Fourth Quarter 2011 Contents

C O V E R   S T O R Y

What A Year!
The distributor-supplier partnership is alive and well in
these stories of helping the end-user.

Sell More
Resources for learning how to sell better in the material
handling sales environment

Wanted for Hire: Great Salesperson
What experts think it takes to succeed in today’s economy.


MEMBER PROFILES

Toyota-Lift of Los AngelesCustomer First, Employee Second,
Dealership Third

Three-tiered approach has Toyota-Lift of Los Angeles thriving under veteran leadership.

At Work
Senior Project Engineer Calvin Baker keeps
several projects going at one time.

FEEDBACK

Talk Back
Social media comments on industry news.

PRODUCT AVAILABILITY

Is It Done Yet?
Good, bad or indifferent, distributors have a lot to say about lead time.

Four Leads On The Lead-Time Quagmire
Suppliers explain what they are doing to get products to distributors in a more timely way.

MONEY MATTERS

Almost Everything Your Employees Know
About Profit Is Wrong

Worrying about the wrong things reduces profit without knowing it’s happening.
By Al Bates

CUSTOMER CONFIDENTIAL

What The End-User Is Looking For
Learn what customers want from their distributors, straight from the source.

GREEN INITIATIVES

Hydrogen UpdateHydrogen Update
Are hydrogen fuel cells still a fringe player in the forklift market?

DEPARTMENTS

President’s Perspective

From The Desk Of Liz Richards

Ask Your Board

ONLINE EXCLUSIVES

MHEDA Members Mark Anniversaries

Tribute to industry leaders John Nofsinger and Bill Montwieler

More application photos from this year’s Sales Success Stories

Top 100 wikiMHEDA keywords

MHEDA’s Critcal Impact Factors

Pro’s and Con’s of fuel cells


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 Associate Editor – Steve Guglielmo
Content Editors – Devin O’Toole • Susan Freibrun • Rebecca Hein • Joanne Piacenza • Cindy Thoren
Production Editor – Kara McKinnon

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.