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July 2014 • Vol. 35 No. 7
Human Element Herb Greenberg, of Caliper Corp.
Will those crucial two minutes change you?
Tackling tough sales challenges
Your Business Clete Campbell Thompson and Johnson Equipment Co. celebrates 60 years
Industry News 22 Nuts & Bolts
Create a “Customer for Life” culture
Bottom Line Garry Bartecki Focus on profit
28 Shifting Gears
Reader Resources 34 Classified
39 New Products
36 Source Directory
52 Advertiser’s Index
In the next issue ... 10 tips to becoming a better manager
Dean Millius General Manager/Publisher dmillius@MHWmag.com Alva Coffman Account Executive acoffman@MHWmag.com Kathy Regan Editor editorial@MHWmag.com Hobie Wood Production Manager hwood@MHWmag.com Valerie Vorwald Graphic Designer 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.
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.
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Cover Story John Walker
CREATE A “CUSTOMER FOR LIFE”
CULTURE Over the past four months we have seen two important quotations by senior executives in the equipment business. They state that the equipment dealer’s loyalty is earned by the dealer and not necessarily by the brand name. It was Bill Ratliff who first proclaimed this, followed recently by Gene Embury of Kubota who commented, “Dealership brand will take on greater importance than the manufacturer’s brand.” Embury went on to say, “Customers are sophisticated enough to differentiate between a dealership that just happens to be close by and one that has superior knowledge and skills, and provides the equipment and services he needs.” Are manufacturers softening their thinking that the best and only way to measure their dealers is via market share performance? It was Herb Kelleher of Southwest Airlines, a business founder, who seeks increased customer service and customer satisfaction who 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!” It is a shame that American Airlines took too long to discover this fact. It was recently published that last year South West Airlines had the lowest number of customer complaints of any US airline and they still maintain a high level of profitability. As we have told so many equipment dealers over these many years, market share is earned over a period of time and it cannot be earned by consistently being the low priced bidder. Market share can be earned by providing the customer with service before, during and after the sale of the equipment at a fair and reasonable price. As long as I have been in the consulting business I have read, talked and listened to the experts tell the business world how much it costs to lose a customer who has been with the dealership for years because of indifference or a non-caring attitude. It is amazing after all these years how very few equipment dealers listen to these basic facts, and the many that do, go to the bank with a smile on their faces. Customer satisfaction is an absolute necessity in any and all equipment dealerships. Customer satisfaction is what draws the customer back time and time again to buy from a particular dealership. Customer satisfaction should not be confused with
customer good will. It is important to note that there is a fine line between good will and customer satisfaction. Good will does not always provide customer satisfaction. When you undervalue what you charge your customers (cut your price) you also undervalue what you do for your customers. When you overvalue what you pay your customer for a trade-in in order to hold market share, you reduce your business profitability. If you believe your price is right, sell it. If you believe your price is right, stick to it. It is difficult, if not impossible to remain in business if you cannot remain profitable. The term, customer satisfaction, has been talked about for years. According to Tom Peters, it is an over worked term that should be replaced by the phrase “Customer Delight!” I just might agree with Peter’s description. I might go a step further and state that we really want to “WOW” a customer with our full line of service and caring personnel. Many times we believe that equipment dealers and their personnel confuse the term customer satisfaction with customer good will. Once customer good will or giveaways begin it is difficult to stop and the customer begins to take good will for granted. The dealers lose out financially in the long run. Customer satisfaction is how the customers view their relationship with the equipment dealer. It is what makes the customer come back time and time again for the dealer’s services. Customer satisfaction is a genuine feeling that the dealer cares after the sale has been made. Customer satisfaction is a caring attitude expressed by the dealership and all the dealership’s personnel towards the customer. Customer retention is earned through customer satisfaction. It has been said that equipment dealers spend six times the amount of money to capture a new customer versus what they spend in keeping that same customer. Is the equipment dealer’s emphasis misplaced? In today’s marketplace customer retention means financial success for the equipment dealer. Losing a customer costs five times the annual value of that customer’s account to the equipment dealer. Customer retention is greatly determined by how you satisfy the customer’s needs after the sale.
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Cover Story Every year, without question, some manufacturer or some association goes into the market to survey why customers buy from one supplier versus another. Every year the answer for the equipment dealer comes back the same. Despite all the monies spent on these surveys, manufacturers and dealers alike pay little attention to the results. Results indicate that the customer comes back to the dealership because of: parts availability and good service response time; the end result being a limited amount of unscheduled down-time for customers! Encourage customers to return to your dealership by treating them the way they like to be treated and by providing the services you would expect as a customer As we have written several times during the past several months, full service is the real product a dealer has to sell to his customers. A customer can ill afford down time when his product line is running off the product line waiting for a failed lift truck to move his product to the waiting trucks for “just in time delivery” to his customer. A farmer cannot wait for his tractor to be fixed when it is time to plow the field for spring planting. A street cleaner cannot wait for the sweeper to be fixed when he has streets to sweep. A greens keeper cannot wait to have his mower repaired because the tournament starts tomorrow ... customers loose time and money when their equipment fails to operate and perform the function for which it was purchased. World class dealers are always there for their customers when they require service. Fortunately, we are seeing numerous manufacturers beginning to recognize this fact and encouraging their dealer body to pay particular attention to their customers’ product support requirements.
NOW THERE ARE
Here is yet another piece of sage advice made years ago by a gentleman extremely familiar with equipment dealerships – Stewart MacKay of MacKay, Inc. It states, “The dealership that markets its’ service business is the dealership that is guaranteed the parts business, many times with uncontested pricing.” This point alone should make many manufacturers happy, because the numbers we are hearing from our clients and many dealers are that parts sales increase from 20% to 25% when the customer uses the dealerships’ services. Customer satisfaction eliminates, or at best lessens buyer’s remorse. As we wrote in an article two months ago, buyer’s remorse is when customers who have recently purchased equipment from your dealership begin to question whether or not they made the right decision in purchasing from your dealership. They begin to wonder whether or not you will be there for them after the sale when they truly require your service. This requires the dealership’s development of a truly strong “Customer for Life Culture” and is discussed in many of our previous articles under the title: Enhancing The Customer’s Buying Experience! Our readers’ requests for our “Specials” on specific manuals continue to be high, particularly when the concern for customer satisfaction is high on their list of priorities. We therefore continue offering our manual entitled: Customer Satisfaction for the special price of $16.99. This manual will be emailed and invoiced to you via email and there will be no handling charges or mailing charges. You only pay the invoice after you are satisfied with the product. If you are not satisfied, toss the manual and the invoice, no explanation is necessary. Please include in your email: 1) your mailing address and 2) major product lines handled by your dealership. REMEMBER: View the way your customers would like to be treated by the way you expect to be treated when you are a customer! John R. Walker is president of Aftermarket Services Consulting Co. Inc. E-mail firstname.lastname@example.org to contact John.
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Bottom Line Garry Bartecki
Focus on profit The more people I talk to in every type of dealer/distribution business believe the distribution model is ripe for major changes. And as you probably suspect I agree with them. Companies still need the products we sell but what they really need is equipment utilization using a fleet of equipment optimized for their needs. It’s hard to disagree with that premise. With this premise in mind I was scanning my latest issue of Forbes and came across their comments regarding AmazonSupply (AS). In case you didn’t see the article it will be in your best interest to read it because whether you believe it or not AS is going to impact your business. I couldn’t leave this alone and pulled up the AS site and all I could say is Holy _ _ _ _ ! It took me 15 minutes to quickly scroll through the product offering on the AS site. ...all with the great Amazon service, delivery etc. I then went to look for material handling equipment but didn’t find much ... but I did find a forklift section. Bottom line is some OEM’s are going to list their units on AS along with parts and accessories you normally sell as part of your product support efforts. Maybe not everything you sell but a good portion of what you carry would be reasonable to assume. The gist of the article was that AS cannot compete with the big boys but can certainly compete with the rest of the distribution channel. This will be especially true for the “general
line” secondary brands and those manufacturing and selling generic parts. In the end, every privately owned company in the dealer business will be impacted by AS one way or another. I can personally relate to this topic because my wife worked her butt off to build a children’s clothing store in a small resort town in Wisconsin but fell on her sword after the town council allowed Walmart to open a store on the outside of town. You know the story, they promise not to harm local merchants but put most out of business in 12-18 months. In my wife’s case she went out to find unique medium prices children’s wear and did a lot with the residents in terms of fashion shows etc. It was working. But after Walmart got going they set up racks and racks of children’s clothing and before long business slipped and slipped until we had to close the doors and the town winds up with an empty store and building. Now we all know Amazon does a heck of a job managing your data, keeping a history of what you buy, contacting you with deals and reminders of what you bought in the past. Can a local dealer compete with AS’s computers and thousands of marketing and programmer personnel and pricing. Kind of doubt it. Now I can see OEM’s selling direct and compensating the dealer in some way to make it work. It has been discussed before and will continue to be discussed in the future. AS only makes selling direct more feasible.
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BUT THERE IS ONE THING THEY NEED FROM US AND WILL CONTINUE TO NEED FROM US ... AND THAT IS SERVICE! NO DOUBT ABOUT IT! In addition customers will need fleet management to maximize their ROI on the equipment investment. If I am not mistaken John Walker is writing the cover story for this month’s issue of MHW. If that is correct make sure to listen to what he has to say about product support and the importance of product support to your business. John knows how to set up and manage a product support program using product support sales personnel. If any of the AS threat is real, and I believe it is, your product support team of techs will wind up being the cornerstone of your operation; your main profit generator and means to customer relationships. After you do your homework regarding AS, I would like to hear from you on where you see AS going as far as the material handling business in concerned. Give me a call or send an e mail. I welcome the comments. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail email@example.com to contact Garry.
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Human Element Herb Greenberg, Caliper Corp.
Will those crucial two minutes change you? Leaders, as well as everyone else on their team, are born with inherent personality traits that dictate how they are likely to respond in various situations. Personality traits, in and of themselves, are ingrained into who we are – but from our personality traits, behaviors are manifested, which is what our team, the people around us, and our customers see during daily interactions. In addition, our behaviors are altered by our experiences – whether they are work-related or personal. Those pivotal experiences are the ones that either help leaders grow and become more authentic, or hold them back and shut down. Nick Craig, the president of the Authentic Leadership Institute and co-author of the book Finding Your True North calls these moments in leaders’ lives crucible moments. “We all have these highs and lows in our life,” says Nick Craig. “What we’ve seen is that the highs in our life have to do with a previous time in which we’ve been tested. So when the moment comes and we have to deliver, it’s because we have been here before and survived it. Thus, we are able to step up our game. So at times, a transformation occurs between who we think we are before the experience, and then how we see ourselves after the experience.”
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A great example of this occurred with Captain Chesley “Sully” Sullenberger, the pilot of US Airways flight 1549 out of New York’s LaGuardia airport making his emergency landing in the Hudson after geese flew into the plane’s engines. As the plane descended, air traffic controllers offered advice that was conflicting, confusing and – ultimately – meaningless. Staying focused and calm, Sully masterfully landed the plane in the river. Then, as the plane was sinking, he walked back and forth, then back and forth again, making sure there was nobody left on board. It all happened in a matter of two minutes. In those two minutes, Sully was able to summon his inner strengths, his courage and his confidence to land the plane despite what was going on around him. Sully still remains the modest, confident pilot he once was – but the experience changed him. It changed the way he looked at things…and himself. Through crucible experiences, behaviors and views that one has of themselves can drastically change. A negative experience could cause one to pick themselves up and brush themselves off to be better than they were before. Others might break down as a result and take three steps back. But hardwiring comes into play during crucible experiences – ultimately leaders need to understand what it was that got them through that experience.
(2 UNITS) 1981, MAST 15’ FT, 1994, MAST 131/147, 16,000 LB CAP, DSL, 1998, MAST 149/183 WIDE 21,000 LB CAP, DSL, P/S, P/S, 60” FKS, PNEU VIEW, 21,000 LB CAP, PERKINS S/S, FK POSITIONER, CAB, TIRES, CAB, S/S, NO NO SMOKE, VERY CLEAN DSL, MONO P/S, S/S, FK SMOKE, 4 WHEEL DRIVE, POSITIONER, 96” FKS, CAB, NO UNIT. ARTICULATING FKLIFT. SMOKE, GOOD TRUCKS.
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Human Element Was it their risk taking orientation? Their aggressiveness? Their inner confidence? What kept working when everything stopped working? Hardwired traits can push leaders through difficult experiences – which ultimately do not change. However, the experience itself, could change the leader’s behavior after the fact. Many times during a stressful or difficult situation, leaders could behave a certain way, and then they apologize and say, “I’m sorry I wasn’t myself.” But the realization is that they really are being more themselves at that time than any other time. It is up to leadership to translate their personality hardwiring into a suitable behavior for every situation. How will leaders decide to move forward after a pivotal experience? How will their ingrained assertiveness, aggressiveness, and confidence develop after those crucial two minutes? To outsiders, it can seem that a person drastically changes after a crisis – either for the better or for the worse – but the opposite is the case. Hardwired traits remain, but it’s how leaders decide to translate that to the world around them is what changes.
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Sales Trends Dave Kahle
Tackling tough sales challenges hat do we do when a customer wants to spread the business Q W between several vendors, even though I know we can provide better service?
I f you are looking for a short, easy solution, there isn’t any. The solution to this, like so many sales problems, is a matter of a long-term, consistent approach on your part. There is probably nothing you can say or do, in the short term that will impact this.
Clearly, spreading the business around between several vendors is the customer’s philosophical approach to purchasing. He/she probably has arrived at this approach through some combination of personal experience and/or executive direction. The customer holds this position because at some time he thought it was the best approach for his business. Here’s a pretty effective rule for sales strategy: When your customer voices a firmly held position, do not attack that position. You’ll just harden their positions and make life difficult for yourself. Instead, go around that position. In other words, retreat a bit, change the subject and look for an opportunity on the specific, rather than the general, level. Leave the philosophical approach unaddressed. Instead, show him why, in one specific opportunity after another, you are the best
choice. Do that over and over again, and, hopefully, he’ll discover himself buying more from you than your competitors. He’ll never have to publicly change his position; he’ll just find himself acting differently. That’s the most effective approach. But, that isn’t the only strategy. You may, for example, take a bit of a round-about approach to the issue. Realize that you have to influence the customer to change his opinion, to change his beliefs, and instead to believe that doing more of his purchasing from one vendor (you) is a better idea. Put yourself in the customer’s shoes. If you were him, what would convince you to change your beliefs? It’s probably less what you say, and more what you (and your company) do and who you (and your company) are, over time, that will have the greatest impact. Start by digging into the customer’s head. What is more important to him when it comes to making a decision: price, quality, service, ease of doing business, etc.? One way to do that is to have a discussion with him on the reasons he chose you as a vendor in the first place. What does he see in you and your company that is positive? Why is he doing any business with you? (This, by the way, is an eye-opening question to ask of all of your customers.)
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Sales Trends Once you uncover your customer’s priorities, then you can work to fulfill his expectations in that regard. Over time, show him by your company’s performance and your attention, that your company gives him everything that he wants. At some point, it will be helpful to have a discussion about doing more business with him. You can approach this in two ways: The general, philosophical approach or the more specific, opportunity focused approach. By the general, philosophical approach, I mean that you address, head on, his philosophical position. Start with this question, which is, by the way, one of the all-time great sales questions: “What has to change for us to do more business here?” That should stimulate a conversation that can lead to you suggesting a change in his position. For some customers, this approach can be influential. For most customers, however, the other strategy - specific opportunities as opposed to general philosophy -- will be more effective.
This is one of the most difficult sales situations for the sales person, because the customer’s deeply held values prevent you, at least in the short term, from increasing the business. Before you decide to spend the time and effort to try to change the situation, make a cold-hearted, rational decision about the likelihood of you being successful in this account. It may be that your time is better spent in other accounts. One of the greatest aspects of the sales profession is that there is always another challenge out there. You don’t sell them all. If you did, it would get boring, and the job would be done by someone with half of your ability. This is one of those challenges that may frustrate you for years. Take the long-term approach, and determine to eventually succeed. Dave Kahle has trained tens of thousands of B2B salespeople, sales managers and business owners to be more effective in the 21st Century economy. He’s authored nine books, and presented in 47 states and seven countries. To access Dave’s training, insights and tools online, visit The Sales Resource Center. Visit www.davekahle.com to check out a seminar near you.
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Thompson and Johnson Equipment Co. celebrates 60 years The New York material handling scene in 1954 was young and in need for both a supplier and provider for customers forklift needs. Enter an entrepreneurial company named Thompson and Johnson Equipment Co., Inc. Founded by Lawrence “Tommy” Thompson and George Johnson, they had a business theory they believed in and practiced daily: Take care of the customer and the employee. That was the only way they knew how and wanted to do business. “George developed a culture that emphasized taking care of both the customers and employees to benefit everyone” says Thompson and Johnson’s President, David Schneckenburger. The vision follows the simplest but truest of American business philosophies. Due to this philosophy, this continued family owned company is the go to forklift dealer in Upstate New York and is a major regional player. T&J recorded $38 million dollars in revenue in 2013, a stunning 35 percent growth rate over its $28 million dollar year in 2010. The company’s mission statement remains clear, no matter how drastically the industry has changed since 1954. Their mission to “Provide leading products and services to ensure they deliver our promised performance” is reinforced by the T&J Stability Triangle which consists of a three-tier stakeholder emphasis on
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Nuts & Bolts Acquisitions, expansions & other business news
TAT and WIT pilot program to combat human trafficking
BTS releases March North American freight numbers
Truckers Against Trafficking (TAT) and Women in Trucking (WIT) are looking for 25 women drivers to participate in a threemonth pilot program handing out lip balm with a special message on them to girls and women who might be human trafficking victims. “We are excited to see our partnership with WIT move to the next level, and truly believe this campaign has great potential to reach victims with the help they so desperately need," says Kendis Paris, TAT executive director. Women, by virtue of their gender, often have greater opportunity to interact with and show compassion to minors and adult women (away from their pimps and without suspicion), who may be the victims of forced prostitution. This interaction may occur in public restrooms at truck stops or travel plazas, in a hotel/motel lobby, at a laundromat or even in a restaurant. That interaction, either via the message on the lip balm (if the girl is able to act on it) or the phone call a driver makes — if human trafficking is suspected — could directly lead to victim rescue. A similar program in Kentucky resulted in a spike of victim calls to the National Human Trafficking Resource Center.
U.S.-NAFTA trade totaled $101.5 billion in March 2014, the second highest amount on record, as four of five transportation modes – air, vessel, pipeline, and trucks – carried more U.S.-NAFTA trade than in March 2013, according to the TransBorder freight data released by the U.S. Department of Transportation’s Bureau of Transportation Statistics (BTS). The March 2014 trade total, a 6.2 percent increase from March 2013, was exceeded only by trade value in October 2013. U.S-NAFTA trade has increased from the same month of the previous year in eight of the last nine months, interrupted by a 0.2 percent decrease in January. The January decline reflected the severe weather in the northern states and along the U.S.-Canada border. www.rita.dot.gov
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Manufacturing technology orders rise in March March U.S. manufacturing technology orders totaled $492.78 million according to AMT - The Association For Manufacturing Technology. This total, as reported by companies participating in the USMTO program, was up 38.5% from February and up 2.9% when compared with the total of $479.04 million reported for March 2013. With a year-to-date total of $1,228.60 million, 2014 is up 0.9% compared with 2013. These numbers and all data in this report are based on the totals of actual data reported by companies participating in the USMTO program. “As these figures indicate, along with strong readings for the PMI, durable goods orders, and motor vehicle sales, manufacturing continues to be a leader in economic growth,” said Douglas K. Woods, AMT President. “It’s noteworthy that this was the strongest month for orders since September 2012, an IMTS month, though order delays caused by a harsh winter certainly interrupted the flow of business at the start of the year. As we head toward IMTS 2014, we expect continued expansion through the rest of this year and likely into 2015.” The United States Manufacturing Technology Orders (USMTO) report, compiled by the trade association representing the production and distribution of manufacturing technology, provides regional and national U.S. orders data of domestic and imported machine tools and related equipment. Analysis of manufacturing technology orders provides a reliable leading economic indicator as manufacturing industries invest in capital metalworking equipment to increase capacity and improve productivity. www.amtonline.org
RFA recognized for commitment to first responders For the third consecutive year, the Renewable Fuels Association (RFA) has been presented the “TRANSCAER® National Achievement Award” for its dedication to TRANSCAER’s safety goals and its continuing education of first responders across the country. TRANSCAER is a national outreach effort focused on community preparation for possible hazardous materials accidents. Kristy Moore, RFA’s vice president of technical services, accepted the award on behalf of the RFA at the 27th Annual AAR/BOE Hazmat Seminar in Addison, Texas, stating, “The RFA always has and always will put safety front and center. Preparation is the key to effective emergency response. The RFA works hard to ensure these selfless men and women have the most up-to-date information to handle any hazmat scenario they encounter.” The RFA recently released an updated version of “The Training Guide to Ethanol Emergency Response.” The training guide was first developed in 2006 to give first responders, safety personnel, and hazmat teams information on how to properly respond to an ethanol-related emergency. It has been distributed to more than 10,000 first responders and was converted into an Ethanol Safety Seminar. In 2010, RFA partnered with TRANSCAER® to conduct more than 100 Ethanol Safety Seminars in 21 states. Additional safety seminars will be announced in June. www.ethanolresponse.com
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Purolator president honored with Long Island Business News Outstanding CEO Award
Holland recognized as 2013 Best Transportation Supplier by Avery Dennison
Purolator International President John Costanzo has been named by Long Island Business News as one of the 2014 Outstanding CEO Award winners. Costanzo was honored for his direction and leadership, helping Purolator International grow its U.S. presence, introduce innovative new services, and achieve superior customer experience ratings. He will receive his award at Long Island Business Newsâ€™ special gala dinner to be held on Thursday, May 15, 2014 at the Crest Hollow Country Club. Since joining Purolator International in 2001, Costanzo has successfully expanded its corporate footprint from three to 30 U.S. markets, opening 20 new markets since 2010. The company now has branch operations in Atlanta, Baltimore, Boston, Buffalo, Charlotte, Chicago, Cincinnati, Cleveland, Columbus, Dallas/ Ft. Worth, Denver, Detroit, Houston, Indianapolis, Los Angeles, Miami, Milwaukee, Minneapolis, Nashville, Newark, New York, Philadelphia, Phoenix, Pittsburgh, Raleigh/Durham, Salt Lake City, San Diego, San Francisco, Seattle, and Saint Louis. As a result of its 2010 market expansion, Purolator International has doubled its U.S. sales and increased profits over 30 percent, including the cost of investment in the expansion.
Holland has been recognized as the Best Transportation Supplier for performance in 2013 by Avery Dennison, a global leader in labeling and packaging supplies and solutions. The award was given as part of Avery Dennison's inaugural Supplier Symposium, held March 6, 2014 at the Cleveland Marriott Hotel in downtown Cleveland, Ohio. Holland was given top honors in the freight category with the first ever, Best Transportation Supplier award. The award was given to "the transportation supplier who has maintained high delivery service and quality standards and has worked collaboratively with Avery Dennison to provide innovative solutions to network and delivery challenges." Over 200 professionals from more than 100 companies around the globe were in attendance to share ideas and learn about Avery Dennison innovations and planning. Following the symposium, a reception was held at the Rock and Roll Hall of Fame in Cleveland. At the reception, an awards ceremony was held where eight companies from a variety of industries were honored for superlative performances in 2013. www.hollandregional.com
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Reddaway area safety manager recognized Reddaway area safety manager, Frank Lococo, based in Orange, Calif., was presented with the California Trucking Association's 2013 Fleet Safety Professional of the Year award. This honor, sponsored by the California Trucking Association (CTA) Safety Department, is designed to recognize the truck fleet safety manager whose accomplishments are truly outstanding. The award promotes the highest standards on fleet safety programs as well as the qualifications and performance of safety professionals in the commercial vehicle transportation industry. The 2013 Fleet Safety Professional of the Year award was presented as part of the CTA's annual Fleet Safety Awards Banquet, held at the Sheraton Grand Hotel in Sacramento, Calif., on April 16, 2014. During the ceremonies, Reddaway was also presented with a third place award in the LTL/General Commodities Linehaul Over Seven Million Miles category. This marks the fifth consecutive year that Reddaway has won one or more Fleet Safety Awards from the California Trucking Association. Winners of the Fleet Safety Awards are chosen by an independent panel of judges who evaluate carriers across a variety of measures such as the organization of safety programs, training, driver supervision, preventative maintenance and an overall record of accident reduction. www.reddawayregional.com
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Inc H&K Equipment 4200 Casteel Drive 15108 Coraopolis, PA -5311 Phone: 412-490 Fax: 412-494-0975 Cell: 412-779-3056 n Rental : ARA (America Bureau) Member Affiliates (Better Business Association) BBB
combustion provide internal powered lift nt dealerships and electric Our equipme es 120,000 Lb capacity Lbs. H&K also specializ lift trucks to nt, tractors to 80,000 r handling equipmel floor trucks and coil equipment, containe and industria in rail car mover yard spotters ture both Autolift tractors, trailer now manufac coil handling equipment. We a separate division maintenance and we have trucks rebuild used lift ture new and and Elwell Parker . For cranes and manufac metals industry for overhead the steel & scrap and our family of for industrial magnetsabout H&K Equipment ion equipment.com more informat please visit www.hk companies,
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Shifting Gears Industry personnel and organization news
Clark names 2014 top sales managers, salespersons, sales coordinators and rental managers
Victor Alejandro Mendoza Corella of MAHSA – Hermosillo, Sonora, Mexico
CLARK Material Handling Company has announced the recipients of its Sales Manager, Salesperson, Sales Coordinator, and Rental Manager of the Year awards for 2014. These winners achieved excellent growth in CLARK forklift trucks sales and rentals in 2013 throughout North America and are recognized as outstanding contributors to the continued success of CLARK. With over 80 dealers and 200 locations in North America to service our customers, CLARK is proud to recognize the following CLARK professionals: Top Sales Managers Dean Walker of Norlift of Oregon, Inc. – Portland, OR Dennis Wilson of Lift Truck Sales & Service, Inc. – Kansas City, MO Joe Raber of Allied Equipment Service – Indianapolis, IN John Patterson of Material Handling, Inc. – Dalton, GA Mike Milhoan of Homestead Materials Handling Co. – Roanoke, VA Robert Morales of W.E. Johnson Equipment Company – Miami, FL
Top Salespersons Herve Durocher of J.H. Ryder Machinery, Ltd. – Montreal, QC, Canada Kevin Sisson of Louisiana Lift & Equipment, Inc. – Shreveport, LA Marty Jordan of Valley Industrial Trucks, Inc. – Youngstown, OH Oscar Acosta Martinez of AMECO – Tlalnepantla, Mexico Robert Leonberger of Material Handling, Inc. – Dalton, GA Tim Jensen of K-Lift Service Company, Inc. – Salinas, CA Top Rental Managers Brad Gates of Lift Truck Sales & Service, Inc. – Kansas City, MO Bruce Deford of National Lift Truck, Inc. – Chicago, IL John Perkins of FMH Material Handling Solutions – Denver, CO Kathy Rodriguez of Valley Industrial Trucks, Inc. – Youngstown, OH Luis Manuel Baez Mendez of CEPAMOSA – Guadalajara, Jalisco, Mexico
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Shifting Gears Top Sales Coordinators Brenda Skare of Forklifts of Minnesota, Inc. – Minneapolis, MN Cindi Hantke of Jefferds Corporation – St. Albans, WV Helen Dunlap of The Lilly Company – Knoxville, TN Kerrie Dobberteen of Holt of CA – Sacramento, CA Rosa Catalina Herrera Espain of AMECO – Monterrey, N.L., Mexico Sandra Marcucci of J.H. Ryder Machinery, Ltd. – Toronto, ON, Canada Shaun Howerton of Louisiana Lift & Equipment, Inc. – Shreveport, LA www.clarkmhc.com
Ohio’s Edison Technology Centers recognize Crown Equipment The directors of the Ohio Edison Technology Centers recently awarded their prestigious Crystal Award for Excellence to Crown Equipment. The annual award recognizes Ohio companies that have created significant economic impact in their communities and the state. EWI, which is one of the original Edison Centers created by the State of Ohio in the mid-1980s, nominated Crown for the honor. Crown worked with EWI to develop innovative welding and fabrication processes that helped the company realize reduced design costs, increased manufacturing efficiencies and accelerated time to market. “Crown Equipment embodies the spirit of technology innovation,” said Dale Robinson, director of business development, EWI. “The company embraces technology in the evolution of their lift truck products, not only in the design and manufacturing process but also in the products themselves. This has enabled Crown to sustain and grow its business in some highly competitive global markets.” Ohio’s six Edison Technology Centers provide a variety of product and process innovation and commercialization services to both established and early-stage technology-based businesses. The centers work to stimulate commercial development and manufacturing throughout Ohio via the creation and deployment of new technology. Companies qualify for the Crystal Award recognition by having collaborated with at least one of the Edison Technology Centers to help improve productivity, support innovation or develop and apply new technologies.
TVH to open new distribution center in Miami, FL area TVH is excited to announce a new distribution center coming to the Miami area. This facility is expected to be open for business in September, 2014. This 68,000 sq ft building will allow TVH to increase its product offering and keep more inventory on hand to better serve their customers. This new distribution center will allow TVH to expand their one day ground coverage to locations in the southeast, offering over 6.5 million parts and continuing to develop new products every day. The TVH highly-trained, courteous and knowledgeable staff is available in nine locations across North & South America to provide service excellence. Facility information is as follows: TVH Florida 10800 NW 106th Street, Suite 24 Miami, FL 33178 1 mile east of highway 821 (Florida Turnpike), Exit # 34 www.tvh.com
More Shifting Gears on
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UniCarriers Americas announces first master technician UniCarriers Americas announces Jason Dorsey of Western Carolina Forklift as its first to achieve master technician certification. UniCarriers University, formerly the University of Nissan Forklift, launched in January of 2012, is a state-ofJason Dorsey accepts his master the-art educational platform that technician certificate. enables UniCarriers Americas Corporation’s service technicians to rank among the most highly skilled and knowledgeable material handling equipment representatives in the industry. Students complete requirements of each level, apprentice, journeyman and master technician, with each successive level requiring more education and additional responsibilities. Students advance at their own pace, through a mixture of online training and classroom instruction. Dorsey, who was also the first certified journeyman through the UniCarriers University, has been working on forklifts for more than a decade. “I’ve been with Western Carolina Forklift for three years and I’ve been working on forklifts since 1998, although I took a short break for a while and worked on cars,” said Jason Dorsey, master technician. “I got involved in the UniCarriers University, College of Technical Service in 2012 as soon as it was launched.”
USED AND NEW MATERIAL HANDLING EQUIPMENT Associates, inc.
melmor Since 1963 melmor melmor melmor Associates, inc.
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Melmor Associates, Melmor Melmor Melmor Melmor Associates, Associates, Associates, Associates, Inc. Inc. Inc. Inc. Inc. Melmor Associates, Inc. Ann Avenue PO Box 511 -511 Niles, OH 44446 840 840 Ann 840 840 840 Avenue Ann Ann Ann Avenue Avenue -Avenue PO- Box - -PO -PO 511 PO Box Box Box - Niles, 511 511 - OH -Niles, -Niles, Niles, 44446 OH OH OH 44446 44446 44446 330-652-1784 -511 330-652-1667 faxfax 840 Ann Avenue -phone POphone Box -330-652-1667 Niles, 44446 330-652-1784 330-652-1784 330-652-1784 330-652-1784 phone -phone 330-652-1667 phone - -330-652-1667 -330-652-1667 faxOH fax fax www.melmor.com 330-652-1784 phone - 330-652-1667 fax www.melmor.com www.melmor.com www.melmor.com www.melmor.com
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Achieving master technician status requires completion of 20 online and classroom courses. This is a rigorous schedule for fulltime technicians. Average expectation of completion is three to four years, making Dorsey’s accelerated pace for completing the levels in less than two years impressive. www.unicarriersamericas.com
Hirschmann presents 2013 Top Sales Award to Crane Warning Systems Inc. Hirschmann Automation and Control (PAT), Chambersburg, PA has awarded Crane Warning Systems Inc. of Lakeland, FL Hirschmann’s 2013 Top Sales Award for North America. This is the fifth year in a row Crane Warning Systems Inc. receives 2013 that Crane Warning Systems Top Sales Award for North America. has received this award. Eric Mowen, Hirschmann’s Retrofit Sales Manager, presented the award to Randy Dickinson of Crane Warning Systems at ConExpo in Las Vegas, NV. Crane Warning Systems has been a dedicated Hirschmann Premier Dealer since the dealer network was established in 2002. Over the past 12 years, the support and commitment of the Crane Warning Systems team has been integral in the development of this successful partnership. Crane Warning Systems offers Hirschmann’s entire line of PAT, Krueger, and Hirschmann branded crane operator aids including load moment indicators (LMI), wireless and hard-wired indicators, and anti-two block systems. www.cranewarning.com
SAS Automation welcomes industry veteran to corporate management team SAS Automation is expanding its corporate management team. Industry veteran Bob Lord joins the management team as sales and marketing manager. “SAS is pleased to have Bob Lord join our management team,” says Trent Fisher, President and Founder of SAS Automation. “He brings a wealth of knowledge and experience Bob Lord in the manufacturing and automation industries to SAS and we look forward to what we will accomplish with this addition to our team.” As sales and marketing manager, Lord will work closely with SAS Automation engineers and business development managers to create sales and marketing campaigns promoting SAS EOAT and automation equipment. Lord brings more than 40 years of manufacturing, engineering and sales experience to the SAS Automation management team. Prior to joining the SAS Automation team, Lord was the director of sales and engineering at Auto-Valve, Inc., where he worked to revitalize both the engineered solutions sales efforts and the reorganization of the engineered new product design efforts. Lord received his MBA from Wright State University in Dayton, Ohio and has extensive experience in manufacturing, engineering solutions, factory automation, sales and marketing. Currently, Lord serves as a member of the board of trustees for the Dayton Regional Manufacturing Association, where he is responsible for board coordination of the Advanced Manufacturing Technology Show. www.sas-automation.com
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YOUR MATERIAL HANDLING
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New Products See more new products online at www.MHWmag.com
Quantum increases inventory of wire shelving Quantum Storage Systems offers wire shelving in more sizes and finishes than any other supplier: chrome, Proform (green epoxy), black epoxy, stainless steel wire and solid stainless steel, solid galvanized and a consumer grade chrome plated wire unit that ships in one box. Shelf depths range from 12" to 36", lengths from 24" to 72" and post heights from 6" to 96". Quantum’s “low price guarantee” provides the lowest price point in the industry. The company stocks wire shelving in Miami, Chicago and its NEW Fresno location. All items ship within 72 hours. www.quantumstorage.com
Sovella's mobile work space provides new options Work is not always confined to a single workstation and tools must be moved around accordingly. Each task is different and requires dedicated tools. Sovella trolleys and carts are ideal for this situation and significantly increase productivity up to 30%. Sovella offers a wide range of trolleys and carts, designed for many different uses and work requirements. Light-duty trolleys provide an additional ergonomic workspace and mobile storage option for lighter loads, while heavy-duty trolleys can withstand weights up to 1320 lbs! All trolleys can be customized from a range of accessories, including bins, drawers, shelves, and tool panels. Trolleys come equipped with two locking and two non-locking casters. ESD trolley versions are also available. Due to their modularity and versatile accessory components, trolleys are easy to design and adapt to suit a multitude of users and applications. Sovella trolleys and carts offer the complete mobile workspace solution! www.sovella.us
GoPet™ electric scooter increases productivity in warehouses One of the biggest challenges facing large warehouses and distribution centers today is lost efficiency due to the vast amount of space that workers need to traverse each day. Not only is time lost walking through large facilities, but the added miles are also hard on the employees’ bodies. This “walking fatigue” results in both lowered
productivity and costly mistakes. Warehouse managers are looking for mobile solutions that won’t break the bank. General managers such as Lona Smith at Hallmark’s Kansas City distribution center are choosing GoPet scooters as an economic solution to a growing problem for their large distribution centers. Steve, the facility manager of a large food distributor reports that “With GoPet, our staff can move much faster in the warehouse. One charge and they will run all day. It’s much better than walking.” GoPet is a three-wheel personal electric transportation scooter that can travel 24 miles on a dime’s worth of charge. According to founder Helen Fu, “GoPet scooters can go up to three times faster than an average person’s walking speed. GoPet gets small jobs done quickly and with ease. All of our warehouse clients have saved time and money using GoPet as a personal transport.” www.mygopet.com
Have a new product you want Wholesaler readers to know about? Email it to editorial@MHWmag.com
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Ergonomic vacuum lifter reduces back strain for packaging operation
Cat® Lift Trucks introduces new tier 4 interim diesel pneumatic tire lift trucks
A Cynergy Ergonomics vacuum lifter has proven to reduce back strain and the workers comp claims that accompany them for a manufacturer of water softeners. The purposedesigned lifter allows an operator to lift the 10-pound box, open it, and then position it over a water softener which is already fastened to a pallet for final packaging and shipment. Prior to installing the Cynergy vacuum lifter, this process was completed manually despite the awkward maneuvering required of lifting the heavy box and positioning it over the palletmounted water softener. Shoulder and back aches and strains were common, as were the accompanying workers comp claims and lost-time incidents. After installation of the ergonomic lifting device, however, claims have dwindled and lost-time incidents have been eliminated. In addition to providing a safer work environment, the lifter has also created a more accessible one. Since there is no longer a lifting component to this position, company officials have re-classified this job so that it can be filled by any workers within the plant. Cynergy Ergonomics engineers studied the task at hand, along with the plant environment and utilities available prior to recommending a solution.
Cat® Lift Trucks introduced the new series of 22,000 – 36,000 lb. capacity diesel pneumatic tire lift trucks. Equipped with a high-performance Perkins™ 1204E 4.4L engine, the DP100N – DP160N series offers increased fuel efficiency, reduced emissions and a lower overall operating cost, in addition to meeting the current Tier 4 interim regulation standards from the U.S. Environmental Protection Agency (EPA). “The Cat DP100N-DP160N models are built with the highperformance Perkins 1204E 4.4L diesel engine, which offers 13 percent greater fuel efficiency than the previous generation.” said Lucas Dumdie, product line manager at Cat Lift Trucks. “This pneumatic tire lift truck series is designed to deliver the exceptional power, performance and reliability that customers need to tackle harsh material handling applications. Combined with a fuel-efficient engine, customers can expect even lower fuel costs without sacrificing on performance.” With 22,000-36,000 lb. lift capacities, these heavy-duty lift trucks are ideal for lumber, steel and pipe, fabricated metals and concrete applications. The new lift truck models also provide customers with numerous features and benefits, including: high-performance and efficient engine, maximum uptime, serviceability and superior operator comfort. www.cat-lift.com
1351 Nagel Blvd., Batavia, IL 60510 Ph: (630) 879-7008 | Fax: (630) 879-8068 www.summitmetalproducts.com
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
A PARTNERSHIP with
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METTLER TOLEDO introduces WeighSync™ Data Integration Software METTLER TOLEDO is pleased to announce the release of new software that allows weighing terminal users to easily integrate weighing transaction data into PC databases. WeighSync™ DC can be configured for nearly any industrial process that requires easy data management. It allows users to collect data to create reports and meet compliance tracking and tracing requirements. WeighSync DC collects weighing-transaction data from multiple terminals in a Microsoft SQL Express database. It is compatible with Windows 7 or 8. Weighing transactions are automatically updated to the WeighSync database, with the ability to map data to userdefined fields and tables in the Microsoft® SQL Server Express database. Pre-defined templates within WeighSync enable quick connection to a broad variety of METTLER TOLEDO industrial weighing terminals. It is flexible enough to also define custom data structures, which allows users to create custom templates for connection to a broad variety of other devices that may be attached to the PC running WeighSync. In addition to providing real-time transaction data, METTLER TOLEDO terminals that store data in tables can be used for scheduled data transfer using a calendar function within WeighSync. Collected data can be used to create reports in MS Excel or other programs, or to use for tracking and tracing purposes. The WeighSync network can use a serial connection to communicate with older generation of terminals, but is also ready to take advantage of newer, Ethernet-enabled products. www.us.mt.com
John R. Walker The only name you need to know for aftermarket success. Aftermarket Services Consulting Co., Inc.
TEKLYNX barcode labeling solutions enable compliance with new food manufacturing label requirements TEKLYNX International continues to support manufacturers as they address industry and regulatory changes. Making headlines recently are three food manufacturing initiatives that will affect the way suppliers create labels: the Produce Traceability Initiative (PTI), the Food Information for Consumers regulation (FIC) and proposed FDA changes to Nutrition Facts labels. TEKLYNX barcode labeling software supports the creation of label designs for all three initiatives. "TEKLYNX is dedicated to supporting our customers’ changing needs,” said Laura Henderson, General Manager of TEKLYNX. “Our products scale with your business and adapt to legislative changes to reduce the risks that noncompliance creates for your business.” The PTI is an industrywide effort to improve track and trace procedures through the food manufacturing supply chain by developing a standardized labeling approach. The initiative has been publicly embraced by both Walmart and Sam’s Club stores, who announced they would begin rejecting produce shipments with non-compliant labels by January 1, 2014. In a TEKLYNX poll, fewer than 20 percent of webinar attendees reported that they were prepared for the PTI, despite the deadline having already passed. www.teklynx.com
New high capacity mother carts deliver machined parts Kinetic Technologies, Inc. has introduced a new “gantry” style mother cart that moves three daughter basket carts totaling up to 3,000 lbs. The daughter carts are rolled onto a gas spring controlled drop ramp from either side of the mother. Mother carts feature reverse coupled caster steering for tighter tracking and less drift in corners, less than 1" ground clearance and built-in guide rail bars for daughter carts. Three mother carts per train may be used depending upon tug capacity and aisle clearances. Standard features include; clevis and pin hitch, spring loaded self-stowing tow bar and low noise 6" and 8" debris shedding wheels. www.ktecinc.com
• Solely dedicated to your aftermarket opportunities • 40+ years of experience in aftermarket development • Guaranteed performance
When you want results in your aftermarket efforts, call Aftermarket Services Consulting Co., Inc. 803-548-6707 ...John is waiting to help you succeed.
Aftermarket Services Consulting Co., Inc. 817 Stockbridge Drive #399 • Ft. Mill, SC 29708
www.amsconco.com • firstname.lastname@example.org
Call 803-548-6707 42
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**FORKLIFTS WANTED** We W i l l B u y Q u a n t i t i e s ! C a l l U s W i t h D e t a i l s - We Wa n t Yo u r S u r p l u s S t o c k
2010 TOYOTA 8FGCU25
2008 TOYOTA 7FBCU15
2006 TOYOTA 7FGU32
189” FSV Mast, Hours: 7,000 9,000
189”FSV Mast, Hours: 5,100 Key
187” FSV Mast, Hours: 10,000
3 UNITS IN STOCK $
1 UNIT IN STOCK
5 UNITS IN STOCK $
2011 YALE GLC050VXNVRE083
2005 TOYOTA 7FGU20
2006 TOYOTA 7BRU23
187” FSV Mast, Hours: 4,315, LP
189”FSV Mast, Hours: 5,900
330” FSV Mast, 36V, Hours: 3,750
1 UNIT IN STOCK
2 UNITS IN STOCK
2 UNITS IN STOCK
Available Used Equipment – More in Stock, Call Omar For Listing FORKLIFTS & NARROW AISLE EQUIPMENT
2004 Toyota 7BRU23, 3,000 Lbs. 36V, 300” Mast, S/S
2005 Terex TH842, 8,000 Lbs. DSL Fuel
2009 Toyota 7FDU35, 8,000 Lbs. DSL FUEL, 187” Mast, S/S 2003 Toyota 7FBCU25, 5,000 Lbs. 36V, 189” Mast, S/S, EE Rated
2004 Toyota 7FGU25, 5,000 Lbs. LP, 189” Mast, S/S
2008 Capacity TJ5000, OFF HWY, Hours: 3,600
2009 Toyota 7FBEU18, 3,500 Lbs. 36V, 189” Mast, S/S
2003 Capacity TJ5000, DOT, Hours: 6,800
2008 Toyota 7FDU35, 8,000 Lbs. DSL FUEL, 187” Mast
2007 Capacity TJ5000, DOT, Hours: 600
2008 Toyota 8FGU30, 6,000 Lbs. LP, 187” Mast, S/S, Dual Drive
2008 Capacity TJ5000, OFF HWY, Hours: N/A
2004 Case 586G, 6,000 Lbs. DSL FUEL, 252” Mast, S/S
1.866.506.2200 • email@example.com www.shoppasmaterialhandling.com SHOPPA’S HEADQUARTERS 15217 Grand River Rd • Fort Worth, TX, 76155 • P: 817.359.1100 • F: 817.359.1110 www.MHWmag.com
Iron Bull introduces first self-dumping hoppers with Tapered Slide Box™
Crown Equipment introduces a new 4,000-pound capacity walkie straddle stacker
Self-dumping material handling hoppers fabricated by Iron Bull Manufacturing, a new company headquartered in Marshall, Ind., come with full refund guarantees and are equipped with a proprietary Positive Alignment System™ featuring a Tapered Slide Box™ with expanded clearance angles for fast, accurate entry of forktruck forks into hopper base channels. “Tapered angles make the operator’s job easier, allowing insertion of forks into enlarged base channel entry spaces on the first try, eliminating time-consuming forktruck maneuvering and manual corrections of fork heights,” said Emanuel King, Iron Bull CEO. “They also help prevent dings and dents to hoppers caused by up or down fork misalignment.” Iron Bull produces three series of hoppers – Economy Bull, Baby Bull and Big Bull – with weight capacities ranging from 1,500 pounds to 6,000 pounds and 1/3 to 2-1/2 cubic yards capacities for manufacturing, machining, construction, agriculture, storage and waste collection and recycling markets. Hoppers customized to customer specifications also are available. Engineered with structural integrity for rugged, long-term service, all hoppers are strengthened by wrap-around welded lips on back corners, sides extended below hopper bottoms, full-length channel bases, and gussets welded into front corners.
Crown Equipment Corporation recently expanded the capacity range of its Crown SX 3000 Series stacker. Available in North America and Latin America, the new Crown SX 3000-40 walkie straddle stacker has a maximum load capacity of 4,000 pounds and a maximum lift height of 192 inches. The Crown SX 3000-40 allows operators to easily maneuver in small spaces, such as those commonly found in grocery and retail facilities, and stack single pallet loads three levels or higher to save space and improve product selectivity. Its compact design and innovative controls provide a safe and effective way to maximize storage space and improve efficiency. The stacker includes Crown’s exclusive X10® Handle that features advanced ergonomics and a durable, cast aluminum design. The brake override function allows travel with the handle in a near vertical position so the truck can turn in an area almost as small as its own footprint, providing exceptional maneuverability and reducing the risk of damage to the truck, load and facility. “Operators who utilize the Crown SX 3000 Series stackers appreciate the benefits they provide,” said Rod Squires, product manager, Crown Equipment. “The stackers are a dependable and durable addition to any forklift fleet where there is a need to carry and stack heavy loads while maneuvering in tight spaces.” www.crown.com
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Dealers, has your vendor made you look great lately? Do your customers send you “Thank You” notes and photos from their warehouse? ...your racks look great
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ETL & DLC Listed dimmable LED thin panel lights ideally designed for down lighting
Soaring above our competition the NEW Eagle 55® pallet jack has been redesigned
A better quality pallet jack for your customers • 3 YEAR WARRANTY • Poly wheels (also available in nylon) • 5,500 lb. capacity • Available in 8 sizes
LEDtronics® announces energy-efficient, vibrationresistant LED replacements for both fluorescent fixtures and tube lights with its ETL and DLC listed dimmable thinpanel lights that are designed to replace troffers in most standard recessed T-bar ceilings. Available in three sizes, the CLL series of thin-panel LED lights are ideal for flat-panel down lighting in offices, hospitals, hotels, resorts, conference rooms, commercial areas, as well as in educational institutions. Model number CLL1X4-40W-XWW101D is 1x4 ft and consumes only 45 watts of power, CLL2X240W-XWW-101D is 2x2 ft and consumes 44 watts, while CLL2X4-60W-XWW-101D is 2x4 ft, with only a 67-watt power use. Power consumption further decreases in linear proportion to the dimming level. Additionally, the minimal lamp heat output of LEDs over that produced by fluorescent tubes keeps temperatures in offices and hallways optimally lower, saving building airconditioning costs. www.ledtronics.com
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Jamco has good quality forks at competitive prices & they have the stress test results to prove the high quality of Jamco forks. Ask for our quantity discounts. Call us for the details! Class II, III, IV – standard taper hook type common sizes ALWAYS in STOCK
www.ArconEquipment.com www.arconequipment.com Akron | Cleveland, OH 44146
Over 35 years of satisfied customers!
We specialize in dependable reconditioned We specialize in dependable reconditioned BATTERIES AND CHARGERS batteries & chargers to calibrated to factory specs bycalibrated our certified factory specs technical staff. by our certified technical staff.
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Good WANTED GoodUsed Used Batteries Batteries WANTED We will us with withdetails details— We willbuy buyquantities! quantities! Call Call us – we stockonly! only! wewant want your your GOOD GOOD surplus surplus stock
Fork-Co Forks & Attachments ... More than forks!
Hook type and pin type forks, capacities to 110,000 lb. Pin type (shaft type) forks are made up in our Alvin, TX plant from stock blanks.
RDD 40 ROTATOR 4,000 LB Capacity Fork Spreaders - quick detach fork spreader and pin type sideshifter manufactured in our Alvin, TX plant
Fork Covers - load protection products Made in Houston, TX
Quick-attach WPH-FL pipe clamp, 20,000 lb capacity, built in USA in our Alvin, TX plant
Fork-Co USA has a new web site. Visit us today at:
www.FORK-CO.com Fork-Coâ€™s 15,000 lb fork positioner designed and built in our Alvin, TX plant
The new Fork-Co USA Comprehensive Catalog for 2014 has been published to the web and is accessible through the web site. Find forks, attachments, parts and accessories there.
Fork-Co Forks & Attachments PH: 888.367.5260 www.FORK-CO.com
FAX: 281.692.1450 firstname.lastname@example.org www.MHWmag.com
New & Used Forklifts • Coil Tractors • Railcar Movers Yard Tractors • Container Handlers & More
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Ergodyne launches new coiled tool lanyards Ergodyne has announced the expansion of their Squids® tool lanyard line to include the Squids® 3130 coiled cable lanyard available in both small and medium sizes. By utilizing a compact system that keeps the length of the lanyard close to the anchoring point, the new coiled lanyard reduce snags, trip hazards, and ensures the utmost in 3130M at heights safety. "These new lanyards 3130S provide the user with a compact and worry-free tethering solution," said Nate Bohmbach, Ergodyne product manager and DROPS member. "Workers in confined spaces will now have the benefit of a full-length lanyard without any of the dangerous and annoying hazards." One of the many features of the coil design is the ability to reduce the length of the lanyard. This not only prevents snag and trip hazards - it also keeps workers efficient and tangle-free while moving in and out of confined spaces and other tight areas. Unlike traditional coil lanyards, the 3130 is constructed with PU covered aircraft cable and corrosion-resistant stainless steel carabiners for the ultimate in strength and durability. The carabiner also boasts a screw gate for a safe and easy locking connection. www.ergodyne.com
Don’t be left out of Material Handling’s Directory —
Black Book of Industry Names Material Handling Wholesaler will publish the directory with names of material handling contacts with pictures, phone numbers and descriptions of how they can help Wholesaler’s 20,800 readers. Fax or mail the form below and don’t get left out in our Black Book of Industry Names — published in Wholesaler’s August 2014 issue — deadline Monday, June 23, 2014. Text Block Ads: 1–3 Blocks $50 each; 4–8 Blocks $45 each; 9+ Blocks $40 each q q q q q q q q q q q q q q q q q q q q q q q q q q q q q
Aerial Lifts / Scissor Lift Alternators Attachments Auction Companies Automated Guides Vehicles Batteries / Chargers Battery Chargers - New / Used Battery Recycling Brushes – Sweeper / Scrubber Carts Casters Container Handlers Conveyors Computers Hardware Core Buyers – Engines Core Buyers Dock Equipment Emission Analyzers Engines – New Engines – Parts Engines – Rebuilt Engines – Remanufactured Exhaust Analyzers Fabricators Financial Services Forklift – Accessories Forklift – Dealers Forklift – Jacks Forklift – Manufacturers
q q q q q q q q q q q q q q q q q q q q q q q q q q q q
Forklift – Rough Terrain Forklift – Training Forklift – New Forklift Wholesale Forks Forks – Telescopic Import / Export Industrial Wheels Insurance Inventory Control Lift Tables Lift Truck - Accessories Liquidations Lockers Mezzanines Motors – Parts Motors – Speed Control Pallet Racks-New Pallet Truck – Parts Pallet Truck – Scales Pallet Trucks – Used Parts – New Parts – Reconditioned Personnel Carriers Promotional Items Propane Distributors Propane – Repair Kits Pumps
q q q q q q q q q q q q q q q q q q q q q q q q q q q q
Rack Decking – Custom Rack Decking – New Racks – Used Rental – Attachments Rental – Equipment Repair Service Safety Equipment Scales – Forklift Scrubber Brushes Scrubber / Sweepers Equipment Scrubber / Sweeper – Parts Seats Shelving Software Steer Axles Steer Gears Storage Stack Racks Tires Tow Tractors Trailers Trade Association Transmissions – New Transmissions – Parts Transmissions – Used Transportation/Hauling Warehouse Scales Wire Partitions & Cages Wire Rack Decking
Contact Name: _________________________________________________________________________________________________ Company Name: ________________________________________________________________________________________________ Company Address: _____________________________________________________________________________________________ City: _____________________________________________ State: ___________________Zip Code: __________________________ Phone: ___________________________________________ Fax: _____________________Cell: _______________________________ Member Affiliations: ____________________________________________________________________________________________ 50 Word Description of your Company: __________________________________________________________________________ ________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________
Mail Form to: Material Handling Wholesaler P.O. Box 725 | Dubuque, IA 52004-0725 or Fax it to: 563-557-4499
Still the one for advertising RESULTS!
by Monday, June 23, 2014 www.MHWmag.com
Advertiserâ€™s Index Advance Metalworking Company, Inc.. . . 21
Florida Lift Systems. . . . . . . . . . . . . . . . . . . . 17
Regency Metals . . . . . . . . . . . . . . . . . . . . . . . 50
Advantage Material Handling, Inc.. . . . . . 45
Fork-Co USA Sales, LLC. . . . . . . . . . . . . . . . . . 49
Rhino Rubber, LLC. . . . . . . . . . . . . . . . . . . . . . . 3
Aftermarket Services. . . . . . . . . . . . . . . . . . 42
Forklift Pro, Inc.. . . . . . . . . . . . . . . . . . . . . . 20
Safety Systems & Controls Inc.. . . . . . . . . . 39
Akro-Mils Inc.. . . . . . . . . . . . . . . . . . . . . . . . . 15
Forklift Safety Training Services. . . . . . . . . 8
"Save"ty Yellow Products . . . . . . . . . . . . . 47
All Brand Forklift Parts . . . . . . . . . . . . . . . 27
Gateway Rack Corp.. . . . . . . . . . . . . . . . . . . 28
Shoppa's Material Handling. . . . . . . . . . . . 43
American Industrial Transmission Inc. . . 19
Grindstaff Engines, Inc.. . . . . . . . . . . . . . . . 18
SMO Catalog Marketing. . . . . . . . . . . . . . . . 23
American Vulko-Tread Corp.. . . . . . . . . . . . 55
H&K Equipment Company . . . . . . . . . . . . . . . 50
Stellana U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . . 4
Arcon Equipment, Inc. . . . . . . . . . . . . . . . . . 48
Hader Industries Inc. . . . . . . . . . . . . . . . . . . 31
Summit Metal Products, Inc.. . . . . . . . . . . . 40
Bay Equipment Co.. . . . . . . . . . . . . . . . . . . . . 29
Hamilton Caster and Mfg.. . . . . . . . . . . . . . 13
Superior Engineering . . . . . . . . . . . . . . . . . . 52
Cavaion Baumann USA. . . . . . . . . . . . . . . . . . 2
Industrial Power Products, Inc. . . . . . . . . 11
Superior Tire & Rubber Corp.. . . . . . . . . . . . 25
CharNor Inc.. . . . . . . . . . . . . . . . . . . . . . . . . . 41
Jamco Inc.. . . . . . . . . . . . . . . . . . . . . . . . . . . . 48
Taylor-Dunn. . . . . . . . . . . . . . . . . . . . . . . . . . 26
Clark Material Handling Co. . . . . . . . . . . . . 9
Joseph Industries, Inc.. . . . . . . . . . . . . . . . . . 29
Thombert, Inc. . . . . . . . . . . . . . . . . . . . . . . . . 54
Connell Finance Co. Inc. . . . . . . . . . . . . . . . 12
Melmor Associates, Inc.. . . . . . . . . . . . . . . . 30
Transamerican Equipment Corp. . . . . . . . . 14
De Lage Landen Financial Services. . . . . . . 22
Mor-Value Parts Company. . . . . . . . . . . . . . 44
Tri-Boro Storage Products. . . . . . . . . . . . . 33
Dyna Rack. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
Motor Tech, Inc.. . . . . . . . . . . . . . . . . . . . . . . . 5
Trivium Logistics . . . . . . . . . . . . . . . . . . . . . . 11
Dynamic Manufacturing Co.. . . . . . . . . . . . 50
Power Solutions Inc. . . . . . . . . . . . . . . . . . . 24
TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11, 56
ECOTEC LTD. LLC. . . . . . . . . . . . . . . . . . . . . . . . 12
Products For Industry. . . . . . . . . . . . . . . . . 53
UNIRAK Storage Systems. . . . . . . . . . . . . . . . 46
Engine Power Source. . . . . . . . . . . . . . . . . . . 7
Quantum Storage Systems. . . . . . . . . . . . . . 32
Wy'East Products . . . . . . . . . . . . . . . . . . . . . 16
Flight Systems Industrial Products (FSIP).10
Rack Deck . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21
More advertisers & resources at www.MHWmag.com 52
How would you like to How would yousales like to increase your salesto How you like &increase bewould more your productive? & be more productive? increase your sales & be more productive?
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www.ProductsForIndustry.com • P 800.548.4430 • F 800.336.6608 3-2014
Keep on Rolling
You need lower costs and less downtime, which is why you need Thomber t Dyalon ® “A” wheels and tires on your electric lift truck. They take a beating while you get a good night’s rest. Our wheels steamroll the competition! Guaranteed life and lower costs! Test our Dyalon “A” wheels and tires against your current brand. Calculate your total cost per hour. If Thomber t is not lower, you get your money back. It’s that simple.
The Lowest Cost
800.433.3572 | www.thombert.com
American Vulko-Tread Mad e i n
U. S . A.
For more than 55 years
Suffering from LWD? (Load Wheel Dysfunction) We have the cure! Contact AVT for a better, longer–lasting, more satisfying load wheel experience. Put that smile back on your operator’s face! Our polyurethane wheels and tires resist premature failure and add longevity to reduce down time. Whether you’re moving slow under a heavy load or you’re a high–speed specialist, we’ve got your wheel. Increase your productivity today! We invite you to JOIN THE LEADER!
AMERICAN VULKO-TREAD CORPORATION 690 Chase, Elk Grove, Illinois 60007
(847) 956-1300 • (800) 323-6052
Fax: (847) 956-1339 • Web site: www.avt.us email@example.com
EXPERIENCE WORTH CELEBRATING!
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Create a "Customer for Life" culture at your business. Learn more from John Walker's July issue cover story.