Jeffrey Gitomer headshot
Feb20

What is the telltale sign of negotiation? No loyalty!

Salespeople tell me that, these days, “price” is all that matters. What do you think? Me? I think price doesn’t matter, if value and relationship are solid. Ask yourself this: When price becomes the focus, do you find your sales presentation turns into wallet wrestling? Who is your opponent in this match? Are you getting strong-armed by your customer? Is that dreaded statement, “Your price is too high,” the force you’re wrestling...

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Dave Baiocchi headshot
Feb20

Good, cheap pneumatics

Good, Cheap Pneumatics For the past three issues of MHW, we have been writing a series of articles based on the information and ideas presented at the 2019 MHEDA Rental and Used Equipment Conference.  This conference was held in October of 2019, and during the conference, I shared ideas and strategies with the attendees regarding best rental and used equipment practices, and strategies. Although the information provided by the...

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Garry Bartecki headshot
Feb20

The next round of planning

Time to figure out how to plan for and deal with 2020. A tough assignment for just about any professional manager. Let’s see …………. Could be bad Not so bad Same as last year Better than last year Extremely better than last year Must be one of these choices. But the “real’ results will depend on both internal and external factors that could sway the results one way or the other. So best to have a plan or two that cover where the...

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MODEX 2020 logo
Feb20

MODEX 2020: POWERED BY POSSIBILITIES

MODEX: POWERED BY POSSIBILITIES THE BEST SUPPLY CHAIN SOLUTIONS THE LATEST EQUIPMENT AND TECHNOLOGY THE SMARTEST THINKING FIND IT ALL AT MODEX 2020 March 9-12, 2020 Atlanta’s Georgia World Congress Center As the speed of manufacturing, supply chain and transportation operations continue to accelerate, the future of our industry depends on today’s forward-thinking decisions. From illuminating education to next-generation...

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Steven Pierson Executive Vice President and Shareholder headshot
Feb19

Has the TCJA lowered your taxes?

We now have two years of the Tax Cuts and Jobs Act (TCJA) changes under our belts: 2018 and 2019. Are your taxes lower than before the law went into effect? Not surprisingly, the answer depends on your specific situation.  Perception vs. Reality After most people filed their 2018 tax returns, only 40% believed that they had received a tax cut under the TCJA, according to an online survey conducted for The New York Times in April 2019....

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Quint Studer headshot
Feb18

How leaders can help employees understand the Meaning of Their Work

Quint Studer says ALL jobs matter. Here, he shares why it’s important for leaders to connect people to the purpose behind their work—and offers advice for getting started Some jobs by their very nature seem more meaningful than others. But really, all jobs are potentially meaningful. All companies serve their customers, their stakeholders, and their workforce, and the employees are in a unique position to make a real difference....

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Joseph McCormack watch image
Feb13

Why is everyone tuning me out? Six ways to be heard at work

Joe McCormack says the more you say, the less people hear. He explains why this happens at work and shares some advice to help you “be brilliant, be brief, and be gone.” You’re full of great ideas; you just know it! So why do your contributions at work frequently go unnoticed by colleagues, clients, and bosses? You speak up—or maybe share your ideas in emails—but it feels like people tune you out. How can you start...

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