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Fourth Quarter 2010 Contents

Teamwork Seals The Deals
Sales Success Stories illustrate industry’s resilience in tough times.

What Really Drives Your Top Performers
Engage your top producers and replace those who don’t have what it takes.
By Patrick Sweeney

10 Tips To Better Pricing
Setting the right price is a key to success.
By Rafi Mohammed, Ph.D.

You Can Win This Price War
Are you working as hard to hold the line on prices as the buyer is to whittle your margins?
By Tom Reilly

Taking It To The Streets
Distributors already hold the key to improve their visibility.
By Paul Bilson

Sales Success On The Web
Five proven methods to sell material handling equipment online.
By Art Arellano


Crossing Over
Systems integrator Cross Bros. Co. has been growing and thriving across six generations.


Continuing Education
ESS Group branch manager never stops learning and improving.
By Danny Ross


Creating A Social Media Policy
Considerations for diving into the social media pool
By Joshua Smith


Happy Anniversary!
Congratulations to companies reaching milestones in 2010


Making An Acquisition
The story of one distributor’s decision to form a new company.
By Duncan Murphy


On The Wire
A breakdown of an often misunderstood product.
By Steve Johnson


The Life Of A Tire
An analysis of how forklift tires get from the manufacturing plant to the end-user and, sometimes, back again.

Tires And The Material Handling Distributor
Forklift dealers are divided on how to sell tires.

The Major Players
Snapshots of material handling tire suppliers.

Tires As A Sales Strategy
Forklift tires can be both a profit producer and a sales differentiator.
By Michael Sain


Selling In 2010 Makes Good Tax Sense
Tax advantages dictate that company sales happen before the end of the year.
By Bart A. Basi

Chopping Versus Pruning
Programs for reducing inventory and accounts receivable
By Albert D. Bates, Ph.D.

Be Prepared
Are you ready for the financial upturn?
By Abe WalkingBear Sanchez


President’s Perspective

From The Desk Of Liz Richards

Letters to the Editor

Ask Your Board


Anniversary Scrapbook

Forklift Tire Distribution

MHEDA Milestones

Critical Impact Factors

The MHEDA Journal is published quarterly: Winter, Spring, Summer and Fall. Subscription rate is $40.00 annually.
Not-for-profit and charitable organization rate is $40 annually. MHEDA members receive this magazine as part of their dues.

Executive Editor Liz Richards • Managing Editor Carole Jesiolowski • Senior Editor Christopher Powers
Editors Dan Vest • Devin O’Toole • Steve Guglielmo • Rebecca Hein • Susan Freibrun • Joanne Piacenza • Cindy Thoren
Production Editor Linda Gill-Jones • Print Design Paul Brunell • Online Design Jacob Rogers

Editorial correspondence should be sent to Liz Richards, Managing Editor, Material Handling Equipment Distributors Association, 201 U.S. Highway 45, Vernon Hills, IL 60061-2398; telephone 847-680-3500; fax 847-362-6989. Advertising correspondence and materials should be sent to Judy Flanagan, Data Key Communications, Inc., 5794 Widewaters Parkway, Dewitt, NY 13214; telephone 315-445-2347; fax 315-445-9336.