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Tag Archives: The Rules Have Changed

Innovating Parts Delivery

J.M. Equipment is moving into a new facility and headquarters in Manteca, California. Located on the seven-acre site of a former Chevrolet car dealership, the new 32,000 sq. ft. facility has several benefits for our operations. First and foremost, it’s a much nicer facility. It has a beautiful showroom, ample parts storage and nice service bays. I call it our ...

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Credit Policies

We feel that we have always had strong credit policies. But over the last 18 months, we have further tightened our policies and toughened our standards.  The biggest change we’ve made is becoming more careful about customer background checks. We pull credit reports on all new accounts, of course, and we’ve extended that to include accounts that were previously set ...

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Embracing Social Media

About a year ago, our IT and marketing manager, Brian Harrington, proposed that our company should get involved with social media. He definitely had to sell me and my brother Trevor, our vice president, on the benefits of doing so, but his proposals made sense. His willingness to take the reins on the project convinced us. As IT and marketing ...

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Take Advantage Of Green Opportunities

The green movement continues to have an increasing impact on end-users of material handling equipment. As companies look to reduce costs, energy consumption is one area where distributors can help their customer realize savings. One trend becoming more and more common in engineered systems installations is the use of energy-saving conveyors. The motors that drive an automated material handling system ...

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Product And Customer Diversification

Diversity is something that people talk a lot about, but when it’s time to “put up or shut up,” often it’s easier to stay the same. Last year, however, Springer Equipment Company decided it was time to make a change. We decided that it was necessary to go after a new type of customer in order for us to make ...

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Becoming A Dual Line Distributor

Since 1944, Arnold Machinery Company focused on selling one primary line of new equipment-forklifts from Hyster Company. That relationship has been great over the years, but now the rules have changed. NACCO Materials Handling Group, the holding company that owns Hyster and Yale Materials Handling Corporation, decided, late in 2009, to allow interested distributors to sell both brands through one ...

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Rental Best Practices

To be successful as a material handling distributor now and in the future, you must be good at the rental business, both short-term and long-term. Fellow distributor Bill Rowan, president of Sunbelt Industrial Trucks in Dallas, Texas, may have said it best: “Profits from rentals and used equipment will drive distributors out of the recession.” The problem is, many distributors ...

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Lean Operations

5S is a Japanese management strategy that is designed to increase efficiency. The first step is Sorting, in which we took inventory of each department. We found items that we’d had for decades that had no real value and created clutter and additional work. We determined each item’s value. If it did not have value for our business, was it ...

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The Rules Have Changed

  The last two years have been a wake-up call for many people in the material handling industry. In many cases, the economic slump has caused less purchasing, extended payment cycles, and even bankruptcies and closings. It has affected our customers and our customers’ customers. Some say the bullish days of the mid-2000s are gone forever. What used to be ...

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