The Real Deal
MHEDA's 2009 Board of Directors knows the deal. They discuss the challenges facing the material handling industry in 2009 and the must-have skill a leader must possess in this tough environment. MHEDA membership has value, and they explain how to get it and how they got their nicknames. Their silver suitcases list the best deal they ever made and they discuss the one they didn't. But the best deal of all for MHEDA members is being led by this astute and dedicated group of volunteers, the 2009 MHEDA Board of Directors.
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Duncan Murphy, MHEDA President
President, Riekes Equipment Company
(Omaha, NE)
Industry Challenge: Fear in the marketplace
Leadership Skill: Ask questions, listen carefully and then act decisively.
Membership Value: Proactively schedule time for you and your staff to utilize the benefits.
Nickname: Murf and Heinz. I've answered to Murf for as long as I can remember, and I got Heinz from my golfing buddies Snooty, Load and Chisler.
Best Deal Not Made: I purposely have a short memory of deals not done. They get in the way of deals yet to do.
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Greg Morrison, MHEDA President-Elect
Vice President, Morrison Industrial Equipment Company
(Grand Rapids, MI)
Industry Challenge: Uncertainty, particularly in Michigan as our customer base continues to shrink.
Leadership Skill: The ability to diversify, adapt, adjust and make things happen.
Membership Value: Our company joined MHEDA 50 years ago and has gotten great value. Get involved with MHEDA-NET, attend educational events and participate in affinity programs.
Nickname: Years ago when I worked in our parts department, a co-worker came up with G-Mo.
Best Deal Not Made: Purchasing a building in what is now an up-and-coming part of town.
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Richard Donnelly, MHEDA Vice President
Executive Vice President, Gregory Poole Equipment Company
(Raleigh, NC)
Industry Challenge: Maintaining profitability and keeping good people.
Leadership Skill: Develop a plan and take action on that plan.
Membership Value: MHEDA-NET, the Distributor Financial Benchmarking Report and training opportunities.
Nickname: Dixie, from being a Southern boy at Oregon State University, and Velvet Steamroller, from a personality test administrator. My type gets our way without others realizing it.
Best Deal Not Made: Convincing my dad not to make me move to Oregon. He made me go, and that experience turned out great for my character.
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Chuck Frank, MHEDA Treasurer
President, AHS Inc.
(Cincinnati, OH)
Industry Challenge: Educating our customers on the importance of the value we bring.
Leadership Skill: Financials. You must evaluate cash flow and adjust as needed for the company to survive.
Membership Value: Sign-up for educational forums, network with peers, befriend competitors and stay abreast of industry trends.
Nickname: Cutter. You will have to ask my wife.
Best Deal Not Made: Not buying AHS, Inc. at the same time Jack Phelan did!
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Jack Phelan, MHEDA Immediate Past President
President/CEO, TriFactor
(Lakeland, FL)
Industry Challenge: Lack of consumer confidence.
Leadership Skill: Think strategically. Keep a constant eye on the business horizon. Think about current events and the direction to go to position the company for the future.
Membership Value: Education, affinity programs, networking and Gateway. Gateway gives access to college student résumés. Also, MHEDA has posted several industry-related position descriptions to use when soliciting new employees.
Nickname: Jack. It's "short" for John, and I have been called it since I was a child!
Best Deal Not Made: Didn't buy a Mercedes for $4,000.
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Brad Baker, MHEDA Director
Vice President, Cardinal Carryor
(Louisville, KY)
Industry Challenge: Margin pressure. We must fight harder to get a bigger share of a shrinking market.
Leadership Skill: Communication with employees, customers, bankers and vendors in order to navigate the pitfalls of an economic slowdown.
Membership Value: Networking. You have draw off the collective experience of the members.
Nickname: None, though I'm sure some people have names for me that I'm not aware of.
Best Deal Not Made: Accepting offers for more money from weaker distributors.
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John Faulkner, MHEDA Director
President, FMH Material Handling Solutions
(Denver, CO)
Industry Challenge: Machine sales and warehouse products will take a big drop in 2009.
Leadership Skill: How to retain margin in a down market.
Membership Value: MHEDA members must stay close to their vendors and work together to work down inventories.
Nickname: Salesman. I am the president of 200 employees but I am still a "salesman."
Best Deal Not Made: There are not many deals we really wanted that we did not get.
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Scott Hennie, MHEDA Director
Vice President/General Manager, Hy-Tek Material Handling
(Columbus, OH)
Industry Challenge: How clients and prospects react to the economy.
Leadership Skill: Conviction. A good leader must be convinced of his strategy, vision and principles during short-term economic struggles.
Membership Value: Organizational leaders need to engage all levels of the company.
Nickname: I don't have one, but my staff can give several!
Best Deal Not Made: Moving to Phoenix to take a job with a company that folded three years later.
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Mark Juelich, MHEDA Director
Director, American Warehouse Systems
(Minneapolis, MN)
Industry Challenge: The economy and what it will look like at the end of the recession.
Leadership Skill: Determination and perseverance
Membership Value: Networking to learn how other people are being successful
Nickname: I guess I'm not fun enough to have one!
Best Deal Not Made: Turning down a minimum-payment ARM mortgage for my house in 2004.
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Kevin Katona, MHEDA Director
President, DACO Corporation
(Kent, WA)
Industry Challenge: The dramatic slowdown in U. S. and world economic markets
Leadership Skill: Have a well-thought-out alternative plan. It may require decisive changes that appear unpopular but ultimately result in a stronger company.
Membership Value: Networking and educational resources through MHEDA-NET, Convention and live training sessions are the most important benefits to our company.
Nickname: Mr. Microwave (I still can't figure out what the big box in the kitchen with the four circles on top is for).
Best Deal Not Made: Not extending credit to some customers.
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Scott Lee, MHEDA Director
President, Conveyor Solutions
(Schaumburg, IL)
Industry Challenge: Our current position in the economic business cycle.
Leadership Skill: Effective communication.
Membership Value: Networking! The more you put into it, the more you will take away.
Nickname: When I played college hockey, I crushed an opponent into the boards. After the game at a restaurant, he pointed to a picture of an old-time player that was labeled "Hammer." The name stuck.
Best Deal Not Made: I'm still waiting for that one!
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Mark Milovich, MHEDA Director
President, Lift Atlanta
(Decatur, GA)
Industry Challenge: It will take all the major economies across the world to fix this downturn.
Leadership Skill: Keep your door open and listen. Often, people just need someone to talk to.
Membership Value: We put time and energy into our businesses to make them successful. The same should be true for MHEDA.
Nickname: Milo, the first four letters of my last name. This is a family nickname.
Best Deal Not Made: The best and worst deal I ever made is marrying a CPA. She is probably robbing me blind, and I have no idea how!
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Ken Shaw III, MHEDA Director
President, Fred Hill and Son Company
(Philadelphia, PA)
Industry Challenge: Capital expenditures and lending policies
Leadership Skill: Listening. Pay close attention and you may find that your employees have ideas that provide effective solutions to your challenges.
Membership Value: The Gateway program provides an excellent resource for attracting and hiring young talent from universities.
Nickname: Rookie, from fellow members of the Varsity Lightweight 8 rowing team
Best Deal Not Made: I don't know. Had I taken it, it may have turned out better!
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Steve Strifler, MHEDA Director
President, Cisco-Eagle
(Dallas, TX)
Industry Challenge: Finding good people.
Leadership Skill: Motivation, inspiration and encouragement
Membership Value: Active involvement is the only key to full utilization.
Nickname: Marlboro Man. I got it when I was in the military.
Best Deal Not Made: 100 acres for $20,000 that seven years later sold for $80,000 an acre.
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Jerry Weidmann, MHEDA Director
President, Wisconsin Lift Truck
(Brookfield, WI)
Industry Challenge: Recognizing the implications of economic uncertainty on your business, reacting appropriately and remaining well-positioned for the next expansion.
Leadership Skill: A competent leader will communicate a vision to address today's problems and take advantage of future opportunities. This direction, if done correctly, instills confidence, provides guidance and motivates successful behavior.
Membership Value: Schedule staff participation in appropriate offerings up to one year in advance.
Nickname: Gomer; my dorm mates thought I looked like Jim Nabors. After I grew three inches and 40 pounds, they changed it to Bronto, short for brontosaurus.
Best Deal Not Made: Unsuccessfully acquiring a business that ultimately failed
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John Cosgrove, MHEDA Advisory Board
President, Atlantic Handling Systems
(Ho-Ho-Kus, NJ)
Industry Challenge: Both distributors and suppliers must return to the basics that they used to build their companies. We all must be diligent and stay focused on sales and cost controls.
Leadership Skill: The ability to stay focused and develop the strategies needed to lead their company through uncharted waters.
Membership Value: Join MHEDA-NET and attend Convention.
Nickname: Cos. I got it in sixth grade and it's stayed with me all these years.
Best Deal Not Made: Getting into the food industry.
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John Maybury, MHEDA Advisory Board
President, Maybury Material Handling
(East Longmeadow, MA)
Industry Challenge: Customers still look at material handling as a cost rather than a method to increase their efficiency, customer satisfaction and profitability.
Leadership Skill: Change management
Membership Value: Involve as many associates in as many of the varied tools, programs, networking and affinity programs as possible.
Nickname: Blue because most everything I have has some shade of blue (including company colors). Also, longtime friends have always referred to me as Big M.
Best Deal Not Made: Not purchasing a 35-foot Viking (sport fisherman boat) last year.
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What do Board members have on their iPods?
Find out here. |
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