Pay attention
Ever hear those words when you were growing up? Hundreds of times, right? And you probably thought you were being scolded. Actually, when you were told to “pay attention,” you were getting one of life’s most valuable lessons. Now you’re grown up, and I bet you still haven’t learned that lesson. Why? Because you’re probably more focused on yourself than you are on the world around you. And when you’re focused on yourself-how you look, what you’re wearing, and what other people think of you-you are diverting your “focus energy” away from your success. When you’re focused, you have an intense purpose. But when you waste that focus on yourself, you’ll miss the opportunities around you and stay “out of focus.” Now, people will tell you TO focus or to BE more focused, but very few will tell you HOW to focus. So, let me share this little secret with you. The easiest way to “be focused” is to “be aware.” Be aware of what is around you and be aware of who is around you. Sounds simple, but it means you have to change selfish and insecure to open-minded and self-confident. Let me explain. “Antennas up” at all times is what my mentor and friend Earl Pertnoy has preached for more than 25 years. It doesn’t matter where you are. You could be in a bathroom, online at the airport, in a hotel lobby, at a car wash, in an elevator, or at a restaurant. All are ripe for making connections if you’re alert. And if you follow Earl’s advice like I do, you’ll get the sales lead or the deal you were never expecting. “Antennas up” philosophy starts with being aware of your immediate surroundings. If you’re looking to be a master seller, you must understand and capitalize on where you are, whom you meet, and what you say. If you’re at an event, your job is to keep your “antennas up” until you meet the key players. You do whatever it takes. You may have to ask someone, “Where’s the big cheese?” You may have to read every nametag in the room. You may have to stay until you’re the only person left. You may even have to stand and wait until the conversation the “big cheese” is having with someone else is finished. But if your antennas are in a bottle of beer or with your friends or looking for more food, they’re pointed in the wrong direction. So besides losing, you’ll lose to someone whose antennas are pointed in the right direction. TRUE STORY Take Note: This story, which took place in the men’s room at LaGuardia Airport, is not meant to offend, but to make a point. After getting off the plane at LaGuardia, I had to use the facility. Like all men’s rooms, this one was equipped with urinals. Now, when you visit the men’s room, you adhere to this unwritten rule: You don’t talk. But I happened to glance to my left and saw the actor Hal Linden, who played Barney Miller on the TV series, and said as we stood over our urinals, “The great equalizer of men.” Linden started to howl and almost wet his suede shoes. I said, “Goin’ into the city?” He said, “Yep.” I said, “Wanna split a cab?” He said, “Sure.” And we drove into the city through the Astoria section of Queens where “Archie Bunker” lived and where “Barney Miller’s” police station was located. It was a great ride, and when we got to the city, he paid the cab fare. Guess what? My antennas were up. I had the guts to make the exchange, and I won. Did I win big? No, but I had fun. In the game of “antennas up,” it’s not always about winning big. It’s about having a good time, and it’s about practice. I never fail to keep my antennas up, and I never fail to capitalize on an opportunity when it occurs. Neither should you. Here’s another story. Recently, I was flying from Buffalo to Dallas. As usual, my antennas were up, especially since I was sitting next to Hall of Fame quarterback Jim Kelly. We chatted a bit, but I certainly didn’t want to mention the word “Super Bowl.” So, I began to tell him that I was an author and a speaker, that I had been on the same program with him at a couple of events, and that I had a couple of his autographed footballs. Kelly smiled. Then I said, “As a noted speaker and author, you probably want my autograph.” So, I autographed my boarding card and handed it to him. As Kelly sat there dumbfounded, I said, “I wouldn’t mind if you autographed your boarding pass and gave it to me.” He laughed, autographed his boarding pass, and handed back both his boarding pass and mine. Because my antennas were up, I talked to Jim Kelly, got his autograph, and as a bonus-had lot of fun. It’s important for you to understand that selling yourself is not about tactics. Selling is not about techniques. Selling is about focusing and engaging the person you are focused on in a creative verbal exchange. And the only way to master focus is to keep your antennas up. Are your antennas up? 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.
More distress plus
This month I was hoping to share some positive comments about inflation, supply chain issues, OEM delivery dates, improving sales numbers and margins. Unfortunately, I cannot do that. I cannot do that because the activities in Europe have changed from what we call a conventional recession (where we were headed before the shooting started in Europe) to a strange recession that will have more bite for a longer-term. Just what we needed. In addition, word on the street is this recession will become stagflation where prices continue to rise even though economic activity is shrinking. Conventional recession could last from six months to a year when events turn and it is a start back to business as usual, such as what happened in 2008 and 2009. Stagflation, on the other hand, is made up of long-term events that keep pushing up pricing even though the economy is in decline. Hence, we can do away with the transitory inflation speak. The war in Europe, the COVID in China, more supply chain problems, and especially the increase in oil prices will be here long term with little hope that monetary policy changes can produce a soft recovery any time soon. The long-term phase is the one that bothers me. It bothers me because if dealers and their customers were taking steps to offset the negative impacts of minor interest rate hikes, short-term price increases, and OEM lead time of six to 10 months, hoping that their strategy provides a return to normalcy within a year, that no longer may be a workable solution to the problem. This situation is no longer a minor change in the business plan and operating budget. Dealing with Stagflation requires a new set of planning skills few managers have had the pleasure of dealing with. Setting time aside to visit this unusual set of circumstances needs to take place ASAP to discuss how this scenario impacts every segment of your business, not to discuss recession but to discuss how you must operate and cash flow when prices are moving into a double-digit range while sales are falling. This is an entirely new ballgame. There are businesses out there that are capital-efficient or in other words have the flexibility to deal with stagflation because they have pricing power and are not bound by substantial amounts of debt and fixed costs. I wish I could say that an equipment dealer fits into this category, but you do not. Dealers will have to examine their revenue silos to see where they are making money. Have to pass on costs if they can, and if they cannot consider downsizing the operation or department, also be careful granting credit while stepping up the collection process. Large AR write-offs cannot be tolerated. After gaining insights about Stagflation your business model may require revisions if you hope to come out the other side of adventure. Challenging decisions may have to be made once your complete stress tests to see if the revised model cash flows. Spend as much time as necessary, using outsiders, if necessary, to do the projections resulting from the changes. The bottom line here is the need for a higher-than-normal return on equity. You know this. But what process to use to make it happen is another story. Return on equity means having control of the balance sheet and operating margins. And one way to find out what yours looks like is to use MHEDA’s Return on Investment Calculation found in the Disc Report. Remember this: Profit Margin X Asset Turnover = Return on Assets x Financial Leverage = Return on Equity. The definitions can be found in the report. The Profit Margin deals with pricing and cost controls. The inability to pass on the cost increases means cost reductions are in order. Asset Turnover is where the rubber meets the road. Asset costs are increasing while sales are decreasing. Something has to give sooner rather than later. Financial Leverage works as long as you can cover the debt covenants and debt service. Keep in mind that more costly inventory will require additional financing. In other words, Stagflation financials will look nothing like you normally expect. They will return to historical levels at some point, but in the meantime will look uncoordinated and require special and consistent management review. This process will be something like ZERO-BASED BUDGETING where you “start” the business from scratch and in the process find ways to reduce costs and increase cash flow. Financial gurus, I follow believe stagflation is in the cards because energy and food costs will stick around for quite some time. It cannot hurt to plan accordingly. If nothing else, you will have a more capital-efficient company earning higher than average returns. 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.
Inflation Strategy—Part Two
As we traverse the road forward in 2022, the business climate is becoming clear. High demand, dwindling supply, rising prices, and an uninspired workforce. What a combination! In my March 2020 column (Inflation OMG!), I laid out a series of strategies that could be employed in order to reshape and align the sales department in this new and different distribution landscape. At the end of the March article, I promised some ideas on similar strategies for the rental, parts, and service departments. This month I am going to make good on that promise. My first intention was to provide these strategies in my April column. I rethought that course of action. Because the disruption to our businesses is so acute, I thought it better to do “first things first”. The first step in the creation of an effective plan is to take stock of your resources and use your collected data as a basis for a SWOT analysis (Strengths – Weaknesses – Opportunities – Threats). In times where resources are running low but customer expectations are high, we tend to panic and naturally react by “shooting” before we “aim”. This consumes resources even more quickly. Although you can re-read the April issue, in short, a properly executed SWOT analysis does the following five things: SWOT Slows everyone down. As customer urgency rises, our response is to “speed up” and answer quickly. SWOT counteracts this by preplanning responses and understanding the ramifications of a kneejerk reaction. SWOT tells the TRUTH about existing and future resources. It is, what it is. We are not magicians. We can’t simply wish more resources into existence. SWOT defines how resources will be distributed. No shortcuts, no workarounds, no rogue ideas SWOT defines what we are best at doing. When supplies are short…. they MUST be pointed at the CENTER of your target. SWOT warns us about what we struggle with. Don’t throw shrinking resources at a black hole. With a well-defined SWOT analysis behind us, we can now talk about rental, parts, and service strategy. The reason I wanted to talk about a SWOT analysis BEFORE I present strategies is because not every idea presented here will square with your SWOT findings. So, use what fits. Discard what doesn’t. Rental Department Strategies Make no mistake. Rising prices and the absolute lack of new inventory in 2022 will mean that the OTHER departments in the dealership have to produce more profitability for the dealership to meet its obligations. The rental department is critical to producing these profits. Rental asset decisions One of the natural tendencies that dealer principals have, when inventory is in short supply, is to reallocate new equipment (ordered for the rental fleet) to the sales department to fill waiting customer orders. I understand the temptation to do this, and on its surface, it might seem like the right decision to make. The downside to doing so however must be recognized. The benefit to the dealership as a whole is served by rental assets adhering to a cycle of replacement that is proven in our industry. Extending the rental life of units in rental service increases maintenance costs affects depreciation allowances, and most importantly, precludes the rental department from raising their rates in an inflationary environment (see next section). As attractive as these rental assets may be to the sales department, the fact remains that the sales department’s long-term appetite for inventory will likely not be satiated. The needs of the DEALERSHIP will be better served by putting that new unit in service at an existing rental customer. This will allow the unit currently in service, to be retired, refurbished, and made available to sales. It also may allow the rental department to RAISE THE RATE on the new replacement. Additionally, it provides a depreciation benefit to the dealership and reduces service expense and exposure. Surrendering rental assets to the sales department may placate a nervous customer, but it gives the dealership no hard financial benefit. In fact, the sales department will still get a unit to sell in the end, it’s just used, instead of new. Price increases – Base Rates As the acquisition price of rental assets rises, the rates must follow suit. For the last 20 years or so, short-term rental rates have been stuck in neutral for a myriad of reasons. Low inflation, low-interest rates, and better technology leading to decreased maintenance costs are all factors that held retail rental rates in check. The newest inflation spike however will serve to force all of us out of that rut. As supply dwindles, so will the available units for rent on your lot. There is no reason not to raise basic published rates now. Do some math here. Historically, best practice suggests that monthly rental rates should represent 4% to 5% of the net acquisition cost of the equipment. In most dealerships, we have not kept that ratio. Even “preferred customers” are going to have to stomach an increase, and quite frankly, I don’t think they will be surprised. After all, every other cost is increasing at the same time. Hourly Usage Charges Another unexploited area is the over-use of short-term rental assets by customers. Your rental document probably specifies that the rental rates quoted, allow for eight hours of equipment usage per day, 40 hours per week, and 160 hours per month. It should also specify the “per hour” penalty for exceeding these thresholds. My observations are that these charges are seldom levied on customers and the entire issue of short-term overtime billing is routinely ignored. For long-term rentals (mostly full maintenance units), we don’t hesitate to explain these penalties, because we are constrained by the finance company to do so. Not collecting for over-use of equipment is especially damaging in seasonal and agricultural applications where units are literally run around the clock. My advice is to use the shortage of available rental inventory at this juncture, to shift your policy towards enforcing the hourly stipulations. If you EXPLAIN
Peers and partners to convene for PTDA 2022 Canadian Conference
The Power Transmission Distributors Association (PTDA) will convene for the PTDA 2022 Canadian Conference in Montreal, Quebec, Canada June 7–9. Delegates in the power transmission/motion control (PT/MC) industry, representing PTDA distributor and manufacturer companies, will be in attendance to broaden cross-channel networks, expand connections and deepen business relationships. “This is a long-awaited opportunity for PTDA members doing business in Canada to re-connect, grow their knowledge of top industry trends and converse with thought leadership,” said PTDA President JP Bouchard, vice president, General Bearing Service, Inc. “Each interaction will deliver insight to help participants become a sought-out business partner and provide better value to their customers.” A highlight of the conference is the Distributor-Manufacturer Idea Exchange (DM-IDEX), a time- and cost-effective forum bringing together distributor and manufacturer executives for high-level discussions on market strategies and issues. Both groups laud DM-IDEX as one of the best face-to-face cross-channel business programs with a measurable ROI for participants. Well-respected industry thought leaders will offer keynote presentations. Decorated military officer, author, and award-winning speaker retired Colonel Mark Gasparotto will present the opening keynote, “Clearing the Way: Leading from the Front.” With ever-escalating recruitment and retention struggles topping the list of challenges for PT/MC employers, the PT WORK Force® initiative of the PTDA Foundation will host transformational growth expert and best-selling author Rick Denley to speak on “Growth Minded Recruitment.” Tom Dielschneider, vice president of Global Supply Chain, Svante will address the emerging opportunity for PTDA members to play a role in supporting climate technology, specifically providing PT/MC parts to assist in the reduction of CO2 in the atmosphere and emissions. Ryan Walter, former NHL player and Hall of Fame Inductee will present a Leadership Enhancement Workshop titled “Six Mindsets to Power Your Leadership” during which he will highlight his proprietary “Utilizing Our Thinking Tendencies Model.” Walter will also present the closing keynote, “Winning Leadership,” and will draw similarities between skills practiced inside NHL locker rooms and corporate board rooms that can set leaders apart and activate winning energy. Breakfast, evening receptions and golf will provide opportunities for more informal networking throughout the conference. For more information, visit ptda.org/CanadianConference. Those registering before April 28, 2022 will receive a $100 discount. The Power Transmission Distributors Association (PTDA) is the leading 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 $20 billion in sales and span over 2,700 locations. PTDA members also include manufacturers that supply the PT/MC industry.
ASSP elections highlighted by Sullivan’s upcoming move to president
The American Society of Safety Professionals (ASSP), the world’s oldest professional safety organization, has announced its new leaders for the 2022 Society elections. All terms begin July 1. Christine Sullivan, CSP, ARM, will serve as ASSP president for 2022-23. “Our Society’s strength is rooted in our dedicated volunteers and their desire to take on key leadership positions,” said ASSP President Brad Giles, P.E., CSP, STS, FASSP, GIOSH, whose term ends June 30. “Engaged safety professionals have always defined ASSP, keeping it vibrant and advancing worker safety and health everywhere.” ASSP’s top elected positions – all part of its Board of Directors – are president, president-elect, senior vice president, vice president of finance and directors-at-large. Each is a one-year term, except for the three-year terms of the vice president of finance and directors-at-large. The succession of leaders from senior vice president to president-elect, and from president-elect to president, is automatic. Following are snapshots of ASSP’s newly elected leaders, whose influence and contributions will help shape the Society and the profession while sustaining the organization as a global leader for workplace safety and health. • President Christine Sullivan, CSP, ARM, is senior vice president and risk control director at Sompo International. She has 30 years of safety experience and holds a bachelor’s degree in human factors engineering from Tufts University. Her Society honors include the Charles V. Culbertson Outstanding Volunteer Service Award and Risk Management and Insurance Practice Specialty Safety Professional of the Year. She is a past vice president of the Council on Professional Development. A member since 1996, she resides in Glastonbury, CT. • President-Elect James Thornton, CSP, CIH, FASSP, FAIHA, is a former EHS director at Huntington Ingalls Industries, the nation’s largest military shipbuilder. He is an ASSP Fellow with a bachelor’s degree in aerospace engineering from Auburn University and a master’s degree in industrial hygiene from Texas A&M University. He earned the Society’s President’s Award and twice received the Charles V. Culbertson Outstanding Volunteer Service Award. A member since 1998, Thornton will be president in 2023-24. He resides in Hampton, VA. • Senior Vice President Pam Walaski, CSP, is a senior program director with Specialty Technical Consultants, Inc., and an adjunct faculty member for the Indiana University of Pennsylvania Safety Sciences Department. She was a director-at-large on ASSP’s Board of Directors from 2018-21. Her Society honors include the Charles V. Culbertson Outstanding Volunteer Service Award and Region VIII Safety Professional of the Year. An ASSP member since 2003, Walaski will be president in 2024-25. She resides in Templeton, PA. • Director-at-Large Steven Gray, CSP, CHST, is the senior site workplace health and safety manager at Amazon. He has held numerous leadership positions within ASSP, including vice president, Council on Region Affairs. He holds a bachelor’s degree in fire protection and safety engineering technology from Oklahoma State University. A member since 2001, Gray has earned Safety Professional of the Year at the Society, region and chapter levels and received the Charles V. Culbertson Outstanding Volunteer Service Award. He resides in Virginia Beach, VA. Joining these four leaders on ASSP’s 2022-23 Board of Directors are Vice President of Finance Linda Tapp; Directors-at-Large Maribeth Anderson, Tim Page-Bottorff and Daniel Snyder; and Public Director Ken Rueter. Jennifer McNelly, CAE, has served as the Society’s CEO since 2018. Candidates for the board must be professional members who possess specific qualifications. The criteria include involvement in an ASSP committee or task force, a record of positive contributions to the occupational safety and health profession, support and understanding of the Society’s vision, and being an effective motivator who is results-driven. Find a complete list of the Society’s 2022 election results on the ASSP website.
Women In Trucking Association names new Director of Driver Engagement
The Women In Trucking Association (WIT) has named Andrea Adeyanju as its new director of driver engagement. Adeyanju will be responsible for deploying and managing programs and services that enable WIT to encourage more women as professional drivers, promote their accomplishments, and minimize obstacles they face in the trucking industry. Adeyanju will be responsible for managing existing programs that engage new and existing driver members of WIT. She also will oversee the association’s LeadHERtrucking driver mentoring program, the Girl Scout Patch Program, the Driver Ambassador Program, WITney (the educational trailer that encourages career awareness of professional female drivers), the WIT Image Team, and orchestrating ride-alongs of key stakeholders in government policymaking and the overall industry. Adeyanju has more than 10 years of experience in the commercial freight transportation industry. Most recently, Adeyanju was safety director for FMCSA compliance and human resources manager for Bulkley Trucking; vice president of administration for Sudbury Transportation; and safety administrator for ACI Motor Freight. Adeyanju holds a Bachelor of Science degree in occupational safety and health from Columbia Southern University and holds safety certifications from the North American Transportation Management Institute (NATMI) and OSHA’s Safety Training Institute. “WIT has created this new director of driver engagement position to support our goal to effectively serve our professional drivers,” said Ellen Voie, president and chief executive officer for WIT. “Andrea’s comprehensive background in the trucking industry and her passion for creating a better, safer work environment for female drivers align with WIT’s goal to support this segment of our membership. We are excited for Andrea in the coming months to apply her expertise that will enable WIT to create a more driver-inclusive association that brings value to this critical segment of our industry.”
SME names Jeannine Kunz Chief Workforce Development Officer
Appointment addresses manufacturing’s growing need for workforce education SME, the professional association committed to advancing manufacturing and developing a skilled workforce, announced the appointment of Jeannine Kunz to the newly created position of Chief Workforce Development Officer. She will report to Robert “Bob” Willig, executive director and CEO of SME. In her new role, Kunz will work with Willig and SME’s Board of Directors to leverage the organization’s existing and extensive foundation of manufacturing workforce solutions. She will work on leading new partnerships, programs, and service offerings, providing end-to-end workforce and training solutions for communities, companies, and educational institutions. This increased investment enables SME to accelerate the development of the manufacturing pipeline with new, highly skilled workers, while also upskilling incumbent employees who encounter new, advanced technologies with the abilities they need to compete globally. “Jeannine has an amazing track record over her more than 20 years with SME in workforce education and development,” said Willig. “We’re pleased to take this step in announcing our intent to further invest and grow SME’s efforts in workforce development, and we’re highly confident in Jeannine’s ability to lead this important initiative.” The need for a skilled workforce is one of the most significant challenges to manufacturing’s future growth and prosperity, Willig said. Over its 90-year history, SME has addressed manufacturing’s business and technology challenges, and as evidenced by the appointment of Kunz to CWO, is increasing its focus, investment, and commitment toward workforce development. “I greatly appreciate the opportunity and vote of confidence,” said Kunz, “and I am fortunate to have been supported along the way by a very dedicated team of professionals who believe in the strategic and important value a trained and educated workforce has on local and national competitiveness, economic prosperity, and national security. We strongly believe the industry needs an accelerated, collaborative and innovative approach to meeting manufacturing’s workforce challenges. Our team plans to expand our partnerships with like-minded organizations to take bold action in making a difference for this industry.” Kunz joined SME in 2000 and in 2010 led the acquisition of Tooling U, an online training organization, enhancing SME’s existing training and certification portfolio and increasing its ability to address the emerging national manufacturing skills gap. Since then, SME has worked with thousands of employers and more than thousands of schools, training hundreds of thousands of people across the country. In addition to her most recent role as vice president of Tooling U-SME, Kunz served on the executive committee of America Makes and is a board member for the National Coalition of Career Development, Chair of the National Defense Industrial Association’s Manufacturing Workforce Committee and sits on Manufacturing USA’s Advanced Robotics for Manufacturing’s (ARM) Education & Workforce Advisory Committee. She also is a founding member of the Skilled Trades Coalition, a consortium of over 15 leaders from associations that collaborate to improve awareness and perceptions of skilled trades. In 2020, she joined the industry advisory committee for Clemson University’s THINKER graduate program and was elected to the Manufacturing Technology Deployment Group’s Board of Directors in 2022. Kunz is deeply knowledgeable about the challenges facing communities, educators, and employers in addressing workforce issues and shares her insights as a regular contributor, appearing over the years in CNBC news, IndustryWeek, Training Magazine, Chicago Tribune, NPR Marketplace, and many other media outlets. She also has testified before a Congressional House Subcommittee on the manufacturing workforce and apprenticeships and most recently testified for a House Committee focused on the critical supply chain for the Department of Defense. Because of her dedication to service in the manufacturing industry, Crain’s Detroit Business recognized Kunz for her professional accomplishments, selecting her as a 2018 Notable Women in Manufacturing and 2019 Notable Women in Education Leadership – in Michigan. An SME Member since 2008, Kunz earned a bachelor’s degree in business with a concentration in economics from Eastern Michigan University.
Manufacturing Technology Orders highest in two decades for first two months of 2022
Manufacturing technology orders totaled $479.3 million in February 2022 according to the latest U.S. Manufacturing Technology Orders Report published by AMT – The Association For Manufacturing Technology. February 2022 orders were up 9% from January 2022 and up 27% from February 2021. Year-to-date orders are just shy of $920 million, an increase of 30% from the same period in 2021 and only 11% down from the same period in 1998 when orders set a record by surpassing $1 billion in only two months. “The industry seems to be carrying the momentum of 2021 into the beginning of 2022, recording the best start to the year in over two decades,” said Douglas K. Woods, president of AMT. “As we have learned throughout the last two years and, especially the last few months, conditions can change quickly. We saw this in 2021 when order values during the first few months of the year performed only moderately well, but by the end of 2021, it was the best year on record. This can cut both ways so we may need to temper the early 2022 excitement as conditions on the ground change.” Strong consumer demand has been a key driving factor behind much of the recent capital investment from manufacturers. “Despite waning consumer sentiment and predictions that spending would soon shift back to services, demand for manufactured products remains at historic levels,” said Woods. However, several headwinds stand in the way of growth, most notably inflation. Persistent inflation, exacerbated by geopolitical events, threatens to undermine the base of consumer demand that has supported the manufacturing technology industry over the last twelve months. “Many of the issues such as worker shortages and supply chain troubles we have been highlighting the past few months are still present, but inflation is becoming the biggest threat the manufacturing industry has seen since the initial shutdowns two years ago,” said Woods. “The aggressive posture taken by the Federal Reserve in their last meeting is really telling. Inflation needs to be controlled, but for interest rate-sensitive activities like capital investment, the medicine may be a tough pill to swallow.”
Equipment Finance Industry confidence eases again in March
The Equipment Leasing & Finance Foundation (the Foundation) has released the March 2022 Monthly Confidence Index for the Equipment Finance Industry (MCI-EFI). The index reports a qualitative assessment of both the prevailing business conditions and expectations for the future as reported by key executives from the $900 billion equipment finance sector. Overall, confidence in the equipment finance market is 58.2, easing from the February index of 61.8. When asked about the outlook for the future, MCI-EFI survey respondent Michael Romanowski, President, Farm Credit Leasing, said, “Supply chain issues continue to hamper equipment availability. The Ukraine conflict has enhanced volatility and is contributing to an already unsettled environment. We continue to work closely with our partners and customers to ensure we are advancing our mission in these uncertain times.” March 2022 Survey Results: The overall MCI-EFI is 58.2, easing from the February index of 61.8. • When asked to assess their business conditions over the next four months, 21.4% of executives responding said they believe business conditions will improve over the next four months, a decrease from 24.1% in February. 50% believe business conditions will remain the same over the next four months, down from 69% the previous month. 28.6% believe business conditions will worsen, an increase from 6.9% in February. • 25% of the survey respondents believe demand for leases and loans to fund capital expenditures (capex) will increase over the next four months, up from 24.1% in February. 75% believe demand will “remain the same” during the same four-month time period, an increase from 72.4% the previous month. None believe demand will decline, down from 3.5% in February. • 21.4% of the respondents expect more access to capital to fund equipment acquisitions over the next four months, up from 17.2% in February. 78.6% of executives indicate they expect the “same” access to capital to fund business, a decrease from 82.8% last month. None expect “less” access to capital, unchanged from the previous month. • When asked, 46.4% of the executives report they expect to hire more employees over the next four months, up from 44.8% in February. 50% expect no change in headcount over the next four months, a decrease from 55.2% last month. 3.6% expect to hire fewer employees, up from none in February. • 3.6% of the leadership evaluate the current U.S. economy as “excellent,” a decrease from 10.3% the previous month. 85.7% of the leadership evaluate the current U.S. economy as “fair,” down from 86.2% in February. 10.7% evaluate it as “poor,” an increase from 3.5% last month. • 7.1% of the survey respondents believe that U.S. economic conditions will get “better” over the next six months, a decrease from 24.1% in February. 57.1% indicate they believe the U.S. economy will “stay the same” over the next six months, a decrease from 58.6% last month. 35.7% believe economic conditions in the U.S. will worsen over the next six months, an increase from 17.2% the previous month. • In March 42.9% of respondents indicate they believe their company will increase spending on business development activities during the next six months, down from 44.8% the previous month. 57.1% believe there will be “no change” in business development spending, up from 51.7% in February. None believe there will be a decrease in spending, down from 3.5% last month. March 2021 MCI-EFI Survey Comments from Industry Executive Leadership: Bank, Middle Ticket “While equity markets, crude, supply chain and global industry trade have all been greatly impacted by the Russian invasion of Ukraine, it is the suffering and loss of life that is most disturbing. I am proud of Key’s immediate humanitarian efforts on behalf of the Ukrainian people.” Adam Warner, President, Key Equipment Finance Independent, Small Ticket “Through 2021, often businesses used their federal government stimulus money to purchase capital equipment and services. The deeper we get into 2022, increasingly, these businesses will return to financing their capital equipment purchases.” James D. Jenks, CEO, Global Finance and Leasing Services, LLC
Women In Trucking Association announces its April 2022 Member of the Month
The Women In Trucking Association (WIT) has announced Jennifer Macalaguin as its April 2022 Member of the Month. Jennifer is vice president of engineering at Navistar, Inc. in Lisle, Illinois. Growing up, Jennifer loved math and science. She is a curious person who loves to design mechanical things, such as the interaction of gear systems. She was raised in the Philippines and completed an engineering degree there. Then, she received a scholarship in the U.S. and completed her Master’s Degree in Industry Technology. Later, she also completed a Master of Business Administration (MBA) while working at Ford Motor Companies. The commercial vehicle industry has always excited Jennifer because of the vital role it plays in our economy and the massive impact it has on every single one of our lives. “Knowing that everything I’m working on is making people’s lives easier, more enjoyable, and safer is one of the biggest reasons I love working in this industry,” she said. As a female engineer at Navistar, Jennifer brings a different perspective to designing trucks. “I represent women and their unique needs and requirements that need to be considered when designing our vehicles. There are concerns and variables that I’m more acutely aware of because I am a woman. So, I make sure that my perspective and insights are expressed and heard,” she said. As the industry has evolved, so too has the equipment. With the increasing number of female drivers in the trucking industry, the designs of trucks are continuing to advance and become compatible with the specific needs of women. Jennifer is passionate about innovation and application of Design Thinking which resulted in her being recognized with numerous awards. She continues to explore her interests, stays committed to her passions, and embraces opportunities to explore new ideas. She completed an executive program at Stanford University focused on customer innovation and INSEAD at France focused on global leadership. Jennifer’s advice for women in the industry is to seek a mentor throughout your career to gain wisdom. “By working with a mentor, you can learn from their past experiences and gain a support system as you determine your career goals. A mentor doesn’t need to have the same professional background as you but should be someone that you can speak openly with and someone who shares your same definition of success,” she said. Persistence, determination, and a positive perspective on challenges are also crucial to success. “It is important not to be intimidated or discouraged by challenges. You should think of obstacles as opportunities to grow rather than roadblocks. There will always be roadblocks on the journey to success. The key to success is to have persistence in the face of challenges,” said Jennifer.
ARA Certified programs for the equipment rental segment available now
The American Rental Association (ARA) has launched its first ARA Certified programs: ARA Certified – Sales, ARA Certified – Service, and the ARA Certified Mobile Elevating Work Platform (MEWP) program. ARA Certified – Sales and ARA Certified – Service are online professional development programs designed to teach your employees fundamental knowledge about the equipment rental industry they will need on the job. The ARA Certified MEWP training program satisfies the new ANSI A92 standards approved in June 2020. “The ARA Certified programs we launched in March are a direct reflection of our association’s strategic initiatives that are focused on safety and preparing the industry for the future,” says Tony Conant, ARA CEO. “These programs establish rental industry standards, professional development, and training that you can’t find anywhere else.” The ARA Certified MEWP Train the Trainer program is a hybrid program. The classroom portion of the training is all online in RentalU (ARA’s learning management system) and then a 4-5 hour live, hands-on training session is conducted by a certified master trainer. Graduates are qualified to train others using the ARA Certified MEWP program. The hands-on training portion is presented by ARA state associations or other local settings for members without an active ARA state chapter. The initial member reaction to the ARA Certified programs is excitement for the long-awaited arrival of professional certifications for equipment rental staff. “For the past three years, I have been pushing for a certification for equipment like the event segment has with ARA’s CERP [Certified Event Rental Professional] program, and it thrills me to know that it is finally happening,” says Beth Hoff Blackmer, president, Aspen Rent-All, Basalt, Colo. “We, as individuals and businesses, are always seeking ways to grow personally and professionally. The ARA Certified programs will be a fantastic offering for owners to offer to their staff. It also promotes rental as a safe industry, which is critical in the construction field. I look forward to becoming certified and urge all in the industry to join me.” Work on ARA Certified programs for forklift operations and MEWP operator certifications for rental customers is underway and is expected to be released in 2023. You can get started with ARA Certified MEWP Train the Trainer at ARArental.org/MEWP, and with ARA Certified Sales and ARA Certified Service programs at ARArental.org/Certified.
MHI roars back with record MODEX 2022
The manufacturing and supply chain community came together last month for a return to in-person trade shows with a record-setting MODEX event, according to show producer MHI. Over 37,047 visitors connected with over 857 exhibitors across 405,000 square feet of exhibit space at Atlanta’s Georgia World Congress Center. This was the largest MODEX event to date for MHI, with 20% more visitors than the last pre-pandemic show – MODEX 2018. Additionally, the direct economic impact of this event to the Atlanta area is estimated to be $45 million. The next MHI trade show will be PROMAT 2023 in Chicago, IL on March 20-23, 2023.
EP 269: Jeff Lem and the students
On this episode, I put on my other hat which is Professor Lawton, and was joined by previous guest Jeff Lem. Being at MODEX 2022, I could not teach my class in person so we did it virtually and I had a guest speaker come on. That guest speaker was the president of Portable Intelligence and author, Jeff Lem. Key Takeaways Jeff highlights the amount of technology we are seeing coming into the warehousing space which was even more evident at MODEX 2022. Even with all of the technology, Jeff is sure to mention that you must rely on your data and that the data must be accurate and consistent in order to continue to make smart business decisions. This is very much a topic that I have discussed with my students as we have covered the importance of accurate data within the supply chain. He also highlights the growth of business intelligence and how it is being grown utilizing AI. This was very interesting as my students are very interested to hear about how AI is growing and being utilized in the supply chain. The biggest growth point for AI in the supply chain according to Jeff is the predictive analytics side. This is allowing operations to understand what is going to happen and how to plan for it in their operation. Additionally, emphasizes that having solid data for AI to work properly is a key to implementing it. One of the other things that Jeff highlights is how the pandemic has caused companies to rethink how they distribute products in their supply chain. He discusses how things have changed for the customer experience and how companies have adopted different ways to allow for contact-less experiences. Through this companies have been able to start not only distributing and fulfilling orders from warehouses but also through their stores. This expands the available inventory and allows it to get to customers with more efficiency. Listen to the episode below and leave your thoughts in the comments. The New Warehouse Podcast EP 269: Jeff Lem and the Students
EP 268: MODEX 2022 Recap
In this episode, I recap my experience at MODEX 2022 which just happened last week. It was an incredible event with over 37,000 attendees! Safe to say we are back in person and the material handling industry couldn’t be more excited. Here are my top two takeaways. Key Takeaways The labor shortage is at the top of everyone’s mind and every attendee was looking to see how could they address this ongoing issue. Most vendors there were offering some type of solution to this and it was heavily weighted on the robotics and automation side. What was most interesting about this was the different approaches that companies are taking to solve this. Some find ways to connect companies with workers in other geographical locations remotely and some try to turn the labor of one person into two or three. One thing is for sure is that human labor is here to stay for quite some time as most solutions were focused on empowering and enabling the worker to do more. There was not much discussion on the concept of a dark warehouse. This MODEX was the robotics and automation show! Everywhere you look there was some type of robot or something automated going on. It was pretty remarkable and some even joked that it was a robotics show and not a material handling show. There were so many innovations and technology on display that it was pretty incredible to see after two years of being isolated from seeing these things in person. My biggest takeaway in this area was that almost every part of the operational flow is being automated now and companies are looking at the bigger picture instead of just automating one piece at a time. Listen to the episode below and if you were at MODEX tell me what you thought in the comments. The New Warehouse Podcast EP 268: MODEX 2022 Recap
Why innovation should be more like Easter eggs
Every year in the Spring, Amy B., a buyer for a large retail chain store, hosts an Easter egg decorating teambuilding party, where she and a bunch of her suppliers spend an entire afternoon coloring and bedazzling hard-boiled eggs. None of them bring their kids—they do this for the sheer pleasure of out-of-the-office bonding, creating interesting and attractive objects. The group is always amazed at the creativity of the resulting eggs. (And in case you’re wondering, no, none of them are artists.) So why, as adults, don’t people exercise their inner child-like creativity more often? And what is it about the Easter egg party that allows them to so freely generate and express such a range and diversity of ideas? There are several factors—all of which also apply to innovation. Each egg represents a very low commitment. It is cheap in both time and materials to try any idea they think of, so they try lots of ideas. If one doesn’t work, it doesn’t matter—it’s just one egg. Similarly, in your innovation work, you need to consider and try out many ideas, to ensure that only the best ones move forward. As innovation projects proceed through a company, they get more expensive—in money, time, and labor—at each successive phase. Developing Fail Fast, Fail Cheap methodologies allows you to try out lots of ideas early on, while it’s still cheap. They leverage not only individual creativity, but also use the power of the group. Someone will think of an idea to try, and then toss it out to the group. Then everyone contributes ideas for how best to accomplish it. No one ever says, “Yes, but that won’t work.” Everyone just thinks of ways to help make it better. The resulting final solutions are nearly always significantly better than what the person would have tried originally. In many companies, the “Yes, But” phenomenon is all too common, and can be very damaging to creativity and innovation. Most ideas aren’t perfect when they’re first conceived, but teams act as they should be. They point out all the problems in an emerging idea before they ever attempt to find out if there’s anything good about it. For innovation and creative problem solving to thrive, it’s critical to create an environment that nurtures ideas rather than stifles them, so you get the benefit of the best thinking of the entire team. They are willing to start over when something clearly isn’t working. One woman brought eggs that were not naturally white; instead, they were brown. It wasn’t clear that dyeing them would work very well, if at all. And, in fact, the first few attempts didn’t work. So, she scraped off all the color on her unsuccessful eggs several times. But when she chose red, yellow, and orange colors and left them in the dye bath long enough, she got some of the most uniquely rich and vividly colored eggs anyone had ever seen. Unfortunately, in large organizations, too many innovation projects that aren’t quite hitting the mark proceed too far. It’s important to recognize when an idea isn’t working, and then be willing to start again when you need to. Reframing the goal results in more divergent ideas. The woman with the brown eggs also tried other methods of decorating the eggs, not just coloring them with dye. Once she reframed the problem from coloring eggs to decorating eggs, everyone else also began creating the most innovative and unusual eggs of all. This reframing of the problem is a critical step in effective problem-solving and innovation. This is because the way a problem is stated affects the potential solutions you will think of. So when addressing any obstacle, it’s a good idea to question the way the challenge or problem is worded, to see if you can reframe it to get to different and better solutions. So the next time you find yourself with eggs to decorate—or a challenge to meet—keep these tips in mind to help you think more creatively and come up with more innovative solutions. Fail fast, fail cheaply. Test many possible ideas. Leverage individual and group creativity; “Yes, and” instead of “Yes, but”. Be willing to start over when the idea isn’t working. Reframe the opportunity to expand your thinking. About the Author: Susan Robertson empowers individuals, teams, and organizations to more nimbly adapt to change, by transforming thinking from “why we can’t” to “how might we?” She is a creative thinking expert with over 20 years of experience speaking and coaching in Fortune 500 companies. As an instructor on applied creativity at Harvard, Susan brings a scientific foundation to enhancing human creativity. To learn more, please go to: https://susanrobertson.co/
Yellow Corporation Opens 17ᵗʰ Professional Truck Driving Academy
Aims to Train 1,000 New Drivers in 2022 U.S. Secretary of Labor Marty Walsh and Pennsylvania Governor Tom Wolf Join Ribbon Cutting in Carlisle, PA Yellow Corporation is enhancing its commitment to train safe, professional semi-truck drivers by opening the company’s 17th permanent truck driving academy as it expands its partnership with the U.S. Department of Labor. The latest school to open is in Carlisle, PA, a major freight crossroads for shipments from the Northeast to the Midwest and onward. On Tuesday, Yellow executives celebrated the launch of the company’s newest academy at a ribbon cutting ceremony with U.S. Secretary of Labor Marty Walsh, Pennsylvania Governor Tom Wolf, and International Brotherhood of Teamsters Local 776 President Ed Thompson. “Our new academy will provide career opportunities for Americans while strengthening our partnership with the Department of Labor apprenticeship program,” said Darren Hawkins, CEO of Yellow. “We’re thrilled that our academies are receiving this recognition. Our commitment to safety and training is unparalleled in the industry, and we’re proud that government leaders are investing in these programs for new drivers.” For nearly five years, Yellow has participated in the Department of Labor’s apprenticeship program, a public-private partnership that enables companies to offset a portion of the costs associated with training new drivers. The federal program helps provide paid on-the-job training for student apprentices as they prepare to earn a commercial driver’s license (CDL) and launch a highly skilled career. The partnership is designed to address the nationwide shortage of qualified professional truck drivers. “The success of Yellow’s CDL Academy in producing some of the safest drivers on the road reflects the great power and promise of apprenticeship to be a proven workforce tool in the trucking industry,” Secretary of Labor Walsh said. “Apprenticeship programs prepare workers for success by equipping them with the skills to compete for good jobs that offer family-sustaining wages,” Governor Wolf said. “The investments we’re making in apprenticeships and other forms of hands-on and on-the-job training are already helping us get more Pennsylvanians into careers where they can succeed. This is more important than ever as Pennsylvania’s economy continues to rebound following the COVID-19 pandemic.” In 2021, Yellow announced its support for the Biden administration’s Trucking Action Plan, which intends to ease current supply chain constraints. The White House identified the expansion of apprenticeship programs as a key component of its plan. Earlier this month, Walsh launched the 90 Day Trucking Apprenticeship Challenge. Walsh added, “The 90-Day Trucking Apprenticeship Challenge has shown that joint labor management programs and public-private partnerships are critical, and that we succeed when we work together.” “We look forward to continuing this partnership with Secretary Walsh and Governor Wolf and are standing by to help other companies establish similar apprenticeship programs,” said Yellow’s Hawkins. With the addition of the Carlisle, PA facility, Yellow has 17 permanent driving academies nationwide; each is certified as a Department of Labor apprenticeship program. Other Yellow Corporation driving academies are located in Atlanta/Marietta, Charlotte, Chicago, Cincinnati, Cleveland, Denver, Fort Worth, TX, Hagerstown, MD, Indianapolis, Kansas City, KS, Memphis, Nashville, Pico Rivera, CA, Portland, Salt Lake City and South Bend, IN. The company plans to open additional locations throughout 2022.Learn more about the Yellow driving academies at https://www.myyellow.com/us/en/careers/driving-academy.
Masks optional at MODEX 2022 in Atlanta
Effective March 1, 2022, the City of Atlanta no longer requires masks indoors. As a result, MODEX 2022 will be a mask-optional event for all visitors. The Centers for Disease Control and Prevention (CDC) have also updated their COVID-19 prevention guidelines. New guidance suggests people living in areas of low transmission for the virus, and who do not have underlying health conditions, can drop masking inside public places. According to the CDC, both Fulton and DeKalb counties, in which the city of Atlanta resides, are currently experiencing low levels of community spread for COVID-19. However, a national executive order still requires people to wear face masks while using public transportation throughout the United States. This includes airports, airplanes, trains, subways, buses, taxis, and rideshare services. Therefore, masks are still required for all visitors while riding MODEX shuttle buses. MHI strongly encourages you to travel to the event only after you are fully vaccinated. (Fully vaccinated means at least 2 weeks have passed since your booster after the second dose of a two-dose Pfizer and Moderna vaccine, or the booster after a single dose of the Johnson & Johnson vaccine.) and that you have a negative COVID test result within 24 hours of attending the event. Testing facilities near the Georgia World Congress Center: URGENT CARE 24/7 Centennial Park: Phone: (404) 721-0111 | Address: 285 Centennial Park Dr., NW, Suite CU-2A Atlanta, GA 30313 (Across from World of Coca-Cola) CVS Minute Clinic: 439 Highland Ave., NE, Atlanta, GA 30312 (Approx. 2 miles from GWCC) https://www.cvs.com/minuteclinic/covid-19-testing/covid-scheduler?symptoms=covid (GWCC Zip code is 30313) Walgreens: 595 Piedmont Ave, NE Atlanta, GA 30308 is the closest location offering tests (Approx. 1.7 miles from GWCC) https://www.walgreens.com/findcare/covid19/testing?ban=covid_testing (GWCC Zip 30313) The GWCC is among the first convention centers in the nation to gain accreditation as a GBAC Star Facility. The GWCC has taken steps to minimize the risks associated with infectious agents, such as coronavirus, and will continue to adhere to the protocols outlined in their GBAC Star accreditation. Learn more at https://www.gwcca.org/returnplan. In addition, MHI will implement protocols based on the most up-to-date guidance from the CDC, local and state authorities to help mitigate the risks associated with infectious agents such as the novel coronavirus, which may include: Increased cleaning in all show management areas Hand sanitizer stations located throughout the exhibit halls More dedicated concessions and seating areas Optional contact-free registration Designated first aid area for any immediate needs or medical issues MHI said they are confident the MODEX will be a very dynamic and productive experience for all members of the MHI and MODEX Show community. MHI reserves the right to make changes to show policies and protocols as conditions evolve over the coming weeks. Registered participants will be promptly notified of any changes and these guidelines will also be updated on modexshow.com.
Equipment Leasing and Finance Association’s Survey of Economic Activity: Monthly Leasing and Finance Index
February new business volume down 4 Percent year-over-year, 14 percent month-to-month, nearly 1 percent year-to-date The Equipment Leasing and Finance Association’s (ELFA) Monthly Leasing and Finance Index (MLFI-25), which reports economic activity from 25 companies representing a cross-section of the $900 billion equipment finance sector, showed their overall new business volume for February was $7.1 billion, down 4 percent year-over-year from new business volume in February 2021. Volume was down 14 percent month-to-month from $8.3 billion in January. Year-to-date, cumulative new business volume was down nearly 1 percent compared to 2021. Receivables over 30 days were 1.7 percent, down from 1.8 percent the previous month and down from 2.1 percent in the same period in 2021. Charge-offs were 0.09 percent, down from 0.17 percent the previous month and down from 0.55 percent in the year-earlier period. Credit approvals totaled 78.2 percent, down from 78.4 percent in January. Total headcount for equipment finance companies was down 12.2 percent year-over-year, a decrease due to significant downsizing at an MLFI reporting company. Separately, the Equipment Leasing & Finance Foundation’s Monthly Confidence Index (MCI-EFI) in March is 58.2, a decrease from 61.8 in February. ELFA President and CEO Ralph Petta said, “New business volume at MLFI 25 companies has grown modestly in 2022, as it typically does in the early months. What is eye-catching, however, is the extremely high credit quality reported by respondents. Geopolitical unrest, increasing interest rates, inflation, and continuing supply disruptions all pose headwinds that bear monitoring. But, equipment finance companies always find ways to stay relevant, resilient, and reliable in helping American businesses acquire the assets they need to thrive.” Kris Foster, President of Equipment Finance, Pinnacle Financial Partners, Inc., said, “With a quarter of the year nearly complete, we remain cautiously optimistic with steady deal flow and a strong pipeline. Supply chain constraints continue to be a major issue as we see equipment delivery delays for the foreseeable future. Positively, we see these delivery delays coupled with strong demand across most asset classes being a tailwind for future financing opportunities. Competition continues to be very strong with continued pressure on loan yield spreads. Credit quality and credit metrics are at historically strong levels; however, we are closely monitoring current geopolitical events, future Fed rate hikes, growing inflationary pressures on the broader economy, yield curve inversion, and record-high costs for many asset classes.”
What’s your organization’s change context?
Becoming customer-centric isn’t a simple change. Simple changes are linear, predictable, and manageable. Traditional change management techniques work well in these contexts but are less effective in multifaceted, interconnected, and unpredictable ones. A customer-centric change is just that – where relationships, networks, and social influence from peers have a stronger impact on success than top-down influence. This is because behaviors, not processes or directives, are at the heart of any organizational change initiative. And without understanding and addressing the organization’s unique change context, there’s no clear framework for readjusting, redirecting, and redefining behaviors to meet customer-centric goals. For example, say Company A wants to get employees to adopt a new customer-centric policy, which encourages people to share any service improvement ideas or opportunities associated with their areas of responsibility. Yet, rather than simply following company guidelines, individuals may tend to provide ideas only if other people with whom they are socially connected do so as well. This makes sense as people can be more personally invested in the perceptions of members of their social groups — especially those with whom they interact frequently — than in the interests of company leadership. Creating customer-centricity begins with understanding change context – the pattern of influencing factors that shape how change is perceived and adopted within a company. Change contexts can vary widely across organizations, and leaders need to recognize their own organization’s unique terminus as a quo. Change contexts are made up of two parts – a macro culture and a series of micro-cultures. Macro cultures are behaviors and mindsets defined by leadership, represented by an individual founder or CEO, and reinforced by corporate values, policies, and priorities. Micro cultures live inside the macro culture and form at a departmental or peer group level, where norms and behaviors are shaped by the members themselves. Micro cultures can develop their own spheres of power. They can influence productivity, communication flow, and even the retention of new employees. Depending on their location within the organization, micro-cultures can enable or kill a customer-centric change effort from within before it even begins. Effectively defining your own change context requires understanding your cultural strengths and weaknesses, along with threats to change initiatives and opportunities to accelerate adoption, in both your macro and micro-cultures. Because until new behaviors are rooted in the organization’s social norms, any customer-centric changes are subject to degradation. About the Author Andrea Belk Olson is a speaker, author, applied 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 The Customer Mission: Why it’s time to cut the $*&% and get back to the business of understanding customers, No Disruptions: The future for mid-market manufacturing, and her upcoming book, What To Ask, coming 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, The Financial Brand, SMPS Marketer, Rotman Magazine, and more. Andrea is a sought-after keynote 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 a mentor at the University of Iowa Venture School. More information is also available on www.pragmadik.com and www.andreabelkolson.com.
Registration opens for ASSP’s Safety 2022
The American Society of Safety Professionals (ASSP) has opened registration for its signature safety event. The Safety 2022 Professional Development Conference and Exposition will be held in person June 27-29 in Chicago. The event will also feature an online program to give occupational safety and health professionals around the globe convenient access to continuing education. “As always, our conference and expo will be a dynamic learning and networking experience that supports our mission to help protect workers in every industry worldwide,” said ASSP President Brad Giles, P.E., CSP, STS, FASSP, GIOSH. “It’s a place to find real solutions to workplace safety challenges, especially now when environments can quickly shift. We’re excited about what we have in store for attendees.” Thousands of safety and health professionals look to ASSP’s conference each year to grow their professional development and meet experts who can help them advance their careers and elevate safety at their companies. Safety 2022 will highlight best practices, industry trends, and the latest product innovations. Concurrent sessions by industry trendsetters provide practical information that can be used today and in the future to protect workers and enhance business operations. The expo will feature hundreds of companies showcasing innovative safety solutions that can help organizations reduce injuries, illnesses, and fatalities. “If your job involves the safety and health of your organization, Safety 2022 is the place to gain critical insights and knowledge to advance your work environment,” said Stephanie Gurnari, CSP, chair of ASSP’s Professional Development Conference Planning Committee. “It’s a comprehensive experience that provides significant value.” ASSP will enhance the in-person event at McCormick Place with an engaging virtual program with mobile compatibility for broad access to additional concurrent education sessions. The conference’s popular general and plenary sessions that aim to inspire, entertain and inform will be live-streamed so that in-person and online attendees experience them together in real-time. The safety and health of everyone at the convention center remain a priority. Under ASSP’s on-site safety plan, attendees must provide proof of full vaccination or a negative COVID-19 test within 48 hours of badge pick-up. Masks are not required at this time. ASSP continues to track public health guidance and may revise its protocols as the event draws closer. Safety professionals attending in person can earn 1.4 continuing education units (CEUs) for career advancement. All registrations include 60-day on-demand access to sessions recorded for the online event that provides an additional 6 CEUs, enabling attendees to earn up to 7.4 total. Online-only registrants can earn up to 6.4 CEUs. Register online to get the discounted early rate through April 21. Groups from the same company can save on the entire conference by contacting ASSP’s Nancy O’Toole at 847.768.3466 or notoole@assp.org. ASSP is also offering an expo-only pass for the second year in a row. McCormick Place is the largest convention center in North America. The sprawling lakefront campus, featuring a network of pedestrian sky bridges and promenades, is connected to multiple hotels and located just minutes from downtown. Chicago is well-known for its architecture, museums, Magnificent Mile, Navy Pier, Millennium Park and deep-dish pizza. ASSP’s global safety event began in Chicago in 1962 and was last held there in 2011. Stay informed of the latest Safety 2022 news and current safety and health protocols at safety.assp.org.