Knapp case packing systems “raise the bar” with Jim Beam
Advanced packers protect bottles and increase efficiency at legendary distillery
Tuesday February 2, 2010
When it comes to case packing machinery, few bottling operations are more demanding than Beam Global Spirits & Wine Inc. The owner of the 211-year-old bourbon brand Jim Beam has grown dramatically during the past few years, from the 7 th -largest ...
Monday January 25, 2010
Ten women truck drivers selected for Roadside Medical, Women in Trucking Weight Loss Challenge
Monday January 25, 2010
Roadside Medical Clinic + Lab   and Women in Trucking are pleased to announce that 10 finalists were selected to compete in the first Women Trucker Roadside Medical Challenge. The Challenge is designed for women drivers to see if they have what ...
Tuesday January 19, 2010
A crystal ball for material handling logistics
Mary Glindinning
Tuesday January 19, 2010
TGW-ERMANCO is based in Spring Lake, Mich., a North American division of TGW Logistics Group that specializes in helping companies plan, design, implement and service logistics solutions. We recently spoke with John Clark, director of marketing for ...
When we use teams to hire, good things happen
Sid Scott
Tuesday January 19, 2010
We’re starting to see signs that our economy might be changing for the better, which means that many companies could be looking at the welcome challenge of recruiting new employees to help them grow and prosper in 2010. One of the best ways to ...
Have dealers and manufacturers forgotten the message?
John R. Walker
Tuesday January 19, 2010
In 1987, on an August day in Milwaukee at the Hyatt Regency Hotel, Stuart S. MacKay addressed a large group of farm equipment dealers and manufacturers during the North American Equipment Dealers Association’s Convention (NAEDA). The President ...
The master sales plan for high potential accounts
Dr. Rick Johnson; CEO Strategist LLC
Tuesday January 19, 2010
A master action plan is your high level plan of attack – the ideas, activities and general approach that will enable you to reach key account goals. Your plan should develop naturally from the knowledge you gain from research and customer contact. ...
Meeting planning for the emerging generations
Robert W. Wendover
Tuesday January 19, 2010
As the number of young professionals increase within the meetings you plan, it will be imperative to take their needs and desires into consideration. You might even begin by asking if a live gathering is necessary. Many young professionals prefer to ...
Welcoming in 2010
Garry Bartecki
Tuesday January 19, 2010
Well, 2009 is behind us. Good riddance. Hopefully you were able to take advantage of the tax benefits available during the year and produced some cash flow in the process. If you haven’t, you still have time to review the 2009 results to see if ...
Haiti – What you can do to help
Tuesday January 19, 2010
The American Logistics Aid Network is identifying relief effort needs to help victims of the earthquake in Haiti. ALAN is a non-profit humanitarian aid organization focused on helping members of the supply chain community find ways to donate equipment ...
Friday January 15, 2010
Help for Haiti being organized
Friday January 15, 2010
The American Logistics Aid Network is identifying relief effort needs to help victims of the earthquake in Haiti. ALAN is a non-profit humanitarian aid organization focused on helpig members of the supply chain community find ways to donate equipment ...
Tuesday January 12, 2010
Keeping customers loyal: The human side of doing business
Joe Calloway
Tuesday January 12, 2010
The Acme Widget Company needed to increase revenue and profits, so they undertook an initiative to attract new customers. They launched a new advertising campaign and offered special deals to first time buyers. At first, they were delighted to see a ...
Tuesday January 5, 2010
Lista lean manufacturing initiative improves quality and speeds delivery
Tuesday January 5, 2010
It seems fitting that a company with the motto of "making workspace work" would embark on an innovative lean manufacturing program to drive waste out of its own manufacturing processes, resulting in top quality, competitively-priced products, ...
Tuesday December 29, 2009
Everybody likes to buy things, but no one likes to be sold
Nathan Jamail
Tuesday December 29, 2009
"Everybody likes to buy things but no one likes to be sold" is not a new expression, but what does it really mean? Does it mean that people don't like sales professionals, or that they don't want a sales professional selling them something ...
Tuesday December 22, 2009
Coming out of the recession – Create an opportunity mindset
Joe Calloway
Tuesday December 22, 2009
Hopefully you didn't miss it. It's dominated the news for a year. It's been described as difficult, daunting and even devastating. People have referred to it as a meltdown and a disaster. It's the recession. But no crisis can last forever. One day ...
Monday December 21, 2009
Building a better battery out of thin air
William C. Shumay Jr.
Monday December 21, 2009
Long considered the ultimate in future battery technology, a high-energy density lithium cell designed to "breathe" air has finally been realized in a safe, stable rechargeable form by engineers at the University of Dayton Research Institute. Unlike ...
After 90 years in business, company keeps its eye on the future
Mary Glindinning
Monday December 21, 2009
The celebration of 90 years in business was sort of low key for Minnesota Supply Company. "With today's economy, we have tightened our belts like other companies," said Steve Stromsness, vice president of sales and marketing. "We didn't ...
Learning from tough times
Sid Scott
Monday December 21, 2009
Someone once said, "Experience is the toughest teacher because it gives you the test before it teaches you the lesson." Even as our marketplaces have begun to show improvements - stock markets heading up, consumers starting to spend again, ...
Are your customer relationships an asset or an obstacle?
Dave Kahle
Monday December 21, 2009
Positive customer relationships are the basis for much of the distributor business, right? Positive business relationships ensure an audience with the customer, make every step of the selling process go more easily and even provide us with a competitive ...
Reinvent the wheel
Garry Bartecki
Monday December 21, 2009
So who's wheel does this idea involve? Your wheel, of course. Why? Because we have been through a hell of a year with probably another to follow. Because the way you conduct business has to change to match market conditions. Because manufacturers ...
Absorption rate - what's your goal?
John R. Walker
Monday December 21, 2009
If you have recently read any trade magazines, I'm sure you've seen articles about the Absorption Rate. I'm sure of this because I've seen no less than 5 articles covering this popular topic within the last two weeks. It is a popular topic to read ...
Smart staffing & training
Checklists for success
Sid Scott
Monday December 21, 2009
Someone once said, "Qualified employees make your company more productive and more competitive." The implication in this wise statement is that it is imperative for owners and managers to understand what best describes "qualified employees," ...
Tuesday December 15, 2009
Give your community a lift this holiday season - Five ways companies can use their lift trucks to spread goodwill
Contributed by Toyota Material Handling, U.S.A. Inc.
Tuesday December 15, 2009
The holiday season already is fast upon us. In light of this festive time of year and the spirit of goodwill, those in the material handling industry can maximize the use of some of their equipment - in particular, their forklifts. Consider these options ...
Tuesday December 8, 2009
Women truck drivers get new encouragement to stay fit
Roadside Medical and Women in Trucking partner for a weight loss challenge
Tuesday December 8, 2009
Ten finalists in the Women Trucker Roadside Medical Challenge will see if they have what it takes to get in shape, despite the challenges faced while living life on the road. "Maintaining your health can be very difficult when you spend so many ...
Friday December 4, 2009
Giving your community a lift this holiday season – 5 ways companies can use their lift trucks for goodwill
Friday December 4, 2009
The holiday season already is fast upon us. In light of this festive time of year and the spirit of goodwill, those in the material handling industry can maximize the use of some of the equipment at their disposal - in particular, their forklifts. ...
Tuesday December 1, 2009
Deere reports quarterly loss, but profitable year
Tuesday December 1, 2009
Deere & Company announced a worldwide net loss of $222.8 million, or $0.53 per share, for the fourth quarter that ended Oct. 31, compared with a net income of $345 million, or $0.81 per share, for the same period last year. Affecting 4th quarter ...
Wednesday November 25, 2009
Consumer Advisory: Toyota recalls 110,000 Tundra Pickups for excessive corrosion – motorists should remove spare tires from the underbody
Wednesday November 25, 2009
The National Highway Traffic Safety Administration alerted owners of certain Toyota Tundra vehicles to remove spare tires mounted underneath the body of the vehicle. Excessive corrosion due to "road salts" can cause the rear cross-member ...
Monday November 23, 2009
John Deere Power Systems and Crown Equipment bring new engine to material handling market
Monday November 23, 2009
John Deere Power Systems is pleased to announce that it has partnered with Crown Equipment to develop and produce a 2.4L liquefied petroleum gas (LPG) industrial engine for the new Crown C-5 Series forklift. The new engine was designed specifically ...
Tuesday November 17, 2009
Contemplating future energy risks? Bet on natural gas
William C. Shumay Jr.
Tuesday November 17, 2009
Natural gas, comprised mostly of the hydrocarbon known as methane, currently supplies about a fourth of U.S. energy needs. And virtually all natural gas we use comes from North American reserves. Reserves that keep growing in size as we learn more about ...
Extending battery life gives business a boost
Mary Glindinning
Tuesday November 17, 2009
Recharging a forklift battery is just part of what you do to keep a warehouse humming. But a California company has something else you can do to make recharging the battery more efficient and replacement less common. Batt-Recon is a process that ...
Have you ever grown without discomfort
Robert W. Wendover
Tuesday November 17, 2009
This past spring, my wife taught a class of graduate students, some of whom complained about being forced to think. When presented with problems to solve, they would ask what possible solutions there were. When my wife informed them that there were ...
What happened to respect?
Sid Scott
Tuesday November 17, 2009
Remember Rodney Dangerfield? For many years, his routine was based on his complaints about never getting any respect and we all laughed about it. Well, people are not laughing about lack of respect these days, since we seem to have evolved into a society ...
Recasting financial statements
Dr. Bart A. Basi
Tuesday November 17, 2009
The rule for large, publically held companies is clear. If you are going to list your stock on a stock exchange, your company must present financial statements that are created in compliance with Generally Accepted Accounting Principles (GAAP). These ...
Rebuild under control
Garry Bartecki
Tuesday November 17, 2009
It is probably true that we have the worse behind us. It might not feel that way, but that light at the end of the tunnel is just that, a light indicating recovery. The tunnel might be longer then we think, but at least you can start thinking about ...
Focused Opportunity
John R. Walker
Tuesday November 17, 2009
Before starting this article, allow me to thank all our readers that took time out of their busy schedule to thank us for last months' article. Their comments told me that many of the things we are writing about are happening, and fortunately the result ...
Consignment – a sales adventure
Dr. Rick Johnson; CEO Strategist LLC
Tuesday November 17, 2009
Once upon a time, many years ago, when I was a young, ambitious salesman selling flat, rolled steel, I called on one potentially large account for months and months with zero success. I was going nowhere fast. The only thing I got from ...
Monday November 16, 2009
Boost your income now
Never give up … FOLLOW UP!
Judy Garmaise
Monday November 16, 2009
While most business professionals know that follow-up is important, the fact is that very few are masterful at the art of it. Sure, they may leave one or two voicemails for people or send a couple of e-mails, but those attempts are only ...
Tuesday November 10, 2009
The grateful workplace
Six ways to create a culture of gratitude in your organization
Liz Jazwiec
Tuesday November 10, 2009
Here's a question just in time for Thanksgiving: Does your organization encourage a culture of gratitude? Not in an obligatory and fear-tinged, "In this economy you'd better be grateful just to have a job, buddy!" way, but in a, "Gee, ...
Monday November 2, 2009
Keeping customers loyal
The human side of doing business
Joe Calloway; Engage Consulting Group
Monday November 2, 2009
The Acme Widget Company needed to increase revenue and profits, so they undertook an initiative to attract new customers. They launched a new advertising campaign and offered special deals to first time buyers. They were initially delighted ...
Monday October 19, 2009
Knowledge is powerless without action
Boost your sales today
By Nathan Jamail
Monday October 19, 2009
The biggest sales inhibitor is the same now as it was for the past decade. Many salespeople know what to do, but are not willing to do what they know. How many times does a salesperson say he or she knows they should prospect from 8 am ...
Thursday October 15, 2009
Forklift dealer finds collecting outlet for expertise
Mary Glindinning
Thursday October 15, 2009
Jim Morrison is eyeing more office space, not for prestige, but for his pride and joy. Morrison, president of J.W. Morrison Equipment in Camden, N.J., needs more shelf space for the 1,000 die cast models and replicas in his office. He invites anyone ...
Kiva robots save Zappos shoe leather
Mary Glindinning
Thursday October 15, 2009
You haven’t had a season’s greetings until you’ve seen this one. Kiva Systems wishes people glad tidings with its robots dancing to “The Nutcracker.” The video is 1 ½ minutes of amusement that grabs your attention, ...
A legacy?
John R. Walker
Thursday October 15, 2009
It was late 1977 when After Market Services Consulting Company was established. This was a time when mortgage rates were high and banks were paying double digit on invested capital. Equipment dealers were doing well and competition from overseas had ...
It’s a new dawn
Garry Bartecki
Thursday October 15, 2009
It appears that manufacturing in general is turning around with some meaningful upward trends in the 4th quarter of this year and continuing into next year. Hopefully this means lift truck users will be dusting off their fleets and bringing them back ...
Low price products don’t guarantee a sale
Dave Kahle
Thursday October 15, 2009
“Low price, low price, low price.” It’s the mantra that salespeople in every industry segment are hearing these days more than ever before. Customers, looking for ways to contain costs, naturally pressure their vendors for lower costs. ...
Don’t let occupational disease impact your workers’ compensation costs
Teresa Long
Thursday October 15, 2009
A recent report by the American Association of Family Practitioners noted that occupational diseases account for 860,000 illnesses and more than 60,000 deaths each year. This runs the gamut of causes, everything from coal miners contracting black lung ...
Pay for performance — it does work
Sid Scott
Thursday October 15, 2009
In the past, we’ve discussed how to set meaningful goals with employees. My conclusion and recommendation to owners and managers was to get people involved in the goal setting process. By doing this, people become more motivated to make things ...
Waiting on that better battery: Not here yet
William C. Shumay Jr.
Thursday October 15, 2009
Despite the buzz from media outlets to the contrary, there is no clear consensus in the automobile industry on the electric vehicle’s suitability as a prime passenger mover on the highways. The world’s No. 1 vehicle producer, in fact, doesn’t ...
Tuesday October 13, 2009
Avoid being the dumbest competitor
Dr. Rick Johnson; CEO Strategist LLC
Tuesday October 13, 2009
Pricing is the tip of the profit spear. It is often said that profit is made on the buy side of the equation in wholesale distribution. That is a true statement. However, it only holds true if you are disciplined enough not to give that ...
Tuesday October 6, 2009
Jobless Recovery: an Oxymoron
Dr. Rick Johnson; CEO Strategist LLC
Tuesday October 6, 2009
Jobless Recovery, every time I hear this term I want to vomit. Wikipedia states "A jobless recovery or jobless growth is a phrase used by economists to describe the recovery from a recession which does not produce strong growth ...
Monday September 28, 2009
Get ahead of the competition
Ten strategies for giving your Distribution Center or Warehouse a recovery advantage
John T. Phelan, Jr., P.E.; TriFactor LLC
Monday September 28, 2009
In spite of the optimistic signs that the recession is receding, it would be illusionary to believe that everything will revert to the way things used to be. As a result of the economic turmoil, distribution centers are experiencing fundamental changes ...
Tuesday September 15, 2009
The healthcare gorilla in the living room
Sid Scott
Tuesday September 15, 2009
Health care reform - coverage for the millions of uninsured, better health care choices for everyone, reasonable costs for businesses, keeping the doctor-patient relationship intact, not making us like European countries or Canada with too much big ...
In charge in a man’s world
Mary Glindinning
Tuesday September 15, 2009
  From the board room to the loading dock, women work in all parts of the material handling industry. And while more women are joining the field every year, men still far outnumber them. So what's it like to be a woman working in material handling?  ...
Get started now: 9 reasons to start positioning your business to prosper in the economic recovery
John T. Phelan, Jr., P.E.
Tuesday September 15, 2009
Leading economic indicators show signs that many distribution sectors are stabilizing and on track for recovery in 2010. The unforeseen force and speed of the economic downturn sent many companies reeling, rapidly retreating to a cost-reduction, survival ...
Now is not the time to be timid!
John R. Walker
Tuesday September 15, 2009
 Now is not the time for equipment dealers to be timid.  I recently received an e-mail from a dealer. The good news was that business appeared to be picking up since he sold a great deal of equipment last month. The bad news was that his ...
Slow comeback
Garry Bartecki
Tuesday September 15, 2009
I keep running around talking to dealers, bankers, lawyers and customers to try to get a handle on what is going on. A quote out of one of AED's newsletters probably spells it out the best: "If you are not confused, you don't know what the hell ...
The demise of reflection
Robert W. Wendover
Tuesday September 15, 2009
Like many people, there are times when I feel like I live in a pressure-cooker - too many decisions, not enough time. Am I managing my actions according to urgency or importance? Am I making choices based on wisdom or reaction? Every once in a while ...
Fun and knowledge combine during Forklift Safety Rodeo
Mary Glindinning
Tuesday September 15, 2009
You might think a forklift rodeo would bring out some fast and furious driving. You'd be wrong, because in this rodeo the focus is on safety, and any racing around could put a driver out of the running. The U.S. Open Forklift Safety Rodeo will ...
Hundreds of “miles per gallon” from your electric vehicle?
William C. Shumay Jr.
Tuesday September 15, 2009
  General Motors recently received loads of press coverage when, after some complex calculations, they announced that the Chevy Volt would provide 230 mpg fuel economy. Not to be out-hyped, their Japanese competitors crunched some numbers too, ...
Arm yourself with the proper follow-up tools
Judy Garmaise
Tuesday September 15, 2009
Despite the stereotype of the annoying salesperson who is always pestering you to buy something, the fact is that people want to do business with those who show exceptional follow-up skills. While they do not want to be bullied or stalked ...
Monday September 14, 2009
You have to keep score … If you want to win in business!
Monday September 14, 2009
Get a group of businessmen together and the discussion invariably turns to sports. It doesn't matter what season it is - baseball, basketball, football, hockey, soccer, etc. - someone can invariably rattle off statistics about every player and every ...
Tuesday September 8, 2009
Women in leadership
This country's most under utilized asset
Dr. Rick Johnson; CEO Strategist LLC
Tuesday September 8, 2009
In the spirit of full disclosure, I must admit that I am definitely a card carrying member of the Baby Boomers. I also admit that during my early career in the 70’s, I could have undoubtedly been considered a poster child for the “Male Chauvinistic ...
Monday August 31, 2009
Survey shows too many small business owners paying employees just to show up
George S. May International Company
Monday August 31, 2009
Beware small businesses, you get exactly what you pay for.   According to a recent survey of 1,000 small businesses in the United States by management consulting firm George S. May International Company , 41 percent of owners pay their employees ...
Monday August 24, 2009
OSHA focuses on combustible dust in Alabama
Monday August 24, 2009
Over the last 16 months, compliance officers from the U.S. Department of Labor's Occupational Safety and Health Administration (OSHA) have made 26 visits to Alabama companies where employees may be exposed to potential combustible dust hazards.   ...
Monday August 17, 2009
Seven steps you can take to stop workers’ compensation fraud
Duncan Prince
Monday August 17, 2009
Every successful business has a combination of formal and informal procedures and processes that give it the ability to serve its customers efficiently and cost effectively. Without those procedures, businesses close their doors. However, when it ...
The Buy-Sell Agreement
More than just a good idea, a necessity in multi-owner businesses
Dr. Bart A. Basi
Monday August 17, 2009
A buy-sell agreement is the most important legal document a closely-held or family business can hold. Without a buy-sell agreement, businesses face peril upon a triggering event such as an owner's death, incapacitation, divorce, filing ...
Minnesota manufacturing company defines American-made value
Mary Glindinning
Monday August 17, 2009
If you've heard that the era of American manufacturing is over, you should listen to a third generation member of Thern Incorporated. "We value our employees. We value the fact that our products are made in America. We're actually ...
The secret strategy for meaningful sales meetings
Dave Kahle
Monday August 17, 2009
Hmmm, got a sales meeting coming up in two weeks, better get ready. Let's see, what should we do? I'll go over last month's numbers, that'll take a half hour. Then ... I know! The credit manager has been complaining about the state of receivables lately. ...
Where will battery manufacturing take us next?
William C. Shumay Jr.
Monday August 17, 2009
The Midwest and Great Lakes region has been making news in electric vehicle batteries, and we might want to keep an eye on where this is going. The success of our future vehicles, both consumer and industrial, might depend on what happens here. ...
The economy is bad, change everything — wait, let’s talk
Sid Scott
Monday August 17, 2009
We have been in crisis mode for many months and it has changed the way we do business. Just as in previous periods when things were rough, today's voices are saying things like, "We have to change everything - the old rules don't apply," ...
Finance for today’s economy
Garry Bartecki
Monday August 17, 2009
I have been working in this industry for almost 35 years and I have never been through an industry depression like we're experiencing today. Past recessions and recoveries were somewhat short in nature and mostly driven by an abundance ...
Employee theft and fraud … an ounce of prevention
John Walker
Monday August 17, 2009
It is estimated that business theft costs equipment dealers tens of millions of dollars each year. A study by a well known accounting firm indicated that more loss was attributable to employee theft and fraud in equipment dealerships than most ...
How do you run your dealership at 60 percent of last year’s volume?
Garry Bartecki
Monday August 17, 2009
The headline is a good question, a tough question and a question that will be around for a while. In my opinion there is a new era dawning regarding equipment distribution. The dealers that figure it out will benefit for years to come. Those ...
Monday August 10, 2009
Can't find employment on the big online job boards?
Go fishing in a smaller pond with trade and professional associations
Monday August 10, 2009
As millions of job seekers turn to the best known online job boards, they are finding that their applications are becoming forever lost in cyberspace, never again to be seen by a human eye. Instead, computers are scanning for keywords and making the ...
Friday July 31, 2009
Finding True North when things seem to be going South
Five principles for creating growth in challenging times
Robert Goshen
Friday July 31, 2009
Whether you are in Houston, Texas or Moscow, Russia,, the business world has changed. While the economy may trend up and down, change is a factor that stays consistent.  Even if your business is currently suffering, when it returns to the good ...
Friday July 24, 2009
Don't get trapped by success
Dr. Rick Johnson; CEO Strategist LLC
Friday July 24, 2009
Make no mistake, it is extremely difficult to maintain business success if you don’t maintain personal family success. You don’t have to be trapped by success. Success is a good thing but part of being successful is creating balance in ...
Friday July 17, 2009
Your favorite industry advances vehicle technology
William C. Shumay Jr.
Friday July 17, 2009
In an ironic industry twist, we continue to see the material handling industry lead the way in advanced vehicle technology, and doing it ahead of the auto industry and everyone else. Throughout most of the 20th century if you wanted to see productive, ...
A little advice for forklift users
Mary Glindinning
Friday July 17, 2009
Jimmy Hardin has some advice for forklift users. "When your mechanic comes to you with the paperwork after doing maintenance on a forklift, before signing it, go out into the shop and go over the checklist with the technician," said Hardin, ...
Action plan for selling more product support in a down-turn economy!
John Walker
Friday July 17, 2009
My name is John Walker and I am an eternal optimist, always seeing the glass as half full and always "bullish" on the equipment dealer's product support opportunities. During the past several months we were asked on numerous occasions, by ...
Forecasting – 2010
Garry Bartecki
Friday July 17, 2009
We are near the end of June as I write this and still waiting for some good financial news indicating the beginning of a consistent recovery. So far – nothing. 2010. So near, and yet so far away. Who has the time or inclination to worry about ...
Interviewing by walking around
Robert W. Wendover
Friday July 17, 2009
A powerful alternative to the sit-down interview is to walk candidates around the workplace. Interviewing by walking around will reveal all kinds of subtle indicators you cannot elicit from a formal interview. Here is a short guide to this approach. ...
Is empathy from leaders and managers a bad thing?
Sid Scott
Friday July 17, 2009
A lot of journalists, columnists and pundits have reported about and weighed in on comments by President Obama regarding empathy. Even before he chose Judge Sonia Sotomayor as his nominee for the Supreme Court, President Obama said that a characteristic ...
Five principles for creating growth in challenging times
Robert Goshen
Friday July 17, 2009
Whether you are in Houston, Texas, or Moscow, Russia, the business world has changed.  While the economy may trend up and down, change is a consistent factor. If your business is currently suffering, take note that the industry’s next round ...
No shortage of opportunities, benefits at MATTECH 2009
Ian Howard
Friday July 17, 2009
MATTECH, the International Material Handling, Logistics & Supply Chain Trade Show will be held Aug. 5-6, 2009, in the Miami Beach Convention Center, Miami Beach, Fla. Among the many tangible things the South offers for meetings and trade shows - ...
Small business owners: Are you your own worst enemy?
Survey finds 45 percent of small businesses are not profitable
Friday July 17, 2009
The number one reason that small businesses are not profitable is waste. Yet all too often, business owners procrastinate or become too complacent with the operations of their business and look for any reason to blame for their lack of profitability ...
Friday July 10, 2009
Get started now
9 Reasons to start positioning your business to prosper in the economic recovery
John T. Phelan Jr., P.E.
Friday July 10, 2009
Leading economic indicators show signs that many distribution sectors are stabilizing and are on track for recovery in 2010. The unforeseen force and speed of the economic downturn sent many companies reeling, rapidly retreating to a cost-reduction, ...
Monday July 6, 2009
Leadership development during a recession
Rick Johnson
Monday July 6, 2009
We are in the midst of a tough economy, a recession. That makes it convenient if not easy to ignore our responsibilities as leaders to invest and develop employees within our organization. Sure times are tough. Recently I had a CEO say to me: “Rick, ...
Tuesday June 30, 2009
Leadership - Check your ego at the door
Rick Johnson
Tuesday June 30, 2009
A leader’s role is to serve those people that report to him. He or she is not a dictator; their ultimate role is to serve and to allow those people to achieve their goals. It’s a style that starts by asking, what do you want to accomplish, ...
Tuesday June 16, 2009
Secured transactions: Not all sales are safe
Dr. Bart A. Basi
Tuesday June 16, 2009
As the country has been in a recession for the past year, many companies have endured economic hardships.  These hardships include loss of revenue, lay off of qualified employees, debtor defaults, bad cash flow, delayed cash flow and vanishing ...
Monday June 15, 2009
Leadership: Six tips to maintain trust and respect
Employees won't start respecting you until YOU start respecting them. Employees won't start trusting you until YOU start trusting them.
Rick Johnson, CEO Strategist, LLC
Monday June 15, 2009
An effective leader must be able to interact with employees, peers, superiors and many other individuals both inside and outside the organization. Leaders must gain the support of many people to meet or exceed established objectives. This means that ...
Myths of Distributor Sales #1:“Great Relationships”
Dave Kahle
Monday June 15, 2009
The world is full of salespeople who claim, quite proudly, to have great relationships with their customers.  If that were true, it really would be great.  But unfortunately, “great relationships” is too often a veil that salespeople ...
Build a better sales force: Focus on your "First String"
Nathan Jamail
Monday June 15, 2009
Every year companies look for ways to increase sales.  This year is no different, only with today's economy, the answers seem to be harder to find.  One sure way to increase your sales: focus on your first string.  This concept of focusing ...
Two, maybe four quarters
Garry Bartecki CPA MBA
Monday June 15, 2009
Two to four quarters..... until there is some significant uptick in economic activity.  That was the conclusion resulting from AED's annual CFO Conference held May 20-21 in Chicago (Another conference is scheduled for October 15-16 in Chicago and ...
Extended warranties take hold in the forklift industry
George Schmid and John Burkart
Monday June 15, 2009
Increased sales and profits are two good reasons why an Extended Service/Warranty should be offered on every used, leased and new forklift truck sale. Millions of Extended Service/Warranty contracts have been sold in recent decades by Auto dealers, ...
Motor Tech is 20 years strong
Mary Glindinning
Monday June 15, 2009
As it celebrates its 20th anniversary, Motor Tech has grown into a $1 million a year company. It started in a small 2,000 square foot building and expanded into a 10,000 square foot building in the western suburbs of Chicago, Ill. When founder and ...
Energy smarts: How much will it cost to plug into a more politically correct future?
William C. Shumay Jr.
Monday June 15, 2009
Energy talk has found its way into an increasing number of political speeches, and if you listen closely it isn't hard to notice that everything labeled "sustainable," "green," "renewable," and "smart" requires ...
Market share: Is it really important?
John R. Walker
Monday June 15, 2009
I am John Walker and I have always been an eternal optimist. Right now times are tough. They might get tougher, but they will improve. I am also extremely "bullish" on the equipment dealer's aftermarket or product support. I believe it is ...
Weathering the perfect storm
Leveraging UCC-1 records to make business happen—Even in rough water
Mauricio Jurin
Monday June 15, 2009
In what analysts are calling the perfect storm, the material handling industry faces its roughest economic waters. In order to stay afloat, businesses must find new ways to reach customers. One reliable way to do that is to access databases that have ...
Train to retain
Sid Scott
Monday June 15, 2009
With unemployment at high levels, it's no surprise that managers are not as concerned with recruitment and retention as with cost controls and tough economic challenges. But, the economic situation will improve and there are always concerns that our ...
Monday June 8, 2009
Considerations when planning a palletizing operation
Paul Hansen
Monday June 8, 2009
Over two billion pallets are in use every day, dominating the landscape in most warehouses and distribution centers, while serving as the interface between the product and the mode of transportation. In September of 2008, the demand for pallets was ...
Friday June 5, 2009
New OSHA reform and how this will affect all employers
Jeff Ord
Friday June 5, 2009
For the first time in nearly 14 years, the Democratic regime has a new President with majorities in the House and Senate.  What does this mean?  They are calling out for an overhaul of OSHA legislation for the first time in over forty years ...
Monday June 1, 2009
It's time to eat the other guy's lunch!
Find success by understanding the competition
John Haskell
Monday June 1, 2009
The team members of a local home electronics company were discussing problems of the business - not just theirs, but also the competition's. One of the partners pointed out that customers could be really difficult to work with. Quite often, a homeowner ...
Tuesday May 26, 2009
Finding cash in your business
Strategies for increasing cash flow and reducing costs through inventory and supply chain control
Duane Oest, National Products Niche Leader, Clifton Gunderson LLP
Tuesday May 26, 2009
Stretching a dollar has become a national pastime. And no wonder. With the economy in its most dire condition since World War II, manufacturers and wholesale distributors are taking drastic steps to cut costs and improved cash flow. Every industry ...
Tuesday May 19, 2009
Leadership failure --- Three key symptoms
Rick Johnson, CEO Strategist
Tuesday May 19, 2009
Unsuccessful Leaders have a "private empire" mentality. They begin to behave as if they own their companies, and they begin to act as if they have the right to do anything they want with the company without regard for security, longevity ...
Friday May 15, 2009
How to make marketing work
If you're serious about making marketing work
John Graham
Friday May 15, 2009
Successful marketing depends on one basic concept. To find it, start by peeling away the corporate jargon and the pompous pronouncements of the would-be gurus. If you're lucky, you may stumble on marketing's core concept: focus total attention on the ...
Gen X'ers: Great expectations move into a bleak house
Dan Coates. Mediapost newsletter: Engage:Gen Y
Friday May 15, 2009
Entering the toughest job market in the past 25 years, Gen Y finds the future's not so bright, resulting in the kind of anxiety that even Eli Lilly can't tame. Surveys of current college students conducted this spring provide increasing evidence that, ...
Round Two
Garry Bartecki CPA MBA
Friday May 15, 2009
No matter where you look you see and hear the same thing. "It is getting better out there." "Business is picking up." "It's not over and we have not hit bottom yet." "Banks will start lending soon." "We ...
Three tough questions for winning more business in today's soft market
Tim Wackel
Friday May 15, 2009
The experts whisper recession and you can hear the collapse of sales funnels everywhere. Account managers complain about how difficult it is to close business in this slowing economy. This isn't a big surprise. Less than half of today's business-to-business ...
Fast and/or Furious - The secret may be how quickly you charge it up
William C. Shumay Jr.
Friday May 15, 2009
As many managers of material handling operations have discovered, fast charging of electric vehicles opens up a whole new realm of practicality for battery power.        For the upcoming consumer electric vehicles ...
Frazier celebrates 60 years of solid growth
Mary Glindinning
Friday May 15, 2009
Superman is the man of steel. Frazier Industrial is the company of structural steel. It is the only storage rack manufacturer that uses only structural steel, said Judy Swajger, marketing director. That means Frazier products are more durable and ...
Making the most of the time of our lives
Sid Scott
Friday May 15, 2009
Maybe it was the two weeks of vacation I took last summer (the first time in many years), or it might have been the book (A Sideways Look at Time, by Jay Griffiths). Whatever the prime motivation, I decided to write about perhaps our most precious individual ...
Effective selling begins with information
Excerpted from the book
Dave Kahle
Friday May 15, 2009
Most salespeople love to be active - out in our territories, seeing people, solving problems, putting deals together.  This activity-orientation is one of the characteristics of a sales personality.  A day sitting behind a desk is our idea ...
Skills for now - Skills for later
Robert W. Wendover
Friday May 15, 2009
One of the most distinct workplace differences I have observed in the past several years is the contrast between the learning expectations of older and younger workers. Traditionally, employees accepted the training they were given at face value as ...
Times are tough!
John R. Walker
Friday May 15, 2009
My name is John Walker and I am an eternal optimist. Right now times are tough, they might get tougher, but they will also improve. I am also very "bullish" on the equipment dealer's aftermarket or product support. I believe it is the dealer's ...
Tuesday May 12, 2009
Why clean air need not come at the expense of hot and cold air
Point-of-source air filtration strategies help manufacturing plants significantly reduce heating and air conditioning costs
Tuesday May 12, 2009
What plant manager would consciously allow energy costs to go up in smoke? In a very literal sense, such a scenario plays out across a broad range of metal-product manufacturers who choose to vent smoke and other dirty air from welding and cutting operations ...
Thursday April 30, 2009
Nothing stays the same: Leadership techniques to empower people during change initiatives
Jonathan Gilbert, PMP®
Thursday April 30, 2009
Every organization is affected by change, especially during times of economic volatility. However, project managers tasked with leading change initiatives are all too aware of the alarming failure rates that can occur. The critical missing piece is ...
Tuesday April 28, 2009
Are you a military friendly company? Why you should consider it
Elaine Dumler
Tuesday April 28, 2009
Look out your office window, and you may notice many of the cars in the parking lot sporting a "Support the Troops" yellow ribbon magnet. Your HR department asks about military service on job applications. You may even recall the donations ...
Wednesday April 15, 2009
XtraPower Batteries reaps strong growth due to economy and environmental awareness
Mary Glindinning
Wednesday April 15, 2009
Seven years since XtraPower Batteries Inc . began as a one-man start-up in Montreal, Canada; it is now experiencing its best sales months ever, despite the slowing economy. Frederik Gustavsson, founder and president, started from the ground up in 2002.  ...
Myths of sales management: The entrepreneurial salesperson
Dave Kahle
Wednesday April 15, 2009
I just had a phone conversation with a client who had a familiar story to tell. He had built his business on the model of an entrepreneurial sales force.   Give them a territory, pay them straight commission, and tell them they are in business ...
I have a friend . . . .
John R. Walker
Wednesday April 15, 2009
. . . . a friend whom I count among the three top Aftermarket Operations Managers in North America. A friend whom I can count on to tell me I am wrong in my written and spoken opinions. If I write an article about technicians and point out that being ...
With innovative bottle packing equipment, it's a little easier being green
Mike Weaver and Bob Reynolds
Wednesday April 15, 2009
The effort to be green - that is, reducing one's overall impact on the environment - has of late gained increasing popularity, particularly in the commercial arena.  Many companies have effectively restructured their corporate headquarters, recycle ...
How to make sure your business will survive in the new economy
Edward A. Testa
Wednesday April 15, 2009
There's a major disconnect between companies and their lenders. While businesses are still playing by the old rules, lenders have a whole new set.           How has the credit game changed? In a word, ...
AV/TMHU provides environment friendly solution
WhiteWave first to install Fast Charge system from TMHU/AV alliance
Christi Whittemore, Stellar Road Communications
Wednesday April 15, 2009
WhiteWave Foods acted on its corporate convictions when it upgraded its warehousing facilities in the City of Industry, Calif., in December 2008. "Our goals were to make our operations safer, cleaner, more productive, and more environmentally ...
Get your facts straight
Sid Scott
Wednesday April 15, 2009
In his inaugural address and in other speeches since then, President Obama has asked us to put a greater emphasis on science in our society. Now I am not here to talk about the environment, global warming or any other hotly debated political topics ...
Create your own Stimulus, Incentive Programs
Garry Bartecki CPA MBA
Wednesday April 15, 2009
Boy, it just goes on and on. And who can say they know what the talking heads are addressing. I doubt if they know. All I know is every business leader has to take the bull by the horns and create their own incentive and stimulus programs to benefit ...
Leaning green: Manufacturers go eco?
William C. Shumay Jr
Wednesday April 15, 2009
When we look out across the business landscape today, we can see a number of things looming that might make profitability difficult. A contracting economy is right up top as a primary concern, and that makes every new decision increasingly important. ...
Paying attention to green business practices
Anita Campbell
Wednesday April 15, 2009
I was just reading an article about energy savings that got me reflecting on my own "green" business practices. The year 2009 is the year that I am paying much more attention to being green in my business. How about you? (1) We're doing ...
Forget the economy - 3 ways to boost sales now
Nathan Jamail
Wednesday April 15, 2009
    Making 2009 the best year in sales is easier than you may think. Many companies are having a good start and are not choosing to participate in the "recession." They are not using blind optimism; rather they are choosing to ...
Friday April 10, 2009
Tough tactics in tough times
Three tough questions for winning more business in today's soft market
Tim Wackel
Friday April 10, 2009
The experts whisper recession and you can hear the collapse of sales funnels everywhere. Account managers complain about how difficult it is to close business in this slowing economy. This isn't a big surprise. Less than half of today's business-to-business ...
Friday April 3, 2009
Profit covers many sins --- Cleaning up the mess
Dr. Rick Johnson
Friday April 3, 2009
We certainly are in for tough economic times in 2009. In reality, the economy is a mess. However, what we are facing is not at all unprecedented. We have faced it before and we have always come out of it stronger than before. We can and will do it again. ...
Monday March 23, 2009
Get your late-paying customers to pay on time
Gene Siciliano
Monday March 23, 2009
Your business was running pretty smoothly - sales growing, and profits growing, too - and then the credit crunch hit, someone said the "R" word and everything started slowing down almost overnight. Most troubling of all, your customers have ...
Wednesday March 18, 2009
Which storage rack system is right for your company?
John T. Phelan, Jr. P.E.
Wednesday March 18, 2009
Before selecting the storage medium for either a new distribution center or an existing facility, the first step is to analyze the products that will be handled. Whether it's 150-pound mattresses, cases of bottled water or 10,000-pound rolls of paper, ...
Monday March 16, 2009
What’s “luck” got to do with it?
Sid Scott
Monday March 16, 2009
The interesting thing about February and March are that most of the time, the first twenty-eight days of each month fall on the same day. So, in 2009, we have back-to-back months with Friday the 13 th ...days of bad luck as we are taught. No one knows ...
W. E. Johnson Equipment Company celebrates 50 years
Mary Glindinning
Monday March 16, 2009
If you do business with W. E. Johnson Equipment Company in south Florida, you'll get a survey asking about your experience. "By doing so, we get pretty instant feedback," said Gary Work, President, who receives the survey results. There are ...
How should we look now?
Garry Bartecki CPA MBA
Monday March 16, 2009
I was sitting and thinking about today's economic situation and wondering if most companies are in fact "fatter" then they were the last time we started an upswing about 10 years ago. When I considered some personal situations I can relate ...
Powerful Positioning: MHEDA's 54th annual Convention & Exhibitors' showcase
Monday March 16, 2009
Join the Material Handling Equipment Distributors Association (MHEDA) for our 54th Annual Convention, May 2-6, 2009 at the JW Marriott Desert Springs Resort & Spa in Palm Desert, California. This year's theme, "Powerful Positioning" ...
The law of unintended vehicle expenses
William C. Shumay Jr.
Monday March 16, 2009
As this is being written, the hotly debated "Stimulus Bill" has just been signed into law, and many (including the legislators who voted on it) are finally reading it to see just what it proposes to fund. Of interest to many readers of this ...
Consultant-Style selling
John R. Walker
Monday March 16, 2009
I will wager that all equipment dealers in North America have been asked at some point in time, by someone: "How many sales people does your dealership have? To which they reply, 3, 5, 9, or however many we determine by the job description for ...
IT policy? What IT policy?
Robert W. Wendover
Monday March 16, 2009
Nearly half of Millennial employees in Canada routinely bypass the IT usage policies set by their employers according to a survey conducted by IT World Canada and Harris/Decima. Thirteen percent say they do so daily.  The most commonly used applications ...
Increase your Company's Trust Factor to enhance the bottom line
Daniel Burrus
Monday March 16, 2009
With billions of dollars in taxpayer bailout money, how much do you trust the leadership of the banks that, after record losses, gave themselves unprecedented raises? How much do you trust the leaders of Wall Street? How much do you trust our government's ...
Monday March 9, 2009
You can't cut your way to prosperity
8 powerful financials that are not in your P&L reports
Howard Hyden
Monday March 9, 2009
Too many organizations are obsessed with their profit and loss reports. It hasn't occurred to them that they might be looking at the wrong numbers. Let's look at some numbers that just might have a bigger impact on the profit and loss, then some of ...
Create a profit powerhouse
Align sales with marketing to maximize ROI
Linda Bishop
Monday March 9, 2009
"I don't understand it. We're spending more on marketing, but not getting real growth in sales." Dick Jerrod, president of the company, frowned as he addressed his management team. They were gathered in the conference room.  Sherry ...
Monday March 2, 2009
The sky isn't falling
Dr. Rick Johnson, CEO Strategist, LLC
Monday March 2, 2009
Many of you may assume that due to the current economic crisis business is going to be in the tank for a long time. Well, there may be some segments of business that take much longer to recover than most but I still believe in our free enterprise ...
Thursday February 26, 2009
Don't let the economic downturn delay your growth: 10 questions to help determine how lease financing can benefit your company
Kenneth E. Bentsen, Jr.
Thursday February 26, 2009
Equipment leasing is a strategic financial option for businesses to consider regardless of the economic climate.  But it is an even more attractive option given the current environment where maintaining cash flow, preserving capital and obtaining ...
Monday February 16, 2009
Circle the wagons
Garry Bartecki CPA MBA
Monday February 16, 2009
We have gone through these business cycles many times and most of us have come out the other side beaten up but intact and ready to take advantage of the market turnaround. What's different this time may be the length of the downturn, where recessions ...
Your personal economic stimulus package: 6 tips to kick start your revenue growth
Kim Marcille
Monday February 16, 2009
Efforts of the Barack Obama administration aside, what is your plan to grow your own wealth?  Whether you're a business owner or professional, the prospect of creating financial success may seem remote or even impossible. If the current economic ...
IMPCO kicks off their 50th anniversary with launch of new division
Mary Glindinning
Monday February 16, 2009
Rick Nielsen laughs heartily when told he sounds a lot like Hank Hill, the character on "King of the Hill" who sells propane and propane accessories. Except that Nielsen immediately adds compressed natural gas to the list of alternative fuels. ...
Learning from failure
Dave Kahle
Monday February 16, 2009
Remember John Delorean?  He was the superstar General Motors executive who started the Delorean Motor Company.  When the company began to falter, he was arrested and charged with complicity in a drug deal that some speculated was an attempt ...
Advanced battery secrets
William C. Shumay Jr.
Monday February 16, 2009
For most of the last century, batteries have propelled electric vehicles through industrial plants and warehouses; batteries have been the motive force behind the loading of freight cars, trucks and trailers. But now we are about to ask big batteries ...
Chicken Little thinking can be dangerous
Sid Scott
Monday February 16, 2009
You may remember the story of Chicken Little; the nursery rhyme character that mistakenly thought the sky was falling after a seed struck his tail.  If you will excuse the alliteration, by misjudging reality and assuming the worst, Chicken Little ...
Beyond the Basics – Keep your sales up in a down market
Douglas Smith
Monday February 16, 2009
Salespeople are being hammered in today's economic environment.  Entire market segments have evaporated.  Customers and companies are holding back orders or literally have no money to buy.  Opportunities and new prospects are fewer and ...
2009 ---- May present the biggest economic challenge of the Century
Dr. Rick Johnson, CEO Strategist, LLC
Monday February 16, 2009
More than ever before, 2009 will demand of most companies the ability to achieve measurable results that are specific to profitability, growth, cost containment and operational effectiveness. Of course, none of this will be possible without leadership ...
Reality for equipment dealerships
John R. Walker
Monday February 16, 2009
Over the past twenty/thirty years we have written numerous articles that have dealt with the issue of reality within the equipment industry. At the start of a New Year we would like to offer our readers what we will refer to as a reality check. Reality ...
Monday February 9, 2009
ATNA: All Talk, No Action
Eric Adler, Mastercoach
Monday February 9, 2009
In a work environment, it's natural for employees to strive for attention. While they seek positive attention first - such as acknowledgment, praise, admiration, and love - they also strive for negative attention as well - such as criticism, mockery ...
Friday January 16, 2009
Preventing the unkindest cut: Why NOT to slash marketing-and a whole new way to think about the "M" Word
If your CFO is poised to chop your marketing budget, grab his hand. That’s the worst move your company could make right now. Here are a few steps you should take instead.
Friday January 16, 2009
When times get tough, companies have a knee-jerk tendency to start slashing & burning. They lay off employees. They search for cheaper healthcare benefits and eliminate holiday bonuses. They seek ways to reduce overhead and extraneous costs. Sometimes ...
Jamco celebrates 22nd anniversary with an industry first
Mary Glindinning
Friday January 16, 2009
Jamco , a wholesale distributor with the head office in Cambridge, Ontario Canada just celebrated their 22 nd year in the material handling business. Jamco was started in 1986 as an after market parts company. Now Jamco has evolved into a wholesale ...
Institutionalizing Shortages: How regulation fails
William C. Shumay Jr.
Friday January 16, 2009
If your government stepped in to narrow your vehicle choices dramatically, dictate which vehicle you were allowed to pull into your garage or use for your business, would you be happy? Silly question. It is a matter of free choice subverted. And, just ...
The unbelievable cost of bad hiring decisions
Sid Scott
Friday January 16, 2009
With the economic woes we have all experienced over the past several months and the resulting cut backs, layoffs, incessant downsizing and such, it may seem like a strange time to talk about hiring. However, when the economy turns for the better (and ...
The psychographics of the emerging business-to-business buyer
Robert W. Wendover
Friday January 16, 2009
"Josh! This is Frank Ferlow with Commercial Rep," said the 55-year-old veteran salesman. "You're a hard guy to get a hold of. How are you today?" "What can I do for you Frank?" asked Josh the 31-year-old buyer, ignoring ...
New tool to provide instant experience
Garry Bartecki CPA MBA
Friday January 16, 2009
I have been waiting for months to announce AED's Test Drive: The Business War Game for Dealer Operations, presented by PriSim Business War Games and sponsored by BDO Seidman LLP. This program is industry-specific and available to dealer department managers, ...
No problem!
John R. Walker
Friday January 16, 2009
Years ago an associate and also a friend gave me some good advice when he told me: "Anything you give away in a sales situation carries that amount of value to the receiver . . . nothing!" He further stated "that expenses if not carefully ...
How selfishness eats growth
Don Schmincke
Friday January 16, 2009
At high altitudes, selfishness kills climbers. Teams degrade into dysfunctional rabbles, resources are horded or squandered, and it becomes "every man for himself." Today, during financially stressful times, such behaviors look strangely familiar ...
Effective leaders create solutions
Dr. Rick Johnson, CEO Strategist, LLC
Friday January 16, 2009
In times of economic uncertainty businesses tend to reexamine their relationship with customers, vendors, employees and their own internal culture. Those that embrace best practice make the necessary adjustments and take advantage of economic uncertainty ...
Wednesday December 31, 2008
Cats in the Cradle - The theme song of the workaholic
A thought for the New Year or possibly a New Years resolution
Dr. Rick Johnson, CEO Strategist, LLC
Wednesday December 31, 2008
I may have always been a workaholic. I am not positive of that, but I've always enjoyed what I did so much that I never minded doing it. If what you do always brings a smile to your face, how can you not only enjoy doing it ---- but keep doing it? However, ...
Tuesday December 16, 2008
FMH celebrates 30 years
Mary Glindinning
Tuesday December 16, 2008
Hitting the 30-year milestone for FMH Material Handling Solutions was a little like turning 100,000 on the odometer of a car you intend to drive for thousands more miles. While it's gratifying to see how far you¹ve come, you hope it's just the ...
Stop the Bleeding! Why an uneducated sales force is the biggest single drain on corporate profits
Dave Kahle
Tuesday December 16, 2008
The following scenario plays over and over again in every one of your sales territories every day. And it costs you hundreds of thousands of dollars annually. I was working with one of my client's salespeople. The client was an HVAC commercial contractor. ...
Energy in a convenient package: Where to next?
William C. Shumay Jr.
Tuesday December 16, 2008
The means of our mobility may take a different turn as the vehicle industry explores some new options, but we will see ourselves anchored, perhaps reassuringly, to some familiar constants. At the foundation: We will continue to be supplied with familiar ...
With big decisions--Don't decide too quickly
Sid Scott
Tuesday December 16, 2008
In business, we all make decisions every day. Some of these decisions are just for that day or for a particular situation and thus have little long-term effect on the company, on policies or on other situations. However, we are occasionally faced with ...
Exiting your business: Is it about the economy?
Kate K. Waters, CFP®
Tuesday December 16, 2008
You had a well-defined plan for exiting your business.  You knew how, you knew when, and you knew for how much.  But, if you're like most business owners, you might be wondering how changes in the economy and the business environment might ...
ProMat 2009
MHIA
Tuesday December 16, 2008
In January 2009, tens of thousands of material handling and logistics buyers from more than 90 countries will meet at Chicago's McCormick Place South to attend ProMat 2009. They will come to see, touch and operate the solutions of over 700 of the top ...
Cleaning up the mess
Garry Bartecki CPA MBA
Tuesday December 16, 2008
And what a mess it is. And the media is certainly not helping. All they are doing is fanning the flames to make the situation worse. But before we continue here is some food for thought: We need term limits. Eight years max. We need to get control ...
Don't you wish...
John R. Walker
Tuesday December 16, 2008
Don't you wish that five or six years ago when the economy was in a slump and your equipment sales were positioned just about where they are today that you decided that enough was enough and done something about it? You were never going to allow this ...
Monday December 8, 2008
2009 may present the bggest economic challenge of the century
Dr. Rick Johnson, CEO Strategist, LLC
Monday December 8, 2008
More than ever before, 2009 will demand of most companies the ability to achieve measurable results that are specific to profitability, growth, cost containment and operational effectiveness. Of course, none of this will be possible without leadership ...
Monday November 17, 2008
Contingency planning --- Now is the time
Dr. Rick Johnson, CEO Strategist
Monday November 17, 2008
Now is not the time to panic   Yes, there are economic problems, but there are also opportunities! Leadership during these tough economic times is about not panicking , and that's exactly the message I want to get across... don't panic! ...
Ten ways to improve material handling efficiency
Greg Tuohy
Monday November 17, 2008
If your distribution center is running at peak performance, congratulations. Keep up the good work. Chances are your company is enjoying the fruits of this success. Throughput is flowing flawlessly and the competition is running for the hills. Times ...
Powering up for the new vehicle era
William C. Shumay Jr.
Monday November 17, 2008
The new vehicle era we are about to enter will be noteworthy for its emphasis on electric vehicles. We owe this shift to the impact of a volatile oil market (lower or higher, we remain suspicious of gasoline prices, looking ahead), and the looming specter ...
Cracking your nest egg
Kate K. Waters, CFP®
Monday November 17, 2008
With so much focus these days on saving for retirement, it's easy to overlook an equally critical step that relates directly to your future security-how successfully you convert your savings into retirement cash flow. This process might sound simple, ...
Ten ways to make more sales in 2009
Edward A. Testa
Monday November 17, 2008
No one in sales can escape the hurricane force of the current business environment. It reminds me of some of the old war movies we see on cable with gritty looking GIs sloshing through the snow and mud lugging 80 lb backpacks. That's just about how ...
Are foreign markets still viable?
Garry Bartecki CPA MBA
Monday November 17, 2008
18 months ago selling equipment into foreign markets was somewhat easy because of equipment demand and a soft dollar. Dealers that used this opportunity had to learn the ropes, deal with additional legal and financial risk and find ways to move the ...
The key to higher performance – Get on the same page!
Joe Calhoon, CSP
Monday November 17, 2008
Our world will never be the same.  Recent economic and political events have created a new playing field for business success.  In order to make the most of the current realities, leaders must adapt to the changing marketplace and engage the ...
StaDry Enclosures--A small company with big service!
Mary Glindinning
Monday November 17, 2008
If you call StaDry Enclosures, owner Kevin Baggerly will answer the telephone. "Nobody answers the phone but me. You call here, you're going to get me," because he wants to be the one to answer customer questions. The phone is ringing often ...
Keeping your employees from leaving
Sid Scott
Monday November 17, 2008
Now that the economy has begun to improve (but probably not as fast as we would like) our employees also find that job opportunities are starting to pop up that didn't exist during the past few months. An improving economy, while welcomed on the sales ...
The death of consequences?
Robert W. Wendover
Monday November 17, 2008
In my weekly travels, I field all sorts of questions from those in my presentations. But the one that struck me like a bolt of lightning recently was posed by a gentleman in Orlando. "Tell me," he asked, "Do you foresee the death of consequences?" ...
Psst! Fuel costs are strapping equipment dealers to the limit!
John R. Walker
Monday November 17, 2008
Equipment dealers all across North America are complaining about the effect increasing fuel costs are having upon the profitability of their dealerships.  So what are the successful dealers doing about it? They are doing the same thing all successful ...
Monday October 27, 2008
Looking back, looking forward: Philadelphia Scientific founder discusses past, future of battery maintenance industry during company's 25th anniversary year
David Culver, Boyd Tamney Cross
Monday October 27, 2008
To much of the industrial world, battery maintenance is a mundane, even insignificant, task. But, for Will Jones, battery maintenance is big business - and ripe with opportunity for innovation. Jones founded one of the battery maintenance industry's ...
Thursday October 16, 2008
Treat technicians as important employees for the success of your dealership
John R. Walker
Thursday October 16, 2008
Several years ago I wrote an article that I believe needs updating and repeating, as well as being read by every sales person and department manager within your dealership. This article will again undoubtedly upset many mediocre, unthinking and ungrateful ...
Do as I say---- Not as I do
Dr. Rick Johnson, CEO Strategist, LLC
Thursday October 16, 2008
Did your Mom or Dad ever say to you.....? "Do As I say ...... Not As I do?" I remember that being said to me when I was growing up. It was a very authoritative command. I believe that same mindset existed in leadership principles of the ...
Don't fire all the salespeople just yet!
Dave Kahle
Thursday October 16, 2008
Should you fire all the salespeople? The temptation is there, and probably growing in strength weekly. That's easy to understand. Pressures are pressing on you from a number of directions. First, you may be in the middle of a flat or declining ...
CNG alternative fuel cars: Reality check
William C. Shumay Jr.
Thursday October 16, 2008
T. Boone Pickens has a plan. You have seen the commercials. Free America from reliance on foreign energy sources, he says, employ natural gas as a "bridge" vehicle fuel - to put us in position for other, more distantly realized, alternative ...
What’s Your Type?
Sid Scott
Thursday October 16, 2008
Maybe being an INFP helps me write this column, since we are supposed to be folks who are always striving for self-identity, self-knowledge and self-definition.  It's a life-long quest, and the Myers-Briggs Type Indicator (MBTI) is one of the ways ...
Combating economic pressures by capitalizing on industry trends
Gary Rippen
Thursday October 16, 2008
It is an interesting time to be in the wholesale distribution industry. While the economy has taken a recent downturn, the industry continues to grow, albeit at a slower pace than the previous year. As part of a very unique industry, distributors get ...
Seven strategies for investing during volatile markets
Kate K. Waters, CFP®
Thursday October 16, 2008
The markets don't always behave the way we'd like them to: Geopolitical turmoil, natural disasters, interest rates and world events can have a profound effect on market movements. If recent market volatility has you concerned about the economy, you ...
What's new?
Garry Bartecki CPA MBA
Thursday October 16, 2008
It would not be unusual for me to ask, "What's new?" of most business acquaintances.  While this question was intended as a friendly inquiry of how your life or business is going, these days it has an entirely different connotation to ...
Effectively slotting a warehouse or distribution center
Paul Hansen & Kelvin Gibson
Thursday October 16, 2008
Whether operating an existing warehouse or preparing for a new distribution center, an efficient slotting plan developed from an in-depth slotting analysis is an essential element of effective distribution center and warehouse operations. Properly slotting ...
Tuesday October 14, 2008
Combilift celebrates 10 years of innovation
Mary Glindinning
Tuesday October 14, 2008
"I think it's part of the ethos and mission of the company to continue to come to the market with new ideas," said Gearoid Hogan, vice president of marketing for Combilift in the United States. "It is inherent in our philosophy. Ten ...
Monday September 15, 2008
2008: Women in material handling
Monday September 15, 2008
Barb Rhoads came into the material handling industry by marriage. "Fred had always stated since the day I married him that he didn't plan on working for someone else the rest of his life," she said. So in 1972, when she was pregnant ...
Great People, Your Number One Asset!
Monday September 15, 2008
Last month's article was entitled: Do you know how hard it is to find quality technicians? We were chiding equipment dealers who make this comment constantly. Why then when there is a business turn down, do they cut back on technicians first? This has ...
On the Other Hand…Policies at Work
Monday September 15, 2008
A very popular and Tony award-winning Broadway musical of the 1960s, Fiddler on the Roof, later a popular movie musical featured a memorable character named Tevye. As a Jewish patriarch in pre-communist, Tsarist Russia and father to five daughters, ...
Are you really prepared for a new school year?
Monday September 15, 2008
You've shopped for new clothes, bought their school supplies, enrolled them in after-school activities and arranged the carpool. Congratulations, you're well on your way to starting the new school year on the right track. But what about next year and ...
The never ending insurance question
Monday September 15, 2008
Maybe it only appears that way, but no matter whom you talk to in the equipment business, health insurance seems to be one of the top five on every executive's hit parade. Everybody is looking for that silver bullet to allow them to control health ...
Topper Industrial takes advantage of the green movement
Monday September 15, 2008
All of us are beginning to grasp the gravity of global warming's cost to the environment and to the bottom line. One way around those costs is down to earth. "We simply use gravity to its fullest when and where possible," said Ed Brown, president of ...
Vehicle Plans Stimulate a New Battery Industry
Monday September 15, 2008
A company claiming to have developed the first cost-competitive highway-capable lithium-ion battery to be mass produced in the United States has announced growth plans and a major ownership change. Ener1, Inc. (www.ener1.com) maker of power packs for ...
Will Xers want the job?
Monday September 15, 2008
Sarah is a 33-year-old manager of a consumer finance office in New Haven, CT. She's been with the company for five years and oversees one of the branch's largest units. This past year she received a letter of commendation from the division's vice president ...
Monday August 18, 2008
Cash flow in a tough environment
Monday August 18, 2008
This topic unfortunately, for many of you, is a topic of interest at the moment. And, of course, all CEO's want and need to generate cash flow, but with each company in a different situation makes this topic more complex then expected. We have ...
Smart strategies for a challenging economy
Monday August 18, 2008
Yes, we are in the middle of a slowing economy. In many segments, business is down significantly. Distributors are facing the prospect of lower sales and gross profits. The question on everyone's mind is "What should I do about it?" The knee-jerk ...
Do you know how hard it is to find quality technicians?
Monday August 18, 2008
Do you know, my readers, how many times I have been asked this question that is the title of this month's article? I am asked this question every single time I describe to equipment dealers, no matter what their line of products are, the opportunities ...
Don’t wait for a crisis, act now
Monday August 18, 2008
We are all familiar with and understand the old saying, "An ounce of prevention is worth a pound of cure."   Yet, in spite of its profound implications, when it comes to addressing "people problems," many of us fail to take action in the ...
Driving our way out of the energy cost crisis
Monday August 18, 2008
Operators of electric vehicles have been feeling pretty good. Smug, even. The high cost of hydrocarbon fuels tends to leave these people untouched - for now. Electric vehicles? Well, there are some custom-built examples on the road now, many of ...
J&L Wire success comes from responsibility, honesty and the commitment
Monday August 18, 2008
For the first anniversary of its acquisition by American Spring Wire Corp. (ASW), the employees and families of J&L Wire Cloth had a party at a Minneapolis zoo. "I think that's somewhat representative of the type of company ASW is," said Tim ...
Planning Beyond the Numbers
Monday August 18, 2008
While it's never a bad time to revisit the fundamentals of investing, it's an especially good time to do so when volatile markets start making investors feel anxious and uncertain. It's during times like these that you'll hear a lot about asset allocation. ...
Friday July 18, 2008
The importance of profit centering
Friday July 18, 2008
Over the forty years we have been working with equipment dealers we are frustrated by the large (but certainly declining) number of dealers who totally resist the concept of profit centering departments within their dealerships. Over these many years ...
MATTECH 2008: Innovation Hub of the Americas.
Friday July 18, 2008
Theme: New and Used Forklifts-Material Handling Equipment, Manufacturing & Packaging Technology, Logistics and Supply Chain . MATTECH's inaugural Exposition will be held this August 20-21, 2008 in the Miami Beach Convention Center, Miami ...
RFID: Profit margin protection
Friday July 18, 2008
For manufacturers, improving supply chain visibility is of the utmost importance, especially when dealing with high-value assets. The ability to protect, manage, track and monitor the condition of cargo can translate into measurable bottom-line increases ...
Access Control Group makes it happen!
Friday July 18, 2008
Imagine if you had 100 employees, but only 80 actually pulled their weight. You'd notice that. But it's less visible if you have 100 forklifts, but only 80 are used consistently. Access Control Group can track the usage, performance and need for preventive ...
A place people want to join
Friday July 18, 2008
If you are having difficulties recruiting good employees these days, you are not alone. It is a competitive market for talent and it is getting to be more challenging in parts of the USA for several reasons. However, even with the struggles to find ...
The never ending insurance question
Friday July 18, 2008
Maybe it only appears that way, but no matter whom you talk to in the equipment business, health insurance seems to be one of the top five on every executive's hit parade. Everybody is looking for that silver bullet to allow them to control health ...
Trickle-down theory for batteries and chargers
Friday July 18, 2008
The U.S. Government is getting behind domestic automakers in their push to introduce electric cars to American consumers. To the tune of $30 million taxpayer dollars. Thank you (and me) for chipping in to support this new vehicle effort. Sure, it's ...
IRA Rollovers: Stashing Your Retirement Nest Egg
Friday July 18, 2008
Whether you are a boomer saying goodbye to the daily grind or a Gen-Xer moving on to the next level of your career, retirement or a job change can create an ideal time to ask yourself what you want to do with your accumulated retirement funds. Unfortunately, ...
Young workers and instant feedback
Friday July 18, 2008
I was having lunch with a colleague whose kids, like mine, are 12 and 14. "Have you noticed," he asked, "that instant feedback has taught our kids that they don't have to wait for anything?" Over the past decade, technology, commerce, and society in ...
Monday June 16, 2008
Stop blaming the economy!
Tim Wackel
Monday June 16, 2008
Instead, here are three tough questions you need to ask yourself if you want to win more business in today's soft market. Tim Wackel shows you how to refocus your sales efforts to come out ahead. The experts have started to whisper recession and ...
That Electric Car Dream: Good News and Bad
William C. Shumay Jr.
Monday June 16, 2008
Electric vehicles are not just for warehouse aisles -- maybe you have heard that before? Well, now you can count on it. Gasoline prices and other pressures on the North American automobile industry make the debut of a mass-produced electric car virtually ...
Quality personnel are your key to success!
Monday June 16, 2008
We will continue to work at getting the message across to equipment dealers that quality personnel are the key to maintaining a strong customer base. Quality personnel with strong work ethics do more to build market share and a customer for life culture ...
Intella Liftparts marks First Anniversary
Monday June 16, 2008
Last year was a good time for a new kid on the block in the material handling industry, a Michigan company decided. Intella Liftparts just marked its first anniversary. " 2007 was a great year to enter the parts business," said Marcel VandenTop, ...
Playing by whose rules?
Monday June 16, 2008
When things go wrong at work, as they occasionally do, a common first reaction is to look for the culprit (s). This can lead to punishment which may result in the "evildoer (s)" being severely reprimanded, or even terminated. Unfortunately, not only ...
Why good salespeople often turn into mediocre Sales Managers
Monday June 16, 2008
We've all done it.   Promoted a good salesperson, often our best, to sales manager.   My files are full of cases where the results were below expectations for everyone involved.   Principals and CSOs are often disappointed in ...
Pass them on or not
Monday June 16, 2008
Cost increases is what we are talking about, whether it is transportation costs, health care costs, equipment costs, or any other costs. It doesn't seem to make much difference these days which cost we talk about because every time you pick up a ...
Friday May 16, 2008
Don’t Just Survive … Dominate in a Recession
Friday May 16, 2008
People behave in contradictory ways during times of stress - like during a recession.   Too many managers in too many companies become paralyzed by fear or indecision.   Recessions are part of business cycles, just like growth periods.    ...
NA2008 conference showcases advanced motive power
Friday May 16, 2008
The Material Handling Industry of America (MHIA) conference in Cleveland last April was noteworthy in its celebration of new motive power approaches for industrial vehicles. Out front: the North American introduction of the Komatsu (www.kfiusa.com) ...
Market Share & Profitability
Friday May 16, 2008
Question to Ponder When Reading This Article: If manufacturers expect their dealers to hold double digit market share shouldn't the dealer expect to have the opportunity to hold double digit profits on the equipment they sell? David Kanicki, Managing ...
CFO conference update
Friday May 16, 2008
I once again had the privilege of mentoring AED's (Associated Equipment Distributors), annual CFO Conference sponsored by BDO Seidman, LLP. We have been doing this the last five years or so, presenting the same program twice a year, one program in Chicago ...
The “R” word
Friday May 16, 2008
In order to survive or even thrive facing today's economic conditions, which may even see gas prices hit five dollars a gallon, it will require sticking to the basic principles of running a well managed business.   Some economists say we are ...
Customer Service—some thoughts and a rule
Friday May 16, 2008
Everyday, most of us are customers of one sort or another. We have to continually replenish the basic necessities of life like groceries, fuel for our vehicles, etc. As such, we look for places that address our criteria for good service. Yet, when ...
What is Polarization Doing to Our Society?
Friday May 16, 2008
I grew up in a family that loved to debate the issues - politics, social policy, music, you name it. I still cherish the opportunity to argue with friends, colleagues or anyone willing to go a round on the topic at hand. While the discussion may become ...
MHWC celebrates 30 years…Dedication and Willingness to change is attributed to their success
Friday May 16, 2008
Betty Hannan got so tired of hearing her husband Bob talk about starting a used forklift parts business that she told him to go ahead and do it already. "She said if you want to do this, do it now because if it¹s not a success, we can always start ...
Understanding our behavioral blind spots: Making the difficult choices
Friday May 16, 2008
Investment decisions are among the most important life choices a person can make. They may determine where your children will be able to go to college, when you'll be able to retire, or what kind of lifestyle you'll enjoy after you retire. Unfortunately, ...
Wednesday April 16, 2008
Going green isn't new to remanufactures
Carol Roberts
Wednesday April 16, 2008
Remanufactures have been "recycling" for more than 60 years. During World War II, the tremendous need to reuse automotive and truck parts gave birth to a whole new industry. Natural resources were scarce during wartime, and many of the resources ...
CeMAT 2008 Major Theme: Forklift trucks go green
Wednesday April 16, 2008
  Eco-friendly engineering now a key issue Safety and ergonomics continue to play a central role Intelligent control systems based on RFID New products combine profitability with environmental responsibility Alongside ...
Stellana U.S…an environmentally conscious company
Wednesday April 16, 2008
Here's the thing that surprised Greg Krantz about starting a green program at his company: It had a domino effect on the way Stellana U.S. does business, the company president said. So they only rent the most fuel efficient cars when they're ...
Hey, who put this fuel cell in my forklift?
Wednesday April 16, 2008
Fuel cells may be the power packs of the future for our personal highway vehicles -- but they currently remain in the future as far as Detroit is concerned. The big automotive companies have decided to focus on developing battery-powered electric ...
The Professional Service Technician
Wednesday April 16, 2008
Over the many years that we have been writing articles for numerous trade magazines, we have used the word professional quite frequently. We have written about professional Parts Managers, Service Managers, Product Support Service Representatives and ...
Innovations that could change the way you manufacture. SME initiative outlines What's Hot, What's Now and What's "Green"
Wednesday April 16, 2008
The Society of Manufacturing Engineers (SME) announced a new initiative called Innovations That Could Change The Way You Manufacture. This member-driven initiative outlines the emerging technologies that are making a positive impact on manufacturing. ...
Health Risk Assessments—Preventing Problems, Reducing Costs
Wednesday April 16, 2008
Again in 2008, health care is on everyone's mind. Political candidates are touting their solutions to both the cost of providing heath services and trying to get everyone insured. The media has made us aware that during the past two decades, health ...
Characteristics of Successful Salespeople
Wednesday April 16, 2008
Are successful salespeople made or born?   It is the eternal question: the sales manager's version of nature versus nurture. Since I spend most of my time teaching salespeople how to become better at their jobs, I'm 100 percent in the "made" ...
Powered by Hydrogen: Fuel Cell Technology demonstrates benefits to lift trucks
Wednesday April 16, 2008
The materials handling industry is leading the way to successfully implementing hydrogen fuel cell technology in electric lift trucks. Research is helping to evaluate the benefits and challenges of replacing electric batteries with hydrogen fuel cell ...
Cycles Rule
Wednesday April 16, 2008
Not bicycles, not motorcycles, but business cycles. It's amazing, business cycles have been performing consistently for the last 100 years and the corporate and media worlds act like its something new every time there is the slightest decrease in any ...
Recessions and Bear Markets: The connection isn’t as close as you might think
Wednesday April 16, 2008
Recent economic and capital markets developments have contributed to a surge in stock-market volatility, leading some investors to worry that the odds of a recession have risen-along with the risk of a significant market downturn. Many investors are ...
Tuesday March 18, 2008
Accelerate in ’08 with MHEDA!
Tuesday March 18, 2008
By Anna Maria Kendall Join the Material Handling Equipment Distributors Association (MHEDA) for our 53rd Annual Convention, May 3-7, 2008 at the Loews Portofino Bay Hotel at Universal Orlando® in Orlando, Florida. This year's theme, "Accelerate ...
Let’s not make a serious mistake (again)!
Tuesday March 18, 2008
It's election time again and the pundits, again, are shouting that the "sky is falling". Depending upon whom you are listening to, we are headed for either a recession or a depression. There is talk that the housing slump is having a dramatic effect ...
More Learning from the “100 Best” Companies
Tuesday March 18, 2008
In the many columns I've written, I have tried to share things I've learned from various sources about the best way to interact with people. One organization, called the Great Place to Work Institute, has taken a more organized and noteworthy approach ...
West Point Rack delivers to their customers
Tuesday March 18, 2008
West Point Rack's slogan is "We don't just promise, we deliver," and they aim to prove that even before a sale is made. Customer service is key to the company, officials said, and they start showing that by providing quotes to a customer within an ...
Tapping into Tomorrow, Today: The Somewhat Advanced Vehicle
Tuesday March 18, 2008
To say that our motive future is in any way predictable, one would need to ignore many simmering technologies -- and several brewing political ideas and mandates -- that are sure to bubble up. One thing for sure, from our perch in the world of tomorrow ...
Tax Stimulus??
Tuesday March 18, 2008
I guess the question is will it? Will it stimulate additional new and used equipment sales in 2008? Based on the last time Bonus Depreciation was offered government studies indicated that they did, in fact, stimulate additional sales. The new ...
The F-7 Solution (or is it?)
Tuesday March 18, 2008
As a writer, I subconsciously correct the mistakes in everything I read. One might call it an occupational hazard. When spell-checker debut a number of years ago, I welcomed it as a way to make my job easier. While it does to some degree, it can also ...
Monday February 18, 2008
Create a winning combination of profits and safety for you and your customer
Monday February 18, 2008
Forklifts, Cart Systems & Tuggers: A Balanced Approach to Material Flow Increasingly, companies are reducing the size of their forklift fleets and mandating the use of remaining forklifts to designated ...
NA 2008
Monday February 18, 2008
  The most comprehensive showcase of material handling and logistics equipment, systems and technologies in the U.S.A. in 2008 will be held at Cleveland, Ohio's I-X Center April 21-24, 2008. NA 2008 will showcase over 150,000 square feet of ...
All Brand Forklifts Celebrates 20 Years in Business
Monday February 18, 2008
Joe Werthmann was 18 years old when he and his father started Joe¹s Forklift Parts. That was in 1980. In 1988, after working for other companies, Werthmann started All Brand Forklift Parts on his own. In May, the Fort Worth, Texas company will mark ...
Recessions and the Stock Market
Monday February 18, 2008
A look at the road ahead Weakness in many regional housing markets, as well as volatility in the global credit markets, have led some analysts to worry that the U.S. economy may be at risk of falling into a recession-a period of rising unemployment ...
Character—Does it Matter?
Monday February 18, 2008
Public discussions have recently centered on the importance of good character, especially in our political leaders and in this election year on our candidates. While this debate has national and international significance, for most of us, questions ...
Quoting service jobs to customers
Monday February 18, 2008
Over the past several years we have seen an interesting trend taking place in the equipment industry. More and more equipment dealers of varying sizes and lines of equipment are quoting service work versus the old form of estimates based upon an hourly ...
Bright lights, big news: Your electric car is coming
Monday February 18, 2008
The movers and shakers in the world of advanced personal transportation are showing unusual focus of late. The unusual part? That there can be a singular focus at all. The evidence: An international fleet of electric concept cars, one after ...
Are there best practices for salespeople?
Monday February 18, 2008
One of the most debilitating myths about the sales profession is this:   Salespeople can learn on their own, on the job, and eventually become good at their jobs. They'll eventually develop their own style, this myth implies, and that will ...
Short-Term planning
Monday February 18, 2008
We are not discussing your short-term rental fleet but your actual short-term plan. With all of the crazy happenings in our daily economic environments and the way the media keeps hyping everything as bad news it is tough to figure out what to do with ...
Management is not one size fits all
When managing four generations, understand and appreciate differences
Monday February 18, 2008
For the fist time in many managers' lives, four distinct generations - Veterans, Baby Boomers, Generation X and Generation Y - are working side by side and bosses are just beginning to realize the severity of the situation. To maintain profitability ...
Wednesday January 16, 2008
Is your service undervalued?
Wednesday January 16, 2008
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 ...
Transition taking place
Wednesday January 16, 2008
What transition? Mine. You will notice a change in my contact information at the end of this column.   After many years in the public accounting business I am concentrating on the industrial dealer ...
The boss’s guide to a better, simpler, and more productive year
Wednesday January 16, 2008
I t's that time of year. Everything is new and fresh and we all tend to make an attempt at starting over, beginning anew, and revamping the old with the advent of a new year. When the resolutions wear off and reality sets in, you are still left ...
Small Business Owners Can No Longer Be Ignored
Wednesday January 16, 2008
It's election season again and all the ubiquitous pandering is filling the airwaves. Presidential candidates are bending over backwards to appease all different types of subsections of the American electorate, from the so-called "soccer moms" to ...
Importers discover financial advantage with shipping contract terms
Jaguar Freight CEO Simon Kaye says Incoterms can be used to specify transfer of title at importers discretion to reduce inventory costs
Wednesday January 16, 2008
Global import and export merchandise trade is valued at nearly $12 trillion according to the World Trade Organization, some 75 times larger than in the mid-1960s*.  Yet despite this huge growth, most companies still use the same trading contract ...
Great Customer Service
Wednesday January 16, 2008
A whole bunch of words, articles and media have been devoted to the concept of improving customer service. Some of what has been developed and communicated is helpful and some of it, replete with clichés, such as "The customer comes first" misses the ...
Charging Ahead into the Mainstream
Wednesday January 16, 2008
It was just a few years ago that I spoke of Toshiba’s groundbreaking fast-charge lithium ion battery idea in this column. It’s been a long road out of the lab, but now I have been told that a durable, ...
Training – You Have to Walk the Walk
Wednesday January 16, 2008
Most company executives decide to spend money on training because it is popular, especially when economic times are good.   There is a view that it is "good" and it is also something that responsible leaders are "supposed to do" to prepare for ...
Calculating the “Cost” of charity: Gifting stock v. cash
Wednesday January 16, 2008
When making a gift or fulfilling a pledge, you may want to consider using stock as opposed to cash—especially if the stock has appreciated (a capital gain) and has been held longer than twelve months.  ...
Technology and the Detached Associate
Wednesday January 16, 2008
A recent column in The Wall Street Journal addressed the issue of the out-of-office and automated replies people are now foisting on each other. They explain uncomfortably personal details of relationships, record extensive messages explaining their ...
Tuesday December 18, 2007
OSHA—good efforts can pay off
Tuesday December 18, 2007
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, using a Q & A format, I will review what OSHA is all about, ...
Developing the Customer for Life Culture Within Your Dealership
Tuesday December 18, 2007
Over the years we have specifically discussed and focused upon what we refer to as the basics of marketing your dealership’s aftermarket products. These three basics are: 1] Market potential knowledge, ...
Ten Estate Planning Guidelines to Consider
Tuesday December 18, 2007
You may not think of yourself as wealthy, but when you've accounted for your home, investments, personal property, retirement accounts, and all insurance that you own in your name, you may have assets over $ 2 million-and that means you're "wealthy," ...
It Takes More Than Just Compensation to Unleash a Sales Force!
Tuesday December 18, 2007
I'm often asked to help a company refine their sales force compensation plans. As a consulting company, that's work that we regularly do.   I believe in having a well-designed, effectively managed compensation plan as a fundamental part of any ...
Forklift operators can kill your bottom line
Tuesday December 18, 2007
Forklifts are indispensable to many businesses. Forklifts represent a large initial capital investment, and they cost employers thousands to keep them running. As needed as they are, forklift operations often are ...
New Survey Reveals Connection Between Mental Health and Productivity in the Workplace
Survey shows nearly half of employees aren’t aware of their mental health benefits; more than a third would be more likely to use these benefits if their employer promoted them
Tuesday December 18, 2007
Employers do not address mental health matters in the workplace and many employees don’t even understand their current mental health benefits, according to a survey released in October 29, 2007 by Meritain ...
Dark Fuel: “Psst, hey buddy -- here’s a can of unregistered go-juice.”
Tuesday December 18, 2007
  As increasing gasoline prices stimulate more experimentation with alternative vehicle fuels, the technology is trickling down. Some average consumers are finding access to the new energy sources. Gassing up with waste frying oils recycled from ...
Systems Material Handling's Proactive approach to Back-Up Alarms Proves To Be Beneficial for Industrial Vehicle Parts Provider
Tuesday December 18, 2007
Typically, when distributors look at potential suppliers their primary focus is cost, often choosing a vendor that can provide the widest range of products at the lowest cost.  However, ...
For Job Security and Satisfaction, Pursue a Career in Safety
Tuesday December 18, 2007
Looking for long-term job security and satisfaction? Then you should consider a career in safety, says the president of two national safety companies. Workplaces across the country will always need dedicated professionals ...
Risk Assessment Safety
Tuesday December 18, 2007
What is the definition of risk assessment? Assessment of risks in never easy but it is one of the cost critical and underlying factors that will draw the line between success and failure. Different organizations ...
Put Safety to Work for $$$$$
Tuesday December 18, 2007
I recently had the opportunity to sit through an insurance renewal process or fire drill, depending how you look at it. The data flying around and the last minute meetings and discussion took up way too much time and effort. When the proposals finally ...
Friday November 16, 2007
Absorption Rate: Indentifying the misconceptions
Friday November 16, 2007
A month ago Farm Equipment magazine announced it' annual Dealership of the Year awards. The article placed a great deal of emphasis upon Dealer Absorption Rate. Two of the dealers were typical in that they offered customers: new, used, rental equipment ...
Critical Thinking and Emerging Leaders
Friday November 16, 2007
Veteran managers often complain to me that young people lack common sense. What they mean, I suspect, is that these young people are either unwilling or unable to think critically to the level of the managers' expectations.  But who can blame them? ...
Retaining Good Employees
Friday November 16, 2007
One of the biggest challenges facing companies is retention of good employees-the ones we don't want to lose because they contribute so much to the success of the organization. While this has always been an issue, in 2007 the challenge is even greater ...
Leaving a Legacy of More Than Wealth For The Next Generation
Friday November 16, 2007
When it comes to deciding how, when and with whom to share your wealth, careful planning is essential for a smooth and successful transfer of assets. Today, the technical process of passing on assets can be accomplished with relative ease. Passing ...
Wrapping up the Year of the Battery
Friday November 16, 2007
This is historic: The price of lead has more than doubled in the last year -- a phenomenon blamed on China's newly voracious appetite for the electrochemically versatile metal. One third of the world's lead is consumed by Chinese industry. A young, ...
InterMat---First Expo set for August 2008
Friday November 16, 2007
A new global material handling, logistics and supply chain expo will debut next year. InterMat (www.intermat.us) will be held Aug. 20-21, 2008, in the Miami Beach Convention Center. The region¹s reputation in international trade and ...
Another Year Goes By
Friday November 16, 2007
Boy, time sure does fly….   Here we are again looking at a year-end close and thinking about another new twelve month cycle. And there you are wondering about sales expectations, personnel costs, health insurance, tech procurement and/or retention, ...
Monday October 15, 2007
Bosch Rexroth celebrates 40 years of business in the U.S.
Monday October 15, 2007
Contributed by Bosch Rexroth Corporation Bosch Rexroth Corporation marked 40 years of operation in the U.S. with an anniversary party recently at its industrial hydraulics facility in Bethlehem, Pennsylvania. Current and retired employees, senior ...
Are high deductible health care plans the solution?
Monday October 15, 2007
With the recent parade of 2008 presidential candidates touting their various "pet" solutions to the continuing escalation of health care costs, I thought it could be beneficial to examine the track record of the plans championed by President Bush and ...
Recent tax laws affect college savings strategies
Monday October 15, 2007
Recent changes in tax legislation has thrown a wrench into the college savings plans of many parents. They are finding that their children with unearned income are suddenly being hit up for higher taxes. The Small Business and Work Opportunity Tax Act ...
Myths of sales management: The entrepreneurial salesperson
Monday October 15, 2007
I just had a phone conversation with a client who had a familiar story to tell. He had built his business on the model of an entrepreneurial sales force. Give them a territory, pay them straight commission, and tell them they are in business for themselves, ...
R² = EOC (Recruitment and Retention = Employer of Choice)
Monday October 15, 2007
Problems with staffing and retention may not be due to bad hires or a low unemployment rate. In fact, they may be related to poor management insight by not recognizing your employees as a core competency in your business strategy. Although ...
Power play: The new electric car era
Monday October 15, 2007
Want to talk about the upcoming re-appearance of the electric car? You know I do. But first we need to have a talk about mobile power packs. Let's start with the one in your pocket: The lithium-ion battery in that tiny cell phone. Amazingly light and ...
Those small changes add up
Monday October 15, 2007
When I review the annual MHEDA DiSC report, I look at the entire report from top to bottom. The main numbers we always discuss are sales, the sales mix, and the sales average for all survey participants. There is also a column for the High Profit ...
Wednesday September 20, 2006
Women make their mark in material handling
From “kitchen marketing” to CEO
Wednesday September 20, 2006
For Carol Shuttleworth Sanders, communication is the answer to the problem. "I think in business, and in life, most problems stem back to miscommunication," said the president and chief executive officer of Shuttleworth, Inc., in Huntington, Indiana. ...
Monday August 14, 2006
Business Spotlight: Combilift USA
Monday August 14, 2006
Monday May 22, 2006
Lone wolf—Lead wolf:
The evolution of leadership
Dr. Rick Johnson, CEO Strategist, LLC
Monday May 22, 2006
Wholesale distributors range in size from very small "Mom & Pop" operations with revenue as low as $100,000 or less, to huge multi-million dollar distributors with locations all across North America. Wholesale distribution also has some ...
Sunday April 16, 2006
Where have all the young technicians gone?
Sunday April 16, 2006
Jerry is the general manager of Materials Handling, Inc. and is in constant search of young technicians. "Can't find them. Can't train them and they won't stay more than a couple of months," he complains. What am I going to do when my long-time guys ...
Thursday March 16, 2006
Sharpen your edge: MHEDA gathers for annual convention
From material contributed by MHEDA
Thursday March 16, 2006
Matures. Baby boomers. Gen Xers. Millennials. It’s a whole new language in the workplace as an unprecedented four generations find themselves sharing offices and goals in today’s fast-paced, ...
Raise your labor rate, market your service!
Thursday March 16, 2006
Throughout the 20+ years we have been writing articles, labor pricing or labor rates have been a consistent topic of coverage. In our opinion, it is the one area in equipment dealerships that truly offers dramatic ...
Prepping your income for retirement
Thursday March 16, 2006
Just as they’ve revolutionized American culture, baby boomers will reinvent retirement. They are expected to live longer, play harder and—most telling, of all—many are also planning to work in some way ...
Administrative benchmarks
Thursday March 16, 2006
I have recently been involved with panel discussions regarding benchmarks, key performance indicators, system output, and similar topics, all of which require a top notch accounting department to produce. Mr. CEO, ...
Thursday February 16, 2006
Fuel and transportation costs: Fact, fiction, or frustration?
Thursday February 16, 2006
It isn’t that you can’t get there from here. It’s that it’s going to cost more to get there, especially when you’re hauling a heavy load like a forklift. Fuel prices are evident ...
Business Spotlight: Jamco International
Thursday February 16, 2006
American customers, especially, are surprised when Jamco International says, wait, don’t pay us too much. The Canadian company has a pricing policy that takes some getting used to for some customers. ...
Managing employees with bad behavior—when is enough, enough?
Thursday February 16, 2006
Doc, one of the characters in John Steinbeck’s novel, Cannery Row, states, “It has always seemed strange to me…those traits we detest, sharpness, greed, acquisitiveness, meanness, egotism and self-interest ...
NA 2006 + Cleveland = Rockin’ material handling!
Thursday February 16, 2006
From material contributed by the Material Handling Industry of America In just a few short weeks, Cleveland will rock with thousands of material handling consumers and providers at the International ...
Problem-solving approaches: It can depend on the generation
Thursday February 16, 2006
One of the major differences I have noticed between Baby Boomers and Generation X is their approach to problem solving. Boomers are more likely to believe in the system, at least initially, while Xers bring their ...
The battery under the back seat
Thursday February 16, 2006
Wednesday February 1, 2006
End-of-the-Month Blues?
Wednesday February 1, 2006
Do you get the "end-of-the-month blues" working in your dealership? Do you get frustrated with the amount of time it takes to close out shop orders? Do you pay out a lot of overtime or do you just have your employees stay late to close out the month? ...
Chasing the sun: Warming up to the possibilities
Wednesday February 1, 2006
Something is about to happen with solar power technology. We have a clue in a recent announcement: Honda is building a new factory on the site of an auto plant in Japan to begin mass production of a special type of solar cell. Honda is not only the ...
The Value Equation
Wednesday February 1, 2006
We are in that part of the business cycle when business owners start to think about the value of their business and whether they should "pull the trigger" this time around rather than talk about it. When owners start thinking about value they ...
Sunday January 1, 2006
Not without a signature
Sunday January 1, 2006
In our years of working with individual equipment dealers of all sizes, all types of equipment and with all levels and quality of personnel, we have witnessed what could be an alarming trend developing. This trend not only erodes dealership profitability, ...
Sour ants and portable power
Sunday January 1, 2006
Formic acid is a defensive chemical used by ants that also has some other interesting properties: 1) It gives ants a tangy taste on the tongue when you eat them during survival training. 2) It may one day provide an energetic, compact power ...
Following up after the sale
Sunday January 1, 2006
Has anyone ever had the experience of being "sold" by a salesperson? You know what I'm talking about-the slick, fast-talking salesperson telling you everything you want to know and pushing you into taking that new television home today. For the time ...
Business Spotlight: "Save"ty Yellow Products
Sunday January 1, 2006
Everyone knows that if you build a better mousetrap, the world will beat a path to your door. Dan Gentile, president of "Save"ty Yellow Products, has a eye for designing products that protect employees, products, facilities and machinery from ...
Thursday December 1, 2005
The Sales Call: Part II
Thursday December 1, 2005
In our previous article we discussed the basics for the Aftermarket Sales Representative to develop prior to making calls upon customers. This article will discuss topics of making the sale, closing, justifying continued contact, building and maintaining ...
Business Spotlight: Cogan Wire and Metal Products
Thursday December 1, 2005
Faster. That's one word to describe how Cogan Wire and Metal Products of Montreal has changed in its 105-year history. To thrive in the era of e-mail, Cogan is looking for even quicker ways to meet customer demands. "The days to three- to four-week ...
Which marketing tactic works best for you?
Thursday December 1, 2005
Is the marketing mode you have been using growing tiresome and mundane? Can your customers predict how they will hear about your next great deal? Try mixing up your marketing tactics to keep everyone guessing. A personal phone call is always a great ...
Fuel Cells freeze up--but not the FCX Concept
Thursday December 1, 2005
Honda has displayed an all-wheel drive fuel cell car called the FCX Concept. The car is interesting, but especially interesting is the "system"-it is bundled with a natural-gas powered home hydrogen refueling station and home electricity power plant. ...
Tuesday November 1, 2005
The Sales Call! Part I
Tuesday November 1, 2005
Once the dealership's aftermarket has been assessed, the Product Support Sales Rep has been trained and the dealer's aftermarket has been organized and "prepped," it is time for the PSSR to prepare for the actual sales call. At some point during ...
Lamp oil-powered cell phones for the Amish?
Tuesday November 1, 2005
Alternate fuel ideas aren't just for vehicles with piston engines. Some of the upcoming fuel cell power packs we are about to see, large and small, will benefit from research being done on new fuel sources. Hydrogen is, chemically, the ideal ...
Reap the benefits of a customized data base
Tuesday November 1, 2005
If I told you that you could increase productivity, improve customer service, and make your team's daily work tasks easier, would I have your attention?   What IS the magical answer to this complicated question?   Well, a major part ...
Saturday October 1, 2005
Michaels and the Art of Supply Chain Optimization
Saturday October 1, 2005
For Dallas-based Michaels Stores, Inc. , the world's largest retailer of arts and crafts, a supply chain must do more than get the right product to the right store on time. It must also squeeze new levels of productivity upstream from its vendors ...
There is no difference. . .
Saturday October 1, 2005
Today there is no difference in the amount of time, dedication and monies that an equipment dealer needs to commit to the dealership's aftermarket opportunities versus the sale of equipment. As we have pointed out on numerous occasions and as seen ...
Business Spotlight: Weldex
Saturday October 1, 2005
When Robin Hartman asked her dad for a job, he said sure. But she would start at the lowest paying job and work her way up, Robert Hartman told her. That was a very wise decision, said Robin Hartman, now the president of Weldex Sales Corporation, ...
Behold the ORB: Organic growth of a new power source
Saturday October 1, 2005
The whole idea of a portable rechargeable power pack is attractive to modern man. Particularly to chemists who know deep in their hearts that they should be able to do better than traditional batteries that rely on heavy, toxic, or explosively reactive ...
Shock advertising. . . walking the line
Saturday October 1, 2005
LOOK-A big, fat hairy guy in a dress pointing to personnel carrier!   LOOK-A voluptuous woman in scanty clothing lying on a forklift!   LOOK-A bunch of cute little monkeys playing musical instruments parading around a skid steer loader ...
Thursday September 1, 2005
The importance of customer prospecting
Thursday September 1, 2005
Prospecting is the term used to describe the activities that Product Support Sales Personnel and Sales Personnel undertake to identify potential new accounts. A prospect or a prospecting account is an account with which you are not doing business ...
Effective email advertising
Thursday September 1, 2005
Today, one of the most cost-effective ways to advertise your product or service is through a mass or group email. The costs are almost nothing compared to postal mail, faxing, telephone calls, or print advertising. It can be a great way to reach a ...
Monday August 1, 2005
Labor rates!
Monday August 1, 2005
Back in November we wrote an article concerning labor rates. In that article we told our readers that if they wanted the formula for determining labor rates, all they had to do was email us for the formula. To date we have received 656 requests. This ...
New CFO Expectations
Monday August 1, 2005
I had the privilege this May to present a two day CFO conference for AED members. The program filled up quickly and it was a fun filled, interactive program. Considerable time was spent on current tax and accounting issues, as well as ESOP's, ...
Industry Leader: Bob Hull, Hull Lift Truck
Monday August 1, 2005
Bob Hull isn't quick to claim the designation of "industry leader." He's proud of Hull Lift Truck's 43-year history in the industry, and of its growth and success. "As Toyota measures us, we're a presidential award winner six out of the last 12 ...
Stressed at work? Try exercise!
Monday August 1, 2005
Frustrated, aggravated, and hopeless about the way your workday is heading? The next time work disrupts your productivity and affecting personal health, try working out. Exercise is one of the best remedies for stress and only involves a simple action ...
Friday July 1, 2005
Don’t make your Aftermarket an Afterthought!
Friday July 1, 2005
For the last decade we have written the yearly Aftermarket article. In this article we chose to look back over the last ten years to decide what major changes we have seen in the lift truck aftermarket. Most readers will recognize that over these ...
Hydrogen Power, Juiced
Friday July 1, 2005
Hydrogen is at the center of most of the compounds we oxidize for energy and locomotion, including the basic sugars our bodies "burn" to operate. For vehicles, straight hydrogen has some interesting properties as a fuel all by itself, notably its benign, ...
Heavy-duty lift trucks with AC drive technology ideal replacement for conventional IC engine models
Friday July 1, 2005
For years the workhorse for industrial and commercial material handling of heavy loads has been the forklift with an internal combustion (IC) power plant. Accepted as a necessary evil are the noise, emissions and performance limitations of conventional ...
Managed assets = results
Friday July 1, 2005
Some business entities are operations oriented and some are asset management oriented. The rental portion of your business is definitely in the latter category. You want results from rental; you have to manage the assets. Manage the assets. Sounds ...
Business Spotlight: CT Packaging Systems
Friday July 1, 2005
Good things do come in big packages, when it's a new forklift arriving at a company that needs it. Whether it's been hauled cross-country or across town, it will have a layer of road grime and diesel residue, and the driver and possibly sales person ...
Wednesday June 1, 2005
Standard or flat labor rates?
Wednesday June 1, 2005
It appears that many in the equipment industry are beginning to seriously consider the use of standard (or flat) Labor Rates. We prefer the term "standard rate" because "flat rate" is a term used primarily by the automotive industry. For years equipment ...
Sunday May 1, 2005
How to build a better mousetrap!
Sunday May 1, 2005
In today's marketplace more and more of the products that equipment dealers sell have become little more than commodities. What is a commodity anyway? Is it wheat, corn, pork bellies, a loaf of bread or is it a lift truck, a farm tractor, a skid steer, ...
Long materials bundled in a snap with Stinger
Sunday May 1, 2005
The folks at Niff-Corr, LLC of Tippecanoe, Indiana tired of wrapping long material and parts together by hand. The process required at least two people, one to hold the parts (if they were small enough to be held by one person-if not then another person ...
Medical energy: Portable power gets personal
Sunday May 1, 2005
Recently, a manufacturer of implantable cardiac defibrillators recalled thousands of units because the included battery pack had a tendency to run low unexpectedly. Although affecting only a small fraction of the devices in use today, it was the second ...
Business Spotlight: WennSoft
Sunday May 1, 2005
Imagine an e-mail that lets a fleet owner know that a piece of rental equipment is low on oil, and tells a technician where it is so the problem can be rectified. That is an example of how WennSoft software can work in the material handling industry, ...
Friday April 1, 2005
Industry Leader: Harry Gretz Transamerican
Friday April 1, 2005
Harry Gretz literally collided with the material handling industry by accident. "Believe it or not, I had a guy hit me head on," Gretz said. His lawyer on the case recommended him to a friend in material handling, and Gretz started work in a ...
Where are the great ones going (staying)—and why?
Friday April 1, 2005
An interesting side note recently appeared in Mid America Dealer Association magazine. This should be of interest to every single equipment dealer who is concerned with the shortage of service technicians. "Industry statistics show that for every ...
Tuesday March 1, 2005
Business Spotlight: Lisman Vorkheftrucks
Tuesday March 1, 2005
At Lisman Lift Trucks, when they say they speak your language, they are not kidding. "We have already six different nationalities working in our sales team, and our staff speaks a total of more than 15 different languages," said Koen Lisman, ...
Accomplishing results through and with your employees!
Tuesday March 1, 2005
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 ...
Tuesday February 1, 2005
Planning. . .
Tuesday February 1, 2005
For over forty years we have been working with hundreds of equipment dealers in the farm, construction, industrial, outdoor power, golf and turf, heavy duty truck, material handling, and lift truck industries. These dealers range in size from one million ...
Saturday January 1, 2005
Everybody needs technicians!
Saturday January 1, 2005
Over the past two 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 expressing ...
Business Spotlight: Renu Industrial Tires
Saturday January 1, 2005
The adage "waste not, want not" ran through Bryan Nowotarski's mind every time he saw used tires in a dumpster. "I thought if I could ever figure out a way to recycle them, I would make a lot of money and save the end consumer a lot of money," ...
Wednesday December 1, 2004
It’s that time again!
Wednesday December 1, 2004
During the fourth quarter, successful equipment dealers are busy budgeting and planning for the coming year. By the time they are finished with this task they will have a written document describing specifically: 1. Where they are, 2. where they want ...
That most perfect fuel-cell electric-drive vehicle, Part 1
Wednesday December 1, 2004
A few years from now, what might we have in a high-efficiency, low-maintenance vehicle? Number one: It will be electric drive. Electric drive, properly realized, brings a lot to the table. But it's what electric drive motors can eliminate that ...
Monday November 1, 2004
Lead-cobalt batteries, hydrogen, and fuel cell lift trucks
Monday November 1, 2004
Relatively lightweight lead-cobalt foam positive plates? Ammonia-powered fuel cell? While these may sound like something from "Star Wars," they are wrapped up in a fuel cell/battery hybrid electric vehicle propulsion system destined to power a prototype ...
You can’t bank your gross margins!
Monday November 1, 2004
This is the time of year when most of us spend some time reviewing our financial statement. Typically we review the statement to analyze how well we did for the year and also to determine what we might do in the coming year to improve our overall financial ...
Dealer liability: Do as I do, not just as I say
Monday November 1, 2004
Most forklift dealers today offer training and advice to customers on how to instruct operators, develop trainers, maintain lifts mechanically, and much more. The real question is, how much of this good advice do they internalize for their own use? ...
Friday October 1, 2004
USMC finds a way to weigh!
Friday October 1, 2004
American Forklift Scales recently installed the rugged and reliable AccuLoad Model LTWS-1 Hydraulic Scale on a Marine Corps John Deere 644 Bucket-loader converted to a 10,000 pound liftcapacity forklift. Our Marines sure know their business. This ...
“Loss-Leaders”
Friday October 1, 2004
Most equipment dealers, retail operations and department mangers are familiar with the term "Loss-Leaders". This is when specials are offered to customers at a low, low price to attract traffic into your place of business. A couple of examples are: ...
Women at Industrial Installers take charge
Friday October 1, 2004
Sometimes people think Jeanine O'Connor is the secretary when she answers the phone at Industrial Installers in Louisville, Kentucky. And they're right, but not in the clerical sense. O'Connor is the secretary/treasurer of the company she owns with ...
Discoveries boost electric vehicle performance
Friday October 1, 2004
Recently in this column I described a hybrid fuel-cell electric lift truck design that includes ultracapacitors in the power pack to provide the extra surge of power needed for acceleration and other sudden current demands that the fuel cell may not ...
The ladies behind the scenes
Friday October 1, 2004
How many people do you know that are on a first name basis with most of the leaders in our industry? How many people do you know that have a passion for material handling?   In our male dominated industry, there is a group of women in Vernon ...
Wednesday September 1, 2004
What makes a professional parts manager?
Wednesday September 1, 2004
What is it that differentiates the professional parts manager from the average or typical parts manager? We believe it is in the professional's focus upon the basics of running a profitable parts department. It is these basics we will discuss in this ...
How to keep your employees happy (or at least reasonably satisfied)
Wednesday September 1, 2004
Now that the economy has begun to perk up (but probably not as fast as we would like) our employees also find that job opportunities are starting to pop up that didn't exist during the past few years. The improving economy, while welcomed on the sales ...
Field trials: Fuel cell hybrid lift truck
Wednesday September 1, 2004
What is a hybrid vehicle, really? A hybrid has, built in, an alternate way to power the wheels. This alternate power source may have its own separate drive train connected to its own drive axle, but usually it is just an independent source of electricity ...
Optimism spurs expansion at Gateway Rack
Wednesday September 1, 2004
It's been awhile since many people in the material handling industry could honestly say they were optimistic about the future. But that is changing. The economic downturn of the past couple years is on the verge of becoming an upswing, believes ...
Sunday August 1, 2004
Fast Charge—Full Forward
Sunday August 1, 2004
Since the late 1990s hundreds of material handling departments across North America have defied conventional wisdom and run their lift trucks around the clock-without spare batteries. Special chargers, often strategically placed within the active work ...
Managing the basics!
Sunday August 1, 2004
Some things in life, as well as in managing, become so basic that over a period of time we begin to neglect them in our day-to-day dealings with our customers. Equipment dealers, you may have the most sophisticated and advanced piece of equipment ...
Thursday July 1, 2004
Has the time come for a reconditioned forklift fleet?
Thursday July 1, 2004
Every industry has its accepted truths. These are the things that everybody knows-the obvious answers. The problem is that yesterday's truths may be out of date, and things that appear to be common sense on the surface may be a lot more complicated ...
Lithium-sulfur battery doubles runtime
Thursday July 1, 2004
Lithium ion/polymer batteries have begun to dominate in compact consumer electronic devices such as cell phones and notebook computers, and have even shown up as very expensive electric vehicle power packs that run more than twice as long as lead-acid ...
More sales or more profits
Where do you stand?
Thursday July 1, 2004
Our forty plus years of experience working with equipment manufacturers and equipment dealers has led us to two important conclusions. First, the equipment manufacturers' major emphasis is generally placed upon achieving a higher market share for their ...
MHEDA shines at 50!
Thursday July 1, 2004
They are in the material handling business, too, although they handle material of a different sort. The Material Handling Equipment Distributors Association's stock in trade is information.   They don't use forklifts or pallets, but their ...
Things are “steel” a little unsteady, but also looking up!
Thursday July 1, 2004
A staggering jump in steel prices sparked in part by surging demand in China is squeezing the material handling industry and some business owners are concerned about potential steel product shortages in the coming months. Rising steel prices, surcharges ...
Growing up strong…
…if it’s your time to expand, do it right!
Thursday July 1, 2004
With the economy coming back and companies beginning to see increased demand for their products, the time may be right for your company to consider expansion. But to grow right, in-control and with profitability, there are some key issues to keep in ...
A new era begins
Thursday July 1, 2004
Well, I am finally convinced. A new upward cycle is beginning. This was confirmed via attendance at the MHEDA convention in May in Miami. Attendance was up overall. Attendance by both manufacturers and dealers was up. Most attendees were upbeat. The ...
Tuesday June 1, 2004
Marketing vs. Supplying
Tuesday June 1, 2004
Several months ago we wrote an article concerning service. In this article we made an offer to provide an aid for selling service that was merely a method of listing all of the features, advantages and benefits of your dealership's service department. ...
Saturday May 1, 2004
What’s wrong with believing?
Saturday May 1, 2004
Several weeks ago I had the opportunity to work with one of the most enthusiastic and optimistic company representatives I have ever met. This gentleman's enthusiasm and beliefs were outstanding. I had talked with him on the phone for over a year, ...
Fast-charging economics explored; calendar update
Saturday May 1, 2004
In a report entitled "Evaluation of Opportunities for Fast Charging Applications at Del Monte" the Electric Power Research Institute (EPRI) explores the impact of advanced fast-charging of forklift batteries on power demand and cost of energy in a three-shift ...
One company, three vehicles = higher productivity, lower costs
Saturday May 1, 2004
"In 1999 we decided to build a new warehouse and distribution center in order to meet product demands and increase productivity. We not only added space but we upgraded our pallet handling equipment that virtually eliminated maintenance programs. We ...
Employers: Know your forklift training liability!
Saturday May 1, 2004
Most employers throughout the United States are demanding previous forklift operator training or certification from individuals making application for employment who want to operate forklift trucks. The OSHA Federal Regulation, CFR1910.178, Para. ...
Thursday April 1, 2004
Find an end to giveaways!
John R. Walker
Thursday April 1, 2004
Professional sales people recognize that giveaways at the time of the sale have little or nothing to do with closing the sale. They realize that anything you give away in a sales situation carries just that amount of value to the customer . . . nothing! ...
Lead-acid batteries: A future in hybrid vehicles?
William C. Shumay, Jr.
Thursday April 1, 2004
The European RHOLAB (Reliable, Highly Optimized Lead-Acid Battery) project is attempting a 50,000-mile lead-acid battery hybrid test at the Millbrook Proving Ground in Bedfordshire, England. This endurance test of a valve-regulated lead acid battery ...
Monday March 1, 2004
Business Roundtable: What creates success?
Mary Glindinning
Monday March 1, 2004
Even in a fiercely competitive industry and an uncertain economy, the secret to success really is no secret. Customer service and personal accountability work, say companies who have had recent measurable success. In 2003, Sunbelt Industrial Trucks ...
Why Build When You Can Add an Aisle-Master?
Monday March 1, 2004
When the Platsky Company needed to expand the storage capacity of its plumbing and HVAC supply business, the firm opted to extend its narrow-aisle storage to a 60,000 sq. ft. outdoor area as an alternative to undertaking new construction. Platsky ...
Why Should Dealers Lose Money On PMs?
John R. Walker
Monday March 1, 2004
Over the past five or six years we have worked with numerous equipment dealers who have aftermarket sales personnel calling on both the dealership's customers and its competitor's customers. Everyone agrees that the best door opener to the customer's ...
Battery Power Pack Technology in the News
William C. Shumay, Jr.
Monday March 1, 2004
Imagine a plate material change in the traditional lead-acid battery that results in the following: Longer battery life "Considerably higher" discharge efficiency "Significantly faster" sustained charge and discharge rates Good ...
Sunday February 1, 2004
Pharmaceutical Giant Grows Vertical
David Abels
Sunday February 1, 2004
Fred Grafe likes to think outside of the box. Luckily he can. In his role as director of logistics for Toronto, Ontario-based Apotex Inc.-Canada's largest Canadian-owned pharmaceutical manufacturer-Grafe has been forced to stay out of the box to keep ...
NA 2004-Show Information-Conference Guide
from information provided by MHIA-Material Handling Industry of America
Sunday February 1, 2004
When the 2004 Material Handling & Logistics Show and Conference (NA 2004) opens its doors on March 29, 2004 at Cleveland's I-X Center, it will include an Educational Conference featuring three free Executive Forums that will provide perspective ...
Service Managers Can Be Great Salesmen!
John R. Walker
Sunday February 1, 2004
How many times have you heard the speaker in a dealer meeting ask, "How many people in your dealership are salespeople?" Generally a few numbers are yelled out and then someone will catch on and speak out-"Everyone in my dealership is a sales person!" ...
Business Spotlight: Hi-Gear Company Marks 30 Years
Mary Glindinning
Sunday February 1, 2004
Hi-Gear Co. Inc. helps material handlers and others fight the war on grime. The Newport , Kentucky , company manufactures and sells parts and supplies for sweepers and scrubbers and in February 2004, will mark its 30th year in business. ...
Electric Drive Takes a New Twist
William C. Shumay, Jr.
Sunday February 1, 2004
I maintain that one of the most important advantages to an electric drive vehicle is the design freedom it provides engineers. Without the need to design around a complex conventional drive train, a new world of special purpose vehicle configurations ...
Get Ready for NA 2004
John B. Nofsinger
Sunday February 1, 2004
As you read this, final plans are coming together for our industry's premier Material Handling and Logistics event-NA   2004. The months leading up to our annual event are always filled with excitement and anticipation; this is particularly ...
Thursday January 1, 2004
2003 Material Handling Professional Awards
Above and beyond in pursuit of excellence . . .
Mary Glindinning & Cathy Murphy
Thursday January 1, 2004
Meet or exceed your customers' expectations and your company will prosper. That is the unifying message from winners of Wholesaler's sixth annual Material Handling Professional of the Year and Unsung Hero awards. Keep customers happy and they'll ...
Advancements from the North Bring Fuel Cells to Forklifts
William C. Shumay, Jr.
Thursday January 1, 2004
Cellex Power, Vancouver B.C., a company that has worked on applying fuel cell technology to industrial lift trucks since 1998, has just unveiled its "next generation" fuel cell power pack for electric lift trucks. Cellex announced the successful completion ...
Structuring Your Aftermarket Pricing For Profit
John R. Walker
Thursday January 1, 2004
At this time of the year successful dealers are working at developing their written marketing plans for either their fiscal or calendar years. We hope this year, your plans will be filled with optimism concerning your dealership's future opportunities. ...
Monday December 1, 2003
New Research, Products Powering Fuel Cells into Reality
William C. Shumay, Jr.
Monday December 1, 2003
Electric Lift Truck Rolls without Battery In a development with numerous possible ramifications for the material handling industry, an electric lift truck of relatively standard size and configuration that uses a fuel cell instead of a battery ...
Wednesday October 1, 2003
Events Calendar: Motive Power and Alternative Fuels
William C. Shumay, Jr.
Wednesday October 1, 2003
21-23-SEP-2003 21st Annual Hart World Fuels Conference , Hyatt Regency on Capitol Hill, Washington, DC, www.worldfuels.com, 800-872-3835 / 301-424-7260 23-25-SEP-2003 2003 Michelin Challenge Bibendum Conference and Exposition for advanced ...
Honesty Is Her Best Policy
Mary Glindinning
Wednesday October 1, 2003
Mary Lou Jacoby is an iron lady with a soft touch. The chief executive officer of Warehouse 1 has built the Midwest 's largest used material handling equipment company by building relationships with her customers and employees. "I'm good ...
Monday September 1, 2003
Zinc in the Air, and Alcohol in your Computer
William C. Shumay, Jr.
Monday September 1, 2003
Our defensive and war fighting capabilities are enhanced by the new generation of unmanned air vehicles (UAVs), and a new battery technology may serve to enhance the UAVs. A prototype flight configuration zinc-air battery developed by the Electric ...
Friday August 1, 2003
Motive Power: New Concepts Drive Vehicles
William C. Shumay, Jr.
Friday August 1, 2003
Among the biggest news in industrial vehicles and lift trucks (the largest electrical vehicle market) is the new electric drive systems. Why consider changing the century-old, and quite efficient, DC (direct current) electric vehicle motor drive to ...
Read your marketing reports!
John R. Walker
Friday August 1, 2003
Information provides the framework from which dealerships and department managers develop their strategies to increase sales and profits. This statement is as important to the dealers' aftermarket as it is to the new and used sales departments. If ...
Tuesday July 1, 2003
Like New, Only Better
Stafford Sterner
Tuesday July 1, 2003
Material handling systems (conveyors, sorting systems, shelving, etc.) represent a major purchasing decision, no matter how you slice it.   The wrong decision can be costly, and making the right decision can be difficult, largely because of the ...
The Basics: Low Maintenance Electrics
William C. Shumay, Jr.
Tuesday July 1, 2003
As electric vehicles begin their third century (yes, electric vehicles existed in the late 1800's), operators of industrial electric lift trucks continue to benefit from the extremely low maintenance requirements of this equipment.   Electric ...
Sunday June 1, 2003
NiMH Batteries Get High Marks in Vehicle Testing
William C. Shumay, Jr.
Sunday June 1, 2003
The advanced motive power electric vehicle battery that is currently considered the near-term replacement for the venerable lead-acid battery is undoubtably the nickel metal hydride (NiMH) battery, a cell chemistry already familiar to users of consumer ...
Thursday May 1, 2003
An Eye On Lithium Battery Technology
William C. Shumay, Jr.
Thursday May 1, 2003
Electric vehicles are going to have an increasing impact on transportation, that much is certain. What is unclear is the form of the power package that will provide the current that turns the electric drive train of future consumer and industrial vehicles. ...
Tuesday April 1, 2003
What Are You Thinking?
AnnaMaria D'Alessandro
Tuesday April 1, 2003
Life is a series of choices. When times are tough, profit margins slim, and employee morale sinking, what do you do? A. Glue yourself to CNN and wait for good news to come out of DC. B. Raise prices and cross your fingers so customers don't go ...
Customer Service Sales Representatives
Today’s Professional Sales Personnel
John R. Walker
Tuesday April 1, 2003
Whether you call them Customer Service Sales Representatives, Product Support Personnel, or Aftermarket Sales Personnel, this position within your dealership can provide additional sales volume and increased profitability-two major items all equipment ...
MHEDA Convention challenges you to “think big!”
Liz Richards
Tuesday April 1, 2003
MHEDA's upcoming Convention in San Antonio, Texas, provides an ideal opportunity for you to strategize about the future of your business and will provide you with real-world, hands-on advice from proven leaders in the material handling industry. ...
Electric Power Pack Progress in the News
William C. Shumay, Jr.
Tuesday April 1, 2003
IdaTech of Bend, Oregon has announced three more fuel cell system patents, bringing the Idacorp subsidiary's total to sixteen -- ten issued in 2002 alone. The company has developed ways to use conveniently handled hydrogen-containing fuels, such as ...
Saturday March 1, 2003
CLARK Material Handling: Lessons Learned
George M. Keen
Saturday March 1, 2003
In late January, Clark Material Handling as the industry once knew it ended: Young An Hat Company of Korea purchased Clark's assets for $7.5 million at a federal bankruptcy auction. Many complexities brought the company to this juncture, and while the ...
Sales Personnel, Stay Out Of The Shop!
John R. Walker
Saturday March 1, 2003
All of us have seen the signs posted on service shop doors advising customers to stay out of the shop. This is generally done under the pretense of insurance regulations, but in fact it is done to keep customers from harassing technicians and slowing ...
Beginner’s Guide: Basic Industrial Battery Safety
William C. Shumay, Jr.
Saturday March 1, 2003
Put yourself in the position of instructing a new employee on the basics of material handling equipment safety. One important area you will want to address is the large electric lift truck power package: the industrial forklift battery. Start by obtaining ...
The “Killer” Sales Brochure!
Dick Barnes
Saturday March 1, 2003
Make sure yours doesn't end up in the garbage… I doubt there's a company in North America that doesn't have a brochure. We're so stuck on brochures that we have them for everything. When you go to a trade fair or conference, you leave the exhibition ...
ITA Opposes OSHA’s Change to Seat Belt Law
William J. Montwieler
Saturday March 1, 2003
ITA has long demonstrated a deep commitment to the safe use and operation of industrial trucks. OSHA's current policy regarding seat belts on powered industrial trucks used in general industry is clear: Employers must train operators to use seat ...
Training Your Plan Administrator
Sam Shah
Saturday March 1, 2003
ESOPs (Employee Stock Ownership Plans) and stock options are popular mechanisms used by businesses to compensate their employees with equity.   As follow-up to an article published in May 2002 on ESOPs and their benefits, we will now discuss the ...
Latin America...2003
Rolf Slobotsky
Saturday March 1, 2003
By the time you read this article, part of it might no longer be true. This article is being written in early January, so it is quite possible that situations have changed in Latin America. Sometimes these days, before you finish reading an article ...
Saturday February 15, 2003
Internet Sites Feature Advanced Vehicle Information
William C. Shumay, Jr.
Saturday February 15, 2003
While the internet has been a rich repository of information on vehicles of all types, the previous abundance of sites featuring battery-powered highway vehicle development has faded-largely following the R&D trend seen with large automakers: electric ...
Recognizing Opportunity!
John R. Walker
Saturday February 15, 2003
Two of our recent articles: Is a CSR an Expense ? and   Measuring a CSR have generated numerous phone calls, emails and questions from many of our readers. As a result of their interest, we have chosen to explore Recognizing Opportunity! ...
Bad Behavior—When is Enough, Enough?
Sid Scott
Saturday February 15, 2003
Doc, one of the characters in John Steinbeck's novel, Cannery Row , states, "It has always seemed strange to me…those traits we detest, sharpness, greed, acquisitiveness, meanness, egotism and self-interest are the traits of success…" While Steinbeck ...
To Make Your Advertising Plan…
First make a budget that makes sense!
Dick Barnes
Saturday February 15, 2003
It's been said that the most wasted dollar in American business is that spent on advertising…a pretty dramatic statement considering how much we depend on that means of communication. Consumers would have no idea of the products available to them without ...
Government Sales in Latin America
Rolf Slobotsky
Saturday February 15, 2003
Without doubt, the major customers in Latin American countries are the respective governments in their huge diversification of entities and final applications. To enter this segment of the market (unless you are very brave and a compulsive gambler), ...
Wednesday January 1, 2003
2002 Material Handling Professional Awards
Cathy A. Murphy
Wednesday January 1, 2003
As we prepared to choose this year's winners from the entries submitted, we found, as usual, a difficult task ahead of us. Every entrant demonstrated passion for his or her work and dedication to excellence in every area. While we could have been justified ...
Airlines & Equipment Dealers
John R. Walker
Wednesday January 1, 2003
I have worked with equipment dealers for over 40 years and no matter what their product or size of business, they all have aversions to being compared to the automotive dealer. In fact, automotive companies own many equipment manufacturers and many equipment ...
Ford Battery/Fuel Cell Hybrid Details Revealed
William C. Shumay, Jr.
Wednesday January 1, 2003
As described in this column years ago, the electric vehicle concept to watch is the battery/fuel cell hybrid. Ford Motor Company recently revealed the details on just such a car: its new version of the Ford Focus. This "third generation" fuel cell vehicle, ...
Out with the Old—In with the New!
Forget the SIC codes—NAICS is here
Dick Barnes
Wednesday January 1, 2003
Another new year has arrived and with it will come the inevitable changes in how we do business. Some of those changes may not be welcome ones, but the phasing out of the old Standard Industrial Classification code (the SIC) is definitely one that will ...
Travel “To” and “In” Mexico
Rolf Slobotsky
Wednesday January 1, 2003
This might sound like an article dedicated to the travel industry, but what I want to point out are the pros and cons for a businessman when visiting Mexico precisely for business purposes. Although some of the remarks are equally suitable for pleasure ...
Sunday December 1, 2002
Market, engineering, federal government discussions dominate ITA’S Annual Meeting
William J. Montwieler
Sunday December 1, 2002
During their October 30-November 2, 2002 Annual Meeting at the Scottsdale Princess Hotel in Arizona, members of the Industrial Truck Association met with their counterparts from the Japan Industrial Vehicles Association and the Industrial Truck Section ...
Reversing the Vendor Analysis
Dick Barnes
Sunday December 1, 2002
How to use your customer's buying process to your advantage! Many years ago I was involved in a study of how Soviet armor commanders were trained to make battlefield decisions. This was being done in order to train US armor officers how to predict ...
Parts Management, A Profession
John R. Walker
Sunday December 1, 2002
Webster defines professionalism as "conforming to the standards of the profession." Unfortunately, in the past there were hardly any standards for the Parts Manager's profession. Few standard training courses were offered. Management associations ...
The Hidden Cost of Poor Battery Performance
William C. Shumay, Jr.
Sunday December 1, 2002
It's pretty surprising what a large industrial lead-acid battery in good condition can do. It can power thousands of pounds of electric lift truck in demanding service all day long, consistently providing hundreds of amperes of electric current immediately ...
When Employees are Healthy—Everyone Wins
Sid Scott
Sunday December 1, 2002
After several years of mild health care cost increases, many companies are again faced up to double-digit increases in health care costs during 1999 and 2000. The upward spiral of costs continues, and is unfortunately coming at a time when many employers ...
Christmas in Mexico. No. II
Rolf Slobotsky
Sunday December 1, 2002
For those four subscribers who DO read my articles, I now share an addition to the same title I wrote exactly one year ago. You might remember that here in Mexico we call it the Dec.12/Jan.6 weekend. Festivities begin with the day of Guadalupe (the ...
Friday November 1, 2002
Why Can’t We Pay for Performance?
John R. Walker
Friday November 1, 2002
Several weeks ago, I had the opportunity to speak to a dealer group at an island resort (one of the perks of this business). When checking into the well-known resort hotel, I was informed that there would be 20% placed upon my bill for services performed ...
Electric Vehicles Get Technology Boost
William C. Shumay, Jr.
Friday November 1, 2002
Under the Small Business Innovative Research program, the U.S. Department of Energy has selected UQM Technologies Inc. of Golden, Colorado to develop a fully integrated 30 kW electric propulsion system designed to be cheaper to manufacture. The new ...
Secretaries in Mexico: How Much?
Rolf Slobotsky
Friday November 1, 2002
You could be interested in this article for three reasons: one, because you plan to open up an office in Mexico; two, because you already have one and want to rate your salary standings; and three, out of sheer curiosity. In any case, once you start ...
Business Spotlight: Bastian Turns 50
Mary Glindinning
Friday November 1, 2002
The theme of Bastian Material Handling's 50th anniversary celebration was thank you. The Indianapolis company put up a tent, hired a caterer and invited retirees, customers, suppliers, bankers, subcontractors and friends to an open house on a September ...
Time to Get Help
Dick Barnes
Friday November 1, 2002
My partner and I each had a speaking engagement at the AED Executive Forum on October 12 and 13. My section of the program explained why a construction equipment dealer's average "bottom line" is what it is compared to other forms of equipment distribution. ...
Tuesday October 1, 2002
Measuring A CSR
John R. Walker
Tuesday October 1, 2002
During the past several weeks, we have been involved in rewriting and upgrading our dealer manual for developing a Customer Service Representative Program. This manual details for the dealer principal all of the important factors that must be reviewed ...
What’s Your Type?
Sid Scott
Tuesday October 1, 2002
Maybe being an INFP helps me write this column, since we are supposed to be folks who are always striving for self-identity, self-knowledge and self-definition.   It's a life-long quest, and the Myers-Briggs Type Indicator (MBTI) is one of the ...
Racing to a Fuel Cell Future?
William C. Shumay, Jr.
Tuesday October 1, 2002
Now that the big automakers have all but abandoned development of electric cars powered by large storage batteries (in contrast to a century of success for battery-powered industrial vehicles common today), a race of sorts is on to field highway electric ...
The Three No’s for Export
Rolf Slobotsky
Tuesday October 1, 2002
There are three infallible methods to shy away a potential export customer. Unfortunately, the first one is right here in this magazine, and it happens even before the initial contact with a customer. All you have to do is run through the ads which ...
Sunday September 1, 2002
It Can Be A “Win-Win” Situation For Everybody!
John R. Walker
Sunday September 1, 2002
Several weeks ago, I received a phone call from a long-time friend who is the Vice President of Marketing for one of the industry's major suppliers. One of his comments concerning our monthly articles was our failure to mention or cover the manufacturers' ...
Mexico: The Lighter Side
Rolf Slobotsky
Sunday September 1, 2002
Every country or region has its own anecdotes and stories depending on the idiosyncrasies of their people and the particular customs, rules and regulations of the area. Mexico is no exception, and here are a few samples. I hope you enjoy them. A ...
Advanced Vehicle Glossary, Part Two
William C. Shumay, Jr.
Sunday September 1, 2002
It never hurts to review some of the technical terms commonly used in the advanced vehicle field. Here are some more: Direct Methanol Fuel Cell:   A fuel cell that can take in methanol, the alcohol derived from natural gas, without first ...
Thursday August 1, 2002
The Future of Alternative Fuels
William C. Shumay, Jr.
Thursday August 1, 2002
The U.S. Department of Energy has made an intensive effort to promote alternatives to conventional fuel sources for vehicles and facilities with the goal of reducing dependence on imported petroleum and improving air quality. The U.S. Government has ...
Mifran Boman: 55 Years and Counting
Mary Glindinning
Thursday August 1, 2002
A company that started selling surplus military equipment after the Korean War is celebrating its 55th anniversary. Mifran Boman Corporation, otherwise known as Boman Forklift, based in the same Los Angeles building for its entire history, evolved ...
Exchange Rates in Latin America
Rolf Slobotsky
Thursday August 1, 2002
If you do or want to do business with a Latin American country, you should think in their local currency; therefore, you will want to know what the exchange rate will be when either importing or exporting. The first logical step would appear to be ...
Monday July 1, 2002
An Advanced Vehicle Glossary
William C. Shumay, Jr.
Monday July 1, 2002
Electrolyte : The ionic "charge transfer" medium in an electrochemical cell. The electrolyte ensures that the opposite electrical charges end up at their respective electrodes in the cell. In a lead-acid battery, the electrolyte is a mixture of sulfuric ...
Roundtable: The Aftermarket
Mary Glindinning
Monday July 1, 2002
You don't always have to spend money to make money. Businesses can increase profits with little or no increased expense by tapping into the aftermarket, experts and practitioners say. "If you recognize the importance of your aftermarket opportunities ...
So Now You Export?
Rolf Slobotsky
Monday July 1, 2002
If, after all my articles, you now became interested in exporting , maybe at this writing you have already performed your first export to a Latin American country, and thus you consider yourself an expert on the subject. Well, don't be too optimistic, ...
Saturday June 1, 2002
Company Spotlight: Hader Industries
Mary Glindinning
Saturday June 1, 2002
A family-founded business has evolved and grown along with its members, and now is branching out to the third generation. The name Hader is perhaps best known for hydraulic component parts for the material handling industry. But it started with ...
Hannover Fair 2002 Signals Optimistic
Inga Buss
Saturday June 1, 2002
The world's industry is ready for take-off. Rarely have so many new technical products and processes or innovative services been launched at the world's largest industrial fair than at Hannover Fair 2002, where some 6,926 exhibitors (6,924 last year) ...
Wide Range of Vehicle Power Packages Under Development
William C. Shumay, Jr.
Saturday June 1, 2002
Sanyo Electric Co. and Honda Motor Co. have announced they will jointly develop batteries for gasoline/electric hybrid electric vehicles (HEV). A commercial launch of a car model equipped with a new battery is expected within "two to three years," a ...
Mexican Battery Market
Rolf Slobotsky
Saturday June 1, 2002
The market potential for Lift Truck Batteries in Mexico is anybody's guess, although the number of electric trucks in operation is estimated to be between 5,000 and 10,000 units. With new truck sales at present reported to be around 1000 units a year ...
Wednesday May 1, 2002
Table-Top Fusion, Electric Airplanes Make News
William C. Shumay, Jr.
Wednesday May 1, 2002
In 1989, researchers at the University of Utah created a stir when they announced the discovery of what appeared to be ?cold fusion?: the release of nuclear energy at room temperature using heavy water (water made with deuterium, a heavier isotope ...
Lift Trucks: A Yardstick to Industrialization
Rolf Slobotsky
Wednesday May 1, 2002
It is interesting to notice how the lift truck population of a given country is a yardstick for its degree of industrialization. In rough figures, in the United States, there is one lift truck for every 250 persons, while in Mexico the proportion is ...
Monday April 1, 2002
It's a Jungle Out There -
Is Your Business Ready to Conquer or Be Conquered?
AnnaMaria D'Alessandro
Monday April 1, 2002
Let the Material Handling Equipment Distributors Association (MHEDA) give you the survivor's guide you have been searching for. Attend MHEDA's 47th Annual Convention and Manufacturers' Fair, April 27-May 1, 2002, in sunny Marco Island, Florida, located ...
Recent Brudi-Bolzoni-Auramo Mergers Change the Landscape of Attachment Market
Mary Glindinning
Monday April 1, 2002
Two mergers over the past year - one just completed last month - have created one entity with the widest attachment product range in the material handling market, company officials say. Brudi-Bolzoni-Auramo is the number-one source for forklift attachments ...
Mexican Market: Still an Alternative?
Rolf Slobotsky
Monday April 1, 2002
Things have changed worldwide, and Mexico is not an exception (unfortunately). However, sales during 2001 were not reduced as much as in the USA, although they were down by an average of 15%. This can be attributed to the global recession, the events ...
Friday February 1, 2002
How to Sell in Latin America: Part Two
Rolf Slobotsky
Friday February 1, 2002
  Now that you have decided on how to approach the market, here comes the question of how to offer your products to the end user. If you found a AAA representative, he will know better than you how to proceed, but it could also be that your man ...
Developments Advance Electric Vehicles
William C. Shumay, Jr.
Friday February 1, 2002
As you may have read several times in this column in the past, advanced electric vehicles are coming our way in large numbers, and will largely displace conventional internal combustion engine-powered types at some point in the future. How soon such ...
Tuesday January 1, 2002
How to Sell in Latin America – Part One
Rolf Slobotsky
Tuesday January 1, 2002
This chapter is divided into two parts: one relative to the procedures of marketing your products, and the other relative to what sales techniques to use. Starting with the first one, we will focus on two different scenarios. The first scenario operates ...
Dealing with Forklift Batteries: Questions and Answers
William C. Shumay, Jr.
Tuesday January 1, 2002
I've got a battery that looks bad. Does the corrosion on top mean I have a bad battery? No. The corrosion that you see on top is the product of the reaction between sulfuric acid (from the battery's electrolyte) and iron (in the battery's steel container, ...
Saturday December 1, 2001
Roundtable: Dealing with a Down Economy
Mary Glindinning
Saturday December 1, 2001
People in sales are optimists by nature.   But in an economy that is best described as uncertain, people in the material handling industry can't predict the great year that they wish they could for 2002.   Business went from bad before ...
Electric Vehicles Advance with Power Pack Developments
William C. Shumay, Jr.
Saturday December 1, 2001
"Fuel cells are a high-risk and high-reward technology...the only one that has a chance of replacing the internal combustion engine," says John Wallace, executive director, TH!NK Group, Ford Motor Company. Ford is aggressively pursuing fuel-cell-powered ...
Christmas in Mexico: Business or Pleasure?
Rolf Slobotsky
Saturday December 1, 2001
If you plan a business trip to Mexico in December, you'd better think it over twice. Out of the 31 days of the month, only nine are full working days. Beginning on Dec. 12th, which is the day of the Virgin of Guadalupe (the country's patron saint), ...
Thursday November 1, 2001
ITA 2001: Peaks And Valleys
William J. Montwieler
Thursday November 1, 2001
More than 300 delegates from around the world joined representatives from member companies in celebrating the golden anniversary of the Industrial Truck Association.   Members of the Management Committees of the Japan Industrial Vehicles Association ...
Harry Gretz: Simple Secrets of Success
Mary Glindinning
Thursday November 1, 2001
There's no big secret to success in Harry Gretz's mind.   The reasons the company he owns, Trans-American Equipment, has grown steadily for the past 15 years are simple and straight-forward.   Be honest, surround yourself with good ...
Zinc Chemistry Powers Electric Vehicles
William C. Shumay, Jr.
Thursday November 1, 2001
One alternative battery approach for highway electric vehicle applications makes use of the electrochemical combination of zinc and oxygen. Called a "zinc-air" battery, this power pack is much lighter than conventional lead-acid batteries since its only ...
Monday October 1, 2001
A Realistic Look at e-Commerce
Stafford Sterner
Monday October 1, 2001
Not long ago, books, magazines and expensive consultants were full of theories and stories with one basic message - the future of business is on-line, and all you have to do is jump on the Internet band wagon before it gets moving too fast.   Well, ...
South of the Mexican Border
Rolf Slobotsky
Monday October 1, 2001
Now that you know everything about the Mexican market (I hope), let's travel further south and take a look into the markets which are south of the Mexican border. Although Mexico is Latin America, it is confusing because it is the most southern country ...
Saturday September 1, 2001
Virtual Sales Reports
Peg Fisher
Saturday September 1, 2001
On demand sales reports answer questions like these: What is my profit quota Plan? How does Actual contribution compare to Plan? Which accounts contribute the most/least profit? Which accounts use the breadth of our products and services ...
The Final Runners
Rolf Slobotsky
Saturday September 1, 2001
Just as in the horse races, there are the front runners (in the case of lift trucks in Mexico, the 5000 lb. pneumatics) and there are the final runners who didn't have a chance (which in lift truck terms would be, among others, the cushion truck Class ...
Fuel Cells For Electric Vehicles Advanced By Automakers
William C. Shumay, Jr.
Saturday September 1, 2001
Leading the pack of major automakers moving toward fuel cell power, Toyota has announced plans to start selling a hybrid electric fuel cell automobile in just two years. The vehicle's power pack will include a compressed hydrogen tank, a fuel cell stack, ...
Wednesday August 1, 2001
Leadership-What’s It All About?
Sid Scott
Wednesday August 1, 2001
Every year, someone writes a new book about how to be a good leader. While certain fads seem to come and go (remember the One Minute Manager? , some things seem to speak to us no matter what type of organization or role we play within the framework ...
Mexican Maquiladoras …A Potential Market
Rolf Slobotsky
Wednesday August 1, 2001
Out of every five lift trucks shipped to Mexico, at least one goes to this particular type of industry. That means that in the year 2000 alone, more than 1000 units ended up in the maquiladora industry. But what exactly is a maquiladora?   It ...
Tips for Electric Lift Truck Operator Training
William C. Shumay, Jr.
Wednesday August 1, 2001
Training for proper lift truck operation has many aspects. This month's column will address some of the particulars specific to battery care and optimum battery performance. As always, safety is at the top of the list. All applicable regulations must ...
Sunday July 1, 2001
Howard Bernstein’s theme song is. . .
Mary Glindinning
Sunday July 1, 2001
"The best part is the gratification of finding your way in the world on your own," Bernstein said. "It's more fun to start something yourself than to take over something started by your father or somebody else." Bernstein started something himself that ...
Where Do Dealers Cut Back This Time?
John R. Walker
Sunday July 1, 2001
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.   Is this rocket science? ...
Does the right hand know what the left hand is doing?
John R. Walker
Sunday July 1, 2001
We have just finished several months of dealer training and must sincerely question the internal communication between departments within a great many equipment dealerships. As an example, the service department decides to run a service promotion. ...
Mexico: An Alternative Market? Part III
Rolf Slobotsky
Sunday July 1, 2001
Now, if you are interested in looking for a lift truck dealer, either for new or used trucks, you will have to be aware of the idiosyncrasies and profiles of the existing individuals catering to this market. For that, it is convenient to learn about ...
Fuel Cells and Forklifts –
Detroit Will Lead the Way
William C. Shumay, Jr.
Sunday July 1, 2001
In my recent description of the workings of a fuel cell, I wanted to make at least one thing fairly clear: a fuel cell and an electric vehicle battery should be considered equivalent "black box" power packages. What this means for you as users is that, ...
Friday June 1, 2001
Reducing Strains and Sprains: Directing Attention to Ergonomics for Loss Control, Morale and Profit
Robert Pater
Friday June 1, 2001
It might seem ironic that even people who make, sell and service material handling equipment are at risk for strains and sprains. And your end users in warehousing situations are especially so. An understanding of strategic ergonomics can help you reduce ...
Roundtable: Safety Saves
Mary Glindinning
Friday June 1, 2001
Keeping workers safe not only prevents injuries, it also prevents costly down-time and liability lawsuits. Companies working in safety and ergonomics in the materials handling industry have that strong selling point. Three companies working in different ...
Mexico: An Alternative Market? Part Two
Rolf Slobotsky
Friday June 1, 2001
If, after reading my first article, you are still interested in the Mexican market for new or used Lift Trucks, then you might want a few more details. To begin with, it takes two to tango, and if you want to sell you need the one who wants to buy. This ...
Selecting the Right Forklift Battery
William C. Shumay, Jr.
Friday June 1, 2001
It's time to review an important skill in the electric forklift trade: selecting the battery. Forklift batteries come in different shapes and sizes as well as voltages, so it is important to bring to the phone several pieces of information if you, the ...
Economic Trends
Garry Bartecki CPA MBA
Friday June 1, 2001
Lift truck dealers have been through some of their best years the last couple of years. If there was ever a time to make a buck in this business, this was it. So, here I am getting ready to attend the MHEDA convention in Washington D.C. and thought it ...
Tuesday May 1, 2001
Paying for Performance
John R. Walker
Tuesday May 1, 2001
Equipment dealers who want to develop comprehensive incentive programs sometimes overlook one of their greatest opportunities, which is paying incentives based upon performance.   Few will disagree that margin opportunities in both the parts and ...
Employee or Independent Contractor---Be Cautious
Sid Scott
Tuesday May 1, 2001
Not that long ago, an announcement was made in Washington, D.C. that unemployment in the USA had dropped to 4.1%, the lowest rate in many years. And in many parts of the country, the rate is much lower.   While employers are using creative means ...
What is a Fuel Cell?
William C. Shumay, Jr.
Tuesday May 1, 2001
Fuel cells are just batteries without the built-in fuel. Batteries and fuel cells are electrochemical systems -- they both use chemical reactions to produce electricity. The battery, as we know it today, is a collection of electrochemical cells that ...
Mexico. An Alternative Market? Yes…But.
Rolf Slobotsky
Tuesday May 1, 2001
For those of you thinking of Mexico as an alternative market for your products, YES, the market is there and only a few hundred miles away (Dallas-Mexico City is much closer than New York to LA), but there is quite a bit of misunderstanding regarding ...
Sunday April 1, 2001
How Did Your Year 2000 Parts Inventory Turn Out?
John R. Walker
Sunday April 1, 2001
By now, for most equipment dealers the year-end parts inventory is counted and the numbers and counts are reconciled.   So the question becomes:   How did your year 2000 Parts Inventory turn out? Annual physical inventories are absolutely ...
Electric Vehicle News Emphasizes Fuel Cells
William C. Shumay, Jr.
Sunday April 1, 2001
Regular readers of this column may have noticed a "fuel-cell/ fast-charge" theme that routinely pops up in these articles. While these two areas are certainly of personal interest, the attention they get here is actually the result of today's incredibly ...
Thursday March 1, 2001
Service Marketing – More Important Than Ever
John R. Walker
Thursday March 1, 2001
In our business of consulting, we cannot afford to be negative.   Unlike the media and press, we have to see the glass as half full, not half empty!   It becomes difficult at this time of the year when phone calls to a broad base of equipment ...
Simple Ways to Disable a Battery Charger
William C. Shumay, Jr.
Thursday March 1, 2001
No, the title isn't intended to incite industrial sabotage, it implies that there are simple ways to fix many disabling battery charger problems that pop up when dealing with electric lift truck operations. In the text that follows, I am assuming that ...
Thursday February 1, 2001
You Can’t Deposit Margins!
John R. Walker
Thursday February 1, 2001
This is the time of the year when most of us spend some time reviewing our financial statement.   Typically, we review the statement to analyze how well we did for the year and also to determine what we might do in the coming year to improve our ...
Fast Charging and Fuel Cells Take Off
William C. Shumay, Jr.
Thursday February 1, 2001
Certainly, conventional lead-acid batteries are going to be the main power package for industrial electric vehicles for the foreseeable future, but rapid development of technology aimed at perfecting electric cars is beginning to have its effect on the ...
Fall In Love With A Forklift
Hilary Hawley
Thursday February 1, 2001
You enter the crowded showroom, and immediately she catches your eye. From the glimpses you get, she seems to radiate a "come-hither" magnetism that you can't resist. There are others there, of course, but she shines so brightly that she puts the rest ...
Monday January 1, 2001
Cooperation, Teamwork, and Communication
John R. Walker
Monday January 1, 2001
Several weeks ago, we attended the 22nd annual EMI (Equipment Manufacturers Institute) Parts and Service Conference.   This conference is made up of all the key manufacturer parts and service vice presidents and managers.   One of the more ...
Industrial Fast-charging Revisited
William C. Shumay, Jr.
Monday January 1, 2001
A little more than a year ago, I wrote in this column about the continuing interest in shorter charging times for industrial forklift batteries. My conclusion, then as now: the interest is certainly justified on an operational level because of the reduction, ...
Friday December 1, 2000
Tax Tips: From Presidents To Planning
Jim Tomes
Friday December 1, 2000
Well, it's that time of year again. As I am writing this article, I am still recovering from the end of my busy season. For those of you who file all your returns on time without extensions, you may not be aware that corporate returns can be extended ...
Giving The Customer What He/She Wants!
John R. Walker
Friday December 1, 2000
For more than 23 successful years, we have worked with equipment dealers to improve what we refer to as the basics of good business. We have discovered on numerous occasions that these basics are sometimes so basic that over a period of time, dealer ...
Fuel Cells Receive Attention from Industry Leaders
William C. Shumay, Jr.
Friday December 1, 2000
As discussed here in this column and elsewhere, fuel cells can be an alternative power pack for virtually any electric vehicle that now uses conventional batteries. They are not quite ready for prime time yet, but demonstration vehicles have been on ...
Wednesday November 1, 2000
Does Anything Really Change?
John R. Walker
Wednesday November 1, 2000
Viewing the marketplace for almost a half a century proves a bit humorous NAEDA, or the North American Equipment Dealer Association, is 100 years old! To celebrate their anniversary, their magazine (Equipment Dealer) carried numerous articles under ...
The Battery: An Exotic Chemical Energy Device
William C. Shumay, Jr.
Wednesday November 1, 2000
This article will summarize electric vehicle battery characteristics to make battery operating guidelines a little more understandable. Follow battery manufacturer's instructions as your primary guide: safety and warranty issues may be at stake. As ...
Sunday October 1, 2000
Does Your Dealership Have An Attitude Problem?
John R. Walker
Sunday October 1, 2000
We recently read an article written by a prominent manufacturer association manager. He concluded his article by stating that other than simply continuing in business, the equipment dealer has three concerns today: 1] Dealership succession, 2] making ...
Electric Vehicles Benefit From New Developments
William C. Shumay, Jr.
Sunday October 1, 2000
As automotive engineers look carefully at the future of transportation, new developments in electric vehicle power systems are being seriously considered. The major auto companies are all sponsoring research in advanced fuel-cell power packs that would ...
Friday September 1, 2000
Commodities?
John R. Walker
Friday September 1, 2000
Over the past several months, we have heard from many readers who question our calling certain types of equipment . . . commodities. What is a commodity anyway? Is it wheat, corn, pork bellies, a loaf of bread or is it a lift truck, a riding mower or ...
Customer Satisfaction with Every Electric Lift Truck Sale
William C. Shumay, Jr.
Friday September 1, 2000
When an electric lift truck is sold, the seller has an important step to take to help ensure customer satisfaction. That is the simple transfer of information about the lift truck battery and charger. This is especially important if the customer is the ...
Tuesday August 1, 2000
Beating A Path To Your Door . . .
John R. Walker
Tuesday August 1, 2000
Years ago, we were all taught: If you build a better mousetrap, the world will beat a path to your door! Today, most products equipment dealers sell have become nothing more than commodities; dealers have come to realize that unless they market their ...
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