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Sales and Marketing

What Does a Winning Sales Strategy Look Like in 2015?

By Ryan Estis The sales techniques that most small business owners and sellers relied upon ten (or even five) years ago have stopped working. Customers have changed. We’re living in the middle of a major market transformation. Sales are changing more right now than it has in the past 100 years. Today, selling is about getting referred and getting found. ...

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Never Drop Your Prices Again!

How to stop selling on price By Marc Wayshak I was recently at Lord & Taylor with a close friend of mine when she held up two pairs of high-heeled shoes. Both pairs were black, appeared similar and looked pretty to me. “What do you think each pair of shoes costs?” she asked. “Well, this is a nice place, so ...

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Omni-Channel Retailing

The trend toward regional distribution and same-day delivery By Dave Lodwig, Systems Manager, W&H Systems In the past, retailers built two types of distribution centers, one (or two) on the East and West coasts of the US to handle store fulfillment, and another to handle strictly e-commerce. These distribution centers were built to handle their own specific type of fulfillment ...

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Personal/Professional Relationships

By Gary Moore When I entered industrial sales from an engineering background, I assumed if I just showed the customer the features, advantages and benefits of my product, they would get the point and buy from me with maybe just a little price negotiation. Even before Excel, I thought it was all about the spread sheet. When I heard veteran ...

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16 Tools to Build Your Service Labor Business

The sweet sixteen that will make you dramatically more profitable. By Walter J. McDonald, President, The McDonald Group, Inc.  Material handling dealers want and need to know how to improve service labor sales and profitability. To them, until now, nothing seemed to work very well. I have just completed four consulting projects for equipment dealers and a series of five ...

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MHEDA Suppliers Recognize Dealers of Distinction

MHEDA is proud to recognize its members who have been identified by their manufacturers and suppliers as dealers of distinction. MHEDA distributors are routinely ranked among the best in the world. The affinity programs, education and networking opportunities, publications and more that the Association offers are valuable resources for material handling distributors. With MHEDA’s resources at their disposal, these already ...

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Six Secrets of Top Performers

By Jim Facente Pop quiz: Why are some dealers so much more profitable than others? Creative Sales Solutions, the company that administers the MHEDA Mystery Shopping and Sales Training program, has the answer. As a specialist in mystery shopping and sales training, Creative Sales Solutions (CSS) has mystery shopped thousands of parts, service and rental employees representing every major manufacturer. ...

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2014 Exhibitors’ Showcase

More than 80 MHEDA members will display their latest products and services during the 2014 Exhibitors’ Showcase on Monday, May 5 from 9:30 a.m. to 12:30 p.m. at the Loews Portofino Bay Hotel At Universal Orlando in Orlando, Florida. 3D Storage Systems Booth # 407 Newmarket, Ontario, Canada — 3D Storage Systems has grown to become one of the largest ...

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