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Object Based Selling
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Object-Based Selling in Wholesale Distribution

Taking Charge of Distribution Sales
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Gary Trent Moore

Gary is a 45+ year veteran of wholesale distribution.

For over 20 years Gary Moore has been a frequent author, speaker, and seminar leader in wholesale distribution as well as material handling --- focusing on sales, marketing, customer service, communication, distributor/manufacturer relationships, exit strategies and strategic planning.

He began his material handling career in the marketing department of a major supplier of lift trucks, In his various roles there, he called on distributors and worked to help them sell more effectively.

In 1976 he joined Materials Handling Equipment Company (MHECO) in Denver Colorado, as Sales Manager. Gary gained increasing responsibilities there, as Operations Manger, General Manager, and President. In 1997 Gary purchased MHECO from its founders. . In 2001 Materials Handling Equipment Company was awarded the Value Added Award by Material Handling Management Magazine. In 2006 Gary sold MHECO to a neighboring distributor.

In 1998 he served as President of MHEDA, the
Material Handling Equipment Distributors Association.

Frustrated by the lack of sales models for the material handling and wholesale distribution, in 1990 Gary created Objective Based Selling -- a sales model for selling more at higher gross margins in the wholesale distribution environment. He implemented it with success at MHECO, and has since conducted training sessions around the United States and Canada – and in England.

In 2007 Gary published Objective Based Selling for the material handling industry; and in 2008 the National Association of Wholesaler Distributors (NAW) published Objective Based Selling in Wholesale Distribution.

In 2007 Gary spoke at the Executive Forum for the Krannert School of Management at Purdue University. His topic was “Career Opportunities with Smaller Companies”.

Gary has served as President of Big Brothers of Metropolitan Denver, the Colorado I Have a Dream Foundation and Firefly Autism.

Since selling MHECO, Gary has worked as a consultant and speaker in distribution, working with distributors, associations, and suppliers who sell through distributors.

Gary earned a Bachelor of Electrical Engineering degree from General Motors Institute (now Kettering University); and a Masters of Science, Industrial Administration from Krannert School of Management, Purdue University.

Gary lives in Denver, Colorado with his wife Jane.