PACK EXPO East is back and bigger than ever before
The PACK EXPO East 2022 (March 21-23, Pennsylvania Convention Center, Philadelphia) show floor will be the biggest in its history, according to show producer PMMI, The Association for Packaging and Processing Technologies. Booth space sales have surpassed any of the previous PACK EXPO East events, and attendee registration is also keeping pace with the 2020 show. Click here for up-to-date real-time statistics on the show. Featuring over 400 exhibitors, this biennial, the three-day regional event provides professionals from the consumer packaged goods (CPG) and life sciences rich Northeast corridor a convenient opportunity to explore the latest packaging and processing technologies in person, connect with suppliers and find solutions in a rapidly changing marketplace. “PACK EXPO East attendees get the best of both worlds—the ability to see a comprehensive range of packaging and processing technologies while still having time for in-depth discussions with suppliers to solve pain points and address challenges,” says Jim Pittas, president and CEO, PMMI, The Association for Packaging and Processing Technologies. “This easily accessible regional event is the perfect opportunity for a day trip with your team to experience all these solutions first-hand.” Attendees have access to must-see highlights at this year’s show: Free education on the show floor is offered all three days and provides opportunities for attendees to talk with suppliers and learn about best practices and industry breakthroughs. The Forum (Booth 1026) offers free, interactive presentations. It will feature 45-minute sessions on the latest industry trends, presented by the OpX Leadership Network, Institute of Packaging Professionals, Contract Packaging Association, and PMMI Business Intelligence, followed by small group discussions and Q&A sessions. Also on the show floor, the Innovation Stage (Booth 2226) offers free, 30-minute seminars throughout the day presenting breakthrough technologies, innovative applications, and proven approaches from industry experts. PACK EXPO East also offers programs and activities to get students excited about careers in packaging and processing. Attendees will see high school robotics teams from the Philadelphia area showcase their design, engineering, and troubleshooting skills at the Future Innovators Robotics Showcase (Booth 525). Participating schools include Camden County Technical Schools, Egg Harbor Township Police Activities League, and Central High School of Philadelphia. Attendees also have the opportunity to meet students from PMMI education partner schools in the Workforce Development Pavilion.
TVH is honored to be one of KC’s Healthiest Employers
TVH Americas, a global provider of quality replacement parts and accessories for the material handling and industrial equipment industries, was honored as one of KC Business Journal’s (KCBJ) Healthiest Employers in 2022. The Healthiest Employers Award honors businesses in the Kansas City area that make health and wellness a priority. KCBJ aims to find companies that work with their employees to improve their health and create a positive and inclusive workforce. To achieve this award, TVH was judged on its company-wide Nudge Program, which emphasizes physical fitness, nutrition, and overall well-being for its employees. The program offers a variety of opportunities for all employees to be physically fit with access to an on-site gym, active work areas, and walking challenges. Employees can even receive reimbursements for participating in activities like a 5k or local recreation league. However, these health and wellness initiatives don’t just focus on physical aspects. TVH’s health and wellness program emphasize the whole-body experience by offering classes on mental health, group activities, financial planning, and more. Just a few of these activities include meditation opportunities, guest speakers, an on-site garden club, and chair massage opportunities. By providing employees tools and resources for dealing with stress from psychological challenges, a host of health biomarkers and challenges such as anxiety, depression, and high blood pressure can be greatly reduced. “TVH’s health and wellness initiative have over 66% employee engagement and participation, reinforcing our commitment not just to being happy and healthy but ensuring a diverse and inclusive program for all,” said Lucy DelSarto, Health & Wellness Coach at TVH. ” We will continue to empower employees to focus on their well-being by providing support through activities, education, resources, and encouragement. I’m so proud of the wellness program as it continues to serve as a shining example of TVH’s commitment to the health and wellness of our most important asset, our employees.”
MHI announces 2022 Innovation Award finalists
MHI just released the list of finalists for the 2022 MHI Innovation Award. After receiving 121 submissions for this year’s awards, five independent judges comprised of professionals from the material handling and supply chain industry completed the initial review process. Four finalists were chosen as the most innovative products in each category – Best New Innovation; Best Innovation of an Existing Product; and Best IT Innovation based on concept, value, and impact. Best New Product Finalists: Beckhoff Automation for XPlanar Boston Dynamics for Stretch Exotec for The Skypod System Phantom Auto for Remote Operation Platform Logistics Best Innovation of an Existing Product Finalists: Ancra Systems B.V. for Skateloader System AutoStore for Grocery Micro Fulfillment Center (MFC) Solution ProGlove for MARK Display Rufus Labs, Inc. for Rufus WorkHero: Superhuman Platform for Supply Chain Best IT Innovation Finalists: SVT Robotics for The SOFTBOT® Platform, from SVT Robotics Systems Loading Dock Equipment for myQ Dock Management Veryable, Inc. for On-Demand Labor Marketplace Yard Management Solutions for Yard Management Solutions The MHI Innovation Award serves to educate and provide valuable insights on the latest manufacturing and supply chain products and services to MODEX attendees. MODEX 2022 exhibitors were called to submit a new product, product line, technology or service, or new application of existing products or technology that creates quantifiable and sustainable results in terms of ROI, cost savings, and customer satisfaction. On Monday, March 28, 2022, finalists will present their unique solutions to a panel of judges on the show floor at MODEX 2022. The winners in each category will be announced at MODEX 2022 on March 30th during MHI Industry Night with Preacher Lawson. MHI would like to thank the five judges for graciously volunteering their time as Innovation Award judges. To see more information and learn more about all of the 2022 MHI Innovation Award submissions, visit modexshow.com/innovation-awards today.
Everyone needs a guy
Or a Gal. Or a Person. Take your pick. All of them if you have enough problems to solve. This concept is one of the conclusions reached that the independent equipment dealer convention I attended a couple of weeks ago. What was interesting is how all the speakers wound up drawing the same conclusions about the construction industry and the dealers that serve that industry. If I did not know better, I would have concluded that the speakers got together before hand to arrive at the “Guy” conclusion noted above. At the end of the day the audience was presented with these facts: Inflation is real and here to stay Supply chain issues are also here to stay Interest rates will increase the cost of business Productivity increases are necessary to offset inflation and supply issues Your dealerships need to become the “# 1” source for what customers need. Growing your business with existing customers is the way to go. A cap-x spend on technology is a must once you decide what needs to be corrected. CRM systems must connect with, Boomers, Gen X, and Millennials. Whether you are a car dealer, lift truck dealer, construction equipment dealer, or rental company, this list applies to you. These changes or adjustments to the way you run your business are going to result from customer requests and expectations for the balance of 2022 and beyond, for they to find themselves dealing with the same issues of finding ways to improve or maintain profitability without generating a cash or liquidity problem. And they will be looking for answers from you, which in turn will solidify your relationship with that customer, which is the goal you are striving for in any event. So, after going through these sessions and spending time with the vendors at the show I started asking them what technology they had to offer to address dealer issues. Most had state-of-the-art products and services available which, to me, appeared worthy of further review and a demo to see if the results could solve any of the recognized problems listed above. Vendors mentioned they have competitive solutions available but found a lack of technical expertise or time devoted to the product or system to fully generate the available results. Further discussion with attendees seemed to indicate that the vendors were correct. And this is where the discussions started to focus on what can be done to correct for this lack of expertise. The problem is a lack of ability to work with technology, thus creating a spend without an adequate return. The solution to this problem as you can guess is you need a GUY, a GAL, or a PERSON to learn the system, install the system and use the data the system provides to make better decisions regarding profits and costs. Does this person have to be an employee? Not necessarily, because today companies are hiring off-site folks or independent contractors to assist with these types of endeavors. I am absolutely amazed how many companies are using this approach. I do not know about you folks, but I use outsiders all the time because I am not comfortable working with current levels of technology. Now look in the mirror and tell me you do not feel this way as well. Me, I am looking for data to tell me what I can do better internally to better serve customers, knowing I do not have the time nor patience to learn how to process data and work with it to find the answers I am looking for. But, on the other hand, once your staff spends some time on a new system with a Guy to guide and learn from, most will become proficient with the process to produce the returns you hoped for in the first place. In the end, your goal, in this timeframe, should be to better manage costs, better understand your costs on a real-time basis while finding ways to better serve customers, keeping in mind the need to effectively manage the balance sheet. One thing we all agreed on at the meeting and that was ……you are going to have to do more with less. Plan to work with fewer sales, lower margins, and increased costs. And on top of that find the money to spend to improve productivity and at the same time interact at new levels with current customers. 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.
Know your Strengths
2022 is shaping up to be a year like none other in the recent past, as supply chain disruptions force us to reassess our priorities and reorganize our assets, our staffing, and our way of doing business. If there was ever a moment to re-invent yourself, that moment is now. As you enter the 2nd quarter of the year, demand for your products will no doubt be increasing while inventory dwindles. If you don’t have a battle plan for how you will navigate the inventory shortfall, you need to get busy. Murphy’s law stipulates that “things left to themselves go from bad to worse”. I have mentioned in previous articles the usefulness of gathering all of the middle managers and stakeholders for a yearly SWOT analysis. This year I believe this exercise to be critical. For those of you that may be unaware of this assessment tool, a SWOT analysis is designed to do a deep dive into the following: Strengths Weaknesses Opportunities Threats When market conditions change, it’s important to reassess all four of these important areas. The results may motivate you to shift resources and manpower in order to align your tools and planning to meet the realities of the current marketplace. As a consultant, I have helped mediate many of these gatherings. I always like to start with strengths and opportunities, then follow with weaknesses and threats. Strengths and Opportunities (the value proposition) Contrary to popular opinion, not every dealership is the same. There are things your organization does well. Your organization has a unique blend of experience, personnel, capitalization, and customer base. You will no doubt have advantages and points of value that your competitors don’t have. On the other hand, you also will have challenges that may be difficult to overcome based on your capabilities and resources. This blend of capabilities and deficits are the building blocks of a VALUE PROPOSITION. I define a value proposition as the PRIMARY REASON a customer does business with YOU and not the dealer down the road. It amazes me how many dealers have not codified this into a series of bullet points that every employee should have memorized by the 2nd week of their employment. For the dealership to have sustainable success it must RESONATE with customers. Why you resonate as an organization should be well defined. It’s important to KNOW what your dealership REALLY DOES WELL. Then ask WHY. By the way… the truth can be startling. When going through the process of defining strengths, there is a tendency to lean towards legacy instead of the truth. This can be emotionally challenging. Your dealership may have built its long-term reputation on a key point of value like technical excellence, robust inventory, financial flexibility, or personnel experience. These items may have been foundational attributes years ago, but do they apply to your current state of affairs? The marketplace is evolving. In order to maintain resonance, your dealership must constantly redefine the current value proposition. It has to be relevant. It has to be meaningful and it has to be TRUE. One way of assessing your strengths is to do a forensic analysis of the customers you serve. Is there an industry, or a group of industries that you tend to gravitate to? As you address unique and challenging applications in a particular industry, your reputation for solving problems adds to your value for that particular market segment. One dealer may have a substantial following from manufacturing companies, while another tends to succeed in the food and beverage industry. Many times, these followings are a natural extension of the unique blend of capabilities, policies, and offerings that resonate with a particular industry. Understanding this helps you not only to define your strengths but also allows you to plan to increase your influence inside that industry. One of the problems with a SWOT analysis is that when talking about strengths and opportunities, you will tend to cast your net a little too wide. It’s natural to want to be all things to all people. You can’t. You have limitations that will naturally limit your capabilities. Every dealer has a finite capacity to serve their customers. Keeping the list of key opportunities within the confines of that capacity can be the difference between resonance and disappointment. Weaknesses Nobody likes to talk about their weaknesses. One of the problems however may be semantic. The word “weakness” has become a pejorative because it tends to cast blame. A discussion about weakness however should simply allow you to define market realities. For instance, your competitor may have a larger field service staff than you do. They have 15 vans on the road, and you have six. Those are the numbers. The discussion shouldn’t necessarily be how to increase your staff from six to 15. The discussion should be about OPTIMIZING the operations of the six vans you have so that the customer never even considers the competitor as a viable option (despite their capabilities). A discussion of weaknesses needs to be tied to actions that limit your exposure. Optimizing resources, increasing efficiencies, customizing solutions, and increasing flexibility in your offerings are all ways you can limit your exposure in spite of deficiencies incapacity. Threats Sometimes threats can be known, sometimes they come out of the blue. Some can be external while others lurk right inside the dealership. I like to assess threats based first on their impact on customer service and second based on their impact on the bottom line. It may seem uncomfortable to think that threats can be internal, but many times we put ourselves at the highest risk when we ignore the things that can hurt us the most. These include: Lack of safety enforcement and accountability Compensation programs that negatively affect customer service (see my article on “Silos”) Customer-facing processes that take too long (service estimates, parts pricing, voice mail responses, cross-department response) Insufficient van inventory (requiring return visits) Lack of data visibility (between departments, and employees) External
MHEDA Convention & Exhibitor Showcase: Tomorrow’s Distributor
Tomorrow” keeps getting closer and closer. Business was already moving fast and then the pandemic momentarily stopped the world. Life changed forever and launched a monumental industrial change. Is your material handling organization addressing these never-before-seen changes? Do you have the right mindset, people, and culture to take advantage of these opportunities? Is your technology smart enough for what your customers are demanding? MHEDA invites you to join us April 23-27, 2022 at the Loews Sapphire Falls Resort in Orlando, Florida for our Annual Convention and Exhibitor Showcase. Connect with your industry peers and uncover the answers to these questions and much more. This year’s theme “Tomorrow’s Distributor” is centered on looking ahead and planning for the next generation of employees, supply chain challenges, and evolving technology. Each program was designed to address the 2022 Material Handling Business Trends, as defined by your peers on MHEDA’s Board of Directors. Preparing for a better TOMORROW starts TODAY. Visit www.mheda.org/convention2022 for details. Prepare for the Future with Insightful General Sessions LEADERSHIP: The Hero Effect® – Creating a Culture of Heroes at Every Level Learn how to create an environment where people are inspired to be the best version of themselves and deliver world-class performance. Presented by Kevin Brown, Motivational Speaker, and Author RECRUIT & RETAIN: Building a Talent Strategy – Proven Strategies to Attract, Hire and Retain Your Most Valuable Asset The war for talent is escalating. This presentation will deliver key insights designed to help business leaders and decision-makers elevate talent-focused activities. Presented by Alex Chausovsky, Director of Analytics and Consulting, Miller Resource Group CYBER-SECURITY: Stop Today’s Hackers – What MHEDA Members Need to Know Each year more than 16,000 cybersecurity attacks take place that results in a quantifiable data breach. Could your company be next? Learn how to protect your organization. Presented by Mike Foster, CEO, The Foster Institute TECHNOLOGY: The Technology Integration of Humanity The tech expert speaker will weave together technology and philosophy into a thought-provoking session that is sure to be mind-expanding. Presented by Scott Klososky, Founder, Future Point of View RISING INFLATION & PRICING: Economic Insight: Accurately Prepare for Tomorrow Labor, supply chain, and prices are top of mind for today’s leaders. Together we will explore current and future trends and discuss what you must consider. Presented by Brian Beaulieu, CEO, ITR Economics Find Solutions at the 2022 Exhibitor Showcase The 2022 Exhibitor Showcase features over 80 companies that provide products and solutions for the material handling industry. You are invited to walk the show floor, meet with exhibitors and learn how they can help you better serve customers. Attending the Showcase is a great way to enhance your convention experience and broaden your network. Gain Real-World Knowledge via Workshops & Roundtables IMPORTANCE OF DATA: Industrial Truck Financial Benchmarking; Critical DiSC Data You Need to Pay Attention To NOW Compare your company’s 2021 performance to the industry’s top-performing dealers. There has never been a more important year to benchmark. Presented by John Mackay and Taylor Mackay, Benchmarking Experts, Mackay Research Group INCREASED AUTOMATION DEMAND: Keeping Automation Running; Automation Technician Skills Certification Learn about the Certified Technician Supply Chain Automation credentialing program which teaches skills required in today’s fulfillment centers. Presented by Steve Harrington, Senior Advisor, Manufacturing Skills Standards Council DEMONSTRATING VALUE: Everyone’s in Sales: Building Sales Culture ® Every conversation matters. This timely message creates the mindset that everyone “sells” by doing what they do so well each day and with every conversation and interaction. Presented by Todd Cohen, CSP, Sales Speaker, and Author HYBRID WORKFORCE: Engaging Employees in a Disrupted World of Work: A Leader’s Playbook Learn how to improve employee engagement and performance by creating work experiences that feel like a healthy relationship, whether they work at home, in the office, or on the front lines. Presented by Jason Lauritsen, Keynote Speaker, Trainer, and Author IMPORTANCE OF DATA: Digital Maturity and a Focus on Data Activation Learning best practices for applying data in a powerful way is a foundational area that can pay huge dividends. Presented by Scott Klososky, Technology Speaker, Author, Consultant, Founder, Future Point of View HEALTHY COMPANY CULTURE: Compassion; The Surprising Key to Unlocking Employee Performance The most powerful ability that managers can develop to unlock performance through well-being is something you may not expect. It’s called compassion. Presented by Jason Lauritsen, Keynote Speaker, Trainer, and Author DEMONSTRATING VALUE: The Profound Power of Presence How you show up is how you will be remembered. Before a single word is spoken – the decision to engage, trust, and buy is made. Presented by Todd Cohen, CSP, Sales Speaker, and Author 2022 Material Handling Business Trends Roundtables Come network with your peers and discuss the 2022 Material Handling Business Trends. The trends address the shifting state of the Material Handling industry. Enjoy Giving Back & Local Attractions MHEDA Gives Back For many kids, school lunch is the only meal they eat. MHEDA Members will help fight hunger by packing lunch sacks for local children. The event includes a guest presentation by MHEDA Member John Wieland, CEO at MH Equipment. John will share insights on living a fulfilling (and flawed) life without losing perspective on what success really means. Women in Industry Enjoy a fun and interactive start to the day. MHEDA welcomes Women in Industry. First, enjoy a networking breakfast then participate in a “Give Back” activity where you will pack personal care bags for “One Heart for Women and Children.” Local Attractions MHEDA has planned a number of fun events so attendees can enjoy the local attractions. Activities include a golf tournament, bike tour, Disney Springs food tour, and more! Preparing for a better TOMORROW starts TODAY Make plans NOW to attend MHEDA’s 2022 Convention in Orlando this April 23-27. We promise you will leave energized and ready to face whatever tomorrow may bring! Please reach out to the MHEDA team with any questions at 847-680-3500 or connect@mheda.org.
Make the communication before you make the sale
Nido Qubein is a great communicator. One of the finest communicators in the world. The best part about that is that he has dedicated his career to teaching others his expertise. Sharing his gift. How did he get to be a great communicator, you ask? Nido had to deal with change. Big change. It seems that the bigger the changes, the bigger the opportunity for achievement. Check out Nido’s change challenges: Nido Qubein came to America (from Lebanon) in 1966, and could not speak a word of English. He learned 10 words a day on 3×5 cards. (Might not be a bad idea for my vocabulary) He worked his way through high school, college, and graduate school. He became a master salesman. He joined three strategic organizations. Sales and Marketing Executives, Toastmasters, and the National Speakers Association. He has given 5,000 presentations in all 50 states and 5 continents. He has won every award for speaking excellence imaginable including being the youngest inductee in the Sales and Marketing Executives Hall of Fame (he was elected to the hall before Zig Ziglar. Wow!) He has stayed a student for life. He relates his success journey to his quest to master the English language via 3×5 cards the success did not come overnight. It came day by day as he learned ten new words. I went to hear Nido speak at the Peak Performance seminar series in Charlotte, NC. His message began philosophically. “We are products of choices, not products of our circumstances. We must each take responsibility for what happens to us.” said Nido in complete command of the audience. “I’ve never heard anyone say ‘I’m in search of failure.’ Everyone wants success, most don’t know where to find it. They’re looking in the fast lane. Success is rarely found there and it’s the lane where you get run over.” Qubein says success grows from 4 things: Clear vision Solid strategy Practical system plan Consistent (daily) execution. The nuance of success, the biggest reason success escapes most people, is that they lack the ability to capitalize on the opportunities of an ever-changing world. Nido defines the change in three categories… For the timid, change is frightening. For the comfortable, change is threatening. For the confident, the peak performers, change is an opportunity, change is welcome. Every seminar has a gem or two. Qubein’s seminar was a diamond mine of “wake-up calls” about the way we live our lives through communication. Here are a few to give you an idea of his wisdom: We spend 78% of our time each day communicating. Communication is not just a discipline, it’s an outgrowth of the way we live our lives. If they love their work, they will love their lives. Create personal identification. When something becomes personal, it then becomes important. It’s not the dentist that matters to you, it’s the toothache. Reputation is what others think you are. Character is what God knows you are. Get a great idea or thought? Put it on a card, read it for 21 days and it will become a reality. Ask yourself how does this piece of information builds the bridge of understanding to the person you’re communicating with? Set the mind to succeed, not just accumulate information. There’s a world of difference between training and education. Get educated. Nido challenged the audience with three strategic communications and positioning questions: Who am I? (or in business ask, who are we?) Whom do I want to become? What is it that I must do to close this gap? Here are Nido’s ten tips to communicate more powerfully. Ten techniques that will put you in command of your communications Have direct eye contact. Use the three-second technique to practice looking at their eyeball for three seconds. Use speech connectors. Words of conformation like really, how interesting, wow. Listen for the meaning of their message. If you understand the meaning, you can respond with clarity. Adapt the rate of brain speed. Talk at their speed, not yours. Use congruent gestures. Make your gestures match your words and tone. Respond, don’t react. The reaction leads to conflict. Response leads to understanding. Focus on what’s different. What’s special in each area of communication. Learn names and use them. People feel connected when you call them by name. Take notes as others speak. It shows them you’re interested and gives them a feeling of importance. Be visible. Call or write three people every day. Stay in front of people who can say yes to you. A learning session that ended too quickly. A masterful lesson presented in implementable bites. Afterward, as I continued the interview, he was gracious, funny, and engaging. Then it struck me, when you get to know Nido Qubein, you realize he possesses the most important of all communication skills: the ability to get along with others. 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.
A message from the 2022 Chair of the MHEDA Convention & Exhibitor Showcase
It is exciting to think that the 2022 MHEDA Convention and Exhibitor Showcase is right around the corner in sunny Orlando Florida! It is an honor and privilege to be the 2022 MHEDA Convention Chair and we have built one tremendous convention program for our members. There are so many reasons why you should attend this year’s convention and I want to summarize a few. If you haven’t noticed, change is everywhere. . . With this change comes enormous opportunity for “Tomorrow’s Distributor” which of course is this year’s convention theme. It is critical for the entire industry; distributors, integrators, manufacturers, and OEMs to all network and figure out how to best capitalize on tomorrow – today. Take a glance at this year’s agenda of high-level programming. We have covered every point listed on the 2022 Material Handling Business Trends and then some. We have tweaked the formats to maximize the experience for all levels of the organization. The DiSC Report results will be analyzed this year during a workshop followed by roundtable discussions. We even changed the closing party format from banquet style to high-quality food stations to allow for additional interaction and create a new-experience vibe. The reason to attend the convention is to Expand Your Network, Educate Your Associates and Elevate Your Bottom Line. I’m not so sure everyone understands how to properly value all aspects of the convention. I have more stories of value that I could share than this magazine has pages. Instead of sharing these, here are some questions for you to consider. What is the value of building relationships and expanding your network? What is the value of one great idea that you bring back and implement? What is the value of feeling refreshed and re-energized? What is the value of learning about industry developments and innovations before your competition? What is the value of learning how your organization’s financial performance compares to other top performers in the industry? Where else can you go and extract this much value? What is the value of gathering In Person, connecting with people, and having a great time? PRICELESS! Being able to work alongside the MHEDA staff and participate in the process of building this year’s convention was remarkable. This is a once-in-a-lifetime opportunity for me and together with the staff we have built something special and what we at MHEDA call “The Best Convention Ever!” I can’t wait to see you there! John L. Gelsimino All Lift Service Co. Inc. President
Yellow’s Peggy Arnold named finalist for Women in Trucking’s “Driver of the Year”
Peggy Arnold, a company driver for Yellow Corporation for nearly 30 years, is one of three finalists for the 2022 Driver of the Year award, the Women In Trucking Association (WIT) announced this week. The third annual award recognizes outstanding female professional drivers who are industry leaders in safety standards and service, while also enhancing the trucking profession’s public image. The award winner will be announced on March 25 during WIT’s “Salute to Women Behind the Wheel” event at the Mid-America Trucking Show (MATS) in Louisville, Ky. Arnold will attend the event. “It’s always exciting to receive recognition from Women in Trucking, and this is a first-class accomplishment for Peggy,” said Darren Hawkins, CEO of Yellow. “We are so proud of her and grateful for the way she represents our company every day.” Based in Nashville, Tenn., Arnold has earned Yellow’s Million Mile driver award, having logged nearly 1.9 million accident-free miles as of December 2021. She has been named among WIT’s 2022 Top Women to Watch and has also been named as an America’s Road Team Captain finalist for 2022 by the American Trucking Associations. At Yellow, Arnold serves on the company’s safety team and on the Women’s Inclusion Network Employee Resource Group. Last year, she received Yellow’s Road to Excellence Award and is a certified safety trainer. “Our safety team spends countless hours helping our fellow drivers prevent on-the-job injuries, with a goal to be accident-free,” Arnold said. “I am a part of our new driver’s training program and take my job straight to the heart. Every day I do my best to train and teach to the best of my ability… I desperately want them to remember a positive experience and know that the team spirit is alive and well, so that they, too, can someday pay it forward.” Tamara Jalving, vice president for safety at Yellow, said Arnold trains new and existing drivers on collision avoidance, injury prevention techniques, terminal safety practices, and more. “She brings her passion every day to everyone she meets. I personally could not be prouder to have her represent our industry and women in trucking,” Jalving said. This is the third time that WIT will name a Driver of the Year and the first time that a Yellow driver has been a finalist. The judging panel for the 2022 award includes Tricia Tullis, general transportation manager for Walmart Transportation, Jeana Hysell, senior safety consultant for J. J. Keller & Associates, Inc., and Ellen Voie, WIT president and CEO. “Each year, we become more amazed at both the quality and the quantity of drivers nominated for this prestigious award,” Voie said.
Targeting everything targets nothing
When looking for growth, most leaders don’t want to leave any stone unturned. Where can we find new customers? Maybe this segment or that segment? Why not both? The problem is, the broader the net, the more diluted the message. No matter how hard you try, you can’t be everything to everyone. If you try, you lose distinctiveness and differentiation – a key competitive advantage. For example, take a simple product, such as a vacuum cleaner. Almost everyone needs a vacuum cleaner, barring people who are homeless or nomads. Therefore, why not reinforce the virtues of our product, its superior engineering, its reliability, suction power, maneuverability, etc.? Why not let everyone know about these differences? Spread the word as far as it can reach? It seems logical, as there’s a perceived safety with targeting everyone. Why would we want to isolate or not speak to a specific group of vacuum users? They all might want to buy a vacuum, and we want them to think of us! However, this isn’t different, and it’s definitely not distinct. These two things are what makes a company stand out, and an offering connects with people on a deeper level. Anyone can take a bunch of money and throw it into the void trying to get market attention and sales. But it takes talent to identify a distinct space to compete in and a unique way to do it. Think of it this way – just like a job applicant, you want to stand out from the other people competing for the position, emphasizing those skillsets that are uniquely valuable for that company and industry to give yourself a leg up. Sending the same generic, laundry-list resume to any and all companies gets you little to no call-backs unless you’re sending in thousands of applications – which is really just playing the odds. Going back to our vacuum example, Bissell focuses their advertisements on pet owners – specifically dog owners. They show their products with dogs, they talk about their products’ performance with cleaning up pet hair, they donate to dog shelters. Their objective is to be the go-to vacuum for people who own pets. What if you don’t own a pet? Will Bissell not sell you a vacuum? Of course, they will. Do you feel their brand doesn’t speak to you if you’re not a pet owner? No. You may even be more apt to purchase a Bissell, as if it can tackle pet hair, it should be able to handle your pet-free home. Other vacuum companies can claim they “work great for pets” but Bissell is focused on this segment, and positioned to own it. Another example of positioning is Yeti. There are tons of cooler and thermos brands out there. Everyone says they keep your drinks and food cold. Some perform better than others. But Yeti decided to target professional outdoorsmen – people who were most comfortable outside on a frozen pond or hunting in the woods. This audience has different needs, standards, and demands for products than your average beachgoer. Yeti wanted to focus here – where they could target discerning buyers with high-end products. Their advertisements and messaging reflect this, showing the product in rough-and-tumble environments. By positioning their offerings to this target, they don’t isolate those who aren’t rugged outdoorsmen, but quite the opposite – average consumers perceive the products as superior, especially if professionals prefer them – and are willing to pay a premium to join that proverbial club. Targeting and differentiation are about identifying whom you can cater to, and how to position your offerings uniquely to that market to create a distinct competitive advantage, rather than attempting to be everything to everyone. If you don’t take that leap, you’ll compete with all the other companies which try to reach everyone as well – and at that point, the only way to stand out is money. And it’ll take a lot of it. 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.
EP 260: 3 Years of The New Warehouse!
Three years of The New Warehouse Podcast! I can hardly believe it but I’m taking a moment to celebrate all of the episodes that we have created over the last three years. It has been quite the learning journey and it only continues to grow. Thank you! There is nothing more to say here but thank you. I am very thankful to all of the listeners and those that have shown interest in The New Warehouse over the last three years. I have certainly learned a lot and I hope you have to. It has been quite the experience and it is far from ending in my eyes. Be sure to listen to the episode below to hear my reflections and a special announcement. The New Warehouse Podcast EP 260: 3 Years of The New Warehouse!
February 2022 Logistics Manager’s Index Report®
LMI® at 75.2 Growth is INCREASING AT A DECREASING RATE for: Inventory Levels, Inventory Costs, Warehousing Utilization Warehousing Prices, Transportation Utilization, and Transportation Prices Warehousing Capacity and Transportation Capacity are CONTRACTING February’s overall LMI reading of 75.2 is the second-highest in the history of the index, up (+3.3) from January’s reading of 71.9. This is now 13 consecutive months over 70.0, which we would classify as significant expansion, with no obvious signs of a slowdown on the horizon. Like January, this month’s growth is driven by rapid growth in Inventory Levels, which are up 9.1 points to 80.2 – crossing the 80.0 thresholds for the first time and shattering the previous record of 72.6. This is a complete 180 from the Fall of 2021 when firms struggled to build up inventories. Now it seems that a combination of over-ordering to avoid shortages, late-arriving goods due to supply chain congestion, and a softening of consumer spending has created a logjam, Inventory Levels a full 21.4 points higher than they were in November. Unsurprisingly, this has spilled over to Inventory Costs as well, which have also reached a new peak (+2.3) of 90.3. This inventory issue seems more pronounced for downstream retailers, who reported significantly higher levels of both Warehousing and Transportation Utilization than their upstream counterparts. There is a possibility that this surge in inventories will result in some price markdowns for durable goods. However, it seems unlikely that this will lead to a meaningful break in the inflation we have observed across supply chains, as Warehousing and Transportation Prices remain high due to the continued mismatch in demand and available capacity. Researchers at Arizona State University, Colorado State University, Rochester Institute of Technology, Rutgers University, and the University of Nevada, Reno, and in conjunction with the Council of Supply Chain Management Professionals (CSCMP) issued this report today. Results Overview The LMI score is a combination of eight unique components that make up the logistics industry, including inventory levels and costs, warehousing capacity, utilization, and prices, and transportation capacity, utilization, and prices. The LMI is calculated using a diffusion index, in which any reading above 50 percent indicates that logistics is expanding; a reading below 50 percent is indicative of a shrinking logistics industry. The latest results of the LMI summarize the responses of supply chain professionals collected in February 2022. Overall, the LMI is up (+3.3) from January’s reading of 71.9. The growth in this month’s index is fueled by metrics from across the index. Unseasonably high rates of inventory accumulation stand out among these metrics, but capacity remains constrained, and prices continue to grow quickly. Looking forward, respondents do not predict much relied over the next 12 months on. Given the current shortages in capacity, it is difficult to disagree with them. The obvious place to start this month is with the Russian invasion of Ukraine. Beyond the truly tragic loss in human life, a number of costs are extending out of this conflict – many of which will have a direct effect on global supply chains. The most apparent change has been the shock to fuel prices. The price of crude oil is up to $100 a barrel – the highest level since 2014. As sanctions rack up on Russia, prices may continue to increase, potentially driving transportation and inventory costs higher[1]. Average diesel prices in the U.S. were $4.006 on February 28th. This is up 44 cents per gallon since the start of 2022 and up to $1.07 from this time last year[2] [3]. Russia’s invasion has also led to no-fly zones over Moldova, Eastern Russia, and Ukraine, cutting off the most direct route between Europe and Asia. Additionally, many countries, such as the UK have banned Russian carriers from landing there[4]. FedEx and UPS have also suspended shipments to Russia, with packages in route to be returned to the sender[5]. The longer routes cargo planes will have to take, along with increased fuel costs due to the war, create a “double whammy” for carriers. Finally, we are likely to observe various indirect costs here as well, as sanctions cut off access to leading producers of commodities like nickel, palladium, natural gas, wheat, grain, and sunflower oil. The ripple effects from this will be felt in products from groceries to Volkswagens[6]. On the other side of the globe, the number of ships waiting off the coast of LA/Long Beach was at 66 during the last week of February – the lowest level since September. Additionally, dwell time for containers at the Port of LA are down 23% from their peaks in early December. However, the number of ships queuing off of alternate US ports like Charleston or New York/New Jersey has increased steadily[7]. Over 30 ships lingered off the Port of Charleston in late February – up from 19 in January. The Port Authority expects the backlog to clear by April[8]. In addition to the ongoing port delays, protests at the U.S./Canada border have slowed truck traffic as well. These actions caused prices to ship goods from Canada to the US to jump up 44% from January to February[9]. The push to avoid bottlenecks has also led some firms to move what would usually be intermodal freight by road. US intermodal transports are down by 12% year-over-year through the first six weeks of 2022. They have lost approximately 1% of their market share to long-distance trucking since the start of the pandemic. Increasing the demand for truckloads of over 500 miles[10]. The impacts of this consistent congestion, fueled by the 10.6 million TEUs that were processed at the Port of LA in 2021 – up 16% from 2020[11], a paltry 42.2% of container ships arrived on time in 2021 – down 35.8% from 2019. This has not improved much, in late February the average container was still taking 109 days to get from China to its final point of destination in the U.S., something that should take 40-60 days pre-pandemic. This has led to the forecasting
Casper, Phillips & Associates Inc. (CPA) has named employees minority Associate Principals
Casper, Phillips & Associates Inc. (CPA) has named employees Richard Phillips and Andrew Hanek minority Associate Principals. Phillips and Hanek remain mechanical engineers and civil engineers respectively at CPA but are now taking on leadership roles. CPA offers a wide variety of services, including procurement, specification, design, manufacturing review, modification, and accident investigation. The three current principals—Jeff Hubbell, Tom Hubbell, and Mike Zhang—are leading the company after Rich W. Phillips, stepped down in 2020. Phillips and Hanek represent a new generation of ownership, and CPA is looking forward to a bright future. Richard Phillips Phillips, 35, has 11 years of company experience, performing peer reviews of contractors’ crane designs, including some of the largest container cranes in the world. He has experience in machine design and has designed mechanical systems for use on container cranes, overhead cranes, airplane paint stackers, and other systems. Phillips has performed finite element analysis of container cranes, rail-mounted gantry cranes, Goliath cranes, and whirly cranes. After graduating from Oregon State with a Bachelor’s degree in Mechanical Engineering (BSME), he went on to get a Master of Science in Mechanical Engineering (MSME) from the University of Southern California. Since being hired out of college, Phillips has been part of many successful projects and proven to be a valued team member. He has worked in all of CPA’s major branches and has been adaptable to the different industries the company serves. Phillips said: “I had a general idea of my career path even before attending college as my father [Rich W. Phillips] was the founder of the company. Stepping up to ownership increases the responsibility but also helps to spread out the workload shared by the principals. From a client’s perspective, they benefit from a long-term vision, enabling all parties to grow together.” Andrew Hanek Hanek, 32, has eight years of design experience with CPA, focusing on container cranes and overhead crane systems, in addition to performing peer reviews of crane designs, design of repairs and retrofits, custom software programming for finite element analysis pre-and post-processing, and 3D point cloud scanning and processing. Other notable work includes developing a container crane anti-seismic system, assisting clients in planning, and purchasing cranes, and 3D solids modeling of the wharf to soil interface for offloading. Hanek grew up in the Pacific Northwest. From high school, he knew he wanted to be a structural engineer and went to college to study structural engineering. There, he harbored ambitions of starting his own company, before graduating with a Bachelor of Science in Civil Engineering at the University of Washington and Master of Science in Civil Engineering at Oregon State University. Supported by a successful career to date, Hanek also fulfills his ambition to step into company ownership. He said: “After working with CPA over several years and getting great enjoyment from the projects we do, it’s exciting to continue to build on what we have achieved to date and cement a legacy in the business through incremental ownership. I hope to leverage my strong background in modern technologies, including programming for design. I enjoy responsibility as the in-house, go-to for our programming and 3D-related scanning questions, for example.” Ongoing collaboration The team is well prepared to meet the immediate, mid-, and long-term challenges of customers. Jeff and Tom Hubbell are licensed structural engineers; Hanek is a civil engineer and has a goal to become a licensed structural engineer; while Zhang and Phillips are licensed, mechanical engineers. Hanek has already started onboarding some of Rich W. Phillips’ clients and is helping to fill in the void that he is leaving as he transitions into retirement. Many projects will involve collaboration with multiple team members. As Phillips said, “Cranes are not just structural steel; they are a complex system of electrical, mechanical, and structural components. No individual can have expertise in all these areas of practice.” Proprietary software development One of Hanek’s immediate objectives is to maintain and develop the proprietary structural software suite, previously overseen by Rich W. Phillips., while Phillips Jr. creates a proprietary mechanical software suite. Without proper planning, the increasing size of vessels can make equipment and facilities obsolete long before the capital investment is amortized. Before the cranes are purchased, CPA can quickly analyze different crane geometry, such as the effect of rail gauges, and help ports procure cranes that best suit their specific needs. Pre-purchase engineering can ensure the cranes do not overload the dock, and the specified crane is buildable. Phillips said: “Crane manufacturers like to re-use old designs because it saves money on engineering. However, it is impractical to design a standard crane that meets the requirements of all ports worldwide. Geological conditions where the cranes will be used dictate many different design considerations. A container crane is designed for use in Florida will be designed for hurricane winds, while a crane destined for Los Angeles will be designed for earthquakes. Some locations will require that the cranes pass under a bridge during delivery.” Hanek concurred: “The challenge of standardizing a crane design starts to become more apparent when these conditions are considered. Designing a standard crane for a standard earthquake to be shipped under a standard bridge and placed on a standard dock is impractical. Therefore, CPA developed proprietary software—to analyze cranes for all the different conditions and requirements.”
Women In Trucking Association announces its March 2022 Member of the Month
The Women In Trucking Association (WIT) has announced Ginger Pitts as its March 2022 Member of the Month. Ginger is an Automated Side Loader (ASL) Recycling Truck driver for Waste Management (WM) in Oklahoma City. Ginger is a native Oklahoman who grew up in Enid and moved to OKC about seven years ago. She has quite the entrepreneurial spirit as she ran a restaurant in Enid for almost 20 years before changing careers and starting a business. Her business transported pets of military families across the country from one duty station to the next because pets aren’t included in the moving process. Ginger visited nearly every state in the nation before being injured while acting as a good Samaritan helping a stranded motorist. While Ginger was recuperating from the shoulder injury, she started training to drive a school bus. The training she received put her on the pathway to becoming a truck driver. As a child, she always loved watching the trash trucks empty the large metal cans and throwing them like they weighed nothing at all, but never dreamed of the possibility of driving a truck someday. She drove a school bus for Mustang Public Schools and loved interacting with all the children. However, in May 2020, the school district shut down because of the pandemic. Ginger saw a sign that WM was hiring and decided to apply. She was hired and said she had finally found her niche. Ginger says the joystick-type controller is like playing a video game. There’s a great deal of skill involved in using the joystick to empty the recycling carts without damaging or knocking them down. Each day her mission is the same, emptying an estimated 900 carts and returning each one to its original place without any damage or failure. “One of the things that many people don’t know is the unique service offered to senior citizens or disabled individuals in that even with the automated trucks; the driver will stop the truck, retrieve the cart, empty it, and place it back in its spot. It is so rewarding to help these folks!” she said. A big benefit of the job is the smiles she receives from the children on her route. Ginger always waves or honks the horn for them. One young boy on her route draws pictures all about the recycling truck and all the recycled items. He leaves the pictures on the cart, and she keeps them in her truck and on her refrigerator at home. One thing most people don’t know about Ginger is that she is in Oklahoma’s Amateur Softball Association (ASA) Hall of Fame. She received this honor because of her skill as a shortstop for over 35 years in Oklahoma. Ginger loves her job and encourages other women to join, saying, “Don’t hesitate! Women can do anything! It’s a great industry! Jump in and enjoy the ride!” WM is a sponsor of the Salute to Women Behind the Wheel, an event hosted by WIT to celebrate female CDL holders on Friday, March 25, 2022 at the Mid-American Trucking Show in Louisville, KY.
EP 258: Warehouse Education
In this episode, I share my own knowledge from experience on how to increase your warehouse education. I have been asked this question a few times in the last couple of months about not only increasing knowledge in the warehouse industry but also how to help grow your career in the industry so I thought I would share some of my answers on this episode. Key Takeaways Like myself, many that find themselves in our industry have not had any kind of formal warehouse education. This often leads to a point where people want to increase their knowledge in some way which is where I found myself a few years ago. I pursued the CLTD certification from APICS and ASCM at the time and I still highly recommend it. The certification was very comprehensive and it really helped me to understand some concepts that I probably would not have exposure to until later on in my career at a more senior level. Other options are to do programs at local community colleges or other associations. Another way to learn and grow in the industry is to network with other people. I know this is said all of the time but the truth is it really works when you put some effort into it. As you network with people in your industry you start to learn things just from talking with them and hearing the challenges that they have gone through. If you develop a good relationship with them, meaning you both get value out of the relationship, then you end up with someone that you can call on when you are trying to solve a problem. It is also helpful because you might want to do something that you do not have experience with so you can reach out to someone in your network who may have had the experience. The last suggestion is to get some experience in the field by working as a warehouse associate and doing the physical processes. This is something I suggest to my students all the time. It is very easy to get a job in a warehouse because they are hiring like crazy and you could even go through a temp agency. Of everything I could recommend this would be the most beneficial because it will help you better understand what is going on on the floor when you need to adjust strategies or lead them in a different way. Listen to the episode below and leave your tips on how to help your career grow in the comments. The New Warehouse Podcast EP 258: Warehouse Education
California Ports put ‘Dwell Fee’ on hold for one week
Progress continues to be monitored at Long Beach, Los Angeles terminals The Port of Long Beach and the Port of Los Angeles announced that they have put off consideration of the “Container Dwell Fee” one more week, until Feb. 25. The two San Pedro Bay ports have seen a combined decline of 71% in aging cargo on the docks since the program was announced on Oct. 25. The executive directors of both ports will reassess fee implementation after monitoring data over the next week. Fee implementation has been postponed by both ports since the start of the program. Under the temporary policy, ocean carriers can be charged for each import container dwelling nine days or more at the terminal. Currently, no date has been set to start the count with respect to container dwell time. The ports plan to charge ocean carriers $100 per container, increasing in $100 increments per container per day until the container leaves the terminal. Any fees collected from dwelling cargo will be reinvested for programs designed to enhance efficiency, accelerate cargo velocity and address congestion impacts. The policy was developed in coordination with the Biden-Harris Supply Chain Disruptions Task Force, the U.S. Department of Transportation, and multiple supply chain stakeholders.
KION Group launches Business Council for Democracy pilot project for trainees and apprentices
KION GROUP AG is launching a pilot project from the Business Council for Democracy for its trainees and apprentices. Over several weeks, external trainers will be running five workshops for 20 vocational and degree apprentices dealing with the topics of online abuse, disinformation, and conspiracy myths on social media. The project is open to vocational apprentices and those taking part in dual work/study programs across the KION Group in Germany. KION’s reason for participating in the Business Council for Democracy is the growing erosion of democratic core values in social media. “Even within companies, we are witnessing an increasing spread of disinformation, hate speech, and conspiracy theories. So it falls not only to the politicians but also to businesses to provide accurate factual information. The KION Group must also play its part in actively promoting the protection of democratic values,” says Rob Smith, Chief Executive Officer of KION GROUP AG. The Business Council for Democracy is a joint initiative of the Hertie Foundation, the Institute for Strategic Dialogue, and the Robert Bosch Stiftung GmbH, which was launched in autumn 2020. KION Group promotes the protection of democratic values This year’s pilot project is the second time that KION Group has participated in the Business Council for Democracy. The intralogistics group already ran two series of workshops in 2021. On those occasions, the workshops were only open to permanent employees. Due to the positive feedback, the project has now been expanded to also include vocational and degree apprentices. Through this project, the KION Group wants to provide its employees with an important work-based training opportunity. The workshops are intended as a cost-effective and straightforward way to equip participants with digital skills that will enhance their understanding of democracy. The project is scheduled to finish at the end of March 2022.
137 New Planned Manufacturing Industrial Projects Identified – Report for January 2022
SalesLeads has announced the January 2022 results for the newly planned capital project spending report for the Industrial Manufacturing industry. The Firm tracks North American planned industrial capital project activity; including facility expansions, new plant construction, and significant equipment modernization projects. Research confirms 137 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 – 118 New Projects Distribution and Industrial Warehouse – 65 New Projects Industrial Manufacturing – By Project Scope/Activity New Construction – 44 New Projects Expansion – 44 New Projects Renovations/Equipment Upgrades – 57 New Projects Plant Closings – 9 New Projects Industrial Manufacturing – By Project Location (Top 10 States) Texas – 11 Ohio – 10 Pennsylvania – 9 North Carolina – 9 New York – 8 Tennessee – 6 South Carolina – 6 Florida – 6 Illinois – 5 Michigan – 5 Largest Planned Project During the month of January, our research team identified 17 new Industrial Manufacturing facility construction projects with an estimated value of $100 million or more. The largest project is owned by Micron Technology, Inc, who is planning to invest $150 billion for the construction of a manufacturing facility. They are currently seeking a site in the CALDWELL COUNTY, TX or WILLIAMSON COUNTY, TX area. Top 10 Tracked Industrial Manufacturing Projects ARKANSAS: A steel company is planning to invest $3 billion for the construction of a manufacturing facility in OSCEOLA, AR. Completion is slated for 2024. WEST VIRGINIA: A steel company is planning to invest $2.8 billion for the construction of two manufacturing facilities in WEIRTON, WV. They are currently seeking approval for the project. NORTH CAROLINA: Specialty aerospace company is planning to invest $500 million for the construction of a 400,000 sf manufacturing, hangar, and testing complex at Piedmont Triad International Airport in GREENSBORO, NC. They are currently seeking approval for the project. Completion is slated for 2024. VIRGINIA: Paper products mfr. is planning to invest $267 million to establish a 335,000 sf paperboard recycling and processing complex at the Chesapeake Deepwater Terminal in CHESAPEAKE, VA. Completion is slated for 2024. KENTUCKY: Metal components mfr. is planning to invest $167 million for the renovation and equipment upgrades on their manufacturing facility in LEWISPORT, KY. They have recently received approval for the project. Completion is slated for early 2024. NEW YORK: Automotive mfr. is planning to invest $154 million for the renovation and equipment upgrades on their manufacturing facility in LOCKPORT, NY. They have recently received approval for the project. SOUTH CAROLINA: A startup biotechnology company is planning to invest $107 million for the renovation and equipment upgrades on a manufacturing facility at 260 Midway Drive in UNION, SC. Completion is slated for early 2023. WISCONSIN: A biotechnology company is planning for the construction of a processing facility on their manufacturing campus in SHEBOYGAN FALLS, WI. They are currently seeking approval for the project. Completion is slated for late 2024. TEXAS: Ammunition mfr. is planning to invest $100 million for the renovation and equipment upgrades on a recently leased manufacturing facility at 523 Titus Road in HOOKS, TX. The site allows for additional expansion and new construction. OHIO: Packaging products mfr. is planning to invest $60 million for the construction of a 482,000 SF manufacturing and distribution facility in LEBANON, OH. Construction will occur in two phases and is expected to start in Spring 2022. They will relocate regional operations upon completion. 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.
Overwhelming it is
I have been working my butt off. Closing out 2021. Planning for 2022. Working on M&A deals. Explaining how 2022 is expected to turn out in terms of current bank covenants in place. Not fun, like it used to be. My biggest pain, however, is planning for a presentation to a group of construction equipment dealers. Having limited time on the program I am having a challenging time deciding what is important and in what order, based on the level of importance, topics should be discussed to cover the points required to provide benefit to the audience. So, to make my life easier I started working on a list of topics for my presentation. Again, to reduce the madness I started out with general topics and added to them over the last couple of months. The general topic list is as follows: Accounting and Tax Financing Pandemic issues Operations Economic issues The future Not a bad list, right? I have 30 minutes to remind these dealers that they will have to (if they have not already) work through these issues for 22 and 23. But there is another big issue I have to take into consideration and that is the fact that their CONTRACTOR CUSTOMERS are going through turbulent times forcing changes in how to do business which includes increasing productivity and reducing costs. It is no secret that the construction industry is not as efficient as it should be. Two substantial studies by Deloitte and Equipment Watch spell out what needs to change and how contractors are adopting changes to make this happen. Do not have enough people? Can you do more with fewer people? Use drones. Use robots. Update planning software. Adopt prefab and modular construction, and so on. In other words, contractors will do more with less using fewer hours than in the past. So, how do these construction equipment dealers fit into this process? And fit into the process they must and will or stand the chance of losing business. Contractors are shooting for cost reduction and efficiency improvements to reduce cost and time by 30-40%. THAT IS A BIG NUMBER! Therefore, I expect going forward that as far as construction equipment is concerned: The right machine will need to arrive on time and be ready to go. Uptime at 95% or better. Service quotes are to be provided within a day. Service work completed on an accelerated schedule. Not meeting these goals will definitely be a cause to go shopping. Can you now appreciate the quandary I find myself in? 2020 and 2021 have changed the way we do business. The bottom line is every type of industry will be doing things differently compared to 2019 including construction equipment dealers. How to explain what these changes may be for the dealers is going to be tough because of all variables involved. So, I went back to my initial list and started adding topics in each column as I conducted my research for the program. As of today, I am still adding topics and after reviewing my work decided that 30 minutes is not going to cover what I need to discuss. I could spend 10 hours without much trouble and still miss topics that need discussing that will assist with adopting to the programs being pursued by contractors to work more efficiently. I am concluding that I will find myself talking out of both sides of my mouth. “Be more efficient, cut costs, but at the same time develop a technology budget to help meet customer demands.” Unbelievably I wound up with 80 items on my list of potential topics. Items to cover how to manage dealer issues in this crazy covid economy we are in. But also, how to change your business to keep the business relationships you have. Houston, we have a problem. I thought this would be a helpful review for you to think about because the lift truck industry must be going through similar changes in business practices. Manufacturing and warehousing operations must be feeling pain dealing with required changes they need to make and will look to their dealers to partner with them to help adopt changes and reduce costs. And where will you fit into this picture? Do you know? Do you have solutions, or know of people with solutions that will help your customers? You may want to find some. Many companies are partnering with organizations that also serve their customers to bring value-added to your relationship. I believe the future will further develop these types of partnerships. As I mentioned in a previous column, look at what Ford is doing with Salesforce. Buy an F150 and they will fund a program provided by Salesforce to improve your marketing and sales efforts along with improving our presence in the marketplace. Nice touch. Will help pay for the truck. You may want to take my list of general topics and make up your own list of changes required to determine how you will do business in the future. As I have said previously, if you are doing business like you were five years ago….you are in trouble. 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.
Is it better to talk or ask your way to the sale?
Ask. A sale takes place when a prospect trusts and has confidence in the salesperson, and the prospect perceives a valued difference in the company and the product. You’ve never said to your spouse “Honey, let’s go out and get sold a car.” No, you say, “Let’s go out and buy a car.” People don’t like to be sold but they love to buy. Your challenge is to create an atmosphere where a “buy” can take place. You accomplish this by asking the right questions and letting the prospect or customer answer his or her own concerns while you uncover their present situation and real needs. Power Questions are the difference between earning a sale and fighting for a sale. What’s a Power Question? Good question. The definition of a Power Question is… Ask a question about the prospect, that makes the prospect think about themselves and answer in terms of you. The key to developing a Power Question is… Formulating an open-ended, thought-provoking question that uncovers how the prospect uses or could use what you sell, reveals their present situation, or tells how decisions are made (how they buy). The major secret of selling: Instead of telling the prospect about your key benefit, ask a question about it. When you ask, you get open response answers. When you tell, you close the prospect off from communicating specific purpose needs that lead to the sale. The result of “telling” is a defensive prospect. Telling leads to objections. Asking leads to a sale. Success Strategy: It’s not about what you have to offer, it’s about how the prospect will use what you offer to build his or her business. The only way you can get to these uses is to ask. Questions uncover needs. When you ask the right question, one that makes the prospect think about their needs and respond in terms of your product or service your prospects will begin to sell themselves. The only thing more powerful than that is if they give you their blank signed check and ask you to fill it out. Here are a few examples of a Power Question: • How do you ensure that you’re taking maximum advantage of (your product or service) to grow your business? • What are your plans to increase your profitability through (your product or service) over the next twelve months? (Most prospects won’t have a plan) • How do your salespeople use (your product or service) to gain sales? • How much is (your product or service) impacting your growth? • How are you (your customers) taking advantage of (your product or service)? • Have you identified any other (your product or service) opportunities you want to employ in 1999? • If you owned a (your product or service), how would you take advantage of it? Then get into questions about the criteria by which decisions are made: • What made you choose your present supplier? • How did you make the decision? Who was involved? • How long have you been using the service? • How often have they contacted you since you began? • How much-added value support have they provided you? • How would a (make a special offer) impact your decision to give us an opportunity to earn your business? As a consultant, you must be able to ask the question… What opportunities are you missing in (your product or service) to grow your business? and uncover the answers that will lead to a buying decision. If you believe you can provide the products that will help your prospect profit, produce, and succeed, then the challenge is can you create an atmosphere where trust, confidence, and value are perceived strong enough for the prospect to buy? You can with the right questions. You can’t with the wrong statements. Your choice. 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.