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July 2018 • Vol. 39 No. 7
20 |
Sales Trends
Dean Millius General Manager/Publisher
Jeffrey Gitomer
Alva Coffman Account Executive
Aren’t making enough sales? Your numbers will tell you why!
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22 | Your Business Eileen Schmidt
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Combilift celebrates 20 years with new world headquarters, new product and a party
Material Handling Wholesaler: (ISSN # 2155-3467) is published monthly for new and used equipment dealers, equipment manufacturers, manufacturer’s reps, parts suppliers, and service facilities serving the material handling industry. Editorial opinions expressed herein are the author’s and do not necessarily reflect the opinions of Material Handling Wholesaler. All material contained herein is protected by copyright laws and owned by Specialty Publications International Inc.
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6 | To stock or not to stock, that is the question.
Industry News
Dave Baiocchi
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24 Nuts & Bolts 26 Shifting Gears
Columns 12 | Bottom Line Garry Bartecki Sometimes problems = opportunities
18 | Human Element Caliper Corp. Five components of developing successful employees
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on the machines in the field first have to fail in order to sell the replacement parts. If you analyze equipment sales data correctly, you can many times give yourself a bit of a preview as to your upcoming needs. In many dealerships the sales department and the parts department operate in two different universes. It never occurs to parts managers to leverage the data on an aging equipment population from the dealerships own records.
Dave Baiocchi In the aftermarket business, profitability can be affected by a host of factors. • The competitive marketplace • Rising costs for wages and benefits • Warranty recovery • Costs of training • Cost of rolling stock
This is a fairly easy process. The first 12-24 months that a machine is in service, very little goes wrong. The unit is usually under warranty, and its need for parts will be limited to mostly fluid maintenance and filters. The original factory installed parts on a machine really don’t start to fail and need replacement until after the second year of service. This need only increases from year three through year seven. After the 7th year, the machine is nearing the end of its economic lifespan, and usually finds a second life in a lower usage, used equipment application. It will keep consuming parts after the 7th year…but usually at a much lower rate. See Chart 1 below:
• Fuel and van repair costs Some of these factors are controllable, and some are not. One item however that is fully under our control is how much inventory we have on hand. The goal of inventory management, is to have enough inventory on hand to maintain a high level of customer satisfaction, while not having so much that it has a negative effect on cash flow, and interest expenses. This is many times a delicate line to walk. Inventory not properly managed can make the difference between a profit and a loss. There are always “rules of thumb” when it comes to inventory. Depending on your market and the type of machinery you are selling, conventional wisdom says that you should have between four and six turns per year on your entire inventory value. I have also heard that most dealers will not stock a part until they have built a history of at least three to four purchases in the preceding 12-month time frame. Are these the right standards to adhere to? I think that to arrive at the right formula, we need to consider more than just a turn ratio. Consideration 1 – Equipment sales history and finding the sweet spot Replacement parts are just that…replacements. That means that the existing population of the parts 6
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This chart shows the percentage of total replacement parts needed every year over a useful life of 10 years. You can see that most of the parts replacements were needed between year three and year seven. The area highlighted in the box above represents what I call the “Sweet Spot” in regards to marketing, stocking and selling aftermarket parts. I am often astonished at the way dealers seem to think that the parts business happens all by itself. If we are going to be serious about any sales opportunity, we need to set out a battle plan. The first step in the plan is to identify your targets! The units that your sales department sold three to seven years ago represent your target audience. Now we can go about stocking
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Cover Story our shelf, and our service vans with a mix of parts that actually have the best chance to turn. Consideration 2 – OEM incentives
2. D etermining quantities for volume purchase discounts 3. I ssuing a purchase order – and proofreading
Your OEM supplier has their own set of goals and objectives that compel them to offer certain incentives. Some of these are positive incentives (the carrot), and some of these are negative (the stick). OEM’s regularly tie parts discounts to the dealership meeting certain pre-determined parts purchase goals. Some OEM’s add incentive by adjusting whole goods equipment discounts based on your participation in purchasing their parts. Whether the OEM is using the carrot or the stick, it’s important to consider these incentives when formulating your purchasing plans.
4. E ntering the data on the OEM website
For instance, you may be purchasing your consumables like lubricants and antifreeze from a local supplier who provides you with a good price and premium service. These items are also available from the OEM. Over a year’s time your dealership’s total purchases of these items could be significant. The main reason many dealers never consider purchasing these items from the OEM is that using a local source they think that they can make a better deal. Really? Do the math. If the purchase volume of OEM motor oil helps you to meet you parts purchase goals, and it results in an extra 1% discount on ALL of your OEM purchases, perhaps you aren’t getting such a good deal after all. Even if you had to raise your price on oil by 10% to maintain your margins, what customer is going to leave you for that? Few if any.
12. C losing out the PO
Consideration 3 – Manpower costs The process of purchasing parts consists of the following tasks: 1. Running the reports, and assessing the needs
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5. O btaining and filing an acknowledgement 6. U npacking the ordered parts 7. V erifying the quantities 8. C hanging part numbers that may have been superseded 9. S tocking the shelf 10. O btaining the invoice 11. V erifying the price of all line items 13. Sending the invoice and packing slip to payables 14. I ssuing payment These tasks take what, many times, seems like an inordinate amount of time to complete, and they involve multiple people within your department. It may be wise to consider that when your employees are performing these tasks, what they are not doing is answering your phones, serving customers over the counter, or being of service to your technicians. Placing two or more short stock orders a week may seem like a great way to manage tighter inventories, but what efficiencies are we sacrificing in manpower? It doesn’t take twice as long to process a large stock order than it does a small one. In fact, there is not a lot of difference in the total time invested. I’m not calling a weekly stock order a bad thing. But if I stock a few more parts on my shelf and extend the interval to two weeks, I may in fact save the dealership from 10 to 20 overall man-hours per week, that could be devoted to activities that grow revenues and improve customer service. Be strategic The fact is, there is no one answer to parts inventory management. It can and should be a strategic exercise based on your size, costs, system capabilities and manpower. It should also be a planned activity with an eye toward the equipment that is entering the sweet spot. Par levels and turn ratios still can be used as baseline tools. When you use your resources however to provide some meaningful idea of what your upcoming needs will be, and you couple this
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Cover Story to be.” That forward vision is an example of finding the sweet spot. Doing this allows you to be strategic, effective, and profitable.
understanding with knowing what your true employee costs are, you can make changes to the baseline plan that will increase both sales and profitability. Looking ahead is important. Legendary hockey player Wayne Gretsky always felt that although he had the ability to put the puck in the net by himself, (which he did 894 times over his career), the real key to his success was in leveraging his contribution to the team as a whole. He did this by following one simple formula: Don’t put the puck where my teammate is. Put the puck where I know my teammate “is going
Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 35 years in the equipment business as a sales manager, aftermarket director and dealer principal. Dave now consults with dealerships nationwide to establish and enhance best practices, especially in the area of aftermarket development and performance. E-mail editorial@mhwmag. com to contact Dave.
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Bottom Line Garry Bartecki
Sometimes problems = opportunities As you well know, every industry goes through a kind of repetitive cycle to the point where management knows how to mitigate the negatives and come out the other side of the dip right side up. And, I am continuously amazed how highly leveraged dealers such as yours manage your way through the dips which provide lower sale numbers and related cost cutting measures. I guess if you experience these cycles long enough you learn how to anticipate the cycle along with steps to take to keep the ship afloat. But since the last major recession in 2008-09 the landscape appears to be different. Some of the financial gurus are saying we have moved from a business cycle to a credit cycle and that the abundance of credit and loose credit policies is what is going to cause the next dip. But, if that is the case, are the indicators that you usually use going to be “the indicators” or will they now be false indicators which could leave you over confident and carrying a higher risk quotient.
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After all ….what is there to worry about. Interest rates are low, inflation manageable, public company profits are high, financing is readily available, new tax laws encourages capital spending and business is great. Sounds good, does it not. 2017 was a good year and you are expecting 2018 to be much of the same. I can’t imagine what you could possible add to the management meeting agenda other than a shortage of techs and long lead times for equipment. Is there anything to discuss along the lines of preparing for the cycle? Before you answer that, consider what I mentioned previously about this not being a typical business cycle but perhaps a credit cycle you have to deal with. If that is the case…does it change your thoughts about a credit generated recession and how it will impact your business? With a credit cycle, the gurus are saying the business borrowed too much because they could and low interest rates made it comfortable. Add customers into the equation with a much higher subprime portion of total debt and sooner or later someone is going to say I can’t make these payments and drop the keys off at your front desk. From what I read once a few big defaults occur because falling sales deplete cash flow to the point where the debt cannot be serviced, a demand to offload debt will be created, which will decrease asset values because everyone is dumping everything they can to generate cash flow to pay the bills. I do recall 2009 when I was asked to sell off my inventory and rental fleet to generate funds for the banks. I am sure you remember as well. What started me on this topic this month was a paper I read concerning GM and how they borrowed to pay bills because they didn’t earn enough via cash flow from operations. And, a big part of their problem seems to be the net cost of repurchasing leased vehicles. Then I connected the dots to include long-term lift truck leases and any related obligations that a dealer or OEM face to cover shortfalls in actual values versus the residual values used in the deals. From what I hear there is concern regarding the numbers of units coming off lease that were initially leased post-recession.
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Bottom Line So, in terms of this month’s topic, retired lease units may represent the problem…..costs you didn’t anticipate which could cause a decrease in business. A problem? For sure, if you let it be. But how about you covert the problem into an opportunity that generates above average returns. It will take a few bucks to get it done but the returns justify the program if you are positive you have the means to make it work. We are talking about buying some of those retired rental units from the OEM at an attractive price, go through the unit and replace what needs replacing, put a reasonable paint job on the unit and either add it to your rental fleet (and get an additional 5-8 years out of the unit) or sell the unit as a refurbished unit with at least a one-year warranty and an optional extended warranty for the customer to purchase if they so desire. OEM’s may also find this program attractive especially if you buy parts from them to recondition the units. The trick will be to find a lender that will accept the fact that your work has extended the useful life of
the unit and to finance it accordingly. If you prepare a complete file on the work you did on the unit that will help a lot. This type of refurbished equipment is being sold by OEM’s in the construction equipment business. They have zero time on the engines and you get a new plate on the unit certifying the rework and date it reentered the system. Banks are financing them and dealers and rental companies are selling them or adding them to their rental fleets. Play with the numbers…they work. Capitalize the rework repairs following the capitalization policy you have for tax purposes. Talk to your bankers or leasing companies to see what they need to work with you on such a program. Tell your accountant you are going to buy used units and refurbish them to add 5-8 years to the useful life and will be depreciating the costs over a 4-5 year period. The numbers should provide great ROI on shortterm or long-term rental units. Sales margins should be way above average as well. In summary, the more of this you do, the higher your profits, ROA, and ROI; and cash flow improves. Questions? Let me know. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.
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UNIT
YEAR MODEL
MAST
HYD
UNIT
NOTES
IC CUSHIONS 20301 20585 20635 20787 20707 20875 20620
2012 2012 2011 1994 2004 2003 2012
Cat 2C6000 Cat 2C6000 Clark C32CL Hyster S35XL Mitsubishi FGC20K Toyota 7FGCU25 Yale GLC050VX
88/199 88/199 85/189 83/191 78/216 82/189 83/189
3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way
S-S, 42” Forks S-S, LBR, 42” Forks S-S, LBR, Forks S-S, Forks S-S, LBR, Forks S-S, LBR, Forks S-S, LBR, Forks
19835 20794 18842 20751 20118 18962
2012 2005 2011 2010
127/188 84/174 108/220 85/174
4 Way 4 Way 5 Way 3 Way
S-S/F-P, 84” Forks S-S, Forks 5 Way BCS, 4Way
77/170 86/189 90/185 82/188 84/189 84/188 84/187 84/187
3 Way 4 Way 3 Way 3 Way 2 Way 3 Way 3 Way 3 Way
S-S, 48” Forks 4Way, S-S/F-P, 70” Forks S-S, Forks S-S, Forks S-S, Forks S-S, 42” Forks S-S, LBR, Forks S-S, Forks
Hyster H155FT Yale GLP155VX
148/212 123/244
4 Way 3 Way
4Way, IV Carriage, Full Cab S-S, 72” Forks
Linde ETR200 Linde ETR200
0/0 0/0
1 Way 1 Way
115/217 173/303 251/459
3 Way
/ 0/30 0/0 /
2 Way 1 Way 2 Way
98/222 83/189
4 Way 3 Way
Cat GC70K Hyster S80XM Hyster S120FT-PRS Yale GLC080VX
20684 20755 20067
2002 2012 2006 2007 2011 2012 2006 2012
Cat GP25K Clark CQ30L Daewoo G35S-2 Doosan G25E-5 Hyster H50FT Mitsubishi FG15N-LP Toyota 7FGU30 Yale GLP030VX
IC BIG PNEUMATICS 20426 19773
2010 2011
TUGGERS 20639 20763
2008 2008 0 2006 2006
Atlet 125 DTFXG 550 Crown 40TSTN Crown 40TSTN
2016 2011 2012 2011
Bobcat T750 Genie Z30-20N New Holland L223 PowerBoss
2014 2010
Hyster J40XN Yale ERP050VL
Cat E4000 Crown FC4020-50 Hyster E65XN-36 Linde E20C Nissan PE30Y Yale ERC050VG
2012 2012 2011
Hyster E120Z Yale ERC080HH Yale ERC080HH
19900 20511 20392 20259 20343
2000 2000 2008 2000 2010
Cat EP16KT Crown SC4040-40 Hyster J30ZT Linde E15S-02 Yale ERP030VT
83/189 84/240 88/187 90/258 83/187 83/189
3 Way 4 Way 4 Way 3 Way 3 Way 3 Way
S-S, Forks 4Way 4 Way S-S, 45” Forks S-S, Forks S-S, 48” Forks
96/135 88/185 88/185
3 Way 3 Way 3 Way
S-S, LBR, Forks S-S, LBR, 48” Forks 3 Way
83/188 84/240 82/187 82/187 82/187
3 Way 3 Way 3 Way 3 Way 4 Way
S-S, Forks S-S S-S, Forks S-S, Forks 4Way, S-S/F-P, Forks
0/56 90/195 95/213 95/213
2 Way 1 Way 1 Way 1 Way
Forks Pallet Clamp, 42” Forks 42” Forks, Pallet Clamp 48” Forks, Pallet Clamp
95/212 131/302 119/270 95/212
4 Way 4 Way 4 Way 3 Way
S-S, 42” Forks S-S, Forks S-S, LBR, Forks 42” Forks
83/130 84/127 92/186
1 Way 1 Way 2 Way
42” Forks 36” Forks 42” Forks
83/190 88/203 83/190
3 Way 3 Way 3 Way
S-S, 42” Forks S-S, Forks S-S, 42” Forks
0/0 0/0 / 0/0
1 Way 1 Way 1 Way 1 Way
27” x 48” Forks 27” x 48” Forks, 12V Ind. Batt. 27” x 48” Forks, 24V Pack 27” x 48” Forks
17838 20829 20778 20312
2010 2008 2006 2003
Atlet PPC Crown SP3505-30 Hyster R30XMS2 Yale OS030ECN
RIDER REACHES 20594 19761 20520 20112
2007 2007 2012 1999
Crown RR5210-40 Hyster N45ZR Jungheinrich ETR230 Yale NR035ADN
Man up Turret truck
STANDUP COUNTERBAL. 20071 20752 20083
Art. Boom, Jib, 2WD
2004 2012 2004 2006 2005 2004
Big Joe PDM-25-130 Crown SH5540-30 Hyster W40ZC Crown RC3020-30 Raymond Yale ESC030AB
ELECTRIC PALLET JACK
Sweeper 4Way, S-S/F-P, 48” Forks PAINTED, TCP Batt, S-S, 42” Forks
20476 20554 20488 20261
2007 2008 2013 0
Cat WR6000 Crown WP2345-45 Hyster W40Z Nissan EWPN45
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20314 19595 19665
PNEUMATIC ELECTRICS 20318 18968
2011 2006 2012 2006 2003 2010
Man Down Turret, 42” Forks
MISCELLANOUS 20608 20762 20590 19208
NOTES
WALKIE ELEC
VNA ARTICULATING 20512 20650 20651
HYD
3 WHEEL RIDER ELEC
IC PNEUMATICS 20747 20332 20772 20400 20411 19839 20703 19373
MAST
BIG RIDER ELEC
IC BIG CUSHIONS 20744 20050 19824 19015
YEAR MODEL
4 WHEEL RIDER ELEC
5
20426 – 2010 Hyster H155FT, 6096 hrs
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20767 - 2011 HYSTER S120FT, 8184 Hours
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July 2018
17
Human Element
Eric Baker, Caliper Corporation
Five components of developing successful employees You don’t want to hire that employee, do you? Of course not. You want to hire THAT employee. That employee is one who interviewed like a star but turned out to be lazy or needy or disinterested, ultimately creating more work for management and team members than he ever completed himself. THAT employee, on the other hand, is one you wish you could clone because he learns fast, works his tail off and requires little-to-no maintenance. [Note: Caliper does not endorse the cloning of employees.] Most employees land somewhere between these two extremes. We often talk about “hiring and developing the next top performer,” but realistically, you seldom have an unlimited applicant pool or time to wait for THAT employee to show up. Sometimes you have to go for the best possible choice, given your financial, temporal and geographic constraints. You often aim for hiring ‘that’ employee—the one who might not be a superstar but who shows potential to be pretty good—and then make the most of it. Notice that the previous sentence ended with “make the most of it” and not “hope for the best.” Good managers know that developing and leading a team is sort of like gardening: Just as you need healthy soil, the right climate, and plenty of TLC to grow flowers that bloom, you have to supply a positive work environment, stimulating challenges that emphasize employees’ strengths, and an investment in staff development to achieve a consistently excellent performance. While there’s no guaranteed method for developing successful employees, a focus on these five areas can enable companies to maximize results over the employee lifecycle:
Selection – Naturally, a successful employee lifecycle starts with hiring a viable candidate. A preemployment assessment for selection is a worthwhile investment when you consider all the valuable information it reveals about applicants’ motivators and behavioral tendencies. And it helps you dodge the high costs associated with hiring the wrong person (turnover, lost productivity, renewed searching, etc.). Onboarding – If you want your new hires to succeed and stay with the company, their first six months on the job are the most critical from a development standpoint. This is when management should be taking proactive steps to integrate the person not just through training but also through acclimation into the company culture. The more “at home” employees feel, the more likely they are to be productive and loyal. During this period, it’s important to explore their motivations, strengths and performance inhibitors so you can develop a targeted coaching plan and set meaningful and measurable goals. Coaching and development – Take that preemployment assessment report back out of the file. Here’s where it truly starts to pay for itself. Previously, it helped you decide which of your applicants best fit the demands of the position. Now it will help you coach and manage your new employee more effectively. As an example, let’s say the new hire is an account executive in an insurance company who needs to provide support to producers and customers, do some light up-selling and handle a relatively high volume of account-related administrative work. This can be a tricky position from a strengths and motivators standpoint because the employee has to alternately be assertive and helpful as well as quality-minded and structured in task management yet comfortable changing priorities moment by moment. Imagine the assessment indicates that the person is service oriented, organized and conscientious with details, but not so strong in up-selling and overly self-
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Human Element critical and sensitive. If you work in the insurance industry, bells are probably going off in your head right now. You’ve met this person before. But with the assessment in hand, you can proactively identify development areas (how to help this person deal with pressure and recover from setbacks more constructively or how to manage the transition from service-related conversations to take advantage of up-selling opportunities). The assessment results can also guide you in how to deliver coaching by answering questions such as: What kind of message will resonate best? Which coaching approach will tap into the motivators? Which approach might cause retreat? Determining a team role – As technology replaces more and more repetitive tasks, the emphasis on cross-functional teamwork will only increase. And teams will need a diversity of skills, talents and, yes, internal motivators to be most effective. Some people are adept at bringing people together, others are good at generating ideas, and still others are at their best when implementing agreed-upon solutions. Knowing where your new hires fit into the larger collaborative framework will help you assign the work for which they are best suited, simultaneously developing their skills, enhancing their contributions toward a shared effort, and balancing the team. Promotion/succession – With the right people on board and a dedicated investment in coaching and development, you should be able to foster an environment where people feel valued and are productive. You will also be building your bench strength in terms of future leaders and high-level individual contributors. Many employees are content serving the company in their existing capacities, but others have growth aspirations. For the latter group, assessment results will provide ROI once again by identifying beneficial new training opportunities. As people move from individual contributors to leaders, the coaching related to success in their current role might not be enough. With assessment data at your disposal, you know where to begin building the development bridge. Now imagine having assessment results for your entire team. You’d be able to see untapped potential, talent gaps and other performance dimensions that
enable you to plan for the next generation of leaders. If you focus your energy the right way over the lifecycle of your hires, you’ll finally let someone else worry about staffing for a while. You’ve got THAT vacation to take. About Caliper - For nearly half a century, Caliper has been helping companies achieve peak performance by advising them on hiring the right people, managing individuals most effectively and developing productive teams. The accuracy, objectivity and depth of our consulting approach enable us to provide solutions that work for over 25,000 companies. To find out more about how Caliper can help you identify and develop people who can lead your organization to peak performance, please visit us at www.calipercorp.com or call us at 609-524-1200. Email editorial@mhwmag.com to contact Caliper.
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July 2018
19
Sales Trends Jeffrey Gitomer
Aren’t making enough sales? Your numbers will tell you why! There is a sales adage that says: Your chances for success increase in proportion to the number of sales calls you make. It's amazing how the truth can be so simple. If it's so simple, why don't you do it?
Your daily sales log (or computerized sales records) should keep and total the following statistics: • Calls out by type (new, follow–up)
Good fundamental sales skills and solid product knowledge are meaningless unless you see and follow– up the proper number of prospects. A quick check of your numbers will reveal why your sales are booming or slumping.
• Number of follow ups made today
If you appoint and present to ten prospects, two will buy no matter what you do and two won't buy no matter what you do. The other six are on the fence and will buy or not buy as a result of what you say or don't say. A sale will be made either way.
• Dollars contracted for today
Either you sell them on yes, or they sell you on no.
• New appointments made today • Appointments seen today • Sales made today • Dollars collected today • Commissions/dollars earned today Answer these questions. They are the truth about your potential for sales success: • Do you have a hot prospect list daily?
Your follow–up habits and skills are responsible for 80% of your sales.
•A re you doing (and recording) the numbers it takes to make your sales goals a reality?
It boils down to your self–discipline. How good is it? How consistent is it? Without it you should consider an assembly line job, because you won't make it in sales.
• Is your sales pipeline full?
Here are some rules–of–thumb numbers to keep your sales pipeline (and wallet) full: 1. Make ten new prospect calls per day. 2. M ake ten new appointments per week. Preferably by Monday. 3. Make ten follow–up calls per day.
•A re you working on enough prospects to fill your sales goals for the next month? If not, your pipeline isn't full is it? Go back to the seven steps listed above, they hold the key to your sales backlog (and your success). You know what to do, why don't you do it? Here are some reasons why you don't (the answers are provided in parenthesis):
4. M ake one strong presentation in the morning and one in the afternoon.
•Y ou're on your own, and don't know how to do it (poor training, get some soon)
5. T ake prospects or customers to lunch four times a week.
• You're lazy (find new employment)
6. A ttend at least one networking function per week. 7. Keep accurate daily records. If you don't record what you do each day, your ability to follow up is nil.
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• How many prospects are you working on?
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July 2018
•Y ou have poor work habits (you can change them with thirty days of doing it differently) •B ad boss (this is no reason to fail if you are determined enough to succeed) •N o or ineffective reporting system (make a form and do it yourself)
Sales Trends •L ow, poor or unfair compensation package (change jobs) Proof? Go back to the best week you ever had and look at the numbers that made it happen. I guaranty if you work those numbers every week, your sales (and earnings) will soar. All it takes is self–determination and hard work. Selling success is a numbers game... if you see and call enough prospects, per day, per week, per month... you will make sales, and make money. Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com. For information about training and seminars visit www.Gitomer.com or email Jeffrey at editorial@mhwmag.com.
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July 2018
21
Your Business Eileen Schmidt
Combilift celebrates 20 years with new world headquarters, new product and a party In just two decades, leaders of the business Combilift say the company has maintained its Irish roots while also becoming a major presence on the world stage as a manufacturer of multi-dimensional forklifts and long handling solutions. Founded by Robert Moffett and Martin McVicar, both of whom boast engineering backgrounds, Combilift was the result of Moffett and McVicar’s effort to design “the world’s first internal combustion engine powered, all-wheel drive, multi-directional forklift,” the company website said. Today, the company bills itself as a material handling solutions provider. Combilift’s current product lines include: multidirectional forklifts, sideloader forklifts, pedestrian stackers, straddle carriers, poultry and agricultural forklifts, and warehousing forklifts, according to the business website. This year, the business opened a global manufacturing and world headquarters in Monaghan, Ireland to coincide with the 20th anniversary of operation. The new $50 million facility is 500,000-square-feet, housing the company’s 550 employees. “We have employed an additional 230 people since we announced our plans for this factory in 2015 and the combination of this state of the art production plant and the growing skilled workforce will allow us to double production within the next five years,” said McVicar, managing director, in a press release. The statement said the company will be looking to hire skilled technicians, design engineers, logistics and supply chain specialists and workers with mechanical and electrical mechatronics skills. At an official opening of the facility in April, McVicar said the production will double in the next five years, thanks to the state of the art plant and the skilled workforce, according to a company statement. Combilift exports 98 percent of its products to 85 countries through an international dealer network. McVicar said the growth of the operation is due a strategy of mass customization and innovations. “Mass customisation (sic) is the new frontier for both the customer and the manufacturer as customers are 22
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July 2018
increasingly expecting products to be tailored to their requirements,” he said, in the statement, adding that the new facility will allow Combilift to “accommodate any request for a customized material handling solution.” McVicar said Combilift leaders see the operation as more than a forklift manufacturer, but rather a transformer of the transport and logistics sectors. In addition to the new facility, Combilift this year launched a purpose built order picker. The Combi-OP is the first purpose built order picker for long products on the worldwide market, according to a company statement. Some other facts and figures cited in video produced by Combilift include: • 1.3 million pounds of steel used per week • There is a seven-day turnaround from fabrication to final product • A customized truck is produced every 15 minutes • The new warehouse includes 60 welding bays, three automatic shot blasters, and 12,000 pallet locations Eileen Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 12 years. Email editorial@mhwmag.com or visit eileenmozinskischmidt.wordpress.com to contact Eileen.
FOR MORE YOUR BUSINESS ARTICLES GO TO www.MHWmag.com
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July 2018
23
Nuts & Bolts
Acquisitions, expansions & other business news
AAR leader announces 2019 retirement plans
New data: Using propane forklifts can lower emissions
Edward R. Hamberger, president and chief executive officer of the Association of American Railroads (AAR), announced that he will be retiring from the organization in early 2019 after over twenty years of service making him the longest-tenured head of the 84-year-old organization. Executive search firm Korn Ferry has been retained to lead the search for his successor. Hamberger has spent more than forty years focusing on the policies that shape America’s transportation sector, improving infrastructure and enhancing the nation’s rail network. www.aar.org
Companies using propane-powered forklifts can significantly reduce greenhouse gas (GHG), nitrogen oxide (NOx), and sulfur oxide (SOx) emissions, according to a study commissioned by the Propane Education & Research Council. “Propane is already known to be the leader for facility operations needing reliability and versatility from their forklift fuel,” said Jeremy Wishart, PERC director of off-road business development. “The results of this study further reinforce the green advantages of a propane forklift as part of its long list of benefits, which includes a lower purchase price, inexpensive fuel costs, and increased productivity because the equipment never needs to stop working to recharge.” From August 2016 to January 2017, PERC contracted with the Gas Technology Institute (GTI) to execute a comparative emissions analysis study of propane forklifts. The study leveraged tools and reports under GTI’s Carbon Management Information Center consortium, including its Source Energy and Emissions Analysis Tool (SEEAT).
ORBIS® Corporation acquires Hinkle Manufacturing ORBIS® Corporation, a subsidiary of Menasha Corporation, announced that it has acquired Hinkle Manufacturing of Perrysburg, Ohio. Hinkle serves the automotive market with highly engineered custom dunnage designed for part protection. Hinkle also operates a thermoforming plant in Dearborn, Michigan, where it produces trays and other plastic components. Terms of the transaction were not disclosed. Hinkle’s plastic and foam dunnage expertise solves unique protective packaging needs with decades of specialized design experience. Founded in 1962, Hinkle employs 125 at its two locations. www.orbiscorporation.com
www.propane.com
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July 2018
We Handle It All! Setting the Standard in Material Handling Equipment
As World-Class Designers & Manufacturers of Material Handling Equipment, We Offer:
CUSTOM TRAILERS
This one-of-a-kind was just what the customer ordered!
Superior Workmanship • Customized Designs • Competitive Pricing
GENERAL PURPOSE TRAILERS Single end fifth wheel, front automotive or all wheel steering capabilities. Our equipment is of heavy duty, all welded steel construction capable of withstanding the roughest punishment.
SPECIALTY TRAILERS
TRANSPORTERS
Our heavy-duty transporters come equipped with maintenance free battery and charger, pendant control, electromechanical drive and steer with laser scan bumpers as an option. We can build to your specifications or ask about our standard models.
Some material handling jobs are so unique that only customized specialty trailers can be used efficiently. We can design and build any size or capacity from the "ground up" the exact trailer to fit your special needs.
TANK TRAILERS
Give us your specs, chances are we built a similar unit before and with minor modifications, get you what you need.
TRAIL SKIDS
Can double or even triple your forklift's capacity.Plus they are extremely maneuverable.
SCRAP BUCKETS
Our patented PHILLIPS Auto-Dump Bucket will increase efficiency and reduce the cost of handling almost any loose industrial material. Our buckets are available from 1/2 - 20 cubic yards. All operations are handled by the craneman. It cannot be dumped in mid-air or dumped accidentally.
AGV TRANSPORTERS
AGV Transporters are capable of fully automatic operation within your plant and are designed to meet your specifications. These high capacity AGV Transporters are equipped with a multitude of performance and safety features.
CHARGING ATTACHMENTS All PHILLIPS Charging Attachments have available quick disconnect hydraulic couplings bolted to the apron. Heat resistant modifications are done to any model of forklift for your safety.
PHILLIPS PRODUCTS
PHILLIPS PRODUCTS
P.O. BOX 409 IRWIN, PA 15642
T: 724-864-8900 F: 724-864-8909 Email: Dave Felt at dfelt@irwincar.com
Part of the Industrial Sales Group of Irwin Car and Equipment
www.irwincar.com
www.irwincar.com
17255 - Irwin MHW April Ad.indd 1
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1:50 PM
Shifting Gears
Industry personnel and organization news
Additional honorees included:
Crown Equipment names best branches and dealers in North America Crown Equipment Corporation recently celebrated its 2017 best performing company-owned branches and independent dealers in its North American sales and service network. Lift Inc. in Lancaster, Pennsylvania and Crown Lift Trucks in Columbus, Ohio both earned the prestigious James F. Dicke Pioneer Award as the company’s top-performing dealer and branch, respectively. In addition to the Pioneer awards, Crown also recognized company-owned branches and dealers with Summit Awards for outstanding sales and customer satisfaction achievements and Ascent Awards for organizations that performed well and continue to move toward the summit.This is the first Pioneer Award and fourth Summit Award for Lift Inc. “For more than 40 years, our employees have been dedicated to providing the highest level of customer service in the industry. We thank Crown for the award, and look forward to working closely with the company on another successful year in 2018,” said Don Herman, president, Lift Inc. This also marks the first Pioneer Award for Crown Lift Trucks, Columbus, Ohio, and the company’s second Summit Award. “To deliver exceptional results, your focus needs to be on giving customers the knowledge, products and technology they need to meet changing demands and take advantage of growth opportunities. We thank Crown for the continued support and this recognition of our efforts,” said Rusty Edwards, branch manager, Crown Lift Trucks, Columbus, Ohio. www.crown.com
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July 2018
2017 Summit award winners • Lift Inc., Lancaster, Pennsylvania • Material Handling Supply Inc., Pennsauken, New Jersey • Lift Power Inc., Jacksonville, Florida • Action Lift Inc., Pittston, Pennsylvania • Crown Lift Trucks, Columbus, Ohio • Crown Lift Trucks, Dayton, Ohio • Crown Lift Trucks, Evansville, Indiana • Crown Lift Trucks, Ontario, California 2017 Ascent award winners • NorthWest Handling Systems Inc., Portland, Oregon • NorthWest Handling Systems Inc., Seattle, Washington • A.J. Jersey Inc., South Plainfield, New Jersey • Prime Material Handling Ltd., Dartmouth, Nova Scotia • Crown Lift Trucks, Kansas City, Kansas • Crown Lift Trucks, Detroit, Michigan • Crown Lift Trucks, Cleveland, Ohio • Crown Lift Trucks, Sacramento, California • Crown Lift Trucks, Atlanta/Tifton, Georgia • Crown Lift Trucks, Greensboro, North Carolina
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Customized Solutions
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July 2018
27
Shifting Gears
Industry personnel and organization news
President and CEO of Raymond to retire in 2018 With much gratitude, Raymond Handling Concepts Corporation (RHCC), a materials handling equipment supplier in Northern California and the Pacific Northwest, announced Stephen S. Raymond, its president and CEO of 31 years will retire this summer. Raymond has built and executed a vision of trust and lifetime relationships throughout his tenure at RHCC and will leave behind a great legacy that will continue on after his departure. RHCC traces its roots back to Greene, New York in 1922, the year George Raymond, Sr. purchased a foundry and breathed life into The Raymond Corporation. Since then, the Raymond brand of electric forklifts has dominated the world of material handling. Steve Raymond, George Raymond, Sr.’s grandson, started Raymond Handling Concepts Corporation in Menlo Park, California in 1987 after progressing through seven jobs in four locations during his first eleven years, having joined The Raymond Corporation in 1976. Since its founding, RHCC has grown and moved from its original location to Newark, California and finally to Fremont, California, the seat of its corporate headquarters today. With locations in Washington, Oregon, Northern Nevada, Idaho, Western Montana and Alaska, RHCC has become the single source supplier of materials handling and storage equipment and automated systems for any company engaged in warehousing, distribution and manufacturing. The official date for Steve Raymond’s retirement is July 2, 2018. www.raymondhandling.com
Wisconsin Lift Truck and Illinois Material Handling enhance forklift operator training
Wisconsin Lift Truck & Illinois Material Handing expands its safety training portfolio to include virtual reality simulators for purchase or rent, to incorporate into customer training curriculums. Forklift operators experience realistic forklift controls, maneuverability and the challenges of moving product(s) and pallets all in a controlled environment with the use of VR googles. With today’s limited workforce talent, companies must be ready to bring workers onboard whom are new to the industry. To get them up to speed quickly, it’s time to consider a new and innovative approach such as virtual reality. Not only do VR forklift simulators enhance the learning experience of first time operators, they aid in correcting the bad habits of seasoned operators. “Our customers find it most important to be able to educate forklift operators while in a hazard-free environment, and allow as much practice as needed before getting behind the wheel of the real thing. Not only is it a safer solution, virtual reality forklift training is multi-sensory… proving to increase retention while minimizing the time required to train.” said Tony Parsons, operator training manager of Wolter Group LLC. Companies have the flexibility to purchase or rent full simulator units or portable desktop models, of which provide the necessary tools for an enhanced training experience. Rentals are available per day, week, and month, or on a long-term basis. www.woltergroupllc.com
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PARTNER with AIT. Give Your Customers More Than They Expect. Give Them AIT’s Quality and Your Service.
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July 2018
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JOIN AFTERMARKET COLUMNIST
DAVE BAIOCCHI
FORKLIFT INDUSTRY BOOT CAMP Designed for employees NEW to the Material Handling Business 2 Separate Sessions of 90-120 Minutes Next open sessions scheduled: June 26th, 2018 (first) and June 28th, 2018 (2nd) July 11th, 2018 (first) and July 13th, 2018 (2nd) All sessions start 9:00 AM PST. AFFORDABLE! $199.00 for the first participant, $99.00 for each additional from the same dealership. For more information go to www.resonantdealer.com/programs/ onboarding-webinar TO ENROLL: Send the following information to dave@resonantdealer.com 1.) Participant Name and email 2.) Managers Name and email 3.) Name and email for the person providing credit card payment.
Resonant Dealer Services 30
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THE SOURCE FOR INDUSTRY TRAINING July 2018
Shifting Gears
Industry personnel and organization news
Yale donates pallet truck to pet food charity Yale Materials Handling Corporation announces its donation of a Yale® YA55PT manual hand pallet truck to the Pet Food Pantry of Eastern North Carolina. Prior to the donation, Pet Food Pantry accumulated significant operating costs by regularly renting pallet trucks to process deliveries. Yale’s contribution enables them to completely remove that expense and dedicate more resources to their mission. Pet Food Pantry is eastern North Carolina’s only dedicated, charitable pet food resource. The organization’s goal is to prevent the abandonment or surrender of cats and dogs when owners can no longer afford to feed them. It is an all-volunteer, 501(c) (3) non-profit organization that relies completely on donations. The Yale® YA55-PT manual hand pallet truck provides the durability, easy-to-use features and ergonomic design that Pet Food Pantry needs to transport donations. It greatly increases the speed at which staff can handle large donations and its exceptional maneuverability allows the organization to make the most of available storage with tightly spaced pallet loads. www.hyster-yale.com
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QUALITY MATTERS
When “Close Enough” Isn't Good Enough...
QUALITY. PRECISION. PERFORMANCE.
At MVP, we pride ourselves on providing outstanding quality, drop-in replacement parts. We don’t use phrases like “close enough” or “will fit.” Our staff scrutinizes over parts before we add them, making sure that we can be proud to put our name on each one. The extra investment and commitment to quality means your customers will get a part that will fit and perform just as the original did -- making you look like the expert! For over 20 years, equipment dealers and service centers have trusted MVP with their business. You, too, can count on MVP’s PROVEN, quality and performance to make your customers happier and your job easier!
At MVP, You’re the Most Valuable Person!
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July 2018
SIMPLIFY YOUR LIFE
SUCCESS IS EASIER WHEN YOU HAVE A customer-focused supplier that understands your needs. Satisfied, loyal customers that can depend on you. A diversified customer base. Increased bottom line profit. Thombert is your SINGLE SOURCE SOLUTION for less frustration and more profit. Give us a call, kick back, and rest easy. It’s that simple! 316 E. 7th Street N. Newton, IA, 50208
800-433-3572
thombert.com
www.MHWmag.com
July 2018
33
**FORKLIFTS WANTED** We W i l l B u y Q u a n t i t i e s ! C a l l U s W i t h D e t a i l s - We Wa n t Yo u r S u r p l u s S t o c k
2013 TOYOTA 7FGKU40
2012 TOYOTA 8FGCU25
2008 TOYOTA 8FGCU25
Hours: 7,700 (Key Hours)
Hours: 7,000, With Clamp
189”FSV Mast, Hours: 11,000
2 UNITS IN STOCK
1 UNIT IN STOCK
2 UNITS IN STOCK
$
18,500
$
11,900
$
6,900
1998 HYSTER H280XL
2014 TOYOTA 8FG50U
2014 TOYOTA 8FD45U
220” Mast,
133” Mast, Hours: 9,000
132” Mast, Hours: 740
1 UNIT IN STOCK
2 UNITS IN STOCK
2 UNITS IN STOCK
$
49,900
$
16,900
$
30,900
FORKLIFTS & NARROW AISLE EQUIPMENT
AERIAL EQUIPMENT
2007 Toyota 7BRU23, 4,500 lbs., 36V, 270” Mast, Sideshifter (4 in stock)
2006 Genie S40, 500 lbs., Diesel
2010 Toyota 8BRU23, 4,500 lbs., 36V, 270” Mast, Sideshifter (4 in stock)
2007 Genie Z45/25, 500 lbs., Diesel, 45’
2011 Toyota 8FGU15, 3,000 lbs., LP, 189” Mast, Sideshifter
TELEHANDLER
2005 Toyota 7FG25, 5,000 lbs., Gas, 169” Mast, Sideshifter
2006 Terex TH842, 8,000 lbs., Diesel Fuel
1.866.506.2200 • omsh@shoppas.com www.shoppasmaterialhandling.com
15217 Grand River Rd • Fort Worth, TX, 76155 • P: 817.359.1100 • F: 817.359.1110 34
www.MHWmag.com
July 2018
Printed in the U.S.A. ©2018 The Ousset Agency, Inc. wo#5610
Available Used Equipment – More in Stock, Call Omar For Listing
QUALITY& VALUE For Over 50 Years
Power Steering Units Cylinders Pumps Valves
New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts
15600 W LINCOLN AVE P.O. BOX 510269 NEW BERLIN WISCONSIN 53151 PH: 262-641-8000 FAX: 262-641-8010 A SUBSIDIARY OF HADER INDUSTRIES INC.
HYDRAULIC SERVICES AND MANUFACTURING www.haderind.com • e-mail: hadersales@haderind.com
www.MHWmag.com
July 2018
35
Classifieds FOR SALE
Double Headed Operator Cooling Fans
Series 1 Workhorse Single Shift rating
Keep your forklift operators cool and productive all summer!
New Single Phase Chargers 36-volt, 750 AH 48-volt, 600 AH other sizes available Original & Aftermarket Parts for Most Equip.
Full 2 yr. warranty
FORKLIFTS & TIRES
(10 yr. transformer coverage)
713.460.8197 • 800.687.3884 fax: 713.460.5941 www.forkliftsandtires.com
SAVE ON QUANTITY PURCHASE!
• Specialty Material Handling, Inc.
•
The
Experts
Used 3-phase chargers also available
ARCON EQUIPMENT INC We Accept
(440) 232-1422
www.ArconEquipment.com
Bought & Sold, Rentals, New & Used Parts, Appraisals, Technical Support
Gregg Zdan (734) 641-1800 www.useddrexels.com Associated with DREXEL Industries since 1972
•
•
LOOKING TO BUY THE NEXT CLASSIFIED AD DEADLINE IS
BATTERIES WANTED
FRIDAY, JUNE 29TH
Industrial Forklift Batteries and Chargers In Good Condition!!
OHIO RACK
Call Us With Your Off-Lease Or Fleet Surplus Equipment.
Portable Stack Racks Flexible Packaging
ARCON EQUIPMENT INC.
800-344-4164 Fax 330-823-8136
440-232-1422
www.ArconEquipment.com
36
www.MHWmag.com
We BUY & SELL NEW & USED
Email: ohiorack@cannet.com
www.ohiorack.com
July 2018
CALL ALVA OR DEAN FOR RATE INFORMATION AT
877.638.6190
View these pieces of equipment & more on
www.MHconX.com Text the Web ID to 27414 for more equipment details.
6VVT
Text the
1
3KVN
1
5PWF
5
Web ID to 27414 STK# GC50200 Alta Equipment Company 2007 Hyster S50FT Livonia MI (844) 256-9684
More photos available
5Q9G
5
STK# 20782 The Forklift Pro 2015 Yale MPE060LV Pineville NC (877) 725-4461
3KS4
1
STK# 18411 Ohio Lift Truck, Inc. 2009 Yale GLC080VXN Grand River OH (440) 354-1444
05Z7
2
STK# 00004 Turner Industrial Battery CROWN 40WTT DALTON GA (706) 272-0178
5QC6
STK# 50295 Ohio Lift Truck, Inc. 2007 Yale ERC100HHN36TV108 Grand River OH (440) 354-1444
5
STK# 20784 The Forklift Pro 2015 Yale MPE060LV Pineville NC (877) 725-4461
3FE2
1
STK# 18757 Ohio Lift Truck, Inc. 2009 Hyster E60XN-33 Grand River OH (440) 354-1444
9NI2
4
STK# RR1124 MH Equipment Company 2010 Hyster E50XN Des Moines IA (888) 564-2191
9NHC
STK# 20752 The Forklift Pro 2005 RAYMOND R40C40TT Pineville NC (877) 725-4461
1
STK# XX0048539 MH Equipment Company 2012 Hyster S135FT Des Moines IA (888) 564-2191
0COU
1
STK# 21030 Worldwide Forklifts Inc. Nissan CPH01A18PV Fort Lauderdale FL (800) 648-1891
3KUE
1
STK# 50291 Ohio Lift Truck, Inc. 2007 Yale ERC100HHN36TV108 Grand River OH (440) 354-1444
BEY5
8
STK# 2EQ11138 H&K Equipment 2009 Taylor TX4-300 Coraopolis PA (800) 708-9765
AXP4
1
STK# XX0048096 MH Equipment Company 2012 Hyster H60FT Des Moines IA (888) 564-2191
3KRL
1
STK# 50235 Ohio Lift Truck, Inc. 2006 Yale ERC080HHN36TV096 Grand River OH (440) 354-1444
Msg & Data Rates May Apply; Ts & Cs, and Privacy Policy: http://autoconx.com/terms
The
BETTER WAY
to buy & sell equipment! www.MHWmag.com
July 2018
37
RackmedX™ Repairs + Protects Damaged Pallet Storage Racks 20 Year 100% all time safety record. Components and nationwide repair services. Our Repair +Protect technicians average 15 years experience repairing damaged racks in every environment including freezers. No unloading required in most cases.
WORK HARD
BE PROUD
For more information about our products and services contact us at 800-708-1249 or sales@rackmedx.com and visit our web site at www.rackmedx.com.
SUCCEED
PREMIUM COMPONENTS & PROFESSIONAL SERVICE Direct Ben (projects) 901-378-2309
Direct Jim (sales) 901-378-2308
Rackmedx™, RackmaX™ and EconomaX™ are Trademarks or DC Service Systems, Inc
RackmedX™ Repairs + Protects Damaged Pallet Storage Racks 20 Year 100% all time safety record. Components and nationwide repair services. Our Repair +Protect technicians average 15 years experience repairing damaged racks in every environment including freezers. No unloading required in most cases.
WORK HARD
For more information about our products and services contact us at 800-708-1249 or sales@rackmedx.com and visit our web site at www.rackmedx.com.
BE PROUD SUCCEED
PREMIUM COMPONENTS & PROFESSIONAL SERVICE Direct Ben (projects) 901-378-2309
38
www.MHWmag.com
Direct Jim (sales) 901-378-2308
July 2018
Rackmedx™, RackmaX™ and EconomaX™ are Trademarks or DC Service Systems, Inc
New Products
See more new products online at www.MHWmag.com
Raymond announces walkie pallet truck with double-power capacity lithium-ion battery The new Raymond® Model 8250 AC walkie pallet truck with 24-volt, 156 ampere-hour Light EV Battery Pack was built specifically for the Raymond Model 8250. The double-power-capacity lithium-ion battery pack has been UL 2271 listed. The Model 8250 with lithium-ion battery is an intelligent truck and pack offering, providing CAN communication that allows data exchange between truck and lithium-ion battery pack, providing operator feedback in the form of fault codes displayed on the truck’s control handle, as well as audible and visual alarms if charge is required or low. www.raymondcorp.com
New forklift scale has wi-fi weight indicator A versatile fork lift scale that can be used for check-weighing and tracking applications and can store records as well as upload data in real-time to a computer network has been introduced by Alliance Scale, Inc. The Alliance Rice Lake CLS-420 Fork Lift Scale mounts directly onto a fork carriage, has a 5,000 lbs. capacity and features a wireless WI-FI indicator and controller that mounts directly in the cab. Ideally suited for a wide range of checkweighing and tracking tasks, this NTEP-certified scale features a full numeric keypad for manual tare entry, 1MB memory, anRS232 port, and can log up to 10,000 records and upload data in real-time. www.alliancescale.com
Jamco first to achieve updated FM approvals Jamco Products announced that their line of safety flammable cabinets are now certified to the new FM approvals Class 6050 - storage cabinets for ignitable (flammable) liquids. These cabinets are designed to safely store and protect flammable liquids. Factory Mutual (FM) Global sets the industry standard with an independent 5 step product testing process to ensure approved products meet the highest safety standards. In addition, these cabinets also meet OSHA and NFPA code 30 standards, and are manufactured in the USA. Jamco Safety Flammable Cabinets feature all-welded doublewall 18 gauge construction with 1-1/2" insulating air space. Doors are double-walled 14 gauge outside and 18 gauge inside. www.jamcoproducts.com
Dematic introduces robotic piece picking module Dematic introduces its robotic piece picking module designed to improve accuracy and productivity during the last touch — the point where items of varying sizes and shapes are processed by hand — of the fulfillment process. Traditionally, the last touch has been a manual process, but the robotic piece picking module completes the automation of the fulfillment chain. The module selects, grips, lifts and places individual items of varying sizes into containers or bins to complete a shipment. It delivers pick rates of 600–1,200 items per hour ensuring on time delivery of a wide variety of SKUs, such as personal care items, cosmetics, packaged food, office supplies and variety of other package types, shapes and fragility. www.dematic.com
New Raymond solution weighs product on forks Increase productivity on every load by weighing product directly on the walkie pallet forks. The Raymond® Model 8210 with factoryinstalled, fully integrated mobile weigh scale options is available in two configurations: a legal-for-trade configuration in adherence to the National Type Evaluation Program (NTEP) or in a non-NTEP configuration. The NTEP is administered by the National Conference on Weights and Measures, which has established a uniform set of criteria and test procedures for the evaluation of commercial weighing and measuring devices. NTEP scales are designed for commercial weight sensing and must be certified by the appropriate local U.S. governing office. www.raymondcorp.com
Apem's TS Series available with LED backlighting style actuator APEM, Inc. will expand its TS series Thumbstick range to include an LED backlighting option. The TS series is a miniature joystick featuring contactless Hall effect technology to provide long life proportional control. With a total current draw no greater than 16 mA, the new LED Thumbstick option is ideally suited for wireless remote control applications where visibility is low and battery life and power consumption are critical. The Thumbstick’s new backlighting option utilizes an overmolded polycarbonate “Castle” style actuator to effectively diffuse the LED and provide illumination over a wide viewing angle. Both red and blue color options are available. www.apem.com www.MHWmag.com
July 2018
39
New Products
See more new products online at www.MHWmag.com
Parcel unloader integrates with wide range of automated systems
Pettibone introduces Extendo 944X Telehandler
Parcel Unloaders from Southworth Products Corp are the fast, efficient way to get parcels from a wide variety of containers on to conveyors and automated sortation systems. They can be used for all types of parcels including boxes, bags, and mail and accommodate all types of containers including gaylords, canvas/vinyl hampers, and plastic carts. Parcel Unloaders feature PLC controls to simplify integration with any conveyor/sortation system. In operation, the Parcel Unloader is fed with a container from the rear, then the entire container is tilted up to 130 degrees to allow items to slide out onto the conveyor. www.southworthproducts.com
The next generation Extendo 944X telehandler builds upon Pettibone’s traditional rock-solid design, delivering the same ruggedness and dependability while providing several new design enhancements for contractors and rental operators working in construction, masonry, supply yards and more. The Extendo 944X is powered by a 74-horsepower Cummins QSF 3.8 Tier 4 Final diesel engine that features a DOC muffler and requires no diesel exhaust fluid (DEF). Mounted on a side pod, the engine offers easy service access while allowing excellent curbside visibility and ground clearance of 18 inches. A 117-horsepower option is also available. www.gopettibone.com
Arrow Material Handling Products announces the Fork Shield Forklift fork design and construction has developed immensely over the last 100 years. However, the most common fork damage occurs at the heel of the fork. Fork Shields are designed to protect the most vulnerable part of the forklift fork from nicks, gouging, accidental damage and resulting stress cracks. By using these easily mountable protection devices, forklift forks last significantly longer and protect against costly early replacement. Fork Shields are available in three different sizes depending on the width and thickness of the fork in use. Fork shields are sold only in pairs and are easily mountable directly onto the forks. www.arrowacq.com
Kardex Remstar introduces new remote support platform From storing small parts to large, heavy tools, Kardex Remstar dynamic storage solutions allow an organization the ability to keep inventory all in one place. The new Shuttle XP Vertical Lift Module (VLM) is integrated with Power Pick Global inventory management software and Pick-to-Light technology. There are two features included in the new remote support platform. First, remote assistance, which manages remote diagnostics, allowing for simple maintenance requests to be performed remotely instead of onsite reducing downtime. Secondly, remote analytics, which gives users access to machine data anywhere via a web browser. This analysis tool guarantees a high level of process reliability for storage unit operations. www.kardexremstar.com 40
www.MHWmag.com
July 2018
Handle four drums at once for high-volume drum handling Liftomatic Material Handling, Inc. now offers attachments to handle up to four drums at once. Liftomatic offers two forkliftmounted attachments suited for highvolume drum handling. The attachments do not require hydraulic or electrical connections. Both units are capable of handling 1, 2, 3 or 4 rimmed steel, poly and fiber drums with a total load capacity of 8,000 pounds. The LOM-4 units come in two configurations to handle up to 4 drums at once. The model L4F can handle 1, 2, 3 or 4 drums and is useful for mixed loads, single stacking in trucks and trailers and for fill-line movement. The model S4F handles 4 drums at a time only, for double stacking in trucks and trailers where overall height is limited. www.liftomatic.com
UNEX Manufacturing introduces online configurator to speed custom designs The easy-to-use design tool generates a 3D image and bill of materials for users’ custom carton flow solutions. The online configurator quickly and easily lets users configure a Span-Track solution from the ground up by themselves, accelerating the turnaround time for custom-fit materials handling equipment that can speed fulfillment and throughput in the warehouse, distribution center or manufacturing line. Users begin to create their designs with the UNEX Configurator by inputting the dimensions to match their existing racks, along with the name of the pallet rack beam manufacturer and type of upright needed. www.unex.com
YOUR MATERIAL HANDLING
SOURCE DIRECTORY
For a direct link to these websites, visit www.MHWmag.com and click on the corresponding display ad under the category you are browsing.
▶ Allied Products ▶ Attachments & Access. ▶ Auctions ▶ Automated Storage Systems ▶ Automatic Identification Equip. ▶ Batteries/Chargers ▶ Container Storage ▶ Controls & Information Handling Systems ▶ Conveyors ▶ Customer Fabricators ▶ Distributors ▶ Drug Testing Compliance
▶ Dock Equipment ▶ Drum Handlers ▶ Electrical/Electronic Controls ▶ Engines ▶ Finance Companies ▶ Fluid Power Equipment ▶ Insurance Companies ▶ Inventory & Production Control Systems ▶ Inventory And Bar Coding ▶ Lift Tables ▶ LP Gas Distributors
▶ ATTACHMENTS / ACCESSORIES
▶ Mechanical Power Transmission Equipment ▶ Non-Powered Floor Equipment & Access. ▶ Other ▶ Overhead Lifting Equipment & Access. ▶ Packing And Equipment ▶ Pallet Jacks ▶ Plant Facilities Equipment ▶ Parts ▶ Plant Yard Equipment
▶ Powered Industrial Trucks ▶ Rack/Shelving ▶ Rentals ▶ Repair Services ▶ Robots, Automated Equipment ▶ Safety Products ▶ Seats ▶ Storage Equipment ▶ Sweepers Scrubbers & Brushes ▶ Tires/Wheels ▶ Training Education/Assoc. ▶ Transportation & Hauling Equipment ▶ Warehouse Management
▶ BATTERY / CHARGERS
• Pallet Truck Modifications • Turret Mast Attachment • Mechanical Attachments • Special Design Request and Much Much More...
www.tvh.com (800) 255-4109
www.superioreng.com
www.tvh.com
▶ CONTAINER OPTIONS ▶ Container Storage •
(800) 255-4109
• •
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
800-939-DYNA (3962) www.dyna-rack.com
▶ Forks 119 Sizes
Specials Available Chicago & CA Stock
ATLAS INTERNATIONAL LIFT TRUCKS 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web: www.atlasd2d.com
▶ DISPLAY RACK AND SHELVING
Corrugated Steel Rack Deck Punch Deck ® • Solid Deck Economical • Strong • Easy Install • Fast Delivery Painted • Galvanized • Stainless Steel
DACS
inc.
800-909-4937 dacsinc.com ▶ BATTERY / CHARGERS
▶ DISTRIBUTORS
Contact sales@xpb.ca
Celebrating over a decade as the global leader in New, Used and ReConditioned Industrial Battery Technology and Accessories.
@FADNetwork
www.MHWmag.com
info@findadistrubutor.com
July 2018
41
▶E LECTRICAL / ELECTRONIC CONTROLS
▶ Pallet Truck Parts
FLIGHT SYSTEMS INDUSTRIAL PRODUCTS New & Remanufactured Controllers, FSIP Battery Chargers, Displays & Joysticks 1-800-333-1194 Exclusive Distributor of the www.fsip.biz Xtender Battery Regenerator
www.tvh.com (800) 255-4109
▶ Manufacturer/Suppliers
▶ ENGINES (REMAN)
www.tvh.com (800) 255-4109
Reman Engines/Gas, LP & CNG
800-447-3967 | www.charnor.com
Fo r kl i f t En g i n ePa r t s .c om Highest Quality Engine Kits, Cylinder Heads and Parts from the Industrial Engine Specialists since 1971 K21 Nissan
H20-II Nissan
F2 Mazda
4G63 Mitsu
K25 Nissan
H20 Nissan
FE Mazda
4G64 Mitsu
and Many other parts & kits available
▶ Manufacturer/Suppliers and Transmissions
SAME DAY SHIPPING
215.773.9111
Reman Engines, Transmissions, Drive Units, Steer Axles & Differentials
800-447-3967 | www.charnor.com ▶ LIFT TABLES ▶ Steer Axle Assembly
www.tvh.com (800) 255-4109 Steer Axles
800-447-3967 | www.charnor.com ▶P ALLET JACKS ▶ Pallet Trucks
▶ Tires/Wheels EZ-Lift Quality Scales and Scissorlifts too Chicago & CA Stock
ATLAS INTERNATIONAL LIFT TRUCKS 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web: www.atlasd2d.com
▶ Pallet Jacks
VULKO TREAD
THE BEST POLYURETHANE WHEELS AND TIRES
AVT
AMERICAN VULKO-TREAD CORPORATION
690 Chase Ave., Elk Grove, Illinois 60007 Phone: 847-956-1300 • Fax: 847-956-1339 • 800-323-6052
Website: www.avt.us • E-mail: avtsales@avt.us
▶ Emission Analyzers Visit our website to learn more about reducing carbon monoxide (CO), saving fuel and operating equipment at peak performance.
www.tvh.com (800) 255-4109
42
www.MHWmag.com
July 2018
...The Exhaust Experts Phone: 847-487-2780 • www.blankeindustries.com
▶P OWERED INDUSTRIAL TRUCKS
▶ STORAGE EQUIPMENT ▶ Carts
800 Trucks In Stock
All Makes and Models Chicago and California Stock
•
ATLAS INTERNATIONAL LIFT TRUCKS
•
•
1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web: www.atlasd2d.com
800-939-DYNA (3962) www.dyna-rack.com
▶ RACK / SHELVING ▶ New
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
▶ TIRES / WHEELS • • •
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
800-939-DYNA (3962) www.dyna-rack.com
VULKO TREAD
THE BEST POLYURETHANE WHEELS AND TIRES
AVT
AMERICAN VULKO-TREAD CORPORATION
690 Chase Ave., Elk Grove, Illinois 60007 Phone: 847-956-1300 • Fax: 847-956-1339 • 800-323-6052
Website: www.avt.us • E-mail: avtsales@avt.us
▶ REPAIR SERVICES ▶ Motors (Electric)
Lift Up Your Business
...is the solution to all your Electric Lift Truck Motor needs. New • Rebuilt • Exchange • Motors • Armatures • Parts 8 Locations Coast to Coast 800-435-9346
✸Industrial Pneumatics-Radial & Cross-Ply ✸Super Elastic Resilient ✸Press-On Bands ✸Multi-Purpose Tires (MPT) 877-235-0102
www.continental-specialty-tires.us
Industrial Tire
www.warfieldelectric.com
▶ Transmissions
ADVERTISE IN OUR SOURCE DIRECTORY! Reman Transmissions, Drive Units, Differentials & Torque Converters
800-447-3967 | www.charnor.com
▶ SAFETY PRODUCTS
www.tvh.com (800) 255-4109
NEXT AD DEADLINE:
FRIDAY, JUNE 29TH CALL ALVA OR DEAN AT
877.638.6190
www.MHWmag.com
July 2018
43
Resonant Dealer Services
GET YOUR WHOLESALER
FASTER
Dave Baiocchi | 209.652.7511
m dave@resonantdealer.com w www.resonantdealer.com
$10
July 2018 .com www.MHWmag Specialty ee-Owned An Employ
Inc. International, Publications
Magazine
FORKLIFT INDUSTRY BOOT CAMP l. Please rush! dated materia ster: This is ATTN.: Postma
0725 IA 52004-
June 26th, 2018 (first) and June 28th, 2018 (2nd) July 11th, 2018 (first) and July 13th, 2018 (2nd)
e Requested Change Servic
Next open sessions scheduled:
que, 725 •Dubu P.O. Box
2 Separate Sessions of 90-120 Minutes
Prsrt Std e US Postag PAID Wholesaler
Designed for employees NEW to the Material Handling Business The Dealers’
ble Racks
Porta Source For
™
M AVAILABLE STOCK PROGRA uct with Dyna Racks!
e Stack and Stor
Your Prod
stance Call For Assi
Subscribe to receive your monthly issue up to one week faster by getting it sent First Class!
! ge Problems Your Stora In Solving
pricing literature and
call information,
62) YNA (39 k.com 800-939-D @dyna-rac • email: sales
For additional
-rack.com www.dyna
All sessions start 9:00 AM PST. AFFORDABLE! $199.00 for the first participant, $99.00 for each additional from the same dealership. For more information go to www.resonantdealer.com/programs/onboarding-webinar
Go to www.MHWmag.com, call 877.638.6190 or scan this code
TO ENROLL: Send the following information to dave@resonantdealer.com 1.) Participant Name and email 2.) Managers Name and email 3.) Name and email for the person providing credit card payment.
Advertiser’s Index ADVANCE METALWORKING COMPANY, INC.. . . 16
GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . . 5
ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 10
H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 16
AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 29
HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 35
ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 19
HC FORKLIFT AMERICA CORP. . . . . . . . . . . . . . . 32
SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 11
BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . . 8
INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . 27
SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . 34
BEATON INDUSTRIAL. . . . . . . . . . . . . . . . . . . . . 14
JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 12
STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 23
DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
KION NORTH AMERICA CORPORATION . . . . . . . . 2
SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . 13
DC SERVICE SYSTEMS INC. RACKMEDX. . . . . . . 38
MAC RAK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 45
SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 21
DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
MEIJER HANDLING SOLUTIONS, INC. . . . . . . . . . . 4
THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 15
ECOTEC LTD. LLC. . . . . . . . . . . . . . . . . . . . . . . . 11
MHCONX.COM. . . . . . . . . . . . . . . . . . . . 17, 21, 37
THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 33
ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . . 9
MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . 47
TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11, 48
FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3, 27
MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 31
VESTIL MFG. CORP. . . . . . . . . . . . . . . . . . . . . . . . 7
FORKLIFTS & EQUIPMENT. . . . . . . . . . . . . . . . . . 13
NOBLELIFT INTELLIGENT EQUIPMENT CO., LTD..38
WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 46
PHILLIPS MINE & MILL, INC. (IRWIN TRANSPORTATION). . . . . . . . . . . . . . . . . . . . . 25 RESONANT DEALER SERVICES . . . . . . . . . . . . . . 44
MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 44
www.MHWmag.com
July 2018
Introduces
“Team-Up” Safety Initiative E F A S N U T R O P E R & RECOGNIZE S N IO IT D N O C K C A R STORAGE REPAIR WHEN:
COLUMN
STRUT
corner deflection is greater than ½"
down aisle deflection is greater than ½"
front to back deflection is greater than ½"
missing or torn struts broken welds
diagonal deflection is greater than ½"
horizontal deflection is greater than ½"
FOOTPLATE sheered or missing
loose anchor nuts
twisted/ missing anchors
disengaged or damaged beam end plate
LOAD BEAM
missing or damaged safety clips/ retainers
damaged
To purchase posters and to get additional information on storage rack safety, visit
ctIoN bEAM DEfLE Standard:
Reference d with product When the beam is loade than the allowable s and bend down more be replaced. deflection, the beam must ALLoWAbLE LENGtH of bEAM = DEfLEctIoN 180
MacRakSafety.com Deflection Gap
Examples: 1/2" 96" ÷ 180 = .53" or 13/16" 144" ÷ 180 = .8" or
Reference Line
s
.1 - 2012 specification
Based on RMI/ANSI 16
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