What Does a Winning Sales Strategy Look Like in 2015?

By Ryan Estis The sales techniques that most small business owners and sellers relied upon ten (or even five) years ago have stopped working. Customers have changed. We’re living in the middle of a major market transformation. Sales are changing more right now than it has in the past 100 years. Today, selling is about […]

The Shift: A Force of Change in the New World of Work

By Seth Mattison At FutureSight Labs we spend a lot of time thinking about the future of work and relationships. The people stuff that keeps leaders awake at night. One of the ways we keep a close pulse on these fronts is by talking to those in the trenches. Each year we conduct 250+ one […]

Rock Stars Create Unique Experiences

Enhancing your value proposition By Jim Knight I’ve never been a big fan of mediocrity. Not in society and certainly not in any portion of my life. Yet, I see it everywhere. No matter where I go—in retail, auto repair, healthcare and even hospitality—I constantly experience blah interactions with businesses. So many companies are just […]

The Benefits and Hazards of Working in a Family Business

Having it both ways – a successful business and a happy family By Buddy Smith In 1989, my father gained ownership of Carolina Material Handling Services. At the time, I was working in the banking industry and within a few months he approached me and asked if I would join him and my brother in […]

Growth As Strategy

How to strategically plan and execute a growth strategy By Jerry Weidmann Successful, profitable growth at a rate greater than the economy grows requires strategic planning. Strategic planning is a critical component of running a successful business. It is one of our core tenets at Wisconsin Lift Truck and it is one of the pillars […]

Industry Pulse: 2nd Quarter 2015

@ Work: Product Marketing Manager

Name: Sarah Fiola Company: Tri Lite, Inc. Location: Chicago, IL Years: 2 I started my career at Tri Lite as a part-time consultant designing an informational packet for distributors about our LED Loading Dock Lights and the energy rebates they could qualify for if the customer’s purchased them. It was a complex task but with […]

Ahead of the Curve

Cisco-Eagle’s ability to identify market trends has helped them become an industry leader. By Steve Guglielmo Warren Gandall is a visionary. As the Chairman and CEO of Cisco-Eagle, Inc., (Dallas, TX) Gandall has overseen decades of growth and prosperity of one of the material handling industry’s leading innovators. In 1970, Gandall was working as a […]

Identifying and Training Successors

“How do you go about identifying and qualifying successors within your company, not only for the owners but also for those in key management positions as well?” – Connie Costner, President Mathand Material Handling Systems, Woodstock, GA   Scott Hennie, President, Elite Supply Chain Solutions, Hudson, OH This is an on-going conversation at the MHEDA […]

Convention – 60 Years of Getting Together

By Mark Milovich, 2015 MHEDA President Sixty years ago, on May 16, 1955, roughly 60 distributors assembled at the Morrison Hotel in downtown Chicago for the first time as a trade association. The order of business for this first meeting was to elect a Board of Directors and establish the bylaws of the Material Handling […]