Fourth Quarter 2008 Contents

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