August 2017 • Vol. 38 No. 8
22 |
Sales Trends Jeffrey Gitomer
Business plans, five-year spreadsheets and other fairy tales
26 | Human Element Caliper Corp.
Unwrapping the secrets of hiring and development Stock photos provided by Ingimage.com
Cover Story 6 | Renting is about profit, not sales Fred Hageman
Columns 10 | Aftermarket Dave Baiocchi React or Respond?
16 | Bottom Line Garry Bartecki
Changes coming to your rental business
Dean Millius General Manager/Publisher Alva Coffman Account Executive
dmillius@MHWmag.com acoffman@MHWmag.com
Kathy Regan Editor editorial@MHWmag.com Spencer Birkenholz / Eric Faramus Production Lead / Graphic Artist art@MHWmag.com Material Handling Wholesaler: (ISSN # 2155-3467) is published monthly for new and used equipment dealers, equipment manufacturers, manufacturer’s reps, parts suppliers, and service facilities serving the material handling industry. Editorial opinions expressed herein are the author’s and do not necessarily reflect the opinions of Material Handling Wholesaler. All material contained herein is protected by copyright laws and owned by Specialty Publications International Inc.
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Industry News 30 Nuts & Bolts
32 Shifting Gears
Email: dmillius@MHWmag.com • acoffman@MHWmag.com Material Handling Wholesaler reserves the right to reject or cancel any advertising for any reason, at any time. Advertisements that simulate Material Handling Wholesaler editorial matter in appearance or style or that are not immediately identifiable as advertisements are not acceptable.
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Reader Resources 36 Classified
39 New Products
41 Source Directory 44 Advertiser's Index
In the next issue... arry Bartecki examines the industries G current financial challenges and anticipated regulation changes.
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August 2017
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