4th Quarter 2012

C O V E R S T O R Y

Going Above and Beyond
2012 Sales Success Stories. When MHEDA members collaborate, they are sure to find solutions to every challenge.
By Steve Guglielmo

Happy Anniversary!
MHEDA congratulates member companies celebrating a milestone anniversary in 2012.

2013 MHEDA Critical Impact Factors
Material handling professionals must be prepared to address the factors impacting their organizations today and in the coming year.

The Value of MHEDA-NET
How MHEDA-NET can help you grow your business
By Mark Juelich

MHEDA MEMBER PROFILE

A Unique Perspective
Sunbelt Industrial Trucks understands both sides of the manufacturer-distributor relationship.

At Work
Territory Manager Luigi Marnoni

Social Media

Social Media and Search Engine Marketing
Developing an Internet marketing plan.
By Brian Bluff

DEPARTMENTS

President’s Perspective

From The Desk Of Liz Richards

Ask Your Board

MONEY MATTERS

Expanding Service Department Metrics
Digging deeper to analyze service department performance.
By Matthew Hicks

SALES & MARKETING

Compensation
Are your sales representatives satisfied?
By Mike Emerson

Critical Sales Leadership and Coaching Skills
Teach and provide the structure, tools and disciplines needed o assure that your salespeople are capable of doing the right things.
By Don Buttrey

ONLINE EXCLUSIVES

• The online Member Profiles of the following companies will give you more insight into some of MHEDA’s 2012 Board members: AHS, Bode Equipment Company, Conveyor Solutions, Hy-Tek Material Handling, Morrison Industrial Equipment, PeakLogix and Reikes Equipment Company.

• How did you do? Read the 2011 Industry Forecast to review the past year.

The MHEDA Journal is published quarterly: Winter, Spring, Summer and Fall. Subscription rate is $40 annually. Not-for-profit and charitable organization rate is $40 annually. MHEDA members receive this magazine as part of their dues. The MHEDA Journal is published by the Material Handling Equipment Distributors Association, 201 U.S. Highway 45, Vernon Hills, Illinois 60061-2398.

Executive Editor – Liz Richards Managing Editor – Leslee Masters Editors – Susan Freibrun • Rebecca Hein • Joanne Piacenza • Cindy Thoren

Editorial correspondence should be sent to Liz Richards, Executive Director, Material Handling Equipment Distributors Association, 201 U.S. Highway 45, Vernon Hills, Illinois 60061-2398; telephone 847-680-3500; fax 847-362-6989. Advertising correspondence and materials should be sent to Drew Jasinski, Naylor, LLC, 5950 NW 1st Place, Gainesville, Florida 32607; telephone 352-333-3434; fax 352-331-3525; email djasinski@naylor.com.