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4th Quarter 2013

C O V E R   S T O R Y
4Q 2013 CoverCollaboratively Solving Any Issue 
2013 Sales Success Stories. MHEDA dealers and suppliers team up to solve customers’ most complex issues.
By Steve Guglielmo

2014 Critical Impact Factors
Trends and challenges that the industry will be facing in the coming year.

Industry Legend Howard Bernstein Gives Back
Bernstein is committed to his educational foundation, of which multiple scholarships are just the beginning
By Steve Guglielmo




A Core of Faith and Integrity
W.W. Cannon Member Profile
By Steve Guglielmo

At Work
Sales Planning and Marketing Manager Rich Curtis


Want to Grow? MARKET!
By Alex L. Goldfayn

Getting to the Top: Selling to the C-Level Executive
By Barbara Geraghty


President’s Perspective

From The Desk Of Liz Richards

Ask Your Board


Greening the Supply Chain through Systems Thinking and Collaboration
By Julie Urlaub

Risk Management
By Jayme Bates


A Totally Mental Makeover
By Michael C. Anthony


Field Service Technicians Go Mobile
By Heather Angus-Lee



 The online Member Profiles of the following companies will give you more insight into some of MHEDA’s 2013 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 2012 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 – Christine Cusatis Editors – Susan Freibrun • Steve Guglielmo  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.