The MHEDA Journal - Fourth Quarter, 2018 - 60

SALES SUCCESS STORIES

The client had complete faith in Mike to not only have their
best interests at heart when proposing a solution but also
to take care of their needs in the best possible way.
common area near the loading dock.
The company was concerned that,
with their current storage configuration, the merchandise was at risk of
being stolen. The manufacturer called
DACO Corporation Account Manager
Mike Callahan, with whom they have
a nearly 20-year relationship, to discuss
a potential rack security solution for
this area.
The company had gone on the DACO
website and noticed that DACO is a
distributor for SpaceGuard Products.
They were particularly intrigued by
the BeastWire Mesh Guarding solution
from SpaceGuard.
"Initially, the customer was interested in doing storage protection for
both the front and back of the rack,"
says Callahan. "The sides were pretty
well protected. They had seen the
BeastWire online and the fact that they
were already interested in this product
meant I didn't even need to offer other
rack security products. BeastWire is a
great value and is made by a company
that makes a great product. I had done
other projects with BeastWire and was
able to send the client pictures so that
they could see that it was a great looking product that would also provide
the protection necessary."
Though the project was originally
drawn to have protection on both the
front and back of the rack, SpaceGuard
realized that they only needed the gate
protection on the front because the
back side was guarded and much
less accessible.
The manufacturer initially approached
Mike in April of 2018 but the purchase
order for the project didn't come
through until Mid-July. Mike approached
SpaceGuard to ask if the pricing could be
held to the original quote that was made
in May and SpaceGuard was able to
accommodate that request. Specifically,
Mike worked with Ray Niemeyer and
Amy Jump on the quoting and special
pricing of the project.
60

MHEDA | themhedajournal.org

In addition to holding the pricing,
SpaceGuard was also able to accelerate
the order for a rush job. The installation was completed on August 16.
Having a 20-year relationship with
the client made this a smooth process
for Mike and DACO. The client had
complete faith in Mike to not only have
their best interests at heart when proposing a solution but also to take care
of their needs in the best possible way
throughout the process.
"I believe the relationship with the
client and the proven success in providing solutions for them opened the
door for them to seek out our input on
this need," says Callahan. "They had
faith that we have the knowledge and
experience with various security enclosure companies necessary to make the
best suggestion. SpaceGuard is truly
the best in the field at this. I felt confident offering this product and would
be proud to showcase it in their facility.
Distributor: DACO Corporation
Supplier: SpaceGuard Products

A Modular Solution
A.T. Emery, North Louisiana
Sales Manager at Nelson Equipment
Company, had been calling on Mid
South Extrusion as a customer for
nearly three years without any luck.
When the plastics distributor needed
a panel replaced on their 20-year-old
modular building, Emery finally got
his shot.
"Their existing modular building
was not a Starrco building," says
Emery. "So I went in and I started
telling him all of the benefits of the
Starrco panel for his existing building.
Once they got this brand new panel
from Starrco, they saw how much the
quality of the product had improved
in the last 20 years."
Once the client saw the incredible quality of the Starrco panel,

they approached Emery and told
him about a construction project
they had planned for another part of
their campus.
"He told me, 'I've got this building
in the back that I'm tearing down
and I want to get a quote on doing
modular construction versus conventional construction," Emery says. "He
gave me a floor plan and we laid out
and did a rough quote and worked
for several months on how modular construction was going to be a
benefit to the company over conventional construction."
Complicating matters was the fact
that the general contractor presenting
the conventional construction bid was
a family member of the client.
"It was a pretty tough competitive
situation," says Emery. "We were able
to sell the modular construction benefits in a way where price became a
non-issue because the benefits outweighed any up-front cost savings of
a conventional construction."
Of particular importance to
the client were the tax benefits of
modular construction.
"The depreciation schedule on a
modular construction is 1 year versus 39.5," Emery says. "We were able
to show them the cost savings there
as well. They were happy with that
because they're going through a lot
of upgrades with their plant and so
being able to add the tax savings to the
bottom line was pretty significant."
Though the bid process took several
months, it was just the beginning of a
much longer process.
"We probably had a three month
design phase and more than 20 revisions," Emery says. "Then once the


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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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