Nine tips to make working remotely work for you and your employer
The concept of remote working has been around for a long time. Many entrepreneurs have mastered the ability to work virtually, but it is often a major challenge for those who normally work in a busy office setting to shift to working outside their traditional office environment. Working remotely can feel more isolating than mingling with co-workers in an office setting. Being effective while you work remotely takes more than a mindset shift. It requires a disciplined approach to planning your activities and seeking out opportunities to interact with your co-workers. Here are nine practical tips you can use to make the most of this experience. Establish a Routine: Just as you have a routine in your normal workday, try to mimic this routine as you work in your remote location. Whether it is at your home, an airport, or a coffee shop, following your normal work schedule is vital to feeling like you are really working. Start your workday at the same time. Make sure you get dressed. Wearing your pajamas might be comfortable, but it does not prepare your mindset for work. It can become easy to get distracted when you are working in a different environment, so focus on acting like you’re still working in a supervised workplace. This approach will help you feel more like you are working. Set up a Dedicated Workspace: Having an area in your home where you do your work is essential to success in working remotely. It is easy to become distracted by the dog, television or the pile of household tasks that need to be completed. When you are in your workspace, you are working. If you combine it with following your normal work times, you can do a better job of staying focused. Convert Commute Time to Learning Time: The time you used to spend on your commute is now extra time that you can use to enhance your value by learning something new. With the plethora of online courses and videos, you can take advantage of this “commute time” to enhance your skills. Even better, you might be able to get a certificate of completion that will make you even more valuable when you get back to a normal office work routine. Take a Lunch Break: One of the most challenging aspects of working remotely is that it becomes easy to just sit at your desk and eat your lunch. In a normal work environment, you have to walk somewhere and often wait a bit to get your food. At home, your lunchtime could drop from an hour to 15 minutes. Use the extra time to get in your workout or engage in some other activity to benefit your health. Giving yourself a solid break during the day will help reinvigorate you and give you a mental boost. Connect with Others: When you are feeling a little lonely or isolated, take a minute to reach out to someone. Rather than sending a lengthy email, see if a colleague is available to talk live about a project. If they are working remotely too, they might welcome human contact! Intentional connections like this build team bonds and help sustain you when you are working remotely. It also offers you additional opportunities to dig even deeper into issues and brainstorm alternative solutions to critical issues. Use Video Conferencing: Using technology applications such as video conferencing is a great way to connect people from different locations. It provides a deeper level of connection and engagement than a phone call or text. Don’t worry about looking perfect on the camera. The key here is using technology to connect with each other. Remote meetings are often very effective, but you need to make sure everyone is focused on the meeting and not multi-tasking! You can even set up regularly scheduled meetings via video conferencing so you can add more structure to your workday. Communicate Clearly: If you are now relying on digital communication with your colleagues through email, be sure you are communicating effectively. Sarcasm or snarky comments have no place in written communication as they can be taken out of context without the body language or facial expressions to convey your meaning. Take some time to plan out the structure for your communication. Identify your key messages and what you need to add to support them. This will help you clarify your thinking and be better understood by others when they are only relying on your written communication. Leverage Your Opportunities for Productivity: You will likely discover you are more productive without all of the interruptions common during an office workday. The lack of interruptions and distractions creates additional opportunities for you to be more efficient in completing your normal work responsibilities. But it also offers you the opportunity to be even more productive. Leverage this productivity and tackle that special project you were hoping to get done someday. That someday is now! Just make sure it is a one-off project, not a permanent addition to your job responsibilities. Be Aware of the Time Trap: It is not uncommon for people to feel guilty that they are not working hard enough when working remotely. It is easy to fall into the time trap to seek out additional job responsibilities to fill your time. Keep in mind that you won’t have the same opportunities for productivity once you go back to a normal office environment. You and your boss should be clear about this so the extra work does not cause complications when you get back into the work setting. Final Thoughts: While it is not ideal to have a major shift in how you work, you can adapt to the situation with practice and focus. Keep in mind that it takes time to learn to balance all of the complex aspects of working remotely. Be creative in exploring all your options for maintaining a connection with those you work with. Just make sure you keep your mindset on making a remote situation
MHI and ALAN activates due to the COVID-19 Pandemic
MHI is coordinating with the American Logistics Aid Network (ALAN) on supply chain continuity and critical healthcare resources in response to the COVID-19 Pandemic. ALAN is working with multiple government and private sector organizations including Healthcare Ready to strengthen healthcare supply chains through collaboration with public health and private sectors. Currently, there is a dire shortage of personal protective equipment and cleaning and disinfecting supplies. We are asking any member who has these supplies on hand to donate them to Healthcare Ready or your local hospital if you are able: Protective face masks N95 respirators Protective gloves Face shields Protective goggles Cleaning and disinfecting supplies If you are able to donate any of these items, visit the ALAN donation form at https://www.alanaid.org/offerinkind/ or email Carol Miller at MHI and we can put you in touch with ALAN. Information on supply chain and business continuity According to the National Business Emergency Operations Center (NBEOC), acute stock-outs in stores and online continue across the United States as prolonged, heightened consumer demand has caused distribution backlogs slowing resupply efforts. Private sector supply chains are running at high freight volume but overall capacity remains normal; there are no current shortages reported on the production side. However, deliveries are expected to be impacted by state and local restrictions, inhibiting the ability of businesses and supply chains to continue service to affected communities. There is significant interest from the private sector on what constitutes an “essential service provider” for exemptions. For this reason, MHI has put together the following resources for members to keep essential manufacturing, material handling and supply chain operations running during this crisis. Business Continuity and Workplace Resources COVID-19 Operations Waiver Letter Template This letter template is designed to be a resource for any member seeking a waiver as part of CISA’s Guidance on the Essential Critical Infrastructure Workforce. While MHI is not permitted to lobby governmental entities, we are offering this resource for individual members who wish to. Each state has its own regulations and unique procedures for obtaining such relief. We suggest that each member consider consulting your local legislators as well as your legal counsel for additional guidance on obtaining relief. http://mhi.org/subwebs/covid19/COVID19Operations_waiver_letter_template.docx COVID-19 State/Local Policy Tracker This page contains resources on the state and local government response to COVID-19/coronavirus included ordered business shutdowns and response information. https://www.multistate.us/pages/covid-19-policy-tracker U.S. State Government Contacts http://www.mhi.org/subwebs/covid19/State_Governor_Contacts.pdf U.S. Department of Homeland Security Cybersecurity & Infrastructure Security Agency (CISA) guidance on “essential employees:” https://www.cisa.gov/sites/default/files/publications/CISA-Guidance-on-Essential-Critical-Infrastructure-Workers-1-20-508c.pdf CISA Guide to Identifying Critical Infrastructure During COVID-19 https://www.cisa.gov/identifying-critical-infrastructure-during-covid-19 The NBEOC Operations Dashboard: https://fema.connectsolutions.com/nbeoc State and Local Policy Tracker: https://docs.google.com/spreadsheets/d/e/2PACX-1vRlJWZJ7OkGUW57_rdA2n3xBJ3qjW6u4Z9N6K9Y5L4bM_6H7-S308qdKmJfpVstYWf300nyujvZPFSy/pubhtml?urp=gmail_link# OSHA Guidance on Preparing Workplaces for COVID-19 https://www.osha.gov/Publications/OSHA3990.pdf CDC Interim Guidance for Business and Employees: https://www.cdc.gov/coronavirus/2019-ncov/community/guidance-business-response.html WHO Guidance on Workplaces: https://www.who.int/docs/default-source/coronaviruse/getting-workplace-ready-for-covid-19.pdf Small Business Association Economic Injury loan information https://www.sba.gov/page/guidance-businesses-employers-plan-respond-coronavirus-disease-2019-covid-1 Other COVID-19 Resources Johns Hopkins Coronavirus 2019 Map: https://www.arcgis.com/apps/opsdashboard/index.html#/bda7594740fd40299423467b48e9ecf6 CDC: https://www.cdc.gov/coronavirus/2019-ncov/summary.html WHO: https://www.who.int/emergencies/diseases/novel-coronavirus-2019/situation-reports OSHA: https://www.osha.gov/SLTC/covid-19/ CISA: https://www.cisa.gov/coronavirus ALAN: https://www.alanaid.org/operations/ Healthcare Ready: https://healthcareready.org/covid19/map/ Healthcare Ready – Business Continuity Resources for the Supply Chain Resources for Manufacturers: https://healthcareready.org/healthcare-supply-chain/bc/ Federal Motor Carrier Safety Admin: https://www.fmcsa.dot.gov/emergency-declarations StopTheSpread.org: https://www.stopthespread.org Other Industry Resources ATA: https://www.trucking.org/COVID19 NAM: https://www.nam.org/coronavirus/ MAPI: https://www.mapi.net/forecasts-data/managing-covid-19-response-manufacturing RILA: https://www.rila.org/coronavirus-resources-for-retailers NRF: https://nrf.com/resources/retail-safety-and-security-tools/coronavirus-resources-retailers
Security Industry Association and Asis International form new partnership
Leading security associations join forces to deliver increased services to global security leaders as a result of the coronavirus (COVID-19) pandemic crisis ASIS International and the Security Industry Association (SIA), the leading membership associations for the security industry, have entered into a partnership to best aid in the COVID-19 recovery and rebuilding efforts of its diverse group of 34,000 member professionals and over 1,000 member companies respectively. The partnership will begin by addressing two primary areas of focus – business operations and advocacy – as well as content development and coordination. Business Operations and Advocacy SIA will lead a team composed of representatives from SIA and ASIS government relations/affairs departments as well as ASIS’s digital strategy office. The primary responsibilities of this team will be to: Review and analyze rules pertaining to the final enactment of COVID-19 aid package(s) expected to be passed by Congress Review the supply chain and any changes in federal rules that may be needed Provide any information about preparedness grants to members Content Development & Coordination ASIS will lead a team composed of representatives from SIA and ASIS learning, editorial, marketing, and industry relations departments. The primary responsibility of this team is to develop and implement a coordinated approach to be a clearinghouse for information on COVID-19 and related knowledge and learning. Providing members support in aspects such as health, well-being, business continuity, and communications, this outreach will include virtual learning opportunities, so members can participate on their own schedules. In addition to these two primary objectives, other goals related to this partnership will include developing targeted collaborations with academia and aligned health care associations and evaluating the unique needs of small and medium-sized business members. “This collaboration between ASIS and SIA is a perfect example of putting the industry first to help suppliers and practitioners navigate through uncertain and unsettling times,” stated Don Erickson, CEO, SIA. “Together we can help our members respond today to the far-reaching impact of COVID-19 and guide them with information and education that prepares our industry for a renewed future.” Moving forward, information and announcements related to this partnership will be posted jointly on the SIA and ASIS websites. “This partnership marks the security industry’s top associations coming together in an unprecedented way,” according to Peter O’Neil, CEO, ASIS International. “The COVID-19 crisis has provided a unique opportunity for us to create a paradigm shift to address the growing needs of security professionals both here in the US and across the globe. Our partnership reinforces the message that the security industry is stronger when it comes together.”
Webinar alert: Are Equipment Distributors Essential?
The Associated Equipment Distributors (AED), AED Foundation and the Material Handling Equipment Distributors Association (MHEDA) will offer a free webinar this morning Monday, March 23rd on “Are Equipment Distributors Essential?” The webinar will begin at 12 PM Eastern, 11 AM Central, 10 AM Mountain, and 9 AM Pacific times. The webinar will be recorded and available on-demand. As the COVID-19 pandemic spreads across the United States, state governors are taking unprecedented action to shut down large parts of the economy to slow the spread of the virus. While exemptions for “essential” operations are excluded from mandatory shutdowns, these executive orders tend to be ambiguous, confusing and vary a great deal by state and even locality. Join AED’s General Counsel Michael Airdo and AED’s Vice President of Government Affairs Daniel B. Fisher for a discussion of what states and the federal government have done so far, and what construction equipment dealers can do to make sense of this fast-moving and unprecedented situation. To date, the U.S. Department of Homeland Security’s Cybersecurity & Infrastructure Security Agency (CISA) has issued non-binding guidance on who it believes is” Essential Critical Infrastructure Workforce.” Additionally, California, New York, Illinois, Pennsylvania, and Connecticut have issued mandatory shutdown or “stay-at-home” orders with exemptions for various industries and companies deemed “essential”. Similar executive orders are expected to proliferate across the country. Click here for access to the webinar Questions about the webinar- please contact AED; Liz McCabe at (630) 280-4453 or email lmccabe@aednet.org Questions for MHEDA? Email connect@mheda.org More resources available on COVID-19 by clicking here.
What to do when growth is stagnant
Many legacy organizations are facing a crisis. What worked in the past, whether a product, service or even business model, is somehow not working anymore. The entire organizational infrastructure and operation – often built around this – is humming along as it did before, but incremental cost-cutting has been happening for years. First, it was seen as simply cleaning house and eliminating unnecessary expenses, but now the one or two years of decreased revenue growth has turned to six or seven or more. There’s concern amongst leadership and the board. An idea is tossed out here and there along the way – typically new sales incentives – which show a small boost, but nothing that sustains. The team is now worried – and wants an immediate, clear plan to solve the problem. Does this sound familiar? The problem is many companies are in this position. Now the pressure is on to find a “silver bullet” solution to the growth issue, and leadership is desperately seeking that “WOW” idea that simply wasn’t uncovered before. However, if these ideas were so obvious and prevalent, they would have been broached before. So maybe we conduct employee and customer surveys, which often tell organizations many things they already know, and a few things that are identified as “working”. Yet, still no clear solution. The issue is that the organization is looking at the problem in the wrong way. Instead of grasping at ways to increase revenue, they need to understand what’s killing growth. Here’s what I mean. During WWII, countries had to solve many mathematical and strategic tasks to succeed in winning and surviving war. One of those problematic assignments was to find ways of improving military aircraft so they would be more resistant to enemy fire. They were asked to evaluate and determine which parts of the aircraft needed to be up-armored to minimize the damage from enemy fire and lower the numbers of the airplane crash. So, the Navy received a diagram that showed all of the places the planes were usually damaged the most. Quickly after receiving this data, the engineers had to tackle a new task – finding new ways to protect these most commonly damaged areas. But one man named Abraham Wald completely disagreed with the plan. According to him, the examiners were looking at the planes that came back, meaning that the damage was not critical. Wald pointed out that they should do the exact opposite of what the Navy was planning to do. According to him, they should understand that the undamaged areas on the diagram were the reason that the aircraft was able to make it back. What Abraham Wald found was a logical error known as Survival Bias. Survival Bias is a tendency to focus on the survivors rather than whatever you would call a non-survivor depending on the situation. After any event that leaves behind survivors, the non-survivors are often destroyed or removed. If the failure becomes invisible, then naturally, we will focus on success. This logical error is very prevalent in organizations seeking growth for their own survival. For example, when we talk about developing new business, we often list similar business models that already succeeded. Then we point out the difficulties that these businesses endured to avoid the same mistakes. What this type of thinking makes us forget is that there are tons of similar business models that didn’t make it. We should consider what are the reasons they are not in the market anymore instead of trying to fix and improve models that were already successful. So if we look back at what Wald was offering the Navy, it is to consider that aircraft with crucial damage did not make it back home and that they are only looking at the survivors. That’s why the importance of understanding what’s not working and why is even more important than what is. This mentality shift requires looking beyond the simple aspect of identifying what customers are leaving, but why. This brutal honesty will help you uncover why your growth is declining, and more importantly, how to get things turned around in a sustainable way. About the Author: Andrea Olson is a strategist, speaker, author, and customer-centricity expert. As the CEO at 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 and No Disruptions: The future for mid-market manufacturing. She is a four-time ADDY® award winner and host of the popular Customer Mission podcast. Her thoughts have been featured in news sources such as Chief Executive Magazine, Customer Experience Magazine, Industry Week, and more. Andrea is a sought-after keynote speaker at conferences and corporate events throughout the world. She is a visiting lecturer at the University of Iowa’s Tippie College of Business, 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.thecustomermission.com.
ARA reports that Coronavirus (COVID-19) will significantly impact their membership
ARA reports results from a recent industry impact survey The effects of the coronavirus (COVID-19) are significantly impacting the equipment and event rental industry. According to a recent survey of the American Rental Association (ARA) membership, rental revenues are declining and are projected to significantly deteriorate in the coming months. All party and event rental business respondents indicate event cancelations leading to a loss of revenue when compared to 2019. Nearly 55 percent report revenue loss in excess of 60 percent and 15.63 percent of respondents experiencing 46-60 percent loss of revenue. Of these cancelations, the majority are corporate, private, festival and charitable events. The survey results representing construction/industrial and general tool/DIY members indicate a lesser economic impact, albeit concerning. As of March 16, 37 percent have indicated no revenue loss, 32.92 percent experiencing up to 15 percent revenue loss and less than three percent reporting loss of more than 60 percent of rental revenue. “This is a dire time for our industry. We’re putting the needs of our members in the rental community first. ARA and ARA Insurance have put initiatives in place to ease the financial stress on our members as it relates to membership dues and insurance premiums. Our goal is to continue assisting our members and keep them informed on resources that are available to help them manage through these unprecedented times,” says Tony Conant, ARA CEO. Some rental operations have temporarily closed, but those that remain open indicate that they are taking every precaution to protect employees and customers by implementing recommendations from the Centers for Disease Control and Prevention (CDC) and extra cleaning and sanitizing of equipment. Many rental operations remain open in order to provide necessary equipment and services for customers that continue work as well as providing tents, tables, chairs and other items needed for drive-through and pickup areas for restaurants, grocery stores, government agencies and more. ARA member surveys will be deployed weekly in an effort to continually monitor the impact the virus, legislation, regulations and social distancing are having on our industry. All industry employees are encouraged to join the ARA Coronavirus Discussion Group on Facebook to engage in discussion and understand how others are coping during this time. More information on coronavirus (COVID-19) can be found at ARArental.org.
The White House releases the latest on the Coronavirus response
President Trump and the White House Coronavirus Task Force announced additional actions on Friday as part of the ongoing, government-wide response to the global pandemic: To help American families and businesses, the Treasury Department announced that Tax Day will be moved from April 15 to July 15. No interest or penalties will be charged for filing during this extended window, but any American expecting refunds or credits may claim now to get their money sooner. To minimize the impact on our nation’s students, the Department of Education is temporarily waiving all interest on federally held student loans. Secretary Betsy DeVos has also directed federal lenders to allow borrowers to suspend their student loan payments without penalty for at least the next 60 days. Early, decisive travel restrictions helped slow the spread of Coronavirus to our country. Today, Secretary of State Mike Pompeo announced that the United States and Mexico have agreed to restrict non-essential travel across their border. More help is on the way. The Trump Administration worked with Congress last week on a bipartisan deal to deliver economic relief and support for American families, which the President signed into law on Wednesday. More legislative action is expected in the coming days. Watch today’s full briefing with President Trump. Something to share: You make America great and proud. Thank you! WATCH: What you need to know This week, President Trump issued a nationwide call to action for every American to help slow the spread of Coronavirus. Top health officials from the CDC and across the government are here to help: Together apart: What is social distancing? Dr. Deborah Birx: Who needs to be tested? Surgeon General: Is it still safe to donate blood? Dr. Anthony Fauci: What to do if you feel sick
It’s the Little Things
Thinking about this month’s column amidst all that is going on in the world, I came to a conclusion that when the market or uncertainty is paramount it is the little things that count if you are to attain your goal for a day, a week, a month or a year. Sometimes these procedures or reviews slip out of sight until you are discussing a problem, and someone brings up ideas about how to solve the problem. But before we get to the Little Things, I would like to ask you to think about our annual September One-Day Dealer Conference and what you like to see on the agenda. As you may recall MHW sponsored a one-day dealer conference focused on the HOT ITEMS facing the industry. We had about 60 attendees and I believe they all left knowing about enough about those HOT issues to properly follow up and avoid problems within your company So, what is important to you this year. LET ME KNOW! Email your suggestions to gbartecki@comcast.net Back to those Little Things. I would be remiss if I did not ask you to make sure you read both Dave Baiocchi’s articles regarding rental in the previous two issues. Suggest you print then up and distribute them to anyone involved in your rental operation. Reviewing your rental operation and procedures after reading these two articles is a sure way to find those little problems that are costing you money. How long will this take? Just print up or email the articles and then ask around for ideas from the staff. Next, I would suggest an hour-long meeting to discuss your business system, how it is working, what you are having trouble with or unable to do on the system. Your system rep should be in attendance to discuss your concerns and information needs as well as demonstrate how to mine data you were having trouble accessing. What you may find out is that all your problems are solvable with a little training or changes to the system using your rep to lead the charge to get those changes made. Based on my experience you will find ways to access data to help run the business, as well as find ways to accomplish tasks more efficiently. Probably the most rewarding thing you can do is follow the ideas presented in the UPGROW ads you see on TV. They state they have IT, marketing, and other service providers that you can hire on an as-needed basis to help you manage your sales process, provided reports you don’t have time to do, assist your management team with sales programs, email blasts, excel worksheets, website management, telematics and other permanent part-time jobs that would not be cost effecting on a full-time basis. As you know I constantly suggest finding young folks up to date on technology. They easily adapt to the system, website work, email work, and any other data maneuvering you need to learn how to run your business better. I myself have my herd of accountants, lawyers, bankers, website developers, marketing talent and excel experts to put presentations together for a group, a banker or a buyer. All reasonably priced with a quick turnaround. YOU CAN’T WIN WITHOUT THEM! For dealers that sell or rent Aerial Work Platforms, there are new ANSI requirements you need to comply with in order to reduce risk and liability. If you do work with these types of units, I suggest you have Certified AWP trainers provide training to customers and those who will be using the unit. The liability tail here is getting awfully long and you don’t want to get dragged into any lawsuit because of an accident where you let the unit out knowing the operator is not trained to use it. If you don’t want to do the training, make a deal with a local rental company that has Certified Trainers on the payroll and let them do it. Last but not least, compare your operating results to MHEDA’s Disc Report or other industry standards Or, if you find that you “STACKED” up in the upper quartile using the formulas I gave you last month you are probably going to compare favorably with the Disc Report. There you go. Five or six Little Things you can do to improve profits and efficiency. Don’t forget to let us know what you want on the September One-Day Dealer Conference that will be on Thursday, September 17th in Rosemont, IL. Details will be announced soon so give me your ideas today. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.
A few sales closing tactics. Take a new look at old ways
“Jeffrey, how do you close, Jeffrey, how do you close?” I get asked that question more than any other. (“Jeffrey, why is your hair falling out?” is a close second.) I keep giving the same answer, “Don’t close the sale, assume the sale.” The assumptive position is the strongest selling strategy in the world. By definition, you believe you will make every sale you attempt. It sounds simple. It is simple but it’s not easy. To utilize the assumptive close, you must be qualified. Two major prerequisites make the assumptive close possible: Your preparedness You must display self-confidence, have total product knowledge, have a positive mental attitude, exude so much enthusiasm that it’s contagious, have a desire to help that exceeds a desire to earn money, and have a genuine sincerity of purpose. If this is 110% you, you’re only halfway to assumption. Read on… Your sales There are three strategic areas of sales preparedness, and all must be in place to make assuming the sale possible. The needs of the prospect have been determined, and are put ahead of yours. You are established in the mind of the prospect as a person of character, credibility, and high repute. The prospect has confidence in you. You have built a solid rapport with the prospect based on the personal information you’ve gathered, combined with your knowledge of his business. IMPORTANT NOTE: Assuming the sale is a state of mind, it does not preclude employing the science of selling. Yes, you must, from time to time, use sales techniques, but it’s more a matter of word choice and delivery than trying to master some close that has a name. “The Benjamin Franklin Close,” “The Sharp Angle Close,” and “The Final Question Close” are all old-world methods of selling. These tactics will make people mad, or uncomfortable, or both. You may even occasionally make a sale but no one will ever refer their friends to go through the same ordeal. MORE IMPORTANT NOTE: The close of a sale is only one step in the sales cycle. You don’t just close a sale you lead up to a close. You earn the sale based on what you have said and done to guide the prospect to a decision. MOST IMPORTANT NOTE: The actual close of a sale is a delicate balance between your words and actions, and the prospect’s thoughts and perceptions. And a sale is always made either you sell them on yes or they sell you on no. Here are six closing strategies and tactics that you might find effective: Challenge the prospect to do what’s best for his business. This is kind of a guilt strategy. Look the person in the eye and ask him what he thinks is best for his business. This strategy is great when he’s doing business with an existing vendor or friend, and they are not providing the best product or service. We are experts at what we do and you can have peace of mind to do what you do best, knowing our part of your job will get done. Tell the prospect that you can help build her business by providing your service and partnering with them. Always let the prospect have a path to doing what they do best, and have peace of mind that your service will supplement that process on their way to success. This strategy is great for selling professional services. Make a list of objectives for what the prospect wants to accomplish AFTER your product or service is in place. Your objective as a professional is to get the prospect to see the world as though the sale was already made. Forget about convincing them to do it that’s selling, no one wants to be sold. Show them what their world will be like after the sale – that’s buying, everyone loves to buy. This strategy works on every kind of sale. Get the prospect to be a visionary.“Mr. Johnson, If you did __________ when do you think would be the best time to start?” Let the prospect tell you what he has in mind, instead of you telling him what’s on yours. This strategy is called the “if-when decision process,” and is great for selling equipment. Make the prospect commit to future action. The traditional method of accomplishing this is: “If I could… would you…” but today’s professional can’t say that exactly, it sounds too salesy. This strategy must be worded more out of the conversation than the sales presentation. It must be delivered as a desire to help achieve an objective, not a pressure to make a sale. Make plans for after the sale has taken place before the sale is consummated. Even if you don’t have the commitment yet, you can try to schedule an installation time or a meeting after delivery. “I can schedule the installation for Tuesday, but I wanted to be here personally to be sure that everything is perfect. Will you be able to make it?”This is an indirect way of formalizing the sale, and classic use of the assumptive process. Assuming the sale is the hardest process to prepare for but the easiest sale to make once you do. 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.
Conexpo-Con/AGG & IFPE 2020 brings optimism and leads
Equipment industry in the U.S. remains optimistic, despite concerns about COVID-19 Multiple construction and construction materials industry segments converged on the Las Vegas Convention Center and Festival Grounds as they came together for CONEXPO-CON/AGG & IFPE this week to unveil new technologies and products, share knowledge, network with industry peers and buy equipment. Registrations for the show totaled over 130,000. At the conclusion of the show, cancellations from international attendees totaled less than one percent. “We refer to CONEXPO-CON/AGG as the ‘heavy metal’ show, but it’s more than that. It’s also small equipment, education, and technology. And that was reflected in every way this week,” said Mary Erholtz, Vice President of Marketing at Superior Industries and CONEXPO-CON/AGG 2020 Show Chairperson. “Giant machines, incredible exhibits, fantastic education, and huge expectations. Organizers of CONEXPO-CON/AGG have a legacy of building and innovating on previous shows, and the 2020 gathering extends that record of success. “This has been one of the best editions of CONEXPO-CON/AGG – ever,” continued Erholtz. Exhibitors across the show, from the Festival Grounds to North Hall to Bronze Lot to South Hall, expressed enthusiasm for the tremendous engagement they received from contractors and producers looking to purchase equipment. According to IFPE Show Chairperson David Price, Global Marketing Manager of HydraForce Inc., “The crowd was much better than expected under the circumstances and most importantly, the right buyers were on the show floor. We were very pleased with the strong showing from the 300-plus exhibitors at IFPE 2020, and we are looking forward to the 2023 show.” Mike Ballweber, president, Doosan Bobcat echoed those sentiments, “Tuesday for us was record-breaking in terms of sales leads and attendance at our booth, which is how we measure how successful the show is for us. This is a one-every-three-years show and our dealers and customers were really excited to be here.” With growing concerns about COVID-19, show management worked closely with the Las Vegas Convention and Visitors Authority and the Southern Nevada Health District to make sure exhibitors, vendors and attendees were provided with heightened cleaning services and hand sanitizers to help reduce the spread of germs and enable show participation to stay healthy onsite at the show. “We have been pleased with the success of the overall show and attendance in our booth,” said Ingo Schiller, president, and CEO of Tadano America Corporation. “The management team at CONEXPO-CON/AGG has been monitoring the situation and they made a very difficult decision to close the show a day early. We appreciate their leadership and we look forward to CONEXPO-CON/AGG 2023.” Key metrics reflect the overall quality of CONEXPO-CON/AGG and IFPE 2020 attendees: U.S. buyer attendance increased 8 percent from the 2017 show, and total buyer attendance improved by almost 5 percent. The overall contractor and producer attendance grew by 14 percent. 6-in-7 attendees serve in a decision-making role. Total registered attendance reached over 130,000 for the week. Attendees purchased a record-breaking 75,622 tickets for education sessions at the show, a 46-percent increase from the 2017 show. At the same time, the technological change revolutionizing these industries was pervasive across the shows’ record 2.7 million-plus net square feet of exhibits featuring 2300-plus exhibitors from the leading U.S. and global manufacturers, from multinational giants to small firms with specialized products. Other highlights included: Partnership with women in construction groups to highlight the growing role women play in the industry, including the unveiling of the world’s largest 3-D printed statute of a human to honor the growing role women play in the construction industry. Workforce solutions area in the Festival Lot that showcased industry recruitment best practices. The Tech Experience returned for a second year and focused on modern mobility, sustainability and smart cities. The first-ever Fluid Power Hour for the co-located IFPE show., which featured an opportunity for engineers to network with their peers on the show floor.
Mike Pence: We need the American people’s help to fight coronavirus now
The American people have already pulled together in so many ways in response to this virus, just as we’ve always done during other challenging times In the fight against the coronavirus, the Trump administration is not just taking a whole of government approach, but a whole of America approach. We’ve worked seamlessly with state and local leaders from both political parties. Since January, we’ve held 36 briefings with more than 15,000 state, local and tribal leaders from every state and territory in America. And that is in addition to thousands of individual conversations with state, local, and tribal officials. A vaccine for the coronavirus has already begun a phase 1 clinical trial. The president has dramatically expanded access to telemedicine for seniors on Medicare. And the Health and Human Services Department is collaborating with Johnson & Johnson to develop treatments for coronavirus infections, while actively soliciting proposals for other medical products to help combat the virus. Average American at low risk The risk of serious illness for the average American remains low. But the risk is heavily weighted to the elderly with underlying health conditions. Now is a critical time. As the president said on Monday, over the next two weeks, there are actions that every American can and should take to help us slow the spread of the coronavirus. If we succeed in limiting the number of new cases, then we can dedicate more resources to the most vulnerable and save lives. As the president said, if you or anyone in your household is sick, then please stay home. The elderly and those with serious health conditions should also stay home and stay away from other people, even if they do not have symptoms of the coronavirus. No one should visit a nursing home, retirement home or long-term care facility unless to provide the necessary care. All Americans should avoid unnecessary travel, restaurants, bars, public food courts and gathering in groups of more than 10 people. Kids should stay home from school, and Americans who do not work in our critical infrastructure — like health care or pharmaceuticals — should work from home. It’s always a good idea to practice common sense to protect your health and the health of your family, but it’s especially important right now. Use good hygiene. Wash your hands, especially after touching frequently used surfaces like doorknobs. Small steps, big impact Use disinfectant on frequently used items and surfaces. Avoid touching your face. If you have to sneeze, then use a tissue or the inside of your elbow. These steps might seem small, but they can make a big difference for your family, your community and our country. Stopping the spread of the coronavirus over these next two weeks can prevent many more cases in the future and even save the lives of those at risk. The president and I are deeply proud that the American people have already pulled together in so many ways in response to this virus, just as we’ve always done during other challenging times in our history. The president and I have been especially pleased to see churches and businesses come forward to help those in need. We have personally met with leaders from the manufacturing, cruise line, airline and tourism industries, and many more. On a daily basis, America’s CEOs have been calling us to ask how they can help. In the weeks ahead, President Trump and this administration will continue to take strong action to protect the American people, and we will continue to build on the partnerships that we’ve forged with state and local governments, as well as with the scientific and business communities. But for all of these important steps, there is no substitute for the action of the American people. If all of us can take these important steps requested by the president over the next two weeks, then we can be confident that we will get through this, and we will see a better, healthier future for America. Mike Pence is the vice president of the United States and chairman of the White House Coronavirus Task Force.
NAW’s York applauds President’s focus on U.S. Supply Chain readiness
Douglas W. York, president and CEO of Ewing Irrigation & Landscape Supply, headquartered in Phoenix, Arizona, and NAW Chairman of the Board, headed a delegation of key distribution company CEOs in a conference call late this afternoon with President Trump and Vice President Pence focusing on the importance of maintaining a strong supply chain for critical supplies in the face of the COVID-19 emergency. “The President clearly understands how important the distribution sector is in maintaining the availability of vital goods and commodities where they are needed,” York observed. “He stressed the need for us to be especially responsive to the increased demand for supplies for hospitals and other medical facilities. We thanked him for his leadership and pledged that we would.”
MHEDA 2020 Convention canceled
For the first time in the Material Handling Equipment Distributors Association (MHEDA) history, they have been forced to make the difficult decision to cancel this year’s convention in light of the impact of COVID-19. MHEDA has hosted its annual convention since 1955 and this event has always brought together the brightest minds in the industry to network and learn from one another. “We should all be proud of the fact that collectively, our companies represent the very backbone of the supply chain, the industry that provides the means to deliver goods and products to the world and in times like these when they are needed most,” said Liz Richards, CEO of MHEDA. In light of this current and severe situation, MHEDA will continue to persevere. In the face of adversity, MHEDA members will stay strong and your association will communicate and share with you, the resources to help you and those in your organization as we face this situation head-on. For those of you who have registered for the convention, reserved a booth or sponsored some portion of the program, you can expect to receive a full refund. Please be patient as we work through this process. Richards noted that they are most grateful to the Hilton Bonnet Creek Resort who has been a tremendous partner during this process. All reservations made within the MHEDA room block will be canceled by the end of the week and a cancellation confirmation will be emailed to you. Any deposits made will be refunded in full in three-five business days. If you wish to rebook, please contact the hotel directly at 407 597-3738. MHEDA encourages you to patronize this property once this tragic situation has been resolved. Richards also said that she is very appreciative of the support they have received from members who have reached out to us as they grappled with this decision. The MHEDA team is keeping you and all of your associates in our thoughts as we forge through this unprecedented time in our world. Please feel free to call upon any member of the MHEDA Board of Directors and Staff as we work together to emerge stronger than ever before. #MHEDASTRONG Please click here to watch a video message from MHEDA’s CEO Liz Richards.
COVID-19 Tax Credits for Paid Sick Leave
Usually, U.S. business owners and individuals use this time of year to complete their federal and state income tax filings, answer last-minute questions, and investigate tax-saving opportunities to consider for the future. This year is very different due to the spread of Coronavirus (COVID-19) across the country. In fact, the daily routine of many has changed because of the various closures of restaurants and bars, suspension of professional sporting events, closure of public schools, and the cancellation of various conferences and other public events. Given the concerns about the economic impact of the virus and measures to manage the spread, the federal government has taken steps to protect the economy. This includes the recent announcement the Fed has reduced interest rates to 0% and the new Families First Coronavirus Response Act (the Act) passed by the House. The Act addresses many concerns, for business owners, there are several tax incentives available for emergency and paid sick leave. To help clients, prospects, and others, Selden Fox has provided a summary of key points below. Families First Coronavirus Response Act highlights Emergency Paid Sick Leave The Act requires companies with less than 500 employees to provide employees two weeks of paid sick leave time, at regular pay rate, to those seeking a diagnosis, care, or quarantine. In addition, employers will be required to pay 2/3 regular rate for time off due to care for an affected family member, or to care for a child whose school or childcare provider is closed. Full-time employees are entitled to 80 hours of paid time off and part-time employees the number of hours they would typically work in a two-week period. It’s important to note these requirements will terminate on December 31, 2020. Family Leave Act Changes The Act also amends the Family and Medical Leave Act of 1993 to expand covered benefits. This means any company with less than 500 employees is required to offer employees with at least 30 days of service the right to take up to 12 weeks of job-protected leave if they experience a qualifying Coronavirus event. This includes time needed to adhere to isolation orders, care for an at-risk family member, or for a child when school or care provider is closed. It’s important to note that after two weeks of paid leave, employees will receive compensation that is no less than 2/3 of their usual pay. Coronavirus Tax Credits To help businesses manage the financial impact of the paid leave mandates, the following tax credits are available, including: Payroll Credit for Paid Sick Leave – There is a refundable tax credit equal to 100% of qualified sick leave wages paid by the employer for each quarter. The credit can be taken against the employer portion of Social Security taxes due on required wages paid for emergency sick leave. For wages paid to full-time employees that obtain a diagnosis, or are subject to isolation and take sick leave, the credit is limited to $511 per day. For amounts paid to employees caring for sick relatives or caring for a child whose school has been closed, the credit is limited to $200 per day. If the credit exceeds employer liability, then the balance is refundable. Self Employed Individual Credit – There is also a 100% refundable tax credit available for qualified sick leave related to the diagnosis, care, and isolation orders of self-employed individuals. For those caring for an affected family member of a child facing cancelled school, the credit is equal to 67% of qualified sick leave. This credit is available against federal income taxes and is refundable. There will be documentation requirements to claim the credit, but the specifics are not yet available. Payroll Credit for Required Family Leave – There is a 100% refundable tax credit of qualified family leave wages paid. The credit is designed to be used against the employer’s Social Security portion of payroll taxes. Qualified wages are those required to be paid in accordance with the Family Leave Act changes. The amount of wages considered for each employee is limited to $200 per day and capped at $10,000. If the credit exceeds the employer’s total liability, then it can be refunded. Self Employed Credit for Family Leave – There is a refundable tax credit equal to 100% of qualified family leave equivalent for certain self-employed individuals. This includes those who would be entitled to receive payment under the Family Leave Act changes if they worked for someone other than themselves. The amount is capped at the lesser of $200 per day or the average self-employment income for the taxable year per day. Only days taken to manage a Coronavirus diagnosis or to care for a child or family members is permitted. The credit is allowed against income taxes and is fully refundable.
Autonomous Mobile Robot Conference rescheduled
The Autonomous Mobile Robot Conference, sponsored by the Association for Advancing Automation (A3), has been rescheduled for Wednesday, Oct. 28, in San Jose, California. The leaders in the burgeoning autonomous mobile robots (AMR) market will gather at the Doubletree by Hilton San Jose for a full day of sessions, highlighting everything companies need to know about using these innovative tools to increase productivity in logistics, manufacturing, retail, and other industries. Registration is now open online. The inaugural AMR Conference in Louisville, Kentucky last year was a sold-out success with nearly 400 attendees and 30 industry exhibits. The 2020 AMR Conference had initially been set for June 10 in Boston but was postponed amid concerns around the coronavirus outbreak. AMRs automate monotonous, repetitive, and potentially injury-prone manual material transportation, freeing people for higher-value activities. Unlike traditional, inflexible, and expensive means of transporting materials, such as automated guided vehicles (AGVs), conveyor belts, or forklifts, AMRs can be implemented without disrupting a building’s permanent infrastructure with wires or magnets added to the floor. Easy programming, flexible deployment, and built-in safety features add to the robots’ appeal. “As the success of last year’s AMR Conference showed us, there’s tremendous momentum behind AMR deployment across many sectors,” said Jeff Burnstein, president of A3. “Whether in manufacturing, logistics, or even retail, AMRs are already proving to be a perfect tool for dynamic environments and on-demand automation.” Conference attendees will learn how to deploy AMRs across myriad applications, discover how AMRs are changing businesses for the better, and network with leading players in the industry. The full-day will include talks on: Understanding the Basics of AMR Technology: What You Need to Know How to Speed up Deployment of Mobile Robots by Including Your Workforce Mobile Robot Technology in Your Distribution Center A Discussion of the New Mobile Robot Safety Standard The AMR Conference will be held the day after A3’s Collaborative Robots, Advanced Vision & AI Conference, Oct. 26-27, also at the Doubletree by Hilton by Hilton San Jose. There will be a discounted registration fee offered for those who attend both conferences. Registration Registration for the AMR Conference & exhibition is now open with an early-bird price of $595.
MODEX 2020 officials “pleasantly surprised” with show results
Manufacturing and supply chain professionals converged on Atlanta’s Georgia World Congress Center last week as they came together for MODEX 2020 to find new equipment and technology solutions, gain knowledge and network with industry peers to solve common supply chain challenges. Based on the information from the WHO, CDC and local authorities at the time with regard to COVID-19, the MODEX 2020 expo was held as scheduled March 9-12 with 894 exhibits covering 355,790 net square feet. Adding in show floor theaters and networking areas, the total gross footprint of the MODEX show floor was 900,000 square feet. While registrations for MODEX totaled 33,460, representing an eight percent increase over MODEX 2018, actual attendance was 16,395 or 49% of that total due to COVID-19 travel restrictions which put MODEX 2020 on par with MODEX 2016 when it comes to attendance. MODEX exhibitors expressed enthusiasm for the engagement they received from visitors who attended noting that they were serious buyers looking for solutions for their manufacturing and supply chain operations. “I was pleasantly surprised and encouraged with the attendance given COVID-19 concerns,” said George Prest, MHI CEO. “More importantly, attendees had immediate needs for supply chain equipment and technologies and had buying plans in hand. We were very thankful for the 894 exhibitors that were on display. It says a lot about our industry and how we come together. The supply chain will be critically important during these challenging times.” Because of the number of registered attendees who could not attend MODEX plans are underway to create a virtual MODEX 365 experience after the physical expo. This virtual complement of the event will be available in mid-April. In the meantime, information on MODEX 2020 exhibitors and their solutions can be found at modexshow.com/directory.aspx?ref=attendees and MODEX show floor seminars can be viewed as podcasts at videos.mhi.org/category/modex-2020-podcast. MHIview also has posted a variety of videos from the show floor. “Manufacturing and supply chain executives who were not able to attend need access to the solutions of MODEX exhibitors now more than ever,” said Daniel McKinnon, MHI EVP of Exhibitions. “We are excited to offer this virtual component of the show to provide that access to our visitors who could not attend due to travel restrictions. We encourage them to visit modexshow.com now and often to gain the information and resources they need to power their supply chain operations in the future.” MODEX is the largest international expo of its kind held in North or South America. MODEX 2020 Highlights Attendees experienced a wide range of manufacturing, supply chain, and transportation equipment and systems solutions and education. The dominant trend at MODEX surrounded digital supply chain solutions including automation, robotics, artificial intelligence, autonomous vehicles, augmented reality, the Internet of Things and data analytics. These trends were also evident in MODEX Supply Chain Conference sessions which included 140 educational seminars and four keynotes. On March 9, Former U.N. Ambassador Nikki Haley spoke about her experiences in leadership and government. EMOTIVE’s Olivier Ouillier discussed how neurotechnology can improve supply chain workplace safety and productivity through data aggregation and analysis during the March 10 keynote. On March 11, MHI’s George W. Prest and Deloitte’s Thomas Boykin released the findings of the 2020 MHI Annual Industry Report: Embracing the Digital Mindset: Connecting Data, Talent and Technology in Digital Supply Chains during a panel discussion with a keynote panel of industry thought leaders. The March 11 afternoon keynote featured Archie and Peyton Manning who delighted the audience with funny and poignant accounts of their take on football, teamwork, and leadership. MODEX Industry Night with comedian Colin Jost was an exciting and entertaining networking event with over 1,200 attendees and exhibitors in attendance. The door prize for this event was a $30,000 Trip of a Lifetime that was won in a lucky draw by Margaret Papadelis of Yard Management Solutions. During this event, MHI announced the winners of several awards including the 2020 MHI Innovation Awards during MODEX. The MHI Innovation Awards serve to educate and provide valuable insights on the latest manufacturing and supply chain innovative products and services. The winners were: Best New Product: Agility Robotics for Digit Best Innovation of an Existing Product: OPEX for Perfect Pick HD & Sure Sort Micro-Fulfillment Solution Best IT Innovation: Yard Management Solutions for Yard Management Solutions In addition to the MHI Innovation Awards, the MHI Young Professionals Network (YPN) honored recipients with its annual awards. John Rosenberger from The Raymond Corporation was awarded the 2020 MHI YPN Mentor Award and Lisa Richardson from Hytrol was awarded the 2020 MHI YPN Outstanding Young Professionals Award. MODEX Student Days introduced 124 high school and university students and educators from 23 schools to career opportunities in material handling, supply chain, and logistics through hands-on learning and networking with industry professionals. This year’s Student Days combined an interactive educational session with a dynamic guided tour of the MODEX show floor. The next MHI-sponsored trade event will be ProMat 2021 held April 12-15 in Chicago’s McCormick Place. For more information on exhibiting at ProMat, or to register as an attendee, visit promatshow.com. The next MODEX will be held at the Georgia World Congress Center on March 28-31, 2022.
WERC cancels Annual Conference in May due to the Coronavirus
The Warehousing Education and Research Council (WERC) announced that the 2020 WERC Annual Conference to be held May 3 – 6, 2020 in Providence, RI has been canceled for the health, safety, and well-being of their attendees, speakers, Solution Partners, and the staff due to the Coronavirus outbreak. In a press release from Annette Danek-Akey, WERC Board president and Michael Mikitka, WERC CEO it said, “Our leadership and professional staff have been regularly communicating to discuss recommendations from the U.S. Centers for Disease Control and Prevention (CDC) and World Health Organization (WHO), as well as authorities in Providence. We have also been tracking the travel policy restrictions affecting our members and attendees as many organizations instituted travel bans or restrictions. It became clear that canceling is the right decision in order to protect the safety and well-being of meeting attendees. Furthermore, taking this action will ensure that our members, who represent a critical element of the supply chain, are available to ensure that people get their products and services, companies deliver on their commitments, and communities are served during this crisis.” It also stated that in the weeks ahead, WERC will tap into the innovative and ingenious spirit of this specialty to explore virtual options that deliver world-class education to their members. While plans are nascent, WERC will keep their community apprised of plans to continue to deliver research, knowledge and expert insight in the weeks ahead. Since its inception in 1977, WERC has held its annual conference. At this time, however, it is more important for WERC Members to be ready for action. Regular updates and announcements will be posted on werc.org/2020 and our other member communication channels.
U.S. Department of Labor announces new guidance on Unemployment during COVID-19 outbreak
Following President Donald J. Trump’s swift action to protect the American workforce from exposure to COVID-19 – also known as novel coronavirus – the U.S. Department of Labor on March 12, 2020, announced new guidance outlining flexibilities that states have in administering their unemployment insurance (UI) programs to assist Americans affected by the COVID-19 outbreak. Under the guidance, federal law permits significant flexibility for states to amend their laws to provide UI benefits in multiple scenarios related to COVID-19. For example, federal law allows states to pay benefits where: (1) An employer temporarily ceases operations due to COVID-19, preventing employees from coming to work; (2) An individual is quarantined with the expectation of returning to work after the quarantine is over; and (3) An individual leaves employment due to a risk of exposure or infection or to care for a family member. In addition, federal law does not require an employee to quit in order to receive benefits due to the impact of COVID-19. “President Trump has made the safety, security, and health of the American people his top priority. The Administration is using all available tools to decrease the risk of coronavirus in the United States and to assist workers who may be affected,” stated Secretary of Labor Eugene Scalia. “Under the guidance issued today, states have greater assurance about the circumstances in which they are authorized to extend unemployment insurance benefits to Americans whose employment has been disrupted by coronavirus.” “From the beginning, this Administration has taken aggressive action in protecting the health and safety of the American workforce,” said Assistant Secretary for the Employment and Training Administration John Pallasch. “Clarifying the flexibility in which a person may be eligible for unemployment insurance benefits during the coronavirus outbreak will ease financial burdens for those workers affected by the virus.” An individual receiving paid sick leave or paid family leave is still receiving pay. Thus, generally speaking, the individual is not “unemployed,” so the individual is ineligible for unemployment insurance. The Department’s Employment and Training Administration will continue to assist any states seeking assistance in implementing these flexibilities. For more information about the COVID-19, please visit https://www.cdc.gov/coronavirus/2019-ncov/index.html.
MHEDA says the 2020 Convention is still on, for now
In a email sent to its members on Friday, March 13th, Liz Richards, CEO of the Material Handling Equipment Distributors Association (MHEDA) says everything is still on for the MHEDA Convention May 2 – 6, 2020 in Orlando, Fla. “While many companies have instituted work from home policies and issued travel bans because of the Coronavirus/COVID-19 pandemic, we understand the uncertainty about MHEDA’s convention moving forward as planned. As of today, most of these bans have been put in place for two weeks and some for up to 30 days. Since MHEDA’s convention starts on May 2, we will be closely monitoring this situation and will keep everyone apprised of our plans.” said Richards. “In the meantime, MHEDA is working with the Hilton Bonnet Creek, the local and state government and health officials, and will communicate with you regularly as developments occur. The health and safety of our members and the MHEDA team remains at the forefront.” added Richards. To learn more about the 2020 MHEDA convention, click here.
Leading through frightening times
I’ve often said there are no two consecutive good days in the life of a leader. It’s a statement designed to get people’s attention, and it usually does—I often have a lot of people wanting to follow up with me after I’ve shared it during teaching. What it boils down to is this: the more you grow in leadership, the more challenging and difficult the decisions you face. Those decisions often involve things with immediate or concrete solutions, but sometimes, they involve things that aren’t as cut and dried. Sometimes, you have to lead your people through uncertainty. And as a leader, that means you have to be the rock in frightening times Over my decades of leadership experience, through organizations large and small, I’ve encountered my fair share of frightening times, either for the organization itself or for the world at large. Let me be the first to tell you, leaders feel fear too. We’re not bulletproof; we’re human like everyone else. But leaders also understand that they have a higher expectation of them, a responsibility to the people the lead. As my friend Mark Cole says, “It’s okay to feel fear. It’s not okay to make your people carry it.” Over the last several days, fear has been at the forefront of many a news story. Whether we’re talking about the sudden stock market plunge or the coronavirus or the upcoming election season, the uncertainty of life has intruded into our active thinking and frightened many people. I know we’re dealing with some of those fears in our own organization, and chances are you’re dealing with them as well. So how should we lead in frightening times? Be a visible presence. When times are challenging, leaders need to be seen and felt. It’s not the time to retreat and try to figure things out behind closed doors; your people are looking for someone who can calm their fears with a reassuring look or a friendly hand. You must put yourself forward as someone that people can talk to or turn to when their fear seems overwhelming. It may mean you accomplish little else for a time, but it will be exactly what your people need. Acknowledge the fear, but don’t empower it. Max Dupree said the first responsibility of a leader is to define reality—that means acknowledging what’s really going on around us. WE cannot lead through frightening times if we’re unwilling to acknowledge that people are scared, or that the situation itself is frightful. But we can never leave our people stuck in that fear because that only gives the fear greater power in their minds and hearts. Place the fear in the right context and communicate your belief that better days are ahead. Paint a brighter picture. Part of how you get people to believe that better days are ahead is by painting that picture for them. When things are frightening, the world seems small and dark; to counteract that, you must paint a picture that’s bigger and brighter. We must point beyond the fear to a brighter day, to remind people of what the Psalmist said: “Nights of crying your eyes out give way to days of laughter.” Leaders must communicate to their people the hope on the other side of the fear. Be cautious with predictions, but generous with hope. When you’re trying to help your people look beyond the fear, be wary of trying to predict exactly how things will work out. The simple truth is you don’t know, and that’s okay. Your people don’t expect you to see the future—they just expect you to help them get there, and that’s where being generous with hope comes in. If you’re still pushing toward the next, still reaching for the brighter day beyond the clouds, that gives them the energy they need to make it another day. In the end, they’ll remember you helped them find their way more than they’ll remember the way itself. They’ll recall your presence more than your prescience. The unique challenge of leadership is making today work for tomorrow, especially when today seems to threaten that there won’t be a tomorrow. But the only way there won’t be a tomorrow is if we give in to the fear today. Leaders, your people are looking to you to help them find the security and strength that will allow hope to take root in their life. It’s a significant task, but one that you’re capable of if you’ll stay visible, present, realistic, and hopeful. In all my years of leading, I know this for sure: fear never lasts unless you feed it. As a leader, it’s your job to starve fear by feeding people hope and showing them a better picture of what’s ahead. Give your people the hope they need to hold on. We may cry today, but there’s joy coming our way tomorrow.