Critical Impact Factors Shape Our Association
MHEDA members demonstrate resilience, creativity and tenacity when the going gets tough. Companies belong to this material handling association because it's a place for learning, continuous improvement, benchmarking, networking and growth and, most important, it's all industry specific. Many opportunities for education exist, but none that are wholly dedicated to improving the proficiency of the material handling equipment distributor. I can't imagine why any distributor in this industry would not want to be part of an organization that's designed to help them improve their operations, overcome challenges and take advantage of opportunities in good times and bad.
Fourth Quarter is when MHEDA's Board of Directors completes the final phase of the Committee Planning Process for the upcoming year. By December 1, each MHEDA committee—Membership, Education, Net-
working and Industry Advocacy—will have a detailed plan, including goals, action steps and a 2009 budget. These plans are a direct result of the annual strategic planning process, which includes an in-depth environmental analysis of the internal and external markets in which MHEDA operates. Before the plans are developed, each committee is provided with Critical Impact Factors—trends, opportunities and challenges facing the industry and the association. These factors were developed by MHEDA's Executive Committee and subsequently reviewed, modified and approved by the Board of Directors. The committees take each factor into consideration as programming for the upcoming year is developed.
What's interesting and positive is that MHEDA members are considering identical themes, as seen in the pages of this issue. The Member Profile about Tri-Lift NC reveals a company making investments in people, technology and facilities with a focus on aftermarket as a core competency. More than ever, "point of service" employees are critical to a company's success, particularly in aftermarket services. Tri-Lift NC President Bob Bond says, “We look for strength of character. If I hire someone and put them in front of a customer, he or she needs to be good for their word.” Investments in this area will ultimately help alleviate margin pressure as you demonstrate professionalism and integrity to the customer. This equates to selling your value, not your price, a vital proposition in today's world.
Next year will likely present challenges. One member quoted in this issue had these words of wisdom: “In a sluggish marketplace, the opportunity for you to do well is actually better because a lot of people don't want to go out and search hard for the business. Sometimes a down economy is where you can increase your market share.” Hallelujah!
For an incredible success story about a company that found a niche by thinking way outside the traditional mindset and acting creatively, check out the article on page 104 by Gary Wilson, president of MasterLift. It's the best industry awareness story I've ever heard. Hats off to this MHEDA member, who is promoting the industry in an unconventional but highly effective way.
| 2009 CRITICAL IMPACT FACTORS |
- Customer perception of professionalism and consistency is more important now than ever.
- Market conditions and customer demands have created more opportunities for outsourcing, diversification of services and profit improvement.
- The job description along with the skill sets necessary for point-of-service employees have significantly changed.
- Volatility and commodity pricing fluctuations are more prevalent than ever before.
- The Association and Members need to evaluate their own organizations and all business partners in the areas of training, safety, process improvement, culture, leadership and product development and make appropriate changes.
- Opportunities exist to improve the communication and process alignment between distributors and the suppliers.
- The industry is faced with an aging workforce and companies must focus on employee evaluation, development and recruitment.
- Economic conditions, including credit volatility, rising travel costs and inconveniences are issues that must be considered.
- Members need to demonstrate and convince both customers and suppliers of their value proposition in order to address and alleviate margin pressure and to remain a viable conduit to the marketplace.
- The association needs to better define the role and the value of the material handling distributor to all stakeholders.
- The association and its members need to continue to monitor the impact, opportunities and challenges of green the material handling industry.
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