When people talk about why they love working in the materials handling industry, one reason that often comes up is ‘variety’. It is undeniably a dynamic industry with a diverse range of careers and activities. There is always a new problem to work on and a new, entirely different customer challenge to address.

Working on the Forklift Diaries I am grateful for the opportunity to learn about the real-life work stories of people in the industry. And they are indeed all unique.

In an industry that often relies on mentorship, I thought it fitting to put together some of the best advice I’ve heard from our contributors this year.

Advice for many an occasion and context.

Advice for…

Becoming a successful salesperson - from consummate salesperson Daniel Vanhemelrijck

“…To be successful in sales you have to be a chameleon. You have to be confident with both deciders and users. 

Especially today, unlike earlier in my career, forklift operators have more say about the decision than the deciders themselves. 

I have found the key is to first convince the operator before then focusing on signing the contract.”

Going out on your own - from tech turned dealership owner Dennis LeDrew 

“My advice to anyone starting their own dealership is to be prepared to work hard, work long and work tirelessly. 

Also, have a network of family and friends that will support you along the way. Love what you do. Be honest to everyone. Long-term relationships are key. Do NOT burn bridges.”

Building your industry reputation - from industry veteran John Faulkner 

“You need to be visible in the industry, get involved in factory groups and associations, MHEDA and best practice groups like Currie Management Consultants. Make sure you win all the manufacturer factory trips and take them! You meet more people on these trips than at the manufacturer factory meetings.”

“You also need to know the market, know your competition and all your vendors.”

Looking after and retaining your techs - from long time tech and technical trainer Garland Moore 

“Make sure you evaluate everyone each quarter. This way, the techs know what improvements they need to make, and the supervisors understand what their techs require from them. 

Small changes can keep your employees happy and are essential to keeping good techs. I’m not necessarily talking a pay rise. Maybe give them hard hats, safety glasses or new boots.

Above all do not micromanage a tech!” 

A happy and productive company culture - from human resources aficionado Kai Böcher 

“Only those who feel good can deliver top performance. There are many factors that make employees feel good. HR can influence these factors through a variety of measures starting with a modern and ergonomically equipped workplace through to facilitating fair and open interaction across all levels and positions.

Appreciating the work of each individual is extremely important. A company can only be successful together.”

Being a woman entering a traditionally male-oriented field - from pro service technician Jane Weber 

“Be confident. Half of the battle for companies is finding people willing to do this line of work. If you’re willing and have the mechanical aptitude, go for it!” 

“Working with men can be intimidating sometimes… However, over time, those people that may have intimidated me, are the same people that have taught me so much. I have acquired a lot of knowledge, confidence and strength from them.”

If you look just below the surface of all these pieces of advice, despite their different contexts, there seems to be a fundamental truth—success in this industry is built upon strong relationships. Those forged over many years with customers and colleagues, the ongoing partnership between management and employee, and mentorships that build confidence and inspire us to take on new challenges.

With technology in materials handling moving at such a cracking pace —just read Angie Kay’s end-of-year special report for proof —perhaps this is one element in our industry that we can rely on to stay constant?

If you would like to share your industry story in 2025, please reach out, I’d love to hear it.

This is only a glimpse at the insights provided by Daniel, Dennis, John, Garland, Kai and Jane, read their full interviews in our Forklift Diaries column.