First Quarter 2011 Contents

A New Kind Of Dialogue

Join The Discussion

C O V E R S T O R Y

Distributors Prepare For The New Normal
Lessons learned from the downturn have distributors ready to slice up a smaller pie.

Supplier Forecast/Guide to ProMat
ProMat Exhibitors and Suppliers share their R&D plans, upcoming products and growth strategies for 2011.

Lift Truck Industry On The Road To Recovery
Renewed optimism has forklift market ready to bounce back.
By Jeff Rufener

Conveyor Industry Anticipates Slow Growth
Industry operating under capacity but has positive outlook.
By Bill Pugh

Storage & Handling Recovery To Accelerate
Double-digit growth expected for storage & handling sector.
By John Nofsinger

Six Unstoppable Economic Trends For 2011
Convention speaker outlines large-scale issues impacting the business environment.
By Barry Asmus, Ph.D.

MHEDA MEMBER PROFILE

Advancing On Trust And Faith
Core principles keep systems integrator AHS Inc. moving forward in any economy.

EXECUTIVE PROFILE

Building Her Brand
Associated’s Corporate Marketing Manager Shari Altergott gets the word out.

PRESIDENTIAL SPOTLIGHT

Meet 2011 MHEDA President Chuck Frank
MHEDA’s 57th president has grand plans for the association.

MEET THE BOARD

Link Up With MHEDA’s 2011 Board
Get connected with this year’s leaders of the association.

SALES & MARKETING

Distributor Niche Marketing
Methods for distributors to capitalize on growing end-user markets.
By Kevin Risch

BEST PRACTICES

Making Five Become One
During a time of management transition, over-communicating is the key to employee buy-in.
By Bob Schermer

Distributors Speak Out On Industry Consolidation
Company mergers and acquisitions have both a positive and negative impact.

CONVENTION PREVIEW

The Customer Convention
Schedule of events for MHEDA’s 56th Annual Convention & Exhibitors’ Showcase

DEPARTMENTS

President’s Perspective

From The Desk Of Liz Richards

Letters to the Editor

Ask Your Board

ONLINE EXCLUSIVES

Tips on Acquiring a Company

How to Know When a Business Partner is About to
Close
its Doors

Your Source for ProMat

Learn More About Shari Altergott

The MHEDA Journal is published quarterly: Winter, Spring, Summer and Fall. Subscription rate is $40 annually. Not-for-profit and charitable organization rate is $40 annually. MHEDA members receive this magazine as part of their dues. The MHEDA Journal is published by the Material Handling Equipment Distributors Association, 201 U.S. Highway 45, Vernon Hills, Illinois 60061-2398.

Executive Editor – Liz Richards Managing Editor – Carole Jesiolowski Senior Editor – Christopher Powers
Editors – Steve Guglielmo • Devin O’Toole • Susan Freibrun • Rebecca Hein • Joanne Piacenza • Cindy Thoren
Production Editor – Linda Gill-Jones Print Design – Paul Brunell Online Design – Jacob Rogers

Editorial correspondence should be sent to Liz Richards, Executive Director, Material Handling Equipment Distributors Association, 201 U.S. Highway 45, Vernon Hills, Illinois 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, New York 13214; telephone 315-445-2347; fax 315-445-9336.