The Mheda Journal

I received my monthly installment of E-MHOVE, the monthly newsletter from MHIA. The lead story was about a new high school program to encourage students to get involved in material handling and logistics careers. Of course, this is an important initiative, and I applaud this school and MHIA for making this happen. MHEDA has been highly involved in such industry awareness programs for the last several years.

It reminds me of some information that our own MHEDA President, Duncan Murphy, president of Riekes Equipment Company (Omaha, NE), sent me last fall. His wife, Rozanne, is a guidance counselor atOmaha’s William Jennings Bryan High School, and she led a committee that developed the “Transportation, Distribution, and Logistics Learning Hub” at that school. Around that same time, Rozanne’s program was voted the #1 industrial technology department in the United States.

First, congrats to Rozanne for being rewarded for all her hard work putting that program together. Second, let this be a reminder and a call to action for all MHEDA members that there is young talent out there, but it’s up to you to go find it.

Today I listened to the MHEDA-sponsored webinar,”17 Tips For Selling Through Distributors,” presented by former MHEDA president Gary T. Moore and Steve Johnson, VP of Nashville Wire Products. I learned a lot about the differences in the way manufacturers and distributors relate to each other. The manufacturer-distributor relationship is something that’s always been a hot topic in this industry, really since before MHEDA was founded in 1954. But the seminar touched on a few interesting topics. You can contact MHEDA at 847-680-3500 for the full-blown notes and recordings, but here are a few things I learned:

• There are 5 basic distribution models in the material handling industry: exclusive distribution, limited distribution, multiple/open distribution, direct sales and a direct/distributor combo model.
• The keys to a successful partnership are clear communication of each party’s expectations and regular, consistent feedback.
• Much manufacturer training is “boring.” The key to successful training is to focus on how products meet customer objectives. Frequency is less importance than effectiveness.
• Simple acknowledgements and thank-yous for jobs well done can go a long way.

These are just a few of the many things discussed in the seminar. There are at least 13 other good tips that both manufacturers and distributors could learn. Check out www.mheda.org for more training opportunities.

Congratulations to John Cosgrove, president of Atlantic Handling Systems (Ho-Ho-Kus, NJ) and 2007 MHEDA President, for being the recipient of an unusual local honor. The Borough of Fair Lawn, NJ, and the Fair Lawn 501C3 Non-Profit Committee dedicated the gymnasium at the Fair Lawn Community Center in his name. Cosgrove served as a volunteer firefighter in the community for 34 years and as fire chief in 1997. A dedication ceremony took place last Saturday, April 4. Congrats, John.

For all of you who will be in the New York City area during the next few weeks, you may want to take a detour to the Louis Vuitton store on 57^th Street in Manhattan between now and Easter (April 12). MHEDA Member Robert Kehley, secretary and general manager of Key Material Handling Equipment Company (Brooklyn, NY), says that the company has supplied a forklift for the store’s Easter display. The 1954 Clark Truckloader has been in Kehley’s family since the early 1960s and was refurbished at the Louis Vuitton studios in Brooklyn. “Truckloaders never looked so good,” Kehley says. I don’t think I’ll have a chance to see it, but it may be worth a look!