RAVAS launches new and innovative website
On February 22, 2021, RAVAS launches a new and innovative website with one of the main priorities around enhancing its experience and improving digital development. The worldwide manufacturer of mobile weighing systems has redesigned all website areas from internal systems to the latest news and projects surrounding RAVAS. The new website, which is live today, is intended to educate, inform, and provide applicable products for internal and external stakeholders. Enable Digital A digital environment enables us to work more efficiently and create intelligence in the process, which is crucial to our ambitions as we grow during the upcoming years in our current global market. The new RAVAS website encompasses many important pillars: Products translated into solutions Data communication tools And service products The extensive product pages show the complete range of mobile weighing systems and provide case study examples of RAVAS products. However, the solutions are the pillar that matters. Discover our vast list of solutions, such as Pick by Weight and Measure in Motion, which gives our customers a specific package of products, tools, and services that offer a particular solution for every logistical and industrial sector or application. Each solution includes all the sources needed to enhance your material handling situation while including data communication to TMS, WMS, or ERP business systems. Creating Intelligence During the upcoming period, new functionalities will be added gradually to the website to make it easier to find the right mobile weighing system, the best data communication solution, and to order service products. These ongoing functionalities are the next step in creating intelligence. Charlotte Maassen, Marketing & Communications Manager at RAVAS, explains: “The RAVAS mission statement is Creating Intelligence. We believe this applies to our smart mobile weighing solutions and the complete range of services around them and how we work and re-invent ourselves every day. Creating Intelligence is what we stand for, and we want to contribute to the optimization of supply chains and production processes worldwide.” Due to the international character of RAVAS as an organization, the new website has been launched in nine languages.
Motion announces seven management promotions
Motion, a distributor of maintenance, repair, and operation replacement parts, and a premier provider of industrial technology solutions have announced seven recent promotions to key field management positions. Each brings a depth of experience and achievement to further position Motion for success – in providing the best customer experience as well as in attaining Company growth goals. Logan Carden was named Nashville Division Vice President and will be responsible for overseeing the sales growth initiatives of 20 branches located in parts of Indiana, Tennessee, Kentucky, Mississippi, and Alabama. He will report to Chris Pacer, Vice President Group Executive – Central. Mr. Carden joined Motion in 2007, as a member of the Corporate Accounts Support Team. He continued to expand his roles within the Company, ultimately earning a Corporate Account Manager role in 2013 before his move to the field sales and branch operations side in 2019 with a promotion to Branch Manager of Motion’s Evansville, Indiana, location. Mr. Carden was quickly promoted to Sales Manager of the Evansville and Owensboro (Kentucky) locations in March 2020. He graduated with a Bachelor of Arts Degree from Huntingdon College in 2006 and later earned his MBA from the University of North Alabama. Originally from Birmingham, Alabama, Mr. Carden is currently based in Indiana after making the move with his 2019 promotion. Bill Carroll was promoted to Vice President of the new Philadelphia Division (Pennsylvania, New Jersey, and West Virginia), which was strategically established to serve and further the significant growth in the East Group’s territory. He will be responsible for overseeing 13 branches’ sales and guiding their market growth and will report to Phil Donnelly, Vice President Group Executive – East. Mr. Carroll most recently managed the Philadelphia branch, and in his career has held a variety of managerial, sales, and support positions in the Company and in its industry. He started in 1989 with Eastern Bearing of New Jersey, which Motion acquired in 1999. During his Motion tenure, Mr. Carroll has managed four different branch operations in New Jersey and Pennsylvania. He has also worked in Motion’s Corporate Accounts organization in a Compliance Manager role. Originally from Pennsylvania, Mr. Carroll is based near Philadelphia. Tami DeWeese will assume leadership of the Pacific Northwest Division as its Vice President. In her new role, Ms. DeWeese will oversee the sales growth, strategy, and operations of 19 branch and shop locations. She will report to Jeremy Barton, Vice President Group Executive –West. A native of Washington state, Ms. DeWeese started with Motion in 2014 as a Branch Manager for Motion’s Portland (Oregon) branch, and in 2016 took on the added responsibility of the Longview, Washington, branch. Prior to joining Motion, she was the President of a process pump company for 13 years. Dan Pike was promoted to St. Louis Division Vice President and will be responsible for the sales growth and strategic management of 17 branch operations throughout Missouri and Arkansas. He will report to Austin Amos, Senior Vice President Group Executive – Midwest. Mr. Pike began his career with Motion in 1991 as a Corporate Trainee, and his tenure has included various positions within the Company including Account Representative, Fluid Power Specialist, Branch Manager, Corporate Account Manager, and most recently as Area Vice President Corporate Accounts for the Midwest Group. He is a native Floridian and a graduate of the University of Florida with a degree in Marketing. Dave Purvis was named Midwest Group Area Vice President, replacing Dan Pike in that role. Mr. Purvis will be responsible for leading the Midwest Group Corporate Accounts Team, which involves managing existing corporate account relationships and driving new growth opportunities. He will also be responsible for providing corporate account partners with Motion’s full offering of services and solutions to reduce these partners’ Total Cost of Ownership. He will report to Austin Amos, Senior Vice President Group Executive – Midwest. Mr. Purvis started his career with Motion in 1991 at the Mattoon, Illinois, branch and has held various positions within the Company, including Warehouse Manager, Operations Manager, and Account Manager. In 2011, he was promoted to Corporate Account Manager. Prior to joining Motion, Mr. Purvis attended Eastern Illinois University. Originally from Illinois, he is currently based in Decatur. Steve Kammeyer was named Area Vice President for Corporate Accounts, West Group. In his new position, he will directly engage with field personnel and leadership in creating and developing internal and external sales-driven initiatives, with a focus on corporate account customers. Mr. Kammeyer will report to and work closely with Jeremy Barton (Vice President Group Executive – West) in the execution of these efforts. Beginning his career with Motion in 1986, Mr. Kammeyer has held various roles within the branch structure including Warehousing, Customer Service, Outside Sales, and Branch Manager before being promoted to Corporate Sales Manager in 2012. An Arizona native, he is based in Phoenix. Lisa Solomon was promoted to Area Vice President for Corporate Accounts, Central Group, and will lead this Group’s Corporate Accounts Team. She will be responsible for enhancing existing national account relationships and driving new opportunities for growth throughout the various industry segments within the geographic area. She will report to Chris Pacer, Vice President Group Executive – Central. Ms. Solomon began her Motion journey in 2015 as a Business Development Manager in Corporate Accounts and was quickly promoted in 2016 to Corporate Accounts Manager. Originally from Michigan, Ms. Solomon graduated from Central Michigan University with a Bachelor of Liberal Arts in Broadcasting, Communications, and Marketing. “We are immensely proud of what these individuals have accomplished to date and are confident that their experience, acumen, and drive will help to take their Divisions and the Company to a new level,” said Kevin Storer, Executive Vice President Branch Operations –North America and President of Motion Mexico. “Each of these promotions is well-deserved and we are looking forward to seeing the impact of their leadership, as part of Motion’s bright future.”
Cisco-Eagle promotes Ryan Elkins to North Texas Sales Director
Cisco-Eagle has promoted Ryan Elkins to North Texas Director of Sales according to James Murphy, Vice-President of Sales. Elkins, who has worked as an account executive in Dallas since 2019, will be responsible for serving customers in North Texas markets. He will provide guidance for the sales and engineering groups, as well as assistance with strategic accounts and customers. “Ryan’s been invaluable to companies in manufacturing and distribution,” Murphy said. “We’re excited about him bringing the same vision and talent to our broad Texas customer base. He’s got a strategic mind and strong grasp of the needs of distribution and manufacturing operations.” In his new role, Elkins will provide guidance and expertise to our North Texas clients and the sales and engineering groups that work with them. Elkins is a 2014 Texas A&M graduate in Agricultural Economics. He joined Cisco-Eagle in 2018 as an account executive, where he implemented material handling systems in Northeast Texas and the surrounding areas. “We’ll be better than ever at helping companies operate safer and more efficiently because of Ryan’s leadership,” said Murphy.
Quantum Storage launches Clear Tip Out Bin spinner unit
Quantum Storage Systems has recently launched the Clear Tip Out Bin Spinner Unit. This unit contains 148 clear Tip Out Bins. These clear bin cups tilt forward for easy storage and easy access to small parts. The unit frame spins 360 degrees in either direction, making access to the item you need very quick and easy. The clear cups allow you to see the product inside the bin and the rotational movement of the frame brings the right bin, with the right parts, right to you. the frame comes in gray and the bin handles are available in four colors so you can color-code your product mix.
Toshiba appoints Teresa Sternhagen to General Manager
Veteran Toshiba Employee to Lead Company’s Toner Operations Toshiba America Business Solutions has promoted Teresa Sternhagen to general manager of the company’s toner products division. Sternhagen is now responsible for developing and executing strategic and tactical initiatives to ensure optimal operational efficiency for Toshiba’s Mitchell, South Dakota toner-producing facility. She will implement, lead and ensure world-class manufacturing, engineering, and supply chain processes. The 25-year manufacturing professional assumes additional responsibility for applying industry best practices to maximize toner quality while ensuring the facility complies with local, state and national regulatory mandates. These mandates include maintaining the facilities’ current ISO Certifications (ISO 9001:2015 Quality, 14001:2015 Environmental, and 45001:2019 Health and Safety) which ensure the highest levels of quality, environmental and occupational health, and safety standards within its Mitchell facility. Sternhagen also plays a primary role in Toshiba’s ongoing commitment to more sustainable earth through green manufacturing processes, toner and product recycling efforts, and even re-pollination efforts for the local South Dakota environment. Since 2008, Toshiba has eliminated more than 1,610 U.S. tons of e-waste from entering landfills through its toner recycling efforts. “Teresa is one of our company’s most dynamic leaders, helping lead one of Toshiba’s most globally profitable divisions,” said Toshiba America Business Solutions President and Chief Executive Officer Scott Maccabe. “As our new general manager, I believe that the growth trajectory of our toner division will continue to surge.” Since joining Toshiba in 2008, Sternhagen has earned a reputation for leadership by successfully guiding the toner division’s supply chain, inventory control, and procurement activities. As Toshiba’s assistant general manager and vice president of manufacturing, she was in charge of planning, implementing, and supporting programs for the division. While serving in that role, Sternhagen specifically directed successful cost and inventory controls as well as personnel management measures. In her expanded role, Sternhagen will become the 11th member of Toshiba’s Executive Leadership Team, which is tasked with charting the strategic direction of the company. Sternhagen is a 15-year board member of the Bon Homme School District 4-2 in Tyndall, South Dakota. She holds a Bachelor of Arts from Dakota Wesleyan University and CPIM (Certified in Production and Inventory Management), while also completing coursework for her CSCP and CLTD, Certified Supply Chain Professional and Certified in Logistics, Transportation, and Distribution, respectively.
FADequipmentstore launches
A new USA material handling equipment store has gone live at fadequipmentstore.com, offering free shipping on all products. Headquartered in South Carolina, fadequipmentstore.com puts lifting, material handling, safety, and load monitoring products a click away from end-users in warehouses, manufacturing, construction, oil and gas, renewables, commercial and other markets. Solutions that can be used by anybody but feature cutting-edge design and state-of-the-art technology are drop-shipped to customers. The new business, powered by online equipment directory findadistributor.com, is led by Jeff Miller, general manager, while serial industry entrepreneur David Ayling is president. A consortium of e-commerce, finance, and marketing professionals complete the team. Miller said: “This is the most innovative material handling e-commerce concept to hit the market. It’s one thing to deliver an online platform where users can visit, click and order, but another to present a broad portfolio of products each of which is the standout technology or solution in its sector. fadequipmentstore.com is a combination of easy-to-order and best-in-class.” The store offers a breadth of products, and every item is provided by premium suppliers with stock held in the USA for quick delivery direct from the manufacturer. Miller’s specialist team will continually monitor the relevant markets and trends, and maintain a constant dialog with industry contacts, to ensure that the site serves as a one-stop-shop for material handling and safety equipment users. fadequipmentstore.com will also be present at trade shows and industry events to guarantee customers constant catalog refinement. The evolution of eCommerce continued at a steady speed until the outbreak of Covid-19, when online purchases increased at an exponential rate, even apace with the virus itself. The reality is, there are fewer sales representatives traveling the USA visiting customers and it is more incumbent on a buyer to source online and buy direct. fadequipmentstore.com is perfectly positioned to move in that direction of travel, indeed, to lead it. Miller, who has held general management positions with start-ups and established companies of all sizes, said: “We are poised for rapid growth and prepared for all eventualities. Our customer base can reach out to us if there are any issues with availability or condition of the product.” Leading manufacturers that have listed product on the store include The Crosby Group (lifting and rigging hardware), Crosby | Straightpoint (load monitoring technology), Crosby | Accolift (chain and lever hoists), Oz Lifting (davit cranes and hoists), Caldwell (overhead lifting and rigging gear), SpaceGuard, A-Safe (both protective guarding products), P&I Supply (tool drop prevention solutions), and Kroy Sign Systems (signs and way-finding). Begin a lifting, material handling, safety, or load monitoring product purchase today at fadequipmentstore.com.
Atlas Copco Power Technique appoints new Power and Flow President
Atlas Copco Power Technique (AC) has appointed Mikael Andersson as president of the Power and Flow division, effective February 1, 2021. In his new position, Andersson will be responsible for the global operations of the Power and Flow division within the business area of Power Technique. The Power and Flow division designs, develops, manufactures, and sells generators, light towers, and pumps. Andersson currently holds the position of general manager for Power Technique North America — a position he has held since 2018. In this position, he led the company in growing each of its core product categories — air, power, and flow — within the contractor, dealer, and rental segments in the U.S. and Canada. He has held various roles within Atlas Copco since he started working with the company in 2002. “Mikael has good experience from his time in Power Technique,” said Andrew Walker, business area, president, power technique. “With his proven track record in management, finance, as well as sales and service development, he will take the division to the next level.” Andersson, a Swedish citizen, will continue to work in Rock Hill, South Carolina — the home of Atlas Copco’s 180,000-square-foot manufacturing facility. He holds a Bachelor of Science in Business and Economics Degree from Orebro University in Sweden and a Bachelor of Science in Transport Management Degree from Gothenburg University in Sweden.
Motion Industries launches rebrand: Motion
Motion Industries, Inc., a distributor of maintenance, repair, and operation replacement parts, and a premier provider of industrial technology solutions, is pleased to announce that effective immediately they will operate under the brand name of “Motion.” The move to rebrand is intended to solidify the Company’s structure and advance its position in the marketplace. The timing coincides with Motion’s 75th anniversary. The rebranding to Motion will be augmented by the dominant use of the “Mi” logo. The new, full logo will now appear as follows: Motion President Randy Breaux said, “The goal of this change is twofold: 1) to have the name ‘Motion’ as well as the ‘Mi’ logo synonymous with and increasingly recognized as the premier industrial solutions company that we strive to be every day for our customers, and 2) to promote and reflect that the Motion structure and strategy is cohesive, allowing a deeper focus on sales, expertise, and customer service that makes us different and valued.” As it has for decades, the basis of the word “Motion” in the Company’s name stems from the Company’s role in keeping the industry’s operations and machinery running – that is, in motion. Through enhanced strategies and best-in-class employee talent, Motion’s capabilities have grown in breadth, depth, and innovation. “We are excited to embark on this new Motion chapter and to experience continued growth as 2021 progresses,” added Mr. Breaux.
The Idea Men
As a full-time consultant, I get many opportunities to sit with dealer principals and their leadership teams and plot different strategies for making tangible change and improvement in the organization. I was in a meeting a couple of years ago with a group of service and parts managers. We were trying to put the tools in place to launch some new initiatives. During the meeting, we were assessing the bottom-line value of current practices, and then comparing them to the estimated effect of revised practices. I plotted the estimated improvements using a Pareto chart. This type of chart displays the effect of individual initiatives in a bar chart format and then overlays the cumulative effect of the combined changes on a single line. We reviewed the individual practices one by one. My goal in the exercise was to “find the limiting step” in each process. What was the obstacle that would prevent this practice from being effective? Was it a lack of understanding, a lack of proper tools, or a lack of connection between team members? As careful and good intentioned as we are in trying to anticipate where the bottlenecks will be, we can’t really do that without actually putting our hands on the levers. During this process, I noticed that when we discussed obstacles that were complex, and not easy to overcome, the managers would say: “Don’t ask me…I’m just the IDEA man! I’m paid to focus on the “Big Picture”. I don’t have time to babysit this change. My team will find a way to sort out the details.” I must respectfully disagree. I have learned that new ideas lose their inertia if the leadership doesn’t take the time to actually walk the process through themselves. Sometimes this becomes difficult because stakeholders in the plan either don’t understand why the changes are needed or don’t see any benefit for themselves in the new process. Other times the company may lack the digital and procedural tools to make the process understandable to all concerned. Good leaders however monitor and participate in all aspects of a new initiative long enough to recognize and address any shortcomings. Doing so not only broadens the leader’s understanding but also signals to the participants that the leader is just as interested and involved in the change as they are. With every change comes some form of resistance. Left to itself, a river will find its way back to the original watercourse. Leadership has to be more than simply dictating change by edict. The hard work is in building a strategy and action plan that addresses and defeats resistance “in advance”. Plans that actually move the needle will normally include: Understanding and charting the current system Developing both goals and measurements to chart improvement Getting specific input and buy-in from stakeholders and participants Including cross-functional training Performing beta testing Setting and committing to a time frame for adoption Monitoring initial results Making adjustments Final drafting of a new SOP Leadership cannot afford to belong on theory, and short on substance. There are a lot of “idea men” in business today, and that’s not all bad. Ideas are where the seeds of success are sown. The trouble usually shows up when all the leader does is sow seed. Once a seed is sown, the work really begins. Much of that work, no doubt, is done by the crew. But the leader has to have an active hand in the entire process, even when the process involves things OTHER than sowing seeds. Cultivation, weeding, watering, feeding, fertilizing, and harvesting is all requisite tasks in the process of turning an “idea” into the actual improvement estimated on that Pareto chart. I have worked for guys who were so far into the world of “ideas” that the real leadership in the group had to be assumed by someone else. That’s what sometimes happens to leaders who wander too far ahead and don’t keep their hand or at least their eye on the long-term implementation of the plan. Leaders who leap too far ahead get marginalized, and mentally dismissed by their charges. The world of ideas should be used to create a vision for the next level of success. It’s a neighborhood you need to visit often as a leader, but it’s a bad idea to establish a permanent residence there. As a side note, in January of 2021, I completed my certification for the 6 Sigma Green belt. Managing change is what the 6 Sigma process is all about. The method is used primarily in a manufacturing setting, but the framework and steps can be applied to any type of change or improvement that is needed in an organization. If you want to round out your abilities to bring meaningful change to your organization, I highly endorse the 6 Sigma process. Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 38 years in the equipment business as a sales manager, aftermarket director, and dealer principal. Dave now consults with dealerships nationwide to establish and enhance best practices, especially in the area of aftermarket development and performance. E-mail editorial@mhwmag.com to contact Dave.
Pam Jones assumes GM position at Flight Systems Industrial Products
After serving 13 years on the management team at Flight Systems Industrial Products (FSIP), Director of Sales and Marketing Pam Jones assumed the new role of General Manager to replace President Barry Bowman, who retired his career of 35 years at year-end. “We wish Barry the best in this new chapter, and I will ensure the company is following the same path focusing on quality and service,” said Jones. Having a background in sales, marketing, and operations, Jones started at FSIP in 2007 as the sales manager. Her position later grew to include the Customer Service, Technical Support, Sales Engineering, Products, and Marketing departments. In 2017, Jones became a part of the executive management team.
Kaman Distribution Group announces new Executive appointment
Kaman Distribution Group (“KDG”), a leading value-added distributor of bearings, power transmission, automation, and fluid power products, has announced the appointment of Chris Henson as the Vice President of Business Development. Most recently, Chris served as a Vice President in The Timken Company’s Industrial Bearings business leading product management and engineering. In addition, Chris held the position of Vice President of Corporate Development & Strategy at Timken. As a member of the KDG Executive Team, Chris will be critical in driving our growth strategy, with a particular focus on executing key acquisitions. Chris holds a Bachelor of Science in Mechanical Engineering from the University of Virginia. He received his MBA, with High Distinction, from the University of Michigan. “The addition of Chris to the Kaman Distribution team is a significant step in the evolution of our acquisition strategy,” said Ben Mondics, President and CEO of KDG. “Chris’ well-rounded experience and his knowledge of our industry coupled with his passion for winning, will be critical in helping build KDG into the premier platform in the industrial distribution industry. This hire demonstrates our commitment to our acquisition growth strategy and our continuing commitment to investing in talented and experienced team members. We look forward to his contributions as we continue to execute our strategic plans for growth.”
SpotSee acquires TMC Hallcrest and LCR Hallcrest
Acquisition creates a global leader in Shock, Tilt and Temperature Indication SpotSee®, a global provider in supply chain condition monitoring through its ShockLog®, ShockWatch®, ShockWatch® RFID, TiltWatch® and WarmMark® brands and connectivity solutions, announced today that it has acquired TMC Hallcrest and LCR Hallcrest, two global leaders in temperature monitoring products and indicators. “We are thrilled to welcome TMC and LCR Hallcrest to the SpotSee team,” said Tony Fonk, CEO and president, SpotSee. “The Hallcrest companies are global leaders in temperature indicating solutions used for vaccines, pharmaceuticals, medical devices, industrial and consumer applications. Combining our product portfolios and technologies makes SpotSee the clear global leader in a condition indicating devices.” TMC and LCR Hallcrest develop and manufacture color-changing temperature products, thermal labels, and thermometer strips. With a focus on monitoring and reporting temperature excursions, TMC, and LCR Hallcrest’s purpose align with SpotSee’s strategy to grow its temperature portfolio and expand into new markets. Like SpotSee, TMC, and LCR Hallcrest products are used for a wide range of applications, from monitoring medical devices to food logistics and transportation. “We are excited for this partnership and the opportunity to grow into the condition-monitoring space with an industry-leading company,” said Russell Booth, Managing Director of TMC and LCR Hallcrest UK. “While our individual businesses each have established expertise, our integration means the potential for new ideas, new developments, and even better products.” The combined business will have operations in the United Kingdom, Glenview, Illinois, Graham, Texas, and Chihuahua City, Mexico, and will be headquartered in Dallas, Texas.
Motion Industries breaks ground for new facility
Motion Industries, Inc., a distributor of maintenance, repair, and operation replacement parts, and a premier provider of industrial technology solutions, held a groundbreaking ceremony at the site of its planned shop facility in Irondale, Alabama. The address is 2721 5th Avenue South. In attendance were Randy Breaux, Motion President, and Joe Limbaugh, Motion SVP Distribution, Inventory, and Operations Support; along with Irondale’s mayor and representatives from the Birmingham Business Alliance, Brasfield Gorrie, and Graham Co. The socially distanced event was held to officially kick off the first stages of construction, already underway. When completed, the $11.2 million 104,000 square-foot building will house Motion’s area fluid power shop, hose and rubber shop, and engineering department. Along with the advantage of operational streamlining and efficiencies, the building and the shops within will feature world-class processes, equipment, and safety advantages. Capabilities will include fluid power component repair and fabrication, power unit fabrication, machining, hose kitting and assembly, and engineering design. The structure’s design was planned under the new Motion industrial design and décor standards, according to Mr. Limbaugh. “This project continues our excellent partnership between Brasfield Gorrie and Graham Co.,” said Mr. Limbaugh. “These two companies also did a fantastic job with the recent headquarters renovation. At this property, we’re making excellent progress, and while it’s early, we’re ahead of schedule.” “The main reason for the investment is to strengthen our position and provide the best customer service possible, as our customer base and our company grows,” said Mr. Breaux. “We’re looking forward to the positive impact this operation will have – for our customers, our employees, and our community.” Announced in October 2020, the project is estimated to complete in the third quarter of 2021 and will create 15 new jobs while retaining 13.
The American Red Cross recognizes TVH Americas for the fifth year
TVH in the Americas (TVH) has been presented with the Outstanding Service Award from the American Red Cross through their Blood Partner Program for the fifth year in a row. With the turn of events seen this year, the Red Cross experienced thousands of canceled blood drives around the nation. That is what made TVH’s commitment and dedication to the Blood Partner Program so essential. By hosting three blood drives at their Olathe, KS location with the Red Cross, TVH was able to help save the lives of the most vulnerable in their community. Through their blood drives and with the help of their amazing employees, a total of 129 units of blood was donated. This amount is the equivalent of helping 387 people in the community. TVH is looking forward to hosting its three annual blood drives again in 2021. With the need for blood donation so high around the nation, they are proud to be a part of the American Red Cross’s Blood Partner Program. “The internal joy of helping others is what all the donors embrace and is what brings joy to the act of donation,” said Lucy Delsarto, Health and Wellness Coach at TVH. She went on to say, too often, we tell ourselves ‘there’s nothing I can do to make a difference,’ and that simply is not true. If you are interested in donating blood, you can do so any time with the Red Cross by visiting any of their Blood Centers across the country.
TVH receives sixth consecutive MHEDA MVS Award
TVH in the Americas (TVH), a global provider of quality replacement parts and accessories for the material handling and industrial equipment industries, has earned the prestigious MVS (Most Valuable Supplier) Award for achievements in 2020. The MVS Award is granted by the industry’s trade association, MHEDA (Material Handling Equipment Distributors Association) to less than 10% of all member companies. This is the sixth consecutive year that TVH has earned the MVS Award. This industry award recognizes companies who have demonstrated an exemplary commitment to their dealer network, their employees, and their community. To qualify for the MVS Award, TVH was required to meet a series of criteria in a number of areas important to the distributor companies who do business with them. In addition to confirming an on-going commitment to safety and employee training, award recipients must provide documentation of active participation in a program that gives back. MVS Award winners have demonstrated an overall commitment to business excellence by documenting programs in the following areas: Industry Advocacy Distributor Advocacy Business Networking Continuing Education Business Best Practices “TVH is honored to be recognized as a Most Valuable Supplier by MHEDA for the 6th year in a row,” said Dirk von Holt, President of TVH. “This award affirms our commitment to being the one-stop-shop for our customers and providing a truly remarkable customer experience that is second to none. At TVH, we believe that by working together we can achieve great things, and this award is a testament to the hard work and dedication of our employees.” “Both of MHEDA’s Awards, the MVP and MVS, are difficult to achieve without a companywide commitment to excellence in education, networking, and community service. The companies that earn this distinction from MHEDA are the premier materials handling providers in the industry,” said Mike Wall, 2020 MHEDA Chairman of the Board and President of CSI Materials Handling in Westmont, IL.
Leveraging our most important assets
Let’s face it. We all are ready to bid goodbye to 2020. With the obvious exception of 2008-2009, this year has created the highest level of disruption not only to our economic well-being, but more notably to our personal relationships, and social equilibrium. By the time you read this, election results will hopefully be behind us. Half of the country will be celebrating while the other half mourns. The resulting fallout may be the catalyst for yet another period of disruption. Let’s hope we can all just move forward. With all of these obstacles clearly in view, how can we ensure that 2021 is a year of recovery? Health and social issues notwithstanding, if we want 2021 to represent a turning point, our businesses need to come out of the gate in January with new targets, fresh value propositions, and innovative offerings. So, how do we build new value for customers while we are still climbing out of a damaged economy ourselves? Improving customer interactions without the benefit of accumulated resources is difficult indeed. There are ways however to improve our customer interactions without spending another dime. Adding Value – Team Selling We tend to operate our customer-facing sales departments based on interactions between two people. The customer and the employee (usually a salesman) are the only ones involved in the exchange. There are times however where we might invite other participants into the conversation. This usually happens however as a result of a request or concern that requires expertise or input from another source. A second voice brought into customer interaction, however, can create a unique opportunity for you to build additional value in the eyes of the customer. As a rule, we seldom do this without a “reason”. We also tend to limit customer interactions to only salespeople (Equipment Sales, CSR, or Vendor rep). I’d like to propose that we adjust our customer contact planning and practices, to include a wider range of personnel, who can add both perspective and value to the interactions. The key here is actually providing value. We can’t just drag another employee along unless they are prepared to add something meaningful to the conversation. Team selling is powerful ONLY if the partnership addresses the customer’s objectives. CSR-Equipment Sales These two roles many times work the same field sales territory. The equipment salesperson tends to work on “projects” while the CSR works to manage the customer and his fleet on an ongoing basis. Although they are known to occasionally work together, most of their activity is performed individually. The biggest opportunity for these two to “add value” is in “mid-contract” time frames. The equipment salesman, many times has little motivation or verifiable reason to visit customers between equipment replacement cycles. Unless the customer needs additional equipment, the CSR capably handles most of all other customer issues. What would be the impact, however, if the CSR made it part of his ongoing value proposition to include the sales rep in a once or twice-yearly call, where they both performed an audit of the customers’ material handling activities? They could generate a report that might suggest process improvements, fleet rotation, allied products, or other valuable measures. This does two things. It provides a point of value to the customer that is NOT currently being offered. It also raises the personal stock value of BOTH of the field reps. I am not suggesting that they walk through every door together. I am suggesting that for customers with larger fleets (5+), this type of team partnership is one that engenders customer loyalty. The CSR is seen as part of a broader TEAM put in place to ensure customer satisfaction, and the equipment salesperson has a high-value reason for mid-cycle visits even in the absence of any known equipment needs. Management (Parts, Service, Rental) Many managers in our industry leave the selling to the field reps and focus only on operational efficiencies. If this explains your business model, I think we are missing some big opportunities. Once again, paired with a field rep, managers can add context, vision, and perspective to a customer visit. In my opinion, the service manager should personally visit the top 10% of service customers at least once annually. Accompanied by the CSR, they should arrange and execute a fleet management call and chat about the customer’s level of satisfaction on PM’s, repair calls, dispatch effectiveness, and invoicing. The same type of joint calls should be made by parts managers and rental managers on their top 10% of customers. Training department, Dispatcher, Shop Manager When we are involved in an equipment proposal, there is always a timeline that may include: Discovery of customer objectives Equipment Demonstration Proposal Creation and Presentation Waiting for a decision Getting the Decision The hardest part of the process is the fourth bullet point listed above. We have demonstrated our product; we have presented our solutions and associated costs. Now we wait while the internal conversation takes place without us. In my years spent as a commission salesman, I always hated the waiting and was always on the lookout for how I could influence the transaction during this timeframe. It never occurred to me that I could enhance my offering by continuing to schedule visits during the “waiting period”, only for the purpose of introducing high-value members of our customer-facing team. How valuable would it be for the potential customer to have some face time with our corporate trainer, our field service dispatcher, or our shop manager prior to making a decision? Properly prepared, these employees can add their experience and expertise to our offering, in order to broaden the customers perspective of why our dealership is the right choice. These employees will need to be prepared with something meaningful to say, but their input may be critical in the final analysis. Very few dealers do this. In most cases, these employees are delighted to be part of the process. The same type of value can be built when the
Johnson Controls recognized for leadership in Climate Action
Awarded A- Leadership band climate change score by CDP Awarded A score for both risk disclosure and governance Johnson Controls in the top 12% of companies globally in climate leadership Underscores the company`s strong thought leadership position in sustainability Johnson Controls, the global provider for smart and sustainable buildings, has announced it’s being recognized as a thought leader for its actions and strategies in response to climate change by CDP, an independent not-for-profit organization that builds a truly sustainable economy and holds the largest database of primary corporate climate change information in the world. Johnson Controls received an A- climate change Leadership band score, in recognition of its actions to reduce emissions and mitigate climate change in the past reporting year as well as an A score for its risk disclosure and governance. Johnson Controls is among just 12% of companies globally in climate leadership to be awarded this leadership level position. A record-breaking 9,600+ companies disclosed through CDP in 2020, a 70% increase since the Paris Agreement was signed in 2015 and a 14% increase since last year. “Being recognized by CDP as a thought leader in addressing climate change underscores our ambition to play a meaningful role in helping the world transition to a low-carbon economy. The next decade is crucial in our shift to a sustainable economy and with our team of 100,000 employees we are firmly committed to building a world that`s safe, comfortable, and sustainable”, said George Oliver, chairman and CEO. Recently Johnson Controls was named to the World’s Most Ethical Companies® Honoree List and as one of the 100 Best Corporate Citizens. Since Johnson Controls first signed the United Nations Global Compact in 2004, the company has remained fully committed to aligning its operations and strategies with the U.N. Global Compact’s Ten Principles. Johnson Controls is using its industry-leading OpenBlue platform to continually put sustainability at the forefront for its customers and society as a whole. Competition for climate leadership level status is increasing, and investors and purchasers are increasingly calling for transparency and action from companies on how they are responding to climate change. According to CDP, 515 investors with US$96 trillion in assets and 125 major purchasers with US$106 trillion in assets, and 150+ large purchasers with US$4 trillion in buying power requested thousands of companies to disclose through CDP in 2020.
TVH co-hosts Virtual Tour de Fork a Fundraising Event
TVH in the Americas strives to make a positive impact in the community and has been a proud supporter of the Boys & Girls Clubs of Greater Kansas City Olathe Chapter since 2015. To help the club continue its mission of serving Olathe’s youth, TVH and the Olathe Chapter hosted the third annual culinary-themed fundraising event called Tour de Fork. Due to COVID-19 and safety precautions, this event was held virtually. The event was attended by benefactors of the Club and supporting organizations within the community. Guests were given meal kits to cook at home and then a password to log in and watch the event online. Tour de Fork generated much-needed funds for the club through silent auctions. Items for the silent auction were donated from area businesses. Guests bid on items ranging from gift cards to exotic trips. This year’s golden ticket item was a trip to the Dominican Republic. Overall, with combined ticket sales to the event and the proceeds from the silent auction more than $137,000 net was raised for the Olathe Chapter. With this money, the club can continue its mission to better the lives of Olathe’s youth.
TVH promotes Velez to Sales Manager for Latin America and Mexico
TVH in the Americas (TVH), a global provider of quality replacement parts and accessories for the material handling and industrial equipment industries, has announced that Antonio Velez has expanded his role to now include Sales Manager for Latin America. In his expanded role, Antonio will continue as the General Manager for Mexico while also leading TVH’s efforts in all of Latin America to grow sales and enhance the customer experience. Antonio began his career at TVH as the Assistant General Manager for Mexico, where he distinguished himself with his professionalism and excellent customer service skills. For the past three years, Antonio has served as the General Manager for Mexico. His hard work and dedication has been vital in growing TVH’s presence throughout the region while maintaining strong customer relationships. Antonio’s goal in his new position is to make our customer service experience the best we can, while ensuring we continue to have the right product available at the right time, and at the right price. “Our goal is to make sure our customers’ needs are met, no matter where they are. Taking advantage of our global perspective while continuing to pride ourselves on thinking locally and providing a service that reflects that.” “I have no doubt that Antonio’s experience, industry knowledge, and exceptional leadership skills will ensure his success in this new role,” said Dirk von Holt, President of TVH. “Antonio has a very thorough understanding of our customers and their expectations. I am confident that he is a great fit to take the lead in continuing the growth and success of our International Sales Department in Mexico and Latin America.”
Barry Bowman retires from Flight Systems at year end
After 35 years of dedicated service, president Barry Bowman retires his position with Flight Systems Industrial Products (FSIP). Barry has been the “driving force” behind FSIP’s success and growth over the years while developing many partnerships with electronic and vehicle manufacturers. He has managed the FSIP business with strong leadership to provide quality customer service and products, along with growing their OEM alliances. Barry states, “35 years ago, the founder of Flight Systems, Bob Shaffner, gave a young punk a job as an electronic draftsman. I would have never imagined at that time that it would lead me to where I am today. Along the way, I’ve been fortunate to have a handful of very good mentors… they know who they are, and I will always be grateful. While I may have led the FSIP team, it’s the employees that make what this business is today; I’ve been successful because of them and will always be appreciative of their efforts and commitment to the business.” Effective upon his retirement, Pam Jones will assume the role of General Manager. Pam has been with FSIP for over 13 years as Director of Sales and Marketing, along with serving on the executive management team. Pam adds, “We wish Barry the best in this new chapter, and I will ensure the company is following the same path focusing on quality and service.”