Second Quarter 2008


The 'Your Price Is Too High' Problem
PRESIDENT'S PERSPECTIVE
Jack Phelan
2008 MHEDA President

“Recruit New Talent”
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.

SECOND QUARTER 2008

COVER STORY
Distributor/Manufacturer Partnerships
MHEDA members—both distributors and suppliers—reflect on the building blocks necessary for a strong relationship, the ways in which distributors and suppliers can work together to make each other's jobs a little easier, and what each party needs to do to be assured of the other's loyalty.

What Makes A Best-In-Class Supplier

Distributors Uncensored

Manufacturers Talk Back

Meet The Manufacturers Board Of Advisors

Sell More Effectively Through Distributors
By Gary T. Moore

Working With Distributor Management
By Michael J. Boyle

Distributor Sales Reps
By Tim Horan

Is Win-Win Dead?
Chime in at The MHEDA Journal's Online Forum.

Are You Thinking What I'm Thinking?
By Peter Rice



“ACCELERATE IN ’08”
2008 ANNUAL CONVENTION
Convention Schedule
Exhibitors' Showcase Guide

MHEDA MEMBER PROFILE
Orlando companies thrive on experience.
Mid-Florida Forklift
Professional Materials Handling

YOUNG LEADER PROFILE
A Passion For Leadership And Learning
Positive attitude and ongoing education prove valuable for Mark Juelich.

GREEN POWER
Green Battery Charging
Save energy by choosing the correct charger for your customer.
By Jim Keyser

Hydrogen Forklifts
Studies into alternative fuels for lift trucks heat up

INDUSTRIAL TRUCKS
The Bucks Stop Here, We Hope!
Make your forklift training program a revenue stream.
By Rob Vetter

BEST PRACTICES
Differentiate Or Die
A six-step process to distinguish your business from the rest
By Sam Geist

Managing Interruptions
Seven rules for regaining your productivity
By Steve McClatchy

HUMAN RESOURCES
Employment Agreements
What to expect with offer letters, non-competes and confidentiality agreements.
By Nancye Combs

Lessons From The Cubicle Farm
Worker expectations are affected by popular culture. Here's how you can relate.
By Steven S. Little

Keep Your Biggest Assets Smiling
Secrets for year-round employee satisfaction
By Ilene Phelan

Selling Through Hard Times
Tips for sales managers

SALES & MARKETING
Critical Sales Leadership And Coaching Skills
Best practices for managing sales professionals
By Don Buttrey

MONEY MATTERS
Managing Your Workers' Compensation Costs
Don't wait until accidents and injuries occur.
By Thomas W. Eynon

Your Experience Modification Factor
Understand this critical component of Workers' Comp premium calculation.
By R. Scott Wolff

Avoiding Fraudulent Credit Card Transactions
Tips to protect your distributorship
By Teri Nock Hunter

BEHIND THE SCENES
The Deans of MHEDA University
Convention planners AnnaMaria Kendall and Susan Freibrun work to educate members.

 
  •  Behaviors of Top Supplier Partners
  •  Mid-Florida Forklift & Professional Materials Handling
  •  Controlling Your Workers’ Compensation Expenses
  •  Techniques to Stand Out from the Competition

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  Susan Freibrun  •  Chad Harris   •  AnnaMaria Kendall   •  Joanne Piacenza   •  Cindy Thoren
 • Creative Director Paul Brunell     • Production Editors  Maureen Paige  •  Laura Pavese
• Online Designer Clyde Wolford     • Relationship Manager Russ Hearton

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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