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Material Handling Wholesaler Cover
July 2018
Dave Baiocchi reviews aftermarket initiatives and discusses ways to find the sweet spot in stocking levels

Industry News

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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, ...
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, ...
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 ...
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 ...
Tuesday December 19, 2017
The main goal at "Save"ty Yellow Products is a simple one - value
Eileen Schmidt
Tuesday December 19, 2017
But the execution of that simple goal is an extensive one. It means "giving the customer options," said Brandon Gentile, general manager. It means knowing customers well enough to anticipate their needs and "making products that make ...
This place couldn’t survive without me….Not.
Jeffrey Gitomer
Tuesday December 19, 2017
When I was 19, my dad made me production manager of his 75 employee kitchen cabinet manufacturing factory. Before I officially took the job, I worked in the shop at each job, and set production standards based on what I could produce at each station. ...
Hiring for “soft skills” in the robotic age
Caliper Corporation
Tuesday December 19, 2017
Depending on your level of paranoia, you either think that robots are definitely going to overthrow humanity, Terminator style, or that they’re maybe going to overthrow humanity but it’s too early to tell, Westworld style. ...
Dissention in the ranks
Dave Baiocchi
Tuesday December 19, 2017
“If you don't make a total commitment to whatever you're doing, then you start looking to bail out the first time the boat starts leaking. It's tough enough getting that boat to shore with everybody rowing, let alone when a guy stands up and starts ...
Waiting on the tax man
Garry Bartecki
Tuesday December 19, 2017
Here I am attending a Currie Performance Group meeting waiting on Congress to make up their mind about a tax bill spelling out the new simplified tax code that is supposed to save us a chunk of cash we can then spend to provide a spike in the economy. ...
Monday December 11, 2017
The importance of measuring warehouse KPIS and metrics
The Clearpath Team
Monday December 11, 2017
Measuring warehouse KPIs is one of the most critical components of managing a warehouse, and setting benchmarks for production, quality, safety, or service goals is essential. Whether a process is manual or automated, capturing key warehouse metrics ...
Wednesday November 29, 2017
Improving internal warehouse logistics in the explosive e-commerce market
Wednesday November 29, 2017
By Stephen Cwiak senior vice president, head of subsystems at  Interroll With this year’s peak retail season at an unprecedented high, global retailers witnessed the explosive growth of the e-commerce market unlike ever before, challenging ...
Monday November 20, 2017
The customer, a large corporation, had a challenge.
Eileen Schmidt
Monday November 20, 2017
Like many other businesses dealing with an explosion of e-commerce shipping orders, the volume of packages going through the warehouse was becoming problematic. The packages went through the sortation system, down long roller conveyors in a downhill ...
If your customers are “satisfied,” why are they leaving?
Jeffrey Gitomer
Monday November 20, 2017
Customer satisfaction is dead. Oh, there are a bunch of huge companies that haven’t figured it out yet. And there are a bunch of hotels and airlines that haven’t figured it out yet. And some (OK most) will never figure it out. There ...
Bursting the underemployment bubble
Caliper Corporation
Monday November 20, 2017
It’s safe to imagine that if he were with us today, Caliper’s founder, Herb Greenberg, would have a strong opinion on the staggering number of people stuck in underemployment purgatory. Underemployment, the official term for when earnest ...
Name your top three challenges for 2018
Garry Bartecki
Monday November 20, 2017
Before we get into a discussion about 2018 ….I have to say that the November issue of Material Handling Wholesaler was one to the TOP THREE since I have been involved with this publication. The cover story about warehouse technology driving costs ...
Evolving from supplier to strategic partner
Dave Baiocchi
Monday November 20, 2017
This month, MHW is highlighting strategic partnerships in the world of material handling. This is a subject worthy of consideration in our marketplace. It’s no secret that customer expectations and demands are growing. As dealers, we can no longer ...
Monday November 13, 2017
Shining a light on rack selection
Monday November 13, 2017
Member-owned public utility cooperative consolidates operations into warehouse with forklift resistant rack Even before Clay Electric Cooperative sought to build a new warehouse to consolidate maintenance materials from various storage facilities ...
Friday October 20, 2017
Family leadership and key partnerships guide Bublitz Material Handling to 90-year mark.
Eileen Schmidt
Friday October 20, 2017
It was nearly a century ago that Jeff Bublitz's grandfather started his North Kansas City, Mo.-based construction machinery business, an operation that has since established a track record of diversifying and evolving.  Bublitz Machinery ...
The new manager check list
Caliper Corporation
Friday October 20, 2017
In an ideal business world, all companies would have programs to identify high-potential employees and develop future leaders, and upper management would establish structured training programs to help first-time manager’s transition from individual-contributor ...
People don’t fail. Oh, wait. Yes they do.
Jeffrey Gitomer
Friday October 20, 2017
Ever hear the old saying, “Failure is an event, not a person.” That statement is half right. Failure is an event AND a person. The bigger statements are: Failure is avoidable. Failure is a lesson — a hard one. No one celebrates ...


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