One of the emerging new rules for sales: the value-added sales call
“My customers seem to have less time available for me than before. They are harder to see, and when I…
Hiring: The broken process
The accelerated speed of communication and our ability to access information with just a few keystrokes is changing everything—including the…
Moving toward mobile
The industry that moves product is moving toward mobile. Say you’re a warehouse manager who needs to place an order…
Q and A for sales people
Q. What is the best and ideal number of visits to be done on a current customer on a regular…
Top performers are blueprint for beating the competition
When the leaders at SAP unveiled the company’s innovative vision for the year 2010, they knew that to accomplish their…
Outside box thinking fuels FloStor Engineering
From opening day on, FloStor Engineering Inc. has rarely been accused of thinking inside the box. Against most every probability…
What’s on your agenda
Been on my excessive reading binge and thought I would convey some of the ideas and thoughts being discussed and…
Buyer’s remorse
The term buyer’s remorse surfaced many years ago, by whom we do not know. What it refers to, we believe,…
Group Relamping, Rated Life, and Economic Life of Lighting Systems
A significant portion of the costs associated with industrial and commercial lighting systems comes from the need for regular maintenance…
Evaluating LED lighting options
Efficiency, service life and light quality are all reasons why facility managers are increasing choosing LED luminaires over more traditional…
Do LEDs display color shifting? Yes, but it depends
Many light sources, whether they’re HID, fluorescent, or LED, display color shifting over the course of their operating lives. How…
Optimists always understand opportunity!
According to Webster an opportunity is: A favorable or advantageous circumstance or combination of circumstances, a chance for progress, profitability…
How to hire and develop effective salespeople
Identify a promising pool of candidates. In order to hire effectively, you have to be absolutely clear about the kind…
Relationship building – eight powerful rules
More than any other type of sales, distribution sales people must be good at relationship building. You see your customers…
Jamco, Inc. customer satisfaction is key to success
Jamco Inc. is a robust business serving the wholesale material handling industry for 28 years. They pride themselves in giving…
What’s the Plan?
I assume you have one….a plan that is. A plan that deals with all the variables now facing every material…
Is standardization the next phase in LED light fixture design?
LED lighting technology is a vast departure from the technology behind the traditional incandescent bulb. They share no similarities in…
The fatal effects of workplace bullying
Workplace bullying isn’t just a buzzword. The media often dilutes the meaning of workplace bullying by applying it to stories…
Group relamping, rated life, and economic life of lighting systems
A significant portion of the costs associated with industrial and commercial lighting systems comes from the need for regular maintenance…
Manufacturers direct – the supply chain dilemma
Let me address this dilemma by using a “catfish parable.” Catfish are native to North America. As you may know,…
AK Material Handling thinks in 3-D
To stay alive in today’s ever-changing material handling industry, you’ve got to be able to see the future. Al Boston…
Let’s work at becoming proactive
While working with equipment dealers in all types of industries, we often witness what we refer to as a reactive…
Question and Answer for sales leaders
Q. How can we get inside sales to do some proactive sales activities each day? We expect our inside salespeople…
Hire versatile employees
There is a seismic shift going on in successful companies today. Speed has taken on a new meaning. The expectations…
13 is over
Boy, 2013 went by in a blur. It seems we just started the year and here we are going on…
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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…