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Material Handling Wholesaler Cover
August 2018
Eric Baker from Caliper Corporation explains how understanding team roles can improve team results

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Thursday August 16, 2018
New Supply Chain jobs are emerging as AI takes hold
Gary Hanifan and Kris Timmermans from Accenture Strategy/Harvard Business Review
Thursday August 16, 2018
Companies are cutting supply chain complexity and accelerating responsiveness using the tools of artificial intelligence. Through AI, machine learning, robotics, and advanced analytics, firms are augmenting knowledge-intensive areas such as ...
Small Business Owners are getting a new incentive to sell
he measure will be a boon to the hundreds of thousands of small businesses owned by retiring baby boomers that are at risk of closing up
Joseph Blasi at The Conversation
Thursday August 16, 2018
The federal government  just made it a lot easier  to form an employee-owned business. In an increasingly rare example of bipartisan cooperation, President Donald Trump on Aug. 13  signed a defense bill  into law that included ...
Tuesday August 14, 2018
How Distributors can stop saying
Tuesday August 14, 2018
Distributors, as well as all business professionals, are expected to give presentations more than ever today. These presentations may be before a small or large group of people.   According to Mike Sawchuk, president of Sawchuk Consulting, who ...
Friday August 10, 2018
In Times of Trade War, Companies get creative to avoid tariffs
Tactics range from using free-trade zones to bonded warehouses
Bloomberg--Andrew Mayeda and Mark Niquette
Friday August 10, 2018
Facing the barrage of President Donald Trump’s tariffs, Steve Katz is ducking for cover in the trade-war version of a demilitarized zone. Katz manages a plant at United Chemi-Con in Lansing, North Carolina, a village of about ...
Net Zero Energy as Competitive Advantage to Produce More in US?
By creating a zero net energy building, Sonic Manufacturing cuts energy costs and becomes more competitive
Adrienne Selko at Industry Week
Friday August 10, 2018
Energy usage is under strict surveillance as many states push hard to lower their carbon footprint.  California has been particularly aggressive in these goals and in 2017, the California Public Utilities Commission introduced the California Energy ...
Tuesday August 7, 2018
7 things successful leaders never delegate
Dan Rockwell Leadershipfreak.com
Tuesday August 7, 2018
Everything you hang on to eventually holds you back. But one day you will eventually let go of everything. Apart from delegation, you’re overworked and frantic. Delegation is the decision to: Lead. Trust others. Lead beyond ...
Wednesday August 1, 2018
Univar increases sales with new e-commerce platform
Univar, a multibillion-dollar global distributor, is relying on e-commerce to accommodate customers and drive up sales, as more buyers place orders online outside of regular business hours
Wednesday August 1, 2018
Univar looks for sustainable growth with e-commerce platform Global chemicals distributor Univar Inc. is mixing it up more with digital commerce—and it’s starting to pay off, executives say. The company’s e-commerce platform, ...
Tuesday July 31, 2018
How high do U.S. driver wages need to go?
Truckload driver wages must hit $75,000 annually to boost supply, executive says.
Mark Solomon at CSCMP's Supply Chain Quarterly
Tuesday July 31, 2018
Truckload driver wages in the United States need to hit at least US$75,000 per year if truckload carriers have any hope of attracting and keeping qualified drivers in the fold for the long haul, one of the industry's top executives said this week. ...
Tuesday July 24, 2018
Protecting Safety, Preserving Peace: A New Standard in Mental Health Security Screening
Preventing workplace violence incidents in mental health facilities requires adequate screening for contraband
Greg Hinds, Senior Account Manager, Metrasens and Nick Jordan, Metrasens, International Sales Director
Tuesday July 24, 2018
No one would contest that the work mental healthcare employees do is demanding – yet plenty of people outside the field would assume it’s only hard mentally and emotionally. What many don’t realize is that it’s also often demanding ...
Friday July 20, 2018
Will the real objection please stand up!
Jeffrey Gitomer
Friday July 20, 2018
The customer says, "I object!" or does he? Is it the true objection, a stall, or a lie? Euphemistically called objection or concern, it's actually the real reason a prospect won't buy now. What the prospect or customer is really saying is, "You haven't ...
Managing your image
Dave Baiocchi
Friday July 20, 2018
Challenges that affect our business consist of three basic elements. Things you have no control over, things you have limited control over and things that are completely under your control. Understanding and coming to accept these items takes time, ...
Time to do some of that financial stuff!
Garry Bartecki
Friday July 20, 2018
-Complete internal financial statements and supporting schedules for June and then Q2. -Time to review actual results against the plan for 2018. -Time to update the plan for the rest of the year with specific goals in mind. -Time to review new and used ...
Understanding team roles can improve team results
Eric Baker, Caliper Corporation
Friday July 20, 2018
A business team is a strange entity. You can gather all the right experts and specialists, put all the accountabilities in place, and even set the ground rules for how to manage meetings and handle conflict … and still end up with dysfunction. ...
Wednesday July 18, 2018
Identify your sales team ‘Outlaws’ with analytics
John Gunderson Modern Distribution Management
Wednesday July 18, 2018
I’m one of those distributor leaders who loves an ‘outlaw’ sales team. They wheel and deal, get on their horses with their six guns and ride off to get that big order for you. They ride back into town with the order, and you head to ...
Tuesday July 17, 2018
Where do you draw the line with customer satisfaction?
Tuesday July 17, 2018
By Andrea Belk Olson , MSC and CEO of Pragmadik If you've ever worked the front lines - where you're directly dealing with customers - you know that sometimes, a customer can't be satisfied. It's always a challenge dealing with a difficult ...
Monday July 9, 2018
ProGMA video highlights safety solutions to falling objects from overhead conveyors
Monday July 9, 2018
The Protective Guarding Manufacturers Association (ProGMA), a product group within trade association Material Handling Industry (MHI), is promoting the fourth in a series of educational videos about preventing accidents resulting from objects falling ...
Wednesday June 20, 2018
Combilift celebrates 20 years with new world headquarters, new product and a party
Eileen Schmidt
Wednesday June 20, 2018
In just two decades, leaders of the business Combilift say the company has maintained its Irish roots while also becoming a major presence on the world stage as a manufacturer of multi-dimensional forklifts and long handling solutions. Founded by ...
Aren’t making enough sales? Your numbers will tell you why!
Jeffrey Gitomer
Wednesday June 20, 2018
There is a sales adage that says: Your chances for success increase in proportion to the number of sales calls you make. It's amazing how the truth can be so simple. If it's so simple, why don't you do it? Good fundamental sales skills and solid ...
Five components of developing successful employees
Eric Baker, Caliper Corporation
Wednesday June 20, 2018
You don’t want to hire that employee, do you? Of course not. You want to hire THAT employee. That employee is one who interviewed like a star but turned out to be lazy or needy or disinterested, ultimately creating more work ...
Sometimes problems = opportunities
Garry Bartecki
Wednesday June 20, 2018
As you well know, every industry goes through a kind of repetitive cycle to the point where management knows how to mitigate the negatives and come out the other side of the dip right side up. And, I am continuously amazed how highly leveraged dealers ...
To stock or not to stock, that is the question
Dave Baiocchi
Wednesday June 20, 2018
In the aftermarket business, profitability can be affected by a host of factors - t he competitive marketplace, r ising costs for wages and benefits, w arranty recovery, c osts of training, c ost of rolling stock, f uel and van repair costs... ...
Friday June 8, 2018
Lifting gear failure can have dramatic consequences
Friday June 8, 2018
Lifting gear failure can have dramatic consequences for both those directly affected and those held responsible. To ensure safe practice it is crucial that users are fully aware of issues surrounding Design Working Period and maintenance responsibilities, ...
Sunday May 20, 2018
Continuous safety programs combat complacency
Susan Miller Hellert
Sunday May 20, 2018
Safety is a major issue for warehouse management. As technology increases, safety issues may change but their importance has not diminished. Today people and technology must co-exist for safety. In what a few years ago would have seemed science fiction, ...
How to build a world-class sales organization
Agota Alvarez, Caliper Corporation
Sunday May 20, 2018
The world of sales is changing, and top sales leaders are changing with it. Building a world-class sales organization starts with building a world-class buying experience for your clients – and the key to this process is developing true relationships ...
Elevator selling. New heights in networking.
Jeffrey Gitomer
Sunday May 20, 2018
Going up? More than 10 floors? I challenge you to try to get a business card or lead on your next elevator trip. Thousands of people take the elevators every day. Usually in dead silence. Company presidents and salespeople in the same elevator and ...
CECOR focuses on being - faster, better, smarter and safer
Sunday May 20, 2018
For over six decades, CECOR has created sump cleaners and carts focused on several simple but important concepts - faster, better, smarter and safer. “CECOR believes a clean work environment produces higher productivity,” said Rose Peterson, ...
Let’s be careful out there
Garry Bartecki
Sunday May 20, 2018
Remember the TV program “Hill Street Blues?” It was one of the most popular cop shows on TV. At the beginning of each show the sergeant would brief the troops and his last statement to end the briefing would always be “Let’s ...
We’re number 1
Dave Baiocchi
Sunday May 20, 2018
We have talked at length this year about how to communicate with customers. Our visual, verbal and in-person contacts with customers are the baseplate on which they build their opinions and assess our value to their organization. In a personal contact, ...
Monday April 23, 2018
FSIP celebrates five decades of operation
Eileen Schmidt
Monday April 23, 2018
In five decades of operation, Flight Systems Industrial Products has perfected the ability to evolve and grow. Starting in 1968 as an aircraft and strobe runway light designer and manufacturer, today the business serves a variety of industries globally. ...
Value is the king of sales and the queen of service
Jeffrey Gitomer
Monday April 23, 2018
Value is perhaps the most illusive word in sales. Everyone will tell you how important it is, very few can tell you what it is. I've already gone on ad nauseam about my distaste for the words "added value." I recommend you leave them out of your ...
Four steps for avoiding a bad hiring decision
Eric Baker, Caliper Corporation
Monday April 23, 2018
Let’s look, for a moment, at the process of buying a car. It’s a big decision with many steps. First, you have to determine your price range, compile a list of possible models, and compare specs. Then you research safety features, performance ...
Use golden handcuffs to grow business
Garry Bartecki
Monday April 23, 2018
It is truly wonderful when business is good. You can pay down some bills. Have extra bucks to repair or replace needed equipment. Pay down bank loans. Pass out some bonuses. Take a vacation. Put some money in your retirement accounts. But then reality ...
Customer engagement – Delivering on promises
Dave Baiocchi
Monday April 23, 2018
Three months ago, I started a multi-part series about how “details matter” in our current business environment. As I have said in prior issues, a dealership’s image and ongoing reputation is formed by what customers see, how they are ...
Monday March 19, 2018
W.W. Cannon makes a mark in material handling
Eileen Schmidt
Monday March 19, 2018
For eight decades, W.W. Cannon has been making a mark in material handling and storage equipment industry. The Dallas-based business was founded in 1938 by Bill Cannon and his brother Jack. The family sold the business in 1993, and in turn, ...
Are you a social sales pacesetter? Or are you losing business to one?
Jeffrey Gitomer
Monday March 19, 2018
Here are a few questions to get your social sales juices flowing: Why are big companies interested in big data? Why are formerly non-social companies suddenly scouring and analyzing social data? Why is "mobile" the new "social?" Why is ...
What’s in your projection?
Garry Bartecki
Monday March 19, 2018
Why am I asking about your plans for 2018? Because based on everything I hear, read or see company owners are anticipating a strong 2018, and I assume you are too. What peaked my interest in business planning for 2018 was my attendance at an annual ...
Customer engagement – On the phone
Dave Baiocchi
Monday March 19, 2018
Two months ago, I started a multi-part series about how “details matter” in our current business environment. A dealership’s image and ongoing reputation is formed by what customers SEE, how they are ENGAGED, and how they are COMMUNICATED ...
There’s more than one way to succeed in a job
Eric Baker, Caliper Corporation
Monday March 19, 2018
You’ve been gunning for that promotion: working hard, bringing ideas and making yourself visible and valuable to the company. The position you wanted finally opened, and you got the job. Uh-oh. Now what? The person you’re replacing moved ...
Tuesday February 20, 2018
Client success contributes to RMI 35 year longevity
Eileen Schmidt
Tuesday February 20, 2018
In over three decades of operation, RMI Corporation has grown from a computer rental provider to a full service business software developer whose products and services are utilized by 6,000-some global users. The idea for the Avon, Connecticut-based ...
What is anger and how do you get rid of it?
Jeffrey Gitomer
Tuesday February 20, 2018
Ever get angry? There are three types of anger: 1. Angry at yourself -- the easiest of all angers to overcome. 2. Angry at others-- based on their words or deeds. 3. Angry at the world-- seek professional help. Anger is disguised ...
Five ways to become a better leader in 2018
Caliper Corporation
Tuesday February 20, 2018
If your company is looking to grow revenue in 2018 (or if your not-for-profit organization seeks to expand its impact), your leadership team surely has a strategic plan in place. Hopefully that plan includes a talent-building component geared toward ...
CFO’s in 2018
Garry Bartecki
Tuesday February 20, 2018
We are all well aware that business keeps changing …and changing more rapidly than it has in the past. And by changing we are talking about everything including every procedure and strategy that has been a constant for the last 20 years. I believe ...
Customer engagement policies
Dave Baiocchi
Tuesday February 20, 2018
In February I started a multi-part series about how “Details Matter” in our current business environment. The image that customers have of us, and our reputation as a supplier is formed in three ways. Customers generally draw conclusions ...
Making warehouse logistics - Faster. Smarter. Safer.
Stephen Cwiak, Interroll
Tuesday February 20, 2018
With last year’s peak retail season at an unprecedented high, global retailers witnessed the explosive growth of the e-commerce market unlike ever before, challenging their manufacturing and distribution centers to perform to scale in order to ...
Friday January 19, 2018
Round two
Garry Bartecki
Friday January 19, 2018
Last month I attempted to provide an industry specific review of the “NEW” tax reform bill. As it turned out the final version did not appear as expected and consequently I had to ask my equipment tax guy, Steve Pierson, to assist with his ...
Thursday January 18, 2018
2018 trends call for tech-savvy, mobile industry
Susan Miller Hellert
Thursday January 18, 2018
That question necessitates a multi-layered response. Efficiency, customer satisfaction and technology are at the core of the trends for the next year. As e-commerce, labor shortages and demand increase, so do the innovations within the materials handling ...
Update your marketing efforts in 2018
Eileen Schmidt
Thursday January 18, 2018
How to best market to consumers in a world increasingly saturated with messaging - through various means in print, digital, social media - is an evolving question.  But there are ways to reach through the chatter and build lasting relationships ...
If you would do it later – why wouldn’t you do it now?
Jeffrey Gitomer
Thursday January 18, 2018
I met a guy on the plane who was an area director for a major shoe store chain. "Suppose I went into your store and the shoe I wanted was out of stock in my size - what would happen," I queried. "Well, that shoe store has the capability of finding ...
Yankees hope a competency-based approach to hiring proves a Boon(e) for the organization
Caliper Corporation
Thursday January 18, 2018
Few jobs in sports compare to managing the New York Yankees. The team is quite simply the most iconic baseball franchise in the world. (Have I given myself up as a fan yet? Too bad!) Based on the latest  Forbes list  of the most valuable ...
Details matter – What the customer sees
Dave Baiocchi
Thursday January 18, 2018
With all of the things there are to do in the business day it is inevitable that something always gets missed. Getting the big stuff right is necessary. Without that, we have NO business at all. How much of the little stuff can you miss, and still manage ...


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