Fourth Quarter 2007 Contents

POWER COUPLES

Distributors And Manufacturers Join Forces For Sales Success
Sales Success Stories illustrate the power of working together.

POWER OF PARTNERSHIPS

Co-Op Dollars
Use manufacturer co-op money to promote your company.
By Beatty McCaleb

Manufacturers To Distributors: We Feel Your Pain
Surprising results from MHEDA’s summer survey.

Read the full responses from manufacturers
to MHEDA’s summer survey

How To Choose A Manufacturer Partner
Be sure to work with a profit partner, not just a vendor.
By Bill Ramsey

Working At Cross-Purposes
Proactively managing the inherent supplier-distributor conflict
By Tim Horan


MHEDA MEMBER PROFILE

“Power” Companies
Four distributors describe what makes them powerful.

YOUNG LEADER PROFILE

A Perfect Fit
Sales engineer Todd Carroll conveys a passionate approach to problem solving.

GREEN POWER

The Greening Of The Industry
Resources for becoming more environmentally friendly

Propane Forklift Tax Credit
Make your customers aware of their options.

LiftOne Continues Fuel Cell Trial
Distributor tests fuel cell forklifts at select customer locations.

Getting The Green Light
Energy-efficient lighting systems reduce expenses.
By Greg Morrison

Manufacturer Roundtable: Going Green
Lift truck manufacturers discuss environmental issues.

SALES & MARKETING

The Lost Art Of Persuasion
Don’t Let PowerPoint be a crutch. Six tips for regaining control of your message.
By Paul LeRoux

CUSTOMER SERVICE

Strategies For Handling Irate Callers
Techniques to handle complaints effectively
By Nancy Friedman

HUMAN RELATIONS

Power Up Your Employees
Motivating, rewarding and challenging your most important asset

STORAGE & HANDLING

Building Codes Continue To Rack Up Issues Nationwide
New considerations for installers of pallet rack
By Sal Fateen

The FIFO Myth
First-in, first-out inventory control is possible with any storage method.
By Kevin Minkhorst

MONEY MATTERS

Personal Goodwill
The value you bring to your company — and the resulting tax savings
By Bart A. Basi and Marcus S. Renwick

HUMAN RESOURCES

Building Peak Performance Teams
Separate yourself from the rest by forming a cohesive management group.
By Herbert M. Greenberg, Ph.D.