Changing Customer Expectations

Raising the Bar on Customer Expectations As customer expectations continue to evolve across the material handling industry, speed, transparency, and partnership are becoming critical differentiators. In this episode of Table Trends, industry leaders discuss how dealers, integrators, and suppliers are adapting to these changes while maintaining healthy margins. The conversation explores the shift from transactional relationships to long-term partnerships, with customers increasingly looking to suppliers for advisory support, continuous improvement, and insight beyond the initial sale. Panelists share how enhanced communication, clearer expectation-setting, and value-added services—such as fleet reporting and one-stop solutions—are helping businesses better serve customers in a fast-paced environment. Featured Guests Lauren Reed, CEO, MHEDA Lori Palmer, President, REB Storage Systems Darin Boik, President, Advanced Equipment Steve Strenck, Director of Sales, Gregory Poole Equipment Whether you’re a dealer, integrator, or supplier, this episode offers practical insight into meeting rising customer expectations, strengthening relationships, and delivering long-term value in a competitive marketplace.