The MHEDA Journal - Fourth Quarter, 2016 - 44


SALES SUCCESS STORIES

"With California being a high seismic zone, there was a lot of engineering that went into the project and
permitting with the city," Johnson
says. "A lot of that had to do with
the building itself. What type of slab?
We had to pour footings for each of
the mezzanine columns and get that
inspected. The position of the lift
moved from the initial drawings. All
told we went through four drawing
approvals."
Once the purchase order was made,
the planning process began in earnest.
Planning, drawing and permitting
took until just after Christmas, which
required W.W. Cannon to accelerate
the timetable to complete the installation before Volkswagen moved into
the building.
"We finished around the end of
April and were able to meet their
timeline," Johnson says. "We were
able to get the project completed
ahead of schedule before they needed
to go live."
Johnson attributes much of the success of the project to installation crews
on site, saying, "Communication
between us, Volkswagen and the
installation crews on site made it
run smoothly."
This was a true team effort, not
only between W.W. Cannon  and
Volkswagen but also with the manufacturers for the project: Cogan,
Rousseau and PFlow.
Once installation was complete,
a manager for Volkswagen told
Johnson, "I had the opportunity to
see the finished mezzanine during
the grand opening event a couple of
weeks ago. The structure looks fantastic. I am very appreciative of you
for coordinating all your teams to
have the structure in place prior to
our go-live date. We were very fortunate to be able to work with a great
company and great people like you
on the project."
A Success Story in every way.
Distributor: W.W. Cannon
Suppliers: Cogan, Rousseau, PFlow
44

MHEDA | themhedajournal.org

Don't Give Up,
Don't Ever Give Up

Sure, we all know these famous
words uttered by Jim Valvano as he
accepted his humanitarian award from
ESPN prior to his final battle with cancer. But how many of us truly take
those words to heart?
Ask Elizabeth Rogers, PSSR for
LiftOne out of the Hickory, NC market, and she will tell you that that
phrase chases her demons daily. And
as she considered the recent opportunity with Oak Valley Lumber, these
infamous words came charging back
at her.
Oak Valley Lumber is a wellestablished lumber company with
numerous locations in western North
Carolina and they had been called
on as a parts account by Elizabeth
from her former career. In mid-May,
Elizabeth was contacted by a manager
of Oak Valley Lumber in Marion to
have a sales rep contact him because
they were in the market for some
new forklifts. Elizabeth passed the
lead on to the salesman that covered
that area. The salesman (who has
since left LiftOne) made the call and
quoted equipment, but was told that

Oak Valley had decided to go with a
different vendor.
In early July, Elizabeth received a
call from a different manager from
Oak Valley's Morganton facility. He
was after some parts, but asked if we
had quoted them for their Big Trucks.
Elizabeth did not want to see LiftOne
be uninvolved in a deal for several
large trucks.
The demons came charging at her.
"Don't give up, don't ever give up."
Elizabeth sprang into action. She
contacted the company president and
made the pitch that he really needed
to consider LiftOne and Hyster before
he made a "bad" mistake. She didn't
know (and apparently neither did our
competition) that the initial decisionmaker had been replaced. Elizabeth
got an appointment set up for Jeff

"The competition gave up,
but Elizabeth listened to
the demons in her head
saying "Don't give up,
don't ever give up!"


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
The MHEDA Journal - Fourth Quarter, 2016 - 42
The MHEDA Journal - Fourth Quarter, 2016 - 43
The MHEDA Journal - Fourth Quarter, 2016 - 44
The MHEDA Journal - Fourth Quarter, 2016 - 45
The MHEDA Journal - Fourth Quarter, 2016 - 46
The MHEDA Journal - Fourth Quarter, 2016 - 47
The MHEDA Journal - Fourth Quarter, 2016 - 48
The MHEDA Journal - Fourth Quarter, 2016 - 49
The MHEDA Journal - Fourth Quarter, 2016 - 50
The MHEDA Journal - Fourth Quarter, 2016 - 51
The MHEDA Journal - Fourth Quarter, 2016 - 52
The MHEDA Journal - Fourth Quarter, 2016 - 53
The MHEDA Journal - Fourth Quarter, 2016 - 54
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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