Home >> Author Archives: Steve Guglielmo (page 30)

Author Archives: Steve Guglielmo

A Core of Faith and Integrity

W.W. Cannon celebrates 75 years of success and looks forward to 75 more. By Steve Guglielmo W.W. Cannon celebrated its 75th anniversary in 2013. The journey that the Dallas, Texas-based distributor has taken since its founding in 1938 has been marked by significant growth, many triumphs and even a few bumps in the road. But one thing has remained constant. ...

Read More »

A Totally Mental Makeover

Success is based on three important strategies, and those who achieve success master all three and use them together to achieve their goals. By practicing each of these three things, you can achieve success that even surprises yourself!

Read More »

Measuring The Marketing Department

“What steps can the marketing manager (or department) take to show their contribution to achieving a company’s market share?” – Lorie Leitner, Sales Support Manager at ProLift Industrial Equipment Co. in Louisville, KY Jerry Weidmann  President  Wisconsin Lift Truck Corp. Brookfield, WI The contribution that a marketing department makes to achieving the company’s market share is based on the functions ...

Read More »

The Value of Partners

By Liz Richards, Executive Vice President, MHEDA Each year, MHEDA profiles Sales Success Stories in the pages of the fourth quarter issue. Since MHEDA’s founding in 1954 and for many years prior, distributors and their supplier partners have been working together to serve the customer by solving problems, offering solutions and achieving “sales success.” Although time has marched on and ...

Read More »

Extraordinary Service

By Jerry Weidmann, 2013 MHEDA President  MHEDA is committed to making its distributor members the most effective and efficient conduit to the marketplace for their manufacturers. In this issue, a number of articles celebrate the success of distributor/manufacturer partnerships in serving customers. The market is changing, but in the end it takes quality distributors and manufacturers to meet the needs ...

Read More »

Increase Your Engagement & Balance Your Life

By Steve McClatchy Work/life balance is one of the most elusive and sought after values in business today. Employers recognize that out of balance or burned out employees can impact morale, engagement, attendance, productivity, retention, quality and even customer satisfaction so the stakes are high. With so much at stake, why has work/life balance been so hard to figure out? ...

Read More »

Recruiting Young Talent

By Bill Rowan An ongoing challenge in our business is attracting and recruiting the younger generation into the material handling industry. And right now, there are terrific opportunities to attract younger talent to our dealerships. A significant percentage of college graduates still are not finding employment. Distributors need to take this opportunity to educate these college graduates about the material ...

Read More »

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 Thomas Wolfe novel You Can’t Go Home Again, a sales manager’s only apparent skill is cheerleading. At the end of an emotional sales speech, he faces the ...

Read More »

Exploring the Equity to Sales Ratio in the Equipment Industry

By Robin Currie Liquidity measures make up a large part of what Currie Management Consultants, Inc. calls the Report Card for the Executive. One important function of the liquidity ratios is that they are used to assist dealer principals in measuring the ease with which their enterprise can repay its short-term and long-term debt obligations. This is done by comparing ...

Read More »