Second Quarter 2008 Contents

What Makes A Best-In-Class Supplier

Distributors Uncensored

Manufacturers Talk Back

Meet The Manufacturers Board Of Advisors

Sell More Effectively Through Distributors
By Gary T. Moore

Working With Distributor Management
By Michael J. Boyle

Distributor Sales Reps
By Tim Horan

Are You Thinking What I’m Thinking?
By Peter Rice


MHEDA MEMBER PROFILE

Orlando companies thrive on experience.

Mid-Florida Forklift

Professional Materials Handling

YOUNG LEADER PROFILE

A Passion For Leadership And Learning
Positive attitude and ongoing education prove valuable for Mark Juelich.

GREEN POWER

Green Battery Charging
Save energy by choosing the correct charger for your customer.
By Jim Keyser

Hydrogen Forklifts
Studies into alternative fuels for lift trucks heat up

INDUSTRIAL TRUCKS

The Bucks Stop Here, We Hope!
Make your forklift training program a revenue stream.
By Rob Vetter

BEST PRACTICES

Differentiate Or Die
A six-step process to distinguish your business from the rest
By Sam Geist

Managing Interruptions
Seven rules for regaining your productivity
By Steve McClatchy

HUMAN RESOURCES

Employment Agreements
What to expect with offer letters, non-competes and confidentiality agreements.
By Nancye Combs

Lessons From The Cubicle Farm
Worker expectations are affected by popular culture. Here’s how you can relate.
By Steven S. Little

Keep Your Biggest Assets Smiling
Secrets for year-round employee satisfaction
By Ilene Phelan

Selling Through Hard Times
Tips for sales managers

SALES & MARKETING

Critical Sales Leadership And Coaching Skills
Best practices for managing sales professionals
By Don Buttrey

MONEY MATTERS

Managing Your Workers’ Compensation Costs
Don’t wait until accidents and injuries occur.
By Thomas W. Eynon

Your Experience Modification Factor
Understand this critical component of Workers’ Comp premium calculation.
By R. Scott Wolff

Avoiding Fraudulent Credit Card Transactions
Tips to protect your distributorship
By Teri Nock Hunter

BEHIND THE SCENES

The Deans of MHEDA University
Convention planners AnnaMaria Kendall and Susan Freibrun work to educate members.