The Idea Men
As a full-time consultant, I get many opportunities to sit with dealer principals and their leadership teams and plot different…
The less lead you start with, the less lead you have to clean up!
Li-ion batteries became widespread not only in personal electronics, medical devices, aerospace, and automotive but also in heavy industrial applications…
Do you have a Quantification Addiction?
We love numbers. We’re quite obsessed with them. Everything we do in business has to be measured and tracked in a…
Additional Tax Relief: Consolidated Appropriations Act 2020
The President has now signed the Coronavirus Response and Relief Supplemental Appropriations Act (The Act) as part of the Consolidated Appropriations…
Paycheck Protection Program 2: The Sequel
On Monday evening, both the House and Senate passed the CORONAVIRUS RESPONSE AND RELIEF SUPPLEMENTAL APPROPRIATIONS ACT (“The Act”) as part…
Four Golden Rings to Re-Branding
Everyone is re-branding their business… new logos… new slogans… new business cards… the list goes on. But why are you…
Expose yourself to No and Not Now to get a Yes
97% of all sales are not made on the first call. It takes five to ten exposures (follow-ups) to a prospect…
Leveraging our most important assets
Let’s face it. We all are ready to bid goodbye to 2020. With the obvious exception of 2008-2009, this year…
2021 based on 2020. The way I see it.
When Dean, the General Manager & Publisher of Material Handling Wholesaler, gave me this topic to cover for the January…
IRS issues revenue rulings on PPP Expense Deductibility
Since May, when the IRS published Revenue Ruling 2020-32, indicating that the expenses paid with PPP loan proceeds would be non-deductible,…
Your Employees kept you going this year. Thanksgiving 2020 is the Perfect Time to Step Up Your Gratitude Game
While scrambling to keep their business alive in tough times, leaders may forget to thank someone essential: their employees. Deb…
Sales Fitness Exercises. Are you doing enough of them?
If you would do it later why wouldn’t you do it now? I met a guy on the plane who…
Standing still is not an option
Here we are nine months into COVID-19 with its associated shutdowns and restrictions with no long-term solution in sight. For…
Factory Stores coming to the U.S.?
This is the month we’ve all been waiting for! Back in January, all of the economic signs pointed to a…
How to lead ineffective change
Dutch philosopher Alexander den Heijer said, “When a flower doesn’t bloom, you fix the environment in which it grows, not…
Recent developments and guidelines for PPP loans from the SBA
Over the course of the first half of October, the SBA has released three new guidelines addressing some of the…
All in the Dysfunctional Family Generational Business fails and what to do about them
Anyone in a family business knows that according to many statistics, the chance of the business surviving declines with each…
Finding out “why” is easiest after you lose the sale
The sales dance. The prospect is as nervous about telling you NO as you are to find out if it’s YES. You often…
CSR best practices
Last month we spoke about some of the non-productive behaviors that some CSR’s fall into when their role in the…
Your plan of attack
Now that we are in the Fall of this wonderful 2020, I thought I would address planning for 2021. But…
Automation surges during Pandemic
Automation in the warehouse setting has been increasing in recent decades, as companies look to boost efficiency and safety. Toss…
Get Energized! Five tips to create energy in your Virtual Presentations
Whether you’re new to working remotely or have been doing it for years, you know one thing is true: Giving…
Is your Value Proposition actually working?
A value proposition’s job is to gravitate your prospects towards your business. To stand out. To connect and resonate. Customers are…
Are you afraid of your customers?
I heard the oddest thing, and I’ve heard it multiple times over the course of my career. Companies that are afraid…
Why do I have to praise someone just for doing their job?
Do you ever feel like there is way too much appreciation going on in your workplace? If you said no,…
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Our magazine is published and mailed monthly, Material Handling Wholesaler offers feature columns and special coverage of important industry issues.
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Current Supplements
The Material Handling Equipment Distributors Association (MHEDA) just announced the launch of its first-ever Quarterly Industry Sentiment Survey, introducing a…
The latest industry indicators suggest forklift dealers are entering the second half of 2026 with cautious optimism. Customer activity is…
New orders of metalworking machinery, measured by the U.S. Manufacturing Technology Orders Report published by AMT – The Association For Manufacturing…
Rockford, Illinois-based The Caldwell Group Inc. has secured the strategic hire of Melissa Searle, sales engineer. She brings a wealth…
Trade group recognizes Port for strengthening U.S. supply chain The Port of Long Beach was honored recently for its leadership…