Meet The Manufacturers Board Of Advisors

Learn from MHEDA's panel of experts

MHEDA’s Supplier/Associate members have a vested interest in ensuring that material handling distributors remain the most efficient and effective conduit to the marketplace. So who better than our material handling supplier members to help us plan programming to achieve that objective?

Founded in 1998, the mission of the Manufacturers Board of Advisors (MBOA) is to act as the voice of the Supplier/Associate members to the MHEDA Board of Directors in order to maximize the value of being a member by offering guidance regarding membership development and program content for the benefit of all members. Advisors serve two-year terms, actively participating in two Board meetings each year and serving on MHEDA committees, including Membership, Education, Networking and Industry Advocacy.

Representing all segments of the industry, these four members donate their time and resources for the betterment of the association. MHEDA is grateful for their involvement and support!

DON CHANCE
President, Yale Materials Handling Corporation
Joined MBOA in 2008
I got my start in material handling as a management trainee for the Industrial Truck Division of Eaton Corporation in June 1971. I was an applications engineer working with dealers on specifications, price and delivery of new unit sales. The job provided an excellent foundation in understanding the features and benefits of our product while interacting with the Yale distribution network.

“Distributors should partner with manufacturers and suppliers who have a clear vision and view the distribution channel as their most valuable asset.” Don Chance

In the ensuing years, I gained experience at Yale in retail operations, sales and sales management, retail store branch management, marketing management and dealer development. I have been Yale's president since 1998. All of these roles have provided tremendous industry knowledge. For example, my retail operations experience helps me clearly understand the day-to-day challenges a retail business has in servicing the end-user.

Distributors should partner with manufacturers and suppliers who not only have products and services to meet your customers' needs, but also have a clear vision and view the distribution channel as their most valuable asset. Leverage brand recognition to build awareness in your marketplace. In the same vein, manufacturers must understand the needs of customers and build their business around delivering those needs on a consistent basis.

MHEDA provides a networking avenue for members and creates an educational forum to clearly understand what it takes to be successful in the material handling industry. MHEDA opens doors to new ideas, opportunities and friendships that will enhance your business and help you understand the needs of end-users not only today, but five and ten years down the road.

GORDON HELLBERG
Vice President, TGW-ERMANCO
Joined MBOA in 2005
My first position in the material handling industry was as a systems engineer in the Systems Group at Rapistan in 1978. The most valuable lesson I learned there was that failing to plan is planning to fail. I have never forgotten that; planning is such an important piece of success in our industry.

“Develop a corporate environment that fosters continued learning for the products you sell.” Gordon Hellberg

In the 30 years since, I have transitioned from the more technical aspects of systems design engineering to applications engineering and now to corporate management. This breadth of experience gives me unique understanding of the manufacturer-distributor relationship and how to strengthen it during challenging times. One thing that should never waver on either side of that relationship is your level of customer service. It is what differentiates you from your competition.

Manufacturers need to be prepared for a rocky road with global competition. Your corporate culture must inspire continual product development and new product innovation to survive. On the distribution side, develop a corporate environment that fosters continued learning for the products you sell. Take care of your customers. Learn to solve their problems and they will take care of you.

Networking with industry and business leaders is the biggest driver of value in MHEDA. It allows you to have a better understanding of the industry and benefit from others' expertise.

STEVE JOHNSON
Vice President of Sales, Nashville Wire Products
Joined MBOA in 2008
I started working with distributors in 1989 while working for Gatorade as a regional sales manager. I officially entered the material handling industry in 1994 in the job I have now. I quickly learned the importance of providing dealers with the tools they need in a timely manner in order to allow them to do what is most important: Stay in front of as many customers as possible as often as possible.

“Your suppliers know you better than you think.” Steve Johnson

MHEDA's value is in its networking opportunities. There is no better forum to learn and bounce ideas off than a group of your peers who are out there fighting the same battles you are fighting. As a supplier sales executive who spends most of my time talking to distributor salespeople, I understand the challenges and opportunities of both sides.

One universal truism—your reputation is the single most important thing you possess. I never cease to be amazed by the ethical dilemmas that come up while doing business. It takes an entire career to build your reputation and only one bad decision to ruin it. Never do anything that you would be afraid to have printed on the front page of your local paper. Manufacturers, pick your partners carefully; the people who represent your products may be the only contact the end-user has with your company.

For distributors, it is almost always true that having a true supplier partner is far more valuable than a cheap price. Your suppliers know you better than you think. Treat them the way you would like to be treated, or you may find yourself without backup when you need it the most.

KEVIN O'NEILL
Vice President of Sales and Marketing, Steele Solutions
Joined MBOA in 2007
In April 1995, I entered the material handling industry as regional sales manager covering the western half of the United States for a mezzanine manufacturer. I learned how important it is for the manufacturer to bring value to the distributor. It is the manufacturer's responsibility to help the distributor succeed. For the relationship between distributor and vendor to be a partnership, it takes communication and honesty from both parties.

“Use your manufacturers to help you become an expert in what you sell.” Kevin O’Neill

These lessons serve me well at Steele Solutions, which I joined when it was less than a year old in May 1997. I spend the majority of my time working with distributors to come up with solutions to their unique applications. I hope to continue to foster these relationships through the MBOA to help make MHEDA a partnership among all members. The association provides a mix of educational and networking opportunities, from MHEDA U to Convention to MHEDA-NET, and there are so many resources to help develop individuals within companies of all sizes. Steele Solutions did not become a member of MHEDA until 2003, and I regret not getting involved sooner!

My advice to both material handling manufacturers and material handling distributors is to be honest and do what you say you will do. In addition, material handling manufacturers should understand how each customer works. Don’t make short-term decisions that will hurt long-term relationships. Distributors should concentrate on making sure customers know all of your capabilities and use your material handling manufacturers to help you become an expert in what you sell. Those who do will sustain more long-term success.

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The MHEDA Journal • Second Quarter 2008 • Volume 37, No. 2 • Contents are Copyright © Data Key Communications, Inc.
All rights reserved. • Nothing may be reproduced in whole or part without written permission of the publisher.