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Money Matters

MHI Predicts Modest Slowdown in Material Handling Equipment Manufacturing in 2016

By George Prest, CEO, MHI After experiencing near historic highs in 2015 for Material Handling Equipment Manufacturing (MHEM), MHI predicts a modest slowdown in U.S. material handling equipment manufacturing in 2016. MHEM orders are expected to be $31.1 billion in 2015, but fall in 2016 by 11.3 percent to 27.6 billion. Domestic Demand is expected to be 30.7 billion in ...

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MHEDA Suppliers Display Restrained Optimism

By Chris Powers On these pages last year, MHEDA Suppliers predicted heady times and spoke of possible revenue records to be set in 2015. Many suppliers brought those expectations into fruition, as 2015 was by and large a positive one for the industry. The outlook is still positive for 2016, although MHEDA Suppliers are a little more measured with their ...

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Slow Growth Forecasted for 2016

MHEDA dealers across North America anticipate growth, though not as robust as years past By Steve Guglielmo Every year, the 1st Quarter issue of The MHEDA Journal is devoted to forecasting the industry for the year to come. To do this, we not only get forecasts from our partner associations like MHI (page 65), ITA (page 66), MAPI (page 72) ...

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Pricing the Forgettable Last Five Percent

By Dr. Albert D. Bates, President, Profit Planning Group Most distributors continue to lament the pervasive, and possibly increasing, pressures on gross margin percentages. Seemingly, price is outweighing almost every other factor in the competitive arsenal. At the same time, gross margin is one of the “big two” in increasing profits for distributors (the other being operating expenses). This creates ...

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Facing Inflation

Keeping your company prepared for an inflationary environment By Steve Guglielmo and Mike Vaughan “The industry may be facing an inflationary environment within the next 3-5 years and members need to understand and be prepared to operate their businesses during these conditions.” – MHEDA 2015 Critical Impact Factor Number 12 The past four years have been a renaissance for MHEDA ...

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Turning Sales into Profit

Takeaways from MHEDA’s DiSC Report By Al Bates Every analysis of distributor profitability comes to the same conclusions: Three key factors drive profitability. Those factors are (1) the ability to increase sales a little faster than inflation, (2) the ability to maintain an adequate gross margin in the face of competitive pressures and (3) maintaining control of expenses, especially payroll, ...

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Growth As Strategy

How to strategically plan and execute a growth strategy By Jerry Weidmann Successful, profitable growth at a rate greater than the economy grows requires strategic planning. Strategic planning is a critical component of running a successful business. It is one of our core tenets at Wisconsin Lift Truck and it is one of the pillars that MHEDA is built on. ...

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Benchmarking, What’s it All About?

By Robin Currie If you’re a member of a Currie Management Consultants, Inc. Best Practices Group, or if you’ve attended the annual Material Handling Equipment Distributors Association, you’ve likely heard Bob Currie lecture on the importance of benchmarking. A Benchmark is defined as a standard against which the performance of a company can be measured. Historically, benchmarking became widely recognized ...

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Design of the MHEDA DiSC Report

The Helicopter View By Robin Currie People—every equipment distribution company’s best asset.  Your staff can also pose your company’s biggest challenge as well.  One way to best understand your employees is to gain some knowledge about Karl Jung and the Myers-Briggs Type Indicator.  These theories assist us in learning about ourselves and others through 1 of 16 four-letter type references.  ...

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Fleet Centricity and Finance Partners

By Theo Rennenberg Many manufacturers and their dealer networks are challenged by two seemingly opposing needs related to large fleet and major account customers: 1. How to develop and execute innovative solutions that lower their customer’s Total Cost of Ownership (TCO); and 2. How to sell new and used equipment in order to maintain market share that will generate more ...

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