Our high-quality parts help keep your machine in top condition, but that’s only part of a safe and efficient operation. Ongoing training for you and your team is important. Plus, the skills gained save your organization time and money.
TVH University provides practice-oriented technical training courses suitable for machines such as forklift, telehandlers, mobile elevating work platforms, and small earth-moving equipment to KEEP YOU GOING.
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Elevate Your Expertise at MHEDA’s 2025 Convention & Exhibitor Showcase
“I do today what people won’t, so I achieve tomorrow what other people can’t.”
- Daymond John CEO and Founder of FUBU, Entrepreneur and Shark Tank Investor
Join industry leaders, innovators, peers AND Daymond John at MHEDA’s 2025 Annual Convention & Exhibitor Showcase, taking place April 26-30 at the JW Marriott Tampa Water Street Hotel. This premier event is your opportunity to gain cutting-edge insights, strengthen professional connections, and stay ahead in the rapidly evolving material handling industry.
Engage with renowned keynote speakers, participate in interactive workshops, and explore innovative exhibitor showcases—all designed to provide actionable strategies that drive success. Learn from top industry experts as they share their perspectives on emerging trends, leadership strategies, and best practices that can transform your business. Our speakers this year include not only Daymond John they also include former White House CIO Theresa Payton, former head of Go-to-Market at OpenAI Zack Kass and the co-founder of MTV’s The Buried Life Movement, Ben Nemtin. We are bringing the best and brightest innovative thinkers to energize leaders in the Material Handling Industry for the opportunities of tomorrow.
Beyond the sessions, take advantage of unparalleled networking opportunities Connect with industry executives, decisionmakers, and like-minded professionals who share your passion for growth and innovation. Exchange ideas, gain new perspectives, and build relationships that can shape your future success.
Don’t miss this opportunity to expand your knowledge, sharpen your skills, and grow your professional network. Explore the full agenda and register today at www.mheda.org
Energizing Keynote and Main Stage Sessions
“Stop waiting for the perfect time, the perfect time is now.”
- Ben Nemtin Co-founder of MTV's The Buried Life Movement Fundamentals for Success in Business and Life
Through his many successes as well as failures, Shark Tank Investor and CEO and Founder of FUBU Daymond John has learned a few things about getting the best out of business and life. The keys to success include learning how to establish the right mindset and following a few fundamental principles, Daymond John’s “S.H.A.R.K Points”. This session will energize and inspire you.
The Future is Now: How to Leverage AI and Tech Innovations to Reshape your Business and Cybersecurity
It’s possible to turn the tables on cybercriminals. Former White House CIO, Founder & CEO at Fortalice Solutions Theresa Payton takes a deep dive into real-world cases along with live AI demonstrations that show how criminals attack and how to future-proof your company from cyber-attacks. Gain clear strategies to thrive in today’s digital landscape.
Make the Impossible Possible
Co-founder of MTV's The Buried Life Movement Ben Nemtin reminds us that it’s never too late to leave your impact on the world. Whether you need to set bigger goals or reach the ones you already have, Nemtin will help you get from ambition to accomplishment. His system of achieving impossible goals demystifies daunting tasks by turning dreams into action.
AI: The Next Renaissance
Embark on a journey through the transformative power of AI with Former Head of Go-to-Market at OpenAI Zack Kass. This presentation highlights how technology is reshaping industries, organizations, and our very way of life. Gain insight into the latest technological advancements and understand AI’s trajectory and its profound implications for both businesses and individuals.
The Economy
2025 and beyond will present opportunities and challenges to business leaders. Brian Beaulieu, Consulting Principal and Chief Economist, ITR Economics will step briefly out of retirement to discuss the actions to take to get your company ready. Gain insights into the various domestic and global landscapes to position your company for maximum return through the coming years.
Enlightening Breakout Sessions
“Courage, vision, wisdom, and empathy are immutable human qualities that AI will not replace.”
- Zack Kass Former Head of Go-to-Market at OpenAI
Leading Relationships
Learn the skills needed to build relationships strong enough to handle the pressures and tensions inherent in building, leading and being part of a collaborative team. Presented by Steve McClatchy, Keynote Speaker and Author
I'm Too Busy! How to Execute Growth Initiatives
Learn how to quickly determine how well your organization is prepared to both run their day jobs while simultaneously executing growth projects. Presented by Andrea Jones, CEO of The Executagility® Company
Disruption-Proof Your Business for the Workplace of Tomorrow
This session is ideal for leaders navigating the impact of labor market disruption, grappling with worker shortage, and seeking ways to minimize future workforce risks. Presented by Claudia St. John, Founder and CEO of The Workplace Advisors™
2025 and Beyond: Strategic Moves for Business Growth and Sustainability
Review some of the biggest issues facing business leaders and gain insight on how to successfully navigate these challenges. Presented by Gene Marks, CPA, National Business Columnist and Author
Three Tips for Big Change
Nothing is certain except change. Learn the stages of change for individuals, how to develop a high-level change plan and apply change
management best practices to drive business results. Presented by Andrea Jones, CEO of The Executagility® Company
Empower Your Workforce for Success
This session is ideal for leaders wanting to improve employee performance and motivate those they lead. Presented by Claudia St. John, Founder and CEO of The Workplace Advisors™
Get the Meeting No One Else Can
How can you hyper-personalize your message so it gets noticed? When you know more, you'll find the right opportunities, at the right time, with the right message to get meetings with decision-makers. Presented by Sam Richter, founder and CEO of SBR Worldwide/Know More
2025 Material Handling Business Trends Roundtable Discussions
Join fellow industry professionals for an interactive and insightful exchange of ideas at the 2025 Trends Roundtable Discussions. This engaging session offers a unique opportunity to connect, network, and collaborate with peers as you explore the most pressing challenges and emerging opportunities shaping the material handling industry.
Through facilitated discussions, you’ll gain valuable insights from diverse perspectives, share your own experiences, and discover innovative strategies that can drive success in your business. Whether you’re looking to stay ahead of industry shifts, exchange best practices, or build meaningful connections with like-minded professionals, these roundtable discussions provide a collaborative environment where learning and networking go hand in hand.
Discover and Connect at the Exhibitor Showcase
The Exhibitor Showcase is not a trade show, it’s a dynamic networking experience designed to keep you at the forefront of the material handling industry. Explore the products, technologies, and services that are shaping the future of the industry and connect with nearly 100 leading companies ready to help you drive business success.
As a convention attendee, you’ll have the exclusive opportunity to engage with industry experts, discover innovative solutions, and build
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meaningful connections that can elevate both your professional growth and your company's competitive edge. Don’t miss this chance to expand your knowledge, strengthen your network, and make the most of your convention experience!
Exciting Networking Opportunities
Liz Richards Scholarship Golf Tournament
Join us for an exciting day on the green at our 1st annual Liz Richards Scholarship golf tournament, where camaraderie meets competition! This event offers a perfect blend of networking and friendly rivalry, set against the backdrop of the beautiful TPC Tampa Bay golf course. Don’t miss this chance to showcase your skills, support a great cause, and create lasting memories.
Havana Nights – Opening Party Cruise
Enjoy the beautiful Tampa Bay waterfront aboard Florida’s largest dining yacht! Set sail in luxury aboard a stunning vessel featuring breathtaking views and beautiful open-air decks, all while networking with fellow MHEDA members. Join us for an evening of dinner, drinks and interactive entertainment.
MHEDA Gives Back
MHEDA Gives Back is an interactive, fun activity where attendees will gather and assemble items to help local children in need.
Exhibitor Showcase Happy Hour
Enjoy more networking, beverages, snacks, and the chance to win prizes at MHEDA’s Exhibitor Showcase Happy Hour.
Tampa Beats and Brews
Savor an evening of sampling a variety of craft drinks from local breweries, paired with delicious food stations to satisfy every taste. Enjoy the lively atmosphere with a DJ spinning your favorite tunes or take advantage of designated areas for networking and conversations. It’s the perfect blend of fun to have with your MHEDA friends!
Enjoy Local Tampa Attractions
MHEDA makes it easy to enjoy Tampa’s best by organizing fun local tours.
City Showcase Bike Tour
On this 8-mile leisurely tour, you’ll see and learn about historical and notable locations throughout the city. Along the way you’ll explore Tampa’s Riverwalk, Downtown, Old Hyde Park, Beautiful Bayshore Blvd, Harbor Island and more.
Hyde Park Food Tour
This one-of-a-kind food tour experience features great tastings and drinks, while enjoying Tampa’s historic architecture and scenic waterfront. This experience includes stops at four local restaurants, each showcasing the city’s unique flavors and charm.
Historic Columbia Restaurant
For more than 119 years, the Columbia Restaurant has served Spanish-Cuban cuisine to the state of Florida, using family recipes and tradition. Enjoy this award-winning cuisine while learning about the history of this famous Tampa restaurant.
Register Today!
So many learning, networking and fun activities are planned at MHEDA’s 2025 Convention! We look forward to seeing you April 26-30 in beautiful Tampa. For details and to register, visit www.mheda.org or contact the MHEDA team at connect@mheda.org or call 847-680-3500.
At Tires International Corp., we offer a variety of solid tires for forklifts, telehandlers, skid steer loaders as well as larger loaders and other construction equipment. If you don’t see the tire you need on our website or need help in making your selection, call us. We’re always ready to help!
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Is your dealership prepared to take on the electrification market shift?
As we enter the second quarter of 2025, the material handling industry continues to see the trend toward electrification and sustainability initiatives. While regulatory pressures have fluctuated, more end-users want to transition their forklift fleets to electric models over internal combustion engine (ICE) units. This shift is not confined to one region—it is reshaping fleet policies and dealership strategies nationwide as companies seek cleaner, more cost-effective equipment solutions. As a result, dealerships and service providers must adapt their strategy to support customers switching to electric-powered fleets.
Electrification isn’t just about compliance, it’s a fundamental market shift affecting how dealerships sell, service, and support their customers. While much attention is on new equipment sales, the real impact will be felt in service and parts departments, where traditional ICE-driven revenue streams are evolving.
This transition brings both challenges and opportunities to dealerships. How can service and parts managers prepare for an electric-dominated market? What strategies will sustain and grow their aftermarket business? Let’s explore how these departments must adapt to the demands of electrification.
Service Departments
Electric forklifts have fewer moving parts than their ICE counterparts, which means fewer traditional service visits. No more oil changes, fuel system maintenance, spark plug replacements, or exhaust system repairs. This shift challenges service departments that rely on recurring maintenance work to drive revenue. However, there are several strategies dealerships can use to stay relevant in the electrified market.
1. Shift to Predictive and Proactive Maintenance
Instead of focusing on reactive repairs, service departments should shift toward predictive maintenance strategies that leverage technology and data analytics. This approach minimizes unexpected downtime and helps customers
extend the lifespan of their electric forklifts, ensuring optimal performance over time.
One key area of focus is battery health monitoring. Many modern electric forklifts have smart battery management systems (BMS) that track charge cycles, temperature fluctuations, and capacity degradation. By offering remote battery monitoring services, dealerships can proactively alert customers to potential issues before they escalate into costly repairs or forklift failures.
Another game-changer is telematics and IoTbased service plans. With built-in telematics, electric forklifts generate valuable data on usage patterns, charging habits, and component wear. Dealerships can use this information to provide subscription-based service programs, allowing them to anticipate maintenance needs and address minor issues before they impact productivity. This proactive approach strengthens customer relationships by reducing unplanned downtime and ensuring their fleet runs smoothly.
2. Retraining Technicians for HighVoltage Systems
One of the most significant shifts in forklift servicing is the need for specialized training in high-voltage electrical systems. While ICE forklift technicians are experienced in mechanical repairs, servicing electric forklifts requires an entirely different skill set. Technicians must become proficient in lithium-ion and leadacid battery maintenance, high-voltage circuit troubleshooting, battery cooling and thermal management systems, electric motor diagnostics, and inverter repairs. Without this expertise, your service department risks falling behind as more customers transition to electric fleets.
Your dealership should invest in comprehensive training programs covering key electrical fundamentals, including basic circuits, DC motors, control systems, and advanced motor controls such as SCR and transistor-based systems. Hands-on troubleshooting sessions are particularly valuable, allowing your technicians to apply their knowledge to real-world scenarios by diagnosing and resolving introduced faults. TVH University’s Electric Truck training curriculum
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Phillips Group (AGV Solutions) Joe Parker jparker@irwincar.com
Phillips Group (Trailers, etc.) Don Evancho devancho@irwincar.com
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is an excellent resource for dealerships looking to upskill their workforce. It offers structured courses designed to equip technicians with the knowledge and hands-on experience required to safely and effectively service electric forklifts.
Failing to adapt to this industry shift could mean losing customers who need reliable and knowledgeable service providers for their electric fleets. Dealerships that take a proactive approach to technician training will retain their current customers and position themselves as leaders in their respective markets.
3. Expanding Service Capabilities
With electric forklifts requiring fewer traditional service visits, dealerships have an opportunity to enhance their on-site service capabilities. Expanding service offerings ensures that customers receive timely diagnostics and battery maintenance without unnecessary downtime. Well-equipped service vans, stocked with battery testing tools, software diagnostic equipment, and essential replacement components, allow technicians to address issues efficiently at the customer’s location.
DRUM HANDLING
Parts Departments
Traditional parts sales are shrinking with the shift to electrification, but new opportunities are emerging. Instead of engine and fuel system parts, demand is shifting to batteries, electrical components, and charging infrastructure.
Parts departments must have the proper inventory to support battery maintenance and repairs. Partnering with the right suppliers can streamline procurement and keep essential battery-related products readily available. Stocking items such as battery cleaning and repair supplies, gauges, indicators, replacement cells, and vent caps ensure customers can maintain their battery systems efficiently.
Cables, connectors, and terminal covers are critical components that help your customers keep their battery-powered equipment running safely and effectively. In addition, battery watering solutions are key in maintaining leadacid batteries, preventing premature wear and performance issues.
Keeping a comprehensive battery parts inventory is essential. Partnering with reliable suppliers and implementing strategic inventory initiatives for these products ensures your parts department stays ahead of demand while maximizing revenue opportunities.
As more forklift fleets transition to electric, aftermarket strategies must evolve to keep pace. While demand for traditional ICE parts and maintenance services may decline, new revenue opportunities are emerging for dealerships. Investing in technician training for high-voltage systems, battery diagnostics, and electric motor repairs will be critical to supporting this shift. At the same time, service departments must rethink their approach, moving toward predictive maintenance programs and expanding mobile service capabilities to keep customers up and running with on-site battery diagnostics and repairs. Dealerships that take action now will position themselves as key service partners in the growing electric forklift market, regardless of fluctuating regulatory pressures.
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AI-powered robotics are reshaping the warehouse floor
Robots in warehouses aren’t a novelty, but with the infusion of AI, they’re becoming integral players in operations. These intelligent systems transform workflows, boost productivity, and reimagine human and machine relationships. From picking to transporting, AI-powered robotics drives the next generation of warehouse automation.
From rigid automation to dynamic intelligence
Fixed conveyors and ASRS systems have traditionally been used for warehouse automation. While functional, these systems require heavy investment in physical changes to the warehouse floor. With rapid technological advances and AI-driven safety improvements, self-driving robots that can easily be introduced into an existing warehouse are now becoming the norm.
Autonomous mobile robots (AMRs) are the poster children for the flexibility AI brings to robotics. Unlike their fixed-path predecessors, AMRs navigate dynamically, using sensors and AI to chart optimal routes and avoid obstacles in real-time. This adaptability makes them ideal for warehouses managing diverse inventories or frequently shifting priorities. AMRs don’t just fit into a warehouse’s existing processes—they enhance them, offering a level of flexibility that static systems can’t match.
Precision in every pick
Gone are the days of robots merely transporting boxes from point A to point B. Today’s AI-powered robots are equipped with advanced vision systems and machine-learning capabilities to identify, grasp, and handle items of varying shapes and sizes with remarkable precision. These robots can do more advanced and precise tasks to handle inventory, and more innovations are popping up every month.
This innovation is incredibly impactful in order picking, where accuracy is paramount. By reducing human error, these systems ensure orders are fulfilled correctly while simultaneously speeding up the process. The result is a smoother operation and happier customers.
Redefining collaboration
Robots are often seen as a replacement for human labor, but the reality is more collaborative. While AI-powered robots excel at repetitive, physically taxing tasks, they rely on human input for complex decision-making and creative problem-solving.
In this symbiotic relationship, robots handle the heavy lifting — literally and figuratively — while humans oversee and optimize processes. This partnership boosts efficiency and enhances workplace safety, reducing injuries associated with strenuous activities.
Overcoming barriers to adoption
The potential of AI-powered robotics is immense, but challenges remain. High initial costs, integration complexities, and workforce skepticism can slow adoption.
Strategic implementation is key for businesses to leverage these technologies fully. This means investing in the right tools, providing employee training, and partnering with experienced vendors to ensure a seamless transition. Balancing these factors ensures both operational success and workforce buy-in.
A synchronized warehouse ecosystem
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AI-powered robotics has shifted warehouse automation from a tool of efficiency to a driver of transformation. By enabling more intelligent workflows, safer environments, and more flexible operations, this technology is not just reshaping warehouses — it’s redefining what’s possible in logistics. For businesses ready to embrace it, the future has never been closer.
Vee Srithayakumar is a product leader in warehouse management at Tecsys, driving innovation through AI-driven and advanced warehouse execution system initiatives.
Bottom Line Garry Bartecki
AI and Robots are aiming for dealers. Are you prepared?
Last month, we covered performance gaps and how to avoid them because if you cannot prevent them, there is a very high percentage that the company's value will be less than it is today.
Even though management would like to avoid performance gaps, doing so is a significant cost. And who wants to invest $100,000 + to do the “fix” and then find out it will not work as intended, which includes a negative return on the initial investment, which depletes company value?
I believe the performance caps will provide a negative return on investment, so it was suggested that dealers planning to sell within ten years may want to do so now and avoid both the performance gap and the potential negative technology investments.
I am mentioning this again because I am finding additional issues and problems, and opportunities that will cause dealers to rethink how they will be doing business five years from now and how the dealer revenue silos cash flows could change from what they are today.
For example, what types of equipment will you see on either a manufacturer or distributor floor? Is it the equipment you sold them? If not, will you be able to service any new types of equipment they have for moving objects and inventory?
I am referring to using robots in the manufacturing and/or distribution process. Over the last month, I have read many emails and articles about the use of AI (in its many forms) and robots.
To help accelerate this process, I read an article suggesting that robots cost about forty cents an hour to operate. They can work all day, seven days a week, if necessary. In other words, they are invading your market sooner rather than later.
So, what happens to the fleet in the field, the short-term fleet, the used equipment for sale and the new units on order? I expect that at some point, not too distant in the future, the demand for lift truck purchases as we know them today
will decrease as robots take over more and more of the manufacturing and distribution functions.
Assume that your OEMs recognize this new opportunity and can collaborate with companies installing the latest systems and procedures associated with this evolution. If so, dealers will benefit from participating in the changes taking place by providing maintenance for the new equipment and even the robots if necessary. Who else would be best suited to do this work, especially if you participated in the transition?
Is there any doubt that customers are looking for ways to use AI et al., along with robots, to reduce costs and increase productivity? Not a chance. That being the case, dealers should get acquainted with providers of AI services and robot installations using some form of partnership arrangement that benefits both parties. Then, as current customers show interest, you are there to assist with the transition and maintenance requirements. And, if things work out right, new customers may result from introductions from the system/robot team, a win-win situation.
Training your techs to work with the new systems would be required, and your partners selling and installing systems, equipment, and robots would provide it. Knowing how tight the tech market is right now, your partners will be more than glad to have you take on the maintenance.
Should these programs start as discussed above, dealers must plan how to redistribute the number of fleet units to keep on hand for sale and rental purposes. Remember that customers will need your assistance to sell the units they own and have on long-term rental. Methods to assist customers should be finalized and presented using a formal worksheet.
As the transition moves alone, dealers will carry less inventory, new, used, and parts.
I thought I would bring this up because robots are coming, and if you have seen how the Tesla plants work, you will not see any lift trucks on the floor. So, you will start hearing stories about employee reductions on shop floors and
warehouses. If you hear of any, make it a point to visit the site.
Other topics to bring up this month are as follows:
• Make sure you are not overpaying for tariffs.
• There is no decision yet regarding the business tax situation.
• Interest rates should come down mid-year.
• Equipment Watch shows reductions in equipment values.
• Doing refurbs should be under consideration.
April 11, 2025 Auction
Accepting Items till 3/28
Preview Days Apr 7-10
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You can assume that your bank will take more interest in your company, its collateral values, the date your loan matures, your coverage requirements, and your free cash flow. Once they get a hint that your balance sheet is moving around because of customers' technology programs, you will be asked for more financial data to show how you will manage the change.
Enough for today….
Garry Bartecki is a CPA MBA with GB Financial Services LLC and a Wholesaler columnist since August 1993. E-mail editorial@ mhwmag.com to contact Garry.
Your direct connection to the Material Handling Industry’s hottest trends, newest products, best management training workshops & represents a wealth of resources for all material handling businesses. www.mheda.org — 847.680.3500
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Feature Story: Edward E. Gordon
Gordon Report: The Skilled Workforce Future: Stakeholder Capitalism vs. Shareholder Priority
The United States is experiencing a severe skilled labor shortage and rising wage inflation. A growing body of evidence points to the continued growth of these adverse economic trends into the middle of the 2030s.
The Corporation in the 21st Century, a 2024 book by the internationally recognized Oxford University economist John Kay, analyzes why most businesses are not addressing these problems and other vital economic issues. He focuses on the tension between shareholder priority and stakeholder capitalism. Stakeholders are “the range of people and organizations who have a legitimate interest in the performance of a business,” including employees, customers, suppliers, and the communities in which they operate. He asserts that treating stakeholders merely as a means for maximizing profits for shareholders is destructive and that management
needs to strike a balance between these competing interests.
Until American businesses shift from their current shareholder-priority focus of maximizing short-term profit to more balanced practices, U.S. skilled worker shortages will only continue to increase. America’s future labor economy is at stake.
The Manufacturing Institute warns that American manufacturers must fill 3.8 million jobs by 2033, with half at risk of remaining vacant due to an under-skilled workforce. Today’s 4th graders will graduate from high school in 2033. Only 33 percent read at grade level, and only 37 percent are proficient in math. They will be the core of America’s future workforce. To address current and future skilled worker shortages, businesses must support employee training, career education, and improved math and literacy instruction in their community schools.
As John Kay states,” Modern economic growth is about building collective intelligence [including a better-educated workforce] into familiar resources to create new products and still more advanced capabilities.” Human intelligence is as critical as material resources in sustaining economic prosperity. You can’t have a new reality with an old mentality.
Edward E. Gordon is the founder and president of Imperial Consulting Corporation in Chicago. His firm’s clients have included companies of all sizes, from small businesses to Fortune 500 corporations, U.S. government agencies, state governments, and professional/trade associations. More information on his background can be found at www.historypresentations.com .
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I’m at a corporate conference about to give my 90-minute, customized, personalized talk. As I do with all my talks, I spent hours preparing it, and I’ve spent the last 20 years improving my speaking, presentation, and performance skills.
I’m not just a speaker. I’m a student speaker.
Anyway, before my talk, the two corporate leaders of a multi-billion-dollar company addressed the 200-person audience. The attendees were eager to hear their words and looked for (hoped for) inspiration and direction.
Unfortunately, they didn’t get either.
Although smart and capable, the leaders are HORRIBLE presenters. I guess they don’t consider the skill important enough to master. Not good. They have a responsibility to be GREAT, and their people are counting on it.
REALITY QUESTION: How’s your leader? How are his or her presentation skills?
REALITY QUESTION: How good of a presenter are you?
REALITY QUESTION: Do your people, audience, and customers WANT to listen to you? Or do they HAVE to listen to you?
REALITY QUESTION: When you’re giving a talk or making a presentation, how compelling is your message?
REALITY QUESTION: Are you afraid to give a talk? NO — you’re just unprepared. Or not prepared enough to own the talk. NOTE WELL: You can never own the prospect, the customer, or the audience if you don’t own the presentation.
• When you give a talk or make a presentation, make certain you understand:
• What your engagement points are.
• How do you want the audience to walk away feeling?
• What do you want the audience to do tomorrow?
BIG SECRET: Think of it as a performance, not a presentation.
BIGGER SECRET: Never stand behind a podium. Get down off the platform and walk around.
BIGGEST SECRET: Learn to perform by singing Karaoke. (I did.)
If you’re giving a speech (and you should be in order to be perceived as a leader) or making a presentation, there are some strategies and elements you must employ to ensure maximum attraction, engagement, connection, and maybe even sale
1. Use genuine humor. Start with a comment or story that leads to BOTH laughter and learning. Go on YouTube and look at my videos. They will provide answers to humor and education. At the end of humor is the height of listening.
2. Ask poignant questions. Ask people what they’re hoping for. Make the people you’re addressing THINK. Especially about themselves.
3. Ask intellectual questions. Talk about their experiences and yours. Show wisdom. Ask about subject matter knowledge.
4. Tell a story that relates to you and them. Real-life experiences are relatable and create an incentive to take action. NOTE WELL: Facts and figures are forgotten. Stories are retold.
5. Customization based on the real world. The people you present to only care about themselves and their issues. Focus on that.
6. Incorporate their philosophy, mission, brand, and theme. The more you do, the more respect you will gain.
7. Give 5-10 significant points they can walk away with and use immediately. Give ideas they can use. That’s what preparation is all about.
8. Use simple slides. Make certain your slides are easy to follow, fun, and readable. Each slide should contain only one point.
9. Very little talk about you. Not who you are. Rather, what you do and how you can help them.
9.5 End with emotion. (Maybe even ask for the sale.) Family or other concepts the audience can relate to and identify with.
At the end of your presentation/performance
You want the audience to react and respond. Buy, do better, do new things, applaud, or STAND and applaud. The quality of your talk will be the determining factor.
You want the audience (or the prospect or the customer) to remember you and the moment. The only way that happens is if you perform remarkably.
You want outcomes and buzz as a result of your words, ideas, values, and inspiration. You seek a favorable outcome. So does the person receiving your message. Was it ho-hum or worth talking about? Was it value-driven to the point of taking action, or was it without punch or inspiration?
The ultimate goal is to have an impact over time. If you can follow up by getting people to subscribe to your blog or ezine, you can
document and measure the success of your ideas, product, or service. If you pay attention to feedback, it can drive your success.
Want a report card? Video your presentation and watch it twice—once for the pain and once to take self-improvement notes. The best and toughest presentation skill lesson in the world is the one you give yourself.
Want a path to success? Commit to personal presentation skills improvement. Take a Dale Carnegie course and join Toastmasters. Give talks at your local civic association. Not only are sales leads there, it’s also a relaxed, learning opportunity. Take it.
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 , email Jeffrey at salesman@gitomer.com, or call him at 704 333-1112.
Nuts & Bolts Acquisitions, expansions & other business news
2025 MHI Innovation Award finalists announced
MHI just released the list of finalists for the 2025 MHI Innovation Awards. After receiving 234 submissions for this year’s awards, nine independent judges comprised of professionals from the material handling and supply chain logistics industry completed the initial review process. Three finalists were chosen as the most innovative products in each category based on concept, value, and impact. www.mhi.org
Shoppa’s partners with Susan G. Komen as a Pink Tie Guy Ambassador
As a Susan G. Komen® Pink Tie Guy Ambassador, Shoppa’s is Raising Vital Funds to Support Research, Advocacy, Patient Care, and Education in the Fight Against Breast Cancer. In addition to assisting in The Pink Tie Guy Fundraising effort, Shoppa’s saw an opportunity last year to promote the philanthropic efforts of the Susan G. Komen Foundation and purchased the distinctive pink forklift. The $65,000 auction proceeds were donated to the Foundation by Toyota, and the forklift was brought back to the Dallas Fort Worth area where the Foundation is headquartered to help spread breast cancer awareness throughout the Metroplex. www.shoppasmaterialhandling.com www.secure.info-komen.org
RAYMOND announced Purdue as 2025 funding recipient for university research program
The University Research Program encourages professors and student researchers to apply their engineering and technical research to discover innovative solutions for the material handling industry. The program helps drive the next generation of technology for the supply chain, logistics and material handling industries,
drawing synergies and collaboration between collegiate research and Raymond.
SUN Automation Group expands corrugated offerings through partnership
SUN will serve as the exclusive U.S. and Canadian agent and distributor for Kolbus machinery, parts, and service, including the RD rotary die cutter and BX Motion product lines. Additionally, SUN will manage aftermarket parts and service for Hycorr rotary die cutters— supporting the hundreds of Hycorr machines currently operating in North America. This collaboration represents a major expansion of SUN’s product and service portfolio, reinforcing its commitment to providing world-class solutions for both independent and integrated boxmakers.
www.sunautomation.com
Herc Holdings and H&E Equipment Services enter into definitive merger agreement
Herc Holdings Inc. and H&E Equipment Services, Inc. has announced that H&E has terminated its prior merger agreement with United Rentals, Inc. and that Herc and H&E have entered into a definitive merger agreement under which Herc will acquire H&E.
www.ir.hercrentals.com
Shifting Gears Industry personnel and organization news
Yale announced MH Equipment territory expansion in Indianapolis
Hyster-Yale Materials Handling, Inc., and Yale Lift Truck Technologies announced MH Equipment® has been appointed the authorized Yale® dealer for portions of Indiana, including the greater Indianapolis market. The representation change became effective at the close of business on February 28, 2025, and expands MH Equipment’s Yale territory in the Indianapolis market, adding to their existing Yale footprint across portions of Illinois, Indiana, Iowa, Missouri, Ohio, and Pennsylvania, supported by 18 servicing branches.
www.yale.com www.mhequipment.com
CLARK announces the 2024 Dealer of Excellence winners
TVH opens new Reno, Nevada Distribution Center
TVH Americas has announced the opening of its new distribution center in Reno, Nevada. The new facility is located at 900 N Hills Blvd, Suite 303, Reno, Nevada, and as of February 24, 2025, it has been serving customers from the new location. This new 48,000-squarefoot facility will increase accessibility to parts and accessories by providing additional space for expanded inventory with over 33,000 SKU locations. www.tvh.com
IFS appoints Matt Breslin as president, North America
Breslin joins from Upland Software where he held the position of Chief Revenue Officer and led global go-tomarket functions, including Sales, Marketing, Strategic Alliances, and Customer Success. As president, North America, Breslin will bring his extensive enterprise software leadership experience to help propel IFS forward as it leads the Industrial AI revolution in key markets. www.ifs.com
CLARK Material Handling Company has announced the winners of the 2024 Dealer of The Year, New Dealer of the Year, and Dealer of Excellence Masters Awards. CLARK Dealer of Excellence awards are presented annually to dealer partners that achieve high performance within their regions. The six winners represent the pinnacle of excellence within the CLARK Dealer Network, delivering outstanding customer service and proudly representing the CLARK brand.
www.clarkmhc.com
Cromer Material Handling and Doosan Material Handling Solutions of Southern California have officially transitioned to Forklifts Group
The Forklifts Group is a well-known material handling distributor headquartered in Columbus, Ohio, and brings over four decades of collective experience in equipment, parts, service, repairs, and rental capabilities. Working with top OEMs like Bobcat, Linde, and others, the Forklifts Group team has earned numerous Dealer of Excellence awards in the industry over the years on the East Coast. It welcomes the opportunity to expand its footprint across the West.
www.forkliftsgroup.com
Left to right – Fernando Harris & Nicole Harris, E&E Industries; Chuck Moratz, CLARK President & CEO; Karen Bond & Bob Bond, TRI-LIFT Industries
Industrial Manufacturing planned Project
Report
Data provided by SalesLeads A 15% increase in New Industrial Manufacturing Planned Projects reported for February 2025
Industrial SalesLeads released its February 2025 report on planned capital project spending within the Industrial Manufacturing sector. The company monitors industrial capital project activity across North America, including new plant construction, facility expansions, and major equipment upgrades. The latest research identifies 149 new projects, with renovation initiatives taking the lead in the industry.
The following are selected highlights of the new Industrial Manufacturing industry construction news.
Industrial Manufacturing - By Project Type
• Manufacturing/Production Facilities - 139 New Projects
• Distribution and Industrial Warehouse - 109 New Projects
Industrial Manufacturing - By Project Scope/Activity
• New Construction - 41 New Projects
• Expansion - 40 New Projects
• Renovations/Equipment Upgrades - 65 New Projects
• Plant Closings - 14 New Projects
Industrial Manufacturing - By Project Location (Top 10 States)
• North Carolina - 14
• Michigan - 9
• California - 8
• New York - 8
• South Carolina - 7
Largest Planned Project
• Illinois - 11
• Ohio - 9
• Indiana - 8
• Connecticut - 7
• Pennsylvania - 6
In February, our research team identified 15 new industrial manufacturing facility construction projects with an estimated $100 million or more value.
The largest project is owned by Linamar Corporation, which plans to invest $1 billion to expand its manufacturing facilities in Guelph, ON, Staford, ON, WELLAND, ON, and Windsor, ON. It is currently seeking approval for the project.
Top 10 Tracked Industrial Manufacturing Projects
OHIO: A sanitary paper product manufacturer plans to invest $984 million in constructing a 1.6 million-square-foot manufacturing facility in DEFIANCE, OH, and is currently seeking approval for the project.
TEXAS: A building materials manufacturer plans to invest $715 million in the renovation and equipment upgrades of a manufacturing facility at 1750 Inland Road in ORANGE, TX. They are currently seeking approval for the project. Construction is expected to start in Fall 2025, with completion slated for early 2028.
ONTARIO: A pharmaceutical company plans to invest $570 million in expanding its processing facility in MISSISSAUGA, ON. It is currently seeking approval for the project and will relocate its corporate headquarters upon completion.
SOUTH CAROLINA: Electrical transformer manufacturer plans to invest $340 million in renovating and upgrading equipment at a recently acquired 861,000 SF manufacturing and warehouse facility at 6802 Furman L Fendley Hwy. in JONESVILLE, SC. They are currently seeking approval for the project, which is slated for completion in 2027.
TEXAS: A steel fabricator is planning to invest $255 million to expand its manufacturing facility in EL PASO, TX. The company is currently seeking approval for the project, which is slated for completion in 2027.
NORTH CAROLINA: A specialty wire product manufacturer is planning to invest $194 million in constructing a manufacturing facility in CHATHAM COUNTY, NC, and is currently seeking approval for the project.
SOUTH CAROLINA: A paper manufacturing company plans to invest $145 million in renovations and equipment upgrades at its manufacturing facilities in EASTOVER, SC, and SUMTER, SC. The company is currently seeking approval for the project, which is slated for completion in late 2026.
MISSISSIPPI: A lumber company plans to invest $123 million in the expansion and equipment upgrades of its manufacturing facility in ACKERMAN, MS. The project also includes the construction of storage facilities at the site. The company is currently seeking approval for the project.
NORTH CAROLINA: An electrical transformer manufacturer plans to invest $103 million in constructing two manufacturing facilities totaling 300,000 sf on Carolina Dr. in RAEFORD, NC. They are currently seeking approval for the project.
NEW YORK: An aerospace equipment manufacturer plans to invest $65 million in a 150,000 SF expansion and equipment upgrades at its manufacturing, laboratory, and office facility in ENDICOTT, NY. The company is currently seeking approval for the project, which is slated for completion in 2027.
Since 1959, Industrial SalesLeads, based in Jacksonville, FL, has been a leader in delivering industrial capital project intelligence and prospecting services for sales and marketing teams to ensure a predictable and scalable pipeline. The Outsourced Prospecting Services, an extension to your sales team, is designed to drive growth with qualified meetings and appointments for your internal sales team. Visit us at salesleadsinc.com.
Maintenance Friendly
The Turret Attachment is built with standard drive components. Fast parts availability and minimized service costs keep downtime to a minimum
Narrow Aisle Setup
Very Narrow Aisle (VNA) set-ups can be as narrow as 5 feet. The standard width is 6 feet.
This space allows you to warehouse more products, increase productivity, and save money while doing so
Both Sides of the Aisle
180-degree fork rotation allows operators to grab products from both sides of the aisle without changing orientation or direction down the aisle.
Turret Truck Modifications
Turrets can also come with fork positioners, carriage tilt, and tilting/fork positioning carriages.
AGV
The Turret Attachment can be adapted to work with most automated guided vehicles (AGV).
Why a Turret Truck?
To provide a cost-effective alternative to higherpriced, dedicated narrow aisle turret-style trucks
The most unique feature of the full 180° pivoting carriage design is that the truck can pick/place a 48inch long load in a 72-inch unguided aisle on either side of the lift truck. This gives the operator virtually unlimited load retrieving options and lower cycle times.
Installation and Testing
180° Pivoting Action
180-degree fork rotation.
Compoun d Traverse & Sideshift
Allows for more lateral movement in the aisle, reducing the front-end width of the truck.
All Superior Engineering Turrets are installed and ANSI / ITSDF stability tested. Superior then supplies the test results to the OEM engineering group so you may apply for a new data plate. This process guarantees the end user will be in OSHA compliance.
New Products
See
PFlow Industries vertical material lifting solutions
The PFlow M Series moves materials faster and more safely than forklifts, with a standard travel speed of 25 feet per minute (FPM), and up to 400 FPM available. With its ability to lift up to 10,000 pounds, reach an unlimited number of floor levels, and perform under even the most demanding continuous use applications, the M Series is a perfect lifting solution for high-speed / high-cycle and automated material handling applications. With quality construction, backed by a lifetime structural warranty, the M Series provides reliable, long-term performance, resulting in minimal downtime.
www.pflow.com
New battery energy storage system and next generation charger
EnerSys advanced technologies will help operations better manage energy supply and costs – enhancing operational resilience amidst the global energy transition. These innovations enable organizations to more efficiently store and utilize energy from timeand condition-dependent renewable sources such as wind and solar. The NexSys™ BESS energy storage system also enables operations to better manage energy costs via “peak shaving” from the traditional electric grid – storing energy during periods with lower utility rates for use during periods with higher rates..
www.enersys.com
Vacuum conveyors for efficient material movement
Hapman's vacuum conveyors are designed for efficient material movement across various industries. This line of conveyors showcases Hapman’s commitment to efficiency, versatility, and costeffective solutions in material handling. At the core of Hapman’s Vacuum Conveyors is the regenerative blower technology, which enables effective material transport without relying on plant air, significantly reducing operational costs. The conveyors also feature a reverse-pulse filter cleaning system, ensuring maximum filter efficiency and minimizing downtime.
www.hapman.com
Steele Solutions introduces SteeleTrax to maximize vertical space and enhance installation efficiency
SteeleTrax is a versatile and cost-effective solution for suspending essential equipment, such as pocket sorter conveyors, fire suppression systems, lighting, and conduit, from work platforms. With holes spaced 50mm in the center, SteeleTrax significantly reduces the need to manually drill holes in the framing during installation, lowering labor costs and shortening project timelines.
www.steelesolutions.com
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
➤ 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 ➤ 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
(3962)
Facility and Personnel Protection
Guardrail
• Original LIFT-OUT design cuts installation costs in half!
• Fully welded sleeves to hold and capture rails.
• Posts available as Inlines, Corners, or Ends in 18”, 26” and 42” heights.
• Rails available in 2’ – 10’ in 1’ increments.
“V” Face Post Protectors
• Available in 12”, 18”, and 24” with 4¼”, 5½”, and 8¼” clear opening.
• ¼” material.
• Four mounting holes.
• Accepts ½” anchors, which are available upon request.
Twin Rail Dock Stop Super HD
• Durable steel protection.
• Designed for quick and easy release, but can be bolted together if desired.
• Stronger than typical handrail.
• Top Rail is 42” high and MEETS OSHA FALL PROTECTION if used on a mezzanine.
Rack Protection
8” & 12” 36”,42”&48”
End of Aisle Rack Protection
• Rack protection creates a visible guide through aisles and saves thousands in damage.
• Available in 36”, 42”, and 48” in either single or double ends.
• Curved end has an 8” I.D. and is 8” and 12” tall.
• Choose floor angle thickness of ½”, 3/8”, or ¼”.
• Impact rating—30,000 lbs @ 4 mph.
• 5” steel posts with gussets and base plate.
• Adjustable wrap-around plate bolts to post to support gate arms.
• MEETS OSHA REQUIREMENTS
“Save”ty Flue Spacer
• 3” gap on both sides of the rack frame creates the required flue space.
• Thick steel construction withstands unit loading repeatedly.
• Available in 36”, 42”, and 48” as stock, but custom lengths are available.
• Mounts to front and rear of the frame, open or closed back, 1/2” hardware provided.
Our Products at Work
Dock Safety
Fabric Gate
• Protects against unwanted visitors, insects, birds, and debris from entering the work area while allowing air to flow through. 48’ tall.
• Easy operation, requiring just 3 lbs. of pull force to extend the fabric barrier.
• High visibility, breathable fabric.
• Accommodates doors from 8’-16’.
• 300 lb. tear rating.
• MEETS OSHA REQUIREMENTS
Rotating Dock Date
Provides security, creates awareness and fall protection.
• Mounts over a 42” tall bollard which is required.
• Choose widths from 4’ to 14’.
• Install two gates to meet in the center to accommodate space restrictions if needed.
• Add an optional bollard with eyelet at the opposite end for security.
• MEETS OSHA REQUIREMENTS
Mezzanine Safety Gates
Pivot Gate
Adjustable kickplate and rubber feet 4’, 6’ or 8’
• Choose from 60”, 65”, 72”, 96”, or 120” clear opening.
• Easily pivots to up or down position – requires only 10 - 20 lbs. of lift force.
• Ships mostly assembled – minor assembly required upon receiving. Simply anchor to the mezzanine floor.
• Adjustable kickplate and rubber feet.
• MEETS OSHA REQUIREMENTS
PickerPal Mezzanine Gate
• 6 self-closing arms operate independently.
• 4’,6’, or 8’ width.
• Offset baseplate so skids don’t get caught.
• Can be mounted in front of existing rail.
• MEETS OSHA and IBC REQUIREMENTS
Beam Pallet Stop
3” Overhang
1.75” x 1.75” spacing
Create a real stopping point for pallets!
Stops pallets from entering the flue spaces!
• Fits 2.75” deep and 4.75” tall beams.
• Secures waterfall type wire deck in place for 1.75” x 1.75” spacing
• Easy installation – slides directly over rack.
• Available in flush mount, 3” or 6” overhang.
Bollards
• Steel bollards protect a variety of facility assets.
• Surface mount to concrete or direct bury.
• Economy 4½” O.D., Yellow or Red, 5½” O.D. Yellow only, 24”, 36”, or 42” tall.
• Standard 4½” O.D. 42” tall, Yellow with welded top, available with welded eyelet.
• Direct Bury 5½”, 6½”, and 8½” O.D., 84” tall, yellow.
• Protect any control box mounted to a building column – fan switches, thermostats, and light switches.
• Mounts in minutes with 8 pre-drilled mounting holes. Simply Tek screw to your column and you’re done!
• Available to fit 10” or 12” columns.
Building Column Protectors
• Prevent damage to building support columns or mezzanine columns.
• Impact rating: 8,000 lbs. at 5 M.P.H.
• Available in Short, Slim, and Standard. Standard is 42” tall, 24” wide for 6”, 8”, 9”, 10”, and 12”. Yellow is standard, but red, lime green, and orange are available.
• White reflective band standard on lime green and orange.
SELECT ALL IMAGES WITH TVH PARTS
CONNECT WITH TVH AT MHEDA TO LEARN ABOUT OUR EXTENSIVE INVENTORY OF OVER 50 MILLION PARTS & ACCESSORIES
Whether you’re performing routine maintenance, making repairs, or upgrading your equipment, TVH has you covered with affordable, high-quality replacement parts for leading manufacturers. In stock and available in one of our 9 conveniently located distribution centers. VISIT TVH AT MHEDA BOOTH #54!
