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Follow on Google News | Why Do Customers Keep Material Handling Distributors Awake?Material handling distributors discuss end-user issues.
By: Steve Guglielmo One of the major issues that arose was communication. During the Customer Panel at MHEDA’s 56th Annual Convention, three end-users discussed hot-button issues in material handling partnerships from a customer perspective. “What we have seen is that people are sometimes afraid to bring up issues or problems,” says Matt Pitts, vice president of building services at The Home Depot (Atlanta, GA). “I would much rather hear it straight so that we can face these issues head-on. Tell us your plan up front and keep that communication channel open.” Another issue that often surfaces is a customer’s financial capability. “When a major account experiences financial difficulties, our risk increases,” says Jerry Weidmann, president of Wisconsin Lift Truck (Brookfield, WI). Warren Cornil, CEO of Sunbelt Industrial Trucks (Dallas, TX), agrees. “The only thing worse than not having any business is having business and not getting paid for it. Long ago, I made a deal with my banker. He doesn’t sell forklifts and I don’t lend money.” Customer issues are inevitable. Once they arise, distributors often find themselves at a crossroads. If the issues are irreconcilable, sometimes distributors are forced to cease doing business with a customer. Other times, these issues can serve as teachable moments that the distributor can benefit from down the line. To learn more about how to handle customer issues, read the entire article on The MHEDA Journal Online. http://www.themhedajournal.org/ # # # About MHEDA Founded in 1954, the Material Handling Equipment Distributors Association (MHEDA) is the premier source for manufacturing knowledge, education and networking. Through its member journals (www.TheMhedaJournal.org) End
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