The MHEDA Journal - Fourth Quarter, 2018 - 23

EXPERT ADVICE

the next 18 months. There are some small points of concern
but nothing like what happened in 2008/2009.

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

A

Employee recruiting challenges,
specifically service technicians, has
been an on-going critical impact factor
impacting our business (and I'm sure
yours!) for most of the last ten years. The need for qualified technicians has limited our company's ability to grow
and the recruiting challenges have become increasingly
difficult every year.
Historically we would place ads in the local newspaper, file
an opening with the employment development department
and encourage employees to recruit via word-of-mouth.
Then the internet came into being, leading us to place
recruiting ads on the web. Initially this was on one or two
search engines but rapidly led to multiple search engines for
maximum exposure along with industry specific recruiting
sites and periodicals.
As we have seen fewer and fewer candidates respond
to our recruiting efforts, we have come to the realization
that the skilled workforce is "drying up" as technicians
retire or move into less physically demanding jobs. As a
result, in 2016 we developed a relationship with a local
community college and have worked with them to bring
students into our company as part time apprentices, working around their school schedule and providing on-the-job
training. Along with this, going forward we are planning
on reaching out to other technical schools and develop
further partnerships with the Certified Forklift Technician
Program that MHEDA recently initiated in conjunction with
the Manufacturing Skill Standards Council. This program
provides the basic skills necessary to maintain and repair
most forklifts including instructor led, computer-based
training. To find out more about this program, go to the
link: https://www.msscusa.org/cft/ or call the MHEDA
office. At the same time, we continue to offer a sign-on
bonus for skilled journeymen technicians along with a
referral bonus for employees who refer an individual who
then comes to work for us.
Remember, we are in the people business!

Hal Ingram
Divisional VP
Gregory Poole
Equipment Company
Raleigh, NC

A

I would first say that most all of the
MHEDA Business Trends require any
distributorship to adjust their focus,

methodologies, and processes over time. But there are two
trends that have resulted in Gregory Poole Lift Systems
making major shifts in strategy.
The first trend that has affected us is Automation:
* We embraced this growing trend in Material
Handling by acquiring a very successful systems
integrator - AHS, LLC (A Gregory Poole Affiliate) in
2014. AHS was a strong culture match with Gregory
Poole with the added value of very talented people.
We now have the ability to work with our clients to
design a scalable, integrated material handling system
that will improve the way they store, sort and move
their products. From racking and sortation equipment, pick to light modules, and conveyor system
design to full warehouse optimization and automation
solutions - truly becoming an extension of a customer's
project planning team.
AHS and Gregory Poole Lift Systems together now represents a team that can serve a customer from a simple
hand pallet jack to a fully automated operation. No longer
limited by the constraints of being primarily a forklift
dealer, instead we are now a total solutions provider for
all of our customers in the material handling industry.
The second trend that has affected us is Industry
Consolidation:
* For many years, Gregory Poole Lift Systems represented
multiple manufacturers of lift trucks. That strategy was
driven by manufacturers not having complete product
lines to cover the breadth of lift truck applications in
our territory. However, as we added the dynamic of
additional territory expansion opportunities, without
being able to represent all of the core brands in the
added territory, things started to get complicated.
Now add consolidation at the manufacturer level into
the equation. When various manufacturers acquire,
consolidate, merge, etc. to create their own ability to
offer a more complete product line to their distributors,
expectations change. The natural progression of those
manufacturers with larger, more complete offerings, is
an expectation of greater focus of mind share on their
products. Ultimately leading to less than ideal relationships for us at times.
This manufacturer consolidation led us to entertain
a consolidation opportunity of our own. We had the
opportunity to represent one major manufacturer with
a full product offering, becoming the clear leader in our
marketplace and double our business all at the same time.
We brought four organizations together as one entity,
changed major product lines represented and have come
out the other side meeting our goals and growing.
In summary, we went from being a 210-employee
forklift dealership to a 475-employee Material Handling
Solutions Distributor in an eighteen-month
timeframe.
The MHEDA Journal | Fourth Quarter 2 018

23


https://www.msscusa.org/cft/

The MHEDA Journal - Fourth Quarter, 2018

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

Chairman’s Perspective
From the Desk of Liz Richards
Editor’s Note
MHEDA Learning Management System
Ask Your Board
MHEDA Member Profile
@Work
Women In Industry
Industry Pulse
2019 Material Handling Business Trends
Defining MHEDA’s 2019 Material Handling Business Trends
10 Years Of Material Handling Trends
Using Virtual Reality to Enhance Forklift Operator Training
Sales Success Stories
Women In Industry Conference
You Are Safe
Bank To Thanks
Be Bold
DiSC – Little Things Mean a Lot
Leading Change: The New Management Imperative
The Importance of Your Online Presence
Spotlight on Association News
New Members
MHEDA Milestones
Index to Advertisers by Product Category
Index to Advertisers Alphabetical
The Last Word
The MHEDA Journal - Fourth Quarter, 2018 - Intro
The MHEDA Journal - Fourth Quarter, 2018 - cover1
The MHEDA Journal - Fourth Quarter, 2018 - cover2
The MHEDA Journal - Fourth Quarter, 2018 - 3
The MHEDA Journal - Fourth Quarter, 2018 - 4
The MHEDA Journal - Fourth Quarter, 2018 - 5
The MHEDA Journal - Fourth Quarter, 2018 - 6
The MHEDA Journal - Fourth Quarter, 2018 - 7
The MHEDA Journal - Fourth Quarter, 2018 - 8
The MHEDA Journal - Fourth Quarter, 2018 - 9
The MHEDA Journal - Fourth Quarter, 2018 - 10
The MHEDA Journal - Fourth Quarter, 2018 - Chairman’s Perspective
The MHEDA Journal - Fourth Quarter, 2018 - 12
The MHEDA Journal - Fourth Quarter, 2018 - From the Desk of Liz Richards
The MHEDA Journal - Fourth Quarter, 2018 - 14
The MHEDA Journal - Fourth Quarter, 2018 - INSERT3
The MHEDA Journal - Fourth Quarter, 2018 - INSERT4
The MHEDA Journal - Fourth Quarter, 2018 - Editor’s Note
The MHEDA Journal - Fourth Quarter, 2018 - MHEDA Learning Management System
The MHEDA Journal - Fourth Quarter, 2018 - 17
The MHEDA Journal - Fourth Quarter, 2018 - Ask Your Board
The MHEDA Journal - Fourth Quarter, 2018 - 19
The MHEDA Journal - Fourth Quarter, 2018 - 20
The MHEDA Journal - Fourth Quarter, 2018 - 21
The MHEDA Journal - Fourth Quarter, 2018 - 22
The MHEDA Journal - Fourth Quarter, 2018 - 23
The MHEDA Journal - Fourth Quarter, 2018 - MHEDA Member Profile
The MHEDA Journal - Fourth Quarter, 2018 - 25
The MHEDA Journal - Fourth Quarter, 2018 - 26
The MHEDA Journal - Fourth Quarter, 2018 - @Work
The MHEDA Journal - Fourth Quarter, 2018 - 28
The MHEDA Journal - Fourth Quarter, 2018 - Women In Industry
The MHEDA Journal - Fourth Quarter, 2018 - Industry Pulse
The MHEDA Journal - Fourth Quarter, 2018 - 31
The MHEDA Journal - Fourth Quarter, 2018 - 32
The MHEDA Journal - Fourth Quarter, 2018 - 2019 Material Handling Business Trends
The MHEDA Journal - Fourth Quarter, 2018 - Defining MHEDA’s 2019 Material Handling Business Trends
The MHEDA Journal - Fourth Quarter, 2018 - 35
The MHEDA Journal - Fourth Quarter, 2018 - 36
The MHEDA Journal - Fourth Quarter, 2018 - 37
The MHEDA Journal - Fourth Quarter, 2018 - 10 Years Of Material Handling Trends
The MHEDA Journal - Fourth Quarter, 2018 - 39
The MHEDA Journal - Fourth Quarter, 2018 - 40
The MHEDA Journal - Fourth Quarter, 2018 - 41
The MHEDA Journal - Fourth Quarter, 2018 - 42
The MHEDA Journal - Fourth Quarter, 2018 - 43
The MHEDA Journal - Fourth Quarter, 2018 - 44
The MHEDA Journal - Fourth Quarter, 2018 - 45
The MHEDA Journal - Fourth Quarter, 2018 - 46
The MHEDA Journal - Fourth Quarter, 2018 - 47
The MHEDA Journal - Fourth Quarter, 2018 - 48
The MHEDA Journal - Fourth Quarter, 2018 - 49
The MHEDA Journal - Fourth Quarter, 2018 - INSERT1
The MHEDA Journal - Fourth Quarter, 2018 - INSERT2
The MHEDA Journal - Fourth Quarter, 2018 - 50
The MHEDA Journal - Fourth Quarter, 2018 - 51
The MHEDA Journal - Fourth Quarter, 2018 - Using Virtual Reality to Enhance Forklift Operator Training
The MHEDA Journal - Fourth Quarter, 2018 - 53
The MHEDA Journal - Fourth Quarter, 2018 - Sales Success Stories
The MHEDA Journal - Fourth Quarter, 2018 - 55
The MHEDA Journal - Fourth Quarter, 2018 - 56
The MHEDA Journal - Fourth Quarter, 2018 - 57
The MHEDA Journal - Fourth Quarter, 2018 - 58
The MHEDA Journal - Fourth Quarter, 2018 - 59
The MHEDA Journal - Fourth Quarter, 2018 - 60
The MHEDA Journal - Fourth Quarter, 2018 - 61
The MHEDA Journal - Fourth Quarter, 2018 - 62
The MHEDA Journal - Fourth Quarter, 2018 - 63
The MHEDA Journal - Fourth Quarter, 2018 - 64
The MHEDA Journal - Fourth Quarter, 2018 - 65
The MHEDA Journal - Fourth Quarter, 2018 - Women In Industry Conference
The MHEDA Journal - Fourth Quarter, 2018 - 67
The MHEDA Journal - Fourth Quarter, 2018 - 68
The MHEDA Journal - Fourth Quarter, 2018 - 69
The MHEDA Journal - Fourth Quarter, 2018 - You Are Safe
The MHEDA Journal - Fourth Quarter, 2018 - 71
The MHEDA Journal - Fourth Quarter, 2018 - Bank To Thanks
The MHEDA Journal - Fourth Quarter, 2018 - 73
The MHEDA Journal - Fourth Quarter, 2018 - 74
The MHEDA Journal - Fourth Quarter, 2018 - Be Bold
The MHEDA Journal - Fourth Quarter, 2018 - 76
The MHEDA Journal - Fourth Quarter, 2018 - 77
The MHEDA Journal - Fourth Quarter, 2018 - DiSC – Little Things Mean a Lot
The MHEDA Journal - Fourth Quarter, 2018 - 79
The MHEDA Journal - Fourth Quarter, 2018 - 80
The MHEDA Journal - Fourth Quarter, 2018 - 81
The MHEDA Journal - Fourth Quarter, 2018 - Leading Change: The New Management Imperative
The MHEDA Journal - Fourth Quarter, 2018 - 83
The MHEDA Journal - Fourth Quarter, 2018 - 84
The MHEDA Journal - Fourth Quarter, 2018 - 85
The MHEDA Journal - Fourth Quarter, 2018 - 86
The MHEDA Journal - Fourth Quarter, 2018 - 87
The MHEDA Journal - Fourth Quarter, 2018 - The Importance of Your Online Presence
The MHEDA Journal - Fourth Quarter, 2018 - 89
The MHEDA Journal - Fourth Quarter, 2018 - 90
The MHEDA Journal - Fourth Quarter, 2018 - 91
The MHEDA Journal - Fourth Quarter, 2018 - 92
The MHEDA Journal - Fourth Quarter, 2018 - Spotlight on Association News
The MHEDA Journal - Fourth Quarter, 2018 - New Members
The MHEDA Journal - Fourth Quarter, 2018 - MHEDA Milestones
The MHEDA Journal - Fourth Quarter, 2018 - Index to Advertisers by Product Category
The MHEDA Journal - Fourth Quarter, 2018 - Index to Advertisers Alphabetical
The MHEDA Journal - Fourth Quarter, 2018 - The Last Word
The MHEDA Journal - Fourth Quarter, 2018 - cover3
The MHEDA Journal - Fourth Quarter, 2018 - cover4
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