Fourth Quarter 2008

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Customer Experience Leads To Success
PRESIDENT'S PERSPECTIVE
Jack Phelan
2008 MHEDA President

“Critical Impact Factors”
FROM THE DESK OF. . .
LIZ RICHARDS
Executive Vice President MHEDA
   
 
An archive of questions asked of the MHEDA Board, All Answered!
Need an Answer?
Check out the
Asked & Answered index.

FOURTH QUARTER 2008

COVER STORY
Team Up For Sales Success
Great projects are rarely, if ever, tackled by one single person or company. The best projects come when a manufacturer and a distributor are able to put aside differences and focus on the ultimate prize—a satisified customer. This issue focuses on manufacturers and distributors doing just that.

Distributors and Manufacturers Team Up For Success
These outstanding organizations prove that teamwork and dedication can help take companies to never-before-seen levels of sales success.

The Sales-To-Payroll Delta
A critical planning tool for expense control

Prospecting
It's a gold mine if you dig it.

Beyond The Sales Pitch
Veteran and newer salespeople talk about the craft of selling.

The Bane Of Salespeople
The five most dreaded words a salesperson can hear
By Tom Reilly

Who Am I?
I'm either your number one fan or your worst nightmare.
How you treat me will decide which.
By Christine Corelli

Marketing Your Dealership
Dealers have far more power, influence and capabilities than we think we have. Step out of the traditional mindset and take risks.
By Gary Wilson

Selling Warranty Contracts
Why you should make service part of your sales pitch
By George Schmid and John Burkart

 
 
 

MHEDA MEMBER PROFILE
Tri-Lift NC Inc.
Rental strategy keeps distributor steady no matter the economy.

BUSINESS PLANNING
Ya Gotta Have Heart
Preparing to be out of the office indefinitely.
By Warren Cornil

YOUNG LEADER PROFILE
Full Steam Ahead
Sales manager Adam Hutson races to the head of the pack.

STORAGE & HANDLING
Warehouse Designs Are Getting A Makeover
Recent developments in warehousing

GREEN POWER
Fuel Cells Go Live
A closer look at the requirements to create a hydrogen-based warehouse
By Michael Ciotti

HUMAN RESOURCES
Face It. You Can't Motivate Your People!
Effective managers must understand internal motivations.
By Patrick Sweeney

Building Your Business's Future
Use Gateway to make an investment in the next generation.
By Steve Fallick

 

 

MONEY MATTERS
Fighting Back At The Pump
Distributors offer cost-saving suggestions.

Read MHEDA's appeal to President Bush to help mitigate fuel prices.

Alternative Fuel Tax Credits
Help your customers get a tax rebate.
By Teig Lawrence

What's Going On?
The truth about steel prices

Selecting An Appraiser
Learn the new rules.
By Bart A. Basi and Marcus S. Renwick

Financial Merchandising
A tool for distributors
By Chris Gile

BEHIND THE SCENES
Having Fun At Work And Play
Shirley Robinson and Joanne Piacenza make the most of each day.

STUDENT SPOTLIGHT
Students Get Involved With MHEDA

 
  •  Tales of 32 Sales
  •  What’s New In Storage Design
  •  Sales Tips From Veterans and Youngsters
  •  The Hydrogen-Based Warehouse

The MHEDA Journal is published quarterly: Winter, Spring, Summer and Fall. Subscription rate is $40.00 annually.
Not-for-profit and charitable organization rate is $40 annually. MHEDA members receive this magazine as part of their dues.

• Managing Editor Liz Richards    • Senior Editor Carole Jesiolowski     • Editor Christopher Powers
• Contributing Editors  Daniel Vest  • Christopher Baker  • Susan Freibrun  • AnnaMaria Kendall  • Joanne Piacenza • Cindy Thoren
 • Creative Director Paul Brunell     • Production Editor  Clyde Wolford     • Online Designer Briana Viel     • Relationship Manager Brian Bund

Editorial correspondence should be sent to Liz Richards, Managing Editor, Material Handling Equipment Distributors Association, 201 U.S. Highway 45, Vernon Hills, IL 60061-2398; telephone 847-680-3500; fax 847-362-6989. Advertising correspondence and materials should be sent to Judy Flanagan, Data Key Communications, Inc., 5794 Widewaters Parkway, Dewitt, NY 13214; telephone 315-445-2347; fax 315-445-9336.

As the official magazine of the Material Handling Equipment Distributors Association (MHEDA), a non-profit organization, this publication carries authoritative notices and articles in regard to the activities of the Association. In all other respects, neither the Association nor the publisher of The MHEDA Journal, Data Key Communications, Inc. is responsible for the contents thereof or the opinions of the contributors.

Entire contents are Copyright © 2008 by Data Key Communications, Inc. All rights reserved. Nothing may be reproduced in whole or in part without written permission of the publishers. Data Key Communications, Inc. reserves the right to print portions of or all of any correspondence mailed to the editors without liability on its part and no such correspondence will be returned.

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