Dematic FIRST® Scholarship program applications open
Applications for the Supply Chain and Logistics Scholarship Due Saturday, May 18 THE SITUATION: The Dematic FIRST® Scholarship program supports high school and college students in their journey to become future supply chain and logistics leaders and innovators. This scholarship will award: Two $5,000 scholarships 10 $1,000 scholarships THE APPLICATION: Applications will be submitted online. Students will be asked to upload: High school transcripts for graduation verification or expected graduation date. A one-page essay (1,000-word limit) responding to this prompt: You have been awarded a grant to design and develop a robot of your choice. Describe the purpose of your robot and the problem it solves, highlighting its positive and negative impacts on the world. Explain your design process, including how you prioritize features and navigate trade-offs between different components. Identify the key team members you will need and justify their roles in the project. A letter of recommendation (recommended, not required) from an adult mentor/coach on your FIRST team, teacher, or guidance counselor. WHO: To be eligible to apply for this scholarship, students must: Have participated in a FIRST® Robotics Competition (FRC®) or a FIRST® Tech Challenge (FTC®) Team during high school. Apply and be admitted to a post-secondary institution (including trade schools) as a full- or part-time student. You do not need to have already been admitted at the time of application for this scholarship. Must be pursuing a post-secondary degree or certification at a North American academic institution. STEM degrees and certifications are preferred. Available for any undergraduate students for the fall of 2024. Previous Dematic FIRST Scholarship program winners are ineligible to win again. WHEN: Applications are due Saturday, May 18. APPLY HERE
MHI and WERC responds to Key Bridge tragedy
MHI and our Warehousing Education and Research Council (WERC) division are deeply saddened by the devastating collapse of the Francis Scott Key Bridge in Baltimore. Our thoughts and prayers are with the victims, their families, and all those affected by this tragic event. “We are humbled by the efforts of the first responders and rescue teams for their bravery in the face of danger. We stand in solidarity with the city of Baltimore, the state of Maryland, and all involved as they navigate through this incredibly challenging time,” said John Paxton, CEO of MHI. “This tragedy serves as a stark reminder of the importance of resilience to keep the supply chain moving even during crisis and disruption. As a major East Coast logistics hub, supply chains will face major challenges in the days ahead as the Port of Baltimore and surrounding intermodal, trucking, and warehousing infrastructure are disrupted.”, added Paxton. The robustness and agility of the supply chain industry point to a rapid recovery from this tragedy. As associations serving this industry, MHI and WERC are committed to supporting its members and the broader community during this recovery.
Is your customer feedback used to diagnose or sell?
You walk into your general practitioner’s office. You have some pain in your knee lingering for a while from an old sports injury, and it’s starting to cause concern. When the doctor comes in, she doesn’t start by asking questions about your condition. Instead, she hands you a short survey with some broad questions – including things like, “When it comes to selecting a heart medicine, what do you look for?” Then, she says that as an expert, you must have heart disease and writes you a prescription for her own product. This would be an incredibly frustrating and worrisome experience. Why did the doctor not take the time to listen to me? Why did they not want to understand my specific concerns? Why did they presume a wholly separate issue? Even worse, you know you don’t have heart disease and feel you were sold a solution for an issue you didn’t have. It sounds ridiculous. You’d likely never want to see that doctor again. However, businesses exhibit this behavior all the time. Consider how many companies conduct customer outreach through surveys to gather information that is not used to diagnose, but rather gather insights to more effectively sell what they offer. Consider how many companies approach potential clients with a solution without truly understanding the customer’s problems. Why don’t companies take more time to truly understand customer needs? In short, because it’s hard, it takes time, and sometimes, we don’t want to hear what they have to say. Customer feedback isn’t simply about capturing data from questionnaires, reporting the top three frustrations customers have, and then deciding which one is the least costly and painful to implement. It’s also not rolling your eyes when you hear the same concerns over and over again. The hidden opportunity with customer feedback is if you take the time to have qualitative conversations with customers and observe them in the context of their challenge, you can uncover new opportunities to grow, differentiate, and innovate that your competitors don’t see. If your competitors are doing the same surveys and taking the same generic approaches to customer feedback as you, they are gathering the same insights and information. This isn’t leverage, it’s box-checking. Think about some of the greatest companies you admire and the products and services they’ve produced. Every one of them began with a founder or inventor who saw a problem that wasn’t addressed, overlooked, or not considered by other companies. They saw past the superficial insights and focused on the small, nuanced, subtle things. They understood how their competitors operated and thought, and saw an opportunity. This takes honest thought, observation, reflection, and validation of our assumptions. As leaders, we want our companies to grow. We ask our teams for feedback and ideas. We want to find the next innovation that will catapult our organization to the next level. But if no one in the organization is out there genuinely examining customers’ needs, fears, and frustrations, but rather simply listening to sell, you’ll get the same thing you’ve always got – another missed opportunity to create a unique competitive advantage. About the Author Andrea Belk Olson is a keynote speaker, author, differentiation strategist, behavioral scientist, and customer-centricity expert. As the CEO of Pragmadik, she helps organizations of all sizes, from small businesses to Fortune 500, and has served as an outside consultant for EY and McKinsey. Andrea is the author of three books, including her most recent, What To Ask: How To Learn What Customers Need but Don’t Tell You, released in June 2022. She is a 4-time ADDY® award winner and host of the popular Customer Mission podcast. Her thoughts have been continually featured in news sources such as Chief Executive Magazine, Entrepreneur Magazine, Harvard Business Review, Rotman Magazine, World Economic Forum, and more. Andrea is a sought-after speaker at conferences and corporate events throughout the world. She is a visiting lecturer and startup coach at the University of Iowa, a TEDx presenter, and TEDx speaker coach. She is also an instructor at the University of Iowa Venture School.
IBTTA expresses shock and sorrow over collapse of Francis Scott Key Bridge
The International Bridge, Tunnel and Turnpike Association (IBTTA) is deeply saddened by the tragic collapse early this morning of the Francis Scott Key Bridge over the Patapsco River in Baltimore, Maryland. Our hearts are heavy as we agonize over the devastation caused by this catastrophic event. According to reports, the collapse occurred after the bridge was struck by a container ship, leading to a significant portion of the structure falling into the river below. The impact of this incident has been felt not only by the people of Baltimore and Maryland but also by the entire region, as the Francis Scott Key Bridge serves as a vital link in the transportation network. Our thoughts and prayers are with the families and loved ones of those affected by this tragedy. We extend our deepest condolences to the community as they grapple with this unimaginable loss. Additionally, we stand in solidarity with the Maryland Department of Transportation and our member, the Maryland Transportation Authority, which operates the Francis Scott Key Bridge. We offer our full support and assistance as they work tirelessly to assess the situation, conduct rescue operations, and begin the process of recovery and rebuilding. As an organization dedicated to promoting the safety and resilience of transportation infrastructure, IBTTA recognizes the importance of thorough investigations into the causes of such incidents to prevent future tragedies. We remain committed to working with authorities and stakeholders to ensure the safety and integrity of bridges and other critical transportation assets. In this time of sorrow and uncertainty, let us come together as a community to support one another and offer assistance to those in need. The road to recovery will be long, but with resilience, determination, and the support of each other, we will overcome this tragedy.
Staffing employment holds steady in March
Staffing employment held steady during the week of March 11-17, with the ASA Staffing Index holding a rounded value of 90. Staffing jobs were down 8.4% from the same period last year. Staffing companies mentioned no one primary factor that limited further growth. New starts, however, in the 11th week of the year decreased by 8.3% from the prior week. Nearly one-third of all staffing companies (32%) reported gains in new assignments week to week. The ASA Staffing Index four-week moving average edged up from the prior week to hold at a rounded value of 90, and temporary and contract staffing employment for the four weeks ending Mar, 17 was 8.8% lower than the same period in 2023. “Staffing employment did not realize a much-anticipated resurgence in growth at the beginning of 2024. Whether the industry has settled into a new post-pandemic equilibrium remains an open question, but current trends affirm that staffing companies must be more proactive about seeking opportunities amid reduced labor market churn,” said Noah Yosif, chief economist at ASA. “Staffing companies, like businesses in many other segments of the economy, are simply weathering the storm as economic conditions remain tight, while demand among clients and talent wanes.” This week will be used in the March monthly employment situation report scheduled to be issued by the U.S. Bureau of Labor Statistics on April 5. The ASA Staffing Index is reported nine days after each workweek, making it a near real-time measure of staffing employment trends. ASA Staffing Starts are the number of temporary and contract employees placed in new assignments during the reporting week. ASA research shows that staffing employment has historically been a coincident economic indicator.
PLASTICS releases new recycling is real video featuring PolyQuest
The Plastics Industry Association (PLASTICS) has unveiled the tenth video as part of the Recycling is Real advocacy campaign, dedicated to promoting and defending plastic recycling in America. This new video highlights the efforts taking place at PolyQuest’s facility in Farmingdale, New York, where bottles made from polyethylene terephthalate, or PET are recycled. PLASTICS’ Recycling is Real campaign, which began in September of 2023, has featured Ultra-Poly, Placon, Novolex, MAAG, Niagara Bottling, Epsilyte, Amcor, Envision Plastics, and an advanced recycling partnership between TenCate, Cyclyx International and ExxonMobil. “Plastic recycling is very real, and it happens every single day across America, including in Farmingdale, New York,” said PLASTICS’ President and CEO Matt Seaholm. “The Recycling is Real campaign highlights the people of our industry across America who work to recycle valuable materials every single day. We will continue to show the public and lawmakers that recycling is undeniable, and a feasible and economical way to achieve a more circular economy.” “We are thankful to support the Recycling is Real campaign by highlighting one of our facilities and are honored to share more about what our team is doing,” said Monica Filyaw, Director of Quality, Safety, and Regulatory Affairs at PolyQuest. “We remain committed to sustainability and are a proud recycler of plastics in both the post-consumer and post-industrial streams. Together we can do more.” Click here to view Recycling is Real featuring PolyQuest The Recycling is Real campaign will provide content to help elected officials and policymakers understand that recycling is a vital link of the sustainability and circularity chain, enabling them to make more well-informed decisions about recycling resources for their constituents. The campaign has also been created in an effort to put an end to false narratives claiming that recycling doesn’t happen or is a “myth.” Recycling has come under attack from those who wish to reduce or eliminate the production of plastic altogether. Recycling is Real will show how recycling happens, where it happens and introduce the people who make it happen.
Port of Long Beach awards $895,200 in Sponsorships
Funds support 220 events, projects focused on arts, education, environment The Long Beach Board of Harbor Commissioners on Monday approved 220 sponsorships totaling $895,200, the second-largest award in a single call to date. The Port of Long Beach’s Community Sponsorship Program funds community events and activities that help inform residents about the Port. The awards will support a diverse variety of community nonprofits centered on the environment, education, social justice, the arts and historic preservation. This award is the second of three calls of the fiscal year of 2024; of the applications, 42% were first-time requests. To satisfy demand for community funding, the Board approved a $2 million sponsorship budget for the 2024 fiscal year that began Oct. 1. The next open application period for sponsorships will be May 1-31; find out more at polb.com/sponsorship. “Supporting community nonprofits is an important part of our mission,” said Port of Long Beach CEO Mario Cordero. “We are proud to strengthen our commitment to the community each year as we fund new events and programs.” “These dedicated nonprofit groups host a wide variety and range of projects and events all over Long Beach – how extraordinary our community is,” said Long Beach Harbor Commission President Bobby Olvera Jr. “They are doing important work and we’re proud to help support their missions.” Among the events and programs sponsored in this week’s awards are the Children’s Theatre of Long Beach’s “Pirates of Penzance,” the Cambodia Town Film Festival, and Willmore City Heritage Association’s Earth Day Festival. A list of the approved sponsorships can be found here. The Port accepts sponsorship applications three times a year, in January, May, and September.
ASSP remembers deadly factory fire that spurred workplace safety
Workplace safety and health became national news 113 years ago next week when the Triangle Shirtwaist Factory fire in New York City led to the deaths of 146 garment workers – most of them women and girls as young as 14 years old – on March 25, 1911. The incident in lower Manhattan is still the deadliest industrial disaster in New York City history. A few months after the tragedy came the creation of the world’s oldest professional safety organization – the United Association of Casualty Inspectors now known as the American Society of Safety Professionals (ASSP). The organization remains dedicated to progressively advancing the safety and health of workers everywhere. ASSP encourages all companies and their workers to join the Society in recognizing this solemn anniversary by observing a moment of silence at 4:45 p.m. ET Monday, March 25 – the exact time the first alarm sounded – to pay tribute to the workers who died in the fire while also refocusing on creating safer work environments. “The Triangle Shirtwaist Factory fire inspired our country to address workplace safety in an organized way that didn’t previously exist,” said ASSP President Jim Thornton, CSP, CIH, FASSP, FAIHA. “The tragedy led to a series of laws and regulations that better-protected workers. It also caused a concerned group of insurance company safety engineers to start an organization that is now ASSP.” To recognize the nation’s legacy of reform and honor those who died, the Remember the Triangle Fire Coalition dedicated a memorial last year at the original site. It is a lasting reminder of the need for workplace safety and the fundamental right of workers to be treated with dignity and respect. The main body of the stainless-steel memorial is on a corner of the Brown Building, resembling a ribbon that descends from the 9th floor where most deaths occurred. It evokes the appearance of mourning ribbons draped on buildings in times of public grief. Twelve feet above the sidewalk, the memorial splits horizontally to flank the building’s facades, where the names and ages of the victims are stenciled into the ribbon and appear in a reflective panel that runs below it. During the Triangle disaster, fire exit doors were locked and other doors only opened inward, making it impossible for the onrush of workers to get out. The fire escape was poorly constructed and didn’t meet weight requirements. Fire department ladders couldn’t reach the upper floors of the 10-story building. Many workers died by jumping out of windows and into an elevator shaft as they fought to escape the flames. From its inception on Oct. 14, 1911, ASSP has grown into a global membership organization of 35,000 occupational safety and health professionals whose efforts reduce workplace injuries, illnesses and fatalities. But the work of safety organizations, employers and federal agencies is never complete. According to the U.S. Bureau of Labor Statistics, more than 5,000 people are fatally injured on the job each year. “Whether you work at a construction site, in a restaurant, at a manufacturing plant or in an office, the lessons of the Triangle Shirtwaist Factory fire should never be forgotten,” Thornton said. “Keeping workers safe takes an unwavering commitment from all involved. There are always new ideas to be shared and advances to be made.”
RAYMOND announces 2024 funding recipients for University Research Program
University Research Program has invested more than $5 million in funding to advance the future of material handling The Raymond Corporation has selected three research proposals to receive funding through The Raymond Corporation University Research Program. Through the program, professors and student researchers are encouraged to apply their engineering and technical research to discover innovative solutions for the material handling industry. After reviewing innovative research ideas from more than 20 universities, Raymond has selected three proposals to receive financial support. The research proposals selected for funding are: RetroLifts: Low-cost Forklift Retrofits for Scalable Autonomous Brownfield Deployments Proposal Author: Associate Professor Rahul Mangharam, University of Pennsylvania (Penn Engineering) Real-time Mixed Human-Robot Teaming using Digital Twins Proposal Author: Associate Dean and Professor Silvia Ferrari, Cornell University Framework for Effective Human-AMR Communication Proposal Author: Associate Professor Clark Hochgraf, Rochester Institute of Technology (RIT) The University Research Program helps to drive the next generation of technology for the supply chain, logistics and material handling industries. The mission is to encourage professors and researchers to apply their knowledge of engineering and technical fields, drawing synergies and collaboration between collegiate research and The Raymond Corporation. The University Research Program has funded 18 projects from 20 leading universities across the country, totaling more than $5 million in funding. The selected applicants have been evaluated on several criteria, including their possible impact on the future of the material handling industry, timeline and feasibility of budget. “Our University Research Program embodies Raymond’s steadfast dedication to empowering the future leaders of the material handling industry,” said Mike Field, president and CEO of The Raymond Corporation. “By collaborating with the brightest minds in academia, we aim to tackle present-day obstacles while pioneering innovative technologies and automated solutions that will shape the industry’s trajectory for years. We eagerly anticipate the transformative contributions these individuals will bring to the forefront of our industry.” The University Research Program will begin accepting one page concept papers this summer with applications due by the end of October for the 2025 program.
ASSP recruiting safety instructors for three events
The American Society of Safety Professionals (ASSP) is seeking a diverse group of occupational safety and health professionals to join its team of instructors now being formed for three education events. The world’s oldest professional safety organization is a longtime industry leader in providing continuing education for workplace safety and health professionals around the world. ASSP’s call for instructors includes courses to be delivered at SafetyFOCUS Fall 2024 on Oct. 21-25 online; SafetyFOCUS Winter 2025 in February; and Safety 2025 pre- and post-conference in July 2025 in Orlando. “It’s a terrific opportunity for safety and health experts to contribute to the development of their colleagues while advancing our industry, which ultimately will help us better protect workers everywhere,” said ASSP President Jim Thornton, CSP, CIH, FASSP, FAIHA. “Being a course instructor is truly a rewarding experience.” Courses range from a half-day to three days and focus on business and leadership skills, construction, fall protection, risk assessment and management, safety management systems and worker well-being. Prospective instructors must identify emerging issues, develop strategies for overcoming safety challenges and aim to expand attendee knowledge and professional skills. ASSP members serving on the Society’s Council on Professional Development will evaluate all instructor proposals against the following criteria: Degree to which the proposed course meets ASSP’s education objectives. Instructor’s presentation skills and teaching experience. Interest and need for the topic within the occupational safety and health profession. Interested instructors must submit a separate application for each course, with a maximum of four submissions per instructor. Please direct questions to ASSP’s professional development staff at safetyfocusinstructor@assp.org. Course proposals for all three events must be submitted online by April 12. ASSP will notify successful applicants via email by the end of May.
MODEX 2024 exceeds all expectations
MHI’s MODEX 2024 saw a record-shattering number of registered manufacturing and supply chain professionals, reaching a total of 48,733. The event, held March 11-14 in Atlanta, saw attendees engaged with 1,200 exhibitors showcasing the latest supply chain technology and innovation across three halls and 580,000 net square feet at the Georgia World Congress Center. This was the largest MODEX event to date for MHI, with 32% more registered visitors than MODEX 2022. “From attendance to exhibition space and educational sessions, MODEX 2024 exceeded all expectations, delivering our largest and most comprehensive supply chain event to date,” said John Paxton, CEO, “The success of this event is a testament to the industry’s ongoing vitality, dedication to innovation, and delivering world-class solutions for supply chain operations. It was a massive win for the entire industry.” “The excitement on the show floor and the engagement in educational sessions is a sign of the overall power of the supply chain industry and the demand for the latest solutions and technologies in the space,” added Daniel McKinnon, EVP of Exhibitions at MHI. “Attendees representing the Fortune 500, the top 100 retailers, and top 100 consumer goods firms brought large teams to MODEX with plans in hand and budgets in place to make large supply chain investments.” The biggest trends at MODEX surrounded digital supply chain solutions including automation, robotics, artificial intelligence, autonomous vehicles, augmented reality, the Internet of Things, and data analytics. “We’re seeing a big acceleration in the adoption of these technologies to build resilience, sustainability, and real-time responsiveness into operations,” said Paxton. “The solutions on display and the education offered this year reflected this trend.” The MODEX Supply Chain Conference sessions included 200 educational seminars and five keynotes. On March 11, Bill Seward, President, UPS Supply Chain Solutions, spoke on the lessons he has learned at the front lines of UPS’s supply chain efforts. The March 11 afternoon keynote tackled the future of smart ports with representatives from the Ports of Rotterdam, Long Beach, and Virginia. Futurist Gerd Leonhard discussed the exponential change we will see in the coming age of AI in his March 12 keynote. The March 13 keynote featured Coach Nick Saban who delighted and inspired the audience with tales leadership from his storied football career. During the March 13 afternoon keynote, MHI’s John Paxton and Deloitte’s Wanda Johnson released the findings of the 2024 MHI Annual Industry Report: “The Collaborative Supply Chain – Tech-Driven and Human-Centric.” during a panel discussion with four industry thought leaders. The report includes new insights into trends and technologies that are transforming supply chains and the priorities of the people who run them. The report can be downloaded here. MHI Industry Night with comedian Colin Jost was an exciting and entertaining evening. Five thousand dollars in proceeds from the event were donated to Atlanta’s Chattahoochee Riverkeeper and $63,200 was donated to the Material Handling Education Foundation to fund scholarships and programs for students and educators in our industry. Gig and Take was awarded the 2024 MHI StartUp Award at Industry Night. The StartUp Pavilion is a specialized area on the MODEX show floor where companies showcase emerging supply chain tech and innovation. This award was chosen by supply chain professionals at the MODEX event. Gig and Take impressed the judges with their software solution, showcasing a user-friendly interface and the capability to offer flexible, accessible schedules to workers, effectively mitigating concerns related to labor shortages. During this event, MHI announced the winners of the 2024 MHI Innovation Awards during MODEX. The MHI Innovation Awards serve to educate and provide valuable insights on the latest manufacturing and supply chain innovative products and services. The awards had 193 submissions from MODEX 2024 exhibitors, and the winners were: • Best Innovation of an Existing Product – ForwardX Robotics • Best IT Innovation – Configura, Inc. • Best New Innovation – Slip Robotics • Best New Innovation in Sustainability – Avery Dennison Student Day at MODEX introduced 367 high school and university students and educators to career opportunities in material handling, supply chain and logistics through hands-on learning and networking with industry professionals. This year’s Student Day combined an interactive educational session with a dynamic guided tour of the MODEX show floors. On-demand content from the event, including keynote sessions, educational sessions and video presentations will soon be available online at modexshow.com via MODEX Digital Entry. The next MHI-sponsored trade event will be ProMat 2025 held March 17-20 in Chicago’s McCormick Place. For more information on exhibiting at ProMat, or to register as an attendee, visit promatshow.com. The next MODEX will be held at the Georgia World Congress Center in 2026.
PLA announces appointment of Steve Clark to Chief Executive Officer
Leadership change reflects the company’s focus on expanding supply chain services offerings. PLA, a portfolio company of Silver Oak Services Partners, LLC, has announced the appointment of Steve Clark as Chief Executive Officer. Steve joined the PLA leadership team in 2022 when Propak, the supply chain services company he founded in 1999, was acquired by PLA. This leadership transition comes at a time of increased demand for the company’s integrated pallet and logistics service offerings. “Steve’s experience building out innovative reverse logistics, 3PL, and freight capabilities uniquely positions him to lead PLA during this exciting phase of growth,” said Wade Glisson, Partner at Silver Oak, “We look forward to leveraging his unique skill set to realize the full potential of PLA’s service offering.” Clark added, “Our focus remains on supporting the needs of our customers as they continue to grow in this rapidly evolving market, and I’m honored to lead such a talented team of industry experts into the future of the pallet and logistics space.”
Changing landscape
And that is the problem. Inflation or no inflation. GDP growth or inadequate GDP growth. Job claims that help and worker shortfall that does not. Interest rates too high or not high enough. Consumer spending to slow because of increasing personal debt balances. Just what are economic factors telling us that provide comfort because you feel the “conclusions” our “guesses” are reasonable? As you know I read many economic reports and follow the markets closely to get a feel for the industries I follow. One of those is drafted by John Mauldin who I read religiously every Friday evening. It is a free publication, prepared for anybody who needs to get a feel for what is going on in the economy, which I hope then will assist with your ability to make both personal and business decisions. John’s February 17, 2024, letter is titled CHOOSE YOUR OWN ECONOMY, primarily to explain the complexities in today’s economic environment whereby economists are having a hard time deciding what data sets to select to be able to produce a meaningful forecast, which is almost impossible to do. In short, recent forecasts have not been close and thus leave us hanging from a planning perspective. I tell myself there must be a report that works better than most that explains where we are heading, and I find the CB Leading Economic Index dated February 24. The LEI is made up of several indicators that anticipate turning points in the business cycle, which then in turn can anticipate where the economy is headed. On average, there are usually 10.6 months between a peak and a recession. This report has been in place for many years with the last peak in 2021 and we are 12.8% off the 21 peak, which puts us 25 months off from the 21 peak without a recession. With 10.6 months being the average for a recession to follow a peak, 25 months from the last peak in 21 makes me think we are closer to a recession than we think. POINT #1 for this month is to plan thinking there is trouble on the way. The next issue I found interesting this month is the reshoring movement to bring more manufacturing back to the US and the rest of North America. GOOD NEWS for lift truck dealers because these shops will require lift trucks for both the manufacturing and warehousing of materials or finished products. POINT #2 for this month is to research the possibility of who may be coming into your territory to do this work. I would ask the sales team to question customers as well as OEMs about any activity coming your way. City officials would normally have leads related to permits or any approval process required to do the work in that City. Contractors may also have leads if properties need to be upgraded for a new tenant. Another important issue arising is the use of AI to better provide services and products for less cost than those not using AI. This topic was all over the February/March Forbes talk about AI and robots to do work for less cost compared to current methods being used. The important point is that larger firms are spending to accomplish this goal to better compete with firms that are not. Usually, a smaller firm has an advantage cost-wise. That may not be true any longer. AI is also being used to close the union versus non-union gap from a cost standpoint. POINT #3 for this month is to decide if your major customers are at risk because another major dealer can now compete on a product and service basis. After all, they are now more efficient and can reduce costs. I see this as a major threat for many dealers who do not have the time or funding available to produce AI to reduce costs and improve customer service. This is happening NOW and should be considered when you ponder what your company may be worth a year from now. There is, however, some good news that could help you mitigate these problems. I have a couple of sale deals working and in reviewing the M&A markets I see that Private Equity firms are moving into situations where they want to keep investments longer to set up platform companies and then acquire add-ons to grow the operation and increase the value to produce a healthy ROI. Sellers could sell 100% and be paid off. Or they could leave a piece of the deal and play the growth game for bigger returns when the deal is finally turned over. Or dealers with the financial ability could become a platform, take on add-ons, and sell to a PE firm. There are many options available. A shareholder could take a lifestyle approach and take as much out every year as possible. Or take an investment approach to grow the company and increase overall wealth. POINT #4 for this month is to spend some time to see how you fit into this CHANGING LANDSCAPE. Put in the time, effort, and funding to protect your investment or invest to grow wealth. There appears to be plenty of opportunity coming down the line stemming from the government programs and reshoring efforts being made by manufacturers to reduce costs. This potential business, however, will go to the most professional firms, with high levels of customer service and competitive cost, which may not be one of the smaller dealers in town. A lot to think about. About the Columnist: Garry Bartecki is a CPA MBA with GB Financial Services LLC and a Wholesaler columnist since August 1993. E-mail editorial@mhwmag.com to contact Garry.
Navigating the Shift: Adapting to the changing forklift market
In the ever-evolving landscape of the forklift industry, staying ahead of market trends is crucial for resellers to maintain a competitive edge. Recent data on our platform indicates a significant shift in the market dynamics compared to January 2023, with the number of machines available for sale experiencing a notable 40% increase. Since mid-2023, the market for forklifts has transitioned from being predominantly seller-driven to favoring buyers, marking a substantial shift in dynamics. This shift has not only expanded the options available to buyers but has also instilled a sense of caution due to prevailing economic uncertainties. Consequently, we are observing an initial decline in prices, further exacerbated by rising interest costs. We even observe consolidation trends with bigger dealers swallowing up smaller ones. Considering these developments, forklift dealers must strategize and adapt to this new reality to optimize their sales and capitalize on emerging opportunities. Thanks to modern technology today, operational excellence is not limited to big corporations only. Let’s look at six strategies that can help forklift dealers in today’s: 1. Excel in your local market: If your website only shows outdated equipment or no equipment at all, visitors will not give you a call but jump to the next website they find on Google. In light of more available choices for buyers, make sure your website is up to date with available equipment including good images and complete technical data. Big dealers have their own staff for that but that is not mandatory. Modern marketplace solutions have built-in features to effortlessly integrate your used stock into websites and make your website and local business perform stronger than ever. 2. Expand your markets: Staying in your area is comfortable, but keeps you limited. Of course, it’s your favorite choice as a dealer to sell locally as you can add services. In a buyer’s market, this comfort is illusionary. Selling outside your area and selling to other dealers makes your company sell equipment faster and gain new customers. 3. Competitive Pricing and Timely Selling: In response to the shifting market dynamics, resellers are encouraged to advertise their inventory at competitive prices. Selling now enables resellers to leverage the proceeds to invest in “new” used equipment later at potentially lower prices. Even if it’s hard to accept lower margins, waiting too long to adjust will only result in less profit. 4. Optimized Advertisements: Enhance the visibility of listings by optimizing advertisements with high-quality images and compelling pricing. This proactive approach attracts more clicks and inquiries, maximizing the chances of successful transactions. 5. Agile Trading Approach: In a market characterized by fluctuating prices, agility is paramount. Resellers should prioritize swift transactions over maximizing margins on individual devices. By promptly listing and selling equipment in its current condition, resellers can capitalize on market fluctuations and maximize profitability. 6. Market Awareness and Price Adjustment: Stay vigilant of market trends and adjust pricing strategies accordingly. Every day a listing that remains active incurs costs, particularly with rising interest rates. Regularly updating prices to align with market conditions is essential to optimize returns. Bonus: Get expert support Navigating the complexities of a shifting market landscape can be challenging, but you don’t have to do it alone. If you are a small to medium-sized dealer with the challenges above, let’s set up a free one-hour consultation – limited to the first 20 dealers who contact us at dmillius@MHWmag.com Together, let’s navigate the changing tides and unlock new opportunities for growth and profitability. About the Author Chris Schmid is the CEO of Motus Group, the company behind Forklift-International.com, the largest international marketplace for used forklifts and material handling equipment. Before joining Motus, he led Sales & Marketing for a technology incubator, releasing and marketing software and e-commerce products. He was COO of a tech startup in Switzerland and San Francisco. Chris holds a master’s degree in international management from Reims Business School in France as well as the European School of Business in Reutlingen, Germany, and lives with his wife and three kids in Regensburg, Germany.
February 2024 jumps to a strong 150 new Industrial Manufacturing Planned Projects
Industrial SalesLeads has announced the February 2024 results for the new planned capital project spending report for the Industrial Manufacturing industry. The Firm tracks North American planned industrial capital project activity, including facility expansions, new plant construction, and significant equipment modernization projects. Research confirms 150 new projects in the Industrial Manufacturing sector as compared to 150 in January 2024. The following are selected highlights on new Industrial Manufacturing industry construction news. Industrial Manufacturing – By Project Type Manufacturing/Production Facilities – 134 New Projects Distribution and Industrial Warehouse – 61 New Projects Industrial Manufacturing – By Project Scope/Activity New Construction – 46 New Projects Expansion – 38 New Projects Renovations/Equipment Upgrades – 68 New Projects Plant Closings – 15 New Projects Industrial Manufacturing – By Project Location (Top 10 States) Ohio – 16 Indiana – 12 Georgia – 10 New York – 9 Texas – 8 Illinois – 7 Massachusetts – 7 Michigan – 7 North Carolina – 7 Quebec – 7 Largest Planned Project During the month of February, our research team identified 19 new Industrial Manufacturing facility construction projects with an estimated value of $100 million or more. The largest project is owned by Micron Technology Inc., which is planning to invest $100 billion for the construction of a 7.2 million sf manufacturing complex in CLAY, NY. They are currently seeking approval for the project. Construction will occur in phases, with completion slated for 2030. Top 10 Tracked Industrial Manufacturing Projects NEW YORK: Semiconductor MFR. is planning to invest $12 billion for the construction of a 358,000 SF manufacturing facility on their manufacturing campus in MALTA, NY. The project includes the expansion of their existing plant. Construction is expected to start in 2025. NORTH DAKOTA: A mining company is planning to invest $2 billion in the construction of an iron manufacturing facility in UNDERWOOD, ND. They have recently received approval for the project. NEW YORK: EV MFR. is planning to invest $500 million for the expansion of its manufacturing facility in BUFFALO, NY. They are currently seeking approval for the project. SOUTH CAROLINA: Battery MFR. is planning to invest $500 million for the construction of a 500,000 SF manufacturing facility in GREENVILLE, SC. They are currently seeking approval for the project. Construction is expected to start in early 2025, with completion slated for late 2027. FLORIDA: Clean hydrogen and solar technology company is planning to invest $450 million for the construction of a hydrogen processing and solar panel manufacturing facility in KISSIMMEE, FL. Construction is expected to start in Summer 2024, with completion slated for 2027. GEORGIA: Solar panel glass mfr. and recycling company is planning to invest $344 million for the construction of a manufacturing facility in CEDARTOWN, GA. They are currently seeking approval for the project. Completion is slated for 2026. WISCONSIN: Plumbing equipment MFR. is planning to invest $340 million in the construction of a manufacturing facility in DICKEYVILLE, WI. They have recently received approval for the project. Completion is slated for 2026. MARYLAND: Biopharmaceutical company is planning to invest $300 million for the renovation and equipment upgrades on a recently leased 84,000 SF processing facility at 9950 Medical Center Dr. in ROCKVILLE, MD. Completion is slated for 2026. WASHINGTON: Wood pellet MFR. is planning to invest $250 million for the construction of a manufacturing facility in PORT OF LONGVIEW, WA. They are currently seeking approval for the project. Construction is expected to start in Summer 2024, with completion slated for early 2025. INDIANA: Recycled paper products mfr. is planning to invest $130 million for the construction of a 350,000 SF manufacturing and warehouse facility on Park Rd. in ANDERSON, IN. They are currently seeking approval for the project. About Industrial SalesLeads, Inc. Since 1959, Industrial SalesLeads, based in Jacksonville, FL is a provider in delivering industrial capital project intelligence and prospecting services for sales and marketing teams to ensure a predictable and scalable pipeline. Our Industrial Market Intelligence, IMI identifies timely insights on companies planning significant capital investments such as new construction, expansion, relocation, equipment modernization, and plant closings in industrial facilities. The Outsourced Prospecting Services, an extension to your sales team, is designed to drive growth with qualified meetings and appointments for your internal sales team. Visit us at salesleadsinc.com.
Data-driven decision making
One of the MHEDA’s 2024 Material Handling Business Trends states, ‘Technology is profoundly impacting the material handling industry including artificial intelligence, digital automation, data-driven decision-making, and the integration of advanced systems that optimize efficiency, productivity, and safety. Members must have a clear understanding of emerging technologies.’ Let’s dissect that statement, in particular explore the topic of ‘data-driven decision making.’ In our ever-evolving industry, the ability to make informed decisions swiftly and accurately can be the difference maker in running a successful dealership and remaining competitive in the market. Nowhere is this more apparent than in the operations of your service department. The service department is tasked with maintaining, repairing, and optimizing the end customer’s equipment to ensure the customer’s warehouses and logistics operations run smoothly. The service manager is responsible for managing the department’s productivity and profitability. Therefore, the importance of data-driven decision-making cannot be overstated. Gone are the days when service departments relied solely on intuition or past experience to address maintenance issues or plan repairs. Today, the availability of data and advanced analytics tools empowers service managers and technicians to leverage valuable insights in real-time, leading to increased efficiency, reduced downtime, and ultimately, improved customer satisfaction. However, most dealerships I visit live with silos of data that do not integrate. The cost and difficulty of properly connecting all these data sets becomes a struggle for even the largest dealerships. If you must deal with orderly silos of data, it is important to identify the purpose of each data set. Then inside of those data sets identify what things need to be managed the most. Often service managers are tasked with manually running their own data reports to analyze. In today’s fast-paced environment, waiting for managers to manually run reports can result in missed opportunities and delayed actions, meaning by the time the manager has time to run or review the report, oftentimes it is too late. Also, if the output is long lists of data or actionable items, this can be overwhelming to the service staff that already have a full day of work fielding inbound calls and everyday tasks and projects that get longer by the week. Let’s look at Work-in-Process (WIP) reports from your business system as an example. Instead of running a report that generates the entire list of current WIP, look to generate a ‘subscription’ type report model that can provide the 10 oldest work orders by open date and have it auto generated each Monday to start the week. Additionally, you could set up another subscription report to show the 10 oldest work orders by the last day of labor date posted to the work order. Essentially, your Service Manager should get this data ‘pushed’ to them automatically in subscription form and then the data-informed decision-making process makes it obvious the next 10 things to address and work on. As my industry colleague, John L. Gelsimino (President, All Lift Service, and MHEDA’s Immediate Past Chairman), says, “Call it actionable data – easy-to-digest information that allows the manager to quickly identify problems to jump in on.” He will tell you that this type of strategy can be used for any type of dealership management data. Furthermore, data-driven decision-making fosters continuous improvement and innovation within your service department. By regularly monitoring key performance indicators (KPIs) and benchmarking against industry standards, your service manager can identify areas for improvement and implement strategies to enhance efficiency and productivity. For example, if data analysis reveals that the average time taken to complete a repair is higher than industry norms, your managers can investigate the root causes of delays and implement process improvements to streamline workflows. By charting out revenue per technician in a rolling 12 format you can better determine the technician’s performances and how they are trending. Here are some other tips to optimize data-driven decision-making in your service department: Dashboard Visualization: Develop user-friendly dashboards that provide at-a-glance insights into critical performance indicators. These dashboards should be accessible to all relevant parties at your dealership, allowing them to quickly assess the status of operations and identify areas requiring attention. Predictive Analytics: Leverage advanced predictive analytics algorithms to forecast customer equipment failures and maintenance needs. By analyzing historical data and identifying patterns, these algorithms can anticipate potential issues before they arise, empowering your service department to proactively address them. Additionally, this will give you an advantage over your competition and help maintain customer loyalty. Mobile Applications: Provide service technicians with mobile applications that enable them to access relevant data and documentation on the go. This allows technicians to quickly retrieve information, input data, and communicate with your service department from the field, minimizing delays and improving responsiveness. In conclusion, data-driven decision-making is paramount in today’s landscape for forklift service departments seeking to remain competitive and efficient. By leveraging data and analytics tools, Service Managers and technicians can proactively address maintenance issues, optimize resource allocation, enhance safety, and drive continuous improvement. Ultimately, embracing a data-driven approach not only ensures the smooth operation of your customer’s equipment but also contributes to the overall success and profitability of your dealership. About the Author: Chris Aiello is the Business Development Manager at TVH Parts Co. He has been in the equipment business for 17-plus years as a service manager, quality assurance manager, and business development manager. Chris now manages a national outside sales team selling replacement parts and accessories in various equipment markets such as material handling, equipment rental, and construction/earthmoving dealerships.
Are you a sales leader or a sales chaser?
I grew up in Haddonfield, New Jersey. We lived at the corner of the busiest intersection in town. I was 15 years old when we got a puppy named “Thing-a-ma-jig.” The cutest, friendliest mutt-puppy you ever saw. One morning, about a week later, I opened the front door to get the paper — and the puppy got loose. She started running as fast as she could — right for the traffic. I started chasing her — hopelessly for five blocks, across busy streets — my little dog was gone — I was panicked (and out of breath). I decided to run back home and ask my dad to use the car and find the dog. I ran straight to my parent’s bedroom. “Dad — dad,” I panted, “The — dog’s — run — away — car — chase — it!” “OK son,” he said,” “Let’s jump in the car and find your puppy.” I turned to run out the door – took one step and tripped over the dog. You see, as soon as I started to run the other way, the dog chased me! Chasing your prospects too hard? Trying to push too hard for the sale? Follow up with a thinly disguised: “Is the money ready? Can I come over and get the money?” You figure that the best way is to be assertive and tell him why your company and product (or service) are the greatest. Right? — Wrong, sales breath! Try the opposite approach. Try running the other way by being attractive through your value. Create the law of attraction, and — let the prospect chase you. It’s the best sales and follow-up technique you’ve ever experienced. And the easiest way to sell is to buy. EARLY WARNING SIGNAL: No returned phone call. If prospects are not returning your call — whose fault is that? You’re chasing too hard. They’re running away. You couldn’t get their interest — you couldn’t get them (they aren’t interested enough) to chase you. Other tell-tale symptoms that the chase is going the wrong way: You are still cold calling (or direct emailing) to get prospects. You’re uncomfortable about calling. You are unprepared, or you have not established the needs of the prospect and are unsure of their status, or you don’t have much rapport with the prospect, or some of each. You are having trouble making appointments Prospects just won’t decide, and you keep hounding them. You’ve followed up a few times, and now you’re searching for a reason to call them — but you can’t think of one. The prospect is giving you a bunch of lame excuses. And worse, you are accepting them. If chasing people too hard makes them run away, why are you continuing to do it? The way I got my puppy-dog to come home was — I led the dog home. You can either lead the field or be in the field (some people are in left field). Your challenge is to lead your prospects so they will follow you — and turn into customers. Here’s the simple solution: (NOTE: I didn’t say easy, I said simple. There are no easy solutions.) Create a better market position for yourself. Are your prospects and customers reading about you – or getting information they can use written by you — in their social media accounts? Are they gaining helpful information on your web site? Have you recently spoken at their annual meeting? Or are you thinking “brochure,” “appointment,” and “product demo” or “corporate video.” Wrong thoughts. Those are competitive thoughts and lead to a dissertation by you and your competition as to who is better – and always lead to a battle over price. A battle that everyone who fights in it, loses. To create the position you seek: Getting qualified people to call you – you’d better get beyond the typical marketing materials. ASK YOURSELF: Where are people seeing you or talking about you? TELL YOURSELF: It takes time to create position. REWARD YOURSELF: But once you do, people call you to buy, instead of you calling them to sell. The secret formula? The magic potion? Real simple… whatever you do with your outreach, always have a prime objective at your core. Here is the one that has worked for me: PRIME OBJECTIVE: Put yourself in front of people that can say “yes” to you and deliver value first. About the Author: Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com. For information about training and seminars visit Are you a sales leader or a sales chaser? or email Jeffrey at salesman@gitomer.com or call him at 704 333-1112.
ARA’s updated economic forecast
The updated forecast released at The ARA Show™, the American Rental Association (ARA) indicates that the United States equipment rental industry’s growth has a fairly positive outlook. Last quarter, the year-over-year growth was expected to be 7.6% in 2023 and 3.1% in 2024. The most current projections indicate a 7.9% increase in 2024 totaling $77.3 billion in construction and general tool rental revenue. “The ARA Rentalytics™ quarterly forecast reinforces the strength of the rental industry,” says Tom Doyle, ARA vice president, program development. “Rental should benefit with tailwinds from interest rates, inflation, improving supply, a preference to rent, and government and private spending. Rental revenue is again forecasted to increase.” Looking more granularly at construction and industrial equipment (CIE) growth in the United States, $60.9 billion is the projected revenue in 2024, which is 7.5% growth. In the coming years, 2025, 2026, and 2027, 3% growth is projected. The difference is smaller but still appreciable and more in line with a steadily growing economy. “We see a slowing of growth this year compared to last year but bear in mind, we have a slowing of inflation this year as well,” says Scott Hazelton, managing director at S&P Global. “The growth rates tail off in the future years, with growth of 4.3% in 2025 and 3.9% in 2026.” The current forecast for total Canadian equipment rental revenue shows a 3.1% growth to $974 million in 2024. 2024 growth is stronger in Canada than in 2023 growth due to inflation and resilient demand. In addition, Canada’s housing market and non-residential structure construction are both improving. While CIE investment will decline from previous years, a 7.2% increase is forecasted. The stark contrast from previous years is attributed to the lack of post-COVID investments in 2024. As businesses choose rental over ownership, the CIE rental penetration rate follows. The 2023 estimate of 56.4% is near the pre-pandemic peak. General tool investment in the United States is not quite as positive of an outlook. There is muted investment growth at 6.8%. Manufacturing is driving the growth and housing is still the weak spot. “ARA’s quarterly member survey showed conflicting results amongst members with just over half of respondents saying they saw a revenue increase in quarter four, a slight improvement over quarter three which saw an even split between those an increase and decrease,” says Mike Savely, ARA director, program development. It is worth noting that in current forecasts, no state in the United States has a decline in rental revenue growth in the next five years. There are states with weaknesses, but there is still growth.
Google, Microsoft, and Nucor announced a new clean electricity technology initiative
Google LLC, Microsoft Corporation, and Nucor Corporation have announced they will work together across the electricity ecosystem to develop new business models and aggregate their demand for advanced clean electricity technologies. These models will be designed to accelerate the development of first-of-a-kind (FOAK) and early commercial projects, including advanced nuclear, next-generation geothermal, clean hydrogen, long-duration energy storage (LDES), and others. As a first step, the companies will issue an RFI in several US regions for potential projects in need of offtake, and encourage technology providers, developers, investors, utilities, and others interested in responding to get in touch here. According to the International Energy Agency (IEA), firm, dispatchable clean electricity technologies and advanced energy storage systems are needed to cost-effectively decarbonize grids and help the world meet its growing electricity demand with carbon-free energy sources. These advanced clean electricity technologies can fill gaps in wind and solar production and support grid reliability – needs that today are still being met by fossil fuel generation. Yet, these advanced clean electricity technologies face challenges, in part because the novelty and risk of early projects make it difficult to secure the financing they need. By developing new commercial structures and aggregating demand from three of the world’s largest energy buyers, this approach aims to reduce the risks for utilities and developers considering early commercial projects and enable the investments that are needed – ultimately helping to bring these projects online by the early 2030s and reducing technology costs through repeated deployment. The companies will initially focus on proving out the demand aggregation and procurement model through advanced technology pilot projects in the United States. The companies will pilot a project delivery framework focused on three enabling levers for early commercial projects: signing offtake agreements for technologies that are still early on the cost curve, bringing a clear customer voice to policymakers and other stakeholders on broader long-term ecosystem improvements, and developing new enabling tariff structures in partnership with energy providers and utilities. In addition to supporting innovative technologies that can help decarbonize electricity systems worldwide, this demand aggregation model will bring clear benefits to large energy buyers. Pooling demand enables buyers to offtake larger volumes of carbon-free electricity from a portfolio of plants, reducing project-specific development risk, and enables procurement efficiencies and shared learnings. To ensure that the project delivery framework that they develop is transparent and scalable, Google, Microsoft, and Nucor will share their lessons learned and the roadmap from their first pilot projects, and encourage other companies to consider how they can also support advanced clean electricity projects.
2024 MHEDA Convention & Exhibitor Showcase
According to Albert Einstein, “The measure of intelligence is the ability to change.” Change is all around us, what are you doing to prepare your team, your business and yourself? If you are looking to stay connected with hundreds of your material-handling peers and in tune with the latest industry trends, then be sure to join MHEDA April 20-24 for the 2024 Annual Convention in San Diego, California. This year’s theme, “Riding the Waves of Change” is designed to help you navigate the often-difficult waves of endless changes in our world and in the material handling business community. Learn and connect with experts on topics critical to running your business: economic uncertainty, emerging technologies, shifting generations, artificial intelligence, leading teams, keeping your business cyber-safe, and more. MHEDA’s Convention is also a great way to learn about the latest products and services in our industry. Enjoy meeting with nearly 90 different companies at the Exhibitor Showcase, which will take place on Monday, April 22. The convention destination is ideally located at the beautiful Hilton San Diego Bayfront, rising above the stunning San Diego Bay and steps from the Gaslamp Quarter and Petco Park. Discover San Diego’s most exciting attractions within steps of the hotel – including fabulous shopping, dining, and nightlife. Look at all we have planned for you and then register today. We can’t wait to see you this spring! Memorable Main Stage Presentations Challenge of Change NFL Legend Joe Theismann knows how to deal with the “Challenge of Change.” On November 18, 1985, he was on top of his game–a two-time Pro Bowl player and the most productive quarterback in the history of the Washington Redskins. Later that evening, he found himself in a hospital bed with a compound fracture to his leg, shattering both his career and his boyhood dream. In this stirring presentation, Joe will help you tackle change by keeping a positive outlook and committing to a vision that guides you to the top. The Power of Choice In a workplace filled with endless possibilities, the choices we make define our journey. In this breathtaking journey, international speaker and author Sylvie di Giusto unveils the profound impact of intention on personal, professional, and organizational growth. Drawing from her expertise in behavioral psychology and her more than twenty-year-long corporate career, Sylvie reveals how the choices we make shape our interactions, relationships, and ultimately, the outcome of every encounter. Embrace It: Generative AI and Your Future Ready to feel excited about your new AI-powered future? Join Sam Richter, CEO of SBR Worldwide, for a humorous, high-content, and high-learning program. Artificial intelligence (AI) and machine learning are nothing new. However, with the introduction of Generative AI programs like ChatGPT, Claude, Llama, and other large language models, for the first time in history, everyone has equal access to the knowledge and advanced technology that will transform business, communications, jobs, and everyday lives. The Economy: Finishing 2024 and Looking Beyond The macroeconomic landscape is uneven, with some markets performing well and others struggling. ITR Economist Brian Beaulieu will look at the economic drivers for the rest of 2024 to clear away the noise and provide a clearer view of what lies ahead. We will examine the leading indicator signals to determine what they are telling us about 2025. Ten Business Sessions to Choose From Selling Through Tough Times Whether it’s a recession, industry disruption or downturn, a tough competitor, or an extended sales slump, every seller faces tough times. This practical message by sales trainer and author Paul Reilly is your go-to guide to growing your profits and mental resilience in any downturn. Recruiting, Retaining, and Developing Great Employees People hate change, but employees will leave a company if they are unhappy. Chris Czarnik, an award-winning speaker, and author will help you understand the demographic shift that has caused the talent shortage and examine the cost of an open position. 2024 Material Handling Business Trends Roundtable Discussions Discuss the 2024 Trends with fellow attendees during the Roundtable Discussions. Great way to connect, network and share your own ideas and experiences. Automation Solutions: A Beginner’s Guide This session provides insights from MHEDA Members on this emerging market. Learn about the capabilities, process, and resources required to integrate automated solutions. Presented by MHEDA Members Darin Boik, President, Advanced Equipment Company; Jordan Frank, EVP and Co-Founder of Zion Solutions Group; and Mitch Smith, Chief Revenue Officers, Hytrol. Making Higher Profit Permanent During the last two years, MHEDA members have experienced unprecedented levels of profitability. Dr. Al Bates, Principal in the Distribution Performance Project, will help you plan for your financial future and understand findings from the MHEDA’s benchmarking report. Rapid Growth in the Face of Uncertainty With real-world examples and case studies from a diverse range of industries, small business advocate Matthew Pollard explains why changing economic times, new technologies, and ever-growing competition are nothing to fear. For sustained momentum and growth in the face of external factors, businesses need only turn to Matthew’s proven, time-tested principles. Better Together: How To Build a Culture of Belonging Building a culture of belonging is more than top-down leadership and operating on the mindset that it’s someone else’s responsibility. Thought leader and TEDx speaker Princess Sarah Culberson uses her personal experience as an adopted child growing up in a bi-racial family, as well as understanding a whole new culture when she discovered that she was a real-life princess in Sierra Leone. Leading through Change Change is constant and not always fun. With her trademark wisdom, insights and engaging storytelling, speaker, and author AmyK Hutchens shares the psychological mindset of change from initial resistance to intrinsic acceptance all the way through to forward-focused action. You Just “Friended” a Thief: Simple Ways to Protect Your Data, Your Client’s Data, and Ultimately Your Business It’s shocking how vulnerable we all are to Personal Identity Theft and Business Identity Theft – in ways you might not think about. CEO of SBR Worldwide Sam Richter will help you protect your business.