The MHEDA Journal - Second Quarter, 2018 - 19

EXPERT ADVICE

Hal Ingram, Divisional VP
Gregory Poole Equipment
Company, Raleigh, NC

A

Here is my vision! I see continued strategic consolidation of distribution. The
demands for services, larger rental fleets,
fleet management capabilities, attracting
and training techs and third party competitors are making it more difficult for the smaller distributor
(in lift truck distribution) to survive financially. The small
distributor is not going away in the next five years, there will
just be smaller numbers over time. The strong manufacturers
and distributors will continue to thrive as they are able to
adapt to changes in the business world.
Automation is a big topic these days and ecommerce is
driving this change in distribution rapidly. Automating distribution centers is where I see Automation having the largest
effect at the current time. Self-Guided Vehicles seem to be
becoming a trend again in lift truck applications. We have
seen attempts at embracing this concept before, but technology just could not make it work very well except in very
specific circumstances. Technology seems to have advanced
well enough now to make Self-Guided Vehicles more applicable. I certainly believe that how a distributor interacts
with customers is becoming automated quickly. What we
as individuals experience outside of work (Amazon, online
shopping, internet information and research, etc.) is beginning to influence or set expectations as to how we expect
to be interacted with at work. In the next 5 to 10 year time
frame, Millennials will be the largest generation in the US
workforce replacing the Baby Boomers. How a Millennial
has grown up with technology will set new standards for
business interaction methodology. The last subject to touch
on is training. Being able to competently train a distributor's workers will become more important going forward.
Technology use, less likelihood of associates staying at one
job for many years, the complexity of equipment increasing
and the speed at which all of this is expected to happen will
push the good businesses to create or find sources for training in most of the functions of their business.
Hopefully you will get enough responses where you can
see trends from the answers to get a feel for what the future
holds for all of us! Have a great 2018.

Todd Maxwell, COO, RMH
Systems, Waukee, IA

A

At RMH Systems, we believe that the
economy will stay strong and consumer
confidence level will remain high. Our
customers are looking for any advantage
they can implement that will increase
production and lower labor costs. This
drives our customer's automation needs. Our customers
will continue to implement automated solutions within their

business. The automation projects we completed in 2017
were larger and more complicated than in previous years.
We believe that this trend will continue in 2018. Due to the
large amount of Systems work that exists, we have created
the position of Systems Manager to help qualify and quote
the large systems work we uncover. While our customers
are trying to do more with less labor, we are trying to find
good labor.
The material handling equipment distributors and suppliers will continue the challenge of finding good employees
to replace the industry's aging workforce. With a national
unemployment rate of just 4.1%, employers will have to
compete for those good employees. The companies that
have developed successful recruiting, hiring, and retention
strategies will win. We have focused on a formal onboarding
process for new employees that makes them feel welcome and
part of the team from day one. Our onboarding process covers
the following areas: Culture, Compliance, Clarification, and
Connection. The onboarding process lays out the goals and
expectations over the next 6 months with weekly updates to
modify the schedule to fit the employee's needs. We assign
a mentor to the new employee so that they always have
someone to go to when they have a question. The future of
our industry will depend on the ability of all of us to attract,
hire, and retain the next generation of great people.

Jeff Darling, Vice President
Operations, Washington
Liftruck, Seattle, WA

A

One doesn't need a crystal ball to
have a vision for the future for our
industry. As we look around it is evident that automation is growing at an
exponential rate within the material
handling industry. This will continue to occur and one will see
more robotics, AGVs and automated solutions that will drive
improved efficiencies while reducing the need for unskilled
and semi-skilled labor. At the same time, the industry will
continue to struggle with the shortage of skilled technicians.
The skill set required for technicians will change as automated
systems continue to evolve in all segments of the market.
It's also no secret that our industry is continuing to "go
green" as more and more companies are replacing their IC
powered forklifts with electric units. The evolution of batteries which is allowing two shift run time from a single charge
along with opportunity and fast charging will allow more
organizations to convert to electric along with other alternative fuel sources. Electric and alternative fueled forklifts will
be the predominate mode of power in our future.
In addition, let's not forget the "Amazon Effect." In the future,
a high percentage if not the majority of material handling transactions will occur on-line. Distributors who survive will be the
ones who embrace the web and develop strategies to utilize it
as a major communication and marketing tool.
The MHEDA Journal | Second Quar ter 2 018

19



Table of Contents for the Digital Edition of The MHEDA Journal - Second Quarter, 2018

Chairman’s Perspective
From the Desk of Liz Richards
Editor’s Note
Ask Your MHEDA Board
2018 MHEDA Calendar
MHEDA MEMBER PROFILE
@ WORK
WOMEN IN INDUSTRY
INDUSTRY PULSE
Exhibitors Showcase Guide and Floor Plan
Exhibitor Summaries
DESIGNING YOUR BUSINESS FOR THE 21ST CENTURY
UPSIDE, PROFITING FROM THE PROFOUND DEMOGRAPHIC SHIFTS AHEAD
9 QUESTIONS FOR LEADERS
WHEN PROCESSES ARE NO LONGER OPTIONAL
CAN YOU STILL COMPELETE ON YOUR VALUE ADDED?
KEEPING PACE WITH CUSTOMER EXPECTATIONS
WHY CULTURE?
WHAT DO WE DO WITH THE NEW GUY/GIRL?
DATA-DRIVEN TECHNIQUES TO TRANSFORM YOUR DIGITAL MARKETING
NEW DISC DASHBOARD
New Members
Spotlight on Association News
MHEDA Milestones
Index of Advertisers by Product Category
Index of Advertisers Alphabetically
The Last Word
The MHEDA Journal - Second Quarter, 2018 - Intro
The MHEDA Journal - Second Quarter, 2018 - cover1
The MHEDA Journal - Second Quarter, 2018 - cover2
The MHEDA Journal - Second Quarter, 2018 - 3
The MHEDA Journal - Second Quarter, 2018 - 4
The MHEDA Journal - Second Quarter, 2018 - 5
The MHEDA Journal - Second Quarter, 2018 - 6
The MHEDA Journal - Second Quarter, 2018 - 7
The MHEDA Journal - Second Quarter, 2018 - 8
The MHEDA Journal - Second Quarter, 2018 - 9
The MHEDA Journal - Second Quarter, 2018 - 10
The MHEDA Journal - Second Quarter, 2018 - Chairman’s Perspective
The MHEDA Journal - Second Quarter, 2018 - 12
The MHEDA Journal - Second Quarter, 2018 - From the Desk of Liz Richards
The MHEDA Journal - Second Quarter, 2018 - 14
The MHEDA Journal - Second Quarter, 2018 - Editor’s Note
The MHEDA Journal - Second Quarter, 2018 - 16
The MHEDA Journal - Second Quarter, 2018 - Ask Your MHEDA Board
The MHEDA Journal - Second Quarter, 2018 - 18
The MHEDA Journal - Second Quarter, 2018 - 19
The MHEDA Journal - Second Quarter, 2018 - 2018 MHEDA Calendar
The MHEDA Journal - Second Quarter, 2018 - 21
The MHEDA Journal - Second Quarter, 2018 - MHEDA MEMBER PROFILE
The MHEDA Journal - Second Quarter, 2018 - 23
The MHEDA Journal - Second Quarter, 2018 - 24
The MHEDA Journal - Second Quarter, 2018 - 25
The MHEDA Journal - Second Quarter, 2018 - 26
The MHEDA Journal - Second Quarter, 2018 - @ WORK
The MHEDA Journal - Second Quarter, 2018 - 28
The MHEDA Journal - Second Quarter, 2018 - WOMEN IN INDUSTRY
The MHEDA Journal - Second Quarter, 2018 - INDUSTRY PULSE
The MHEDA Journal - Second Quarter, 2018 - 31
The MHEDA Journal - Second Quarter, 2018 - 32
The MHEDA Journal - Second Quarter, 2018 - E1
The MHEDA Journal - Second Quarter, 2018 - Exhibitors Showcase Guide and Floor Plan
The MHEDA Journal - Second Quarter, 2018 - E3
The MHEDA Journal - Second Quarter, 2018 - Exhibitor Summaries
The MHEDA Journal - Second Quarter, 2018 - E5
The MHEDA Journal - Second Quarter, 2018 - E6
The MHEDA Journal - Second Quarter, 2018 - E7
The MHEDA Journal - Second Quarter, 2018 - E8
The MHEDA Journal - Second Quarter, 2018 - E9
The MHEDA Journal - Second Quarter, 2018 - E10
The MHEDA Journal - Second Quarter, 2018 - E11
The MHEDA Journal - Second Quarter, 2018 - E12
The MHEDA Journal - Second Quarter, 2018 - E13
The MHEDA Journal - Second Quarter, 2018 - E14
The MHEDA Journal - Second Quarter, 2018 - E15
The MHEDA Journal - Second Quarter, 2018 - E16
The MHEDA Journal - Second Quarter, 2018 - E17
The MHEDA Journal - Second Quarter, 2018 - E18
The MHEDA Journal - Second Quarter, 2018 - E19
The MHEDA Journal - Second Quarter, 2018 - E20
The MHEDA Journal - Second Quarter, 2018 - E21
The MHEDA Journal - Second Quarter, 2018 - E22
The MHEDA Journal - Second Quarter, 2018 - E23
The MHEDA Journal - Second Quarter, 2018 - E24
The MHEDA Journal - Second Quarter, 2018 - E25
The MHEDA Journal - Second Quarter, 2018 - E26
The MHEDA Journal - Second Quarter, 2018 - E27
The MHEDA Journal - Second Quarter, 2018 - E28
The MHEDA Journal - Second Quarter, 2018 - E29
The MHEDA Journal - Second Quarter, 2018 - E30
The MHEDA Journal - Second Quarter, 2018 - E31
The MHEDA Journal - Second Quarter, 2018 - E32
The MHEDA Journal - Second Quarter, 2018 - E33
The MHEDA Journal - Second Quarter, 2018 - E34
The MHEDA Journal - Second Quarter, 2018 - E35
The MHEDA Journal - Second Quarter, 2018 - E36
The MHEDA Journal - Second Quarter, 2018 - DESIGNING YOUR BUSINESS FOR THE 21ST CENTURY
The MHEDA Journal - Second Quarter, 2018 - 34
The MHEDA Journal - Second Quarter, 2018 - 35
The MHEDA Journal - Second Quarter, 2018 - 36
The MHEDA Journal - Second Quarter, 2018 - 37
The MHEDA Journal - Second Quarter, 2018 - UPSIDE, PROFITING FROM THE PROFOUND DEMOGRAPHIC SHIFTS AHEAD
The MHEDA Journal - Second Quarter, 2018 - 39
The MHEDA Journal - Second Quarter, 2018 - 40
The MHEDA Journal - Second Quarter, 2018 - 9 QUESTIONS FOR LEADERS
The MHEDA Journal - Second Quarter, 2018 - 42
The MHEDA Journal - Second Quarter, 2018 - WHEN PROCESSES ARE NO LONGER OPTIONAL
The MHEDA Journal - Second Quarter, 2018 - 44
The MHEDA Journal - Second Quarter, 2018 - 45
The MHEDA Journal - Second Quarter, 2018 - CAN YOU STILL COMPELETE ON YOUR VALUE ADDED?
The MHEDA Journal - Second Quarter, 2018 - 47
The MHEDA Journal - Second Quarter, 2018 - KEEPING PACE WITH CUSTOMER EXPECTATIONS
The MHEDA Journal - Second Quarter, 2018 - 49
The MHEDA Journal - Second Quarter, 2018 - 50
The MHEDA Journal - Second Quarter, 2018 - 51
The MHEDA Journal - Second Quarter, 2018 - WHY CULTURE?
The MHEDA Journal - Second Quarter, 2018 - 53
The MHEDA Journal - Second Quarter, 2018 - 54
The MHEDA Journal - Second Quarter, 2018 - WHAT DO WE DO WITH THE NEW GUY/GIRL?
The MHEDA Journal - Second Quarter, 2018 - 56
The MHEDA Journal - Second Quarter, 2018 - 57
The MHEDA Journal - Second Quarter, 2018 - DATA-DRIVEN TECHNIQUES TO TRANSFORM YOUR DIGITAL MARKETING
The MHEDA Journal - Second Quarter, 2018 - 59
The MHEDA Journal - Second Quarter, 2018 - 60
The MHEDA Journal - Second Quarter, 2018 - NEW DISC DASHBOARD
The MHEDA Journal - Second Quarter, 2018 - 62
The MHEDA Journal - Second Quarter, 2018 - 63
The MHEDA Journal - Second Quarter, 2018 - New Members
The MHEDA Journal - Second Quarter, 2018 - Spotlight on Association News
The MHEDA Journal - Second Quarter, 2018 - 66
The MHEDA Journal - Second Quarter, 2018 - MHEDA Milestones
The MHEDA Journal - Second Quarter, 2018 - Index of Advertisers by Product Category
The MHEDA Journal - Second Quarter, 2018 - Index of Advertisers Alphabetically
The MHEDA Journal - Second Quarter, 2018 - The Last Word
The MHEDA Journal - Second Quarter, 2018 - cover3
The MHEDA Journal - Second Quarter, 2018 - cover4
The MHEDA Journal - Second Quarter, 2018 - outsert1
The MHEDA Journal - Second Quarter, 2018 - outsert2
The MHEDA Journal - Second Quarter, 2018 - outsert3
The MHEDA Journal - Second Quarter, 2018 - outsert4
The MHEDA Journal - Second Quarter, 2018 - outsert5
The MHEDA Journal - Second Quarter, 2018 - outsert6
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