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The Why and How of Twitter
By Mark Juelich On March 21 Twitter celebrated its 6th birthday. For those of you who may not be familiar with Twitter, it is a social media website and social network often described as a “microblog.”...
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Compensation
Are Your Sales Representatives Satisfied? By Mike Emerson A recent survey of wholesale distributors by Robert W. Baird and Company found that nearly a third of distributors are dissatisfied with their...
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Social Media and Search Engine Marketing
A Plan and a Process By Brian Bluff Material handling companies routinely ask two questions about Internet marketing: “How do we develop a search engine marketing and social media plan that delivers...
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Critical Sales Leadership and Coaching Skills
By Don Buttrey Sales professional management can be a daunting challenge and is unique compared to the management of other groups of people. Sales professionals have jobs that require self-motivation...
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Going Above and Beyond
Distributors and suppliers collaborate to exceed expectations By Steve Guglielmo MHEDA members are notorious for the level of knowledge, insight and professionalism they bring to a customer. When MHEDA...
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Get Your Game On
Listen To Your Customers By Norm Clark Faced with continued economic uncertainty and an ever-changing business environment, it is important to really understand our customers’ businesses and how they...
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2013 Exhibitors’ Showcase
More than 80 MHEDA members will display their latest products and services during the 2013 Exhibitors’ Showcase Monday, May 6 from 9:30 a.m. to 12:30 p.m. at the JW Marriott Desert Springs Hotel in...
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An Expert, Advisor, Resource and Single Point of Contact
By Warren Greshes I recently conducted a webinar on “Effective Prospecting Skills.” As part of the process, attendees were able to type in and submit questions online before and during the webinar. The...
View ArticleWhat Looks Good on Paper
By Doug Cartland I’m not kidding… A contractor needed to tear down a house to start a new construction a few years ago in Georgia. He showed up, looked the job over, revved up his machinery and...
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Search Engine Marketing Value Proposition
How Big is the Opportunity and How Much Will it Cost? By Brian Bluff Generating more leads is the first step to growing sales. In the absence of an ecommerce enabled website, an Internet marketer’s job...
View ArticleMHEDA Suppliers Recognize Best of the Best Dealers
MHEDA is proud to recognize its members who have been identified by their manufacturers and suppliers as Top Distributors. MHEDA distributors are routinely ranked among the best in the world. The...
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Professional Skills for Material Handling Distributor Sales Managers
By Gary T. Moore In the 1992 movie Glengarry Glen Ross, actor Alec Baldwin portrays a hard-nosed sales manager. His basic sales management skill is to threaten and intimidate salespeople! In the 1934...
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Collaboratively Solving Any Issue
MHEDA dealers and suppliers team up to solve customers’ most complex issues. By Steve Guglielmo There is a reason that MHEDA members are the most well-respected companies not only in the material...
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Getting to the Top: Selling to the C-Level Executive
To sell big, stop thinking small By Barbara Geraghty Last year, I achieved a dream when I moved from California to Colorado. Every day I gaze at the Rocky Mountains, with 50 peaks more than 14,000 feet...
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Want to Grow? MARKET!
By Alex L. Goldfayn Here’s a simple, tragic truth about the vast majority or distributors and manufacturers: not enough prospective buyers know about your company and the wonderful things you can do to...
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2014 Exhibitors’ Showcase
More than 80 MHEDA members will display their latest products and services during the 2014 Exhibitors’ Showcase on Monday, May 5 from 9:30 a.m. to 12:30 p.m. at the Loews Portofino Bay Hotel At...
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Six Secrets of Top Performers
By Jim Facente Pop quiz: Why are some dealers so much more profitable than others? Creative Sales Solutions, the company that administers the MHEDA Mystery Shopping and Sales Training program, has the...
View ArticleA Powerful Marketing Advantage: Your Company’s Anniversary
By Brian Bluff Successful companies have long realized the value of advertising their anniversary. Every year, firms around the world celebrate their nth anniversary, yet few use it for a marketing...
View ArticleMHEDA Suppliers Recognize Dealers of Distinction
MHEDA is proud to recognize its members who have been identified by their manufacturers and suppliers as dealers of distinction. MHEDA distributors are routinely ranked among the best in the world. The...
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16 Tools to Build Your Service Labor Business
The sweet sixteen that will make you dramatically more profitable. By Walter J. McDonald, President, The McDonald Group, Inc. Material handling dealers want and need to know how to improve service...
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