Which is it- inflation or deflation?
The world economy is in one big mess. “The economy is getting better.” Is what we keep hearing but for…
Family leadership drives Felling Trailers to 40th anniversary
Merle Felling never sold his business short. “He always dreamed big. He felt you can never dream big enough,” said…
Given a tough assignment, should you do it?
Q. My boss recently decided that we must call prospects once every hour, every day, until we get a yes…
World class culture drives TVH’s world class operation
In the late-fifties I accepted my first position in the material handling industry. I became East Coast Regional Manager for…
Progressive culture lures leaders
A woman’s place is in the warehouse, or the home office, or anywhere in between in the material handling industry.…
Accomplishing results through and with your associates!
The highly successful dealer principals, general managers and department managers learned long ago that to get tasks done they must…
See what people CAN do, not just what they have done in the past
Recently, the Harvard Business Review published an interesting article entitled, “The Big Idea: 21st Century Talent Spotting” by Claudio Fernandez-Araoz.…
Five steps to consider regarding financing
Proper and adequate financing is one of the legs of the stool that keeps your business operating. We need the…
What do you know about your service market potential?
I just read a highly interesting article in Reuters written by James Kelleher about Caterpillar. Because there were some quotes…
How and why Action Learning works
What is Action Learning? Action Learning is an employee development program where organizations solve critical and complex problems in real…
Family leadership drives Felling Trailers to 40th anniversary
Merle Felling never sold his business short. “He always dreamed big. He felt you can never dream big enough,” said…
Sales people: position yourselves with power
His eyes were narrow and bloodshot from staying out late and partying too heavily the previous night. A two-day old…
Recruitment/Retention – It’s not just an HR thing
I have worked with numerous companies that have or had employee retention issues without any real understanding as to…
Human relations managers – everybody needs technicians!
Over the past ten/fifteen years I have not been into one equipment dealership (farm, construction, outdoor power, industrial or lift…
Increase sales opportunities by prioritizing your customers
Q. I’ve heard you mention several times the importance of prioritizing and targeting customers. Can you shed some more light…
10 tips to becoming a better manager
1. Learn what motivates each of your employeesAnd use this to help manage their performance. While some people may be…
Merger creates new CONNEXUS INDUSTRIES Corporation
Company mergers are often tricky business endeavors with no firm guarantee of success (AOL Time Warner anyone?), but some are…
Important personnel issues
We are all aware of how economic factors and business issues change on a daily basis. They change and we…
Will those crucial two minutes change you?
Leaders, as well as everyone else on their team, are born with inherent personality traits that dictate how they are…
Tackling tough sales challenges
Q. What do we do when a customer wants to spread the business between several vendors, even though I know…
Thompson and Johnson Equipment Co. celebrates 60 years
The New York material handling scene in 1954 was young and in need for both a supplier and provider for…
Create a “Customer for Life” culture
Over the past four months we have seen two important quotations by senior executives in the equipment business. They state…
Focus on profit
The more people I talk to in every type of dealer/distribution business believe the distribution model is ripe for major…
Creating real service excellence
Nothing short of service excellence will initiate and maintain customer relationship equity, which is the cornerstone of customer retention and…
Customer satisfaction & market share
Customer service (satisfaction) is an attitude that must be displayed by every employee within the dealership. It is not a…
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Current Supplements
Why predictive analytics, robotics, and data driven logistics are transforming how and where goods move For decades, industrial real estate…
Remanufacturing of 100,000 vehicles as a strong commitment to the circular economy in material handling Anniversary truck ETV 216i handed…
2-mile Dune Express conveyor showcases advanced industrial engineering, heavy-duty reliability, and large-scale logistics innovation. SEW-EURODRIVE is helping power one of…
The Long Beach City Council has voted unanimously to confirm Mayor Rex Richardson’s reappointment of Sharon L. Weissman to the…
Shipments of cutting tools, measured by the Cutting Tool Market Report, a collaboration between AMT – The Association For Manufacturing…