Toyota Material Handling announces 2020 University Research Program Grant recipients at MODEX
Toyota Material Handling North America (TMHNA) has selected two universities’ research proposals to receive funding through the TMHNA University Research Program. TMHNA announced the recipients of grant funding during a joint press conference at MODEX 2020 held in conjunction with Material Handling Institute (MHI). The research proposals selected for funding include: Dynamic Capacitive Wireless Charging System for Autonomous MH Vehicles Proposal Author: Prof. Khurram Afridi, Cornell University Material Handling for Industry 4.0 in Small and Medium Enterprises Proposal Author: Prof. Jorge Dorribo Camba, Purdue University The sponsored research program was created to drive the next generation of technology for the supply chain, logistics, and material handling industries. The program encourages university professors and researchers to apply their knowledge of engineering and technical fields, drawing synergies and collaboration between collegiate research and TMHNA. The University Research Program, now in its fourth year, attracted a record 44 research proposals from 30 leading universities across the country. “Our University Research Program is reflective of Toyota’s mission to solve challenges creatively,” said Brett Wood, TMHNA President, and CEO. “In partnering with leading universities, we seek to foster industry-led innovation by combining our resources and guidance with the fresh and new ideas coming out of academia. Together in the spirit of collaboration, we hope to build a better, safer, more efficient future for the material handling industry.” To learn more about the TMHNA University Research Program including information on previously funded projects and how to apply, visit UniversityResearchProgram.com.
L’eggo my Ego! Ten Ego needs that squelch a leader’s influence
When your ego is in charge, you’re not leading or influencing from a place of pure power. That’s why Karen McGregor says it’s vital for every leader to recognize the ego’s ten biggest needs and be on the lookout for them at work and in our personal lives If you’re a leader, everything you say and do is amplified. Others in the company take a cue from your behavior. When you inspire others, help employees grow, and keep people connected to their passion and purpose, performance soars. When you micromanage employees, steamroll over everyone, or focus on what you can “get” from others rather than how you can serve them, performance withers. Karen McGregor says this is why leaders need to focus on how we’re wielding our influence—and Job One is getting our ego in check. “When our ego is running the show, we not only fail to reach our potential as leaders, we hold others back from reaching theirs,” says McGregor, author of the upcoming book The Tao of Influence: Ancient Wisdom for Modern Leaders and Entrepreneurs (Mango, June 2020, ISBN: 978-1-64250-275-6, $24.95). “We need to understand what that looks like so we can get intentional about modifying our behaviors and building better relationships with colleagues and employees.” She says an out-of-control ego prevents us from leading from a place of pure power. When you’re in its grip, various “power patterns” take over. Your inner controller could show up, or maybe it’s the victim, martyr, or blamer power pattern that sabotages you. The good news is you can recognize and change deep-rooted behaviors that hold you back. McGregor’s book lays out a path—rooted in the ancient wisdom of the 4,000-year-old Tao Te Ching—for identifying and breaking the “power patterns” that undermine your influence, create dysfunctional relationships, and otherwise squelch your potential. Here are ten common ego needs to look for in your own behavior: 1. The need for approval Anytime you look for approval for something you have said or done, you are asking for validation of your worthiness from outside of yourself. But continuously seeking validation is like bringing water to a well that is always drying up. McGregor says that no matter how much praise or how many awards you receive over the years, it will never be enough to rid the mind of what A Course in Miracles calls “the tiny mad idea” that we are not enough as we are. “Another downside to trying to get approval outside of yourself is that when someone does validate and praise you, your ego will set out to prove those people wrong,” she adds. “It might even convince you that you’re a fraud or failure, and it will have plenty of proof to back up its claims.” 2. The need to be right Trying to control others and needing to be right diminish our power and weaken our ability to influence. They take the life out of creativity and destroy new solutions to old problems before they get to see the light of day. After all, how can anything new come out of an insistence that we already know what to do? Many of us recognize on a gut level when we’re defending our ego’s need to be right. We know we’re being stubborn and ornery, but we still can’t help it. We want to rid ourselves of the behavior, but we don’t know-how. Recognizing where it comes from and how it develops can be helpful. Ask yourself: When did I first take on the belief that I am not okay? Or that there is something wrong or bad about me? 3. The need to control When abuse or neglect occurs at a young age, people can develop a deep fear that they won’t have any control in their own lives. It’s a fear that tells them that if they don’t micromanage or obsess, their life will spin out of control, and they’ll be at the mercy of a painful and cruel world. “Be aware of your body’s desire to close down when something doesn’t go the way you expect or want it to,” says McGregor. “Your heart or your belly will feel as though it is tightening or closing. At that moment, become aware of the sensation and the pain your body wants to express and release. Without paying much attention to thoughts, be with the pain and allow it to express. This often takes only a few seconds or minutes, and, generally, the discomfort passes quickly.” 4. The need to “get” something from someone This is a survival need and stems from the fear that you won’t be provided for, that there isn’t enough, or that you aren’t enough, says McGregor. If you experience this need, it pulls you away from alignment with the Tao. You trust lifeless and less; life feels like a struggle void of joy. “For business owners, it might feel like the business will die if you don’t get something from a prospective client,” says McGregor. “Yet that’s highly unproductive energy to be holding: If you operate with the energy of fear and lack, your potential clients will sense something is off. They might want to work with you, but they won’t cement the deal, and they won’t be able to articulate why. Instead, focus on your desire to be of service to others.” 5. The need to stay safe Sometimes the need for safety can become one’s primary reason not to pursue greatness. The fear of change—that something will be taken away or something bad will happen—is quite commonplace. Yet, it can rob us of the ability to be powerful influencers in the world. Any time you notice your ego engaging with this need, answer the following questions: What is it that I am most afraid of? What will happen to me if this fear becomes reality? What will happen next—after the fear becomes reality? (Keep asking and answering this question until you have nothing left to say.) “After you do this exercise, define your next
MODEX 2020 Day 1: Good leads, smaller attendance as expected
As expected the first-day attendance at MODEX 2020 was down but the quality of attendees was” good” said many of the exhibitors when talking with Material Handling Wholesaler staff. The exhibitors who were interviewed were very sympathetic to the show producer MHI and to the pre-registered attendees who choose to not participate this year due to the unforeseen circumstances caused by the COVID-19 virus. MHI officials have been working at ways to bring the MODEX 2020 to the people who pre-registered by giving them a digital format to view the many exhibitors at this year’s show through a virtual experience to compliment the MODEX 2020 experience as if they were attending. Anyone who has registered with the show consisting of manufacturing and supply chain professionals will get links through a daily e-newsletter to participating exhibitors video recordings of what they are presenting at MODEX. The newsletter will also provide links to the sessions through podcasts from every MODEX show floor educational session. These podcasts will be posted on MHI’s new podcast portal available at videos.mhi.org/category/mhi-cast While some seminars have been canceled, many sessions are still going on throughout the show. When coming into the show floor or when you get your MODEX badge there are seminar boards that will tell you if a session is canceled. The MODEX 2020 show goes through Thursday, March 12th at the Georgia World Congress Center in Atlanta, Ga. Click here for a recap of Day 1 activities.
Is your Family Medical Leave Policy Up-to-Date?
The Administrator of the Department of Labor’s Wage and Hour Division (WHD) periodically responds to new Family Medical leave Act (FMLA) compliance questions from employers and employees. Notable ones are posted for the benefit of people facing similar situations. Here’s a sampling. A recent case deals with whether an employee’s time away from work to attend regular meetings at her children’s school qualifies as FMLA-sanctioned leave. The meetings were with school officials to discuss the special needs of the children and appropriate “individualized education plans.” Do School Meetings Qualify for FMLA Status? The children’s special needs do meet the definition of a serious health condition, based on a certification by a healthcare professional. The school provides them with occupational, speech and physical therapy services. The employer granted leave under the FMLA for the employee to take her children to doctor visits but drew the line at also allowing leave for the school meetings. The intermittent school meetings’ purpose is for the parent to receive “updates [on the] children’s progress and areas of concern; review recommendations made by [the] children’s doctors; [and] review any new test results and recommendations for additional therapy.” In an earlier ruling, the WHD declared that an employee could take family medical leave to attend meetings regarding her mother. Attendance at these meetings, which related to her mother’s health conditions were “clearly essential to the employee’s ability to provide appropriate physical or psychological care to her mother.” Citing that ruling, the WHD agreed with the petitioner in the current case that her school meetings do qualify for FMLA status. Can You Extend FMLA Leave? Sometimes employers wonder about the legality of making family medical leave more generous than the norm. One such employer recently asked whether a business was permitted to not start the clock on the 12-week limit on unpaid, job-protected leave until employees have exhausted their accrued paid time off. This includes time off designated as vacation or sick leave. This employer was aware of other companies that have adopted that practice, based on this language in the FMLA regulation: “An employer must observe any employment benefit or program that provides greater family and medical leave rights to employees than the rights provided by the FMLA.” The WHD’s answer was unambiguous: “No.” The reason, it explained, is that as soon as an employer identifies (and validates) a leave request as “FMLA-qualifying,” that leave cannot be categorized any other way. It added, “Nothing in the FMLA prevents employers from adopting leave policies more generous than those required by the FMLA. However, an employer cannot designate more than 12 weeks of leave… as FMLA-protected.” If an employee needs leave for FMLA-based reasons, he or she can’t take advantage of their employer’s paid leave policy first and then request 12 weeks of unpaid FMLA leave as well. The employer should be informed if the leave could qualify for an additional 12 weeks of FMLA-based leave. Otherwise, the clock on the 12 weeks would have to start retroactive to the start of the paid leave period. Example: Joe’s employer allows four weeks of paid leave. He requests to use his leave beginning June 1, without informing his employer that the leave could also qualify for FMLA leave. Once Joe’s paid leave is exhausted and the employer is expecting him to return to work, Joe requests an additional 12 weeks of FMLA-based unpaid leave. His 12 weeks would start retroactively on June 1st. Does Time Stand Still During FMLA Leave? To discourage employee “unexcused” absences, an employer instituted a new attendance policy, under which employees accrue points for tardiness or unexcused absences. Employees who receive a specified number of points over a 12-month period of “active employment” are penalized. However, under that program, the 12-month period is suspended when employees are out on FMLA leave or leave due to a workers’ comp injury. Example: if the 12-month clock began on Jan. 1, and an employee was out on FMLA leave for the month of June, the 12-month period for point accumulation would extend until Feb. 1 of the following year. An employee asked the WHD if this violates one’s FMLA rights. The answer that came back was “no.” “WHD’s longstanding position is that such practices do not violate the FMLA, as long as employees on equivalent types of leave receive the same treatment,” the administrator wrote. When FMLA Status Can’t Impact Seniority Rights Accrual Employers typically prefer to (but don’t have to) require employees seeking FMLA-qualified leave to have that leave run concurrently with an employee’s available accrued paid time off. That way, the FMLA 12-week limit on job-protected leave can only last 12 weeks. It can’t be extended if the employee’s accrued paid leave were counted separately and the employee started using up that accrued paid leave after the end of the 12-week unpaid leave period. The employer in this case had recently adopted that policy. This case involves an employee covered by a collective bargaining agreement (CBA) that stipulates that the time an employee is out on paid leave is still counted toward that employee’s accrual of seniority credit, ultimately entitling him or her to other benefits. Under that policy, however, the absence from work on unpaid leave, such as unpaid FMLA leave, wouldn’t be credited to the employee’s seniority status. In this case, a portion of the employee’s paid leave coincided with unpaid FMLA leave. The employee was concerned that the paid part of the leave would be ineligible to accumulate seniority credits because it was also deemed to be FMLA leave. For that reason, the employee wanted to postpone the designation of the FMLA portion of the leave until after the accrued paid leave was used up. The WHD’s response began with a general statement: “The FMLA applies in addition to or along with an employer’s polices or any CBAs. Employers may adopt, retain, or amend leave policies, including policies that provide more generous leave, as long as they comply with the FMLA.” Similarly, employer policies
PTDA 2020 Canadian Conference packed with Networking and Education
Registration is now open for the PTDA 2020 Canadian Conference, to be held June 3-4, 2020, at Marriott on the Falls, Niagara Falls, Ontario, Canada. This conference brings key decision-makers of the Canadian power transmission/motion control (PT/MC) industry together for business networking and education. The two-day conference is packed with great informal and formal networking opportunities such as golf, meals, and DM-IDEX. DM-IDEX (Distributor-Manufacturer Idea Exchange) provides distributor and manufacturer companies the opportunity to schedule one-on-one meetings in advance. Attendees will have plenty of opportunities to gather actionable ideas from speakers that they can take home and immediately implement in their companies. Roundtable discussions give CEO/Senior Executives the opportunity to brainstorm and exchange ideas. The Leadership Enhancement Seminar presented by Bobby Umar, a prominent leadership expert, focuses on redefining leadership in 2020 and identifying a strong thought leadership personal brand. Andy Stumpf, Naval veteran and former member of the U.S. elite SEAL Team 6, kicks off the conference sharing how great leaders can elicit performance beyond what an individual considers possible. Finally, Meagan Johnson, a generational expert, outlines how each generation “signpost” drives motivation and influences company loyalty, delivery of customer service and communication. “Developing in-person relationships with the manufacturer staff that we work with on a daily basis brings tremendous value to the supply-chain services that we provide to the end-user. PTDA’s Canadian Conference is the best opportunity to see all the important players in the same place for a couple of days,” said JP Bouchard, vice president, General Bearing Service Inc. PTDA is a member-driven organization led by volunteers who work with their peers in the industry to develop relevant and timely content and programming. Using the expertise of several of the industry’s top executives, the programming for the Canadian Conference is specifically designed for Canadian distributors and manufacturers who sell power transmission/motion control products in Canada. With new sessions each year, the conference goal is to inform and educate with relevant and timely material.
Five ways PR pros can deal with Coronavirus fallout
Since the coronavirus landed on U.S. shores, the media has been working overtime—not only describing the symptoms and areas affected to those seeking information but also how the outbreak is impacting business. Whether it be the dramatic stock market drop, large-scale event postponements or travel cancellations, organizations need to assess what’s most important to communicate to a concerned public. Regardless of the type of brand, reacting and preparing for a coronavirus outbreak should follow the rules of a typical PR crisis, even though this seems to be a newer threat with unknown repercussions. Looking at crisis strategy can help brands get a head start on how to communicate with their audiences. Sara Joseph, SVP, lifestyle and hospitality lead at BerlinRosen, has worked with travel clients during outbreaks of Zika and SARS. She advises companies to treat outbreaks similar to other unexpected crises. “Ensure that updated travel information is readily available” on websites and communicated via email, Joseph said. “It’s important for people to understand, in real-time, what health organizations are advising and how this affects a company’s travel policies.” Here are five best practices for coronavirus messaging: Let the CDC do its thing If you are a yoga studio or doggy daycare, do not pretend that you know every symptom and health factoid. The job of the CDC is to let people know symptomatic information, and how to deal with treatment. Think about your audience. If you are a yoga studio, send an email about cleanliness at the studio. And urge customers to stay home from classes if they feel sick. Stick to the basics, and let your users know you are thinking about their well being. Over-communicate Note the advice above, but understand people crave information. Even if it’s information about receiving information. Staying radio silent fuels rumors and doubts. Outside of communicators, we are citizens, parents, and employees who want to know that plans exist ahead of a pandemic. Let people know you are working on a plan—even if it is still in its infancy. People want to know that their government/management/ownership cares about their safety. Schools should consider texting students and parents with updates. Same for employers and government agencies. No one is going to get angry about the delivery of too much information during a crisis. Easy navigation If you are looking to distribute information, make it easy for people to find. Don’t just post announcements on Twitter when not all of your audience is on the platform. A news story is great, but not everyone will see it. The best place to post urgent policy news is on the homepage of your website, with a link to more information. In addition, you should email constituents. Use bold colors. Make sure your announcement is at the top, or in a central location, where consumers do not have to scroll far down the page. If information is too hard to find, it won’t be found. Put yourself in the shoes of a user who may not see the website every day as you do. Embrace the consumer Many families are deciding that a cruise ship is not the greatest place for young children to be now. Travelers are canceling flights and trips to Italy and Asia owing to the outbreak. The cancellation of the Tokyo Marathon, World Mobile Congress, and ITB Berlin surely bummed out many eager participants. Twitter CEO Jack Dorsey just backed out of speaking at SXSW. Most travelers and registrants understand the painstaking decisions that lead to canceling a major event. What needs to be communicated is that those decisions were made in the consumers’ best interests. Each of these event cities, organizations and travel companies will lose a ton of revenue, so it’s not something they take lightly. On the other hand, failure to cancel may appear as if your brand has little regard for consumer safety. To help travelers, airlines and cruise companies are introducing temporary beneficial cancellation policies. JetBlue is waving change and cancellation fees on new flights booked between Feb. 27 and March 11; cancellations will result in a credit. Norwegian Cruise Lines is extending the time passengers can make final payments for its June and July sailings, as well as allowing them to change to another cruise time on or before June 30. Crystal Cruises is offering sick travelers the opportunity to cancel their cruise within the next 7 days in exchange for a 100 percent refund or a future credit of 125 percent. All these steps show extra care for keeping passengers healthy, as well as working with the latest facts around the crisis. Don’t lie This, of course, is a moral imperative and a PR mainstay. Savvy consumers can see right through any sort of forced positivity. Yes, traveling is fun, as are cruises. But if there is a risk, it is the company’s responsibility to communicate that to the public. Calming messages are a nice thought, but ultimately people just want to know the facts and how they can best protect themselves. Mainstream media journalists seek the truth at every opportunity. If something doesn’t add up in your brand’s crisis messaging, someone will eventually find out. Keep messaging tight, on-point, and full of the facts consumers need. That will get more respect than any smile, hug or kumbaya moment.
MODEX show officials issues statement
MHI the producers of MODEX 2020 issued a statement on March 3rd regarding the COVID-19 Coronavirus and what they are doing to prepare for MODEX on March 9 – 12th in Atlanta, Ga. We understand concerns about COVID-19 Coronavirus are top of mind, and we want to be as transparent as possible and share information about what we are doing to prepare for MODEX 2020. For MHI, the producer of MODEX 2020, the safety and security of our exhibitors and attendees is our paramount consideration. We are closely monitoring the situation regarding COVID-19/Coronavirus and are following protocols that are provided by the World Health Organization (WHO) and the Centers for Disease Control (CDC). We currently have over 900 exhibitors who have teams on-site setting up for the show, and we want to assure you of the following: Our top priority continues to be the health and safety of all participants at MODEX including attendees, exhibitors, vendors, staff, industry partners, and others involved in the show. We are proceeding as planned to hold a safe and successful MODEX 2020 in Atlanta, March 9-12 We are in daily contact with the Georgia World Congress Center (GWCC) who is working with both the GA Dept. of Public Health and the Fulton County Board of Health to gain insight on the spread of the coronavirus, health surveillance/screening efforts at Hartsfield-Jackson International Airport and updated data on possible impacts to the United States and Georgia. When it comes to MODEX attendance, we anticipate reduced international registrants especially from those in the most affected countries of China, Italy and South Korea due to travel restrictions. That said, advance registration is well ahead of the 2018 show and we anticipate 30,000+ attendees. We continue to receive record registrations this week. Most of our exhibitors are currently onsite moving in equipment and setting up their booth space. These exhibitors have been following the move-in schedule protocols and we anticipate all exhibitors will be moved in and ready for the shows’ opening day on Monday, March 9. MODEX 2020 FAQs Regarding COVID 19 What is Show Management doing to prepare for the show in regard to COVID-19? We are closely monitoring the news and will follow any protocols that are provided by the Centers for Disease Control (CDC) and the World Health Organization (WHO). We encourage exhibitors and attendees to take common-sense precautions by using hand sanitizer and following these guidelines set by the CDC when they are onsite at the show. We are working closely with all show partners including the City of Atlanta, the GWCC, the airport authority and hotels to ensure the safety of all show participants. We are taking steps to address concerns by providing heightened levels of cleanliness, including: Before and during MODEX, GWCC staff will repeatedly sanitize high-traffic fomite areas (door handles, handrails, bathrooms, etc.) and provide additional hand sanitizing stations throughout the GWCC campus. GWCC is exceeding all recommendations by the CDC for cleaning and disinfecting public areas and will continue to amplify public health messages as needed. Out of an abundance of caution, MHI will install additional sanitation stations in multiple locations on the MODEX show floor and common areas for the duration of the show. Encouraging a “no handshake” policy onsite for all attendees and exhibitors. Has the show been impacted by COVID-19? Some of our international exhibitors and attendees have been impacted by COVID-19 due to the travel restrictions, and the spread of the virus in China, Italy, South Korea. Due to the travel restrictions resulting from COVID-19, many China-based exhibitors and attendees will not be able to participate in MODEX 2020. China-based companies with North American-based operations and staff (not impacted by the travel restrictions), will exhibit at MODEX 2020 as planned. Overall, the expected cancellations of attendees will have a very limited impact on the show. Visitors from outside North America represent around 12 percent of overall registrations to date. What happens if someone presents flu-like symptoms at the shows? Our first aid professional service provider will be readily available to provide medical assistance onsite to any individuals that need medical assistance. We have two first aid stations onsite at the show. At this time, any testing for COVID-19 would be managed by local hospitals and/or the CDC. How many registrants are from international countries? 88% of current MODEX registrants are from North America, the remainder are from outside the region. We expect international attendance from countries outside North America to be lower, especially due to countries impacted by travel restrictions. What are you doing to prevent those from high-risk areas from attending the shows? The initial travel ban from China has restricted China-based individuals from attending the shows. In addition, the ongoing quarantines from other countries, including Italy and South Korea, have also restricted some individuals from attending the shows. We are encouraging everyone to make responsible decisions to stay home if they are sick and to not travel if they are traveling from high-risk areas. This update is done as part of MHI’s commitment to the safety and security of our exhibitors and attendees. We advise that MODEX exhibitors and attendees always follow the care and hygiene recommendations recommended by the WHO and CDC while onsite at MODEX. Ultimately, we encourage everyone to make responsible decisions and stay home if they are sick. Our Show Management has dedicated resources to provide quick responses to inquiries related to COVID-19. Attendees and exhibitors with questions or concerns are encouraged to email Carol Miller at cmiller@mhi.org. We will inform exhibitors and attendees should there be any further updates to this statement. Our thoughts continue to be with all who have been impacted by the coronavirus.
Women In Trucking Association announces new Gold Level Partnership with Waste Management
The Women In Trucking Association (WIT) welcomes Waste Management as its newest Gold Level Partner. The Gold Level partnership is the highest level of support and commitment to the WIT mission: to encourage employment, promote accomplishments and minimize obstacles faced by women working in the trucking industry. Kelly Rooney, director of Operations at Waste Management Illinois Missouri Valley Area, will serve on the WIT Board of Directors. “Women in Trucking’s focus is on recognizing the value that women bring to their work every day and to clearing the path for women to succeed in the vital, exciting and rewarding field of transportation,” said Rooney. “Representing Waste Management on the WIT board is a great honor for me and I look forward to contributing to its worthy mission.” “We’ve made remarkable progress in our efforts to engage more women at all levels in the industry,” said Ellen Voie, WIT president and CEO. “We’re grateful for our partnership with Waste Management that allows us to continue to make that advancement possible.” Since 2007, WIT has been committed to elevating the issue of gender diversity in transportation and logistics. A few recent accomplishments include a record-breaking attendance at the 2019 Accelerate! Conference and Exhibition; an award-winning magazine that explores gender issues in transportation; and the launch of recognition programs such as the Driver of the Year Award, Top Women to Watch in Transportation, Top Companies for Women to Work For in Transportation, and Top Woman-Owned Businesses in Transportation lists.
LogiMAT 2020 cancels show due to Coronavirus
LogiMAT, the 18th International Trade Show for Intralogistics Solutions & Process Management, has been canceled due to an official injunction Despite the problems associated with the coronavirus, LogiMAT event organizer EUROEXPO Messe- und Kongress-GmbH in Munich, together with the Messe Stuttgart convention center and the relevant local authorities, had up to now considered it feasible to host LogiMAT 2020—the 18th International Trade Show for Intralogistics Solutions & Process Management in Stuttgart. The local Office of Public Health in Esslingen saw no heightened threat to exhibitors and visitors. At this point, however, the risk of infection has become more acute due to the increased and accelerated the spread of the coronavirus in Germany, with the region of Stuttgart among those particularly affected. The responsible Office of Public Order in Leinfelden-Echterdingen, acting on the urgent recommendation of the responsible Office of Public Health for the region of Esslingen, instructed organizers at 5:17 p.m. today to cancel LogiMAT 2020. “This is bitter, given the overwhelming importance of LogiMAT Stuttgart for the global intralogistics industry. The cancellation of LogiMAT 2020 for external, unforeseeable circumstances is unprecedented in the event’s 18-year history. Despite tremendous efforts working with Messe Stuttgart, we were unable to find a later date to host the event in 2020, so it is with great regret that we have decided to cancel LogiMAT 2020,” announced Christoph Huss, Managing Partner of EUROEXPO, explaining the cancellation. The next LogiMAT will take place in Stuttgart from March 9 to 11, 2021.
Hannover Messe 2020 moves show to new date due to Coronavirus
As a result of the current situation regarding the coronavirus (COVID-19), Deutsche Messe is postponing HANNOVER MESSE, originally scheduled from April 20 to 24, 2020, to July 13 to 17 2020. The Hannover Region Health Authority has reassessed the current situation and highly recommends that the Robert Koch Institute’s guidelines for a major event be observed and implemented. These include comprehensive health-protection measures when organizing trade fairs. Those requirements cannot be met by Deutsche Messe in such a short period of time. In addition, implementing them would have an adverse impact on the smooth organization of our events to such an extent that we could no longer guarantee that our exhibitors and visitors would be able to achieve their event-related goals. The health of our exhibitors, visitors, employees, and the general public is a top priority for Deutsche Messe. The new date for HANNOVER MESSE is, therefore, July 13 – 17, 2020. Hannover Messe says that the admission tickets will, of course, continue to remain valid. The purchase of a new ticket for the new event timeframe is NOT necessary. If you have any questions regarding your ticket, please contact our ticket hotline at +49 511 89-37777.
IBTTA Foundation announces the 2020 Scholarship Program and Tolling Immersion Program
Samuel Johnson, president of the International Bridge, Tunnel and Turnpike Association (IBTTA), the worldwide association for the owners and operators of toll facilities and the businesses that serve them, announced the IBTTA Foundation is now accepting applications for five $5000 scholarships. The scholarships are awarded each year to undergraduate students pursuing degrees in various fields of study, including engineering; urban and regional planning; construction management; public administration; and finance that benefits the tolling industry. The Scholarship Program is administered by Scholarship America®, the nation’s largest designer and manager of scholarship, tuition assistance and other education support programs for corporations, foundations, associations, and individuals. Awards are granted without regard to race, color, creed, religion, sexual orientation, age, gender, disability or national origin. The 2020 scholarship winners will be announced in June and will be recognized during the Opening Ceremonies of IBTTA’s 88th Annual Meeting and Exhibition in Austin, Texas on September 14, 2020. Students can apply here. “In concert with the Scholarship Program, I launched a presidential initiative, the Tolling Immersion Program (TIP) which creates a banner around IBTTA’s successful leadership programs and incorporates an internship program. The internship program is focused on attracting the best and the brightest college students and young professionals to our industry,” said Samuel Johnson, President of IBTTA and Chief Toll Operations Officer for the Transportation Corridor Agencies. “The internship program is unique in that it will offer a two-part summer employment experience with some of the most innovative agencies in transportation and also with private firms from the global industry that supports the industry. By offering internship and mentoring programs directly with our toll agencies and private sector businesses, IBTTA will provide a purposeful, set of experiences that highlight the vast opportunities within transportation It is our hope the participants from the program will become an integral part of IBTTA and future leaders of our industry.” The Tolling Immersion Program fits nicely with existing efforts of IBTTA’s Young Professionals Council, Leadership Academy, Scholarship Program and Council of Platinum Sponsors.
Coronavirus: Preventing workplace exposure
OSHA and the Centers for Disease Control (CDC) recently released guidance for employers regarding the novel coronavirus or COVID-19. As US cases begin to make headlines, employers should take steps to prevent the rapid transmission of the coronavirus. What is Coronavirus (COVID—19)? Novel coronavirus or COVID-19 is a respiratory illness. Symptoms include fever, cough, and shortness of breath. Symptoms appear 2—14 days after exposure. According to the CDC, the virus spreads from person to person via respiratory droplets produced by coughing and sneezing. CDC believes that people are most contagious at times when they display symptoms. It may also be possible to spread the virus before you show any symptoms. Basic Best Practices for All Workers OSHA’s COVID-19 guidance includes a list of practices to prevent disease transmission. Suggested practices for all workers, regardless of exposure risk, are: Frequently wash your hands with soap and water for at least 20 seconds. When soap and running water are unavailable, use an alcohol-based hand rub with at least 60% alcohol. Always wash hands that are visibly soiled. Avoid touching your eyes, nose, or mouth with unwashed hands. Avoid close contact with people who are sick. Preventing Workplace Exposure to Coronavirus (COVID-19) Healthcare workers are at the highest risk for exposure to coronavirus. As such, CDC created coronavirus resource web pages for health care facilities and information for healthcare professionals. For healthcare workers, personal protective equipment (PPE) like proper gloves, gowns, eye and face protection, and respirators play a critical role in preventing disease transmission. While proper PPE training, selection, and use are crucial, PPE is the last line of defense against any workplace hazard. Healthcare facilities should use engineering controls such as the use of airborne infection isolation rooms (AIIR), physical barriers like glass or plastic windows, and ventilation systems with a clean-to-contaminated flow direction. For a list of recommended engineering and administrative controls to prevent the spread of coronavirus, health care professionals can view CDC presentation slides here. OSHA stresses the need for employers to provide relevant safety training to employees with reasonably anticipated exposure to COVID-19. OSHA safety standards and training relevant to the spread of coronavirus include: Personal Protective Equipment or PPE (29 CFR, Subpart I) Respiratory Protection (29 CFR 1910.134) Bloodborne Pathogens (29 CFR 1910.1030) OSHA’s General Duty Clause (OSH Act of 1970, Section 5(a)(1)) Coronavirus (COVID-19) Prevention for Non-healthcare Employers For non-healthcare employers, CDC’s Interim Guidance for Businesses and Employers lays out some basic steps that employers can take to prevent the spread of coronavirus. CDC provides further detail for each bullet point listed below: Actively encourage sick employees to stay home Separate sick employees Emphasize staying home when sick, respiratory etiquette, and hand hygiene for all employees Perform routine environmental cleaning Advise employees to take certain steps before traveling CDC also provides guidance about what to do if it becomes clear that the virus is spreading quickly inside of the US. This includes recommendations for creating and implementing an infectious disease outbreak Response Plan. Sources: OSHA Guidance CDC Guidance WHO Guidance OSHA Safety Training Available Immediately Lion’s expanded OSHA safety training course catalog now includes training that may be useful for healthcare personnel and others at risk of exposure to coronavirus. Personal Protective Equipment Bloodborne Pathogens Respiratory Protection (in English or Spanish) Browse all OSHA safety courses at Lion.com/OSHA. Note: The web pages linked above are specific to businesses and employers. Individuals concerned about coronavirus should check other pages on those websites for guidance.
Women In Trucking announces its 2020 March Member of the Month
The Women In Trucking Association (WIT) recognizes Su Schmerheim, one of the few female solo horse haulers in the nation, as its March 2020 Member of the Month. As a lifelong horse enthusiast, Schmerheim’s passion for horses began in her teenage years. Since the age of 23, she has been showing Arabian and Half-Arabian horses in Michigan and at regional/national events around the United States. Finding a career that involved her love of horses always had seemed like just a dream, but when she left her corporate job in 2011, a friend suggested that Schmerheim consider finding work in the horse transport industry. Later that year, she began working for a local horse transport company, where she had the opportunity to obtain her CDL. Five years later, a new opportunity presented itself. After connecting with Schmerheim through social media, Kyle Ecclestone, president of Ecclestone Horse Transport (EHT), offered her a new job. EHT is an international equine logistics company, providing worldwide horse transportation by both road and air. This opportunity allowed Schmerheim to grow her career. Today, she is involved in both driving and logistics planning for EHT. She was assigned her own truck, a custom Kenworth T800 with a Doyle 15-horse trailer. Her feline co-pilot Jake often travels with her. “The most exciting part of the horse transport industry is the unknown,” said Schmerheim. “Loading and hauling a live load certainly presents its fair share of challenges at times. No two days are ever the same.” In the past year, Schmerheim has presented her truck at several truck shows, including the Trucker’s Jamboree in Walcott, Ia.; the Shiawassee County Truck Show; and the Richard Crane Memorial Truck Show in St. Ignace, Mich. She was also the recipient of the Women In Trucking Award, presented by association president and CEO Ellen Voie at the Richard Crane show. Schmerheim encourages anyone interested in a trucking career to check out a truck show near them. She points out that it is a great way to connect and network with other people from the industry. For those attending the Mid-America Trucking Show in Louisville, KY, stop by booth #40672 in the North Wing Lobby to see the Women In Trucking Association!
OECD Economic Outlook: Tackling the fallout from the Coronavirus
Covid-19 (coronavirus) hit China at the start of December and outbreaks have spread more widely. The virus is bringing considerable human pain. It is also resulting in significant economic disruption from quarantines, restrictions on travel, factory closures and a sharp decline in many service sector activities. The world economy is in its most precarious position since the global financial crisis. Global growth, cooling for the past two years to a subdued level, has been dealt a nasty blow by the coronavirus. High-frequency indicators such as coal demand, suggest the Chinese economy slowed sharply in the first quarter of 2020. As China accounts for 17% of global GDP, 11% of world trade, 9% of global tourism and over 40% of global demand of some commodities, negative spillovers to the rest of the world are sizeable. There is mounting evidence of sharp declines in tourism, supply chain disruptions, weak commodity demand, and falling consumer confidence. How far the epidemic spreads will determine economic prospects. Even under a best-case scenario of containment to China and limited outbreaks in other countries as we see today, the OECD expects a sharp slowdown in world growth in early 2020. We have revised our projection for the year from an already low 3% in November to only 2.4%, lower than in any year since the financial crisis. In a downside-risk scenario where epidemics break out in some other countries across the globe, the slowdown will be sharper and more prolonged. Our modeling suggests that the level of world GDP would fall as low as 1.5% this year, halving the OECD’s previous 2020 projection from last November of 3%. Containment measures and fear of infection would hit production as well as spending hard and drive many of the epidemic affected countries into outright recession. Governments cannot afford to wait. Regardless of where the virus spreads, the world economy, previously weakened by persistent trade and political tensions, has already suffered a sharp setback. Households are uncertain and apprehensive. Firms in sectors such as tourism, electronics, and automobiles are already reporting supply disruptions and/or a collapse in demand. The world economy is now too fragile for governments to gamble on an automatic sharp bounce-back. Containing the epidemic and limiting cases of serious illness is the policy priority. Limiting travel, quarantines and canceling events are required to contain the epidemic. Increased government spending should be first directed to the health sector, tackling virus outbreaks and supporting research. Complementary policy action can at least mitigate the economic and social fallout. Supporting vulnerable households and firms is essential. Containment measures and the fear of infection can cause sudden stops in economic activity. Beyond health, the priority should be on allowing short-time working schemes and providing vulnerable households temporary direct transfers to tide them over the loss of income from work shutdowns and layoffs. Increasing liquidity buffers to firms in affected sectors is also needed to avoid the debt default of otherwise sound enterprises. Reducing fixed charges and taxes and credit forbearance would also help to reduce the pressure on firms facing an abrupt falloff in demand. If the epidemic spreads outside China, the G20 should lead a coordinated policy response. Countries should cooperate on support to health care in countries where it is needed, as well as on containment measures. In addition, if countries announced coordinated fiscal and monetary support, confidence effects would compound the effect of policies. This would help reverse the drubbing in confidence that a more widespread outbreak would provoke. It would also be more effective than working alone. Our work presented in the Economic Outlook 2019 shows that if G20 economies implement stimulus measures collectively, rather than alone, the growth effects in the median G20 economy will be 1/3 higher after just two years. Some would say it is trite to call for international cooperation. However, in this globally connected economy and society, the coronavirus and its economic and social fallout is everyone’s problem, even if firms decide in the wake of this virus shock to repatriate production and make it a bit less interdependent. For more information visit the latest Interim Economic Outlook, released 2 March 2020
NAW President and CEO announces retirement
Dirk Van Dongen to lead the Association through November 2020 After 41 years of leading the National Association of Wholesaler-Distributors, Dirk Van Dongen, its President & CEO, announced today that he will step down on November 30, 2020, the end of the association’s current fiscal year. Van Dongen will also retire as President of the NAW Institute for Distribution Excellence, Treasurer of NAW-PAC, and President & CEO of the NAW Service Corporation. Until then he will continue to lead these organizations and will assist the NAW Board leadership in the search for a new CEO. “What a great industry! America’s wholesaler-distributors have given the United States the world’s absolute best distribution system. They are why what you need is always there. Representing them has been a totally fulfilling experience as well as a genuine privilege,” said Van Dongen. “It’s now time to put the leadership of NAW into new hands. My successor will inherit a highly qualified and dedicated staff team and I look forward to a smooth and seamless transition.” “Dirk has built a strong foundation for NAW. He has driven leadership, innovation, and excellence in our industry. His contributions throughout the business community will always be remembered. It’s been a privilege to be part of the organization and work alongside Dirk. I’m proud to continue growing his legacy,” said Douglas W. York, President & CEO of Ewing Irrigation & Landscape Supply, and 2020 Chairman of the NAW Board of Directors. The NAW Board has retained Spencer Stuart to assist with the CEO search. The National Association of Wholesaler-Distributors (NAW) is composed of direct member companies and a federation of international, national, regional, state and local associations and their member companies, which collectively total more than 30,000 employers, with locations in all 50 states and the District of Columbia. NAW-affiliated companies are a constituency at the core of our economy—the link in the marketing chain between manufacturers and retailers, and commercial, institutional and governmental end-users. Industry firms vary widely in size, employ more than 5.9 million American workers and account for $6.01 trillion in annual U.S. economic activity. NAW’s mission is to advocate its members’ interests on national public policy issues that affect the entire wholesale distribution industry. NAW assists merchant wholesaler-distributors to be the most efficient channel for bringing goods to market through benchmarking, strategic management information, networking, and high-level conferences. NAW serves as a mechanism, through our Association Executives Council, for the sharing of ideas, programs, and skills among the organization’s member national associations. The NAW Political Action Committee advances the election of pro-business candidates to federal office and mobilizes the involvement of wholesaler-distributors in the federal electoral process through financial contributions and political education activities, including candidate endorsements and get-out-the-vote programs. The NAW Institute for Distribution Excellence sponsors and disseminates research into strategic management issues affecting the wholesale distribution industry and aims to help the merchant wholesaler-distributors remain the most effective and efficient channel in distribution. The NAW Service Corporation sponsors industry-wide service and product offerings that benefit wholesaler-distributors.
Securing funding for your small business
Busting the three biggest myths about the Small Business Administration Given that politics are always a hot topic, you’ve likely heard plenty from both political parties about how government at all levels simply doesn’t work. That’s not a new complaint, and just about everyone can share a story about some government nightmare they’ve endured. But there’s a federal agency that bucks the trend: The Small Business Administration. The SBA enjoys broad support from all corners of the political spectrum—and deservedly so. That’s because the SBA, which dates to 1953, fulfills its mandate of helping small businesses. Don’t believe me? Google it. Sure, you’ll find scattered complaints, but the SBA generally gets strong reviews. That said, the SBA doesn’t always get the credit it deserves and there’s a lot of misinformation going around as well, especially among entrepreneurs who are missing out on strong financing possibilities. Let’s talk about three of the biggest myths surrounding the SBA. The SBA lends money Although the SBA can directly lend money in cases of disaster, that’s not its main role when it comes to lending. Instead, it serves as a government guarantee program for banks and nonbanks. That means it essentially serves as a backup to lenders who might otherwise not be interested in making loans to smaller and/or unproven businesses—it offers guarantees up to 85% for loans up to $150,000 and 75% for loans bigger than that. Because lenders are less likely to endure the full brunt of defaults, they’re more likely to make loans to unproven businesses. The SBA does set requirements and application process details. Applications will require personal background information, a business plan, personal and business credit reports, income tax returns, bank statements, and a resume, among other things. It’s also possible personal or business collateral is required. One benefit for you, the borrower, is that the loan terms tend to be longer (up to 10 years) and require smaller monthly repayments because of good interest rates. The SBA is only for mom-and-pop shops Mom-and-pop shops are definitely among the kinds of businesses the SBA is looking to help, but they can also work with much larger businesses. Through its flagship 7(a) program, SBA-backed loans can be as large as $5 million for needs such as working capital. And through its lesser-known 504(b) program, as much as $12.8 million can be obtained for businesses seeking to buy real estate or major equipment. A $5 million loan, not to mention a $12.8 million loan, is way above what a mom-and-shop needs. While there’s no one-size-fits-all template for a typical SBA loan customer, most are businesses that are going to have anywhere between $50,000 and $5 million in annual revenues and up to 40 employees. Those businesses are likely to be cash flow positive and are profitable. Of course, if mom and pop need a loan, small amounts are available, too. There are no minimum guaranty amounts for an SBA loan program. My banker didn’t tell me about SBA-backed loans or said I’m not qualified, so I’m out Not to fear: You’re most likely not “out.” There are about 2,200 banks and nonbank lenders through the United States who write SBA-backed loans. Each one uses the program differently and requires varying qualifications. Thus, even if one lender rejects you, it doesn’t mean that all will. It’s always worth trying another lender (or two or three) if you get rejected—advice that applies when seeking non-SBA loans as well. If you go to a doctor and don’t like what he/she says, you may try another physician, so why not do the same here? In addition, there may be other reasons why your initial lenders may not tell you about SBA loans. Perhaps they’re ignorant about the program. Or maybe their employer doesn’t give them incentives that make them want to push SBA loans; remember, your banker is trying to make a living, too, and might push you toward more profitable options for his/her own pockets. It might even be something as simple as your banker is lazy: Lining up an SBA loan usually does require more documentation than a regular loan. And large banks often aren’t interested in making small loans, which can be less profitable and riskier than larger loans. So, if you get rejected for an SBA loan by a large bank, try a smaller bank, which may well specialize in the program and have lenders well-versed in the process. Hopefully, I’ve cleared up misconceptions about the SBA and its lending programs. These programs work, as many business owners will attest, and there’s little to no downside in at least considering an SBA loan the next time you need funding. Its website, sba.gov, is helpful as well, providing further information in an easy-to-use format. About the Author: Ami Kassar is the founder and chief executive officer of Multifunding LLC, speaker, and author of The Growth Dilemma. Heavily involved in business finance for two decades, Ami has advised the White House, The Treasury Department and The Federal Reserve Bank on the state of the financing markets. A nationally-recognized expert on business capital, Ami Kassar has helped over 1,000 entrepreneurs raise over $400 million of debt for their businesses. For more information on Ami Kassar, please visit www.AmiKassar.com.
EnerSys® to participate in 17th annual Student Day at MODEX® 2020
EnerSys®, the global provider in stored energy solutions for industrial applications, will be participating in Student Day at MODEX® 2020 as a designated tour guide, leading a group of students interested in pursuing a career in the supply chain industry and introducing them to representatives of exhibiting companies who are seeking new talent. The Material Handling Industry (MHI), in partnership with the Material Handling Education Foundation, Inc. (MHEFI) and the Material Handling Equipment Distributors Association (MHEDA), hosts the annual event to offer students a real-world understanding of the products, services, and technologies relevant to the material handling industry. This year’s program will be held on Wednesday, March 11 at Georgia World Congress Center in Atlanta, Georgia. In its 17th consecutive year, this interactive event draws hundreds of students and faculty from universities, community colleges and high school Career and Technical Education (CTE) programs from across the region to connect with industry professionals to learn about material handling, logistics and supply chain solutions. “We are committed to educating future leaders by fostering a culture of support and empowerment to guide students towards a rewarding career in logistics and supply chain management,” said Chad Uplinger, Vice President, Motive Power Americas at EnerSys. “We commend MHI for their dedication to holding an annual event that truly values students by placing them in an ideal situation to learn directly from the professionals who influence the industry.” EnerSys Sales Manager, Jarrod Smith, will serve as the EnerSys ambassador who will lead one of this year’s Student Day tours. Jarrod joined EnerSys in June 2008 and has more than 20 years of experience in the material handling industry. As a designated tour guide, Jarrod will be responsible for initiating introductions with onsite exhibitors, serving as a resource for fielding student questions and offering insight on career opportunities within the industry. “Jarrod’s high-energy persona and extensive background in the industry, make him the perfect candidate to represent EnerSys at this event,” continued Uplinger. “It’s an honor to be working alongside MHI and other leading industry professionals to help foster the supply chain experts of tomorrow.” Students participating in this year’s program will also have the chance to meet MODEX 2020 keynote speakers, two-time Super Bowl champion Peyton Manning and his father, National Football League (NFL) legend, Archie Manning. To learn more about Student Day at MODEX 2020, including event itinerary and participating organizations, visit www.modexshow.com/education/default.aspx#sd.
MODEX 2020 officials are taking Coronavirus precautions very seriously ahead of show
The World Health Organization (WHO) has stated that over 80,000 people worldwide have been infected by COVID-19 or the Coronavirus which already claimed the lives of 2,700 across 35 countries. This has lead one expert to say publicly that it fits the criteria for “Disease X” which is a designated placeholder for the WHO list of illnesses that potentially could reach international epidemic levels. Marion Koopmans, a member of the WHO emergency committee, and head of viroscience at Erasmus University Medical Center in Rotterdam told Fox News. “After the Ebola crisis in West Africa, they did an in-depth evaluation of what went wrong, and then the so-called R&D blueprint for the emerging disease was developed.” In light of this many industry trade show organizers have either have moved their event to a different date or canceled it due to the Coronavirus. Officials at MHI (Material Handling Industry) say the upcoming MODEX 2020 show in Atlanta, Georgia from March 9 – 12, 2020 is still being held as scheduled. “We encourage exhibitors and attendees to take precautions and follow guidelines set by the CDC when they are onsite at the show. Additionally, before and during MODEX, Georgia World Congress Center staff will repeatedly sanitize high-traffic fomite areas (door handles, handrails, bathrooms, etc.) and provide additional hand sanitizing stations throughout the GWCC campus,” said Carol Miller, Vice President of Marketing and Communications at MHI, the producer of MODEX 2020. “In addition, as an abundance of caution, MHI will install additional sanitation stations in multiple locations on the MODEX show floor and common areas for the duration of the show,” added Miller. WHO is working closely with global experts, governments, and partners to rapidly expand scientific knowledge on this new virus, to track the spread and virulence of the virus, and to provide advice to countries and individuals on measures to protect health and prevent the spread of this outbreak. To learn more about how to protect yourself or questions on the Coronavirus, click here for the most common questions and answers from the WHO. Here are some simple protective measures for persons who are in or have recently visited (past 14 days) areas where COVID-19 (Coronavirus) is spreading. Stay at home if you begin to feel unwell, even with mild symptoms such as headache and a slight runny nose, until you recover. Why? Avoiding contact with others and visits to medical facilities will allow these facilities to operate more effectively and help protect you and others from possible COVID-19 and other viruses. If you develop fever, cough and difficulty breathing, seek medical advice promptly as this may be due to a respiratory infection or other serious condition. Call in advance and tell your provider of any recent travel or contact with travelers. Why? Calling in advance will allow your health care provider to quickly direct you to the right health facility. This will also help to prevent the possible spread of COVID-19 and other viruses.
Women In Trucking Association announces new partnership with Amazon
The Women In Trucking Association (WIT) welcomes Amazon as its newest Gold Level Partner, furthering its commitment to help WIT advance gender diversity in the transportation and logistics industry. Chris Heine, director of Transportation at Amazon, will serve on the WIT Board of Directors. Since 2007, WIT has made significant strides in raising awareness of the need for more women in the transportation industry – both as drivers and corporate leaders. A few recent accomplishments include a record-breaking attendance at the 2019 Accelerate! Conference and Exhibition; an award-winning magazine that explores gender issues in transportation; and the launch of recognition programs such as the Driver of the Year Award, Top Women to Watch in Transportation, Top Companies for Women to Work For in Transportation, and Top Woman-Owned Businesses in Transportation lists. “Amazon is excited to be a partner of such an amazing organization like Women In Trucking! Amazon Transportation Services (ATS) is always seeking to bring awareness to, foster meaningful dialogue around, and educate on the importance of Diversity and Inclusion,” said Heine. “We are thrilled to be partnering with an influential business leader like Amazon,” said Ellen Voie, president, and CEO of WIT. “With their support, we will continue to make progress toward engaging more women in the industry, addressing obstacles that might keep them from succeeding, and celebrating their achievements.”
What is the telltale sign of negotiation? No loyalty!
Salespeople tell me that, these days, “price” is all that matters. What do you think? Me? I think price doesn’t matter, if value and relationship are solid. Ask yourself this: When price becomes the focus, do you find your sales presentation turns into wallet wrestling? Who is your opponent in this match? Are you getting strong-armed by your customer? Is that dreaded statement, “Your price is too high,” the force you’re wrestling against? Or, could all of this resistance be your own fear of rejection? Let’s face it: You are afraid of losing the deal to price. Yes, you want to win the deal, and closing a deal does bring in the money that feeds your family and supports your lifestyle. But the key is a profitable sale and a deal that creates a repeat customer. Which deal do you want? A price deal, or a profit deal? Which deal do you want? A one-time deal, or a relationship deal? You must be prepared to defend your price in a way that you don’t have to drop your price. That does not mean fighting with it; that means negotiating the value of it. You get rid of your fear of rejection by deepening your belief and creating tangible value. It is time to turn the price struggle into a win for both you and your customer. Stop the price wrestling, and turn the match into negotiating the value. When you do it right, you both reach a new level of agreement that translates into a better deal for everyone. Negotiation means a suggested meeting of the minds. But it begins with your own mind. It doesn’t mean lowering your price. It doesn’t mean beating the customer. It means raising your customer’s awareness of the value in your product or your service, and YOU. Here’s a deep question for you: Do you believe in the value of what you’re selling? If you don’t, no one will. So, here’s the secret: Believe in yourself first, believe in your company second. And then you can have total belief in your product or service. Knowing the value is one thing, believing in it is quite another. And if you want to win price — they have to perceive value. PT. Barnum never said, “There’s a sucker born every minute!” But you think he did. The reality is – you don’t want suckers and neither did he. You want loyal customers. Loyal customers aren’t guaranteed. You create them. You nurture them. You respect them. You honor them. You give value to them. And, if you’re lucky, you make friends with them. Your customers will accept and respect you, if you accept and respect them first. Yes, they expect your honesty. Yes, they expect great service. But they will be loyal to you if you enhance their profit margin and deliver the value you promised. If you do that consistently, they’ll become loyal, and ignore your price. Your self-confidence and your self-belief are at the core of your ability to create loyalty. This belief will become transferable. A great way is to tell them how thankful you are for their business and what a great choice they made in selecting the right product or service. The object of negotiation is: only have to do it once. The more you eliminate the negotiation process, the more you will realize the presence and the value of loyalty. The final power to win the order rests with the quality of your relationship with the customer. Are they satisfied, or are they loyal? Satisfied customers negotiate price. Loyal customers pay the price because they understand and appreciate the value. Loyalty is not only the highest level of customer relationship – it’s also the highest level of profit. And if you learn how to master negotiation one time, you will never have to do it twice. 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.