It’s time to get over our obsession with immediate results
What does losing weight, learning to play an instrument, and growing a company all have in common? They take time. Often, a lot of time. However, we are in an age of instant gratification. Whether due to advances in technology, or a decline in our attention span, the drive to get results faster has sped up to an almost breakneck pace. And what’s the drawback to this? We dismiss new ideas and opportunities too early and...
Why non-recruiters are the best recruiters you have
Not every recruiter can be an engineer, or hair stylist, or accountant. They know how to hire these roles, but not how to become them. On the flip side, it’s not as hard for every employee to act as a recruiter. In fact, recruiting power in each employee is often unrealized because we’re so busy relying on recruiters to be the only ones recruiting. There was an incredible program once developed for the service industry. Every manager...
A Century of Innovation drives today’s material handling industry; The Raymond Corporation marks 100th Anniversary
In June, The Raymond Corporation celebrates its 100th anniversary. It was 1922 when George Raymond Sr. bought a controlling interest in Lyon Iron Works, a small foundry in Greene, New York, and a few years later began producing lift trucks. Since then, the company has invented and patented technologies that have become industry standards. Today, innovations from Raymond, such as the double-faced wooden pallet and narrow aisle concept,...
Digitalization-Proficiency-Resilience
What a week. Just finished listening to Jim Cramer summarize the Q1 results from the major retailers. Worse than expected, with their stock prices taking a hit. The main reasons for these results are: Unexpectedly high costs throughout Q1 Inventory impairments Sales mix changes Supply chain disruptions Freight Costs Revenues may have been close to expectations. The gross margin and the operating margin, however, both missed. Foot...
Predicting the outcome of a Sales Meeting is easy. Sort of.
Crystal balls. Don’t you wish you had one when you were preparing for a big sales call? Even more when you were in a big sales presentation? Predicting the future is actually pretty easy if you’re armed with three things: Information about the prospect and his business. The right questions. The ability to see the big picture. Susan C. Gatton, a sales consultant who specializes in sales strategies for Fortune 500 Companies says, “A...
Under-promise and over-deliver
The title of my column is the mantra of many aftermarket professionals in our industry. Nobody ever wants to get a reputation for not living up to their commitments. But as easy as this guidepost is to talk about, it remains elusive and difficult to master. The reasons for not achieving this on an ongoing basis are wide and varied. No, it’s not always “Murphy’s Law”. My friend Murphy gets the blame all too often. I think that to...
Is Procrastination Bad or Good, and should you trust a procrastinator?
A very famous preacher was procrastinating until the last minute on writing a very public speech he was to give. He went on stage without having the entire speech completed. He was a procrastinator. Then, on stage, at the last minute, he added four more words to it and decided to start his speech with the words: “I have a dream…” What do you think when you hear the word “procrastination?” Is that a positive or negative word to...
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