Top 10 OSHA violations of 2021
OSHA unveiled its preliminary list of the top 10 most-cited workplace safety violations for the fiscal year 2021 last week. The annual Top 10 list from OSHA doesn’t cover every important workplace hazard but it provides an overview of the most common and costly violations for American employers. The list of the most commonly cited violations does not change much from year to year but remains an informative tool that safety...
Emerging Trends in E-Commerce Fulfillment
When the coronavirus pandemic hit in early 2020, the e-commerce fulfillment landscape underwent a massive shift in response to spikes in consumer demand, with disruptions to labor, logistics, and product supply. Most of those disruptions were already taking shape prior to the pandemic and were only accelerated by new business restrictions and social distancing protocols. Today, e-commerce fulfillment requires more advanced systems and...
It’s Me, Not You (Actually, Maybe It Is!) When It’s Time to Divorce Your Clients
Over a hundred of her clients only use her services once a year. They expect champagne service on a beer budget, and they pull her attention away from the people she works with regularly. This group is weighing her down, and after some soul searching, she’s decided they’ve got to go. Her business is running her, and it’s not working. Plain and simple, he doesn’t like working with them. They pay late, they always look for extras, and...
Taxes that can hurt you
I had the privilege to make a presentation with my Dealer, Rental, and Equipment team for IEDA (Independent Equipment Dealers Assoc.) in September. It was similar to what we did for MHW One-Day Dealer Conference two years ago. With the new proposed tax law and the remaining ways to get government funding, we had plenty to cover in 60 minutes. I made my presentation regarding the state of the never-ending moving target of the economy,...
162 new Industrial Manufacturing Planned Industrial Project Reports – September 2021 Recap
SalesLeads just released the September 2021 results for the newly planned capital project spending report for the Industrial Manufacturing industry. The Firm tracks North American planned industrial capital project activity; including facility expansions, new plant construction, and significant equipment modernization projects. Research confirms 162 new projects in the Industrial Manufacturing sector. The following are selected...
Behaviors create results
In my August 2021 column, I discussed the importance of deconstructing departmental silos in our dealerships. Silos, as we discussed, are a naturally occurring phenomenon, born out of a desire by our employees to post successful results. Sometimes however the commitment to departmental performance can overshadow our combined effort to serve the customer in the way he wants to be served. When departmental objectives start to drive...
Expose yourself to No and Not Now to get to yes
97% of all sales are not made on the first call. It takes five to ten exposures (follow-ups) to a prospect to make the first sale. The prospect may not actually say “no” each time, but each time you follow-up and the prospect doesn’t buy, he’s saying: “not now, buddy; do something else for me; I’m still shopping around; I haven’t met with my partner; try again later; in short, you haven’t sold me yet”. As a professional salesperson,...
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