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Material Handling Wholesaler Cover
August 2017
Renting is about profit, not sales. Read more about rental opportunities from rental expert Fred Hageman

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Thursday July 27, 2017
Business plans, five-year spreadsheets and other fairy tales
Jeffrey Gitomer
Thursday July 27, 2017
I have no business plan. I have no spreadsheet with five years of projected earnings. There are two reasons: Most business plans never come to fruition, and five-year sales projections are about as accurate as political polls. Oh, there is another ...
Unwrapping the secrets of hiring and development
Caliper Corporation
Thursday July 27, 2017
In The Mummy, the first entry in Universal’s new “Dark Universe” adventure-horror film franchise, Tom Cruise plays a sort of modern-day Indiana Jones who plunders an ancient tomb housing a mysterious sarcophagus. Now, Tom Cruise ...
Renting is about profit, not sales
Fred Hageman
Thursday July 27, 2017
Is your major supplier talking to you a lot more about rental? Of course they are and they know what they are talking about, that’s for certain. Almost every, if not every, manufacturer of construction/industrial equipment knows that more than ...
Changes coming to your rental business
Garry Bartecki
Thursday July 27, 2017
The staff of MHW informed me that the topic of the month is “Rental and Leasing.” A topic subject to MANY changes in the near future. Right now I am thinking about where to start, but start I must so here we go. These comments do not ...
React or Respond?
Dave Baiocchi
Thursday July 27, 2017
Everyone that operates a dealership understands that mistakes are costly. This is why we invest so much time and effort in setting standards, drafting SOP’s and creating a system of backstops that are designed to detect errors quickly. Early detection ...
Tuesday June 20, 2017
TVH: Making great strides with customer focus
Eileen Schmidt
Tuesday June 20, 2017
In 1969, TVH got its start in Belgium when Paul Thermote and Paul Vanhalst began maintaining and selling machinery for agriculture and construction, as well as for forklift trucks. In the near half century that followed, TVH has maintained its Belgian ...
How are you educating and training your employees… and yourself?
Jeffrey Gitomer
Tuesday June 20, 2017
I just read a pathetic sales pitch from an email where a “training company” was telling me why training fails, and offering what THEY thought was the best way to approach the process. Seems as though they solicited the opinions of ten ...
Let’s get honest about resumes
Caliper Corporation
Tuesday June 20, 2017
It turns out a lot of people lie on their resumes. If you work in HR, recruiting, or some other aspect of talent acquisition, this probably isn’t a surprise. It works like this: you post your open position along with a list of qualifications, ...
Educated staff = more $$
Garry Bartecki
Tuesday June 20, 2017
If I had to bet on the title of this column I suspect I would win at least 90% of the time. What do you think? Why do I suggest that spending more time and dollars on training and education will generate more dollars to either the top line or bottom ...
Listen to the voice of the employee
Dave Baiocchi
Tuesday June 20, 2017
“The ability to listen, and the willingness to stick your neck out and ask the obvious question, are criminally under-rated business essentials. Sir Richard Branson Last month we discussed the importance of listening to our customers in ways ...
Friday May 19, 2017
How are you using the power of first impression?
Jeffrey Gitomer
Friday May 19, 2017
You have THE meeting. The CEO has agreed to give you 30 minutes. This is the opportunity you have been hoping – working – for. Now is the time to hone your presentation to perfection… or is it? Do you honestly think the CEO wants ...
The business of baseball: Building a pipeline of future talent and leaders
Caliper Corporation
Friday May 19, 2017
A  recent article  on MLB.com ranked the top 10 farm systems (i.e., young minor league talent) in professional baseball, placing the Atlanta Braves in the top spot. Good news for Atlanta, which finished last in the National League East division ...
Sometimes it's the simple stuff
Garry Bartecki
Friday May 19, 2017
You hear this many times over, maybe in different terms, but it is always there when it comes to hitting the performance numbers you are looking for. And that statement would be.....the devil is in the details. You hear it or see it many times over. ...
Listening to the voice of the customer
Dave Baiocchi
Friday May 19, 2017
“When people talk, listen completely. Most people never listen.” Ernest Hemingway (1899-1961) Listening is a developed skill. Rarely have I seen any truly successful person who did not have to work to cultivate the ability to ...
Industry tuned to safety issues
Susan Miller Hellert
Friday May 19, 2017
June 13, 2017 is National Forklift Safety Day. The Industrial Truck Association (ITA) whose members represent industrial manufacturers of lift trucks, rough terrain vehicles, hand pallet trucks and automated guided vehicles in the US and Canada sponsors ...
Wednesday May 10, 2017
Specialized Mail Order, doing what’s right
Eileen Schmidt
Wednesday May 10, 2017
In 1980, Specialized Mail Order, Inc. sold its first catalog – 84-pages printed in black and white on newsprint. "We started out as a manufacturer's rep. We called our dealers and they told us they could not get enough literature from the manufacturers ...
Wednesday April 26, 2017
Andrews & Hamilton’s 30-year history, truly an evolution
Eileen Schmidt
Wednesday April 26, 2017
Andrews & Hamilton began in a small warehouse, selling metal lockers and shelving from Republic Storage Systems. The North Carolina-based business was founded in May of 1987 when Bernie Andrews and his wife Cathy Andrews partnered with Bill Hamilton. ...
A super-simple way to respond to resistance
Art Sobczak
Wednesday April 26, 2017
The simplest techniques can be so effective. I heard a call where a prospect voiced an objection, but seemed a bit shaky in his conviction regarding what he said. The sales rep responded, “What was that again?”  The prospect ...
Strategic selling: Security in a business crisis
Caliper Corporation
Wednesday April 26, 2017
Losing your biggest account. It’s something no organization wants to think about, least of all small companies and start-ups … perhaps to the degree that they literally don’t think about it and are floored when it happens. To vendors ...
Those that fail to plan…..plan to fail!
Dave Baiocchi
Wednesday April 26, 2017
Back in March, I wrote a column on measurements, and we discussed how important they were especially when treading through difficult times. My April column talked about building the foundation of proper forecasting using a SWOT analysis. This month ...
Tuesday April 25, 2017
MHEDA’s 62nd Annual Convention & Exhibitor Showcase
Tuesday April 25, 2017
“The Engagement Experience” April 29 – May 3, 2017 The Grand America Hotel - Salt Lake City, Utah Are you 100% engaged with the customer, your peers and your organization’s mission? Living in the digital age means we are bombarded ...
Thursday March 30, 2017
Huddle up for ROI
Garry Bartecki
Thursday March 30, 2017
I don’t know about you but I believe that every issue of MHW supplies dealers with a substantial amount of “profit or ROI enhancing ideas” each and every month. I would hope that you take the time to read and pass around the monthly ...
Monday March 20, 2017
Solve for X - ProMat 2017
Monday March 20, 2017
Discover the latest solutions to move your business forward as the industry’s leading innovators showcase their manufacturing, distribution and supply chain equipment and systems at ProMat 2017 held April 3-6 at Chicago’s McCormick Place. ...
I annoy phone scammers
Art Sobczak
Monday March 20, 2017
This is hilarious, but maddening at the same time. I listened to a brief call with a guy trying to pull a computer scam on me. I love getting these calls since I get great joy out of screwing with them. This guy was obviously not cut out for this ...
Succession planning: It’s bigger on the inside
Caliper Corporation
Monday March 20, 2017
Doctor Who  is run like a business. On other scripted TV shows, when the actors age out of their roles or audiences get sick of looking at them, the show is cancelled. On  Doctor Who , the producers simply replace the actors with new ones, ...
Looking forward
Garry Bartecki
Monday March 20, 2017
I don’t know about you but I find today’s financial markets quite confusing, which makes it the tougher trying to plan for the future. Quite frankly, I still suggest keeping planning strategies close to the vest because the “markets” ...
Hamilton Caster has mastered the key to longevity in business
– a combination of innovation and consistency. This year, the Ohio-based manufacturer of casters, wheels, carts and trailers marks 110 years in business.
Eileen Schmidt
Monday March 20, 2017
Certain aspects of the operation remain the same as when it was founded in 1907. The business is located in Hamilton, Ohio with a decided focus on its roots in American manufacturing, the fourth generation of the founder's descendants are heading up ...
SWOT before you set that goal!
Dave Baiocchi
Monday March 20, 2017
Last month I wrote a column on measurements, and we discussed how important they were especially when treading through difficult times. Good times cover a multitude of sins, and in the intoxication of success we can, many times, find ourselves unhitching ...
Wednesday March 15, 2017
The eight question procurement cost audit
Helping managers become rock stars
Wednesday March 15, 2017
Many managers of schools, hospitals, hotels, restaurants, and office buildings have never taken the time to see if their procurement strategies are saving or costing them money.  Several studies indicate that just one invoice can cost as much ...
Monday February 20, 2017
Measurements
Dave Baiocchi
Monday February 20, 2017
One of my favorite quotes from the late Peter Drucker is “You cannot manage what you do not measure.” There are dozens, if not hundreds, of business organizations in our industry that still do not understand this basic theorem. These companies ...
Buy…sell…or something in the middle?
Garry Bartecki
Monday February 20, 2017
No doubt about it....lift truck dealers as well as certain OEM's are interested in buying your dealership. On the other hand, there are just as many dealers interested in selling because demand is there along with low interest rates which benefit all ...
Quit talking about your thing
in unique value proposition
Art Sobczak
Monday February 20, 2017
Talking about your thing usually gets you in trouble. In sales, I mean. One of the biggest problems unsuccessful salespeople have is that they talk about their things right away, and it causes resistance. In emails, InMails, voice mails, and IF they ...
Gen Z: Coming soon to a company near you
Caliper Corporation
Monday February 20, 2017
Are you sick of the word “Millennials” (with a capital M) yet? That’s a rhetorical question, by the way. Of course you’re sick of it. People are so tired of reading about Millennials and their supposed need to feel special, ...
Women in Trucking celebrates 10th anniversary
Eileen Schmidt
Monday February 20, 2017
Ellen Voie has a specific definition of success. It is a female driver backing a truck into a dock and no one commenting on her professional skill. It is female engineers, trucking company executives, technicians, and truck or trailer saleswomen ...
Friday January 20, 2017
The course of the river
Dave Baiocchi
Friday January 20, 2017
At the beginning of every year most companies take an assessment of their progress over the preceding 12 months, and set goals and objectives that if obtained in the ensuing year, most likely will require managing a change of some type within the organization. ...
The future is NOW!
Garry Bartecki
Friday January 20, 2017
I have to quit reading all these publications I receive on the various email accounts I have open.  They keep giving me crazy ideas how to make more money in this industry, but at the same time disrupt the status quo. For example, I am looking ...
Akro-Mils celebrates 70 years
Eileen Schmidt
Friday January 20, 2017
70 years ago, brothers bonded their initials together to create a company name. Isidore and Louis Myers referenced their original last name of Schneiderman along with the town of the company's birth, Akron, Ohio, to name Akro-Mils. Isidore was put ...
How to revive cold leads
Art Sobczak
Friday January 20, 2017
Last month I was interviewed for an article on how to revive leads that have gone cold. In case you didn’t see that article online, I shared some useful info that might apply to you, so here are the suggestions I gave in response to the author’s ...
Is 2017 the year robots finally take over?
Caliper Corporation
Friday January 20, 2017
Hollywood has produced no shortage of films about robot rebellion over the years, but in the early days of sci-fi cinema, the malevolent robot was usually just a metallic version of the rubber-suited monster. It had no agenda beyond smashing stuff and ...
New technologies streamline warehouses
Mary Glindinning
Friday January 20, 2017
Probably before you see self-driving vehicles on the roads, you will see them in warehouses. The OTTO self-driving vehicles (SDV) are ready for use in warehouses, said spokesman Meghan Hennessey. Designed by OTTO Motors, for material transport, ...
Tuesday January 10, 2017
How labeling can help manufacturing companies compete in global marketplace
By: Bob Brown, manufacturing industry specialist, Loftware, Inc.
Tuesday January 10, 2017
Labeling today is complex; today’s manufacturers are faced with a range of evolving requirements that complicate the process—and leave many companies accepting this process as the cost of doing business. But it doesn’t have to be. ...
Tuesday December 20, 2016
Words to eliminate!
Dave Baiocchi
Tuesday December 20, 2016
When this issue is published, we will be closing the books on 2016, and heading into a brand new year. As a personal rule, I have never been one to participate in New Year resolutions.  99% (and perhaps more) of the resolutions that people set, ...
Ready for the 2017 financial rollercoaster?
Garry Bartecki
Tuesday December 20, 2016
I am going to start out wishing you HAPPY HOLIDAYS AND A PROFITABLE NEW YEAR! Thought I would supply the greetings now because we have some serious issues to discuss this month, and by the end of this column the HAPPY HOLIDAYS may hold but the PROFITABLE ...
Managers, put your best foot forward
Caliper Corporation
Tuesday December 20, 2016
The pain started as only a dull ache on the bottom of the right heel. But then the left knee decided to join the party. And soon after, the iliotibial band on the outside of the thigh. Between doses of ibuprofen I thought, “Maybe my feet aren’t ...
“Shameless” sales tactics you need to avoid
Art Sobczak
Tuesday December 20, 2016
I had thought that today we were beyond much of the sleazy, deceptive tactics often associated with sales. But, sadly, I am wrong, as evidenced by an online article, “No Successful Salesperson Is Too Proud to Use Any of These 12 Shameless ...
Clark counts down to 100 year celebration
Eileen Schmidt
Tuesday December 20, 2016
At the top of the CLARK Material Handling Company website, a clock carefully measures the days, hours, minutes and seconds until an upcoming celebration. It won't be any run-of-the-mill occasion, but a global affair recognizing the company's 100th anniversary. ...
Friday December 16, 2016
Hacking people: Why your biggest vulnerability isn't in your IT department
By: Clinton Henry
Friday December 16, 2016
Last week, Chris stopped off at his local coffee shop to have a chai before heading off to a trade show to deliver a keynote speech. As he sat at his usual spot near the counter a heated discussion ensued next to him regarding the 3rd quarter ...
Sunday November 20, 2016
How is your year end measuring up?
Ron Slee
Sunday November 20, 2016
It is quite common at the end of the year to look back at the year just concluded. How did you do? Did you satisfy your customers? Did you have a good sales year? Did you make money? There is a long list of measures we can consider when we are asked, ...
2016 in review
Eileen Schmidt
Sunday November 20, 2016
As we wrap up the calendar year here at Material Handling, I wanted to take a moment to thank all of you who have participated in the Your Business column in 2016. We designate this space as a place to turn the spotlight on you, our readers, to ...
What to do right now to instantly get _____ results 
Art Sobczak
Sunday November 20, 2016
A new sales rep joined a company in an industry he had never sold to before. Within two months he was kicking major butt and became the number one rep. By a lot. A few of the disgruntled and jealous reps who had been there for a couple ...


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