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An Employee-Owned Specialty Publications International, Inc. Magazine
59 th annual convention & exhibitorsâ€™ showcase
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In this issue...
Question and Answer With American PERMALIGHT, there is always a reliable path to safety
Nuts & Bolts
Shifting Gears Personnel and Organization News
34–35 43–44 46–47 48
2014: Superhero Leadership MHEDA 59 annual convention & exhibitors’ showcase th
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.
Why some salespeople would be the worst sales managers
News Headlines, Acquisitions and Expansions
Cover art contributed by MHEDA
Dean Millius General Manager/Publisher Alva Coffman Account Executive Kathy Regan Editor Hobie Wood Production Manager Valerie Vorwald Graphic Designer
Spread the wealth
Industry News 18
April 2014 • Vol. 35 No. 4
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. . . Controlling material handling risks
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2014: superhero leadership Who are the superheroes in your life? Undoubtedly, they are the people who stand for what they believe in. They are the men and women who are not afraid to try something new. Superheroes are risk takers. They are planners. They are gentle in spirit but fierce in determination. They make you want to lead a better life. Anyone can be a superhero. Yes, anyone. The most famous fictional superheroes of our day led ordinary lives until they discovered their most extraordinary abilities: a soldier (Captain America), a photographer (Spiderman), a journalist (Superman), a philanthropist (Batman), a nurse (Wonder Woman), a scientist (The Hulk) and an inventor (Iron Man). Although characters, they represent the average person with the average job. But then, something happens. They discover their strengths. We invite you to discover your own strengths at the Material Handling Equipment Distributor’s 59th Annual Convention, May 3-7 in Orlando, Florida. This material handling industry event includes 16 presentations, numerous networking opportunities and a trade show featuring over 80 material handling suppliers from around the globe. The convention theme, “Superhero Leadership” challenges you to unleash your own superhero leadership skills. As business changes and customer demands grow, we rely on one another to get the job done. If you want your company to succeed, your people need to be successful. They need a leader to believe in. Recharge yourself by getting away from the office for a few days and you will unlock new ideas, make new alliances and walk away ready to conquer your world. We’ll provide everything you need: a beautiful Italian inspired resort as a backdrop, sunshine compliments of Florida, hundreds
of your peers under one roof, and even a private party at Universal Studios Islands of Adventure. So grab your cape and get ready to learn how to fly. Your people are depending on you. For more details, visit www.mheda.org/ convention2014 or call MHEDA at 847-680-3500. Enjoy access to 16 inspiring sessions to help you unleash the superhero within!
The importance of teamwork MHEDA is honored to present to you Sal Giunta, Medal of Honor Recipient, as our 2014 keynote speaker. He will share his amazing story of what it truly means to be a hero. While conducting a patrol as team leader, Sal Giunta and his team were navigating through the treacherous terrain of Afghanistan’s Korengal Valley when they were ambushed by a well-armed and well-coordinated insurgent force. Hear his amazing story and learn about the importance of teamwork.
Economic presentation Presented by Alan Beaulieu, President, Institute for Trend Research The message is one of optimism. 2014 will be an off year, but that can work to the advantage of firms who are proactive to the economic expansion anticipated for 2015 and beyond. We will discuss the good and the bad and determine the best course of action for attendees based on an objective, verifiable reality. Continued on page 20
59 th annual convention & exhibitors’ showcase
May 3-7, 2014 | Loews Portofino Bay Hotel at Universal Orlando
Dealers: Our job is to make you look great. Seeing is believing. c. has ...your racks look great elving, In h S t a th know nirak u U o y w t e le n r ou d to d ...received many compliments Just wante eir installation of wonderful job an th a s) d e id r te d tu y e ic h p T w comple fe I). ks (Phase eat. (I attached a Looking forward to future pallet rac r g k o ks lo on them c s a t r n e r u m o installations y compli on and d many infor mati e ’s iv k e a c ir e n r U friends. We have ssed on d have pa infor mation to two ns in our n a y d a e io alr ct installat Inc. conta rs. Shelving, rward to future r the next few yea o e f v int II plans o Looking orange pa d Phase I d n n a a I I e lu se b a Ph inking of colors of – is your ay cans? We are th e them n io st e u e to hav A quick q mmercially in spr nd orang a o e c lu le b b a g il ava elvin ur rivet sh painting o to our racking. tour last ar e and the n ever m ti u look simil o y again for . If we ca thank you rence and the sale ce when you I d n a d ur Tod diffe condary so made the oducts, year … it siness, even as a se pping, shipping pr ! bu ra all help your a jam, with steel st never hesitate to c in se a e b le etc., p might products, protection
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Commodities "The farmer will come to the dealer who services him best. It proves that in agriculture, loyalty to the dealer is stronger than loyalty to the brand!” Bill Ratliff, Founder, President/CEO, Chairman Board AGCO, Duluth, Georgia . . . Over the past 40 years we have served many industries, many brands of product, many manufacturers, many associations and yes, many equipment dealers. Over these many years there has been a reluctance to use the term commodity when referring to equipment. What is a commodity anyway? Is it wheat, corn, pork bellies, a loaf of bread or a truck load of pineapples; or is it a lift truck, a tractor, an excavator, a riding mower or a skid steer loader? Categorizing the product you are discussing as a commodity takes away the investment in the design and performance of that particular product. A lawnmower cuts grass, a fork lift moves loads, a tractor plows a field and an excavator digs a trench. Yes, some of these products have more bells and whistles and features with added market appeal. That may help the particular manufacturer pick up a “bit more” market share, but for how long? Years ago it was considered a marketing must. A supposition that stated if you could not market your product to a 15% market share then you were better off staying out of that market. With 10, 15 and sometimes as many as 25 manufacturers competing for a single market ... the fact of the matter is that all 10, 15, or 20 competitors trying to capture the same market won’t have a 15% market share. Yet today we see many manufacturers who are demanding an even
larger market share penetration, despite the added number of competitors. There are not enough bells and whistles that a supplier can put on a piece of equipment to increase the dealer’s market share. Today, we see equipment running down production lines with every other piece switching into a different paint booth to be painted a different color than the unit behind or in front of the production line. Different paint colors and decals call for a different brand name and many times a different type of distribution for the exact same product. In our mind the product becomes a commodity; add to this what has always been referred to as private labeling and the problem expands. We know of a supplier whose dealers’ sales have led world sales for years. Unfortunately these dealers are showing little increase in overall margins for the sale of their equipment versus the competition. Unrelenting demand for market share, in our opinion, puts pressure upon the dealer to hold margins down in order to hold market share up. Herb Kelleher of Southwest Airlines who preaches providing customer service and customer satisfaction and as a business founder seeks increased customer retention says: “Market Share has nothing to do with profitability. Market share says we just want to be big and that we don’t care whether we make money doing it!” All airlines have to sell is seats; seats on an airplane that move prospective customers from one place to another. It is a travesty that a company as old and well known as American Airlines did not take notes from Kelleher. Continued on page 26
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Spread the wealth I was looking over the lift truck stats comparing 2013 to 2012 and even though there was a 10% increase in units delivered the historical sales for the period 2009- 2013 are still pretty flat. That being the case I suspect margins on that 10 % increase in unit sales was pretty slim. To make up for the cyclical nature of lift truck sales many dealers provide some sort of consulting services to supplement the revenue stream. I remember when dealers started providing such services and it was tough to make a buck doing it unless you had real self-starters able to sell the service and build the business. These days value added services is the norm. Of course dealers have options when it comes to the services they provide. You can select a value added program or service or product and bring it in-house, or build a group of affiliates who provide the services under your direction. Using affiliates allows a dealer to build a menu of services to offer as opposed to one or two. In addition, using independent contractors keeps the overhead and downtime off of your books, allowing dealer management to keep the relationship going even though business is slow. Being a resilient group, lift truck dealers always find a way to generate enough cash flow to keep the boat afloat. Been that way for a long time even though a lift truck dealer is a capital intensive business; they always find a way. I read and study numerous economic and industry reports on a daily basis. The bottom line is we are living in very confusing times. The stock market is riding high while most of the population is treading water and
has been for years. It appears we are both coming out of a recession and at the same time are in the middle of a demographic cycle where the baby boomers are of an age getting ready to retire, and thus cut back spending to prepare for retirement. In the US, if you cut back on spending it comes back to haunt us in the form of a slowdown and thus our problem economy continues to slump along. The makeup of the unemployment numbers or under employed numbers tells me our younger generations are in for a lengthy flat economic situation until the US regains the jobs we gave away or lost to locations where the price to produce products is substantially lower. It could and probably will take many years to add substantial jobs to our economy. But it will happen! Joel Kurtzman has a book entitled â€œUnleash the Second American Revolutionâ€? which states and supports the theory that the US has no competition when it comes to creativity and work ethic to get ahead. With our ability to control the majority of the most important industries in the world, our ability to improve productivity annually, the resources and energy we have available for discount prices compared to the rest of the world all combine to make for a bright future for the US. It is no secret what we did with technology where anybody could create a business in their bedroom requiring very little time or capital. Fortunes that would have taken 20 years to build at the beginning of the 20th century are now produced in a few years. Continued on page 28
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Why some salespeople would be the worst sales managers The psychology of sales managers is an interesting area. Conventional wisdom may assume that the best salespeople will transition beautifully into management. However, nothing can be farther from the truth. To promote the star salesperson to a managerial position often induces a classic application of The Peter Principle. This practice seems, on reflection, to be almost purposefully self-defeating because it removes that rare breed, the top sales producer, from the opportunity of continuing to produce sales and places this person in a job for which his or her competence may be, at best, questionable. Yet this practice would appear to be the rule rather than the exception. In fact, it is almost institutionalized by some company recruiters, who promise young people that a beginning in sales is the sure and usually the straightest road to a managerial career. The philosophy underlying this strange practice is that if a person can sell successfully, he or she can manage salespeople with equal success. On its face, the assumption can be recognized as patently wrong. Certainly, some salespeople can manage, and some managers can sell. But the psychological realities strongly favor less than desirable results when the roles are indiscriminately interchanged. Most frequently, executives live to regret the promotion of their top salesperson into a management position. The first and most obvious result is the loss of an outstanding salesperson and the gain of a mediocre or worse, manager. The misfortune is compounded by a secondary
consequence: The former salesperson, who fails as a manager often will not, indeed cannot, go back to the sales force of the same company because this is a tacit admission of failure to his or her associates. This person will be more inclined to leave the company, sometimes taking a sales job with one of the competitors, and then he or she will have an even renewed reason to tap into his or her inner sales abilities, which will cause you even more harm as he or she woos away your clients. But there is a rational approach that can lead to a permanent solution: By all means reward your best salespeople in the most imaginative and suitable ways. But promote to management only individuals who have the ability to manage. While successful people strive to grow in their careers, it must be kept in mind that not all salespeople are cut out to be sales managers. In fact, the characteristics of the best salespeople are often in conflict with the tasks required of sales and operational managers.
The differences There is considerable evidence that argues that sales and managerial abilities are actually quite different. In essence, the personality dynamics that make a top salesperson successful and those that make a manager excellent are frequently in unremitting conflict. Continued on page 22
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Serial No. 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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RC3020-40 PE3520-60 7FBCU25 7FBCU32 PW3520-80 SLT30 RR5220-45 7HBW23 7FBCU30 7HBE30 7FGCU70 7FGCU70
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
2000 1994 2006 2001 2003 1989 2003 2006 2007 2006 2007 2007
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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
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
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Question and Answer Q. A.
Dave, I’ve tried for months to see a prospect account, but can’t get them to return my calls. When is it best to just give up? There is a question we have all asked at one time or another. As usual, there is no simple answer. Let’s explore this.
First, let’s decide whether or not the potential of the account is worth some extraordinary measures and additional investment of your time. Is the potential dollar volume substantial? Is it just an ordinary account? Is it smaller than most? If it is a small account, I’d say give up and move on right now. It probably is not worth your effort. If, however, the potential is substantial, then that impacts your strategy. So, determine that first. Now, let’s assume that you have researched the account and decided that the potential is definitely worth some extraordinary efforts from you. Before you give up, try some of these proven tactics. Here are a series of possibilities. Use any or all that appeal to you. Make the appointment. On your next voice mail, say something like this: “I’ll be in your area next Thursday and would like to see you for about 15 minutes around 4 PM. Unless I hear otherwise, I’ll see you then.” I know that’s a little gutsy, but I have known sales people who claim it consistently works for them. Examine your voice mail message and revise it to make it more appealing. I just had a sales person tell me he says, “I’d like to talk to you about my company and my product.” That’s probably the worst
voice mail message I have ever heard. To be effective, your voice mail should contain these elements: a. A reference to other companies very similar to his (and maybe known by him) with which you have worked. b. A couple points of pain (problems) that his company may have that you can help resolve. c. A request for a specific period of time (15 minutes) to discuss it. Think about using a “pre-call touch” to condition him to accept your call. This is a delivery that you make to the prospect that gets through to him, makes a positive impression and increases the likelihood that he will return your call. I just received a good example. The Fed Ex guy came directly into my office a couple of weeks ago, put a box on my desk and asked me to sign for it. I did. Then, I did what everyone else would do with a Fed Ex package – I opened it. Inside was a hand-written invitation to attend a Webinar, with a bottle of Coke, and a package of micro-wave popcorn. The invitation indicated that my company met their profile for the kind of business they could help the most, and that they would like me to relax, enjoy the Coke and popcorn, and watch the Webinar. Pretty well done. Got through to me, showed me that they had researched my business, invested in me and got my attention. As it turned out, I had a prior commitment, otherwise, I would have taken them up on their offer. That’s a good example of a “pre-call touch.” You can do something similar. Spend some time thinking about it. Ask yourself, Continued on page 36
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
83/189T S/S 48” Forks LPG . . . . . . . . . . . . . NEW 83/189T S/S 48” Forks LPG . . . . . . . . . . . . . NEW
Pneumatics 2007 Cat P5000 2010 Mits FG25 2003 Doosan GC30S-3 2003 Nissan AP50 2013 Heli CPYD25-TY 2009 Doosan G30P 2009 Doosan G30P 2009 Doosan G25E 2009 Doosan G25E 2008 Doosan G45S 2003 Elwell Parker ES130 2001 CAT DP30K 2001 CAT DP30K 2010 Mits FD30 2004 Toyota 7FG36
84/189T S/S 48” Forks LPG . . . . . . . . . . . . . . . . . 84/189T S/S 48” Forks . . . . . . . . . . . . . . . . 2,000 84/240 Quad S/S 48” Forks . . . . . . . . . . . . 7,172 83/188T 4-way S/S FP LPH NOMAD . . . . . 5,900 83/189T S/S 48” Forks LPG . . . . . . . . . . . . . . . .0 84/185”T S/S 48” Forks LPG . . . . . . . . . . . 2,800 84/185T S/S 48” Forks LPG . . . . . . . . . . . . 3,200 84/189T S/S 48” Forks LPG . . . . . . . . . . . . 7,800 84/189T S/S 48” Forks LPG . . . . . . . . . . . . 8,400 185”T S/S 48” Forks LPG . . . . . . . . . . . . . . 1,900 2-Stage S/S FP 60” Forks LPG . . . . . . . . . . 1,800 84/189T S/S 48” Forks Diesel . . . . . . . . . . 7,000 84/130 STD S/S 48” Forks Diesel . . . . . . . . 8,000 84/189T S/S 48” Forks Full Cab with heater Solid pneumatics . . . . . . . . . . . . . . . . . . 2,000 185” T S/S 48” Forks Dual Drives Solid pneumatics LPG . . . . . . . . . . . . . . 4,900
A Ove hand RTS r $2 i 50, nven 000 tor y on
2009 TCM FD45
167” STD S/S FP 72” Forks Dual Drives Solid pneumatics . . . . . . . . . . . . . . . . . . 3,200 83/189T S/S 48” Forks LPG . . . . . . . . . . . . 3,700 83/189T S/S 48” Forks LPG . . . . . . . . . . . . 2,000 84/189T S/S 48” Forks LPG . . . . . . . . . . . . 6,000 84/189T S/S 48” Forks LPG . . . . . . . . . . . 2,900 16’ lift S/S Fork Positioner 72” Forks Full Cab A/C heater . . . . . . . . . . . . 5,500 83/189T S/S 48” Forks LPG . . . . . . . . . . . . 3,100 83/189T S/S 48” Forks DF . . . . . . . . . . . . . 3,800 83/189T S/S 48” Forks DF . . . . . . . . . . . . . 2,900 84/240Q S/S 48” Forks DF . . . . . . . . . . . . . 3,852 83/130STD S/S 42” Forks LPG . . . . . . . . . . 5,900 875E Industrial Cart . . . . . . . . . . . . . . . . . . . . . . .
2009 Mitsubishi FG25 2013 TCM FG25 1995 Toyota FD25 2006 TCM FD25 1999 Taylor THD300S 2004 TCM FG25 2007 Komatsu FG25 2007 Komatsu FG25 2007 Toyota 7FG25 2009 TUSK 300 2010 EZ-GO
CALL RANDY 704-872-3904 FAX: 704-872-9799
120 S. Oakland Avenue • Statesville, North Carolina 28677• Phone: (704) 872-3904 • Fax: (704) 872-9799
Don’t get left out! The May 2014 issue of Material Handling Wholesaler will have some great enhancements!
8˝ TALL BINS
increaSe STorAge opTIoNS
• Expanded ad sizes
See us at
• Editorial enhancements
• Environmentally & reader friendly format
Be part of this excitement when we introduce the NEW Wholesaler format.
Many of the enhancements were by reader request. You spoke, we listened! Deadline is Tuesday, April 1
30824 30860 30866
NEW! Shelfmax8™ binS
Akro-Mils’ industry-leading line of tall plastic storage bins is growing with the introduction of 23 sizes of ShelfMax8 8˝ tall bins. These extralarge bins feature even greater storage options for end users — up to 95 percent more holding capacity than traditional 4˝ shelf bins, and 65 percent more capacity than 6˝ bins. To find out more, contact us at 800.253.2467 or akro-mils.com.
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With American PERMALIGHT, there is always a reliable path to safety
Being caught in the dark, in any situation, can be nerve-racking. Being caught in the dark in an emergency situation can be terrifying and potentially life-threatening. American PERMALIGHT, Inc., Torrance, Calif., has been providing NON-electrical emergency lighting since 1988. PERMALIGHT specializes in photoluminescent safety products that are activated by ambient lighting and emit powerful luminance in the dark without electricity. How does photoluminescent lighting work? The markings, which are non-radioactive, absorb ambient lighting like fluorescent, mercury vapor, metal halide, LED and sunlight coming through windows and emit their bright yellowish glow when all lights are out. The luminance declines over the hours to come but remains visible throughout the night to darknessadapted eyes. When ambient lighting is available again, the PERMALIGHT markings recharge immediately. They maintain their re-charging and light-emitting capabilities for well over 25 years when properly used indoors. In PERMALIGHT luminance quality control laboratories, researchers are working to keep the company’s safety lights up to code and standards. In emergency situations like power failures, building fires with dense smoke and natural disasters like tornadoes, American PERMALIGHT strives to be the industry’s best path to safety. PERMALIGHT photoluminescent signs and luminous egress path markings help people find their way out of
darkened office buildings and warehouses, college dormitories, hospitals, hotels, cars, vehicle tunnels, trains, ships, and mines among other spaces. With American PERMALIGHT, there is always a reliable path to safety. “We would like to say a photoluminescent sign is better than a sign printed on white plastic,” sales manager Jerry Garcia said. In 2001, PERMALIGHT code-compliant EXIT signs became the first photoluminescent signs to earn a UL924-listing from Underwriters Laboratories. The company's own strict ISO 9001-certified manufacturing process assures that only approved products of the highest quality leave the plant. For example, its photoluminescent MEA-listed markings for New York City clients have UV ratings for all four MEA numbers. All of its products adhere with industrial building and fire codes. “We make products that meet all applicable U.S. Codes and standards,” Garcia said. “Our products have been approved, tested and certified. We manufacture leading edge safety products.” In a business' worst case safety scenario, the emergency evacuation of personnel, American PERMALIGHT tailors its products to suit a company's specific lighting needs. The company's extensive emergency evacuation product line uses photoluminescent raw materials, printable substrates, durable aluminum floor inserts that even resist forklift traffic, polycarbonate, PVC, polyester, metal and more. Continued on page 40
SAFETY IS OUR BUSINESS! Offering Photoluminescent Exit Path Markings, Photoluminescent EXIT Signs and foamy cushioning Bumper Guards
Let American PERMALIGHT assist you in making your facility safe before the unexpected happens. Contact us for more details 2531 West 237th Street #113 Torrance, CA 90505 Toll-Free Tel. 888-737-6254 Tel. 310-891-0924 www.americanpermalight.com firstname.lastname@example.org
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NUTS Bolts NAW elects 2014 officers
Members of the National Association of Wholesaler-Distributors (NAW), during the association’s Executive Summit in Washington, DC, this week, elected as Chairman of the NAW Board of Directors Dan M. Blaylock, President of Adams-Burch Inc., headquartered in Landover, Maryland. Mr. Blaylock succeeds Patrick L. Larmon, President and CEO of Bunzl Distribution USA Inc., headquartered in St. Louis, Missouri. Mr. Larmon will remain active on the NAW Board as Immediate Past Chairman. Bunzl Distribution USA Inc. is also a member of the International Sanitary Supply Association, the Food Marketing Institute, and the NPTA Alliance. Says Mr. Blaylock of his new post, “During the many years Adams-Burch has been an NAW Direct Member, we have enjoyed the many products, services and networking opportunities that NAW offers. It is my honor to be elected to serve NAW as its next Chairman. I look forward to working with NAW and our members in 2014 and contributing to NAW’s ongoing, dynamic work for our industry.” Adams-Burch is also a member of the Foodservice Equipment Distributors Association, the International Sanitary Supply Association, and the NPTA Alliance. • www.naw.org
Women in Trucking Association names finalists in recruiting ad contest The Women In Trucking Association launched its first “Recruiting Ad Contest” sponsored by Arrow Truck Sales last June. The contest highlights carriers whose advertisements focus on attracting women to drive for their companies. “Women look for different information in a recruiting ad than men,”
Acquisitions, expansions and other business news
said Ellen Voie, WIT’s President and CEO. This contest honors carriers that recognize these differences and will attract more women to the industry as well as their companies. All transportation companies or ad agencies on behalf of the company were invited to submit their print ad. We were pleased with the submissions for the contest. A task force from Women In Trucking and Arrow Truck Sales selected the top three recruitment ads. They said it was very difficult to narrow the selection to just three. However, they selected very different ads that represented professionalism, family, and fun. Prime, Republic Services, and Walmart were named as the three finalists in the contest. • www.womenintrucking.org
AEM Hall of Fame nominations now open year-round The Association of Equipment Manufacturers (AEM) announces that the AEM Hall of Fame is now accepting nominations year-round. The nomination deadline for 2014 inductees will close on June 6, 2014. Nominations submitted after June 6, 2014 will be considered for the 2015 AEM Hall of Fame. The AEM Hall of Fame honors those who have made a difference in our quality of life, whose innovations, ideas and leadership have contributed significantly to the growth and strength of the off-road equipment industry. Anyone who has made noteworthy and specific contributions to the manufacturing, distribution, rental or end-user sectors of the off-road equipment industry is eligible. They may be living or deceased. Nominations are accepted via the online nomination form. • www.aem.org Continued on page 38
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RAIN DECK • open area rack deck (B-Deck) • perforated for sprinkler drainage • installed on step ledges of rack beams • top of deck is flush with top of rack beam • smooth top surface protects products • products slide easily on and off • finishes available are painted or galvanized
Cover Story | Continued from page 6 It’s all about family
Get more done in less time
Presented by comedian Buzz Sutherland Family skills give you a head start to success. During this presentation you will learn that if you treat each person in a work day with the same attention and focus you would a family member, you will be amazed how this simple change impacts your work day. Presented by comedian Buzz Sutherland
Presented by Steve McClatchy, President, Aller Training and Consulting Learn how to better manage your to-do list, calendar, contacts and once and for all get organized.
Lead by example Presented by Steve McClatchy, President, Alleer Training & Consulting What shapes a leader’s outcomes, career and life? Their decisions. The criteria we all use for making decisions drive our performance and our effectiveness as leaders. Learn how to focus on results, regain critical personal time and dramatically increase work and life engagement.
Employee engagement Presented by Richard Hadden, CSP, author and speaker “Reputation Recruits…Reality Retains” Creating a focused, engaged, and capably led workforce is one of the best things you can do for your bottom line. Learn about the powerful connection between people management and profit performance.
Total mental makeover Presented by Michael C. Anthony, professional speaker Ready for some mind reading? You will be stunned at what you see! Interlaced throughout this fun performance is a high content message that will challenge you to push forward and accept no limitations.
Best-in-class contractor management Co-presented by Ted Springer and John Woodall, Springer Equipment ISNetworld will highlight 10 strategic elements for an effective contractor management process. MHEDA members Ted Springer and John Woodall from Springer Equipment will co-present this workshop and share real-world examples of how to achieve a best-in-class safety program.
Exit strategies Presented by Andy Limes, Principal, SDR Ventures, Inc. Learn how to review your options when it comes time to sell your company. Learn what role the bank plays, when to engage an advisor and what to know about the selling process.
Managing growth during acquisition MHEDA Members Duncan Murphy, Riekes Equipment Company and Chris Wetle, Pape Material Handling will share their experiences and insight on how to manage growth and merge cultures when purchasing a company.
Managing employees in the new workplace Presented by Richard Hadden, CSP, author and speaker Flextime, new technology and employee perceptions continue to change the landscape of what a work day looks like. Learn how to resolve conflict between traditional and evolving workplace cultures, capitalizing on flexibility, speed, and innovation to retain and engage a multigenerational workforce. Continued on page 44
Connell Equipment Leasing Company 200 Connell Drive, Berkeley Heights, NJ 07922
A Division of Connell Finance Company, Inc.
FORKLIFTS FOR SALE 2010 TAyLOR Tx-300S 2009 LINdE h50d 30,000 lb. cap, 143”/132” std. 10,000 lb. cap, 96”/185” triple fork positioner, 48” forks fork positioner, 60” forks
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2008 yALE gc70Vx 7,000 lb. cap, 87”/187” triple S/S, 42” forks
2010 hySTER S120FT 12,000 lb. cap, 102”/208” triple NO forks, 4-way hydraulics
2007 hySTER h60FT 6,000 lb. cap, 87”/122” FFL SS/FP, 48” forks
2008 TOyOTA 7FdAU50 11,000 lb. cap, 96”/121” std. SS/FP, 60” forks
2010 NISSAN cF60Lp 6,000 lb. cap, 90”/146” std. S/S, 48” forks
2010 hySTER h120FT 12,000 lb. cap, 90”/175” triple Cascade 90F PRC
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2009 hySTER S80FTbcS 8,000 lb. cap, 82”/121” FFL S/S, 42” forks
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Human Element | Continued from page 12 Recently, we completed a cross-industry study that contrasted the personality profiles of 629 top-producing sales hunters with the profiles of 1,470 top-performing sales managers who were working for 267 companies located throughout the United States, Great Britain, Canada, Brazil, Mexico and Japan. In general, our findings clearly confirm that successful salespeople exhibit fundamentally different personality profiles and characteristics than successful managers. In general, hard-driving salespeople (typically in hunter positions) personality dynamics were significantly higher in the measures of: • Ego-drive – the motivation to persuade • Assertiveness – the inclination to be proactive and forceful in expressing ideas • Urgency – the need to get things done • Risk-Taking – the willingness to consider and take chances • Sociability – the desire to be around and work with other people • Gregariousness – the inclination and confidence to network and proactively establish new relationships By and large, salespeople are likely to derive considerably more gratification from the act of persuading others than are the managers. They are also more inclined to be proactive and forceful in expressing their ideas, have a strong need to get things done, and are more willing to take chances. In addition, the salespeople will tend to be naturals at meeting and developing relationships with new people. Top-performing sales managers, on the other hand, while having more moderate profiles on the characteristics just noted, exhibited significantly higher scores on: • Cautiousness – an inclination toward due diligence and “looking before you leap” • Thoroughness – an orientation toward working with and managing details • Self-structure – a tendency to define priorities and exercise selfdiscipline
To Serve You Better New
• External-structure – an orientation toward working within and maintaining established rules Quite simply, the managers are built differently from the topperforming salespeople. They are more likely to have a natural orientation toward structure and details and do not have as strong a need to score every point themselves. As a result, the best sales managers are more able to work through others and are more comfortable with delegating, coordinating, organizing, coaching and monitoring aspects of the role. Basically, the successful individual contributing salesperson is vastly different from the effective sales manager. And it all comes down to the competencies and personality dynamics needed for success. What salespeople have to ask themselves is: Do I want to be a sales leader? Or do I just want to be called a sales leader? Am I really interested in leading others? What motivates me? The answer, either way, is fine. The role has to be right for that individual in terms of how it plays to their strengths and whether it is something they would be naturally motivated to do. High levels of sales responsibility are just as prestigious as a management role. Where the salesperson is driven to close, managers are driven to watch their teams close. And it is in that where the successful salesperson and sales manager differ. 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 email@example.com to contact Herb or Patrick.
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shifting Gears MCFA announces its 2014 “Dealers of Excellence” Mitsubishi Caterpillar Forklift America Inc. (MCFA) announced the recipients of its 2014 “Dealers of Excellence” award. These industryleading dealers were awarded this honor for delivering the highest levels of customer satisfaction in their sales and support operations. "I am proud to recognize this year’s Dealers of Excellence for their commitment to providing our customers with innovative material handling solutions,” said Kent Eudy, executive vice president of sales and marketing, MCFA. “These dealers have demonstrated excellence in all areas of their business and consistently exceed their goals by offering high-quality products backed with world-class customer service and support.” This year’s recipients are: • Altorfer Inc. – Davenport, IA • Capitol Lift Truck Inc. – Oklahoma City, OK • Daily Equipment Company – Pearl, MS • Darr Equipment Company – Southlake, TX • Equipment Depot Kentucky – Louisville, KY • Equipment Depot Ohio – Cincinnati, OH • G & W Equipment, Inc. – Charlotte, NC • Gregory Poole Lift Systems – Raleigh, NC • Herc-U-Lift Inc. – Maple Plain, MN • Hewitt Equipment Ltd. – Pointe-Claire, Quebec, Can • Holt of California – W. Sacramento, CA
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Industry personnel and organization news • Independent Lift Truck of Alaska – Anchorage, AK • Miami Industrial Trucks – Dayton, OH • Morrison Industrial Equipment Company – Grand Rapids, MI • Quinn Lift – Selma, CA • TRACSA S.A.P.I. de C.V. – Tlaquepaque, Jalisco, Mexico • Towlift, Inc. – Cleveland, OH • Tri-Lift, Inc. – New Haven, CT • Wiese USA, Inc. – Central Division – St. Louis, MO • Wiese USA, Inc. – East Division – Indianapolis, IN • Wiese USA, Inc. – South Division – Memphis, TN • Wisconsin Lift Truck Corp. – Brookfield, WI • www.mcfa.com
CLARK recognizes 2014 top performing dealers CLARK Material Handling Company (CLARK) is proud to announce that it’s prestigious “Dealer of the Year” Award for 2014 has been awarded to Equipment Depot of Houston, Texas. CLARK selects its Dealer of the Year each year from a North American network of 85 dealers and 200 plus dealership locations, recognizing the dealership’s excellence in equipment sales, parts and service, customer satisfaction and overall dealer operations. This annual award honors the “best of the best” dealer in North America. CLARK would also like to recognize 2014 Dealer of Excellence, Dealer of Distinction and Dealer of Merit winners. Continued on page 34
Serving professionals in the
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OPP 9/10 Material Handling Solutions
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Aftermarket | Continued from page 8 Go back and re-read the Bob Ratliff quotation at the start of this article. Try to make something like this your Mission Statement: “Loyalty to the dealer is stronger than loyalty to the brand!” Could it possibly be that strong customer loyalty and customer retention is the answer to developing profitability and increased market share? Successful worldclass equipment dealers have practiced this philosophy for years. We have witnessed equipment dealers who have taken on mediocre, not the top of the line, best in class, product lines and developed highly profitable market share. These dealers continue to focus on servicing the customer after the sale. These dealers offer added value to the sale and always will. It is not just lip service; these dealers are not selling a commodity, no matter how many other like pieces of equipment are represented in their market place. These dealers are committed to giving the customer full service. While the world-class dealer does this he is also making a fair profit for his company, for himself and for his employees. Is all this an unusual case scenario? No it isn’t! Unfortunately, it isn’t all that typical. It takes a great deal of effort and focus to truly become a world-class equipment dealer. Many successful dealers have been quietly doing this for years. Quietly, because these dealers don’t really want their competitors to know what they have to do to enjoy the same success . . . it isn’t brain surgery! Value-added equipment dealers don’t fear the competition or their suppliers. They know they have the secret of being successful even if they had to start over with new lines of equipment. George Keen of Currie Management states: “If you are the dealer, or work in a dealership, then you should ask yourself . . . are we a cost of distribution or do we add value to the process!” We’ve written about the dealer less society before. We do believe that the Internet is affecting the way equipment dealers do business. But the products that our readers sell all require set-up, warranty, service, parts and
rental. These are the value added essential ingredients that the successful dealer adds to the marketing of any product. We have indicated in the past that surveys clearly indicate that customers will pay a bit more for the product if they are assured of competent service after the sale. We have asked many dealers what another 2%, 3% or even 4% in profit margins on the sale of new and used equipment would mean to the profitability of their business. We’ve seen it happen with focus and believing, but you’ve got to work at it and not just talk about it to make it happen. Yes, the Internet and E-Commerce is having an effect on the way manufacturers and dealers do business. Will it cut out some of the cost of distribution? Yes, and after all the smoke clears away and the cost of programs are covered, we believe the dealer should share in these reductions. We believe that mergers, consolidations and drop-outs will begin to taper off slightly. We believe that the time has come for many of the “mega-dealers” to take a hard, cold look at profitability . . . bigger is not always necessarily better, nor is it always more profitable! The valueadded dealer, the dealer who offers full lines of service, the dealer who promotes customer satisfaction, customer loyalty and customer retention, with an eye towards increased profitability will indeed survive, with or without merging and/or consolidation. Full service is the real product a dealer has to sell to the customer and service begins before the sale, continues throughout the sale and is most important to continue after the sale. Service is the foundation of the relationship the dealer has with the customer. No matter how many competitors the dealership has, if the dealer offers added-value to the sale, the product will never become just a commodity! If the dealer thinks that service is only something they do to equipment in their shops or in the Continued on page 31
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Bottom Line | Continued from page 10 Our next generation will be Builders and Makers using technology related to 3D and 4D printers along with laser cutting tools. A generation of Makers who can produce customized products for sale using a very short lead time. Add it all together and you can see how the US will grow in the not too distant future. Now throw in a revitalization of heavy duty manufacturing that is coming home but will take more time to become part of the mainstream business cycle, and the warehousing and logistics they will need to manufacture, store and move product and you can see that within 10 years the US will once again be a vibrant economic machine and again #1 in the world…..creating millions of jobs for our population. The downside, of course, is that the process will take more time than you would like, but it will happen and bring back a much stronger lift truck industry. So hang in there and make sure your staff is looking for the opportunities that will be forthcoming. Planning and risk assessment will be most important while waiting for the turnaround to happen….so don’t make any rash judgments without input from your management team and advisors. I used the term “hang in there”, but with lift truck dealers that is not necessary.
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Aftermarket | Continued from page 26
MATERIAL HANDLING EQUIPMENT AUCTION
field, they are missing the point. Service is the function of all disciplines of the equipment dealership! For your additional reading you may want to go to Amazon and order the book entitled: The Myth of Market Share, why market share is the fool’s gold of business. The book is written by Richard Miniter. We are also renewing our special offer for our manual entitled: Customer Satisfaction... Dealers may order this manual at our special price of $19.99. It will be emailed to you along with your invoice which you pay only if you are satisfied with the manual’s content. We would appreciate your including your name, title, address, email address, industry and lines of product handled.
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Shifting Gears | Continued from page 24 The “Dealers of Excellence” are the top performing CLARK dealers and represent the top 10% of the dealer group. The “Dealers of Distinction” are in the top 15% of the dealer group and have achieved great success in servicing CLARK customers in their respective geographic areas. “Dealers of Merit” are in the top 25% of the dealer group and also are outstanding in their service to CLARK customers.
“Dealer of Excellence” Allied Equipment Service – Indianapolis, Ind. K-Lift Service Company, Inc. – Salinas, Calif. Lift Truck Sales & Service, Inc. – Kansas City, Mo. Louisiana Lift & Equipment, Inc. – Shreveport, La.
“Dealer of Distinction” Cervus Contractors Equipment, LP – Calgary, AB Gray Lift, Inc. – Fresno, Calif. Holly Material Handling & Equipment, Inc. – Tulsa, Okla. Material Handling, Inc. – Dalton, Ga. Starlift Equipment Company – West Haven, Conn.
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Big River Equipment Company, Inc. – Bettendorf, Iowa CSI Material Handling, Inc. – Bethlehem, Pa. FMH Material Handling Solutions – Denver, Colo. Forklifts of Minnesota, Inc. – Minneapolis, Minn. Forklifts of Toledo – Toledo, Ohio Homestead Materials Handling – Roanoke, Va. J.H. Ryder Machinery, Ltd. – Toronto, ON Lift Parts Service, LLC – Wichita, Kan. MidCo Material Handling – Seattle, Wash. OZMAQ S.A. DE C.V. – San Luis Potosi, MX Sooner Lift, Inc. – Oklahoma City, Okla. Valley Industrial Trucks, Inc. – Youngstown, Ohio • www.clarkmhc.com
UniCarriers Americas Corporation (UCA) announces Andres Losada, Rony Stehberg and Jorge Serna in key sales and market development roles. “Further expansion into Latin America is crucial for UniCarriers Americas’ success and for attaining our growth goals,” said James J. Radous III, Executive Vice President, Americas, Sales. “We are implementing successful strategies and developing our leadership team, beginning with these recent appointments.” Based in Bogota, Colombia, Losada’s new role is national sales manager for Colombia, Venezuela, Panama, Costa Rica, Honduras, Guatemala and the Caribbean. Stehberg is national sales manager for Argentina, Chile, Paraguay, Peru and Uruguay. Based in Mexico City as regional sales manager covering all of Mexico, Serna is responsible for market development and new equipment and sales growth. “Andres, Rony and Jorge are excellent additions to reaching our goals,” said Eduardo Torres, director of Latin America sales, UCMex. “They each bring significant experience in sales, development and dealernetwork building that will benefit them in their new roles. Their proactive personalities, passion and acceptance of new challenges will be assets to the UniCarriers Americas brand.” • www.unicarriersamericas.com
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Sales Trends | Continued from page 14 “What can I have delivered that will get through to the individual, make a positive impression and condition him to be more receptive to my call?” Try to have someone introduce you. Scan your customer base. Is there anyone who knows this person? Ask your good customers. If you find one, then plead your case to that customer and humbly ask for his/her help. Would he call the prospect/write a note/send an e-mail recommending you to the prospect? If so, follow up with an immediate phone call or two, and see if that doesn’t break the ice. Try to meet them outside of the office. If there is a trade show, or local meeting of an affiliation group of some kind (chamber of commerce, trade association), show up there, and see if the person you want to meet is in attendance. If so, introduce yourself. Now, if all of these things still don’t work, then back off for a while, give it a few months and start all over again. You can be sure of this: Somewhere, sometime, something will change. Your job is to be there when it does. Good luck. 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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What makes Wholesaler unique?
Breadth of coverage.
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Nuts & Bolts | Continued from page 18
What makes Wholesaler stand out? I trust the publication and what it prints.
– B. Turner
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Contains very good information.
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Freight railroads join U.S. Transportation Secretary in safety initiative The nation’s major freight railroads joined U.S. Transportation Secretary Anthony Foxx in announcing a rail operations safety initiative that will institute new voluntary operating practices for moving crude oil by rail. The announcement follows consultations between railroads represented by the Association of American Railroads (AAR) and the U.S. Department of Transportation (DOT), including the leadership of the Federal Railroad Administration (FRA) and the Pipeline and Hazardous Materials Safety Administration (PHMSA). The announcement covers steps related to crude by rail operations. Additional issues relating to the safe transport of crude oil, such as tank car standards and proper shipper classification of crude oil, are being addressed separately. “We share the Administration’s vision for making a safe rail network even safer, and have worked together to swiftly pinpoint new operating practices that enhance the safety of moving crude oil by rail,” said AAR President and CEO Edward R. Hamberger. • www.aar.org
We couldn’t have said it any better!
Get more Nuts & Bolts articles at
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If you’re looking at reaching the wholesale industry, let us tell your story to our readers. Call Alva or Dean at 877-638-6190.
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Your Business | Continued from page 16 One of PERMALIGHT’s most popular and impactful products is its wide-ranging line of foamy cushioning bumper guards. The brightly daylight-alerting fluorescent/contrast darkness glowing bumpers help avoid injuries from bumping into shelves or equipment. Based on the photoluminescent bumpers’ terrific success in material handling environments, PERMALIGHT’s bumper guard line now offers 15 different shapes of foam guards in yellow and contrast black. Buyers may choose from corner guards in flat and 90-degree angled shapes or from two shapes that perfectly fit onto I-beam shelves, all designed to cushion collisions on loading docks, in parking environments and anywhere where people or vehicles could bump into something, whether indoors or outdoors. The company's diverse catalog also includes photoluminescent metal stair nosing and anti-slip floor tapes and is designed to address and answer clients' specific building lighting needs while staying within their budgets. Call it budget-conscious safety lighting at its smartest. American PERMALIGHT delivers all this with often same-day shipping. American PERMALIGHT’s product philosophy is based in the reality of the marketplace. “(We) offer customers the right product for their specific needs at a fair price,” Garcia said. Garcia stresses that compliances with industrial codes is essential to companies and private building management agencies ensuring the safety of their employees and occupants. A failure to comply with building safety codes and a faulty sprinkler system were cited as contributing factors in the tragic January 22 nursing home fire in L'Isle-Verte, Quebec, which left more than more than 30 people dead. “If only we were able to stop this thing from ever happening again, this type of thing,” Quebec Premier Pauline Marois told the Canadian Press. “There are always incidents of fire tragedies that could be prevented,” Garcia said. “We hope that these kinds of incidents make officials aware of what safety solutions are available. What we would like to see is more adoption and enforcement of code and standards.”
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Expert columnists – Trusted partner Material Handling Wholesaler is your trusted partner in the industry. That’s why we have the best in the business reporting it to you!
Bottom Line columnist
Mary Glindinning Features columnist
Sales Trend columnist
Material Handling Wholesaler editor
The material handling voice in the wholesale industry!
Clete Campbell Your Business columnist
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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: email@example.com
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: firstname.lastname@example.org 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: email@example.com
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 firstname.lastname@example.org • email@example.com • firstname.lastname@example.org
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Finding your path in (or out) of the family business Presented by Deborah Houden, PhD, The Family Business Consulting Group, Inc.® Learn how to best prepare the current and next generation for transition. Review challenges, opportunities and responsibilities that each family member must face. MHEDA grows material handling distributors into industry leaders through exclusive networking, educational and business development opportunities. See how at www.mheda.org or call 847-6803-3500 today!
Take Advantage Of... Great Pricing • Fast Turnaround OEM Authorized Service Over 6,000 Part Numbers
Flight Systems Industrial Products
FS F SIP
800-333-1194 • www.fsip.biz 1015 Harrisburg Pike Carlisle, PA 17013
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 • Customized Designs • Competitive Pricing GENERAL PURPOSE TRAILERS Single end fifth wheel, front automotive or all wheel steering capabilities. Our equipment is of heavy duty, all welded steel construction capable of withstanding the roughest punishment.
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 email@example.com
See more new products online at www.MHWmag.com
Two-wheel hand truck has powered lift
UniCarriers adds new features to Platinum II and GO4 lift truck lines
Dynamic Conveyor introduces new vertical incline conveyor
Combining the vertical lifting of a small powered stacker with the convenience, versatility, and simplicity of a twowheel hand truck, the new Model LNB-350 Lift’n Buddy makes it faster, safer and easier to transport and reposition items in virtually any work environment. Whether in manufacturing, warehousing/distribution, shipping/receiving, retail, restaurants, hotels, hospitals or offices, Model LNB-350 helps transfer loads to and from shelves, workbenches, conveyors, delivery trucks, customer vehicles, etc. At the touch of a button, the unit’s powered platform positions loads at a comfortable height to eliminate bending and stretching. A linear actuator ensures smooth lifting and lowering with zero drift. The tethered push-button control allows the user to adjust height from any side of the load. Built on a lightweight yet durable aluminum frame, Model LNB-350 can handle loads of up to 350 pounds and lift them a full 36 inches. Heavyduty 10-inch polyurethane tires roll effortlessly over uneven floors, pavement, thresholds, and carpeting without going flat or leaving skid marks. • www.liftnbuddy.com
UniCarriers Americas Corporation made LED headlights standard on Nissan Forklift by UniCarriers Platinum II and GO4 series lift trucks, replacing halogen headlights on these models. LED headlights were a popular option on Platinum II and GO4 orders. LED lights are more durable, offer greater visibility, deliver a longer service life and are suited for high-vibration applications. With these new standard features, UniCarriers Americas has added a welded assist grip to the right-hand front pillar on most Platinum models. Additional options that are now available for these lift truck models include LED-type front turn signals and rear combination lights. GO4 models now have optional LED-type rear work lights. New options available on the Platinum II models include: LED-type rear drive light, acrylic non-glass mirrors, rear right-side assist grip with horn button and self-adjusting, smart backup alarm. • www.unicarriersamericas.com
With the increasing demand for more sustainable material handling solutions, Dynamic Conveyor is introducing a vertical incline conveyor for parts conveying. The DynaCon conveyor saves floor space when there is a need to get parts to a higher elevation. “The DynaCon vertical incline is an ideal solution for crowded manufacturing facilities, growing operations or new facilities looking to save space," states Paul Kuharevicz, Engineering Manager for Dynamic Conveyor. "The DynaCon 90 degree incline configuration is just one of many configurations made possible with the modular conveyor line manufactured by Dynamic Conveyor”. Dynamic Conveyor is known for offering products that can be re-used by being reconfigured when needs change, offering the most sustainable conveying solutions. The DynaCon vertical incline conveyor is custom designed to your desired height and includes widths ranging from 4” to 60”. The conveyor can include an optional hopper designed to meet desired parts conveying needs. Optional casters are available to make the system easy to move in and away from other equipment. • www.dynamicconveyor.com
Manual palletizer keeps load at ergonomic position The new P3™ All-Around level loader from Presto Lifts is economical as well as ergonomic. Though it requires no electrical power and little maintenance, it virtually eliminates the productivity-robbing, injury-producing bending, lifting, reaching, and stretching common to pallet-loading applications. The pneumatic airbag of the P3 All-Around automatically lowers or raises a pallet as boxes are added or removed, maintaining the top layer at a convenient height. And the turntable ring (or optional solid turntable platform) at the top of the unit allows the user to spin the load so he or she can stand in the same spot throughout the loading or unloading process. The stable base of the P3 All-Around is smaller than most competing equipment. This allows the user to step even closer to the unit’s platform, further improving the ergonomic benefits of the P3. Fork pockets at the base allow for easy relocation. The P3 AllAround can accommodate loads from 400 to 4,500 lbs. • www.prestolifts.com
Vidmar® unveils mobile Technician Toolbox Vidmar® unveils its new, custom-designed Technician Toolbox that features fully welded housing construction, lock-in/lock-out latches, and mobile casters that transform cabinets into a mobile workstation. Additional features include a fully welded drawer, handle, and housing construction with customizable worktops that transform the toolbox cabinet top into a productive work area. Constructed with heavy-duty casters (1200 lbs. each) and 440 lb. capacity full-extension drawers. Twelve standard drawer heights and fully customizable colors with non-slip, meshlined, sub-dividable drawers. Vidmar offers both new and potential customers a free onsite analysis to ensure that all storage needs are being addressed. • www.stanleyvidmar.com
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Email it to editorial@MHWmag.com
Crown Equipment introduces new hand pallet forklift Crown Equipment Corporation introduced the Crown PTH 50S Model scissor lift hand pallet truck designed for applications using skids and open-bottom containers. It functions as a hand pallet truck and mobile work positioner that is suitable for a variety of workplace environments, including retail and manufacturing. The Crown PTH 50S is now available in North America and Latin America. Operators can elevate 2,200-pound capacity loads up to 31.5 inches by using the handle to actuate the hydraulic lift. Crown’s PTH 50S features heavy-gauge steel forks and scissor legs that are stronger and more durable than other designs. The hydraulic pump is life tested to more than 1 million pump cycles to ensure trouble-free operation and long life. The truck’s steer and load wheels are engineered with highquality compounds and bearings that lower rolling resistance and provide smooth, quiet operation for long-lasting performance. A 200-degree steering angle makes maneuvering in tight areas easier. • www.crown.com
Raymond improves iWAREHOUSE® interface design for all devices
Stafford announces new shaft collars & couplings for conveyors
The Raymond Corporation recently updated its iWAREHOUSE® reporting user interface, known as the iWAREHOUSE GATEWAY™, to include responsive Web design for smooth and intuitive user interaction on any device — from mobile to desktop computer. “The new design approach for the iWAREHOUSE GATEWAY is aimed at providing users with an optimal viewing experience from any device,” says John Rosenberger, product manager of the iWAREHOUSE GATEWAY for The Raymond Corporation. “An iWAREHOUSE end user can view data from just about any warehouse from anywhere in the world where the Internet is available.” The dashboard for the new iWAREHOUSE GATEWAY is customizable with advanced data filtering controls that allow customers to easily access and view pertinent information. There also is the ability to zoom, filter, show and hide information, allowing users to tailor data displays within iWAREHOUSE to meet their particular needs. • www.raymondcorp.com
A full line of shaft collars and rigid shaft couplings that come in a wide variety of configurations for conveyor drive and roller system applications is available from Stafford Manufacturing Corp. of Wilmington, Massachusetts. Stafford conveyor shaft collars & couplings are available with smooth, hex and square bores for use with various types of drive and roller systems and come in standard 1/2” to 6” diagonal I.D. sizes. Manufactured from aluminum, steel, stainless steel and plastics, in one- and two-piece clamp types and in set-screw styles, they are supplied off-the-shelf or can be custom made. Suitable for virtually all conveyor system requirements, Stafford Conveyor shaft collars & couplings can be modified to customer specifications with threaded and keyed bores and other special features. Hinged shaft collars are also offered and rigid couplings also come in threepiece styles, with stepped bores, and in dualkeyed designs for mating unsupported shafts. • www.staffordmfg.com
J D Neuhaus announces re-design & relaunch of Profi hoists As a completion of the re-design project for their Profi range of air operated hoists, the J D Neuhaus company have now launched their new, innovative Profi 75 TI and Profi 100 TI hoists, offering SWL capacities of 75 and 100 metric tons respectively. Existing products in the Profi range cover lift capacities from 550lbs up to a full 60 metric tons, ideally suited to engineering environments. The latest introductions, which incorporate savings in energy requirements as well as reductions in both weight and overall size dimensions, cover the demanding requirements of heavy engineering working conditions. The key component of these hoists is a new air motor unit, based on the well-proven J D Neuhaus motorbrake concept and incorporating a patented integrated brake system, with a stepped brake piston and a reliable self-lubricating rotor. In the standard configuration of a 6 bar air pressure supply, the motor provides a 9kW power output, adequate for the operation of either hoist while still providing significant energy reductions. • www.jdngroup.com
Graphic Products releases two new labeling systems Graphic Products has released two new labeling systems. The DuraLabel Toro combines a fullsized flip-down keyboard, tilting touch screen, OSHAANSI compliance software and a thermal-transfer printer into one durable, mobile standalone unit. Toro was designed and engineered by Graphic Products hardware and software engineers and is completely assembled at the Graphic Products campus in Portland, Oregon. DuraLabel Lobo, a laptop-sized thermaltransfer label printer was designed to meet the needs of general industry, office workers and field workers. With a rechargeable LithiumIon battery providing more than three hours of continuous printing, as well as patented snapin label cartridges in sizes ranging from .5" to 2", the DuraLabel Lobo represents a significant advancement in the “grab 'n go” label printer field. The DuraSuite labeling software preinstalled in the Toro printer was also developed in-house by Graphic Products software engineers. Toro does not need IT support or connectivity to a computer. • www.graphicproducts.com
New product identification labels accept variable data and are tamper-proof A line of plastic nameplates that are designed for including variable data such as serial numbers and in-service dates in a permanent label has been introduced by Nameplates For Industry, Inc. of New Bedford, Massachusetts. NFi Variable Data Labels are full-color product identification labels that let users add variable data such as the serial number, part number, date of manufacture, lot number, or installation date. Featuring windows that can be aligned over a template printed or hand written, users just place the template on the surface, align the label over it, press in place and create a chemicaland weather-resistant label that is permanent and tamper-proof. Ideal for wide range of applications, NFi Variable Data Labels are UL recognized and can be made from Mylar® (polyester) or Lexan® (polycarbonate) with various custom engineered adhesive combinations. An effective replacement for stamped metal labels, they incorporate subsurface printing to protect the images and label printing as well as the variable data from rubbing away. • www.nameplatesforindustry.com
Cognex introduces new speedy and accurate barcode reader Cognex Corporation announced the release of its fastest and most economical industrial handheld readers yet, the DataMan® 8050 Series. Designed with a ruggedized housing to handle harsh factory floor conditions and equipped with Cognex's world-class barcode reading algorithms, the DataMan 8050 Series can read even challenging barcodes quickly and easily. "The new DataMan 8050 and 8050X build on the success of our industry-leading DataMan 8500 handheld barcode reader, which has set the standard in industrial direct part mark [DPM] barcode reading," said Carl Gerst, Vice President and Business Unit Manager, ID Products. "The new DataMan 8050 and 8050X bring reliable, high-speed barcode reading to the many other handheld barcode reading applications on the factory floor that use labels, direct inkjet or laser-marked codes. This new line expands our offerings in the industrial space." • www.cognex.com
Advertiser's Index ADVANCE METALWORKING COMPANY, INC.. . . . . . 30
FLORIDA LIFT SYSTEMS. . . . . . . . . . . . . . . . . . . . . . . . . . 13
POWER SOLUTIONS INC . . . . . . . . . . . . . . . . . . . . . . . . . . 10
ADVANTAGE MATERIAL HANDLING, INC.. . . . . . . . . . 4
FORK-CO USA SALES, LLC. . . . . . . . . . . . . . . . 32, INSERT
PRODUCTS FOR INDUSTRY . . . . . . . . . . . . . . . . . . . . . . . 27
AFTERMARKET SERVICES. . . . . . . . . . . . . . . . . . . . . . . . 22
FORKLIFT PRO, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28
QUANTUM STORAGE SYSTEMS. . . . . . . . . . . . . . . . . . . 41
AKRO-MILS INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15
FORKLIFT SAFETY TRAINING SERVICES. . . . . . . . . . . 11
RACK DECK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . INSERT
ALL BRAND FORKLIFT PARTS. . . . . . . . . . . . . . . . . . . . . 31 AMERICAN INDUSTRIAL TRANSMISSION INC. . . . . . . . . . . . . . . . 12, 41, INSERT
GATEWAY RACK CORP. . . . . . . . . . . . . . . . . . . . . . . . . . . 23
REGENCY METALS. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23
AMERICAN PERMALIGHT, INC.. . . . . . . . . . . . . . . . . . . . 16 ARCON EQUIPMENT, INC.. . . . . . . . . . . . . . . . . . . . . . . . . 23 BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 40 CHARNOR INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 37 COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33 CONNELL FINANCE CO. INC.. . . . . . . . . . . . . . . . . . . . . . 20 CONTINENTAL TIRE THE AMERICAS, LLC.. 21, INSERT
GRINDSTAFF ENGINES, INC. . . . . . . . . . . . . . . . . . . . . . . 18
RHINO RUBBER, LLC . . . . . . . . . . . . . . . . . . . . . . 3, INSERT
H&K EQUIPMENT COMPANY. . . . . . . . . . . . . . . . . . . . . . 36
RLD TRANSPORTATION, INC. . . . . . . . . . . . . . . . . . . . . . 41
HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . . . . . . . . 39
SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . . . . . 19
HAMILTON CASTER AND MFG.. . . . . . . . . . . . . . . . . . . . 11
SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . . . . . . . 49
HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31
STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17
JH THOMAS INDUSTRIES LTD. . . . . . . . . . . . . . . . . . . . . 26
SUMMIT METAL PRODUCTS, INC. . . . . . . . . . . . . . . . . . 19
JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . . . . . . . . 30
SUPERIOR ENGINEERING. . . . . . . . . . . . . . . . . . . . . . . . . 48
META STORAGE SOLUTIONS INC.. . . . . . . . . . . . . . . . . 51
SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . . . . . . 25
MOR-VALUE PARTS COMPANY . . . . . . . . . . . . . . . . . . . . 8
THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 50
MOTOR TECH, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5
TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1, 11, 52, INSERT
NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26
UNIRAK STORAGE SYSTEMS. . . . . . . . . . . . . . . 7, INSERT
OHIO LIFT TRUCK, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . 22
VALUE RAIL. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21
FB CHAIN LIMITED. . . . . . . . . . . . . . . . . . . . . . . . . . INSERT
PHILLIPS MINE & MILL, INC. (IRWIN TRANSPORTATION). . . . . . . . . . . . . . . . . . . . 45
WEST POINT RACK, INC.. . . . . . . . . . . . . . . . . . 29, INSERT
FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP) . . 44
PIEDMONT FORKLIFT HANDLING, INC.. . . . . . . . . . . . 14
CT PACKAGING SYSTEMS INC . . . . . . . . . . . . . . . . . . . . 36 DESIGN STORAGE & HANDLING . . . . . . . . . . . . . . . . . . . 2 DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19 ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . . . . . . . . . . 9
More advertisers and resources at
WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38 XILIN-AMERICAS MATERIAL HANDLING INC.. . . . . . 28
FORKLIFTS WANTED - WE BUY QUANTITIES! C a l l U s W i t h D e t a i l s . We Wa n t Yo u r S u r p l u s E q u i p m e n t . 2006 TOYOTA 6BPU15
2009 TOYOTA 7FBEU18
2008 TOYOTA 7FBCU15
24V, Hours: 3,350
218”FSV Mast, Hours: 6,500 & 8,002
189”FSV Mast, Hours: 5,100 Key
3 UNITS IN STOCK $
3 UNITS IN STOCK
5 UNITS IN STOCK
2011 TOYOTA 8FGU18
2008 NISSAN FG-PL01M15W
2005 TEREX TH842
189”FSV Mast, LP, Hours: 2,200 3,500
118”V Mast, Hours: 4,0006,500
205”FSV Mast, Diesel, Hours: 700
5 UNITS IN STOCK $
3 UNITS IN STOCK
2 UNITS IN STOCK
Available Used Equipment – More in Stock, Call Omar For Listing FORKLIFTS & NARROW AISLE EQUIPMENT
2008 Toyota 7FDU35, 8,000 Lbs. DSL FUEL, 187” Mast
1998 Genie Z-344/22N, 24V, Boom Lift
2004 Toyota 7BRU23, 3,000 Lbs. 36V, 300” Mast, S/S
2003 Toyota 7FBCU25, 5,000 Lbs. 36V, 189” Mast, S/S, EE Rated
2008 Capacity TJ5000, OFF HWY
2009 Toyota 7FBEU18, 3,500 Lbs. 36V, 189” Mast, S/S
2003 Capacity TJ5000, DOT
2009 Toyota 7FDU35, 8,000 Lbs. DSL FUEL, 187” Mast, S/S
2007 Capacity TJ5000, DOT
2008 Toyota 8FGCU25, 5,000 Lbs. LP FUEL, 189” Mast, 4-Way
2008 Capacity TJ5000, OFF HWY
2004 Case 586G, 6,000 Lbs. DSL FUEL, 252” Mast, S/S
1.866.506.2200 • firstname.lastname@example.org www.shoppasmaterialhandling.com SHOPPA’S HEADQUARTERS 15217 Grand River Rd • Fort Worth, TX, 76155 • P: 817.359.1100 • F: 817.359.1110
Printed in the U.S.A. ©2014, The Ousset Agency, Inc. wo#4095
2008 Toyota 8FGCU32, 6,500 Lbs. LP, 187” Mast, 4-Way
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My Warehouse 路 My Truck 路 My Shelving System High performance, German engineered steel shelving systems you can be proud of.
META Storage Solutions Inc. 2220 Northmont Pkwy Ste 250 Duluth, GA 30096-3607
Phone: 866-405-4291 Fax: 855-253-1664 EMail: email@example.com
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