Issue link: https://www.e-digitaleditions.com/i/655792
March/April 2016 3 www.feda.com C O V E R S T O R Y March/April 2016 F E A T U R E S 4 President's Message "Taking Collaboration to New Heights" 6 Industry Insights "Expanding an Invaluable Service," Al Bates, Profi t Planning Group 8 Association Highlights "An Absolute Pleasure to Serve" 36 Foster Frable "Cool Equipment from Milan" How Salespeople Spend Their Time 41% Selling by phone or face-to- face 24% Generating leads and researching accounts 19% Meetings or administrative tasks 16% On other tasks – service calls, training, etc… –Salesforcetraining.com 16 Crossing the Chasm Are You Ready to Transition from a Lifestyle to a Professionally-Managed Business? Mike Marks Touches on the Differences & the Benefi ts 24 Innovation is Strategy 15 Takeaways from Business Guru Tom Peters 30 How Time Pressure Affects the Outcome of a Negotiation 34 What if Tom Brady had Followed the Process? Crisis Control is Key in the Age of Social Media. Sam Richter Explains What we Can Learn from Defl ate Gate 40 The Inventory Obituary Putting Your Deadstock Here Will Yield Savings 41 Best Practices in Sales The One True Sales Question 46 How Does Your Customer Service Compare? This Company has Mastered the Art of "Over the Top" 12 Priceless! FEDA Honors This Year's Diamond Donors for their Commitment to Dealer Education and Training. How Does Your Customer Service Compare? This Company has Mastered the Art of "Over the Top" D E P A R T M E N T S 10 Becoming a Shipper of Choice In the world of freight management, where carriers are aggressively look- ing to purge unprofi table business, it's all about avoiding costly penalties and implementing carrier-friendly practices. ReTrans Freight's Tim Walsh and Kevin Brink outline their top four strategies and, as an added bonus, share one of the best ways to cut freight costs.