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Managing financial challenges
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September 2014 • Vol. 35 No. 9
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
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34 36 Copyright 2014 Ingram Image Ltd.
5 Steps to consider regarding financing
Aftermarket John Walker What do you know about your service market potential?
Sales people: position yourselves with power
Your Business Clete Campbell All Brand Forklift Parts Company’s proven, true business philosophy spans 25 years
Industry News 14 Nuts & Bolts
26 Shifting Gears
Reader Resources 24 Classified
38 New Products
47 Source Directory
50 Advertiser’s Index
Material Handling Wholesaler: (ISSN # 2155-3467) is published monthly for new and used equipment dealers, equipment manufacturers, manufacturer’s reps, parts suppliers, and service facilities serving the material handling industry. Editorial opinions expressed herein are the author’s and do not necessarily reflect the opinions of Material Handling Wholesaler. All material contained herein is protected by copyright laws and owned by Specialty Publications International Inc.
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Cover Story Garry Bartecki
Steps to consider regarding financing
Proper and adequate financing is one of the legs of the stool that keeps your business operating. We need the financing to support cash flow, to support parts inventory, work-in-process and new and used equipment inventories. Banks as well as vendors supply the financing and in the case of vendor financing we are comfortable that they at least know the industry they are lending into. Some major banks also have equipment divisions and will provide inventory financing as well and rental equipment financing for your short and long-term rental activities. But no matter how comfortable you are with your financing situation there is always room for review and planning to avoid interest rate risk and liquidity exposure. Why? Because: â€˘ Interest rates have nowhere to go but up. Check out your annual interest rate expense and consider what impact it would have on your business if interest expense doubles. â€˘ Banks, no matter which one you use, are constrained by tougher lending standards. Best if you review your loan covenants and collateral status and check you are in compliance. If not, get it fixed before you next bank audit. â€˘ Vendors also have standards to maintain. In most cases dealers are required to submit financial data to vendors to support floor plan and rental unit financing.
I, for one, find working with local banks an acceptable option if you can work with the right person who will take an interest in your industry and take the time to learn the equipment and its orderly liquidation cycle. In the equipment business, there are times when you need our banker to go to bat for you, which you may not get from one of the specialty banks. My banker pays us quarterly visits to discuss operating results and future financing needs. We send him industry specific publications and emails. He even attends industry events to get a feel for the industry and what vendors are anticipating for the next year or so. In short, this bank works with us and helps us avoid issues that will get us in trouble. Having the bank comfortable with the OLV figures for the equipment goes a long way to making this program work. I have mentioned the Rouse Report before and suggest that you sign up for the free monthly report that covers equipment rental metrics and does have an industrial lift truck category. Rouse covers rental rates, time utilization, dollar utilization, equipment values as a percentage of original cost, average age of equipment in the fleet and more. There is not a better way to keep abreast of what is happening out there then by using current data. Sign up today and make sure to copy your bankers when you receive the monthly report.
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Cover Story When reviewing financing arrangements you may want to consider the following:
If things are going well at this point in time you may want to pay off principal faster by using a Principal plus Interest formula on your term loans. If the need to refinance comes about you will find yourself in a better equity position with the collateral making the refinancing easier to obtain. This same accelerated payment program can be applied to most of your loans, whether it is an operation line of some sort or a term note. Every little bit helps.
Take steps now to develop a program that allows you to lock in your current rates before floating rates increase. Better yet put yourself in a position to use a floating rate with the option to switch into a fixed rate. You can also enter a swap agreement to lock in an attractive rate. Swaps, however are a little more complicated and require you stick to the program of pay a penalty for changing the deal. I use one for a block of rental assets I know I will keep for the term of the loan. Otherwise, if I sold off one of the assets covered by the loan I would trigger a penalty. You also have to stay with the swap deal full term. If you sell the business and pay off the swap early you can also incur a significant penalty.
I also use a program where I have an equipment line that I pay a floating rate on until I top out the line, which then flips into a term loan with a fixed rate. Again, this is a flexible arrangement which gives me the ability to generate rentals before I start making principal payments.
Try to plan out your debt schedules so that you always have at least 50% of your assets in the money. This will apply more towards your term debt where having too much debt coming due in one year could become a problem if you need to refinance or need to sell assets to generate cash. I like to have an appraisal of the rental fleets performed annually. Having appraisal numbers that support your book asset values gives your banker a lot of comfort, as mentioned earlier. In addition, these appraisal numbers provide support for used equipment sales that more often than not generate higher margins when compared to dealers who do not appraise their rental assets.
Be prepared to defend your covenant calculations by making adjustments for one-off type or unusual transactions that may throw your calculation results into negative territory. Do your own calculations and NEVER let the bank do them for you. Believe me it pays to spend some time on these covenants in order to avoid problems with the bank loan committee. There will be a lot of changes coming down on your industry as a result of interest rate changes, tax changes, bank rules changing and a not-so-clear indication of where our economy is headed. All of these issues will impact your balance sheet and cash flow, both issues of great importance to your banker. That being the case it will be worth your efforts to spend some time on our financing needs, covenants and current banking relationship.
Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail firstname.lastname@example.org to contact Garry.
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Aftermarket John R. Walker
What do you know about your service market potential? I just read a highly interesting article in Reuters written by James Kelleher about Caterpillar. Because there were some quotes in the article by Caterpillar executives, the article quite necessarily had to have the “blessings” of Caterpillar. The article pointed out that Caterpillar figures its 178 independently owned businesses (dealers) are “missing out on somewhere between $9 billion and $18 billion each year in easy to capture revenue” ... primarily in the area of product support. Strange as it may seem the farm equipment industry received similar information 25+ years ago when Stu MacKay performed an “in-depth” survey of the farm equipment customers and reported that 90% of the farm equipment dealers service business was lost through a lack of service marketing ... and that the major players at that time were leaving in excess of $8 billion (that’s a b) on the table. Stu later did an extensive study of product support in the construction industry and came up with very similar numbers. Back in those days the computer and diagnostic technology was just entering the picture and nobody wanted to devote the time and effort to discover just who was buying what services from the equipment dealer. The manufacturers were pushing market share and most dealers were more interested in achieving market share rather than attacking that low-hanging fruit we refer to as the equipment dealers’ unfocused opportunity.
Years ago, the service department was referred to as the black whole of the dealership and the only (assumed) value of the department was to handle set-ups and warranty. Seldom was it recognized as a true profit center capable of covering all the dealership’s fixed overhead and variable selling expenses, by providing the dealership a 100%+absorption rate. For years we have attempted to point out to equipment dealers this one extremely important and basic fact: When it comes to the equipment dealer’s parts and service, the customer has a choice! They have a choice to go elsewhere to have their equipment serviced. Therefore, it is extremely critical that the equipment dealer body recognize this point and begin to market the quality of the dealership’s service long before the sale is made, during the selling process and, continually after the customer has departed the dealership after the sale has been consummated. Fortunately, this situation is slowly beginning to change. Dealers are beginning to figure out that as a profit center, the service department is most likely to carry the highest margins of any department within the entire dealership. With major manufacturers beginning to recognize the value of service sales and profits and absorption rate, maybe more and more dealers will begin to search out and discover their unrecognized opportunities. Dealer principals stop reading, right now, pull out your financial statement and look at two numbers: 1) your parts sales
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Aftermarket and, 2) your service sales. If the ratio of these two numbers is out of whack you will know immediately that you have a problem. I pointed out to a dealer that his service sales were less than 15% of his parts sales and told him he had an unrecognized opportunity and that his competition was eating his lunch! His reply ... “I don’t have enough technicians to take on more of a work load.” Most equipment dealers have what we will refer to as a computer overload. Your managers and personnel have more reports available on today’s computers than they can possibly use and complain that they don’t have the time to make use of these reports. Customers have a choice: We have stated this numerous times and normally spend five minutes to prove to a typical equipment dealer that he has hundreds of customers who don’t buy service from the selling dealer. Do you know, and if you do know the report that provides you this information, do you use that report in an attempt to recognize your opportunities? If you don’t use the report then you will continue to have unrecognized opportunity! It is called the SALES RANKING REPORT and lists all sales by category and in descending dollars of sales. Back to the article which states that too many of the 178 Caterpillar dealers “are not tapping into the wealth of real-time customer data now at their fingertips” ... Ask yourself is this happening in your dealership, how many customers do I have out there in our market who are buying our product but not our quality service? How many dollars in sales and profits are we failing to capture in service each and every year? How do we focus, how do we attack and pick this low hanging fruit known as your unrecognized opportunity?
THE FORKLIFT PRO
Some successful equipment dealers recognized these service opportunities years ago and developed a secondary sales force dedicated to marketing the dealership’s product support. Too many dealers ignored the opportunity and either “sat back and waited” for the business to come back to them or did nothing to change the status quo of their business. The customers continued to grow their repair business or took their business elsewhere. Many times manufacturers and suppliers “attempted” to get their dealers interested in getting this business back to the dealership, but too many dealers believed that they did not have to pay for business they hopefully would get anyway and it would take too much time to do so. As we have discussed in the past, there are two ways for the dealer to view their opportunity ... 1) Service contribution to total sales is measured by dividing your total service sales by your total dealership sales and viewing anything below 10% as an extremely meager effort. You can compare yourself with other dealers within your industry by going to the industry Cost of Doing Business Study. 2) Service market share is measured by dividing the number of customers who have bought equipment (in the past five years) from the dealership by the number of those customers who are currently purchasing their service from your dealership. In other words, if you have 100 customers and only 30 are purchasing their service from your dealership, you have a 30% market share and the 70% who go elsewhere for service is your unrecognized opportunity to increase your service sales and profitability. It is just as important to know who is not buying your product support as it is to know who is buying your product
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Aftermarket support! Once you know who is not buying from you, you can then ask the question – why?! Customers buy equipment to do a job, a job that supplies them with a source of income, a living. But do they suffer buyer’s remorse after they purchase their equipment from your dealership? Is it possible there is a doubt in their mind that your dealership and employees will not be available to take care of them after the sale has been consummated? The customer’s # 1 fear is unscheduled downtime or having to shut down a job they are performing, cutting off their source of income. We coined the phrase unknown opportunity because as a general rule most equipment dealers are unaware of this opportunity and what it could mean to them if they decided to shift the dealership’s market focus slightly towards their product support sales and recognize the profitability of those same sales. Contact your systems provider and ask them whether or not your system has the ability to tell you what a customer buys from you on a yearly basis. If the system provider tells you yes, which will be 99% of the time, then ask your parts manager, service manager and branch manager whether or not they make use of these reports. If the answer is no, then it is up to you to turn a problem into an opportunity. You will prove to yourself that: 1) there are a whole lot of customers out there who are servicing their own equipment, possibly because you have never asked for this business, and 2) there are a whole lot of “other” competitors working on the equipment you have sold, i.e. independents, shade-tree technicians, other in-line dealers and/or other OEMs. This is your service competition and most equipment dealers have little knowledge of this competition. You may have four or five competitors for the equipment you sell and you know everything there is to know about their marketing strengths and weaknesses, but what information do you have about your product support competition? With one client we uncovered the fact that the dealer had a total list of well over 1,100 customers who were buying nothing more from the dealership but a whole lot of parts. The dealer now has something he did not have previously . . . a fairly complete listing of his product support competition and a complete listing of prospects for service sales. If this report does not prove to you exactly what is going on within your area of responsibility, if this report does not clearly point out to you your dealership’s unknown opportunities, if this report does not provide your dealership with increased product support sales at an increased profit, then nothing more can be said. Back to the article with a word of warning to Caterpillar and to any other manufacturer or dealer who is intent about going out and tapping the huge market we refer to as an unknown opportunity. It is a great opportunity but there is one serious problem to consider. Where are the dealers going to find technicians to perform service for customers when we have a truly significant shortage of trained, quality technicians? If someone is considering going after this great profit opportunity think about how you intend to find quality technicians to allow you to service what you sell. John R. Walker is president of Aftermarket Services Consulting Co. Inc. E-mail firstname.lastname@example.org to contact John.
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Purolator International is pleased to announce the results of its annual customer satisfaction survey, revealing that 96 percent of survey respondents would recommend Purolator International to other organizations for shipping and logistics services to Canada. Purolator International customers also gave an all-time high overall satisfaction rating of 4.4 out of a possible 5, its highest rating since the annual survey was initially conducted ten years ago. In evaluating the results according to Bain & Company’s Net Promoter SystemSM (NPS), Purolator International achieved a NPS score of 51 percent. NPS determines a company’s ability to grow by determining how many of its customers are ‘promoters’ who would recommend the service to others. According to Bain analysis, companies that achieve long-term profitable growth have a NPS two times higher than the average company, which ranges from five to 10 percent. Purolator’s NPS score of 51 percent puts them in close proximity to companies ranked as the most efficient growth engines, including Amazon, TD Bank, Costco, Zappos, Harley-Davidson, Vanguard and Dell, who operate at rates above 50 percent. www.purolatorinternational.com
Crown Equipment Corporation announced that J.H. Ryder Machinery Limited (J.H. Ryder) is joining the organization’s global network of Crown Lift Trucks sales and service locations. J.H. Ryder, which has more than 400 employees and 14 sites throughout the Ontario and Quebec regions of Canada, will begin doing business as Ryder Material Handling, part of Crown Lift Trucks. Terms of the transaction, which is expected to close this summer, will not be disclosed. J.H. Ryder has been an authorized dealer of Crown lift trucks for more than 30 years. Crown Equipment’s enhanced relationship with J.H. Ryder allows Crown and its four independent dealers in Canada to better support customers on a national basis. J.H. Ryder provides material handling equipment sales, parts, service, maintenance and training to a diverse customer base representing numerous automotive, construction, food and beverage, logistics, manufacturing, and retail applications, among others. The company’s comprehensive offering is supported by more than 200 mobile technicians who comprise one of the largest service fleets in Canada. www.crown.com
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Felling Trailers’ Litchfield location celebrates two years without OSHA injuries Workplace safety is of the utmost importance at Felling Trailers. Safety meetings are held once a month and posters are displayed as a constant reminder to keep safety on the forefront of everyone’s mind. Recently, the Litchfield location achieved two years without an Occupational Safety and Health Administration (OSHA) recordable injury with lost time. To celebrate everyone’s achievement, Felling Trailers catered in a meal, paid a bonus, and did a random drawing for a big screen television. Felling Trailers is proud of each team member for putting safety first and achieving this milestone. www.felling.com
Holland professional drivers head to national truck driving championships Holland announced that professional drivers Rickey Tate and James Looks have won division titles at their individual state truck driving competitions. They will compete with the best of the best state champions at the 2014 National Truck Driving Championships (NTDC), to be held August 12-16 at the David L. Lawrence Convention Center in Pittsburgh, Pa. Rickey Tate took first place in the Straight Truck category at the Georgia competitions held May 8-10. Rickey was one of
five Holland professionals to compete at the Georgia State Truck Driving Championships. Collectively, the Holland competitors were named the 2014 Small Team Champions. The Small Team award is given to the 3-to-5 person group with the highest overall score at the close of the competitions. James Looks won first in the Tanker category at the 2014 Michigan State Truck Driving Championships held June 6-7. This marks the second year in a row that James has earned the Tanker championship and a trip to the NTDC. www.hollandregional.com
UTi Worldwide receives Strategic Supplier Award from Flextronics Flextronics announced the recipients of its 2014 Strategic Supplier Awards that were honored last month. The Awards recognize outstanding performance, strategic value-add, excellent service and innovation by suppliers that exemplify what it means to be a strategic supplier at Flextronics. Suppliers selected for the awards were nominated by employees of Flextronics in various business groups as well as Flextronics procurement professionals. Awards were given to strategic suppliers during the Flextronics Strategic Supplier Summit which was held last month at the Flextronics Customer Innovation Center located in the heart of the Silicon Valley. “Only 68 out of 14,000 active suppliers were selected and I am very pleased to recognize Flextronics’ strategic suppliers with this meaningful award,” said Tom Linton, chief procurement officer at Flextronics. “On behalf of Flextronics, I would like to congratulate and thank these strategic suppliers for their outstanding performance, collaboration and contributions to our success--they are welldeserving of this recognition.” www.go2uti.com
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AAR responds to U.S. DOT proposed rule on safety of moving flammable liquids by rail The Association of American Railroads (AAR) responded to the U.S. Department of Transportation’s (DOT) proposed rulemaking on the safe movement of flammable liquids by rail, including crude oil and ethanol. While AAR is examining the details of the proposed rulemaking and will provide full comments at a later date, President and CEO Edward R. Hamberger made the following statement: “This long-anticipated rulemaking from DOT provides a much-needed pathway for enhancing the safe movement of flammable liquids in the U.S. Railroads are playing a critical role in our country’s progress toward energy independence, moving more energy products like crude oil and ethanol than ever before. “The fact that the proposed rule incorporates several of the voluntary operating practices we have already implemented demonstrates the railroad industry’s ongoing commitment to rail safety. We look forward to providing data-driven analyses of the impacts various provisions of the proposal will have on both freight customers and passenger railroads that ship millions of tons of goods and serve millions of commuters and travelers across the nationwide rail network every day.” www.aar.org
May manufacturing technology orders down May U.S. manufacturing technology orders totaled $351.93 million according to AMT – The Association For Manufacturing Technology. This total, as reported by companies participating in the USMTO program, was down 10.0% from April and down 17.5% when compared with the total of $426.40 million reported for May 2013. With a year-to-date total of $1,971.83 million, 2014 is down 1.4% 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. “Expectations for the 2014 manufacturing technology market were for a soft first half of the year, followed by a stronger second half. The fluctuations seen in the past few months are on track with forecasts, and all indications are that U.S. manufacturing activity is and will remain strong,” said Douglas K. Woods, AMT President. “The PMI continues to stay above 50, capacity utilization is on the rise, and both auto sales and aerospace backlogs are growing, all indications that our customers’ businesses are healthy. We expect continued investments in capital expansion through year’s end.” www.amtonline.org
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How and why Action Learning works What is Action Learning?
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• A group of individuals identified by the organization as “high potential,” with diverse backgrounds and experience, are brought together for an Action Learning project. • The group is confronted with a significant and urgent problem with no easily identifiable solution. • An Action Learning coach directs the learning and development of the group. • Insightful questions are asked in order to understand the problem and look at it in a new way by examining its depth and complexity. • Strategy and planning take place by formulating a goal that can be acted upon. • The group develops and tests strategies and takes appropriate action. • Experience gained by the group and each group member can be applied throughout the organization.
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Shifting Gears Industry personnel and organization news
Bluff Manufacturing donates edge of dock levelers to Material Handling Training Facilities
CLARK recognizes 2014 top parts and service managers
Bluff Manufacturing is proud to support future generations of material handling workers by donating Edge of Dock levelers for use in technical and career training programs. Bluff Manufacturing donated an Edge of Dock Leveler to the Earle C. Clements Job Corps in Morganfield, Kentucky. Earle C. Clements supports the Job Corps program’s mission of teaching eligible young people the skills needed to become employable and independent and placing them in meaningful jobs or further education. Two Edge of Dock Levelers were also donated to James Rumsey Technical Institute in Martinsburg, West Virginia. The James Rumsey Technical Institute offers career and technical education opportunities for high school students and adult learners. Their mission is “to enhance the quality of life through continual education for students of all ages throughout our community by setting standards of excellence in technical and academic education as determined by business, industry, and government.” www.bluffmanufacturing.com
CLARK Material Handling Company recognized the top parts and service managers for 2014 from across North America for their outstanding contributions in supporting CLARK customers in their geographic regions. Bo Maslanyk, CLARK’s VP of Sales and Marketing, remarked that “Strong performance in aftermarket parts sales is a prime indicator of CLARK’s close relationship with its dealers.” Chuck Moratz, CLARK’s Chief Operating Officer, stated that “Commitment to customer service by these outstanding CLARK professionals as well as our many dedicated CLARK dealers has enabled CLARK to add to its ever expanding list of satisfied customers.” With over 93 dealers and 199 locations in North America to serve our customers, CLARK is proud to recognize the following professionals:
Top parts managers Jeff Stehley of Capital Equipment & Handling, Inc. – Hartland, WI John Hollomon of Welch Equipment Company – Salt Lake City, UT Juan Richardson of Equipment Depot – Irving, TX Kevin Long of CSI Material Handling, Inc. – Bethlehem, PA Norma Angelica Alonso Salazar of OZMAQ S.A. DE C.V. – San Luis Potosi, San Luis Potosi, Mexico Robbie Green of Material Handling, Inc. – Dalton, GA
Top service managers Albert Echemendia of W.E. Johnson Equipment Company – Miami, FL Clint Chandler of Equipment Depot – Irving, TX Gerardo Zarate Castaneda of OZMAQ S.A. DE C.V. – San Luis Potosi, San Luis Potosi, Mexico Randy Hicks of Allied Equipment Service – Indianapolis, IN Rick Symons of CSI Material Handling, Inc. – Bethlehem, PA www.clarkmhc.com
Toyota Material Handling announces management appointments Toyota Material Handling, U.S.A., Inc. (TMHU announced three new managerial appointments to support the company’s mission to build on its reputation of excellence. Effective immediately, Michael Heyden will serve as national field manager, parts & service, Chris Olsen takes on the role of national sales manager-national accounts, and Steve Tadd joins as national marketing manager. “TMHU is committed to growing its base of repeat customers while tapping into new markets by consistently delivering quality and excellence at every stage – from marketing and sales to parts and service,” said Jeff Rufener, president of TMHU. “Michael, Chris and Steve
Shifting Gears have nearly 60 years of combined experience among them to enrich our already deep level of leadership across the company.” In his role as national field manager, parts & service, Heyden is responsible for the oversight and management of TMHU’s technical parts and service managers. With a proven track record as a sales professional and more than 14 years of experience in all aspects of capital equipment sales, Olsen brings extensive knowledge of retail and channel sales as well as sales management to TMHU. Tadd joins TMHU as national marketing manager, overseeing TMHU’s nationwide marketing and advertising efforts and supporting the Toyota brand. He is responsible for the brand’s marketing materials, digital presence, advertising, public relations and dealer communications. www.toyotaforklift.com
UniCarriers Americas hosts supplier conference to strengthen local supply chain UniCarriers Americas held its second annual supplier conference. It was attended by more than 75 suppliers and highlighted the last fiscal year and potential growth opportunities for the future. The conference also served as a networking opportunity for suppliers and UniCarriers Americas employees. The conference focused on continuing to develop a solid relationship with suppliers and allowed UniCarriers Americas ew a n of e r a ad tor We tribu ® thre dis ERT stem E-S al sy TIM new re
to set expectations for the future, with a goal to strengthen the supply chain. “For our strategic partners, UCA’s Supplier Conference gives them the opportunity to meet with the UCA executive leadership team. For our executive leadership team, the UCA Supplier Conference provides the opportunity to share our corporate vision as well as short-term targets and expectations,” said John Arnold, director, supplier management for UniCarriers Americas. “The Supplier Conference is an excellent venue to recognize those strategic partners who through their high level of performance have demonstrated their commitment to our mutual success. Through our presentations and presence, our executive leadership team delivered a positive message to our strategic partners.” Supplier Excellence Awards were presented to Cargill, DMK, KSM, NorthField Industries, and Schabmuller/Zapi. www.unicarriersamericas.com
Toter expands manufacturing in the US Toter®, a Wastequip® brand, and the nation’s leading manufacturer of two-wheel curbside waste and recycling collection carts, announces the opening of its newest manufacturing facility in Salt Lake City, Utah. The announcement reaffirms Toter’s commitment to its strategic growth strategy and the expansion of manufacturing in the U.S. Toter’s investment in the new 60,000-square-foot manufacturing facility will create approximately 60-70 new jobs in Salt Lake City over the next three years. The facility will service retail customers throughout North America, as well as municipalities and haulers in the western U.S. and Canada.
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Shifting Gears "The investments we are making at Toter will ensure a strong growth plan well into the future, and is evidence of our ongoing commitment to our customers. The new manufacturing facility will increase operational efficiencies and align with Toter’s strategy of building products in the regions where they are primarily sold,” said Marty Bryant, CEO of Toter’s parent company Wastequip. “We searched throughout the western U.S. to find a location that would serve our customers well, and Salt Lake City fit all of our criteria.” www.toter.com
UniCarriers Americas realigns salesforce and territories UniCarriers Americas Corporation realigned its field salesforce and territories in the U.S. to better support the growing needs of its dealerships. UniCarriers Americas’ field salesforce consists of five regional sales managers for new equipment for the Nissan Forklift by UniCarriers brand and two regional sales managers for the TCM by UniCarriers brand. Regional aftermarket managers will support both brands. “Realigning the field salesforce for the UniCarriers Americas brands is a commitment to refocus and rebuild the sales team to help our dealers grow their businesses,” said Steve Cianci, vice president sales and marketing, UniCarriers Americas. “We expect positive outcomes as a result of the concentrated efforts of the sales team.” Regional sales managers assist dealers with closing new major accounts, creating and developing business solutions and becoming
brand experts. Nissan Forklift by Unicarriers brand regional sales managers are Brad Moore, northwestern region; Carl Palumbo, northeastern region; Lewis Byers, southeastern region and Greg Jones, south central region. TCM by UniCarriers brand regional sales managers are Vic Moore, western region and Tom Sewell, eastern region. Chris DiLucia will serve in a dual role as regional sales manager for both UniCarriers Americas brands and as regional aftermarket manager for the north central and Canadian regions. Regional aftermarket managers assist dealers with all aspects of aftermarket operations, including parts sourcing and supporting the UniCarriers Americas’ Aftermarket Excellence Program (AEP). The regional aftermarket managers that support both UniCarriers Americas brands are Ed Hull, western region and Don Miller, southeastern region. www.unicarriersamericas.com
Storage Solutions, Inc. grows West to meet material handling customers’ needs Storage Solutions, Inc. announced a major expansion into the Western region of the U.S. with a new office in Ontario, Calif. In addition to a new office, Storage Solutions has also opened a regional 50,000 squarefoot distribution center in nearby Montebello, Calif. The new warehouse and distribution center will house a complete inventory of major brand products, including pallet racks, shelving, mezzanines, wire decking, cantilever and carton flow racks, pick modules, conveyors and others needed to meet a customers’ special requirements.
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Shifting Gears The employee-owned company, headquartered in Indianapolis, Ind., supplies customers nationwide and in countries such as Canada, Mexico, Australia and Puerto Rico. The westward expansion brings Storage Solutions’ total physical presence to nearly 400,000 square feet of warehouse space, in addition to its corporate headquarters and four national sales offices in Kansas City, Minneapolis, Nashville and Los Angeles. With the move, the company also brings new job opportunities to the local economy. Storage Solutions’ new office is strategically located in Ontario, in the heart of Southern California’s fast-growing Inland Empire in Riverside County. Its new 50,000 squarefoot warehouse and distribution center is a few miles away in Montebello, just east of downtown Los Angeles. www.storage-solutions.com
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Wastequip launches aftermarket parts business Wastequip announces the launch of Go To Parts − a new business that offers genuine OEM aftermarket parts for waste, recycling, and construction equipment. Anyone responsible for keeping equipment running knows the smallest broken part can bring a huge piece of equipment to its knees, and when equipment is down, there’s nothing more frustrating than needing a critical part that’s not available quickly. Until now, finding parts for waste equipment has been frustrating and time consuming − with no centrally-located comprehensive parts inventory, no synergies across OEM brands or categories, and no online search and order capabilities, finding and purchasing waste parts has been near impossible. Wastequip’s new Go To Parts business offers the largest, most comprehensive selection of genuine OEM parts from industry leading-brands like Wastequip, Galbreath, Mountain Tarp, Pioneer, Accurate, Cusco, and Toter. As a single-source supplier of quality aftermarket parts for containers, compactors, tarps, curbside collection carts, waste trucks, and more, thousands of items are available with same-day shipping, expedited delivery, and competitive freight rates. www.wastequip.com ®
CLARK Raising Hope Sales Program continues in 2014 CLARK Material Handling Company will offer its dealer network the ability to purchase a special pink “CLARK Raising Hope” CBX cargo box burden carrier to support this year’s Susan G. Komen Race for the Cure event to be held in Lexington, KY on October 4, 2014. Donations from the CLARK Dealers will be presented at the Race for the Cure along with a matching contribution from CLARK. High contributing dealers will again be recognized by CLARK as a 2014 “CLARK Raising Hope Champion.” Champions will be acknowledged on the Race for the Cure team shirt, national advertising, and national press releases and will receive a 2014 CLARK Raising Hope Champion Plaque for display at their dealership. CLARK’s President & CEO Dennis Lawrence commented, “CLARK, its employees and its dealers take pride in supporting our communities. The Komen Race for the Cure event is something we look forward to supporting each and every year.” This will mark the 8th consecutive year CLARK has participated in the Komen Lexington Race for the Cure event. CLARK and its dealer network have successfully raised over $230,000 for Susan G. Komen for the Cure. www.clarkmhc.com
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Hyster Company recognized for sustainable lift trucks Food Logistics magazine recently announced that Hyster Company is one of its 2014 Top Green Providers for the company’s continued efforts in developing sustainable, yet durable lift trucks, capable of withstanding some of the most demanding challenges. “The award by Food Logistics showcases the promise of the Hyster brand – to provide our customers with the right combination of intelligence and toughness,” said Brett Schemerhorn, vice president of marketing for Hyster. “Through innovative battery technologies or right-sized internal combustion engines (ICE) with reduced emissions, our lift trucks have the brains to match their brawn in whatever application our clients need. This mixture of abilities allows Hyster® lift trucks to deliver performance and sustainability, which ultimately helps reduce our customers total cost of ownership.” Hyster prides itself in offering an extensive breadth of environmentally friendly lift trucks—from zero emission electric models to ICE lift trucks with reduced emissions. The company focuses its efforts on engineering lift trucks that improve air quality through lower emissions and reduced energy consumption, as well as utilizing materials that reduce waste and increase recyclability. www.hyster.com
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Sales Trends Dave Kahle
Sales people: position yourselves with power His eyes were narrow and bloodshot from staying out late and partying too heavily the previous night. A two-day old stubble framed his face. He was wearing a dark colored tee-shirt, which he hadn’t tucked in, a pair of jeans, and scuffed loafers which had probably never seen shoe polish. It was the second day of my Sales Academy seminar, and this participant in the program was complaining to the group that his customers were only interested in low price. I didn’t say this, because I didn’t want to embarrass him in front of the group, but I thought it nonetheless: “Do you think your appearance and demeanor have anything to do with your customers’ reaction? Do you think that you may give them the idea that you are the lowest rung on the pricing scale? Is it possible that you have inadvertently positioned yourself as the Wal-Mart of the industry?” I remember, as a child, having a sales person call on my family. He had an appointment to discuss a correspondence course for one of us. He drove a big Lincoln, dressed richly, spoke articulately, and carried himself with confidence. It wasn’t a coincidence that we bought his program without quibbling about the price. These two scenarios illustrate a powerful and frequently overlooked best practice in the world of sales: Whether you intend to or not, you always create a position in the minds of your
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customers, and that position influences the customer’s attitudes toward you as well as the buying decisions that follow. In other words, if you look like you’re the low price, your customers will expect you to be the low price. It follows, then, that if we are going to be an effective, professional sales person, we ought to give thoughtful consideration to how we position ourselves in the minds of our customers. Let’s begin by understanding the idea of positioning a little deeper. Positioning has long been a term bandied about by advertising mavens and marketing gurus. They define it as the place that your brand or product has carved out in the mind of the customer. It’s the pictures that enter the customers’ mind when they think of your product, the feelings that your product evokes, the attitudes they associate with you, and the thoughts they have of you. Chances are, for example, the words “Volkswagen Beetle” evoke a set of responses from you that are different than “Chevrolet Corvette.” You expect a certain degree of quality, price and service when you enter a Wal-Mart that is not the same as your expectations upon stepping inside a Saks Fifth Avenue store. Billions of dollars are spent every year on carefully crafted impressions by businesses anxious to carve out a valuable position in the minds of their customers. Alas, if only the same thing could be said of many sales people. Just like the carefully designed impressions by advertising mediums inexorably chisel a spot into our psyches, so do the repeated visits by a sales person embed a set of expectations, pictures and emotions into the minds of our customers. The position you, as a sales person, occupy is a complex intertwining of the perception of your company, your solutions, and yourself. The most effective sales people and sales organizations understand that, and consciously work to create a positive position in the minds of their customers.
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Let’s begin at the end. A good starting point is to think deeply and with some detail about what sort of position you want to create. What, exactly, do you want your customers to think of you? Let me suggest two possibilities: the minimum acceptable position, and the ideal position. At a minimum, I believe your customer should view you as a competent, trustworthy person who brings value to the customer. They believe that you generally know your products and their strengths and weaknesses, that you generally know the customer’s issues, and that you can be reliably counted on to do what you say you will do. That’s the least acceptable position to which you should work towards. If your customers don’t think of you at least in this way, you probably should not be in sales. At the other end of the spectrum is the ideal position. This builds on the minimum, but adds a specific understanding on the part of the customer of your unique combination of strengths and attributes. It evolves as you have history with the customer until you occupy a position that is totally and uniquely yours and
Sales Trends that carries with it the expectation that your strengths in some specific and unique way add value to the time the customer spends with you. The ultimate test of the power of your position is the customer’s willingness to see you and the resulting preference for doing business with you. Here’s an illustration. If you were shopping for an automobile, a low-mileage late model Taurus would probably provide you with competent, reliable transportation. So, when you think of that specific automobile, it would evoke a set of ideas in your mind all revolving around competent and reliable transportation. Now, think of a brand new Lamborghini and you would understand it to be transportation, but with a unique flair – something above and beyond just reliable transportation. That flair would be a result of the unique strengths of that particular automobile conveyed in a graphic way to your mind. So it is with sales people. You want to position yourself in your customer’s mind the equivalent of the Taurus. But if you really want to carve out a unique, memorable position in your customer’s mind, you’d want them to think of you as a Lamborghini. The question then is, how do you want your customers to think of you? Once you articulate a specific picture, you can then start to build that position. Your position in the minds of the customer is a powerful and subtle component of an effective sales person’s approach. Consistently working at building a positive position will pay dividends for years. 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 email@example.com to contact Dave.
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Your Business Clete Campbell
All Brand Forklift Parts Company’s proven, true business philosophy spans 25 years Like many American startups, All Brand Forklift Parts Company began on shaky financial ground. But this was anything but a wild roll of the dice. In 1989, Joe Werthmann was an aspiring Texas entrepreneur in his mid-20s with a young family and a simple, true and passionate vision for his new Fort Worth forklift parts company. “Honesty and always trying to put the customer first,” Werthmann said. The best business plans don't require reinvention. Twentyfive years after turning on the lights as a risky venture, All Brand Forklift Parts' mission statement remains the same as it celebrates its silver anniversary. Werthmann and All Brand Forklift Parts took the essential American business philosophy and made it the bedrock of a solid company that now has customers in all 50 states, Canada, Mexico, Australia and England. “We're excited we've been able to maintain the integrity we have throughout the years,” said Werthmann, whose company marked 25 years of business in May. “Our mission goal has always been the same: Do the best job we can for everybody that calls. “I don't want to say I'm surprised (of where All Brand is at 25 years later). I'm very satisfied.”
Werthmann has deep family roots in the forklift industry. He helped his father launch Joe's Forklift Parts in 1980. He worked for several companies before launching All Brand. He used that wealth of experience to formulate the blueprint of how he'd operate his company. He kept his goals basic at the beginning. “(The plan) was just to supply the best quality used forklift parts possible,” Werthmann said. Every forklift company needs a good parts man, and for many companies in Texas and throughout the U.S., there's no better parts man than Werthmann. No company can carry every single part on the market, but All Brand – following the meaning of its name – makes every effort to match its customers with the parts they need, no matter how unique. The company offers everything from rebuilt automatic and quality used forklift transmissions to forklift engines and forklift steer axles, rebuilt hydraulic components, plus most parts under the sun. From Caterpillar to Hyster to Toyota, All Brand carries major manufacturers and goes all out to find the rare pieces customers need. And customers who can't find the part they're looking for can ask Joe directly at the company's website: www. allbrandforklift.com.
Last chance to be recognized Wholesaler salutes women in the material handling industry We are proud to once again bring you our annual October Salute to Women in the material handling industry.
Photo of yourself and 50-75 word description
You can market yourself or a valued employee in the October issue by placing a photo and a 50-75 word description in our special salute section.
$40 each or $25 each for 10 or more people
Describe your business or position, educational background, accomplishments, your business successes and goals.
Email your photo & word document to sales@MHWmag.com or your Wholesaler sales representative.
Deadline: Monday, August 25 36
Your Business “Obviously there are some parts that are harder to find than others,” Werthmann said. “But the majority of the time we do everything possible to supply a part for our customers, even if we have to go outside of our inventory to do it.” And the customers keep coming back, finding truth in All Brand's service motto: “For Quality Service, Availability and Price, Nobody Beats All Brand Forklift Parts Co. For Used and Rebuilt Parts.” As his one-time startup enters its second quarter century, Werthmann would like to see All Brand increase its footprint in the industry. “Every company owner wants a certain level of growth as their company ages,” Werthmann said. “I'd like to see us be able
to serve a little more volume than we've done without hurting our integrity or quality of what we do.” And Joe Werthmann will be guiding All Brand Forklift Parts Co. into the future with the same proven, true business philosophy that has been so successful over its first 25 years. “I hope the future will hold a lot of the same the past has,” Werthman n said. Clete Campbell is a freelance journalist with 16 years of daily newspaper experience. E-mail email@example.com to contact Clete.
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Sovella introduces a practical and versatile solution for storing small parts
Beacon® loading dock lights illuminate workplaces
Work is not always confined to a single workstation and parts must be moved around accordingly. Each task is different and requires dedicated tools. Sovella small parts trolleys are ideal for this situation and significantly increase productivity up to 30%. Sovella Cabinet trolleys offer storage for a range of small parts, and are now available in sets. Cabinet trolley sets include trolley frame, aluminium rails, casters, bottom shelf and 8 small parts cabinets. Clear cabinet drawers assist in easy identification of parts. Labels are included, and drawer dividers are available. A corrugated drawer allows for easy picking of small parts. Sovella cabinet trolleys are double sided and can be easily reconfigured as needed. Sovella trolleys and carts offer the complete mobile workspace solution! www.sovella.us
The BLL series of loading dock lights from Beacon Industries® is a simple and cost effective option for meeting OSHA lighting requirements. Ideal for mounting on a dock wall to brighten the inside of truck trailers during loading and unloading procedures, these units are equipped with a rotating head and an adjustable arm for quick vertical and horizontal positioning. The incandescent bulbs switch on immediately in cold conditions and give off a striking amount of foot-candle light while still maintaining a low replacement cost. Other bulb options include fluorescent, high pressure sodium and energy efficient halogens. The BLL-HD-LED series offers LED lighting for longer service life. These units can also be equipped with a wire guard, grill/diffuser, light stand or fan. Spotlights are coated with safety yellow paint for maximum visibility at loading docks. www.beacontechnology.com
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Vidmar® STAK System efficiently manages vertical storage
Hannibal Industries successfully completes first-ever tuberack impact test
The Vidmar® STAK System stores and retrieves heavy, bulky items vertically—up to 18 feet high—with an adjustable racking system, comprised of removable, adjustable pallets and a captive lifting and handling device. Reduces storage footprint. The STAK System creates up to a 70% smaller footprint than horizontal beam rack storage, and can fully operate in as little as 250 square feet. Saves valuable time. One operator can pick and retrieve a heavy load, up to 4,000 lbs., in as little as two minutes. Eliminates wasted storage space. A single operator can control exactly where items fit best with dynamic adjustable pallets. Get hazardous materials off the floor. STAK is also available as a HazMat system designed for 55-gallon hazardous material drums. Vidmar offers both new and potential customers a free onsite analysis to ensure that all storage needs are being addressed.
Hannibal Industries Inc. announced that it successfully conducted, completed and recorded the first-ever, side-by-side comparison between standard structural rack and patent-pending TubeRack. The wrecking ball used for the first-ever impact test simulated an 18,000 lb. forklift traveling at the speed of 2 miles per hour (mph) impacting both the standard structural rack and TubeRack to show a side-by-side comparison. The impact tests included direct, angled and head-on offset hits to the racks. Copartner of the TubeRack patent with Hannibal Industries, Andrew Kirby says, “We were all pleased to see its horizontal spring and dual-moment frame perform exactly as we had expected. It was exciting to see TubeRack stand-up to an intense real world impact test!” The side-by-side comparison displays the standard structural rack not able to withstand the force of the 18,000 lb. forklift traveling at 2 mph. Being hit with the same weight and force, TubeRack was able to bounce back and yield minimal damage. Visit Hannibal's website to view a YouTube video on this test.
Haver Filling Systems adds palletizing to full line of bulk material bagging equipment
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Melmor Associates, Inc. 840 Ann Avenue - PO Box 511 - Niles, OH 44446 Melmor Associates, Inc. 330-652-1784 phone - 330-652-1667 fax 840 Ann Avenue - PO Box 511 - Niles, OH 44446 www.melmor.com
Melmor Associates, Inc. 330-652-1784 phone - 330-652-1667 fax
840 Ann Avenue - PO Box 511 - Niles, OH 44446 www.melmor.com 330-652-1784 phone — 330-652-1667 fax www.melmor.com
Haver Filling Systems, Inc. has added fully automated bag palletizing machines manufactured by Newtec Bag Palletizing to its line of bulk material packaging equipment. The low- and highlevel Haver palletizers precisely stack bags that are made of various materials and filled with a wide range of dry bulk products to form compact, stable bag stacks. They are used primarily for handling bags in the food and pet food, building materials and chemical industries. Haver Filling Systems’ parent company, the HAVER Group, Oelde, Germany, acquired Newtec Bag Palletizing from the Newtec International Group S.A. in 2012, and Haver is now offering the palletizing systems. Haver Filling Systems President Claudio Caobianco said the addition of machines manufactured by Newtec Bag Palletizing is a natural extension for the company, one that makes the company a true full-liner. “We are now able to deliver complete storage, packing and stacking solutions for bulk materials,” he said. “Haver customers can get all their highquality packaging equipment from a single supplier, and all of their machines can work together in one comprehensive, efficient and fully optimized system.” www.haverusa.com
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
New Style Pipe Clamp for smaller forklifts. WPH-AB series pipe hold down clamp fits to any class II, III, or IV carriage or sideshifter and has ZERO lost load center. Made in Texas
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 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 email@example.com www.MHWmag.com
New bulk bag lifter from Vestil Manufacturing Vestil Manufacturing introduces a new bulk bag lifter to be used with an overhead hoist or a fork lift truck. Eliminate workplace manual handling injuries associated with packing and unpacking bulk bags. Reduce labor costs, injury related claims and loss of productivity. Increase equipment flexibility and return on forklift investments. www.vestil.com
Alliance Scale introduces a portable scale touch-free for fast weighing A portable electronic scale that features touch-free operation, making it ideally suited for weighing ingredients for recipes without creating a mess is available from Alliance Scale, Inc. of Canton, Massachusetts. The Alliance/ Ohaus® Navigator® XT portable electronic scale operates by waving a hand over two infrared sensors which can be set up independently to provide up to 36 combinations of functions. Featuring an internal rechargeable battery with automatic shut-off and a 9" x 6.9" stainless steel pan, it lets users weigh ingredients without touching the keypad which prevents cross contamination and speeds recipe development. Providing < 1 second stabilization, the Alliance/Ohaus Navigator XT portable electronic scale is suitable for counting,
Looking for equipment? Material Handling Wholesaler is still the one people rely on for new products & industry news. Available in: • Print • Digital • Newsletter editions Subscribe today to stay connected.
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percent weighing, checkweighing, display hold, accumulation, and totalizing applications. Standard features include a 0.78", 6-digit, 7-segment LCD with a white LED backlit display and a sealed keyboard. Options include RS232, USB and Ethernet interface kits. www.alliancescale.com
Hirschmann’s new iSCALE control system installed on Altec boom truck Altec has begun outfitting their AC45-127S telescopic boom truck with the new Hirschmann iSCALE Control System. The Load Moment and Area Protection system, known as Altec’s LMAP system, consists of a complete Hirschmann system package which includes the vSCALE D3 display, cSCALE S6 control unit, and various sensors. Hirschmann customized the programming of the LMAP system to meet Altec’s specific requirements. The console features a bright 7" color display with video capability and intuitive menu navigation. The crane operator can view all crane information including general configuration, crane geometry and engine parameters. The operator can also define audible alarm set points (Area Protection) and numerous user warnings which help to improve awareness on the job site. This reliable and robust system is the result of a partnership between Altec and Hirschmann to provide the crane operator with a dependable control solution. www.hirschmann-usa.com
FSIP announces new agreement with worldclass battery charger manufacturer
New company focuses on terminal tractor fifth wheels
Flight Systems Industrial Products (FSIP) of Carlisle, Pennsylvania announces an exclusive remanufacturing agreement and an arrangement to distribute new products with S.P.E. Elettronica Industriale, of Bologna, Italy. S.P.E. specializes in on-board and standalone industrial, electronic battery chargers for lead-acid and lithium batteries. They offer an extensive line of high-frequency, programmable chargers ideal for the forklift, golf cart, scrubber sweeper, electric vehicle and go kart industries. Naming FSIP as the official US remanufacturer solidifies the commitment that S.P.E. has to serving the North American market. Flight Systems Industrial Products has more than 45 years of experience in legacy manufacturing and remanufacturing of electronic products used on electric and gas powered vehicles. Additionally, as an ISO 9001:2008 certified supplier, partnering with FSIP ensures superior and reliable remanufacturing and warranty services. As an authorized distributor, FSIP will be able to provide customers with technical support, sales support, product specification and remanufacturing abilities. All of these functions will be performed at the FSIP plant in Carlisle, Pennsylvania. The companies expect a full launch by the beginning of October 2014.
The Fontaine Fifth Wheel Group has expanded to include Fontaine Coupling Solutions, a new company dedicated to the terminal tractor (yard truck) market. Terry Mennen, who has served as a vice president for Fontaine Fifth Wheel since 2007, has been named president of the new operating company. Other Fontaine veterans on the management team include Robbie Laney, director of sales, and Steven Alldredge, product manager. A team led by Laney began studying the terminal tractor market and analyzing customer needs more than two years ago. The team has narrowed its focus from more than a dozen initial design ideas down to one core design. That design has been refined based on feedback from more than 100 customers that use terminal tractors in various market segments, including warehouse distribution, industrial, and port and rail (intermodal) transport. “By establishing a separate company that is completely dedicated to the terminal tractor market, we are free to take advantage of Fontaine Fifth Wheel’s unmatched technical expertise as the world’s largest fifth wheel manufacturer, while at the same time focusing a core group of people and resources solely on taking care of this market’s special needs,” explains Mennen. “Our new product is being designed from the ground up specifically for the terminal tractor market. That’s never been done before.”
New Powertite™ non-metallic electrical plugs Appleton has expanded its acclaimed Powertite® family of industrial plugs, receptacles and connectors with new 30 Amp and 60 Amp non-metallic, corrosiveresistant plugs for use with all UL 1686- C1 receptacles. (this is the industry standard for metal shell devices) Built without compromise to deliver safe, reliable performance, the new plugs are ideal for sewage plants, shipping docks, food and beverage processing plants, or any environment exposed to corrosives, frequent hose downs or severe weather. "Our new plugs give our customers a non-metallic option for safely connecting equipment in the most corrosive industrial and heavy commercial environments," said Eric Goldberg, Director of Hazardous Products Marketing, Appleton. "With this introduction, Appleton now offers a complete family of metallic and non-metallic plugs and receptacles to choose from to suit virtually any electrical application." Emerson's slogan "Consider It Solved" is on full display in the new Powertite plugs. Their impact-modified PBT polyester housing resists corrosion, deformation and cracking, while UV-stabilization helps prevent degradation due to sun exposure. A dual-molded locking ring features rigid plastic threads on the inside and a rubberized grip on the outside that lets users easily secure the plug to the receptacle, even while wearing gloves.
New Prestolite Electric AVi2800 internal fan alternators offer 33% less weight Prestolite Electric Incorporated & Leece-Neville (Prestolite), an ISO 9001/ TS-16949:2009 and ISO 14001:2004 certified global manufacturer of heavy duty alternators and starter motors, has announced the global market introduction of the AVi2800 internal fan alternator for heavy truck and school bus fleet aftermarket requirements. The Prestolite AVi2800 features a streamlined fan design which offers 33% less weight than any of its antecedents. This new internal fan alternator is also offered with an expanded temperature rating to +125°C. These improvements significantly optimize AVi2800 cooling efficiencies, particularly within higher temperature environments. In addition, the new AVi2800 includes an additional 30 amps (190 amps, as compared to 160 amps for legacy models), allowing it to provide substantially more power at idle. Units are also remote sensing capable, ground isolated and e-coated for enhanced protection from corrosion, humidity and moisture. They are easily installed via positive and negative wire connections and J180 mounting pad configurations. www.prestolite.com
Douglas offers enhanced DataTrac™ battery monitoring device
SightLogix protects major Class 1 railroad with smart thermal cameras
The Douglas™ DataTrac™ battery monitoring device has been redesigned with a smaller, space-saving footprint and more robust, UL-compliant packaging that resists water and acid and provides added reliability in noisy environments. We have enhanced our Douglas DataTrac battery monitoring device to better withstand the rigors of the warehouse environment,” explains Brian Faust, General Manager, Douglas Battery. “As such, our durable battery monitoring system can provide the accurate feedback that lift truck managers need to make timely, cost-saving decisions.” The Douglas DataTrac device helps lift truck fleet managers reduce costs and save time by optimizing battery performance. Compatible with every battery make and model, this monitoring device attaches directly to the battery to collect data about the battery’s usage, charge return, water level, temperature and equalization. The Douglas DataTrac device — used in conjunction with the included Douglas Data Manager™ software — provides easy-to-read reports and actionable data to enable fleet managers to improve the performance of their lift trucks. www.douglasbattery.com
SightSensor video analytic thermal cameras from SightLogix have been deployed to increase security of the nation’s rail system for a major Class 1 railroad. The advanced video detection technology is being funded through the Federal Emergency Management Agency’s 2011 Freight Rail Security Grant Program (FRSGP). Funds are allocated to freight railroad carriers that own railways in order to strengthen their ability to protect against threats, and to maintain the security of critical surface rail infrastructure such as bridges and tunnels. Communication Concepts Inc., a Florida-based certified SightLogix systems integrator was awarded the contract to design and install the systems. www.sightlogix.com
SEKO Forklift scales are fork embedded SEKO mobile cable & wireless weighing systems are designed for use on Class II, III & IV ITA lift truck carriages and applicable skid-steer loaders. The factory-calibrated SEKO weighing systems are self-powered and designed for harsh, demanding applications. SEKO scales are offered in both economical cable and wireless designs. The SEKO weighing system incorporates an exclusive fork-embedded scale module for each fork. This allows the equipment owner to transfer the SEKO scale system from one lift truck/skid-steer to another in minutes. SEKO scales maintain +/-0.1 percent of weighing capacity to 20,000 lbs. A Rinstrum scale reader is standard with each SEKO unit. www.sekoforkliftscales.com
Martins Industries launches the new standard pickup tire cage Martins Industries has announced its latest addition to its portfolio of tire handling equipment, the Standard Pickup Tire Cage (MSPUTC). It was designed, tested and manufactured to transport tires of all sizes. "The MSPUTC allows for the transport of tires safely and on all types of pick-up that have an 8-foot box (Ford, GMC, Chevy and Dodge). The MSPUTC can hold on average 50-17-inch diameter tires", says Martin Dépelteau - VP Sales and development. The MSPUTC is a heavy duty cage, equipped with a heavy-duty locking system; spring loaded latch type and stainless steel hardware to prevent rust. The standard pick-up truck tire cage has a life time warranty against rust. It is hotdipped galvanized inside and outside of the tubes) making it rust proof and long lasting. Martins Industries designs and manufactures tire equipment for storage, handling, inflation and displaying of tires and wheel, with distribution centers in USA, Canada and Australia, along with manufacturing facilities in Canada and China. www.martinsindustries.com
**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
2005 TOYOTA 7FGU35
2008 TOYOTA 7FBCU15
2005 HYSTER H80XM
179” FSV Mast, Hours: 9,800
189”FSV Mast, Hours: 5,100 Key
194” FSV Mast, Hours: 790
1 UNIT IN STOCK $
2007 YALE GLC050VXNVRE083
238” FSV Mast, Hours: 5,000
3 UNITS IN STOCK
2007 TOYOTA 7FGCU35-BCS
Diesel, Hours: 365
1 UNIT IN STOCK
2006 TEREX TH842
187” FSV Mast, Hours: 7,500
1 UNIT IN STOCK
5 UNITS IN STOCK
1 UNIT IN STOCK
C A L L FO R PR I C E
FORKLIFTS & NARROW AISLE EQUIPMENT
2009 Toyota 7FDU35, 8,000 Lbs. DSL Fuel, 187” Mast, S/S
2006 Terex TH842, 8,000 Lbs. DSL Fuel
2009 Toyota 7FBEU18, 3,500 Lbs. 36V, 189” Mast, S/S 2004 Case 586G, 6,000 Lbs. DSL Fuel, 252” Mast, S/S
2008 Toyota 8FGU30, 6,000 Lbs. LP, 187” Mast, S/S, Dual Drive
2007 Capacity TJ5000, DOT
2004 Toyota 7FGU25, 5,000 Lbs. LP, 189” Mast, S/S
2008 Capacity TJ5000, OFF HWY Hours: N/A
2003 Toyota 7FBCU25, 5,000 Lbs. 36V, 189” Mast, S/S, EE Rated
2008 Capacity TJ5000, OFF HWY Hours: 3,600
2008 Toyota 7FDU35, 8,000 Lbs. DSL Fuel, 187” Mast
2003 Capacity TJ5000, DOT
2004 Toyota 7BRU23, 3,000 Lbs. 36V, 300” Mast, S/S
1.866.506.2200 • firstname.lastname@example.org www.shoppasmaterialhandling.com
Printed in the U.S.A. ©2014, The Ousset Agency, Inc. wo#4180
Available Used Equipment – More in Stock, Call Omar For Listing
SHOPPA’S HEADQUARTERS 15217 Grand River Rd • Fort Worth, TX, 76155 • P: 817.359.1100 • F: 817.359.1110 www.MHWmag.com
LED recessed ceiling dimmable can lights provide the upside to down lighting LEDtronics, Inc., with more than 30 years of leadership in innovative LED lighting solutions, announces the newest member to its series of high-brightness, energy-efficient retrofit LED Recessed Downlights. The RDL32-4-12W series are Energy Star and UL/cUL listed, dimmable ceiling can-style downlights ideal for indoor use in architectural/ décor lighting and commercial applications: hospitals & medical facilities, hotels and resorts. They only use 12 Watts of energy and can replace halogen bulbs up to 75 watts — a tremendous energy savings of up to 80%. The RDL32-4-12W series fits 4-inch ceiling can openings. They come with pigtail wires connected to a quickdisconnect connector attached to a standard E26 Edison male screw base connector that can be detached and hard-wired into a two-wire ceiling can fixture connection. A GU24 base connector option is available for qualified customers. RDL32-4-12W has a white color body and lip ring. It has a softly frosted, whitediffused, flat-precision, polycarbonate lens that directs light in a wide 90 degree floodlight illumination pattern, while providing high-brightness of 910 to 980 lumens, depending on LED light Color. www.ledtronics.com
Forks Large inventory! Same day shipping! Great quality & prices! Class II, III, IV – standard taper hook type common sizes ALWAYS in STOCK Fast shipping • Quality manufactured • Great prices
Soaring above our competition the NEW Eagle 55® pallet jack has been redesigned
John R. Walker The only name you need to know for aftermarket success. Aftermarket Services Consulting Co., Inc. • 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 • email@example.com
Call 803-548-6707 46
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
$198 ea. FOB FL
Celebrating 28 Yea rs 1986-2014
Ph: 866-848-5400 / 519-653-7979 Fax: 407-302-4484 firstname.lastname@example.org www.jamco1.com
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For a direct link to these websites, visit www.MHWmag.com and click on the corresponding display ad under the category you are browsing.
E Allied Products E Attachments & Access. E Auctions E Automated Storage Systems E Automatic Identification Equip. E Batteries/Chargers E Container Storage E Controls & Information Handling Systems E Conveyors E Customer Fabricators E Drug Testing Compliance
E Dock Equipment E Drum Handlers E Electrical/Electronic Controls E Engines E Finance Companies E Fluid Power Equipment E Insurance Companies E Inventory & Production Control Systems E Inventory And Bar Coding E Lift Tables E LP Gas Distributors
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GET THE TOTAL PICTURE
Sentinel has the right convex mirror for you.
160 Murray St., Rochester, NY 14606 1-(800) 733-6780
E ATTACH. & ACCESSORIES • Pallet Truck Modifications • Turret Mast Attachment • Mechanical Attachments • Special Design Request and Much Much More...
E CONTAINER STORAGE E Container Options • • •
800-939-DYNA (3962) www.dyna-rack.com
E Forks 119 Sizes
Specials Available Chicago & CA Stock
ATLAS INTERNATIONAL LIFT TRUCKS 5050 N. River Road • Schiller Park, IL 60176 (847) 678-3450 • Web: www.atlasd2d.com
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
E ELECTRICAL/ELECTRONIC CONTROLS
Flight Systems Industrial Products Remanufactured Controls
FS F SIP
• Partnered With Many Leading OEMs • ISO Certified For Quality Management • Serving The Industry For Over 40 Years
www.fsip.biz • 1-800-333-1194 www.tvh.com (800) 255-4109
E ENGINES Engines, Cylinder Heads, Parts
GRINDSTAFF 1-816-796-7676 800-896-7676
www.grindstaffengines.com • email@example.com
www.tvh.com (800) 255-4109 Reman Engines/Gas, LP, CNG, & Diesel
800-447-3967 www.charnor.com September 2014
E LIFT TABLES
E PARTS E Steer Assembly (Reman)
www.tvh.com (800) 255-4109 800-447-3967 www.charnor.com
Steer Axles, Steer Gears, Orbitrols
EP ALLET JACKS EZ-Lift Quality Scales and Scissorlifts too Chicago & CA Stock
ATLAS INTERNATIONAL LIFT TRUCKS 5050 N. River Road • Schiller Park, IL 60176 (847) 678-3450 • Web: www.atlasd2d.com
E PARTS E Cylinders–Hydraulic
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
Hader Industries www.haderind.com/ 262-641-8000
15600 W Lincoln Ave, P.O. Box 510260 New Berlin, WI 53151-0260 We also carry pumps, power steering units & valves.
E Emissions Analyzer
E POWERED INDUS. TRUCKS E Lift Truck Wholesalers
800 Trucks In Stock
All Makes and Models Chicago and California Stock
ATLAS INTERNATIONAL LIFT TRUCKS
E Manufacturer/Suppliers (New)
5050 N. River Road • Schiller Park, IL 60176 (847) 678-3450 • Web: www.atlasd2d.com
(800) 255-4109 E Manufacturer/Suppliers (Rebuilt)
Dealer Only Quick Ship Pallet Rack
Reman Engines, Transmissions, Drive Units, Steer Axles, Steer Gears & Differentials
E Pallet Truck Parts
Cantilever Racks • Structural Pallet Racks Portable Stacking Racks • Specialty Transport & Storage Products 866.245.3630 www.westpointrack.com
www.tvh.com (800) 255-4109
E RACK/SHELVING E Label Holders
E SAFETY PRODUCTS
GET THE TOTAL PICTURE
Sentinel has the right convex mirror for you.
LABEL HOLDERS DON’T COST- THEY PAY! www.aignerlabelholder.com 800.242.3919
160 Murray St., Rochester, NY 14606 1-(800) 733-6780
E New • • •
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
E STORAGE EQUIPMENT E Carts •
800-939-DYNA (3962) www.dyna-rack.com
800-939-DYNA (3962) www.dyna-rack.com
Corrugated Steel Rack Deck Economical • Strong • Easy-Install Fast Delivery • Drain Holes Painted, galvanized, or stainless steel www.rackdeck.com
Rack Deck by DACS 800-909-4937
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
THE BEST POLYURETHANE WHEELS AND TIRES
AMERICAN VULKO-TREAD CORPORATION
E REPAIR SERVICES E Motors (Electric)
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
...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
Lift Up Your Business ✷Industrial Pneumatics-Radial & Cross-Ply ✷Super Elastic Resilient ✷Press-On Bands ✷Multi-Purpose Tires (MPT) 877-235-0102
E TRAINING EDUCATION/ASSOC E Aftermarket Reman Transmissions, Drive Units, Differentials & Torque Converters
AFTER MARKET SERVICES Consulting Co., Inc. Experience the benefits of a full-time After Market Consultant at a fraction of the cost. (803) 548-6707 • Email: firstname.lastname@example.org
E SAFETY PRODUCTS
E TRANSPORTATION & HAULING EQUIP. Phone: 508.991.6660
Fax: 508.991.7330 email@example.com • firstname.lastname@example.org • email@example.com
Advertiserâ€™s Index Advance Metalworking Company, Inc.. . . 26
Flight Systems Industrial Products (FSIP). . 6
Power Solutions Inc. . . . . . . . . . . . . . . . . . . 30
Advantage Material Handling, Inc.. . . . . . 33
Florida Lift Systems. . . . . . . . . . . . . . . . . . . . . 5
Products For Industry. . . . . . . . . . . . . . . . . 19
Aftermarket Services. . . . . . . . . . . . . . . . . . 46
Fork-Co USA Sales, LLC. . . . . . . . . . . . . . . . . . 41
Rack Deck . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18
All Brand Forklift Parts . . . . . . . . . . . . . . . 37
Forklift Pro, Inc.. . . . . . . . . . . . . . . . . . . . . . 10
Regency Metals . . . . . . . . . . . . . . . . . . . . . . . 42
Alltech Electronics, Inc.. . . . . . . . . . . . . . . 29
Forklift Safety Training Services. . . . . . . . 12
Rhino Rubber, LLC. . . . . . . . . . . . . . . . . . . . . . 51
American Industrial Transmission Inc. . . 17
Gamber-Johnson, LLC. . . . . . . . . . . . . . . . . . . 20
Safety Systems & Controls Inc.. . . . . . . . . . 35
Arcon Equipment, Inc. . . . . . . . . . . . . . . . . . 32
Gateway Rack Corp.. . . . . . . . . . . . . . . . . . . 32
Shoppa's Material Handling. . . . . . . . . . . . 45
Bay Equipment Co.. . . . . . . . . . . . . . . . . . . . . 22
Grindstaff Engines, Inc.. . . . . . . . . . . . . . . . 27
Stellana U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 15
Cavaion Baumann USA. . . . . . . . . . . . . . . . . . 2
H&K Equipment Company . . . . . . . . . . . . . . . 22
Summit Metal Products, Inc.. . . . . . . . . . . . 12
CharNor Inc.. . . . . . . . . . . . . . . . . . . . . . . . . . 23
Hader Industries Inc. . . . . . . . . . . . . . . . . . . 21
Superior Engineering . . . . . . . . . . . . . . . . . . 50
Clark Material Handling Co. . . . . . . . . . . . 13
Hamilton Caster and Mfg.. . . . . . . . . . . . . . . 7
Superior Tire & Rubber Corp.. . . . . . . . . . . . 31
Connell Finance Co. Inc. . . . . . . . . . . . . . . . 14
Jamco Inc.. . . . . . . . . . . . . . . . . . . . . . . . . . . . 46
Thombert, Inc. . . . . . . . . . . . . . . . . . . . . . . . . 39
De Lage Landen Financial Services. . . . . . . 35
Joseph Industries, Inc.. . . . . . . . . . . . . . . . . . 12
Transamerican Equipment Corp. . . . . . . . . 16
Dyna Rack. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
Melmor Associates, Inc.. . . . . . . . . . . . . . . . 40
Trivium Logistics . . . . . . . . . . . . . . . . . . . . . . 44
Dynamic Manufacturing Co.. . . . . . . . . . . . 22
Mor-Value Parts Company. . . . . . . . . . . . . . 28
TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11, 52
ECOTEC LTD. LLC. . . . . . . . . . . . . . . . . . . . . . . . 18
Motor Tech, Inc.. . . . . . . . . . . . . . . . . . . . . . . . 3
Value Rail . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
Engine Power Source. . . . . . . . . . . . . . . . . . . 9
Nutting . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24
Wy'East Products . . . . . . . . . . . . . . . . . . . . . 29
More advertisers & resources at www.MHWmag.com 50
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Warehouse: 234-678 -7863 ••Toll TollFree: Free:877-744-6603 877-744-6603 Warehouse: 234-678-7863 Fax:Fax: 888-480-8611 888-480-8611 •• www.rhinorubber.net www.rhinorubber.net Rhino Rubber Warehouse • 275-299 N. Arlington Rd. • Akron, OH 44306
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