Semiconductor innovator becomes the newest CLPA member
The CC-Link Partner Association (CLPA) has welcomed Lattice Semiconductor as the latest member of its network of leading industrial automation vendors, system integrators, and end users. This new collaboration will help advance interconnected industrial automation applications, enhancing their efficiency, security, and safety and benefitting manufacturing industries worldwide. The rapidly and constantly expanding CLPA membership unites key industry players to drive the development and adoption of state-of-the-art automation devices, enabling the creation of the Connected Industries of the future. These solutions are backed by the organization’s open network technologies, which provide a solid foundation for interconnectivity, interoperability, and standardization among different automation products. Compatibility with the CLPA’s industrial communications protocols is provided via hardware and software tools for product development, such as field-programmable gate array (FPGA) and intellectual property (IP) cores. Lattice, the low-power programmable leader, is, therefore, an ideal fit within the organization, as the company’s portfolio features powerful, energy-efficient integrated circuits. Manabu Hamaguchi, Global Director at CLPA, welcomed Lattice to the organization, noting the role of the company in the semiconductor industry: “We are excited to work with Lattice. Our goal is to improve efficiency and speed up the construction of IIoT-driven smart factories with our industry-leading TSN technology. We believe Lattice’s low-power FPGAs and its wide range of application-specific solutions will strengthen our mission of making the Connected Industries of the future a reality today.” Bringing Lattice into the CLPA’s membership allows automation vendors to benefit from a broader range of cutting-edge hardware and software-based solutions to offer compatibility with widely adopted and sought-after network technologies. These include CC-Link IE TSN, the first open industrial Ethernet that combines gigabit bandwidth with Time-Sensitive Networking (TSN) to converge information technology (IT) and operational technology (OT) network traffic, helping to realize the Industrial Internet of Things (IIoT). Matt Dobrodziej, Vice President of Segment Marketing and Business Development at Lattice, comments: “As Industry 4.0 advancements continue, seamless IT and OT network interoperation, real-time control, and flexible product support are essential for security, safety, and reliability in smart factories. We look forward to collaborating with the CLPA to deliver optimized industrial networking solutions powered by our FPGA solutions and IPs, including the Lattice Automate™ solution stack and Lattice mVision™ solution stack.” Thomas Burke, Global Advisor at CLPA, concludes: “The CLPA constantly strives to help drive competitiveness in the manufacturing sector as well as the profile of its members in the marketplace. This is achieved by supporting the development of automation devices with the advanced capabilities offered by our open network technologies. By adding Lattice to our open development ecosystem, we can help this leading company develop its business worldwide while underpinning the development of future-oriented IIoT systems. We look forward to collectively building on the already impressive list of CC-Link IE TSN compatible automation devices.”
Plastics Industry Association response to Greenpeace “report” attacks on plastic recycling
Matt Seaholm, President & CEO of the Plastics Industry Association (PLASTICS) released the statement below in response to a ‘report’ issued by the anti-recycling organization, Greenpeace, in which it claims that the act of recycling is a “myth:” “The activists at Greenpeace cannot call themselves environmentalists while simultaneously discouraging recycling as part of the solution to our world’s waste problems. There is no question that we as a society can and must recycle more. However, their assertions that recycling can’t keep plastic materials within the circular economy is disingenuous and irresponsible. Recycling is real, and the claims that it can’t ever work, made in this document, will likely result in unnecessary waste and public reaction that could actually cause greater environmental harm. “The claim that ‘mechanical and chemical recycling of plastic waste has largely failed,’ is a desperate attempt to counter the billions of dollars in investments the plastics and recycling industries have made into new technologies and solutions to make products more recyclable. “Nowhere in the Greenpeace-created document is there a focus on the value that plastics provide. One example is eliminating food waste to ensure we reduce world hunger, get much-needed produce to areas that don’t have access to nutritious, fresh food, and reduce food waste emissions. Especially during a time of heightened food uncertainty, global food shortages, and greater demand, plastic must be embraced for its ability to build a reliable, sustainable food supply chain across the world economy. Another example is the essential role plastics play in the manufacture, transport, and administration of health care, vaccines, and immunizations, successfully contributing to global scientific advancement. “The Plastics Industry agrees that we don’t recycle enough plastic. The difference between our industry and Greenpeace is that we understand the necessary action needed to preserve a material that saves lives and improves our overall safety and quality of life through responsible use and recycling instead of creating false narratives.”
Women In Trucking Association announces finalists for 2022 Influential Woman in Trucking Award
The Women In Trucking Association (WIT) announced the four finalists for the 2022 Influential Woman in Trucking award, sponsored by Daimler Truck North America. This is the 12th year for the award which was developed in 2010 to recognize female leaders and to attract and advance women in the trucking industry. The award highlights the achievements of female role models and trailblazers in the trucking industry. The 2022 Influential Woman in Trucking award finalists are: Trina Norman, Transportation Operation Manager, UPS Jill Quinn, President, Centerline Drivers Mari Roberts, Vice President of Transportation, Frito-Lay Lindsey Trent, President & Co-Founder, Next Generation in Trucking Association Trina Norman is the South Cal Feeder Operations Manager with UPS and has been with the company for 32 years. Norman has proven to be a well-rounded leader and a global citizen. Her mission is to recruit, empower, mentor, and encourage women to join the elite women behind the wheel at UPS. Learn More Jill Quinn is the executive leader of Centerline Drivers and PeopleReady Skilled Trades, driving business growth and performance excellence and cultivating customer partnerships for these two TrueBlue companies. With more than 25 years of leadership experience, Quinn leverages her knowledge and expertise to ensure customers receive the qualified drivers or skilled tradespeople they need to keep their businesses moving forward. Learn More Mari Roberts, CTP is the Vice President of Transportation for Frito-Lay. In this role, she leads a team of approximately 3,000 employees in both the field and headquarters organization responsible for the safety, cost, and service performance of the 28 Traffic Centers in the U.S. and 3rd Party Carrier Operations. Learn More Lindsey Trent is the Co-Founder and President of the Next Generation in Trucking Association, a non-profit trade association with the mission to promote trucking as a positive career field, create trucking programs while encouraging training and employment of young people in the trucking industry, and connect them to training and employment opportunities. Learn More “We’re impressed by the high caliber of finalists for this year’s award. All four demonstrate exemplary leadership and are making significant and positive contributions to their networks, workplaces, communities, and the transportation industry as a whole,” said Ellen Voie, WIT president and CEO. “We applaud their passion and commitment to change the landscape in which women serve.” All four finalists will participate in a panel discussion at the WIT Accelerate! Conference & Expo held in Dallas, TX, Nov. 13-16, 2022. The winner will be announced after the panel discussion on Tues., Nov. 15 at 9:15 a.m. CST.
Staffing employment steady in October
Staffing employment held steady in the week of Oct. 10–16, inching up 0.1% to hold at a rounded value of 108. Staffing companies mentioned several factors including conversions of temporary workers to permanent, a holiday, and seasonal business fluctuations, as barriers preventing further growth. Staffing jobs were up 2.8% from the same week last year. New starts fell in the 41st week of the year, declining 2.2% from the prior week. Nearly four in 10 staffing companies (38%) 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 108, as temporary and contract staffing employment for the four weeks ending Oct. 16 was 3.8% higher than the same period in 2021. “Staffing employment remains in positive territory compared to 2021,” said Tim Hulley, ASA assistant director of research. This week, containing the 12th day of the month will be used in the October monthly employment situation report scheduled to be issued by the U.S. Bureau of Labor Statistics on Nov. 4. 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 Industry Association releases global trends report which shows improved trade in 2021 and positive outlook for 2022
The Plastics Industry Association (PLASTICS) released its annual Global Trends report today during an executive briefing at the K Show in Düsseldorf, Germany—the world’s largest plastics trade show. “Inflation was a big factor in the increases in the dollar value of exports and imports of plastics trade,” said Perc Pineda, Ph.D. Chief Economist at PLASTICS. “While this year’s merchandise trade outlook could miss the forecast, as the global economic growth slowed, the world is still the market for the plastics industry.” Among the highlights found in the Global Trends report: The U.S. plastics industry’s overall trade deficit grew to $10.1 billion in 2021 from $5.4 billion just a year earlier. For several years prior, the plastics industry enjoyed a trade surplus. Still, the U.S. enjoyed a $19.6 billion surplus in resin. The U.S. plastics industry had an $18.2 billion trade deficit with China, its third-largest export market. This was, however, offset in part by a $2.6 billion resin trade surplus with China, the world’s largest resin buyer and a large importer of U.S.- produced resins. Interested parties throughout the globe will find the Global Trends report and its accompanying dataset provide a comprehensive account of U.S. plastics exports and imports worldwide in each of the four categories of the plastics industry – resin, products, machinery, and molds. The report is also the only plastics trade report that includes a contained trade analysis outlining the movement of resins and plastics that are embedded in goods that the U.S. both exports and imports. According to Global Trends, Mexico and Canada remained the U.S. plastics industry’s largest export markets. In 2021, the industry exported $18.0 billion to Mexico and $15.0 billion to Canada, maintaining its largest trade surplus—$10.8 billion—with Mexico. In the first half of 2022, U.S. plastics industry exports increased by 16.9% and imports rose by 17.0% compared to the first half of 2021. The trade balance, however, increased by 17.4%. “Risks on plastics trade remain in the forecast for 2023, but for the U.S. plastics industry, international trade remains a component of its overall growth strategy in 2022 and beyond,” said Pineda. “The U.S. ranks second in PLASTICS Global Plastics Ranking™.” “The fact that our Global Trends report anticipates positive results for our industry, despite a widened trade deficit, speaks to the importance of plastics to the world we live in,” said Matt Seaholm, President and CEO of PLASTICS. “Our members stand ready to provide the materials that improve lives throughout the world and that are essential to creating the circular economy we all strive to achieve.” An executive summary of PLASTICS’ Global Trends report is available online at: https://www.plasticsindustry.org/globaltrends
154 New Industrial Manufacturing Development Projects showed improved performance in September 2022
IMI SalesLeads announced today the September 2022 results for the newly planned capital project spending report for the Industrial Manufacturing industry. The 154 new projects increased from August 2022 140 manufacturing projects, however, down from 162 in September 2021. The Firm tracks North American planned industrial capital project activity; including facility expansions, new plant construction, and significant equipment modernization projects. Research confirms 154 new projects in the Industrial Manufacturing sector. The following are selected highlights on new Industrial Manufacturing industry construction news. Industrial Manufacturing – By Project Type Manufacturing/Production Facilities – 133 New Projects Distribution and Industrial Warehouse – 61 New Projects Industrial Manufacturing – By Project Scope/Activity New Construction – 59 New Projects Expansion – 43 New Projects Renovations/Equipment Upgrades – 44 New Projects Plant Closings – 16 New Projects Industrial Manufacturing – By Project Location (Top 10 States) North Carolina – 10 Ohio – 10 Indiana – 9 Texas – 9 California – 8 Pennsylvania – 7 Wisconsin – 7 Michigan – 6 Alabama – 5 Georgia – 5 Largest Planned Project During the month of September, 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 $15 billion in the construction of a manufacturing facility in BOISE, ID. They are currently seeking approval for the project. Top 10 Tracked Industrial Manufacturing Projects MICHIGAN: Battery component mfr. is planning to invest $3.6 billion for the construction of a manufacturing facility on 18 Mile Rd. in BIG RAPIDS, MI. They are currently seeking approval for the project. KENTUCKY: Automotive mfr. is planning to invest $700 million for the renovation and equipment upgrades at their manufacturing facility in LOUISVILLE, KY. They have recently received approval for the project. INDIANA: Automotive mfr. is expanding and planning to invest $491 million for a 6,000 SF expansion, renovation, and equipment upgrades on their manufacturing facility in MARION, IN. They are currently seeking approval for the project. Construction is expected to start in early 2023. TEXAS: EV mfr. is planning to invest $365 million in the construction of a lithium-hydroxide refining plant in ROBSTOWN, TX. They are currently seeking approval for the project. Construction is expected to start in late 2022, with completion slated for 2024. ARIZONA: Plant-based packaging product mfr. is planning to invest $280 million for the renovation and equipment upgrades on their manufacturing facility in GILBERT, AZ. Completion is slated for late 2023. SOUTH CAROLINA: Automotive component mfr. is planning to invest $200 million for the renovation and equipment upgrades on their manufacturing facility in ANDERSON, SC. Completion is slated for 2026. MISSOURI: Consumer products mfr. is planning to invest $180 million for the expansion, renovations, and equipment upgrades on their processing facility in ST. LOUIS, MO. They are currently seeking approval for the project. OHIO: Truck mfr. is planning to invest $150 million for the expansion of its manufacturing facility in NEW PHILADELPHIA, OH. They are currently seeking approval for the project. TEXAS: Steel tube mfr. is planning to invest $75 million in the construction of a 125,000 SF manufacturing facility in SEGUIN, TX. They have recently received approval for the project. ALABAMA: Laminated timber products mfr. is planning to invest $62 million in the construction of a 140,000 SF manufacturing facility in DOTHAN, AL. Completion is slated for 2024. The project also includes equipment upgrades on their existing manufacturing facility in DOTHAN, AL. About SalesLeads, Inc. Since 1959, SalesLeads, based in Jacksonville, FL is a leader 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.
The fork in the road
If you have been keeping up with our wonderful economic news you came across comments about Boomers leaving the workforce in droves because they feel they have enough of a nest egg to live on. Hope they are right. As a result of these retirements, however, there are thousands of businesses for sale, with sellers not really aware of what they have to sell. Some do not even know that what they have is sellable. They will just unload any equipment they own and call it quits. This scenario is especially prevalent in the construction business because if you are a contractor to whom can you sell? Not many people are not your direct competitors. And if you do that, you can guess what the pricing will be. Many of these business owners came to that fork in the road. Either to stay the course and do what they must do to grow the business with existing as well as new customers. Or covert assets to cash and move south to warmer climates because as an owner they were not prepared nor interested in doing what you had to be done, nor able to spend the money to upgrade their operation to remain competitive. In other words, upgrading your business is no longer an option. The digital world is taking over, your customers today grew up in the digital world and they expect to do business via the digital world. Is it any wonder why there are so many family businesses for sale? Look how some young entrepreneurs are taking advantage of this situation can be found on YouTube. Look up a young lady named Codie Sanchez and see what she is doing to make herself rich. Right now, she owns 26 companies that she converted from their historical business practices into modern money makers. It is quite an interesting story, and every one of you could duplicate it if you wanted to. It is about an hour presentation but worth your time and your son’s or daughter’s time if they are having a tough time figuring out how to make a living so they can move out of your basement. Why am I discussing this topic with material handling OEMs, part distributors, and dealers? Because I believe dealer networks in the good old USA will find themselves at that fork in the road sooner rather than later. If you recall, I recently mentioned Ford and its move to sell online direct to customers. They were doing this to stop the gouging taking place concerning their new line of EV Ford 150s. And I said “here we go” with OEMs moving to sell direct. Guess what. AED, working with McKinsey & Company prepared a paper titled THE FUTURE OF SALES AND SERVICE FOR EQUIPMENT DEALERS. McKinsey sent out surveys to dealers regarding this topic and those responding are most concerned about the interest in OEMs in direct-to-consumer sales models. They were also concerned about NEW COMPETITIVE THREATS and THE INVESTMENTS REQUIRED TO ENABLE NEW SALES MODELS. The survey also asked what customers were currently doing and what was expected five years from now. Participants answered that currently 14-25% of new, used, and rental transactions originated online, with an expectation five years from now to be between 36- 48%. A meaningful uptick I would say. In terms of completing the purchase, online the current % is 7-15% with an expectation of 29-36 % five years from now. Back to the fork in the road, because it seems that 57% of the survey participants responded said they made no or minimal progress on building a sales and service model for the future. Which fork will these dealers take? My guess is they will not have a choice. Digitalization is where this is going and you will either have a program to modernize your operation to use the value of data and analytics to build a digitalized, customer-centric business. Or you will find yourself behind the eight-ball with only the option of selling your dealership to your OEM or another dealer selling similar lines. You would think OEMs would be pushing this process, and even funding such a program since having their dealers highly digitalized would be to their own benefit. As you can imagine this will be both a time-consuming and expensive program to develop and initiate. Only certain dealers will have the power to create a working sales and service model. The only way I see this working is for OEMs to lead the charge as is happening in the auto and truck industry where OEMs integrate digital sales programs into existing dealer management software. The other option is for a group of dealers to produce the sales and service platforms for their group. And I have to bring up those Codie Sanchez dealers who will buy today’s dealer and transform it into a dealer of the future, and in the process become a giant in the industry. OEMs…..wake up. 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.
I found a sales answer I’ve been looking at for YEARS
“Hi. How are you today?” I hate that line. When salespeople call up and say, How are you today? it’s a warning sign line. They’re saying, “I don’t really care what or how you’re doing today, I need to start my sales pitch. And this is the way I’m going to start it.” I’ve had a revelation that has been 20 years in the making. I used to have all my leads on a database, like an Excel spreadsheet, and I had different color-coded pins to strike out the ones that were Hot or Not Hot. And then there were the yellow highlighted ones when I made the sale. Then CRM came along. I could never get into it because it was just too cumbersome. For me, it was always a bunch of things that I had to do, that I didn’t really want to do. And the spreadsheet worked just fine. We did use a CRM here at one time for our sales leads, but we needed a consultant to turn it on, literally. NOTE WELL: We have (finally) found a CRM software that actually works, but I’ll get to that in a minute. What I want to talk about is “why I chose not to use it for those 20 years, and how wrong I was.” By blaming the software for not helping me make a sale, it kept me from tracking important details that I felt were important during the sales cycle. I had my notes written on my spreadsheet. No Bueno. But what I found to be true is that a CRM, while it may not teach you to make a sale, it keeps all of the facts and all the details online so that you can make a sale easier. I had everything about their kids’ names and their wife’s name, where they grew up, and other “sales forward” information. NOTE: It’s so much more powerful when you discover things in common- like a college or favorite sports team or a kid’s T-ball league. Relationship information that leads to sales. BACK STORY: People have called our office for years and asked, “Hey, I want to know what CRM you recommend?” And for years, our answer was…none. NONE! None until today, which is kind of crazy. We’re gonna give you the CRM that we’re now using that is rocking our world. But first, let’s talk about, what made this happen. For years, I’ve been teaching using creativity and discovering shared values. My philosophy has always been, “find something personal, do something memorable.” So, when you find something personal, and you DON’T document it, you forget about it. That’s the sales-threatening challenge that you have. The personalized element of selling cannot be denied – or omitted. CRM actually started BEFORE computers with Harvey Mackay – The Mackay 66. In Harvey’s timeless classic “Swim with the Sharks,” he wrote about how important it was to collect 66 important things about every customer. He claimed that when you have these 66 facts, you can’t lose because you know enough to build a relationship, not just make a sale. He combined that with his Rolodex to save the names and numbers of his customers and prospects. Both of those data collection strategies are passe now, but the information is still strategic to making sales. You still have to collect and store that information in order to be perceived as the best sales option. When the customer likes you, believes you and has confidence in you, and trusts you – it’s a fit, and you win. And the right CRM can create that for you. I write down some of the most regular things that people say in passing like, “Tomorrow is my uncle’s birthday.” And then the next time I talk to them, I ask, “Hey, how was your uncle’s birthday?” They don’t even remember the birthday or that they even told me. “Oh, you mentioned you were going to your uncle’s birthday last time we talked.” Then they realize you’re really listening and paying attention because you’re telling them what they told you. And keep in mind that the CRM combines listening with the most powerful form of listening: taking notes. We have now invested in a game-changer CRM, and not just any CRM. Before sharing this information with you and my entire audience, I needed to make sure that this was THE BEST CRM. A sales-making CRM that would put time back on your calendar, make relationship building easier, and money in your bank account. We looked at every CRM that’s out there before deciding on which one would be the best fit. The only one that I recommend is the one we’re using at Buy Gitomer. And that’s Pipedrive. Once we started using it and realized how critical it’s become to our sales, we connected with Pipedrive and asked them to give you a special offer. And they obliged! You can go to the Pipedrive URL but you won’t get what they’re gonna give you at our special link. Go to gitomer.com/crm. That will take you to our special link for Pipedrive. You’ll get an extended free trial, a bigger discount, and you’re gonna be treated like gold. Pipedrive works. It’s mind-blowingly awesome, and did I mention it’s simple? Just move your prospect through the buying stages. You just drag and drop anything. You can have your forms go directly into it. You can set activities and reminders. And they’ve made it so user-friendly, that even I can use it. This is the challenge. You’re only going to know if you try it yourself. Let me know how it works for you – send your notes and thoughts to helpme@gitomer.com. 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 www.Gitomer.com or email Jeffrey at salesman@gitomer.com or call him at 704 333-1112.
Digital Strategy and E-commerce
Over the last six years, I have spoken with many people in our industry about their company’s digital strategy, more specifically e-commerce and selling their products online. With November being the start of the holiday shopping season, especially online shopping, I thought it would be fitting to write about this topic as e-commerce and digital strategies continue to gain momentum in our industry. Digital Strategy There are many elements you must consider when developing a digital strategy for your business. These elements include digital marketing and advertising, customer communication channels, search engine optimization (SEO), and e-commerce. As I noted in last month’s article, the material handling industry is primarily B2B and these customers increasingly expect B2C convenience and customer experience. Therefore, creating such an experience should be the foundation of your digital strategy. Also, be sure to take note of what your competitors are doing. In addition, be mindful of what your suppliers and manufacturers are doing. As you consider these elements of your strategy, you need to determine what the goals of your strategy are. Are you looking to increase sales? Are you looking to target new audiences? Are you looking to improve how you appear on search engines? Determine what is most important and tailor your strategy accordingly. For example, if one of the goals of your digital strategy includes growing the sales of your product portfolio, then your focus and efforts would need to be on the development of an e-commerce site or platform for your customers to purchase your products from you online. If one of the goals of your digital strategy is to increase your brand awareness and customer engagement, then your focus would be on digital marketing through various channels such as social media and email. If you are looking to target new audiences and increase customer leads, your focus should then be on search engine optimization and targeted content marketing. These various elements of your company’s digital strategy need to be considered during the analysis stage of your digital strategy plan. Ecommerce Ecommerce was on an accelerated growth pace, even before the COVID-19 pandemic. As you know, store closures and fear of getting COVID-19 during the pandemic created a major shift in consumer buying behavior, which further accelerated this growth pace. This growth was not just exclusive to things we became accustomed to ordering online like shoes, apparel, and electronics; things like groceries and fast food were now being purchased online by consumers that may not otherwise have purchased online prior to the pandemic. As with everything else, that B2C customer experience and shift of buying behavior to the ease of online transactions is now an expectation of your customers and prospective customers in the B2B world. It is important, now more than ever, to provide customers with the option to purchase your products online. However, you need to be strategic about what you are setting out to accomplish with your e-commerce site. Let us say, for example, that the goal of your e-commerce site is to increase the sales of your products through your parts department. Awesome! Turn on the e-commerce switch and watch the parts department sales grow, sounds simple, right? Not so fast, there are a few things to consider and missteps to avoid as you look to deploy an e-commerce site as part of your digital strategy. One misstep I see that dealerships make when developing their e-commerce site is the lack of automation. Your site should not only be an intuitive and seamless experience for your customers but should also be a seamless transaction for your business. What I mean is that you do not want the transaction to be ‘clunky’ for your staff which creates additional manual steps to process an e-commerce order. Talk with your suppliers, many offer web services integration that allows for real-time pricing, availability, and order submission. Another misstep along those lines is the service level that accompanies the e-commerce experience. Make sure your e-commerce site allows for easy contact with your customer service staff as needed. Therefore, be sure to implement features like chat, a dedicated phone line, and a dedicated email address or online contact submission form. You still need to keep in mind that your service level will set you apart from the competition. Furthermore, a great user experience in this regard may lead to other opportunities for your other products and services such as new equipment, rentals, or service work. Another consideration, which I feel is one of the most important, will your e-commerce site interface with your ERP business system? If you are operating on an older business system, this could potentially create limitations for those looking to interface their site with their system. Talk with your ERP provider; see what resources they have available to assist with integrating your business system and your e-commerce platform. Additionally, consider how you will price your products online. I would recommend exploring a ‘Login’ model. This allows your current and loyal customers to have another avenue to purchase your products but also allows for special, discounted, and volume-based pricing for those customers with a unique login as needed. In addition, will your pricing model be static or dynamic? This is a topic we can explore in future articles. Finally, seek feedback from your existing customers. Identify any potential “pain points” that exist for customers that purchase your products today. You want your e-commerce site to provide them with the ability to self-service and the ability to order your products at their convenience. Having a good e-commerce site will not only help you retain and grow existing loyal customers, but it will also attract new customers and help build your brand. Search Engine Optimization (SEO) Simply stated, search engine optimization, or SEO, is the battle for the top listing on a given search engine page. More importantly, since Google is the market share leader in the search engine space, let us call it the battle on Google search. You can develop
Women In Trucking Association announces Pilot Company as sponsor to help expand access to educational trailer
The Women In Trucking Association (WIT) has announced Pilot Company as its fuel sponsor for the 2022 Driver Ambassador Program. The program focuses on promoting career opportunities for women in the trucking industry, celebrating success stories, and raising awareness for WIT’s mission. An essential feature of the program is WITney, the association’s one-of-a-kind educational trailer. The expo trailer accompanies the Driver Ambassador out on the road, attending schools and industry events. Not only is WITney a traveling billboard for the nonprofit, but hosts an array of educational and interactive components, such as interactive kiosks on trucking 101, common myths, and whether a career in trucking would be the right fit based on personality and lifestyle. Additionally, a custom-made state-of-the-art driver simulator allows attendees to experience truck driving in different scenarios, regions of the country, weather conditions, and more. “Pilot Company’s fuel sponsorship will have a major influence on the expansion of this program,” said Ellen Voie, WIT president and CEO. “The additional resources allow WITney to travel to more locations and events, such as public schools and Girl Scout events. This sponsorship will positively impact diversity in the trucking industry.” “We are honored to support Women In Trucking and the WITney educational trailer,” said Whitney Johnson, Pilot Company chief experience officer. “Through education and celebration of the amazing achievements of women in our industry, we can inspire future generations and encourage more women to get into trucking.”
EEOC releases updated ‘Updated Know Your Rights’ poster
The U.S. Equal Employment Opportunity Commission (EEOC) released the ‘Know Your Rights’ poster, which updates and replaces the previous “EEO is the Law” poster. Covered employers are required by federal law to prominently display the poster at their work sites. The EEOC’s web page for the poster provides information about where to post it. The poster also includes a QR code for applicants or employees to link directly to instructions for how to file a charge of workplace discrimination with the EEOC. A number of the laws that the EEOC enforces require covered employers to post a notice describing the Federal laws prohibiting job discrimination. The poster summarizes these laws and explains that employees or applicants can file a charge if they believe that they have experienced discrimination. The poster shares information about discrimination based on: Race, color, sex (including pregnancy and related conditions, sexual orientation, or gender identity), national origin, religion, Age (40 and older), Equal pay, Disability, Genetic information (including family medical history or genetic tests or services), and includes Retaliation for filing a charge, reasonably opposing discrimination, or participating in a discrimination lawsuit, investigation, or proceeding. “The new ‘Know Your Rights’ poster is a win-win for employers and workers alike,” said Chair Charlotte A. Burrows. “By using plain language and bullet points, the new poster makes it easier for employers to understand their legal responsibilities and for workers to understand their legal rights and how to contact EEOC for assistance. The poster advances the EEOC’s mission both to prevent unlawful employment discrimination and remedy discrimination when it occurs.” The new “Know Your Rights” poster includes these changes: Uses straightforward language and formatting; Notes that harassment is a prohibited form of discrimination; Clarifies that sex discrimination includes discrimination based on pregnancy and related conditions, sexual orientation, or gender identity; Adds a QR code for fast digital access to the how to file a charge webpage; Provides information about equal pay discrimination for federal contractors. The poster is available in English and Spanish and will be available in additional languages at a later date. The posters should be placed in a conspicuous location in the workplace where notices to applicants and employees are customarily posted. In addition to physically posting, covered employers are encouraged to post a notice digitally on their websites in a conspicuous location. In most cases, electronic posting supplements the physical posting requirement. In some situations (for example, for employers without a physical location or for employees who telework or work remotely and do not visit the employer’s workplace on a regular basis), it may be the only posting. Covered employers are subject to fines for noncompliance. The Americans with Disabilities Act (ADA) requires that notices of Federal laws prohibiting job discrimination be made available in a location that is accessible to applicants and employees with disabilities that limit mobility. The EEOC advances opportunity in the workplace by enforcing federal laws prohibiting employment discrimination. More information is available at www.eeoc.gov. Stay connected with the latest EEOC news by subscribing to our email updates.
MassRobotics announces collaboration with AMD to Advance Adaptive Computing in Robotics
MassRobotics, an innovation hub and startup cluster focused on the needs of the robotics community, today announced it is collaborating with AMD to introduce and deliver technologies to robotics startups. Through the industrial suite of AMD tools, platforms, and an accelerated app store designed for the robotics industry, robotics startups will be able to further develop innovative solutions around automation, mobility, AI, and machine vision-related applications. AMD, widely known for their FPGAs (field programmable gate arrays) and adaptive SoCs (system-on-chips), are bringing offerings, such as the Kria KR260 Robotics Starter Kit and Kria Robotic Stack (KRS), which are focused on bringing easy-to-integrate hardware acceleration of ROS 2 to MassRobotics resident startups. The AMD Kria robotics starter kit, tool flows, and accelerated libraries enable key functions, such as communication, control, vision, AI, safety, and security features in robotics systems to be targeted for intelligent factories, farms, warehouses, and hospitals. As the development platform for volume production Kria K26 SOMs (system-on-modules), the KR260 is built for robotics and multiple industrial applications, complete with high-performance interfaces and native ROS 2 support for ease of development by roboticists and software developers. MassRobotics startups can leverage pre-built Accelerated Applications for Kria SOMs from the AMD Xilinx App Store as a starting point for their ROS-centric development. The Kria KR260 has Ubuntu 2022.04 support from Canonical as well as ROS 2 support from Open Robotics. “Kria SOMs were developed to make the benefits of adaptive computing accessible to roboticists, software, and AI developers in small and medium-sized businesses,” said Chetan Khona, senior director of Industrial, Vision, Healthcare and Sciences Markets at AMD. “Our close work with MassRobotics builds on that mission and we look forward to enabling their resident startups with scalable, low-latency, and deterministic embedded computing technology as the de facto building blocks of next-generation robotics.” Deeply embedded in the robotics industry, AMD is also: A Gold Sponsor of ROSCon 2022, taking place in Kyoto Japan on October 19-21, 2022, an event to learn from and network with the ROS community Joining MassRobotics at its Robotics Engineering Career Fair on October 20, 2022, as part of RoboBusiness in Santa Clara, CA Based in the Boston area, MassRobotics is the first and largest independent nonprofit robotics startup escalator in the world whose mission is to grow and support robotics innovators and entrepreneurs. MassRobotics and its partners work together to enable robotics and related technologies to succeed as an industry.
Plastics Industry Association names Mónica Mancilla Cooke Senior Director, Human Resources
The Plastics Industry Association (PLASTICS) has announced that Mónica Mancilla Cooke has been named Senior Director, Human Resources, effective immediately. “We’re building a larger, top-flight team at PLASTICS – it takes someone with Mónica’s HR expertise to help us ensure the success of our professional environment,” said Matt Seaholm, President and CEO of PLASTICS. “Mónica brings a wealth of compliance, talent recruitment, and development experience that will help PLASTICS continue to grow and thrive.” Cooke’s wide-ranging HR background comprises key roles in a variety of organizations in the Washington Association arena, including her work with the Information Technology Industry Council, American Petroleum Institute, and International Republican Institute. “I am humbled to be part of an organization that supports a workforce of nearly one million, that works to protect and promote the direction of the plastics industry,” said Cooke. “We have an exceptional team, and I am honored to have the opportunity to make a meaningful difference for PLASTICS.”
Plastics Industry Association names Charlotte Dreizen Director, Sustainability and Environment
The Plastics Industry Association (PLASTICS) just announced that Charlotte Dreizen has been named Director, Sustainability and Environment, effective immediately. As a member of PLASTICS’ sustainability team, Dreizen will conduct direct oversight of activities that encompass Operation Clean sweep (OCS), a program founded by PLASTICS and operated in partnership with the American Chemistry Council’s Plastics Division, in which companies that handle resin commit to protocols designed to help reach zero resin loss in operations. Charlotte will also lead the association’s efforts on educational programs and external efforts that prioritize the reduction of plastics in our environment. “I couldn’t be more thrilled for the opportunity to join PLASTICS and to lead Operation Clean Sweep,” said Dreizen. “Achieving zero resin loss is a mission-critical sustainability goal and I’m excited to support our membership throughout the supply chain in ensuring that no plastic pellet, flake, or powder enters the environment.” Dreizen’s background includes valuable experience supporting circular economy and net-zero carbon initiatives. Prior to her arrival at PLASTICS, she led the American Institute of Architects’ 2030 Commitment, empowering more than 1,100 firms nationwide, to measure progress towards carbon neutrality by tracking data for 3.5 billion gross square feet of construction. Dreizen has also managed recycling programs, policy, and education for the Washington, D.C. Department of Public Works’ Office of Waste Diversion, and supported manufacturers and brands in achieving their sustainability goals at the Sustainable Packaging Coalition. “In Charlotte we’ve found someone with hands-on experience in helping companies achieve real sustainability goals,” said Matt Seaholm, President and CEO of PLASTICS. “Charlotte stands out among experts with theories on sustainability and is already an invaluable asset to our members. Her public presence in providing guidance and tools to better understand the challenges with recycling is admired by professionals across our industry.” “Charlotte’s role is new to PLASTICS,” said Patrick Krieger, PLASTICS’ Vice President, sustainability. “Charlotte’s focus area demonstrates the importance the PLASTICS industry places on eliminating plastic waste in the environment and on Operation Clean Sweep, specifically. Our members want to be responsible stewards of the resources they use and the products they make.”
The #1 thing businesses get wrong during a recession
It seems like the question on most business owners’ minds at the moment is, “are we headed for a recession?” Regardless of the answer to that question, one true thing is that even in times of recession, there are businesses that continue to grow and ones that barely survive. Unfortunately, during tough times one of the first things that many businesses start to cut is their investment in the customer and employee experience. This is something that you should do as a last resort and it starts by understanding why. Research conducted over the last 2 years by multiple organizations shows that 30% of customers will leave an organization after just one bad experience. Who is delivering the bad experience, your Team Members of course? Let’s be clear, not every bad experience delivered by your Team is the fault of the employee, in most cases, it is the fault of the systems, processes, and/or the training they are provided. So, let’s assume that you can’t afford, or don’t want to lose 30% of your customers then turn your mind to how many customers you want to attract to your business. Consistently research shows that over 50% of customers will try another organization if they trust that their experience is going to be better than the one provided by their current supplier. Either way, you look at it there is a compelling reason to continue to focus on, and where possible, enhance the customer and employee experience. The good news is that once you’ve made the decision to continue to focus on the customer and employee experience there are just four areas that require your continued focus. 1 – Be Personal & Make It Relevant The most personal word to each of us is our name; using it is the fastest way to get someone’s attention, yet business systems are built around numbers. Further injecting the person’s name into the conversation, whether it be face-to-face, over the phone, or via a digital medium, is the first and easiest step in making the experience personal. Beyond the use of the individual’s name, you don’t need to spend millions on systems that allow for hyper-personalization but you do need to ensure that the communications you have with customers are relevant to them. At the very least start with grouping, your customer communications based on products enquired about or purchased. 2 – Keep Me (the customer & employee) Informed Think about your own shopping experience; you click the payment button and then what happens? How do you feel when there are regular updates on the progress of your order versus few or no updates? The simple rule here is to communicate often and in every message make it clear when the customer can expect the next communication from you. For example: thank you for your order, it is being processed and you can expect to hear from us within 72 hours with the shipping details, and so on. However, it is not only your customers that need to be kept informed. First, your Team Members need to have timely communication so that they can provide customers with the right information the first time. This is incredibly important when it comes to marketing and other public messages. Your Team Members would never be learning from a customer about the latest offer or problem before they have heard it internally. But it goes beyond just telling them about the offer/situation. You also should take the opportunity to reinforce how to deliver the marketing message or how to manage inquiries about the issue. 3 – Add Value Beyond The Sale To create a relationship that generates repeat and referral business, you need to be finding ways to continually add value. The easiest way to do this is to provide free, relevant, resources that help the customer get the full benefit of the purchase. An easy example in this space is to think of a customer taking delivery of a new car. The delivery day is full of excitement and a desire to get behind the wheel and experience the car. The customer probably is distracted and not listening to the instructions on how everything works. The leading Dealerships and Brands will communicate with the customer post-purchase to ensure that they are reminded about all the awesome features of the car so that they can maximize their enjoyment. It also creates a genuine reason for the brand to reconnect with their customer. Think about your own business, what could you be communicating post-purchase that will provide a genuine benefit to the customer and a reason for the brand to further build a relationship? 4 – Enable the Employee Employees turn up every day wanting to do great work and to do so they need their managers and leaders to enable their success. As a manager or leader in an organization enables the success of your employees by: Defining what great looks like; Remove or minimize friction for the employee delivering on great; and Celebrate publicly great work and coach privately when something doesn’t go to plan. As the economy goes through its cycles the above four principles will ensure that you continue to be a business that people want to spend their money with and tell their friends about while also attracting employees that want to be part of delivering a great experience. About the Author: Jason S. Bradshaw started his first business at the age of 14, differentiating himself by the service he provided. For the last 3 decades, he has worked with some of the world’s most recognizable brands, improving the experience to transform the business. Jason is a best-selling author and is considered a global guru on customer experience and a leading authority on experience management. www.jasonsbradshaw.com
Bucking the latest labor threats
The U.S. labor market remains tight, in spite of recent changes. The Bureau of Labor Statistics reported approximately 4.2 million workers quit their jobs in August 2022, unchanged from July 2022 and down just slightly from 4.3 million in June. You may have heard of the Great Resignation of older employees that are fueling the fires. But there’s more. Other trends — including “quiet quitting” and “echo quits” — are being cited as significant factors. Your business doesn’t have to succumb to the malaise. By taking proactive measures to retain top-quality workers and targeting new hires, you can keep the operation humming on all cylinders. Quiet Quitting Can Be Noisy The term quiet quitting, which purportedly originated on TikTok, is a misnomer in that employees aren’t actually “quitting.” Instead, they’re staying on the job, but slowing down. Although the exact definition remains somewhat vague, essentially employees aren’t working as hard as they did before, or at least not as hard as their employers expect them to. This trend doesn’t mean that people are giving up on working altogether because most people can’t afford to not work. It more aptly reflects differing views of the company and its employees. For the last few decades, typical workplace culture has embraced those who were ready, willing, and able to go the extra mile on behalf of their employer, regardless of the consequences to their personal lives. But the number of workers burning the midnight oil, or simply getting burned out, is trending down. The point isn’t to give less to their employers. It’s mostly about finding a better balance between work and personal life so that Little League games and dance recitals aren’t sacrificed due to work-related commitments. As frustrating as that might be for employers, it’s a new reality. Smart employers will try to listen and learn from the quiet quitters. Echo Quits: Quit and Quit Again Sometimes employees quit a job and latch on somewhere else, only to quit again shortly thereafter. This phenomenon, known as “echo quits” or an “echo boom in quits,” has accompanied the Great Resignation. Like quiet quitting, it’s compelling employers to rethink the way they operate. Of course, leaving one job for another isn’t a guarantee of a good match. These days, workers aren’t inclined to stay put and will keep seeking greener pastures, even within a year of taking the job. Going back to the Bureau of Labor Statistics for August 2022, 2.7% of the workforce quit. During the same period job openings plummeted by about 10% (to 10.1 million, down from 11.2 million in July 2022). The biggest drops occurred in health care and social sciences, other services, and retail trade, in that order. The drop in job openings wasn’t entirely unexpected, because as the quit rate rises, job openings typically increase. In recent months, workers have had more leverage than employers had and to some extent, still do. If employees quit and don’t like the first job they take, they can simply leave and find another one. In a tight job market, employers who need to fill positions don’t have the luxury of holding job-hopping against otherwise good candidates. However, if job openings continue to decrease, that balance of power might shift. Echo quits have also led to another trend called “boomeranging.” As the name implies, workers are returning to the employer they initially left, without any hard feelings on the company’s part. In fact, boomeranging often results in a hefty salary boost and other concessions. What about employers who don’t have workers boomeranging back to them? It may be time to explore other ways to hold onto good workers. 7 Strategies for Retaining Employees There are numerous ways an employer can limit the mass departure of employees. Here are seven practical suggestions. Up the ante. Money still talks. Of course, it may not be possible to pay employees what they think they’re worth, but you can narrow the gap that currently exists. Also, compensation isn’t just about salary and bonuses. You may be able to spruce up your fringe benefit options at a reasonable cost to the company. For example, a cafeteria plan offers employees a menu of benefits to choose from, but the company pays only for the benefits it provides. Be flexible. The pandemic has shown many employers that they can survive and even thrive when employees work from home. Consider offering flexible work schedules and reducing commuting hassles for employees who don’t have to be on-site. This can provide employees with their desired work-life balance and discourage quiet quitting. Provide new challenges. No one wants to stay in a rut. To avoid lethargy, emphasize an employee’s strengths by creating new challenges. For instance, ask an innovative employee to work on new product development. This may require transferring the worker to a different department or group. Sharpen job skills. An employer can offer training sessions that enhance an employee’s work skills and/or teach them new ones. Critics might say you’re setting up employees who will learn the tricks of the trade and then move somewhere else. That’s always possible, but don’t let it stop you. You’ll benefit from the enhancements in the interim. Plus, the employee may be inclined to stay in the fold. Communicate. How do you know what employees want if you don’t ask them? Don’t wait until an exit interview to ask this question. Use a confidential survey and be open to new ways of doing things. On the flip side, let employees know what’s expected of them. It may be beneficial to spell out guidelines in writing and discuss them periodically with the staff. Recognize top performers. Quiet quitters may feel they aren’t recognized for their hard work. Show employees that you care by noting achievements in the company newsletter or posting them on your website. Even better: Combine recognition with financial rewards for doing an extraordinary job. Keep employees motivated to maintain high-performance levels at work. Lighten the load. Be more mindful of pushing employees
Episode 323: Made4Net at MODEX 2022
Live from the booth at MODEX 2022, Amit Levy, Executive Vice President of Customer Solutions and Strategy at Made4Net, joins Kevin on this episode of the New Warehouse. Made4Net is a provider of warehouse management systems (WMS). They have developed additional supply chain execution components, such as dynamic route planning, which optimizes last-mile delivery. In this episode, Kevin and Amit discuss WMS trends and how Made4Net plans to stay ahead of the competition. Key Takeaways Taking that first step is daunting for businesses new to WMS software. Amit believes the process starts with the customer defining their requirements. When customers identify what they want to accomplish, they can narrow the field of WMS solutions. Another critical step is internally having someone on the team who will own the process from testing, training, launching the system, and providing post-launch support. Amit shares how Made4Net’s WMS provides the flexibility warehouses look for and need in today’s rapidly changing environment. He explains how their solutions don’t take as long to integrate and implement. The additional services they offer, like yard management, route optimization, and engineered labor standards, are other differentiators. Amit believes this is what sets Made4Net apart from other WMS providers. Made4Net provides their customers with the speed to pivot, meaning as business or processes change, the system can quickly adapt to the changes. Instead of having to reach out for support from WMS providers, Made4Net users can quickly adjust the system and configure it to address new requirements. The speed that Made4Net provides users saves its customers both time and money. Kevin and Amit discuss some of the most critical factors in looking for a WMS. Amit believes in addition to flexibility; the WMS should connect easily to different systems and automation technology such as robotics, AS/RS, and other technologies. Simplicity is another critical factor. You want your team to be able to click and move. Lastly, Amit says scalability is something to look for to account for future growth. The New Warehouse Podcast EP 323: Made4Net at MODEX 2022
ProMat-The biggest manufacturing and supply chain event of 2023 returns to Chicago March 20-23
In-person event to feature keynotes from AWESOME, José Andrés, and Ron Howard When the premier manufacturing and supply chain trade event of 2023, ProMat, returns to Chicago on March 20 it will include over 900 exhibits from leading solution providers and a comprehensive Educational Conference of over 150 sessions focusing on best-in-class solutions for manufacturing and supply chain operations. ProMat exhibits will represent all segments of the material handling, logistics, and transportation industry, from traditional, manual equipment to computerized, automated systems and smart, connected supply chain technologies. “There is no substitute for ProMat where you can see all of the products in action. You will find the solutions to your specific operational challenges, all in one location, from the exhibits, during the educational sessions, and by speaking with the leading innovative material handling and supply chain suppliers,” says John Paxton, CEO, MHI. “We are excited to provide this market access and knowledge opportunity for our entire community.” “Seeing the large array of solutions, meeting with leading suppliers, and connecting with peers will allow attendees the opportunity to discover products, services, and technologies that will be essential for their success in the future,” adds Daniel McKinnon, EVP of Exhibitions, MHI. ProMat 2023 Conference In addition to the exhibits, the ProMat Conference will include four keynotes and over 150 educational seminars covering leading trends, best practices, and state-of-the-art equipment and technology solutions that can make manufacturing and the entire supply chain work more resiliently, efficiently, and profitably. March 20 Keynote: Women in Leadership Panel Moderated by Michelle Dilley, CEO of AWESOME March 21 Keynote: A Conversation with José Andrés Chef and founder of World Central Kitchen March 22 Keynote Panel: Preview of MHI 2023 Annual Industry Report John Paxton, CEO, MHI, and Deloitte Consulting LLP March 22 Keynote: A Conversation with Ron Howard Director, Cultural Icon, and Actor March 22: MHI Industry Night with Nate Bargatze ProMat will feature the announcement of the 2023 MHI Innovation Award winners during an evening of music, food, drinks, and entertainment by comedian Nate Bargatze on Wednesday, March 21. Tickets to this event are $50. The door prize for this event will be a trip of a lifetime vacation. Trip Value: $30,000. See official rules. Women in the Supply Chain Industry Forum on March 20 at ProMat MHI has partnered with Material Handling Equipment Distributors Association and the Warehousing, Education and Research Council (WERC) to bring an afternoon of discussion, education, and networking for women in our industry. MHI Young Professionals Network Reception on March 20 at ProMat This event provides attendees to network and connects with young professionals in the material handling and supply chain industry. ProMat Student Day on March 22 MHI in partnership with Warehousing Education and Research Council (WERC), College Industry Council on Material Handling Education (CICMHE), Material Handling Equipment Distributors Association (MHEDA), and the Material Handling Education Foundation (MHEFI) presents Student Day at ProMat 2023 on Wednesday, March 22. This event features guided show floor tours to attract future talent to our industry. ProMat is the largest manufacturing and supply chain expo held in the Americas. The event will be held March 20-23, 2023 at Chicago’s McCormick Place.
Jobs Report statement from American Staffing Association
The American Staffing Association has made a statement in regard to the latest job report that came out this morning. “As this morning’s BLS jobs report indicates, America’s help wanted signs are still up and employers are still hiring. This is a good sign of continued confidence in fourth-quarter demand for their firms’ products and services, even in the face of a slowing economy. With 10 million job openings and 5.8 million job seekers, the battle for qualified talent continues. And yet, the Fed wants to drive down inflation rates by driving up unemployment rates which will disproportionately hurt vulnerable workers and hurt overall economic growth. With close to 90 million working-aged women and men (20 years and over) not in the labor force, the private sector and government must make getting people off the sidelines a top priority.” said Richard Wahlquist, president and chief executive officer at the American Staffing Association
PTDA welcomes two new distributor members
The Power Transmission Distributors Association (PTDA), the association for the industrial power transmission/motion control (PT/MC) distribution channel, welcomes two new member companies. Klockner Group (Columbia, S.C.) Klockner Group services industrial facilities across the U.S. with engineering, installation, fabrication, and parts for conveying systems. It is a major distributor of welded steel chain, cut tooth, and machine tooth sprockets for all material handling industrial chain installations. The company also offers technical field inspection of material handling applications to analyze problem areas and determine solutions for maximum production and maintenance-free operation. “Klockner Group strives to provide the highest quality parts and solutions in support of our customers and industry partners,” says Richie Hayward, vice president. “We joined PTDA to strengthen our relationships and grow in our knowledge of the industry.” Learn more at KlocknerGroup.com. Gerbers of Montana (Great Falls, Mont.) Gerbers of Montana has been a specialist in grain handling equipment since 1878 and now is also the largest bearing/PT stocking distributor in the state. The company prides itself on providing customer service, high industry knowledge, and having quality products in stock. “We are excited to join PTDA and are looking forward to building relationships and learning from fellow distributors/small businesses in the bearing/power transmission industry,” says Jill Tranmer, business manager. Learn more at GerbersOfMontana.com. The Power Transmission Distributors Association (PTDA) is a global association for the industrial power transmission/motion control (PT/MC) distribution channel. Headquartered in Chicago, PTDA represents power transmission/motion control distribution firms that generate more than $19 billion in sales and span over 2,700 locations. PTDA members also include manufacturers that supply the PT/MC industry.