Second Quarter 2007 Contents

Introduction
Install GPS
Buy A New Business System
Simplify Your Strategic Planning
Upgrade Your Software
Outsource Installation
Develop Productivity Measures
Fix Your Web Site
Change Your Corporate Culture

MHEDA MEMBER PROFILE

MH Equipment Company
Passion, integrity, humility feed company’s hunger for success.

OPERATIONS MANAGERS

Smooth Operators
Fighting fires and playing psychologist are all in a day’s work for an operations manager.

MANUFACTURER-DISTRIBUTOR RELATIONS

Effective Distributor Management Of Supplier Relationships
There is opportunity in those relationships.
By Gary T. Moore

SALES & MARKETING

The Sales Professional
10 requirements for becoming a sales master
By Don Buttrey

The Effects of Discounting
Improve margin through proper pricing controls.
By Graham Foster

INDUSTRIAL TRUCKS

Diagnostic Software
Without access, distributors are leaving money on the table.

MONEY MATTERS

All Customers Are Not Created Equal
Should you “fire” unprofitable customers?
By Albert D. Bates, Ph.D.

ENGINEERED SYSTEMS

Sort It Out
Determining the best sortation method for your customer
By Gordon Hellberg

TECHNOLOGY ADVISORY

Don’t Fight The Speakerphone!
Video and audio conferencing tips
By Nancy Friedman

HUMAN RESOURCES

Zap The Gap
Managing, training and maintaining your sanity with the new generation
By Meagan Johnson