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Square Footage Expands 75% in Business Services Section of the Show

The percentage of companies exhibiting in the Business Services section has increased by 34% when compared with 2010.

8 Steps for Smart Sales Hiring

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Few things are more critical to the health of a company than the ability of its salespeople to bring in profitable business, yet too many companies in the automotive specialty-equipment industry consider sales traits and skills last when hiring salespeople. If this sounds like you, you’re not alone. This article is focused on helping you hire salespeople for the right reasons—and in the right way.

The aggregate level of selling skills in the specialty-equipment industry is low in comparison with other industries of similar types and compensation.

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Law and Order

Law and Order is an update of some of the most recent federal and state legislative and regulatory issues that could potentially impact the automotive specialty-equipment industry. These include issues affecting small-business owners and their employees.

SEMA News—July 2011

Law and Order

LEGISLATIVE AND TECHNICAL AFFAIRS

What’s in the Box?

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Packaging is about more than protecting a product during shipping, handling and storage. It’s an extension of the product itself. When properly executed, good packaging reduces costs while branding and promoting the company and the product to consumers. Ultimately, it’s all about promise and performance to the buyer.

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When Disaster Strikes

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While most business people enjoy planning for success, preparing for disaster is equally crucial. Whether bracing to endure earthquakes, floods, hurricanes and tornadoes or man-made events, such as terrorism or other crimes, including physical and cyber attacks, every company should take steps to survive, recover and resume operations in the event of catastrophe.

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Energy Challenges Facing the United States

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I am not the world’s greatest authority on the subject of cars and propulsion systems, but I’m probably pretty high on the list in Congress. Some people want cars to go away entirely. Others think we are headed to all electrics, all hybrids or fuel cells. Of course, there are 130 million cars and trucks in the United States today, which are almost entirely powered by gasoline.

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You Get What You Deserve

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The issues currently facing the United States and all of its industries are among the most important we’ve faced in the nation’s history. If ever there was an alarm sounding for small business in America, it is blaring now. SEMA members need to read this column and become active and aggressive about supporting the lawmakers who support our industry and small businesses across America. Otherwise, we’ll only get what apathy deserves, and that is not acceptable.

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Building an Effective Catalog

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A properly executed catalog is more than just a list of products accompanied by pretty pictures. An effective consumer catalog, such as an effective salesperson, should show customers not just what to buy but also why they should buy. Everything should be an enticement to purchase the product that brought the customer to the catalog—and to sell related products. Catalogs can upsell almost as effectively as top employees.

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10+2 Initiative for Importing Products Into the U.S.

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The process of importing products into the U.S. has changed for good. In a webinar entitled “10+2=New Filing Requirements for All Companies Importing Products to the U.S. Now in Effect,” presenter Richard Di Nucci, director of the Secure Freight Initiative for the U.S. Customs and Border Protection (CBP), details the new Importer Security Filing (ISF), commonly known as the 10+2 Initiative, which will directly affect all businesses that import products into the U.S.

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Sexual Harassment

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In its earliest days, the automotive specialty-equipment industry was dominated by men. With a few notable exceptions, women were relegated to the background or given roles as trophy girls, photo models and product presenters. As attitudes changed, however, women gained equal status in virtually every facet of commercial endeavor.

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