The MHEDA Journal - Fourth Quarter, 2016 - 19

EXPERT ADVICE applications engineering on the spot in their laptop or iPad when at the customer site to survey the project. Instead of a tape measure, most all measurements are taken with a laser measuring device. The laser is very accurate and does not require the sales rep to enlist help to hold one end of the tape. The Rep can then sketch or draw the area of the customer's facility on their laptop or iPad and add measurements and notes. We have software loaded in our laptops for layout and pricing of many of our products and at times the sales rep may configure a system while on site and show the customer the recommended layout with pricing. Our electronic tools have certainly evolved greatly over the past decade enabling a material handling sales rep to react quickly to a customer request. Mark K. Nelson President Nelson Equipment Shreveport, LA A This is a great question and one that we have chased ourselves in recent years. Technology is ever advancing so as we migrate to a paperless process, it changes as technological advancements also change. The simple answer is that the "pen and pencil" still plays a role in the sales process. We have not yet found a better way to do sketches quickly and accurately better than good ole pen and paper. There are applications out there such as Evernote and Penultimate that do allow the elimination of this but we have found that when in front of the customer, they are slow and cumbersome. Several years ago we provided our sales force with iPads to assist in their sales and marketing efforts. This has proven to be a great benefit in many ways. We use the Application "Penultimate" to act as our electronic paper & pen. It allows for photos to be inserted and notes to be made. This is a great tool to allow notes to be kept electronically for reference and more importantly to be shared with others in your corporate environment and suppliers. Also, in recent software updates with Apple, we have found that using the NOTES application on your smart phone or iPad has created a quick and easy way to make notes, add pictures and other information and provide them in an electronic format. We are finding this useful in the same manner. The bottom line is to gain efficiency in the process and ease of sharing the information in a timely manner. Our personnel in the field can send information to our office or suppliers immediately saving valuable time in developing solutions. I hope this information helps. Alas, we don't see the elimination of pen and paper completely in the near future. It still plays a vital role. Jeff Darling, VP Operations Washington Liftruck, Inc. Seattle, WA A This question is a very timely one for our dealership and is one we have struggled with over the years. We have used a number of Customer Relationship Management (CRM) programs with limited success in an attempt to get away from pencils and paper. Our sales force saw limited value in our early attempts to incorporate a CRM tool into their daily lives. This was primarily the result of the programs' inability to be integrated with our in-house Unix based computer system's customer database so there was a lot of duplication of effort. At the same time, they viewed this tool as much a "watchdog" as they did a contact and planning system. Another hindrance was all their notes had to be input through their laptop or desktop computer which was not always readily available. With that said, we are currently installing a new Microsoft based ERP system for our company which is scheduled to go live next month. An integral part of this is an easy to use Windows based CRM system. This will allow our field reps to use an iPad which we now provide them with to make notes "on the spot" while incorporating other enhanced sales presentation tools. We believe that this, coupled with stricter accountability, will lead to a much higher level of marketing, customer service and follow through. Good luck with your management in this arena. Connie Costner, President Mathand Material Handling Systems, Woodstock, GA A I think the material handling industry is slow to adapt technology. I'm glad you asked this question, because I for one enjoy gadgets. I'm interested in seeing how other companies operate and use technology in the field. In our case we use tablets and laptops in the field. We have mobile laptop harnesses that can be worn to carry a laptop throughout a warehouse to make it easier to enter data for drawings. We have also used a digital tablet to draw the warehouse facility onsite allowing the sales person to electronically send it to the office so our mechanical engineer can start to work on the design and drawings. We use laser distance measurers to get rough measurements of warehouse facilities while using a tape measure for a more accurate take off. At times we still jot down measurements on a pad of graph paper and then use a smartphone camera and app to scan the information and email to the office. We store all data electronically so that our staff can access all information while out of the office via a VPN using a smartphone, tablet, or laptop. All that said, AK Material Handling Systems is considered cutting edge so you probably have more technology you could share with all of us! The MHEDA Journal | Fourth Quar ter 2 016 19

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
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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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