The MHEDA Journal - Fourth Quarter, 2016 - 18

EXPERT ADVICE Jerry Weidmann, President Wisconsin Lift Truck Corp, Brookfield, WI A Our field reps are provided laptop computers and smart phones. Generally they are taking notes on paper and using their notes to interface with the systems that support their sales efforts. * Communicate with customers and the office using texts. * Communicate with customers and the office using emails for longer communication and communication requiring attached documents. * Enter information for quotations using both local and web based systems that is routed to the internal staff for quoting. * Forward customer documents received electronically or using scanned images to communicate. * We are implementing iPads next year. The barrier to eliminating paper in the field is the speed of recording information. If the interface between the sales person and the device does not allow for contemporaneous communication and entry - sales reps will rely on paper. It is our goal in implementing iPads to create interfaces that move at the speed of business. We will know our success rate by the adoption rate. Mike Wall, President Container Systems, Inc. Westmont, IL A That's a great question. CSI is graced with a lot of veteran salesman that have years of experience in materials handling. They are knowledgeable, insightful and they know our products down to the finest detail...and they're definitely taking notes with pen and paper, as do I. That said, technology still plays a big role in our daily sales calls. All of our guys employ the use of their phones to take pictures of the jobsite so as to better explain the layout to our installers or convey potential obstacles to our suppliers who will be providing the quotes for us. We recently hired a young man who is now out in the field for us. He is very comfortable using technology to make the job easier. He will learn a lot about our products from the "old guys", and we'll all learn how to leverage technology from him. Bill Ryan, President LiftOne, Charlotte, NC A I think I want to ask why you've asked this question, but I suspect you are a person who is either 1) more comfortable with pen and paper than a keyboard or 2) you might be having to manage people who are not embracing 18 MHEDA | themhedajournal.org technology and who are still using their sometimes perceived to be hand-written methods and not complying with the CRM protocol. I will respond by saying this: I have witnessed both methods of systems being effective and using either of them or a combination of them can work. It's all about the process and what works best for the individual. I will tell you, customers hate to sit and watch a salesperson key information into a tablet - it may be efficient, but it is also rude and does not say to the client "You have my undivided attention;" because they don't have it. Hand writing notes works better for this and hand writing does engage a part of our brains (for most of us anyway) that reinforces our learning and our retention. Then, transforming that hand-written data into a file that you can retrieve and share cleanly and quickly with others who need the information you've gathered, is very important. I am an advocate of using both methods - hand write your notes and then transpose them - either by type or voice activation (a great tool) - into a CRM. You get to touch them twice and refine them and you can retrieve /share them. One of the latest "cool tools" are tablets that let you hand write your notes and it then converts your scrawl into type. I am going to get one of those. Ted Springer, President Springer Equipment Birmingham, AL A It is always a challenge to convert your "veteran" reps from the old school ways of pen and paper when in the field. Hopefully the calls will always cover much detail and lead to positive results! We are slowly but surely blending technology into the field rep's daily activity by implementing tablets to record the notes from the calls, from pencil and paper. The reps that are now successfully using this technology are finding the information that is loaded into Salesforce. com, for example, which is an awesome tool. The tasks that were once written in pen and put in a calendar three to six months out, now pop up in advance so proper planning and execution can take place. 100% involvement is the key and that requires some "buy in" from the entire group so the information is networked within the team. It's the new type of paper trail that we once all depended on, just in a different way. Daryle Ogburn, President Advanced Equipment Company, Charlotte, NC A While I am sure our Field Reps still take some hand written notes, technology has enabled them to enter notes, take measurements, make sketches and at times do the http://www.themhedajournal.org

Table of Contents for the Digital Edition of The MHEDA Journal - Fourth Quarter, 2016

Chairman’s Perspective
From the Desk of Liz Richards
Editor’s Note
Ask Your Board
2016 MHEDA University Calendar
Women in Industry
Mheda Mvp And Mvs Recipients
Mheda Member Profile
@Work
Women @Work
Industry Pulse
Sales Success Stories
2017 Critical Impact Factors
Planning The 2017 Critical Impact Factors
Making Sense Of “All The Things”
Mobile – A Necessity For B2b Marketing
Big Challenge For Small Business
How To Make Millennials Loyal To Your Organization
Returnable Racks And Containers Are A Big Trend In Environmental (And Cost-Effective) Packaging
Sales Intel
Generating Adequate Profit In Turbulent Times
New Members
Spotlight on Association News
MHEDA Milestones
Index of Advertisers by Product Category
The Last Word
The MHEDA Journal - Fourth Quarter, 2016 - cover1
The MHEDA Journal - Fourth Quarter, 2016 - cover2
The MHEDA Journal - Fourth Quarter, 2016 - 3
The MHEDA Journal - Fourth Quarter, 2016 - 4
The MHEDA Journal - Fourth Quarter, 2016 - 5
The MHEDA Journal - Fourth Quarter, 2016 - 6
The MHEDA Journal - Fourth Quarter, 2016 - 7
The MHEDA Journal - Fourth Quarter, 2016 - 8
The MHEDA Journal - Fourth Quarter, 2016 - 9
The MHEDA Journal - Fourth Quarter, 2016 - 10
The MHEDA Journal - Fourth Quarter, 2016 - Chairman’s Perspective
The MHEDA Journal - Fourth Quarter, 2016 - 12
The MHEDA Journal - Fourth Quarter, 2016 - From the Desk of Liz Richards
The MHEDA Journal - Fourth Quarter, 2016 - 14
The MHEDA Journal - Fourth Quarter, 2016 - Editor’s Note
The MHEDA Journal - Fourth Quarter, 2016 - 16
The MHEDA Journal - Fourth Quarter, 2016 - Ask Your Board
The MHEDA Journal - Fourth Quarter, 2016 - 18
The MHEDA Journal - Fourth Quarter, 2016 - 19
The MHEDA Journal - Fourth Quarter, 2016 - 2016 MHEDA University Calendar
The MHEDA Journal - Fourth Quarter, 2016 - 21
The MHEDA Journal - Fourth Quarter, 2016 - 22
The MHEDA Journal - Fourth Quarter, 2016 - Women in Industry
The MHEDA Journal - Fourth Quarter, 2016 - Mheda Mvp And Mvs Recipients
The MHEDA Journal - Fourth Quarter, 2016 - 25
The MHEDA Journal - Fourth Quarter, 2016 - Mheda Member Profile
The MHEDA Journal - Fourth Quarter, 2016 - 27
The MHEDA Journal - Fourth Quarter, 2016 - 28
The MHEDA Journal - Fourth Quarter, 2016 - 29
The MHEDA Journal - Fourth Quarter, 2016 - 30
The MHEDA Journal - Fourth Quarter, 2016 - @Work
The MHEDA Journal - Fourth Quarter, 2016 - 32
The MHEDA Journal - Fourth Quarter, 2016 - Women @Work
The MHEDA Journal - Fourth Quarter, 2016 - Industry Pulse
The MHEDA Journal - Fourth Quarter, 2016 - 35
The MHEDA Journal - Fourth Quarter, 2016 - Sales Success Stories
The MHEDA Journal - Fourth Quarter, 2016 - 37
The MHEDA Journal - Fourth Quarter, 2016 - 38
The MHEDA Journal - Fourth Quarter, 2016 - 39
The MHEDA Journal - Fourth Quarter, 2016 - 40
The MHEDA Journal - Fourth Quarter, 2016 - 41
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The MHEDA Journal - Fourth Quarter, 2016 - 50
The MHEDA Journal - Fourth Quarter, 2016 - 51
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The MHEDA Journal - Fourth Quarter, 2016 - 55
The MHEDA Journal - Fourth Quarter, 2016 - 56
The MHEDA Journal - Fourth Quarter, 2016 - 57
The MHEDA Journal - Fourth Quarter, 2016 - 58
The MHEDA Journal - Fourth Quarter, 2016 - 59
The MHEDA Journal - Fourth Quarter, 2016 - 2017 Critical Impact Factors
The MHEDA Journal - Fourth Quarter, 2016 - 61
The MHEDA Journal - Fourth Quarter, 2016 - Planning The 2017 Critical Impact Factors
The MHEDA Journal - Fourth Quarter, 2016 - 63
The MHEDA Journal - Fourth Quarter, 2016 - Making Sense Of “All The Things”
The MHEDA Journal - Fourth Quarter, 2016 - 65
The MHEDA Journal - Fourth Quarter, 2016 - Mobile – A Necessity For B2b Marketing
The MHEDA Journal - Fourth Quarter, 2016 - 67
The MHEDA Journal - Fourth Quarter, 2016 - 68
The MHEDA Journal - Fourth Quarter, 2016 - 69
The MHEDA Journal - Fourth Quarter, 2016 - Big Challenge For Small Business
The MHEDA Journal - Fourth Quarter, 2016 - 71
The MHEDA Journal - Fourth Quarter, 2016 - 72
The MHEDA Journal - Fourth Quarter, 2016 - 73
The MHEDA Journal - Fourth Quarter, 2016 - 74
The MHEDA Journal - Fourth Quarter, 2016 - 75
The MHEDA Journal - Fourth Quarter, 2016 - How To Make Millennials Loyal To Your Organization
The MHEDA Journal - Fourth Quarter, 2016 - 77
The MHEDA Journal - Fourth Quarter, 2016 - Returnable Racks And Containers Are A Big Trend In Environmental (And Cost-Effective) Packaging
The MHEDA Journal - Fourth Quarter, 2016 - 79
The MHEDA Journal - Fourth Quarter, 2016 - Sales Intel
The MHEDA Journal - Fourth Quarter, 2016 - 81
The MHEDA Journal - Fourth Quarter, 2016 - 82
The MHEDA Journal - Fourth Quarter, 2016 - 83
The MHEDA Journal - Fourth Quarter, 2016 - 84
The MHEDA Journal - Fourth Quarter, 2016 - 85
The MHEDA Journal - Fourth Quarter, 2016 - Generating Adequate Profit In Turbulent Times
The MHEDA Journal - Fourth Quarter, 2016 - 87
The MHEDA Journal - Fourth Quarter, 2016 - 88
The MHEDA Journal - Fourth Quarter, 2016 - New Members
The MHEDA Journal - Fourth Quarter, 2016 - 90
The MHEDA Journal - Fourth Quarter, 2016 - Spotlight on Association News
The MHEDA Journal - Fourth Quarter, 2016 - 92
The MHEDA Journal - Fourth Quarter, 2016 - 93
The MHEDA Journal - Fourth Quarter, 2016 - 94
The MHEDA Journal - Fourth Quarter, 2016 - MHEDA Milestones
The MHEDA Journal - Fourth Quarter, 2016 - 96
The MHEDA Journal - Fourth Quarter, 2016 - 97
The MHEDA Journal - Fourth Quarter, 2016 - Index of Advertisers by Product Category
The MHEDA Journal - Fourth Quarter, 2016 - 99
The MHEDA Journal - Fourth Quarter, 2016 - 100
The MHEDA Journal - Fourth Quarter, 2016 - 101
The MHEDA Journal - Fourth Quarter, 2016 - The Last Word
The MHEDA Journal - Fourth Quarter, 2016 - cover3
The MHEDA Journal - Fourth Quarter, 2016 - cover4
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