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Sales and Marketing

A Dozen Rules for World Class Customer Service

By Christine Corelli There are no secret handshakes; no passwords; and no dues into the club of what I call World Class Dealer Service. Nor are there guarantees, but the odds of success as a material handling distributor improve among the dealers who not only acknowledge but embrace and practice these fundamental principles – which I offer more as reminders ...

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The Digital Evolution

At the 2018 MHEDA Convention, MHEDA hosted a Member Panel Discussion on The Digital Evolution. The discussion was comprised of digital marketing experts: Lisa Brink, Marketing Director, Riekes Equipment, Brian Bluff, CEO and co-founder of Site-Seeker, Mike Edmonds, Director of Marketing/Business Dev., Eastern Lift Truck Company, Inc., David Steinberg, Co-Founder of Adpearance, and Scott Stone, Director of Marketing, Cisco-Eagle, Inc. ...

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Confident Communications

By Amy Kinnaird You may not like it, but we’re always being judged. Consciously or unconsciously everyone judges. It may be how you look or what you say or how you say it. We communicate with our words and our body and our voice. And since you communicate all day, every day, you’re making an impression on the people around ...

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Data-Driven Techniques to Transform your Digital Marketing

By Nick Reid In this rapidly-changing digital age in which we live, it can be a challenge for dealers, OEMs, and distributors to keep up with new marketing techniques in addition to all the other hats they wear. However, savvy business01 managers have made staying up to date a priority. As the capabilities have expanded, the digital marketing opportunities have ...

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Can You Still Compete on Your Value Added?

By Paul Reilly Sales organizations are facing familiar challenges at unprecedented levels. There are top-line pressures impacting your organization’s profitability. These topline pressures include “sameness,” technology, and a culture of cheap. “Sameness” is the commoditization of products and services. “Sameness” is a combination of blending in and a lack of differentiation. Organizations sound, look, and feel the same. If everyone ...

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Upside, Profiting from the Profound Demographic Shifts Ahead

By Kenneth W. Gronbach I went to school at California State University at Long Beach. With 35,000 students, it was a great place to remain anonymous. Ironically, I was recruited out of the graduate program by Volkswagen of America, Inc. This was my first real taste of marketing and the automobile business. I loved it, but I didn’t love Southern ...

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2018 Sales Success Stories: Unique Solutions to Unique Challenges

MHEDA members are known throughout the industry for taking on any challenge, big or small. But what differentiates a MHEDA member from other companies is the willingness and aptitude to tackle the unexpected obstacles. Unique challenges require unique solutions and our members have the experience to bring those solutions to life. Read the 2018 Sales Success Stories by clicking here.

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From Charismatic Persuader to Knowledge Broker: The Evolving World of Sales

The impact of accelerated change in the business environments of most companies is undeniable. Disruptive technologies, lower barriers to competitor entry, shifting needs and expectations of customers, macroeconomic conditions and impact of numerous geopolitical events are some of the variables that now require most companies to be in a state of constant evolution. This accelerated rate of change impacts just ...

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Unique Solutions to Unique Challenges

MHEDA dealers and suppliers adapt to the new wants and needs of customers MHEDA members are known throughout the industry for taking on any challenge, big or small. But what differentiates a MHEDA member from other companies is the willingness and aptitude to tackle the unexpected obstacles. Unique challenges require unique solutions and our members have the experience to bring ...

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Quitting 101

By Buddy Smith, 2017 MHEDA Chairman of The Board In this issue, we celebrate sales success stories from our dealers. The sales process has changed a good bit over the last few years. It is longer and more scrutinized than ever before. It seems that a sales person needs to utilize different skills in today’s world such as financial acumen, consensus ...

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