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An Employee-Owned Specialty Publications International, Inc. Magazine
THE GREATEST SUPPLY CHAIN SHOW ON EARTH.
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The Dealers’ Source For Portable Racks™
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Authorized Baumann Sideloader Parts IF YOU OWN, OPERATE OR SUPPORT AN ENGINE POWERED BAUMANN SIDELOADER AND YOU ARE NOT BUYING YOUR PARTS FROM CAVAION BAUMANN USA, YOU ARE WAITING TOO LONG AND PAYING TOO MUCH FOR YOUR BAUMANN PARTS.
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We have the tires for forklifts, lifts, trailers, carts, riggers and more. Rhino Rubber, LLC is a global distribution company that provides quality industrial tire products and services. We are looking for dealers and distributors to be a part of the Rhino team that represents “Excellence in Service” with a commitment to the principles of continuous improvement, quality and competitive products. Our team will take the “pain” out of the supply chain process.
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In this issue...
Time again for a “Reality Check”
One of the emerging new rules for sales: the value-added sales call
Your Business “Save”ty Yellow Products stays ahead of the safety curve
THE GREATEST SUPPLY CHAIN SHOW ON EARTH.
The greatest supply chain show on earth.
Feature Story 31 2014 Georgia Logistics Summit Connect. Compete. Grow.
Nuts & Bolts Shifting Gears Personnel and Organization News
Reader Resources 36–37 48–49 50–51 52
Classified Source Directory New Products Advertiser's Index
dmillius@MHWmag.com acoffman@MHWmag.com editorial@MHWmag.com hwood@MHWmag.com art@MHWmag.com
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.
Hiring: The broken process
News Headlines, Acquisitions and Expansions
Dean Millius General Manager/Publisher Alva Coffman Account Executive Kathy Regan Editor Hobie Wood Production Manager Valerie Vorwald Graphic Designer
Time to depreciate your wallet
Industry News Cover art contributed by MHI
March 2014 • Vol. 35 No. 3
ADVERTISING CALL 877.638.6190 Email: dmillius@MHWmag.com • acoffman@MHWmag.com Material Handling Wholesaler reserves the right to reject or cancel any advertising for any reason, at any time. Advertisements that simulate Material Handling Wholesaler editorial matter in appearance or style or that are not immediately identifiable as advertisements are not acceptable. SUBSCRIPTIONS: Third class subscriptions are free to qualified firms. First class: $89.95 per year. Foreign First Class: $415 Surface: $310 per year. Mexico and Canada Surface $145 Airmail $175. Single copies: $10.00 each.
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In the next issue. . . Preplanning for the 2014 MHEDA Annual Convention
Collocated with MODEX 2014
MOTOR TECH, INC. Georgia World Congress Center Atlanta, Georgia March 17-20, 2014
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THE GREATEST SUPPLY CHAIN SHOW ON EARTH. MODEX 2014, held March 17-20, 2014 in Atlanta, GA will provide attendees access to the latest manufacturing and supply chain equipment and technologies. MODEX 2014 will be one the largest expositions for manufacturing, distribution and supply chain solutions in the Americas in 2014. The show is designed to offer supply chain efficiency solutions, learning opportunities and information by showcasing the products and services of over 800 leading providers. To make it easier for attendees to find the solutions they need, the MODEX show floor is divided into three solution-specific centers: Manufacturing and assembly solutions, fulfillment and delivery solutions, and information technology (IT) solutions. An extensive educational conference will run concurrently with the show and include sessions on improving operational efficiencies and visibility in manufacturing, distribution and for the overall supply chain. This format allows attendees to learn about various manufacturing, distribution and supply chain solutions in the educational sessions and then actually see the equipment, systems and services that can implement those solutions.
hoists, cranes, monorails, below/hook lifting devices. Consultants and distribution system planners: simulators, modelers, system designers, distribution consultants, reverse logistics and third party logistics.
Automatic identification equipment and systems Bar code printers and scanners, vision systems, voice recognition systems, radio frequency identification (RFID) systems, systems integrators.
Supply chain management Alternative fuel systems, parcel management and distribution, reverse logistics, third party logistics, sustainable facility and supply chain solutions, supply chain and logistics execution systems, enterprise resource planning and transportation management systems, inventory security services.
Material handling equipment and systems Automated storage and retrieval systems, automatic guided vehicle systems, alternative fuel systems, casters/wheels/tires, hydraulic and electrical components and controls, robots, personnel/burden carriers, racks, forklifts, batteries, flexible manufacturing systems, unit handling systems, conveyors and sortation equipment, ergonomic and safety equipment, scissor lifts, order picking, carousels, modular drawer storage, sustainable facility solutions, tool handling, shelving and workstations.
Packaging, containers and shipping equipment Box and carton makers, packaging machinery, wrapping, inspection of products by weight or scanning, pallets, wire baskets, plastic and metal containers, palletizing equipment.
Inventory management and controlling technologies Computers, controllers, software programs, systems integrators, manufacturing execution systems, warehouse management systems, supply chain and logistics execution systems, wireless and remote control systems, order management systems, enterprise resource planning and transportation management systems.
Dock and warehouse equipment and supplies Dock levelers, dock pads, doors, forklift trucks, racks, flooring, handling systems, forklift attachments, conveyors, Continued on page 30
John R. Walker
Time again for a “Reality Check” Over the years we have written numerous articles dealing with reality within the equipment industry. At the start of a new year we decided to “dust-off” an article we wrote several years ago with the quote - “Things that do not change will remain the same!” Reality as described by Webster is: “The quality or state of being actual or true” ... Webster Reality: Strong equipment sales will eventually return. Whether it will be in six months, 12 months, 18 months or in two or three years is anybody’s guess. As I have written on numerous occasions, I am a complete optimist, with the possible exception of the farm equipment industry. That equipment industry alone has had five exceptional sales years. If you check back 50 years, the industry cycles pretty close to every five years. Reality: Some dealers will survive, others will not. Reality: Manufacturers will continue to seek new ways to increase their market share and their dealers’ market share. Reality: Equipment dealers should concern themselves with profitability. Reality: When equipment dealers fail to provide a service in the chain of distribution, they will either be replaced, dropped by the manufacturer or we will witness a dealer-less society. Reality: Change is inevitable! Be optimistic, do what you have to do to survive! Reality: Big is not always better for everyone! Dealers need to ask themselves how big their operation should be and how many branches they can afford and need to cover their territory. Reality: Growth by acquisition is not always profitable growth. It is not always easy to grow sales by buying someone’s business. Look to survival by profitably covering a territory and getting all the business possible out of your current territory. There are several realities for the equipment dealer that we would like to point out. 1) Manufacturers need the equipment dealer to make equipment ready to sell. 2) Manufacturers need the equipment dealer to provide warranty and to make necessary changes and modifications in the equipment following the sale. 3) Manufacturers also need the dealer to provide service on an ongoing basis after the sale. This is, and always has been, a key factor in the customer’s decision to purchase from one dealer versus another. Reality: In the long run equipment manufacturers cannot survive in the market without a financially strong dealer organization! Equipment is not only becoming more expensive to purchase it is also becoming more complicated to service. Simple repairs are no longer the norm and technicians today need far more education and training than required in the past. Reality: Hiring, training, compensating technicians and maintaining a competent staff of service technicians must become a top priority for equipment dealers in the next five to ten years. While equipment prices are increasing dramatically, dealer margins on that same equipment are stagnant. Successful dealers have recognized this problem and have begun to focus upon those areas of their dealership that too many dealers have neglected. Reality is that high profit opportunities exist within the dealer’s aftermarket! Successful equipment dealers also realize that their greatest margin opportunities lay within their shop (60% to 65% gross profit) and that they have a service that, if truly marketed, can provide the dealership some tremendously profitable opportunities. Reality: Dealers must recognize that all their customers have a choice as to where they can buy their parts and service. Customers in a “free market” can go wherever they want Continued on page 22
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There’s More To An EPS Reman Engine Than Meets The Eye. With EPS, you get the complete package.
One year warranty that we stand behind
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Most major brands of remanufactured engines in stock including CAT, Chrysler, Continental, Cummins (B & C series), Deutz, Ford, GM, Hercules, Kubota, Mazda, Mitsubishi, Nissan, Perkins, Toyota, Waukesha and Yanmar. Factory-authorized remanufacturer for Bosch, Delphi, Denso, Stanadyne and Zexel fuel systems. When it comes to remanufactured engines and parts, sometimes what you don’t see is just as important as what you do. At EPS, we’re absolutely committed to delivering the best quality reman engines and parts available anywhere. At the same time, we also want to make it easy for you to get what you need as quickly as possible, so you can get back to work. That’s why we provide so many “extras” that are all part of the deal when you do business with us. More than 500 remanufactured engines in stock, ready to ship. A wide array of reman parts, pumps and injectors, and overhaul kits. More than 35 years in business – one of the industry’s oldest, largest and most reliable suppliers. Call us for expert advice!
Time to depreciate your wallet I just returned from the Associated Equipment Distributors (AED) meeting in beautiful downtown Houston. Great place, great weather and great show. The members are more upbeat this year expecting improvement in sales and rentals as well as margin improvement. It may not be doubledigit growth, but growth it will be. OEM’s as well as dealers keep getting more creative about how they deliver more value in exchange for a customers’ money. More training, extended warranty and even some maintenance similar to what you see on the auto commercials. These “extras” pertain to all units being sold whether they go to a customer or a dealer’s rental fleet. I keep reading how rental should be the preferred method of utilizing equipment. OEM’s and dealers both review and analyze the cost to own and operate equipment and then compare those results against customers costs and only in unique situations is it cheaper to own. Doing a detailed analysis helps customers recognize what they have not been including in their costs, which in most cases tips the analysis in favor of renting. A big part of the cost to own and operate includes both interest expense on the note or lease and the tax depreciation allowed, both of which reduce taxable income and help fund the purchase of the unit. This was especially true using Bonus Depreciation when you purchase new equipment, and the Section 179 allowance for both the purchase of both new and used equipment. Currently interest expense is quite manageable and really not part of the cost/benefit equation. Depreciation expense and Sec 179 allowances,
on the other hand, are both significant if you have taxable income you can reduce using either the 179 allowance or the depreciation. But what if depreciation deductions materially decrease and the Sec 179 virtually disappears, would that significantly have an impact on a buying decision? You bet it does. As you have probably been hearing Congress would like to update the tax code and reduce corporate tax rates to 23%. Consequently, the Senate Finance Committee rolled out the changes they would like to see, and for equipment dealers there is not much to cheer about. And if you own a flow-through entity it is twice as bad because although they will reduce the corporate rate to 23% they did nothing to have flow-through corporate rates reduced to a similar percentage. The thought process was to eliminate a number of “special” tax deductions to pay for the rate reduction, but as of now all they did was eliminate deductions and add to the taxable income of those of you in the 39% bracket. Assets will now be placed in a pool with an annual depreciation percentage applied to the balance in the pool account at year-end. Your type of equipment falls into Pool 2 or the 18% depreciation rate pool. For example, if you add $1000 to your fixed asset pool and that is the only asset in the pool you will depreciate the asset down by $180 at the end of year one. If nothing else changes the $1000 asset is worth $820 at the beginning of year two and also at the end of year two where it is Continued on page 24
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These COMPLETE KitsInclude: Include: These COMPLETE2-Hour 2-HourOSHA OSHACompliant Compliant Training Training Kits Instructors Training Manual Manual •• Reproducible Forms: Forms: • Posters (2) “10(1) Forklift Rules”Safety • •Instructors Training Reproducible • Decal “10Safety Forklift Video-Interactive (VHS or DVD) ✓ Class Roster • Decal (1) “10 Forklift Safety Rules” • •Video-Interactive DVD ✓ Class Roster Rules” • Operator Handbooks (25) ✓ Written and Driving Test • OSHA Regulation 29CFR1910.178 • •Operator Handbook (25) ✓ Written and Driving Test • Safe • OSHA Regulation Authorization Cards (25) ✓ 31 Day Inspection Form Fuel / Battery Handling • •Authorization ✓ 31 Day Inspection Form • Forklift 29CFR1910.178 Certificates (25) Cards (25) Safety NEWS® Publication • Certificates (25) • Posters (2) “10 Forklift • Safe Fuel / Battery Handling Safety Rules” • Forklift Safety NEWS® Publication
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Hiring: The broken process The accelerated speed of communication and our ability to access information with just a few keystrokes is changing everything—including the way we buy and sell. In the meantime, our economy has become borderless as the reach of global companies has altered the competitive landscape. The game is changing. And with that comes a change when it comes to hiring top salespeople. To remain competitive, leaders need to be fluent operating virtually, in the online world, have a clear understanding of how the buying habits of customers are changing, and realize that how they succeeded in the past may have very little to do with how they will succeed tomorrow. Gerhard Gschwandtner, Publisher of Selling Power shared with us: “The Internet has created tools that help customers educate themselves. This is part of the self-service movement that started in the 70s when gas stations offered you a choice: Do you want somebody to fill your tank, or would you like to save a few pennies per gallon and do it yourself? And the self-service movement is being perfected by businesses selling to consumers, such as Amazon.com, where you can buy virtually anything at your convenience, whenever you want, without talking to a salesperson. So the customer is more in charge of the buying process.” “Added to this,” Gerhard said, “is that there is intelligence at work providing customers with information from other customers, so customers are less influenced by salespeople and more influenced by the persuasive comments from other people who have purchased the same product or service.”
As a result, those who succeed today need to be bright, empathic, versatile, curious, flexible and able to connect with clients, in person and virtually, in all parts of the world. And that's just for starters. The most effective salespeople today are using new technologies to engage in online conversations with prospects, keep up on what their competitors are doing, arrange appointments and create client demos on the fly,—all in real time. The future belongs to salespeople who can thoroughly understand, embrace and take advantage of this new technology to enhance their relationships with their customers. Selling, as always, is about understanding the way your customers want to buy. What is most important now is that those ways are changing. Somewhere between Google, Bing, Yahoo, LinkedIn, Twitter, Facebook and corporate websites, salespeople can find all they need to start meaningful conversations with their prospects, including what other companies they have worked for, what schools they attended, what connections they might share, where they live, how they communicate, how they treat their customers, how they position themselves and their company, what others say about them, what their philosophy is, how their company is growing and what the latest news items are on their firm. And these threads can all be tied together with the ease of a few clicks. For a salesperson to succeed, he or she does not have to be incredible. But he or she absolutely has to be credible. Continued on page 21
DRIVE AXLES Our techs’ many years of experience with ring and pinions, planetaries, and pinion gears make AIT a natural choice to supply the reman drive axle your customer needs.
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7FGCU70 15,500lb. capacity, LPG, 219 3 stage mast, 89” side shifting fork positioner, 48” gypsum forks, 4 way hydraulics 5 in stock!
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7FDU80 10,500lb. Capacity, diesel, 180 2 stage mast, solid pneumatic tires, back up alarm, strobe light, 76” side shifter cab not included
7FGCU60 LPG, 188 3 stage mast, 4 way hydraulics. Long Reach Paper Roll Clamp—24”-60” opening, EZ pedal, rear combination lights, back up alarm, strobe light, non-marking tires. 2 available
1A226023 6A124980 7FBCU25-66264 7FBCU32-60520 6A206589 897263-043 1A267419 7HBW23-26466 7FBCU32-63177 7HBE30-31694 7FGCU70-61375 7FGCU70-61381 7FB25-29676 7FB25-29724 7FB25-29762 7FB25-29809 7FB25-29856 7FB25-29885 7FB25-29899 7FB25-29938 7FB25-29957 7FBCU32-62574 7FBCU32-62579 7FBCU32-62556 7FBCU32-62578 7FGCU45-64343 7FGCSU20-63651 7HBE30-31296 7FBEU15-18853 8FGCU32-12104 8FGCU32-12113 7FGCU45-70569 8FGU25-16025 A7FDKU40-70541 8FGU30-12572 7FGCU30-68671
13,500lb. capacity, LPG, 188 3 stage mast, 48” forks, side shifter, front combination lights, back up alarm, strobe light, dual drive, solid pneumatic tires. NEW! 2 IN-STOCK AND READY FOR IMMEDIATE DELIVERY! 115 S. 78th St. Tampa, FL 33619
11000 Palmbay Dr. Orlando, FL 32824
5127 Recker Highway Winter Haven, FL 33880
RC3020-40 PE3520-60 7FBCU25 7FBCU32 PW3520-80 SLT30 RR5220-45 7HBW23 7FBCU30 7HBE30 7FGCU70 7FGCU70 7FBH20 7FBH20 7FBH20 7FBH20 7FBH20 7FBH20 7FBH20 7FBH20 7FBH20 7FBCU30 7FBCU30 7FBCU30 7FBCU30 7FGCU45 7FGCSU20 7HBE30 7FBEU15 8FGCU32 8FGCU32 7FGCU35 8FGU25 7FDU35 8FGU30 7FGCU30
281 RENT AS IS S/S CHASSIS ONLY INSP/3517 27X48 RENT AS IS CHASSIS ONLY INSP/2200 276Q RETAIL AS IS S/S CHASSIS ONLY 187 RENT A S/S CHASSIS DO NOT BUILD SEE FOLDER RENT AS IS CHASSIS ONLY 190 RENT AS IS NO S/S CHASSIS ONLY 210 RETAIL A S/S CHASSIS ONLY 27X36 RETAIL B CHASSIS ONLY PN 187 RENT A S/S CHASSIS ONLY BENT SEE FILE 27X48 RENT AS IS CHAS ONLY INSP/3828 219 RENT B SSFP 89” CARR INSP 219 RENT B SSFP 89” CARR INSP 186 RETAIL A S/S 186 RENT B S/S INSP 186 RETAIL A S/S 48V 186 RENT A S/S INSP 186 RETAIL A S/S TN PN 186 RENT B S/S BUILT 186 RENT B S/S BUILT 186 RENT A S/S 186 RENT A S/S 187 RENT B S/S FACTORY DIRECT SHOP 187 RENT A S/S CHASSIS ONLY TN 187 RENT A S/S CHASSIS ONLY BUILT 187 RETAIL A S/S CHASSIS ONLY FORKLIFT-25 NORBORD 189 RENT B S/S 4 WAY HYD 27X48 RETAIL READY A CHASSIS ONY 240Q RETAIL B S/S TN PN CHASSIS ONLY 187 RETAIL A S/S TN PN 187 RETAIL A S/S TN PN 240Q RETAIL B BSC 189 RETAIL T2 S/S TN PN 179V RETAIL A 76”S/S DUAL DRIVE TN 147V RENT B 2 WAY NO HOSE INSP/3100 GASOLINE 198 RENT B S/S BUILT
2000 1994 2006 2001 2003 1989 2003 2006 2007 2006 2007 2007 2007 2007 2007 2007 2007 2007 2007 2007 2007 2007 2007 2007 2007 2007 2002 2005 2008 2008 2008 2008 2008 2009 2008 2006
Contact Ted Davenport
800-226-2345 • TDavenport@SSTLift.com 560 Cynthia St. Jacksonville, FL 32254
1623 N Magnolia Ave. Ocala, FL 34475
7565 Chattsworth Rd Midland, GA 31820
4700 Pio Nono Ave. Macon, GA 31206
1865 Business Parkway Valdosta, GA 31601
One of the emerging new rules for sales: the value-added sales call "My customers seem to have less time available for me than before. They are harder to see, and when I do get in front of them, they often seem rushed or preoccupied. What can I do about this?” Sound familiar? It's a question that I am hearing more and more often. I'm sure you have run it through your mind a few times. It may be that the problem is you. You may be irritating and abrasive, and over time your customers may have decided that they don't want you around. But it's probably not you. It's your customer. No matter what you sell, it is likely that your customer has more to do and less time in which to do it than ever before. Your customer's lack of time is a relatively recent phenomenon. It wasn't much of an issue a few years ago, but it has become universal and growing in intensity day by day. Your customer is overworked and pressed for time. As a result, there is just not enough time in the day to get everything done. Some things have to go. A long, leisurely conversation with a sales person is often one of those things that is going. I believe we are at the beginning of a new trend – a trend with awesome implications for sales people. It used to be that being viewed as a "value-added” vendor was a desirable position to occupy in the customer's mind. That meant that the product or service you represented brought your customer more value for the money than the offerings of your competitors. It was why they did business with you.
Notice the focus was on the product or service you represented. The process involved - the sales calls you made on the customer, and the discussions you had with him or her – were viewed as a means to an end. It was what both of you did in order to come to the exchange of money for your value-added offerings. Those were the rules, and customers and sales people understood them. But the rules are changing. We are at the beginning of a new paradigm for the field sales person. The new paradigm is this: Today, not only must the product or service bring value to the customer, but the time you spend with the customer must also be of value to him or her. In other words, the sales process itself must bring value to your customer. Your customer must gain something from every sales call. He/ she must see a reason for spending time with you – a payback for his investment of time. In today's time-compressed and overwhelming world, your sales call must bring the customer some value. Here's a way to visualize this emerging new rule. Suppose you were to make a routine sales call on a regular customer. At the end of the call you filled out an invoice, handed it to him and said, "OK, John, that will be $150.00 for my time.” In other words, you charge him for the value he received by talking with you. Would he pay your bill? Would he have derived enough value from the time he spent with you so that he would gladly pay you for it? Continued on page 34
2008 Nissan CF30 2009 Nissan CF30 2009 CAT 2008 Doosan GC15 2008 Doosan GC15 2008 Mitsubishi FGC18 2008 Mitsubishi FGC18 2007 Mitsubishi FGC20 2009 Mitsubishi FGC25 2009 Nissan CF50 2009 Nissan 2006 CL50 2004 TCM FGC50 2008 Komatsu FG30SHT 2008 Komatsu FG30SHT
83/188T S/S 42” Forks LPG . . . . . . . . . . . . 7,000 83/188T S/S 42” Forks LPG . . . . . . . . . . . . 8,000 83/188T S/S 42” Forks LPG . . . . . . . . . . . . 1,500 83/189T S/S 48” Forks LPG . . . . . . . . . . . . 5,200 83/189T S/S 48” Forks LPG . . . . . . . . . . . . 4,800 83/189T S/S 48” Forks LPG . . . . . . . . . . . . 7,600 83/189T S/S 48” Forks LPG . . . . . . . . . . . . 7,900 83/189T S/S 48” Forks LPG . . . . . . . . . . . . 4,339 83/189T S/S 48” Forks LPG . . . . . . . . . . . . 1,241 83/188T S/S 48” Forks LPG . . . . . . . . . . . . 5,000 83/188T S/S 48” Forks LPG . . . . . . . . . . . 4,800 83/188T S/S 48” Forks LPG . . . . . . . . . . . . 7,450 83/188T S/S 48” Forks LPG . . . . . . . . . . . . 6,600 83/189T S/S 48” Forks LPG . . . . . . . . . . . . 2,000 83/189T S/S 48” Forks LPG . . . . . . . . . . . . 3,200
2013 Heli CPYD25C 2013 Heli CPYD30C
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NUTS Bolts YRC Worldwide Teamster employees ratify contract YRC Worldwide Inc. announced that its employees represented by the International Brotherhood of Teamsters (IBT) overwhelmingly ratified an extension of its collective bargaining agreement to March 2019. "My deepest thanks to our employees for their continued commitment to moving YRC Worldwide forward and putting us on the road to once again becoming a North American LTL industry leader. With this MOU extension, we took another significant step toward providing our employees the job security they deserve while providing our prospective lenders and equity investors the path they need for the company to achieve a complete recapitalization and achieve a healthy capital structure," stated James Welch, chief executive officer of YRC Worldwide. "The five-year extension includes important customer service enhancements, cost savings and a profit sharing plan for eligible IBT employees that is dependent on operating performance and our ability to become more competitive in the marketplace," added Welch. • www.yrcw.com
2013 freight rail traffic sees growth The Association of American Railroads (AAR) reported that U.S. rail traffic for 2013 saw record intermodal growth with a slight full year decrease in carloadings. U.S. rail intermodal volume totaled a record 12.8 million containers and trailers in 2013, up 4.6 percent or 564,276 units, over 2012. Carloads totaled 14.6 million
Acquisitions, expansions and other business news
in 2013, down 0.5 percent or 76,784 carloads, from 2012. Intermodal volume in 2013 was the highest on record, surpassing the record high totals of 2006 by 549,471 units. In 2013, 11 of the 20 carload commodity categories tracked annually by AAR saw increases on U.S. railroads compared with 2012. The categories with sizable gains were: petroleum and petroleum products, up 167,868 carloads or 31.1 percent; crushed stone, gravel and sand, up 81,023 carloads or 8.3 percent; motor vehicles and parts, up 41,166 carloads or 5.1 percent, and waste and nonferrous scrap, up 14,472 carloads or 9.1 percent. • www.aar.org
ARC establishes 2014 federal work plan The executive board of the Alliance for Rail Competition (ARC) met in Washington, D.C. to establish its federal work plan for 2014. The organization expressed its appreciation of House Transportation and Infrastructure Committee Chairman Bill Shuster’s announcement regarding his committee’s intention to move a comprehensive transportation reauthorization bill through the House Transportation Committee before August. ARC is a diverse group of shippers and industry trade associations that formally organized in March of 1997 in response to growing concerns over deteriorating rail service. Members of ARC are captive shippers that do not have access to the benefits of the Staggers Rail Act of 1980. They include a broad cross-section of industry segments, including: agriculture; coal consumers; consumer and industrial products; chemicals; minerals and petrochemicals. Continued on page 36
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shifting Gears Hy-Tek acquires two Atlanta companies Hy-Tek Material Handling, Inc. announces the acquisition of Atlanta, Georgia-based Conveying Solutions, Inc. and Allied Conveyor Systems, effective immediately. Together, the two companies form the Atlanta office of Hy-Tek’s Integrated Systems Division. The acquisition is expected to boost Hy-Tek’s 2014 revenues to $95 million, an increase of $15 million over 2013 sales of $80 million. Columbus-based Hy-Tek is the premier singlesource provider of material handling solutions for industries including manufacturing, distribution, retail, pharmaceutical, food, electronics, and automotive. The acquisition was announced by Hy-Tek CEO Sam Grooms. Hy-Tek Integrated Systems/Atlanta employs 14 engineering and project management professionals, overseen by Mickey Thompson, principal of Conveying Solutions and Allied Conveyor Systems. With a solid foothold in the retail industry, Conveying Solutions provides material handling solutions to Neiman Marcus and other luxury retailers, along with discount and chain retailers nationwide. In addition, Conveying Solutions is the full-service authorized dealer for Kardex Remstar vertical storage systems in Alabama and Georgia. Allied Conveyor Systems is a manufacturer of overhead and floor conveyor systems that are used for distribution and warehousing, paint finish and processing, and in-line and flexible assembly operations in industries including automotive, electronic, and agriculture among others. • www.hy-tek.net
Industry personnel and organization news
Emerson closes purchase of EGS Electrical and renames to Appleton Group Emerson announced that it has closed the transaction acquiring SPX Corporation's 44.5 percent minority interest in EGS Electrical Group, giving it 100 percent ownership of the business. Emerson and SPX have jointly held the business since 1997, with Emerson responsible for operational management and control. Results for the business, which had annual revenues in 2013 of more than $500 million, have been consolidated in Emerson's Industrial Automation segment. As announced in December, the transaction allows Emerson to focus on emerging growth opportunities in the oil, gas and chemical industries through its strong Process Management and international channels. Market repositioning actions to pursue these opportunities are already underway, including renaming the business unit to Appleton Group, reflecting its most recognized brand. The transaction is expected to be slightly accretive to earnings per share in 2014. "We will continue to focus on innovation and service, expand new product introductions and find ways to grow in our key markets," said Russ Kerstetter, new president of Appleton Group. "We are very excited about the future of the new Appleton Group." • www.Emerson.com
Continued on page 46
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Human Element | Continued from page 12 Do I trust you? Do I think that you know what you're talking about? Do you convey expertise? Do I believe you? Do I feel that you will come through? And follow through? We know, through our more than a half century of assessing potential and talent, that top-performing salespeople all possess three qualities. They need to be able to connect with people, to read them, to understand where they are coming from. They need to be driven to persuade others, to bring them around to their point of view. And they need to view rejection as just something that happens, another learning experience, another bump in the road, something to overcome. Then they need to be able to carry on, even more determined than ever—to connect and persuade another prospect or client. Our cross-industry studies demonstrate that fewer than half the people currently making a living in sales possess those three essential qualities. And that brings us back, with a renewed sense of urgency, to the premise for the article that Herb wrote in the Harvard Business Review nearly a half-century ago. Why are some salespeople so incredible, whereas others are obviously in the wrong job? What do the best salespeople have that others do not? And it’s not just experience. Let’s take an example. You’re looking to make a hire. So, you advertise “ten years of experience required.” I cannot tell you how often we’ve asked groups “Why 10 years? Why not eight or 12 years?” There is never a solid answer. Making 10 years of experience the magic number is arbitrary. So we ask “How many of you have hired the individual with 10 years of experience only to find that he or she is repeating a year of bad experience ten times? You learn that you’ve made a mistake, but it’s too late. You and your company have paid the price of a bad hire. Why? You might assume that it is always important for an individual to have experience in the job
for which he or she is being selected. Unless you are talking about your surgeon, the answer is not what you might expect. Regardless of the experience a resume indicates, chances are more likely that you will hire someone who is not ideally and inherently suited for the job you want to fill. Surveys of employee satisfaction reveal the grim statistics: most people are not impassioned about what they are doing on the job. In other words, they don’t love what they do, which means essentially, they’re not motivated. Why? Because the role they are in doesn’t allow them to play to their strengths. Hiring the wrong person for the role adds to the ranks of what we at Caliper call the “misemployed.” Unless you have identified the core strengths of the person you are looking to hire and have matched those traits to those required by the job you want to fill, you are, at best, making a calculated guess. If you follow your hunch and proceed with the hire, you may then want to offer some training. This is the second area where the hiring process is broken and can go wrong. Perhaps you want to offer a training program for everyone in a particular sales position. The risk in funneling your new sales hires into such training is that you may be trying to train the untrainable. In today’s economy, we can end up hiring people who are taking a job simply to have a job. The inherent ability and motivation that can make the difference between a lackluster employee and a great one simply isn’t there. Good training is necessary to provide individuals with the tools they need to accomplish their job, but all the training in the world can’t motivate an individual to do that job. Once an individual has been hired and trained, next comes the on-boarding process. Here again, even if selection and training have been adequate, huge mistakes are often made. Continued on page 32
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Aftermarket | Continued from page 8 to purchase their needs and requirements. Reality: Dealers must market their aftermarket with the same dedication they put forth in marketing complete goods! Several years ago we were working with an equipment dealer whose service gross profit exceeded the industry guidelines. He had an excellent billing efficiency and a high technician’s productivity. His service contribution to total sales was a shade over 23%. Reality: He will be a survivor! Despite his overall success in service, he knew he required more technicians, but was having difficulty acquiring these technicians. He was receptive to anything that would provide his dealership another four or five technicians. Reality: Technicians are difficult to find. Even in what some call a “downturn” economy. There is certainly no surplus of qualified technicians and those who are qualified are monetarily satisfied and unwilling to make a change. Those who are currently available are many times unqualified. See our articles: Hire-A-Vet! April 2012, Material Handling Wholesaler. Reality: If we are going to hire, train, compensate and maintain a core of qualified, hardworking, performance orientated technicians, with a strong work ethic, the equipment dealers and service managers are going to have to remove their blinders and begin to think outside the box. Think about this: For years equipment dealers have paid sales personnel “big bucks”, plus incentives, car or car allowances for selling equipment that returns an average gross profit of 5% to 8%. Perhaps the same dealer pays a typical technician $20.00 to $25.00 an hour, when that same technician produces a gross profit of 60% to 65%! Reality: The dealer’s service department is not only a profit center, it is an opportunity center. Too many dealers seem to believe that many technicians are unreasonable in their pay requests. Equipment dealers
had better recognize the fact that technicians’ wages are going to increase dramatically in the coming years. It is a typical “supply vs. demand” scenario. Check out technicians hourly wages in ND, SD, Western Texas and Eastern Pennsylvania, that will shock you back to reality! How would you as an equipment dealer or as a service manager answer this question? What if you seriously needed a “top-notch” technician, a technician qualified to work on the type of equipment your dealership sells and one that could handle any job you gave the technician to accomplish? What if an applicant came along who fit every single requirement you were looking for? What if a check of this applicant’s references indicated the technician was even better and more qualified than he/she said they were? What if the technician truly wanted to come to work at your dealership? What if the applicant stated that a salary requirement of $35.00 an hour would be necessary to make a change in employment? Could or would you hire this applicant? In answer to this question we too often hear “no.” It is no because: 1) “No one in our shop is paid that amount of money and, 2) If we did hire that applicant, everyone would expect a similar increase in hourly wages.” Reality: Equipment dealers are being held hostage by some of their employees. Reality: Most of you will see technicians’ wages approaching this level in two to three years! Some of you are already experiencing this level of hourly wage rates. Therefore, equipment dealers and service managers are going to be hard pressed to focus upon solutions to solve this particular problem. What if an incentive pay plan based upon performance was developed for your shop? A program based upon profitable performance would allow your service department to compensate at a level of $30.00 or $40.00 an hour for the services of your qualified technicians. What if Continued on page 38
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Howard Bernstein Material Handling Industrial Distribution Scholarship
Invest with other industry leaders
GUARANTEED DIVIDENDS! In our inaugural year we had Guaranteed to award a minimum of 5 scholarships in the programs of Industrial and Material Handling Distribution to students at 5 qualified universities. But due to the investments of 22 forward-looking manufacturers and distributors, we are elated to report that we were able to provide 9 scholarships to 9 highly deserving students.
What Dividends? Current A) Instant nationwide recognition of your company as a progressive leader within our industry. B) Instant recognition by thousands of students who have invested 4 years of their lives at great expense to bring their skills to your company. C) Eliminate the grueling time and effort at great expense to find full trained “ready to go” talent. D) Opportunities to establish personal ongoing relationships with your choice of one or even more of the qualifying universities. Long Range A) Continuing direct personal relationships with universities of your choice. B) Potential opportunities to visit schools and perhaps to personally address the students on a scheduled program C) This year scholarships were awarded to the following universities: • • • • •
Auburn Clarkson East Carolina Oklahoma State Penn State
• • • •
Purdue Texas A&M University of Wisconsin University of Nebraska
D) We now have 74 pre-qualified universities from coast to coast with appropriate graduate curriculum of distribution and/or engineering. E) Join with the other industry leaders to ensure growth and increased opportunities in the future. F) Join the following who wisely invested this year • • • • • • • • • • • • •
Enersys Equipco Material Handling Solutions Atlas Companies Transamerican Equipment FMH Material Handling Solutions Conger ToyotaLift Morrison Industrial Equipment Arnold Machinery Co. Toyota-Lift of Los Angeles Sunbelt Industrial Trucks Gary Moore Riekes Equipment Co. Lift and Equipment
• • • • • • • •
Stoffel Equipment Co. Hy-Tek Integrated Systems Cardinal Carryor George Sefer Doosan Infracore America TVH St. Onge Co. Hamilton Caster and Manufacturing Co. • Allied Equipment Service • Material Handling Wholesaler • Anonymous
This scholarship program is administered by the Material Handling Education Foundation, Inc. For additional information contact Donna Varner at the foundation 704.676.1190 or Howard Bernstein at 847.433.6585 (summer) or 760.770.6645 (winter).
All scholarships identify the sponsors as benefactors and do not name Howard Bernstein.
Yes, I wish to be an investor in our industry’s future! Name: _________________________________ Title: _________________________Company ___________________________________ Address: _______________________________________________________________________________State: ________ Zip: ________ Phone:________________________ Fax: __________________________Email: _______________________________________________ Elite $5,000 and above
MHEFI is a non-profit IRC501(C) (3) charitable organization in partnership with MHEDA and MHI.
Please fill out form above and mail to: Material Handling Education Foundation, Inc. (MHEFI) Attn: Donna Varner | 8720 Red Oak Blvd., STE 201 | Charlotte, NC 28217-3992
Other $ _____________
Bottom Line | Continued from page 10 depreciated another 18% (850 X 18% = 153) which now reduces the tax basis to $697 at the end of year two ... and so on. Do you get what is going on? Using this pooling method means you will never fully depreciate the asset for tax purposes until you sell it and offset the sales proceeds against whatever balance remains in the pool at that time. Canada uses this pooling method and one of their equipment associations recently inquired if we could help them put together a paper supporting five-year straight-line deprecation. The example I used accounted for one unit in the pool. If you now assume you add and subtract units to the pool every year and then calculate the 18% deprecation figure you can estimate what it will cost you if this program is proposed and passed. Look at it this way... Pool bal at year-end= Prior year pool bal + adds- sales- depreciation. As long as the pool balance has a positive balance there is no gain to pay tax on as a result of selling a unit. And if that is true you received the benefit of a like-kind exchange transaction without going through the LKE process. Only when the pool value turns negative do you pay tax on the negative amount and then add it back to make the pool value zero again. The one good thing of this proposal is Sec 179 allowance is $1,000,000 but with a limit of $2,000,000; meaning if you buy $1,000,000 in total
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you get to use the allowance if have taxable income to absorb it. But if you buy $3,000,000 of equipment you get a zero 179 allowance because the difference over $2,000,000 offsets the $1,000,000 dollar for dollar over $2,000,000. In short, this 179 benefit is designed for small business. To summarize, you can purchase up to $2,000,000 of equipment without losing any of the Section 179 available. If this proposal passes, your business will require more balance sheet management to avoid unexpected tax bills. And don’t forget we are talking about your tax books and not your accounting books. One last word of caution …do not forget about the units depreciated using Bonus which have little or no tax basis left. Sell a bunch of those and your pool may turn negative. This Senate Finance Committee discussion is only draft at this time but gives you some idea what they are thinking about. If you don’t like it, now is the time to raise your objections along with suggested changes to make the corporate rate and personal rate for flow-through corps the same. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail email@example.com to contact Garry.
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“Save”ty Yellow Products stays ahead of the safety curve
Like a true business perfectionist, the only grade that satisfies Dan Gentile is an 'A.' No consumer report score lower than a nine or 10 rating will do for “Save”ty Yellow Products' founder owner and president. If the rating isn't a nine or 10 in each category, Gentile requests the customer call him personally. He gets on average two to three calls per year out of thousands of orders. Gentile considers the grades customers place on their “Save”ty order and delivery his West Chicago-based forklift safety equipment company's credit score. And Gentile has zero interest in having his company being regarded as a 'B' or 'C' grade operation. Ten years after its founding, Gentile's pride and joy is making top grades with his customers and serving as a safeguard for numerous companies, their employees and clients. Safety is, well, “Save”ty Yellow Products' first name. The company's broad product output includes guardrails, handrails, driveway gates, overhead door track protection, end of aisle and rack protection, work and maintenance platforms, protective barriers including floor mounted machine guards and steel bollards, and exterior dock lights and barricades. Ahead of the safety curve in a cutting edge industry, Gentile is always looking to develop the safety products of tomorrow today. Sometimes his customers double as his research department. The objective of the work here is simple: Prevent injury, damage, lost work time and lost money. “Save”ty Yellow Products' name comes with its own insurance policy. New inventory such as Collision Awareness
Look Outs, which feature motion sensors and warnings for operators and pedestrians, are keeping warehouses with heavy forklift traffic safe and alert. “Save”ty Yellow Products building column protectors and mezzanine safety gates protect inventory. SYP rails (which are available in sizes up to 10 feet) are so strong their lite duty rails are rated at 5,000 pounds, standard duty rate at 10,000 pounds and heavy duty SYP rails rate at 12,000 pounds at 5 mph. As Gentile puts it, he wants “Save”ty to be a feel-good company. “Save"ty's reach extends throughout the Greater Chicagoland area and beyond. Its Rockford, IL., factory produces and ships nationwide and to Canada. In the Windy City and suburbs, “Save”ty Yellow Products installs its own products. In the forklift industry, “Save”ty is fast-tracking up the charts as one of the country's fastest growing companies with double digit percentage sales growth in both 2012 and 2013. After outgrowing its own manufacturing facility, the company built a 10,000 square foot West Chicago distribution center in 2012. With over 25 employees, “Save”ty has made the transition from startup to proven industry player in just a decade. And most importantly, “Save”ty Yellow Products is making the forklift industry safer for its people and customers. Clete Campbell is a freelance journalist with 16 years of daily newspaper experience. E-mail email@example.com to contact Clete.
Quality wholesale JAMCO lift trucks! Complete listings available at
CUSHION YEAR 2011 2011 2006 2010 2010 2010 2010 2010 2010 2006 2006 2006 2006 2008 2008 2008 2009 2010 2006 2006 2006 2008 2004 2006 2007 2007
TOYOTA TOYOTA HYSTER TOYOTA TOYOTA TOYOTA TOYOTA TOYOTA TOYOTA YALE YALE YALE YALE HYSTER YALE NISSAN HYSTER TOYOTA CAT CAT CAT CAT CAT CAT NISSAN KOMATSU
Se h abla Esp año l
8FGCU15 8FGCU15 S30FT 8FGCU25 8FGCU25 8FGCU25 8FGCU25 8FGCU25 8FGCU25 GLC050VX GLC050VX GLC050VX GLC050VX S50FT GLC050VXNVSQ084 CF50LP S50FT 8FGCU25 C6000 C6000 C6000 GC40K GC40K-STR GC40K-STR CF80LP FG45 ST-8
3000LBS 3000LBS 3000LBS 5000LBS 5000LBS 5000LBS 5000LBS 5000LBS 5000LBS 5000LBS 5000LBS 5000LBS 5000LBS 5000LBS 5000LBS 5000LBS 5000LBS 5000LBS 6000LBS 6000LBS 6000LBS 8000LBS 8000LBS 8000LBS 8000LBS 10000LBS
CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION CUSHION
LPG LPG LPG LPG LPG LPG LPG LPG LPG LPG LPG LPG LPG LPG LPG LPG LPG LPG LPG LPG LPG LPG LPG LPG LPG LPG
7BDRU15 EZ-R30TT 7BNCU20 E30HSD 7HBE30
TBA 3000LBS 4000LBS 3000LBS 6000LBS
REACH REACH DOCKER DOCKER PALLET TRUCK
ELEC ELEC ELEC ELEC ELEC
95/210” , TRIPLE , S/SHIFT , HOURS TBA 109/252” , TRIPLE , 24V BATTERY , 2373 HOURS 83/240”, QUAD, S/SHIFT , 36V BATTERY , 2887 HOURS 85/153’’ 2 STAGE MAST, S/SHIFT 36V BATTERY 2687HOURS RIDE ON ELECTRIC PALLET TRUCK , FORKS: 27X48 , HOURS 1408
83/189” ,TRIPLE , S/SHIFT , 12V BATTERY , 5133 HOURS 83/189” , TRIPLE, S/SHIFT , 12V BATTERY , 6056 HOURS 82/187” , TRIPLE , 4 WAY , AUTO LEVER , 7890 HOURS 81/171” , TRIPLE , S/SHIFT , 8499 HOURS 81/171” , TRIPLE , S/SHIFT , 8973 HOURS 81/171” , TRIPLE , S/SHIFT , 6985 HOURS TRIPLE, S/SHIFT , 7782 HOURS TRIPLE, S/SHIFT, 9605 HOURS 83/189” , TRIPLE, S/SHIFT , FORK POSITIONER, 8476 HOURS 88/200”, TRIPLE , LEVER, S/SHIFT, 12V BATTERY , 13,375HOURS 83/189”, TRIPLE , MINI LEVER, S/SHIFT, 12V BATTERY , 9200 HOURS 83/189”, TRIPLE , LEVER, S/SHIFT, 12V BATTERY , 8795 HOURS 83/189”, TRIPLE , MINI LEVER, S/SHIFT, 12V BATTER , 9178 HOURS 83/189” TRIPLE, S/SHIFT, 12V BATTERY , 12,800 HOURS 84/240” QUAD MAST, S/SHIFT, 10800HRS, GOOD TIRES 83/187” ,TRIPLE , S/SHIFT , 9103 HOUS 83/189”, TRIPLE, 4 WAY, 7102 HOURS 83/189” , TRIPLE , S/SHIFT , 6153 HOURS 88/200”, TRIPLE, S/SHIFT 88/200”, TRIPLE, S/SHIFT 88/200”, TRIPLE, S/SHIFT TRIPLE , S/SHIFT 95/209”, TRIPLE ,S/SHIFT, BOX CAR 95/209”, TRIPLE, S/SHIFT, BOX CAR 92/138” 2 STAGE Standard/ S/SHIFT, BOX CAR, 14135 HOURS 96/157” 2 STAGE, S/SHIFT, 12V BATTERY, 5524 HOURS
$9,450 $9,450 $5,950 $10,500 $10,500 $10,500 $10,500 $10,500 $10,900 $5,500 $6,950 $6,950 $6,950 $4,950 $6,950 $7,950 $6,950 $10,900 $5,250 $5,250 $5,250 $8,950 $5,950 $6,950 $3,950 $5,950
STAND-UP ELECTRIC 2006 2002 2010 2006 2006
TOYOTA RAYMOND TOYOTA HYSTER TOYOTA
Celebrating 28 Yea rs 1986-2014
Ph: 866-848-5400 / 519-653-7979 • Fax: 407-302-4484 • firstname.lastname@example.org • www.jamco1.com
$69 ea. JCO-009 Universal Semi-Suspension Vinyl Seat
$7,950 $3,950 $8,950 $3,950 $2,500
FACILITY ASSET PROTECTION Sales manager position available!
10 YEARg S!
Check out our ad in the classified section for more information!
Save Your Assets • Rails • Systems • Protectors • More “Save”ty® Stand Guard Rails & Systems
Protecting The Supply Chain.
877-728-3891 • www.save-ty.com
IC CUSHIONS 5000 2500 3000 3000 3500 4000 5000 5000 5000 5000 5000 5000 6000 6000 6000 6000 7000 7000 7000 3000 3000 3500 3000 3000 4000 5000 5000 5000 6000 6000 6000 6000 6000 7000 7000 7000 7000 7000
Hyster S80XL Hyster S80XM 2- Hyster S80XM Hyster S80FT Hyster S80FT Hyster S80FT Hyster S100XM Hyster S120XM Hyster S120FT Hyster S120FTS Hyster S120FTS Hyster S120FTS Hyster S120FT Hyster S120FTS 2- Hyster S120FT Hyster S135XL2 Hyster S155FT Taylor THC300S 2- Toyota 7FGCU35 Toyota 7FGCU45 1 Yale GLC080LJ 2- Yale GLC080VX Yale GLC080VX 7- Yale GLC080VX Yale GLC080VX Yale GLC100VX Yale GLC120MJ 4- Yale GLC120VX 2- Yale GLC120VX 2- Yale GLC120SVX 2- Yale GLC120VX Yale GLC120SVX Yale GLC135CA Yale GLC135CA 8000 8000 8000 8000 8000 10000 12000 12000 12000 12000 12000 12000 12000 12000 13500 15500 30000 8000 0000 8000 8000 8000 8000 8000 10000 12000 12000 12000 12000 12000 12000 13500 13500
IC BIG CUSHIONS8000
Cat GC25 Clark C500-25 Hyster S30FT Hyster S30FT Hyster S35XM Hyster S40FT Hyster S50FT 2- Hyster S50FT Hyster S50FT Hyster S50FT 3- Hyster S50FT Hyster S50FT Hyster S60FT 3- Hyster S60FT Hyster S60FT 5- Hyster S60FT Hyster S70FT Hyster S70FT Hyster S70FT TCM FCG15T8T Toyota 42-6FGCU15 4- Toyota 8FGCU18 Yale GLC030VX Yale GLC030VX Yale GLC040SVX Yale GLC050DE Yale GLC050TG Yale GLC050VX 5- Yale GLC060VX Yale GLC060VX Yale GLC060VX 2- Yale GLC060VX Yale GLC060VX 2- Yale GLC070VX Yale GLC070VX 2- Yale GLC070VX Yale GLC070VX 2- Yale GLC070VX
1995 2005 2007 2007 2008 2008 2005 2005 2006 2007 2008 2008 2008 2008 2009 2006 2008 2003 2009 2003 2006 2007 2007 2007 2008 2007 2004 2006 2007 2008 2009 2010 2006 2006
1996 1978 2006 2008 1999 2010 2006 2007 2007 2008 2008 2010 2005 2006 2006 2008 2007 2008 2009 1996 1995 2009 2006 2007 2006 1992 2003 2005 2005 2005 2006 2007 2007 2006 2006 2007 2007 2008
LP LP LP LP LP LP LP D LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP
LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP
S-S, 47”Forks S-S, 54” Forks NO Attachments, BCS No Attachments LBR, 48” Forks, 3rd Valve No Attachments No Attachments 51” Forks, Hose Reel, PRS No Attachments No Attachments NO S-S, LBR, 48” Forks No Attachments S-S No Attachments PRS, No Attachments S-S, LBR, NO Forks No Attachments S-S FP, 72” Forks, 5.7 L S-S, LBR, 36” Forks 42” Forks S-S, 60” Forks LBR, 38” Forks LBR, 39” Forks LBR, 42” Forks S-S, LBR, 4- 42” Forks, 78” W x 90” H Carriage LBR, 48” Forks No Attachments S-S, 48” Gypsum Forks No Attachments None Cab No Doors, New 60” Forks No Attachments No Attachments No Attachments
S-S, 39” Forks No Attachments NO Mast, No Attachments S-S, LBR, 42” Forks No Attachments S-S, LBR, 42” Forks No Attachments S-S, LBR, 42” Forks No Attachments No Attacments S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S S-S, LBR, 42” Forks S-S, 36” Forks S-S, LBR, 42” Forks S-S, FP, LBR, 42” Forks, Non Marking Tires S-S, LBR, 42” Forks No Attachments No Attachments 3-way Valve, 42” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks NO Mast S-S, LBR, 48” Forks No Attachments S-S, LBR S-S, LBR, Forks S-S, Forks S-S, LBR, 42” Forks S-S, LBR S-S, LBR, Forks S-S, LBR, 42” Forks S-S FP, Forks FP, LBR, Forks NO Attachments S-S, LBR, 42” Forks No Attachments
8000 4000 1999 2006
2003 2001 2005
3500 3500 4000
Crown SC4000-35TT Hyster J35XNT Yale ERP035TH Yale ERP040TH
CALL THE PROS: 980.272.0570
VIEW THE FULL INVENTORY AVAILABLE ONLINE!
E E E E E E E E E E E E
E E E E E E E E
E E E E E E E E E
E E E E E E E E E E E E E E E
27” x 48” Forks 27” x 48” Forks, 7” BC 27” x 48” Forks 27” x 48” Forks 27” x 48” Forks, No H/M 27” x 48” Forks 27” x 48” Forks, 7” BC 27” x 48” Forks, 8” BC 27” x 48” Forks, 13” BC 27” x 48” Forks, 13” BC 27” x 48” Forks, 13” BC 27” x 48” Forks, 13” BC
38” x 52” Platform w/ Controls, Harness Hook Forks, Mono Mast, Fork Over Stacker, No H/M S-S, LBR, 35” Forks S-S, 42” Forks S-S, 42” Forks S-S, LBR, 42” Forks S-S, 42” Forks 42” Forks
42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 48” Forks 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp
S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, LBR, Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, LBR, 48” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks, 12” BC S-S, LBR, 42” Forks S-S, LBR, 42” Forks
42” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks
S-S, LBR, Forks S-S, LBR, Forks S-S, 42” Forks No Attachments LBR, 42” Forks S-S, LBR, Forks, 27” BC S-S, LBR, 42” Forks S-S, LBR, 42” Forks 33” BC, S-S, LBR, 42” Forks S-S, LBR, 42” Forks, 33” BC S-S, LBR, 45” Forks
E E E E E E E E E E E E E E E
84” Work Platform Lift Height 36” x 96” Platform, 180 deg Rotator, 2WD, Ford Magnetic Battery Puller
S-S, LBR, 42” Forks Forks Pivot Mast, 48” Forks
E G E
LP LP E
2006 2004 2004 2001 2004 2008 2002 2003 2006 2007
ELECTRIC PALLET JACKS 4500 Crown WP2335-45 Hyster P021 2- Hyster W50Z Hyster W65Z Raymond 102T Raymond 112TM 2- Yale MPB040EN 26- Yale MPB040EN 8- Yale MPE060LE 5- Yale MPE060LE Yale MPE060LE Yale MPE060LE
4000 5000 6500 4500 6000 4000 4000 6000 6000 6000 6000
2001 2007 2008 2000 2001 2003 2004 2002 Cat SF22 Cat E3000AC Crown 30WRTT 5- Crown 30WRTT Crown RC3020-30 2- Crown RC3020-30 Yale MSW030SC
NARROW AISLE 5- Big Joe PDI-20
Crown SP3505-30 3- Hyster R30XM2 14- Yale OS030EC Yale OS030EA 11- Yale OS030EC Yale OS030EC Yale OS030EC 5- Yale OS030EC
650 2000 3000 3000 3000 3000 3000 3000
2005 2006 2001 2001 2004 2005 2002 2003 2004
2008 2009 2012 2007 1999
2008 2009 2007 2002 2003 2003 2005 2006 2007
4000 4000 4000 3500 4500 4000 3000 3000 4000 3500 3500 3500 4000 4000 4000
2000 2010 2006 2009
2002 2006 2005 2007 2008 2008 2009 2006 2007 2006
3000 3000 3000 3000 3000 3000 3000 3000 3000
STOCKPICKERS 6- Crown SP3505-30
4- Crown RR5210-40 Crown RR5715-40 2- Crown RR5210-40 2- Hyster N35ZR Hyster N45XMR2 Mitsubishi ESR20N Raymond EASI-30TT Raymond EASI-30TT Raymond R40TT 2- Yale NR035AE 2- Yale NR035AE Yale NR035AE Yale NR040AE 2- Yale NR040AE Yale NR040AE
3 WHEEL RIDER ELECTRICs 3500
4000 4500 5000 5000 5000 5000 4000 5000 6000 6500
Hyster E40XM2S 2- Hyster E45Z Hyster E50Z 5- Hyster E50Z Hyster E50Z 7- Toyota 7FBCU25 Yale ERC040AH Yale ERC050GH Yale ERC060GH Yale ERC065GH
l o ñ pa
4Hyster WHEEL SIT DOWN RIDER ELECTRICS E30Z 3000 2008
Crown Wav50 JLG 400S MTC WBL-40-M-44
Miscellaneous Crown Wav50
Aisle Master 44S Combi-Lift C8000 2- Landoll P40SE90D
VNA 4-way ARTICULATING 4400
WORLDWIDE WHOLESALER OF QUALITY LIFt TRUCKS
Contact us by email: Bill Zemak - email@example.com • david herrera - firstname.lastname@example.org Seth Caldwell - email@example.com • Tim Smith - firstname.lastname@example.org Vince Strum - email@example.com • Terry Lee - firstname.lastname@example.org
9801 Industrial Drive • Pineville, NC 28134
FORKLIFT PRO 28 MHWholesaler
6000 4000 4000 4000 4000 5000 5000 5000 5000 5000 5000 6000 6000 6000 7000 5000 9000 3000 8000 10000 3000 3000 3000 3000 3000 4000 4000 5000 5000 5000 5000 5000 5000 5000 5000 5000 6000 6000 6000 6000 6000 6000 7000 8000 10000
15500 19000 28000 36000 35000 13500 17500 2007 2004
2004 2009 2008 2009 2001 2005 2006 2004
2002 2006 2006 2008 2008 2008 1995 2004 2005 2005 2007 2008 2008 2008 2010 2010 2001 2009 2007 1987 1995 2003 2007 2008 2009 2010 2003 2006 2003 2003 2004 2006 2006 2007 2007 2009 2010 2002 2006 2008 2009 2010 2010 2010 2007 2007
D D D D D D D D
D LP D LP LP LP LP D LP D LP LP LP LP LP LP D D LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP LP D LP LP D
2005 LINDE H160D-1200
2006 jlg 400s
S-S, LBR, 42” Forks, 2WD S-S, 48” Forks, Cab, 2WD
2006 cat gc4ok-s1
2007 mastercraft c-06
S-S, 96” Forks 3-way Valve, LBR, 72” Forks FP, 96” Forks S-S, FP, 44” Forks Cab, 5.9L D, 96” forks S-S FP, 25’ Boat Forks S-S, LBR, 48” Forks, Painted S-S, 72” Forks, Full Cab
S-S, LBR, 48” Forks, Full Cab S-S, LBR, 46” Forks S-S, LBR, 42” Forks No Attachments S-S, LBR, 42” Forks S-S, LBR, 53” Forks 48” Forks S-S, LBR, Block Forks (4) S-S, LBR, 42” Forks S-S, LBR, Block Forks (6) LBR, Forks S-S, LBR, 41” Forks Forks No Attachments 42” Forks S-S, LBR, 48” Forks LBR, 60” Forks No Attachments LBR, Forks 60” S-S, LBR, 48” Forks WP Drives, S-S, No Forks S-S, LBR, 48” Forks S-S, LBR, Forks S-S, LBR, Forks, Good Tires, Painted S-S, LBR, 42” Forks S-S, LBR, 40” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks LBR, Forks, Duals S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, LBR, 38” Forks S-S S-S, LBR, 42” Forks S-S, LBR, 42” Forks 36” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, LBR, Forks S-S FP, LBR, Forks FP, LBR, Forks No Attachments LBR, 1 - 39” Fork S-S, 60” Forks, Singles, Cab
2001 HYSTER H360HD
2008 yale glp030vx
2003 aisle-master 44s
2004 CAT DP80
toyota 2008 7fbcu25
1999 crown wav
big joe pdi-20
CALL THE PROS: 980.272.0570 AND TALK TO ONE OF OUR TEAM MEMBERS DIRECTLY!
2007 HYSTER R30XM2
NEW 38” Rightline E10G978-27F Side-Shifting Fork Positioner - Class III - Fixed 1.75” x 5” x 48” Forks - No LBR - Front Mount - Capacity 10,000 lbs @ 24” LC - Weight 218 lbs w/o Forks or LBR - Good Blocks - Good Condition Used 42” Rightline C9C1067-27 Fork Positioner - Class III - Fixed 2” x 5” x 48” Forks - No LBR - Front Mount - Capacity 10,000 lbs @ 24” LC - Weight 292 lbs w/o Forks or LBR - Good Blocks - Good Condition Used 48” Rightline C9C1219-27 Fork Positioner - Class III - Fixed 2” x 5” x 48” Forks - LBR - Front Mount - Capacity 10,000 lbs @ 24” LC - Weight 329 lbs w/o Forks or LBR - Good Blocks - Good Condition Used 48” Rightline C9C1219-03 Fork Positioner - Class III - Fixed 2” x 5” x 48” Forks - LBR - Side Mount - Capacity 10,000 lbs @ 24” LC - Weight 329 lbs w/o Forks or LBR Good Blocks - Good Condition Used 48” Rightline C15C1219-18 Fork Positioner - Class IV - Fixed 2.5” x 7” x 48” Forks - No LBR - Side Mount - Capacity 15,000 lbs @ 24” LC - Weight 576 lbs w/o Forks or LBR - No Blocks - Good Condition
FORK POSITIONERS with forks mounted NEW 38” Rightline E10G978-27F Side-Shifting Fork Positioner - Class III - Fixed 1.75” x 5” x 48” Forks - No LBR - Front Mount - Capacity 10,000 lbs @ 24” LC - Weight 218
Used Kughler V2A Double Barrel Clamp Used LTS Scale Corp DR2100A Load Scale - Class II - Cab Mount Funtional Controls w/ Digital Read Out - Capacity 6,000 lbs @ 24” LC - Attached to Cascade 55F-FPB-A137 S-S Fork Positioner - S/N SPR 962567 -SO - Class III - No LBR - Side Mount - Capacity 5,500 lbs @ 24” LC - Weight 280 lbs S-S FP only - Good Blocks - Good Condition
SINGLE-DOUBLES 4- Cascade 55F-FDS-A221 Side-Shifting Single-Double - Class III - 42” Forks - 5,500 lbs @ 24” Capacity - 1,120 lbs - Good Blocks - Good Cond - On Pallet MISCELLANEOUS
2- Cascade 45E-PXB-199 Extended Range Push-Pull - Class II - 26 x 47” Platens - 3,600 lbs. @ 36” Capacity - Good Blocks - Good Cond - w/ #13277 7- Loran 11097 Push-Pull - Class II - 11” x 42” Platens - Weight 1,175 lbs - 3,500 Lbs Capacity - On Pallet
PUSH PULLS Cascade 35E-PLB-180 Push-Pull - Class II - 1.5 x 4 x 48” Class II Forks - 3,200 lbs. @ 24” Capacity - Good Blocks - Good Cond - On Pallet
2- Cascade 45E-PLS-411 Class II Load Pusher - Ready for Class II Forks - 950 lbs. - On Pallet
LOAD PUSHERS Cascade 35E-PLS-234 Side-Shifting Load Push - Class II - 1.75 x 5 x48” Class II Forks - 859 lbs. 3,500 lbs. Capacity - Good Blocks - Good Cond. - On Pallet
FORK CLAMPS Cascade 35D-CF-08A Non Side-Shifting Fork Clamp - Class II - 1.5 x 5 x 42” Moving Forks - 17” to 61” Close to Open -3,500 lbs. @ 24” Capacity - Good Blocks - Good Cond -
PAPER Roll Clamps
Cascade 77F-RCS-196 360 Degree Rotating Swing Frame Paper Roll Clamp - Class IV - 10” to 60” Roll Range - Weight 2,850 lbs - Capacity 7,700 lbs @ 60” Roll - Good Blocks - Good Cond - On Pallet 2- Cascade 90F-RCP-01CR2 360 Degree Rotating Paper Roll Clamp w/ Positioned Short Arm - Class IV - 10” to 60” Roll Range - Weight 2,850 lbs - Capacity 9,000 lbs @ 60” Roll - Good Blocks - Good Cond - with #13443 Cascade R90F-RCP-01C 360 Degree Rotating Paper Roll Clamp w/ Positioned Short Arm - Class IV - 10” to 60” Roll Range - Weight 2,850 lbs - Capacity 9,000 lbs @ 60” Roll - Good Blocks - Good Cond - with #13414 Cascade 90F-RCS-21CR1 360 Degree Rotating Swing Frame Paper Roll Clamp w/ Positioned Short Arm - Class IV - 10” to 60” Roll Range - Weight 3,050 lbs - Capacity 9,000 lbs @ 60” Roll - Good Blocks - Good Cond - On Pallet Cascade 90F-RCS-181 360 Degree Rotating Swing Frame Paper Roll Clamp w/ Positioned Short Arm - Class IV - 0” to 60” Roll Range - Capacity 9,000 lbs @ 60” Roll - Good Blocks - Good Cond Cascade 90F-RCS-148 360 Degree Rotating Swing Frame Paper Roll Clamp w/ Positioned Short Arm - Class IV - 0” to 60” Roll Range - Capacity 9,000 lbs @ 60” Roll - Good Blocks - Good Cond Cascade 90F-RSF Roll Clamp 10-60” Fixed Cascade 100F-RCS-21CR1 360 Degree Rotating Swing Frame Paper Roll Clamp w/ Positioned Short Arm - Class IV - 10” to 60” Roll Range - Weight 3,500 lbs - Capacity 10,000 lbs @ 60” Roll - Good Blocks - Good Cond - On Pallet Cascade R100E-RCP-01C 360 Degree Rotating Swing Frame Paper Roll Clamp w/ Positioned Short Arm - Class IV - 10” to 60” Roll Range - Weight 3,010 lbs - Capacity 10,000 lbs @ 60” Roll - Good Blocks - Good Cond - On Pallet
MasterCraft C-06 Noble R80
Cat DP80 Hyster H155FT Hyster H190HD Hyster H280HD Hyster H360HD Linde H160D-1200 Toyota 7FDU60 Toyota 7FDU80
ic big pneumatics 17500
Cat DP25K Cat P6000 2- Hyster H40FTS Hyster H40FT 3- Hyster H40FTS Hyster H40FTS Hyster H50XM 2- Hyster H50XM 2- Hyster H50FT Hyster H50FT Hyster H50FT 2- Hyster H50FT Hyster H60FT Hyster H60FT Hyster H60FT Hyster H70FT Linde H25D 2- Linde H40D Toyota 8FGU15 Toyota 02-3FG35 Toyota 05-5FGU45 2- Yale GLP030AF 5- Yale GLP030VX Yale GLP030VX 3- Yale GLP030VX 3- Yale GLP030VX Yale GLP040AF Yale GLP040SVX Yale GLP050RG Yale GLP050RG Yale GLP050RG Yale GLP050VX Yale GLP050VX 2- Yale GLP050VX Yale GLP050VX 3- Yale GLP050VX 6- Yale GLP050VX 3- Yale GLP060TG Yale GLP060VX Yale GLP060VX Yale GLP060VX Yale GLP060VX Yale GDP060VX 2- Yale GLP070VX Yale GLP080VX Yale GDP100VX
IC PNEUMATICS 5000
www.MHWmag.com MHWholesaler 29
Cover Story | Continued from page 6 Education The MODEX Conference brings together leading experts from the industry to give you the latest information on manufacturing and supply chain trends, technologies and innovations. The conference also includes valuable opportunities to network with your peers. • Show floor seminars that complement the solutions you see on the exhibit floor • Keynotes on leading supply chain topics • Collocated educational sessions from premier authorities in manufacturing and the supply chain industry • Social opportunities for networking with solution providers and other industry professionals
of Coca-Cola, Georgia Aquarium, Inside CNN, and the all circling Centennial Olympic Park.
Attendees Manufacturing, distribution and supply chain professionals from the United States, Canada, Mexico and over 80 countries around the world are expected to attend. They will attend to find efficiency, visibility and costcutting solutions for their manufacturing and supply chain operations.
Show Hours Monday, March 17, 2014: 10:00 am - 5:00 pm Tuesday, March 18, 2014: 10:00 am - 5:00 pm Wednesday, March 19, 2014: 10:00 am - 5:00 pm Thursday, March 20, 2014: 10:00 am - 3:00 pm
Networking If you are involved in manufacturing, distribution and the supply chain you will benefit from meeting with other professionals in your field on the show floor. Attendees include: • C-level and VP-level manufacturing, distribution, logistics and supply chain executives • Manufacturing and production managers • Industrial, plant and manufacturing engineers • IT, logistics and supply chain directors • Third-party logistics professionals • Distribution center and warehousing managers • Procurement professionals
Educational Conference Along with more than 800 exhibits covering more than 250,000 net square feet of show floor, the MODEX 2014 Educational Conference will offer highly focused seminars and Keynotes. The educational content will focus on the latest equipment and system innovations and applications as well as on leading manufacturing and supply chain issues and trends.
Show Registration Fees There is no cost to attend the show or educational sessions. Register free online at www.modexshow.com.
Show Management Contact
MODEX 2014 will be held in Atlanta, GA at the Georgia World Congress Center located in the heart of downtown Atlanta. Experience the Southeast's most alluring destination with top attractions and history, outdoor adventures and award-winning culture. Downtown Atlanta's walkable attractions loop is where you can see the World
MHI 8720 Red Oak Blvd., Suite 201 Charlotte, NC 28217-3992 USA 704-676-1190 CustomerService@MODEXShow.com
THE LARGEST INVENTORY
...of quality replacement parts for sweepers/scrubbers & personnel carriers!
WE HAVE YOU COVERED Y DA E ! SAMPPING I SH
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Connect. Compete. Grow. 2014 Georgia Logistics Summit
Each day, planet Earth experiences a net gain of 200,000 people or 140 every single minute. That equates to 70 million more people every year, about the same as the combined populations of California, Texas and Washington. From day one, each person added is a “consumer,” relying on the delivery of products to their doorsteps and store shelves in order to prosper. The products consumed will vary based on geography and culture, as will the technical details to physically get the products delivered … but the importance of logistics is universal. And, as populations and demographics change so too are the rapid advances in technology to create a global marketplace. Companies were once able to compete as solely an “importer” or “exporter” but now see those lines blurring and competitiveness tied to leveraging both imports and exports, coupled with domestic last-mile distribution in order to satisfy the rapidly increasing demand for products all over the world. This growing global economy is making supply-chains more complex and integrated. This trend is further evidenced by the fact that both U.S. exports and imports of goods and services reached the highest on record in 2012 at nearly $2.2 trillion and $2.75 billion respectively. Recent data shows the export trend continuing in 2013 with exports up 2.6% over 2012 and imports remaining steady. Thus a focus on export, import and domestic logistics at the 2014 Georgia Logistics Summit is very timely for while volumes are up so are total logistics costs (although still well below 2007). On March 18th and 19th in Atlanta, the 2014 Georgia Logistics Summit will deliver a unique two-day program with multiple speakers from leading private industry shippers and logistics experts. Companies like Target, Walmart, Merck, Starbucks, Baxter, AGCO, Boeing and many others will discuss with attendees how they are managing trends in the global economy where the only constant is change. In addition to focused breakout sessions on imports, exports, and domestic logistics, the Summit includes keynote speakers from Wal-Mart and panel discussions on the “Logistics of Manufacturing” and “International Trade: Partnerships and Possibilities.” In its 6th year, the Summit has widely established itself as a powerful networking event designed with ample opportunities to establish connections with the other attendees. The Summit draws together an unmatched depth and breadth of attendees from every aspect of
the ‘logistics ecosystem.’ The summit allows attendees to meet and mingle with executives in all modes of transportation and every aspect of supply chain who can provide deep expertise and insight about each sector. Make plans to join over 2,000 industry peers and customers from 30 states and nine countries in Atlanta on March 18 & 19 at the 2014 Georgia Logistics Summit. These are exciting and challenging times in logistics, making opportunities to meet and hear from professionals in the industry even more important for you to connect, compete and grow your business. You don’t want to miss it! Learn more and register online: www.georgialogistics.com/logistics-summit
Co-located trade shows Co-located with the 2014 Georgia Logistics Summit will be two incredible supply-chain trade shows in MODEX 2014 organized by the Material Handling Institute (MHI) and the first-ever Supply Chain & Transportation USA Exhibition & Conference (SCT) hosted by Reed Exhibitions. These shows take place right downstairs from the Georgia Logistics Summit and run four days (March 17-20) providing access to 800 supply-chain related exhibitors and multiple on-floor educational seminars. So maximize your conference experience and make plans now to attend March 18 & 19 for the Georgia Logistics Summit AND take in the trade shows at the same time. Paid registrants of the Georgia Logistics Summit receive a badge that will also provide immediate access to the MODEX and SCT show floor. However, registration for MODEX and SCT only does not include access to the Georgia Logistics Summit. Take advantage of the tremendous opportunity to connect, learn new ways to improve your business and grow!
About the Georgia Center of Innovation for Logistics The Center of Innovation for Logistics is the leading statewide resource for fueling logistics industry growth and global competitiveness. The Center directly helps companies to overcome challenges and capitalize on opportunities related to the movement of freight. We provide focused expertise, specific industry data, connections to state resources, and an extensive cross-sector industry network. The Center is an industry focused component of the Georgia Department of Economic Development (GDEcD) and has main offices in Savannah and Atlanta, but has activity in all parts of the State. The Center represents all segments of the logistics industry and provides a unique platform for companies to network, address industry issues and share knowledge. Simply put, the Center is a catalyst to help logistics-enabled businesses connect, compete and grow.
Human Element | Continued from page 21 First, rarely is the supervising manager aware of the strengths and weaknesses of the team who reports to him or her. And likewise, the individual just hired rarely is made aware of the manager’s needs. While companies give new employees a job description, rarely is their job description directly related to their boss’s responsibilities. Caliper has been brought in to rectify situations where although selection and training appear to be effective and connected, the new employees are assigned to the wrong manager, or the manager and employee are not given sufficient information to ensure their joint success. We should go one step further here. In some cases, the company does not clearly enough communicate what is required of a new employee. To compound this ambiguity, managers do not know the strengths and weaknesses of new employees, which means the manager is ill prepared to manage new employees as effectively and efficiently as possible. The broken pieces of the hiring process result from inaccurate assumptions. We assume that if job candidates have 10 years of experience, they must know what they’re doing and are likely to succeed in the job to be filled. We also assume that off-the-shelf, one-size-fits-all training will be effective for employees. And third, we assume that we can hand the new hire over to a manager who knows little or nothing about the new employee. Most managers go with what they know – they manage as they have been doing year after year, regardless of who they are managing. Such an uninformed approach to management can lead to frustration for both manager and employee. Whether you look for talent from outside the company or within among current employees, it just makes good business sense to invest the time in more precisely matching the individual to the job. Caliper recommendations for hiring are based on the substantive data that our personality assessment profile uncovers.
The pay-off to this investment of time and effort is that people whose core personality strengths are matched to a specific job are much more likely to give the return you want on your hiring investment. In other words, when you assess your job candidates with personality testing, engage them in multiple interviews, and check references carefully, you are much less likely to make a hiring mistake. Once you have made a good hire, train your new employee in the way that he or she needs in order to succeed, and establish a well-defined relationship between manager and employee with clear expectations based on an in-depth understanding of their core strengths and competencies, you have in essence, avoided the broken hiring process that plagues many companies today. Whatever investment you make in testing job candidates, providing the right training and establishing a solid manager – employee relationship will be offset by the productivity that you get from your new hires, and in fact the entire team. Whether in sales, management, or leadership, people who are most productive over long periods of time have found a set of activities and tasks to engage in that is consistent with their skills and their basic personality dynamics. The irony is that many of the executives who are complaining about the lack of productivity of the people they hire don't realize that they are, unwittingly, reinforcing a broken process—a broken process for hiring and a broken process for developing top talent. If what you are doing is not working, don't keep doing it. Instead, to find your next top performer, first you have to ensure that your expectations are clear and that you know what you need. What is involved in succeeding in this role? It all starts by understanding the job and being clear on what results you hope to achieve. Continued on page 42
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Sales Trends | Continued from page 14 OK, the illustration may seem a bit over the edge. Most industries are not at the point, yet, where they will charge for sales calls. But in the information rich, too-many-things-to-do world in which you and your customers live, time is more precious than money. When you ask for your customer's time, you are asking for something very limited and very precious. If you take 30 minutes of his day, he has invested 6.25% of his workday in you. He has a thousand other things he could have done in that time. What did he get for that investment with you? The point is this: If you are going to be successful in the information age economy, you must focus on bringing something of value to your customers every time you ask them to invest their time in you. You must view every sales call through the perspective of the value you can bring to your customers. A sales call is no longer just about the objectives that you want to achieve, it is also about the objectives your customer wants to achieve. It's as if you present that $150.00 bill at the end of every sales call and expect to be paid. So, how can you adjust to new situations? Here are some proven practices that will help you make the transition: 1. Understand your customer's situation as thoroughly as possible before you take his time. Your customer expects you to know something about his business, his customers, his processes and his problems before you visit. That means that you must spend more time before sales calls gathering information about that customer. Check to see if the customer has a website, and gather useful information from it. Call and ask the receptionist to send you a company brochure. Ask around your company to see what other colleagues might know about the account. If you don't know that the customer is qualified and worth your time, you will be wasting his.
2. Think through the sales call from the customer's perspective. Put yourself in the shoes of that customer. What else does he/she have to do other than talk to you? What problems is he facing, what opportunities? How can you bring him or her something that will simplify his job, help him overcome his problems, or reduce the amount of time he spends on your project? This is a simple little technique that can make a huge difference in your performance. Before every sales call, stop and think about this question: What will the customer gain from the time he/she spends with me? If you can't articulate some gain for the customer, consider not making the sales call. I realize that this is a change in thinking for a lot of sales reps. But it's a change that is coming, whether you want to make it or not. Your choice is to be a leader and thus gain a significant edge over your competition, or to wait until the market forces you to change. The choice is yours. Dave Kahle has trained tens of thousands of distributor and B2B salespeople and sales managers to be more effective in the 21st century economy. He’s authored nine books, and presented in 47 states and eight countries. Sign up for his free weekly Ezine or visit his blog at www.davekahle.com. E-mail firstname.lastname@example.org to contact Dave.
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Phone: 847-487-2780 • www.blankeindustries.com Nuts & Bolts | Continued from page 16
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ARC directed its staff to expand the organization’s efforts to develop with the rail shipper community an enhanced legislative plan and to work for congressional approval. In addition, the board committed to continue the organization’s activities before the Surface Transportation Board (STB). ARC will be inviting the larger rail shipper community to meet together as soon as possible to galvanize consensus support for a legislative action plan and to preserve a united shipper front.
FMCSA announces medical certificate extension FMCSA will publish a final rule extending the requirement for interstate commercial drivers to have paper copies of their medical examiner’s certifications with them when operating a commercial motor vehicle. An advance copy of the rule has been posted to FMCSA’s website. This requirement will stay in effect until January 30, 2015. This requirement applies to any drivers with either a commercial driver’s license (CDL) or the commercial learner’s permit (CLP) who must be medically certified under 49 CFR part 391. Please note that drivers are still required to certify their status (e.g., interstate or intrastate, exempt or non-exempt) with the State Driver License Agency (SDLA) agency before January 30, 2014 and to provide the SDLA a copy of any new medical certificate received after January 30, 2012. FMCSA also extended the requirement for interstate motor carriers to retain copies of their drivers’ medical certificates in their driver qualification files. This extension of the requirement to carry a medical certificate card was needed to ensure that all SDLAs are prepared to accept and transmit the medical qualification of CDL and CLP holders on the Commercial Driver’s License Information System (CDLIS) driver record. • www.fmcsa.dot.gov
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Aftermarket | Continued from page 22 your service department developed pay for performance programs based upon productivity of technicians using flat rate billing? Reality: Many dealers and service managers are too quick to comment that flat rate won’t work in their dealerships. Most dealers and service managers don’t recognize that in many areas flat rates are already being used: planned maintenance program, lease with maintenance programs, customer quotes and, of course manufacturer warranty programs and set up or make ready programs. Unfortunately, many of these same dealers are not using these flat rates as a measure of performance or as an incentive compensation program for technicians. If they were they would have the beginning of an answer for paying a technician $30.00 an hour. Reality: Most equipment dealerships fail to establish realistic labor rates. Your shop is generally labor intensive and contributes to some of the largest expense dollars within the dealership. Every year your expenses increase and your technician’s wages should go up. Unfortunately, over the years your shop labor rates have not kept pace with your shop and payroll expenses. Reality: If you are not reviewing your labor rates at least twice a year and making the necessary changes, then you are falling behind. If technicians’ hourly rates are going up and if we agree that they will continue to go up based upon the shortage of qualified technicians, then a continued review of your shop labor rate is certainly necessary. Pegging your hourly labor rate to what your local competition is charging is foolish. Set your labor rate to develop a profit for your dealership. If your competitors want to go broke, let them! You are a survivor
and you are going to market the value added service your dealership provides! You’ve got to sell your services for what they are worth and at a profit to the dealership! Reality: Most equipment dealers don’t have the “guts” to raise their labor rates. Reality: Using ridiculous internal rates dramatically draws down your absorption rate as well as your after market profitability. As an example, we were working with a dealer in the northeast whose labor rate is $116.95 an hour. This dealer told his customers that his labor rate was the highest in the metropolitan area, but that in return his customers got the best value for their dollar when they had their service work performed at his dealership. This was value-added salesmanship! He had “top-notch” technicians whom he paid well and technicians who worked on a pay for performance plan that permitted them to earn, in many instances above the $30.00 an hour wage. May we suggest that in the coming years, dealer principals and service managers and parts managers face up to reality? No other area within an equipment dealership offers the profitable opportunities that are provided by your aftermarket ... for success focus upon those opportunities! Serious Reality: Many manufacturers are “establishing” fixed labor rates and fixed parts pricing for what the manufacturer calls National Accounts. If this practice continues to grow it could have a detrimental effect upon what we have said above. John R. Walker is president of Aftermarket Services Consulting Co. Inc. E-mail firstname.lastname@example.org to contact John.
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Human Element | Continued from page 32 Then screen out people you know won't cut it in your organization. Integrate your company's values and culture into the interviewing process. Using a personality assessment in your hiring process can help you on many levels. It will help you understand what distinguishes your top performers. What sets them apart from those in the middle of the pack, and those at the bottom? Who in the middle has the potential to become a top performer—if they were, perhaps, working with a different manager; or given coaching in a specific area? Equally important, the insights from a study of the qualities that distinguish your top performers will help you to recognize those strengths in promising job applicants. Such insights also will help you to uncover even the most cunning of interview stars. And what you learn about your current top performers will help you to discover people already in your organization who possess the qualities to be your next top producers—but they may be doing something completely different. By looking for potential rather than experience, you will hire and develop top performers. Don't look to the past to change things. Look to the future, to someone's potential, to what they, and your organization, can become. 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 firstname.lastname@example.org to contact Caliper.
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Shifting Gears | Continued from page 18
2nd Step Awards recognize women for excellence in manufacturing Dr. Maureen Lockwood, Manufacturing Manager at Thombert, Inc., Newton, Iowa will be awarded the Women in Manufacturing STEP (Science, Technology, Engineering and Production) Award. The STEP Awards honor women who have demonstrated excellence and leadership in their careers and represent all levels of the manufacturing industry, from the factory-floor to senior management. The STEP Awards will be presented in Washington, DC on February 7, 2014. "My passion for manufacturing comes from the collaborative culture of continuously improving results. We use team problem solving Dr. Maureen Lockwood and innovation skills to better product quality, performance and the workplace. I thoroughly enjoy working with colleagues at all levels of the business to achieve things that once seemed impossible.”, commented Dr. Lockwood. Dr. Lockwood has earned a Bachelor of Science in Engineering from The University of Iowa, a Masters of Business Administration from the University of Wisconsin – Whitewater and a Doctorate of Management from the University of Phoenix. • www.thombert.com
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We Handle It All!
Setting the Standard in Material Handling Equipment
This one-of-a-kind was just what the customer ordered!
As World-Class Designers & Manufacturers of Material Handling Equipment, We Offer:
Superior Workmanship â€˘ Customized Designs â€˘ 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.
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.
Give us your specs, chances are we built a similar unit before and with minor modifications, get you what you need.
Can double or even triple your forklift's capacity.Plus they are extremely maneuverable.
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 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.
PHILLIPS PRODUCTS Part of the Industrial Sales Group of Irwin Car and Equipment
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.
P. O. BOX 409 IRWIN, PA 15642
T: 724-864-8900 F: 724-864-8909 Email: Dave Felt at firstname.lastname@example.org
YOUR MATERIAL HANDLING
For a direct link to these websites, vist mhwmag.com and click on the corresponding display ad under the category you are browsing.
To Advertise Here Call 877-638-6190
E ALLIED PRODUCTS E ATTACHMENTS & ACCES. E AUCTIONS E AUTOMATED STORAGE SYSTEMS E AUTOMATIC IDENTIFICATION EQPT. E BATTERIES/CHARGERS E CONTAINER STORAGE E CONTROLS & INFORMATION HANDLING SYSTEMS E CONVEYORS
E E E E E
E INVENTORY & PRODUCTION CONTROL SYSTEMS E INVENTORY AND BAR CODING E LIFT TABLES E LP GAS DISTRIBUTORS E MECHANICAL POWER TRANSMISSION EQUIPMENT E NON-POWERED FLOOR EQUIPMENT & ACCESS. E OTHER E OVERHEAD LIFTING
CUSTOMER FABRICATORS DRUG TESTING COMPLIENCE DOCK EQUIPMENT DRUM HANDLERS ELECTRICAL/ELECTRONIC CONTROLS ENGINES FINANCE COMPANIES FLUID POWER EQUIPMENT INSURANCE COMPANIES
E E E E
E ALLIED PRODUCTS
E E E E E E E E E E
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
E SAFETY PRODUCTS E SEATS E STORAGE EQUIPMENT E SWEEPERS SCRUBBERS & BRUSHES E TIRES/WHEELS E TRAINING EDUCATION/ASSOC. E TRANSPORTATION & HAULING EQPT. E WAREHOUSE MANAGEMENT
E ENGINES Engines, Cylinder Heads, Parts
GET THE TOTAL PICTURE
Sentinel has the right convex mirror for you.
160 Murray St., Rochester, NY 14606 1-(800) 733-6780
GRINDSTAFF 1-816-796-7676 800-896-7676
www.grindstaffengines.com • email@example.com
E ATTACH. & ACCESSORIES • Pallet Truck Modifications • Turret Mast Attachment • Mechanical Attachments • Special Design Request and Much Much More... www.superioreng.com
E LIFT TABLES E CONTAINER STORAGE E Container Options
E Forks 119 Sizes
Specials Available Chicago & CA Stock
E ELECTRICAL/ELECTRONIC CONTROLS
www.tvh.com (800) 255-4109
Flight Systems Industrial Products Remanufactured Controls
FS F SIP
• Partnered With Many Leading OEMs • ISO Certified For Quality Management • Serving The Industry For Over 40 Years
www.fsip.biz • 1-800-333-1194
Something NEW is coming coming! Look for it in the May issue of Whoelsaler
E PALLET JACKS EZ-Lift Quality Scales and Scissorlifts too Chicago & CA Stock
ATLAS INTERNATIONAL LIFT TRUCKS 5050 N. River Road • Schiller Park, IL 60176 (847) 678-3450 • Web: www.atlasd2d.com
E PARTS E Cylinders-Hydraulic
Hader Industries 262-641-8000
15600 W Lincoln Ave, P.O. Box 510260 New Berlin, WI 53151-0260 We also carry pumps, power steering units & valves.
E Emissions Analyzer
g voice in the w dlin ho an
industry! ale les
The mate ria lh
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
800-939-DYNA (3962) www.dyna-rack.com
ATLAS INTERNATIONAL LIFT TRUCKS 5050 N. River Road • Schiller Park, IL 60176 (847) 678-3450 • Web: www.atlasd2d.com
Reman Engines/Gas, LP, CNG, & Diesel
www.tvh.com Celebrating 35 years!
E Manufacturer/Suppliers (New)
E SAFETY PRODUCTS
Cantilever Racks • Structural Pallet Racks Portable Stacking Racks • Specialty Transport & Storage Products
E Manufacturer/Suppliers (Rebuilt)
E Label Holders
GET THE TOTAL PICTURE
Sentinel has the right convex mirror for you.
160 Murray St., Rochester, NY 14606 1-(800) 733-6780
www.campuscrafts.com Reman Engines, Transmissions, Drive Units, Steer Axles, Steer Gears & Differentials
LABEL HOLDERS DON’T COST- THEY PAY! www.aignerlabelholder.com 800.242.3919
E Pallet Truck Parts
www.tvh.com (800) 255-4109
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
800-939-DYNA (3962) www.dyna-rack.com
Corrugated Steel Rack Deck
THE BEST POLYURETHANE WHEELS AND TIRES
Economical • Strong • Easy-Install Fast Delivery • Drain Holes Painted, galvanized, or stainless steel www.rackdeck.com
Rack Deck by DACS 800-909-4937
690 Chase Ave., Elk Grove, Illinois 60007 Phone: 847-956-1300 • Fax: 847-956-1339 • 800-323-6052
Website: www.avt.us • E-mail: firstname.lastname@example.org
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
800-939-DYNA (3962) www.dyna-rack.com
THE BEST POLYURETHANE WHEELS AND TIRES
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: email@example.com Lift Up Your Business
E REPAIR SERVICES E Motors (Electric)
AMERICAN VULKO-TREAD CORPORATION
E Steer Assembly (Reman)
Steer Axles, Steer Gears, Orbitrols
E STORAGE EQUIP. E Carts
...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 www.warfieldelectric.com
E TRAINING EDU/ASSOC E After Market AFTER MARKET SERVICES Consulting Co., Inc.
Experience the benefits of a full-time After Market Consultant at a fraction of the cost. (803) 548-6707 • Email: firstname.lastname@example.org
E POWERED INDUS. TRUCKS E Lift Truck Wholesalers 800 Trucks In Stock
All Makes and Models Chicago and California Stock
ATLAS INTERNATIONAL LIFT TRUCKS 5050 N. River Road • Schiller Park, IL 60176 (847) 678-3450 • Web: atlasd2d.com
Reman Transmissions, Drive Units, Differentials & Torque Converters
Call Material Handling Wholesaler today to learn how this space can help your business grow! 877-638-6190
E TRANS. & HAUL. EQUIP Phone: 508.991.6660 Fax: 508.991.7330 email@example.com • firstname.lastname@example.org • email@example.com
See more new products online at www.MHWmag.com
Beacon introduces new air dock leveler
Akro-Mils introduces Multi-Load Tote — Ideal for AS/RS Systems
EnerSys® expands NexSys® battery offering
Unlike electric hydraulic or mechanical dock levelers, an air dock leveler is designed to be used with shop air or a compact compressor. Beacon Industries, Inc. introduces the BX3 series of pneumatic powered levelers which are designed with emergency mechanical pull chain override in case of power outages. The air dock leveler helps aid in efficiency and safety by compensating for height differences between the loading dock floor and truck bed. Its standard features include auto-recycling lip, pneumatic operation, positive hold-down for up-down float during service, and push-button controls. With a push of a foot, the lip gently lowers onto the truck bed. These pneumatic powered levelers feature heavy-duty ¼”, 55,000lb. minimum yield steel which is supported by structural C channel and 60,000-lb. safety legs. The included lip keepers can also be used as night locks for added security. They also allow for cross traffic to safely cross over when stored. A wide variety of sizes are available to fit individual needs, and custom sizes are available as well. • www.beacontechnology.com
Akro-Mils announces the next-generation tote for maximizing space in automated storage and retrieval systems (AS/RS) — the MultiLoad Tote. The MultiLoad Tote expands and improves upon traditional tote design by providing maximum flexibility as users’ storage needs change — it can be used as a stand-alone tote, or with optional, removable bin cups and dividers to create individual compartments within the tote. The sidewall clip design (patent pending) allows the cups and dividers to attach quickly and securely to the tote. Individual cups can be removed from the tote for easy handling at a picking or packing station. The tote features a reinforced flat bottom for smooth conveyor travel, and ribbed sidewalls and a reinforced rim for maximum durability and long service life. This stackable container also features large label areas. Akro-Mils’ versatile and customizable MultiLoad Tote is ideal for maximizing space in miniload automated storage and retrieval systems, conveyor systems, order picking and packing, and general storage and logistics applications. • www.akro-mils.com
CLARK introduces 4,500 & 3,000 lbs capacity pallet trucks
Flange mounting collars manufactured to customer specs
EnerSys® recently expanded its NexSys® product line to include the NexSys 558-AH battery. The NexSys 558 battery consists of six NexSys 12-volt 186-AH blocs connected in series/parallel to achieve 24-volts and 558-AH. This setup provides the ability to charge at rates between 32 and 70 percent of the battery’s capacity for fast and flexible opportunity charging. The NexSys 558-AH battery is constructed from Thin Plate Pure Lead (TPPL) and features compressed Absorbed Glass Mat (AGM) plate separators with high electrolyte absorption and stability to enhance cyclic capability and provide extreme vibration resistance. The battery is virtually maintenance-free as it does not require watering. The exceptional charge acceptance characteristics of TPPL batteries allows for rapid charging during shift breaks, extending the battery run times well beyond conventional industrial batteries. The NexSys 558-AH battery measures at 30.35 inches in height, 12.77 inches in width, 25.35 inches in length and will fit many 24-volt, Class III lift trucks. Because the battery can be charged at such fast rates, it requires the use of EnerSys EnForcer® chargers, which have higher efficiency ratings compared to many conventional chargers. • www.enersysmp.com
CLARK Material Handling Company is proud to announce the launch of the WPX/WP product in our line of CLARK Powerworkers with immediate availability. These models have enhanced design and construction for today’s tough applications, and offer many benefits. WPX 45 POWER Pallet Truck, 24-Volt A/C Power, offers an ergonomic tiller arm with durable steel tubing handle, fully adjustable pull rods, double sealed wire harness connectors, anti-roll back and neutral braking and pinwheel capability in certain configurations. The WP 30 POWER Pallet Truck offers an ergonomic tiller arm with solid steel tubing handle, standard hour meter and battery discharge indicator and pinwheel capability in certain configurations. • www.clarkmhc.com
Custom made flange mounting collars that are perfectly square for mounting a shaft, tube or pipe to a flat surface or for attaching components to them are available from Stafford Manufacturing Corp. of Wilmington, MA. Stafford custom flange mounting collars can be manufactured from steel, stainless steel, alloys, aluminum and thermoplastics in a wide range of flange designs, hole patterns and sizes. Incorporating the Accu-Clamp™ non-marring and perfectly square clamping feature, these one-piece collars can be machined into flat and stable mounting flanges, hubs or pulleys. Featuring flatness and perpendicularity held to < 0.001 TIR, Stafford custom flange mounting collars can be manufactured in bore sizes from 1/2” to 6” I.D. with flanges up to 14” O.D. and also as two-piece designs. Typical applications include conveying, converting and packaging equipment as well as various power transmission, drive, and structural applications. • www.staffordmfg.com
New ergonomic lift for 5-gallon pails The innovative Pail Partner™ lifter/transporter from Lift’n Buddy makes back strain from lifting and transporting heavy 5-gallon pails a thing of the past. The Pail Partner’s special yoke securely holds a plastic or metal pail just below its rigid collar. The yoke can be easily raised or lowered as necessary to conveniently pick up stacks of up to three pails, add to or take from a stack, wheel the stack to another location, and place the pails on a floor, shelf, tailgate, etc. The compact, ergonomic unit is the first of its kind. A full pail of paint, joint compound, food, etc., can weigh more than 50 pounds, and worker fatigue, back strain and injury can often result from carrying such pails. A traditional hand truck helps transport these heavy containers, but the user has to lift every pail to load/ unload it. In contrast, the Pail Partner has a battery-powered lift that effortlessly adjusts to the appropriate height to pick and place pails. • www.liftnbuddy.com
Fork lift scale uploads data in real-time An NTEP-certified fork lift scale that is capable of lifting, transferring, weighing, data collection, storage and wireless transmission in real-time is available from Alliance Scale, Inc. of Canton, Massachusetts. The Alliance Rice Lake CLS420 Fork Lift Scale is NTEPcertified 5,000 lbs. and mounts on the fork carriage and permits lifting, transfer, weighing, data collection, and storage. Featuring a wireless WI-FI weight indicator and controller in the cab, it is capable of data logging and storing up to 10,000 records and uploading data in real-time to a computer or network. Providing accurate shipment identifiers and weight-related data such as PRO number, employee ID, last transmission data, and estimated- and actual weight and skids, the weight indicator has a 1MB memory. Eliminating the need for a floor scale, this fork lift scale has a rechargeable lithium-ion smart battery that runs 24 hours continuous and fully recharges in 8 hours. • www.alliancescale.com
CLARK introduces new 8,000 -11,000 lbs pneumatic tire lift trucks CLARK Material Handling Company is excited to introduce the C40-55 Series with Tier 4 Final Compliant Engines. The CLARK C40-55 Series lift trucks utilize the Deutz TD3.6 diesel engine featuring common rail direct injection fuel system delivering 74 hp at 2200 rpm and 243 ft/lbs of torque at 1600 rpm providing “optimal power” in the rpm range that is most effective. The advanced design and efficiency of the Deutz engine is tier 4 final compliant without the need for costly additional diesel particulate filters, UREA additives or productivity robing “burn off” cycles. • www.clarkmhc.com
Quantum introduces industry exclusive wire stack & hang bins Quantum Storage Systems announces its new patented wire stack & hang bins which are an industry exclusive! The innovative mesh design offers a nickel-chrome finish and a 3/8” x 3/8” grid pattern allowing complete visibility of the bin’s contents. This unique mesh pattern provides a dust and dirt free storage environment. Ultra strong design allows for superior hang capacity perfect for IV fluid storage or anything where hang capacities are vital. In chrome, the bins are available in nine popular sizes, Quantum’s Mesh Bins stack
March 2014 one on top of the other and feature a rear hanger that allows them to hang from any louvered wall panel or rail system. The open hopper design allows for easy picking while allowing visual access to stored contents. Two optional label holders are available for all mesh bins. • www.quantumstorage.com
Redesigned stackers are more stable, manueverable than ever Presto Lifts has redesigned its PowerStakTM line of compact, fully powered stackers for improved performance and ergonomics. Several new features have been added as standard equipment on all PowerStak models. A turtle speed setting reduces drive speed by 50% for more precise positioning. Straddle legs fabricated from solid steel provide additional rigidity and eliminate deflection, even under maximum load (2,200 lbs.) The electrical system has been upgraded with a reliable, industry-recognized controller and contactors. Power is now delivered by two sealed, maintenance-free AGM batteries and the new heavy-duty built-in charger has fuse protection and a rugged casing. Other changes include a new component arrangement for better heat dissipation and better maintenance access. PowerStak units are built on a short yet extremely stable wheelbase to enhance maneuverability, even in tight quarters. An ergonomically designed handle puts all controls within easy reach for maximum operator comfort and convenience. Forward- and reverse-drive thumb switches are located on both sides of the handle to accommodate left- or right-hand operation. • www.prestolifts.com
Introducing a new quieter and more efficient fan The new 5.4-inch diameter vacuum motor from AMETEK Floorcare & Specialty Motors is designed with technology that allows it to operate 7dB and 10 Sones quieter than a comparable 5.1-inch diameter motor. In addition to an innovative fan-diffuser system, the motor features an improved motor lamination that increases its efficiency by between 30 and 40% and a novel commutator design that allows it to run cooler and reduces vibration. Overall, the new 5.4-inch diameter vacuum motor is more than a pound lighter than a comparable 5.7inch version and half a pound lighter than even a 5.1-inch diameter model. The new 5.4-inch diameter vacuum motor is well suited for a wide range of demanding vacuum motor applications,
especially those where its light weight, compact size, and quieter, more efficient operation are key advantages. These include commercial back pack vacuums, small central vacuum products and other high-demand floor care appliances. • www.ametekfsm.com
New LED Floodlights slash ownership costs, boost visibility Acuity Brands, Inc. introduces ACP Series LED floodlights from American Electric Lighting® that save up to 60 percent in energy costs, while cutting maintenance by as much as 50 percent compared to a metal halide floodlight. Sustainable solution ACP1LED and ACP2LED luminaires also reduce CO2 emissions by up to 60 percent while providing a service life of over 20 years. ACP1LED medium luminaires are available with 2, 3, 4, 5 or 6 chip-on-board (COB) modules and replace conventional 100- to 400-watt floods. ACP2LED large luminaires are offered with 7, 8 or 9 COB modules to replace conventional 400- to 1,000watt floods. Both luminaires offer the precision and permanence of glass optics, with L70 and driver life greater than 100,000 hours. Other ACP LED floodlight features and benefits include optimized thermal management system for reliability and long life and segmented internal reflectors for outstanding field to beam ratios, uniformity and spacing. Die-cast aluminum housing provides longevity, optional tool-less entry and integral three-stage terminal block ease installation. Surge protection adds reliability and long life. • www.americanelectriclighting.com
Schneider Packaging announces new robotic carton/case loader Schneider Packaging Equipment Company introduces the new highspeed top loading Robotic Vertical Carton/Case Loader (RVCL) equipped with FANUC Robotics delta robots for accumulating, top load carton and case loading, in high-speed pick and place applications. Designed to handle multiple products and packing combinations, the RVCL uses delta robots and vision to locate, inspect, orient and nest product for high-speed top carton or case loading. The system is capable of loading standard RSC cases, HSC cases, top load cartons, and display trays. Product can be loaded horizontally for bulk packing or vertically for high impact point of sale display trays. Equipped with advanced vision guided robotics, even products with a complex shape can be tightly packed, minimizing packaging materials and maximizing sustainability. • www.schneiderequip.com
STEER AXLES Over the past 35 years, AIT has equipped their shop with specialty tools and equipment. This machine shop capability makes it possible to reman steer axles for you. We subcontract the chroming of the cylinders, but the rest of the process is done in-house by AIT.
WE KNOW TRANSMISSIONS... AND WE KNOW STEER AXLES! American Industrial Transmission Inc. 20395 Hannan Pkwy. Walton Hills, OH 800-588-7515 • Fx 440-232-8142 firstname.lastname@example.org • www.aittransmission.com
Advertiser's Index ADVANCE METALWORKING COMPANY, INC. . . . . . . 24
FORKLIFT PRO, INC. . . . . . . . . . . . . . . . . . . .28, 29, INSERT
POWER SOLUTIONS INC . . . . . . . . . . . . . . . . . . . . . . . . . . 18
ADVANTAGE MATERIAL HANDLING, INC. . . . . . . . . . 15
FORKLIFT SAFETY TRAINING SERVICES . . . . . . . . . . . 11
PRODUCTS FOR INDUSTRY . . . . . . . . . . . . . . . . . . . . . . . . 4
AFTERMARKET SERVICES . . . . . . . . . . . . . . . . . . . . . . . . 21
GATEWAY RACK CORP. . . . . . . . . . . . . . . . . . . . . . . . . . . 20
QUANTUM STORAGE SYSTEMS . . . . . . . . . . .40, INSERT
AIGNER LABEL HOLDING CORP. . . . . . . . . . . . . .INSERT
GRINDSTAFF ENGINES, INC. . . . . . . . . . . . . . . . . . . . . . . 32
RACK DECK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .25, INSERT
ALL BRAND FORKLIFT PARTS. . . . . . . . . . . . . . . . . . . . . 33
H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . . . . . . . . 42
REGENCY METALS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25
AMERICAN INDUSTRIAL TRANSMISSION INC . . .12, 52
HADER INDUSTRIES INC . . . . . . . . . . . . . . . . . . . . . . . . . . 17
RHINO RUBBER, LLC . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
AMERICAN VULKO-TREAD CORP. . . . . . . . . . . . . . . . . . 55
HAMILTON CASTER AND MFG. . . . . . . . . . . . . . . . . . . . . 19
SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . . . . . . 11
ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . . . . . . . . . 24
HANNIBAL INDUSTRIES, INC. . . . . . . . . . . . . . . . .INSERT
SAVETY YELLOW PRODUCTS . . . . . . . . . . . . . . . . . . . . . 27
BAY EQUIPMENT CO. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33
HOWARD BERNSTEIN SCHOLARSHIP . . . . . . . . . . . . . . 23
SHOPPA'S MATERIAL HANDLING . . . . . . . . . . . . . . . . . . 35
CAVAION BAUMANN USA . . . . . . . . . . . . . . . . . . . . . . . . . 2
JAMCO INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .8, 26, 46
STELLANA U.S. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45
CHARNOR INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41
JOHANSEN'S TRANSPORT INC. . . . . . . . . . . . . . . . . . . . . 33
SUMMIT METAL PRODUCTS, INC. . . . . . . . . . . . . . . . . . 42
CLARK MATERIAL HANDLING CO. . . . . . . . . . . . . . . . . . 7
JOSEPH INDUSTRIES, INC. . . . . . . . . . . . . . . . . . . . . . . . . . 25
SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . . . . . . . . 40
CONNELL FINANCE CO. INC. . . . . . . . . . . . . . . . . . . . . . . 20
MASTER MAGNETICS, INC.. . . . . . . . . . . . . . . . . . .INSERT
SUPERIOR TIRE & RUBBER CORP. . . . . . . . . . . . . . . . . . 44
CT PACKAGING SYSTEMS INC . . . . . . . . . . . . . . . . . . . . 34
MELMOR ASSOCIATES, INC. . . . . . . . . . . . . . . . . . . . . . . 21
TAYLOR-DUNN. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 46
DE LAGE LANDEN FINANCIAL SERVICES . . . . . . . . . . 22
MHEDA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39
THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 54
DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1, INSERT
MOR-VALUE PARTS COMPANY . . . . . . . . . . . . . . . . . . . 30
TRI-BORO STORAGE PRODUCTS. . . . . . . . . . .53, INSERT
DYNAMIC MANUFACTURING CO. . . . . . . . . . . . . . . . . . 25
MOTOR TECH, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5
TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .11, 56
ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . . . . . . . . . . 9
NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .INSERT
UNIRAK STORAGE SYSTEMS . . . . . . . . . . . . . . . . .INSERT
FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP) . . 10
PHILLIPS MINE & MILL, INC. (IRWIN TRANSPORTATION) . . . . . . . . . . . . . . . . . . . . . . . . . . . 47
VALUE RAIL . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
FLORIDA LIFT SYSTEMS . . . . . . . . . . . . . . . . . . . . . . . . . . 13 FORK-CO USA SALES, LLC . . . . . . . . . . . . . . . . . . . . . . . . 43
PIEDMONT FORKLIFT HANDLING, INC. . . . . . . . . . . . . 14 More advertisers and resources at
WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38
TRI-BORO PALLET RACK: UNIVERSAL DESIGN POWDER COAT FINISH | QUICK-SHIP
STEEL SHELVING | SPECIALTY RACKS | RIVET-RAK WORK BENCHES | SHOP DESKS | SERVICE CARTS
Tri-Boro Storage Products 800.633.3070 | triboroshelving.com SEE US AT MODEX 2014 BOOTH 7428
Keep on Rolling
You need lower costs and less downtime. Which is why you need Thombert Dyalon® “A” wheels and tires on your electric lift truck. They take a beating while you get a good night’s rest. Our wheels steam-roll the competition! Guaranteed life and lower costs! Test our Dyalon “A” wheels and tires against your brand. Calculate your total cost per hour. If Thombert is not lower, you get your money back. It’s that simple.
The Lowest Cost
T H O M B E R.comT 800-433-3572 • email@example.com
Celebrating 50 Years of Excellence!
Innovative research and quality products have made us the oldest supplier of Polyurethane industrial wheels and tires in the United States. WEâ€™RE PROUD OF THAT! Whether your forklift is Crown, Raymond, Yale, Hyster, Toyota, or any other model, we have your wheels and tires. We also offer a complete line of wheel bearings, as well as high quality mast guide bearings. Great price, high quality, prompt service. We invite you to Join The Leader!
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