|
 |
 |
- Solution Selling In A Flat World [Spring 2009]
The Design for Six Sigma methodology is an approach to strategic account management that involves five steps: define, measure, analyze, design and verify.
- Sales From Another Perspective [Spring 2009]
By looking at sales and selling from a different perspective, salespeople can increase their productivity and maximize efficiency.
- Prospecting [Fall 2008]
For a sales professional, prospecting involves looking for new customers and looking for new decision-makers at existing customer locations.
- Selling Warranty Contracts [Fall 2008]
Selling service contracts along with a forklift or other piece of material handling equipment offers benefits to forklift dealers and end users.
- Who Am I?
[Fall 2008]
Customers in today’s material handling market are more educated and more knowledgeable than previous generations, and expect a higher level of service from their material handling distributor.
- The Bane Of Salespeople
[Fall 2008]
Customers object to product prices for a number of reasons including attitude-based reactions, emotional objections and ego-driven objections.
- Selling Excellent Service [Summer 2008]
Selling service is critical to maintaining sales and ensuring long-term sales success in the material handling marketplace.
- As Doors Close, Windows Open [Summer 2008]
Slow economic times offer opportunity for material handling distributors to supplement sales with new forklift maintenance programs and other incremental sales.
- Overcoming A Selling Slump [Summer 2008]
Sales slumps can be broken by reversing negative thinking, getting back to basics, adapting to the market environment, being creative and focusing on relationships.
- Hiring A Sales Trainer [Summer 2008]
Hiring a sales trainer can increase a sales team’s efficiency, but the employer must evaluate the strengths and weaknesses of the team and determine what type of training the employees require.
- Does Your Sales Team Sell Products or Solutions? [Winter 2008]
Offering a customer creative ideas that are solutions to problems is a more effective selling strategy in the material handling industry than simply offering a product.
- The Lost Art Of Persuasion [Fall 2007]
Presenting ideas in an appealing manner, such as with PowerPoint, increase the effectiveness of a presentation, particularly when images are used.
- Hey, The Truck Is Going Right By There Anyway [Summer 2007]
Incremental sales are sales that can be made without incurring any increase in expenses, such as delivering to another customer within the same area as a scheduled delivery.
- The Effects of Discounting [Spring 2007]
Customers in the material handling market vary in their level of importance and profitability and pricing should be adjusted to reflect this variation.
- Change Your Sales Approach [Fall 2006]
A sales approach should focus on communication with the customer to determine their material handling needs and offer a new approach.
- Search For The Silver Bullet [Fall 2006]
Scheduling a next step with a customer is the most effective sales tool available to a material handling salesperson because it ensures further contact with the customer.
- Sales Force Pricing [Fall 2006]
Stockholm Syndrome in sales occurs when distributor salespeople identify with their material handling customers and lower prices out of empathy.
- Sell Like A Change Agent [Fall 2005]
Practicing value-based selling leaves a customer with little to differentiate between you and a competitor other than price.
- 12 Ways To Make A Better Presentation Than Anyone Else [Spring 2002]
Making a persuasive and effective presentation proves to an audience that your product is superior and you offer higher quality than the competition.
- Formal Sales Negotiation [Winter 2000]
Salespeople engage in both formal and informal negotiations, but must be aware that they are constantly negotiating with a customer, whether it is formal or not.
- Only A Fool Learns By His Own Experience [Fall 2000]
There are varying levels of experience and competence in sales, and good salespeople advance to higher levels by learning from those with experience.
|
 |
- Critical Sales Leadership And Coaching Skills [Spring 2008]
For material handling management professionals, the management of a sales force can be a daunting task. Keeping material handling sales professionals headed in the right direction can be simpler if you follow these steps.
- Sales Lead Management Strategies [Winter 2005]
Material handling companies are generally stocked with effective warehouse equipment salespeople. However for those salespeople to be truly successful a material handling distributorship must maximize their lead management
- Proactive Sales Management [Spring 2004]
Many material handling sales managers are running the risk of turning their job into a reactive one where they spend their time responding to things when they should be out there m aking things happen.
- Goal Setting And Your Salespeople [Spring 2004]
One thing every material handling sales manager should spend significant time doing is setting goals with their material handling sales staff. Goals give salespeople something tangible to work for.
- The New Breed of Managers [Spring 2004]
Recently, key leaders in the material handling industry were asked to discuss the traits all new managers must possess to succeed. The results of this material handling survey may surprise you.
- Profile Of A Sales Manager [Spring 1999]
The life of a material handling sales manager is a fast-paced and complicated one. R.H. Brown Co.’s Scott Larsen knows this first hand as he is currently leading his company’s sales efforts into the next millennium.
|
 |
|
|
 |
- Marketing On A Tight Budget [Spring 2009]
Marketing in difficult economic times creates an opportunity to maintain market awareness and gain an advantage over competitors.
- Changing A Negative Into A Positive [Spring 2009]
The challenging economy presents an opportunity for material handling distributors to increase marketing at a crucial time and maintain financial success.
- Marketing Your Dealership [Fall 2008]
MasterLift recognized the importance of taking risks and innovation when they created their own brand of customizable forklifts targeted towards end-users.
- Doing Business With Uncle Sam [Summer 2006]
MHEDA members are responsible for providing material handling equipment including forklifts and storage products to the U.S. military.
- To Show Or Not To Show...That Is The Question [Spring 2006]
Trade shows offer material handling distributors a chance to showcase their products to a large number of potential customers.
- Street Fighter Marketing [Winter 2006]
Post card mailings are an inexpensive and effective way to market your material handling distributorship.
- Powerful Marketing Strategies That Produce Sales [Fall 2005]
A nine-part sales results marketing strategy to increase your company’s market awareness and boost sales.
- How Do You Know Your Customers Are Satisfied? [Fall 2003]
Customer satisfaction surveys help ensure customer remain satisfied with your service and show a dedication to communication with the customer.
- Customer Events [Spring 2003]
Well-planned and well-organized customer events for material handling distributors are a powerful distributor marketing tool.
- Marketing Plans [Fall 2002]
A material handling distributor’s marketing plan should take into consideration market potential, core research, customer satisfaction and other targeted surveys.
- Trade Show Sales Success [Fall 2002]
Material handling trade shows are an excellent place to increase market awareness and network with customers and potential customers.
- Pre-Call Planning [Spring 2002]
Pre-call planning is a detailed, step-by-step process that involves research and analysis, and can help a salesperson reduce call time and achieve better results.
- Marketing – More Or Less? [Fall 2001]
Marketing should not be put on hold during a down economy. There are twelve items a distributor should focus on when marketing in a slow economy.
- 25 Ways To Do Better Direct Mail [Fall 2001]
Direct mail can be an easy way for companies to waste money if not handled properly. Direct mail is, however, still an effective way to market and communicate a company’s message.
- Powerful Marketing Advantage [Summer 2001]
Company anniversaries offer an excellent opportunity to advertise, promote and demonstrate your company’s value to customers.
- Planning A High-Performance Trade Show Exhibit [Spring 2001]
Successful trade show exhibiting for material handling distributors relies upon extensive planning and organization to present products in the most effective manner.
- Forces That Create Competition [Fall 2000]
The five major forces that drive industry competition are rivalry among competitors, threat of new entrants, pressure from substitute products, bargaining power of buyers and bargaining power of suppliers.
- Effectively Marketing General Lines and Engineered Systems [Fall 1999]
Material handling equipment falls into three categories: forklifts, general lines and engineered systems, each of which has its own sales and marketing strategy.
|
 |
- Bonus Depreciation Rules Set To Expire At Year End [Fall 2004]
The bonus depreciation rules outlined in the Job and Growth Tax Relief Reconciliation Act of 2003 are set to expire. Material handling distributors must act now to save money on expanding their rental fleets.
- Why You Should Lease Your Company Vehicles [Winter 2004]
All material handling distributors are faced with a decision whether to buy or lease their service vehicles. Leasing the vehicles preserves capital and gives material handling distributors more financial flexibility.
- Liability For The Sale Of Used Equipment [Summer 2002]
For material handling distributors, liability concerns are to be taken seriously. Lawsuits can cripple even a well-run company, so staying informed on the topic of material handling liability is a must.
- Long Term Rental Or Lease [Spring 2001]
The difference between a long term material handling rental and a lease are small and hard to spot. It’s often a matter of perspective. Therefore, material handling distributors must understand their customer’s perspective.
- Structuring Leases For Tax Dollars [Fall 1999]
When a material handling distributor is leasing a piece of property, it is of the utmost importance that the distributor structure the lease in such a way that it minimizes tax rates.
|
 |
|
|
|
|
