Aug23

One-day Dealer Conference special offer – Send your co-workers for only $99 each

Material Handling Wholesaler officials have added a special incentive to bring more employees from each dealership to the One-Day Dealer Conference on Thursday, September 19th in Rosemont, IL. The special pricing that is effective immediately is when you purchase one registration at the regular rate, all additional attendees receive a special price of $99 each. “We were asked about a special price for dealerships bring multiple...

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Aug20

The Basics and Benefits of Competency-Based Training

Training and development play a critical role in important business outcomes like employee retention, professional development, and hiring processes like on-boarding. However, training and development is also a vital piece of workplace culture and employee engagement. Though it can be overlooked, employees need training and development catered to their individual personalities and learning habits. How will your team learn, grow, and...

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Aug20

Managing Dead Stock

Our industry has evolved through many stages over the past 30 years.  The notable development over our history however is the consolidation of OEM’s and the inevitable merging of distribution channels. It was bound to happen. Over the decades the production capabilities between brands of equipment have narrowed. There is no longer any way that engineers can make them smaller or faster without sacrificing safety. So, in order to create...

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Aug20

Price-the most perplexing issue of sales

I wish I had a dollar for every salesperson who told me the biggest objection he or she gets is “price.” Price is a complex objection that deals with subheadings like real need, affordability, hidden agendas, value, prospect perception, and communication by the salesperson. The only common denominator about price objections is that they are often buying signals in disguise. Larry Steinmetz is an acknowledged sales expert on issues of...

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Aug16

Rental and Leasing trends and more on the One-Day Dealer Conference

In past months we covered potential paradigm shifts dealers and customers must adapt to. We also noted how companies that do not adapt to change become obsolete and disappear from our economic spectrum. These changes happen in two ways….you change and keep in sync with customer changes, or your customer changes and finds that your level of service no longer fits their needs. In the first case you keep an important customer and could...

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Aug07

First Aid for Burned-Out Teams

The team’s exhausted. They’re burned-out, and I am too. I don’t know if we can recover. We’ve been working at 150% for over a year – at least most of us have. More change? Really? We’ve been through three major transitions in as many months. Everyone is really on edge. I am pretty sure Susan is going to quit. Team? We work in the same building, but that’s about where it starts and stops. I’m hoping to get out of here soon. Even in the...

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Aug02

Protecting yourself and your employees when handling contaminated Sharps

Sharps are objects that can penetrate a worker’s skin, such as needles, scalpels, broken glass, capillary tubes and the exposed ends of dental wires. If blood or other potentially infectious materials (OPIM), as defined in the OSHA Bloodborne Pathogens standard (29 CFR 1910.1030), are present or may be present on the sharp, it is a contaminated sharp and appropriate personal protective equipment must be worn. A needlestick or a cut...

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