Issuu on Google+

The mate ria lh

industry! ale les

g voice in the w dlin ho an

4 1979-201

An Employee-Owned Specialty Publications International, Inc. Magazine

www.MHWmag.com

September 2014

$10

Managing financial challenges

INTELLA HAS

BIG TRUCK PARTS!

DYNA RACK

The Dealers’ Source For Portable Racks™

STOCK PROGRAM AVAILABLE Stack and Store Your Product with Dyna Racks!

Parts for Taylor, Kalmar, Fantuzzi, Linde, Hyster and more...

Call For Assistance In Solving Your Storage Problems! For additional literature and pricing information, call

800–939–DYNA (3962)

www.dyna-rack.com • email: sales@dyna-rack.com

intellaliftparts.com


Authorized Baumann Sideloader Parts Authorized Authorized Baumann Baumann Sideloader Sideloader Parts Parts Authorized Baumann Sideloader Parts Authorized Baumann Sideloader Parts

IF YOU OWN, OPERATE OR SUPPORT AN ENGINE POWERED BAUMANN SIDELOADER AND YOU ARE NOT BUYING YOUR PARTS FROM CAVAION BAUMANN USA, YOU ARE WAITING TOO LONG AND PAYING TOO MUCH FOR YOUR BAUMANN PARTS. IF YOU OWN, OPERATE OR SUPPORT AN ENGINE POWERED BAUMANN SIDELOADER AND YOU ARE NOT BUYING YOUR PARTS IF YOU OWN, OPERATE OR SUPPORT AN ENGINE POWERED AND YOU NOTBAUMANN BUYING YOUR PARTS FROM CAVAION BAUMANN USA, YOU ARE WAITING TOOBAUMANN LONG ANDSIDELOADER PAYING TOO MUCH FORARE YOUR PARTS. FROM CAVAION BAUMANN USA,AN YOUENGINE ARE WAITING TOOBAUMANN LONG ANDSIDELOADER PAYING TOO MUCH YOUR BAUMANN PARTS. IF YOU OWN, OPERATE OR SUPPORT POWERED AND YOUFOR ARE NOTAmerican BUYINGcompany YOUR PARTS There is only one North authorized to sell OEMFOR partsYOUR by the BAUMANN Baumann factory that has FROM CAVAION BAUMANN USA, YOU ARE WAITING TOO LONG AND PAYING TOO MUCH PARTS. IF YOU OWN, OPERATE OR SUPPORT AN ENGINE POWERED BAUMANN SIDELOADER AND YOU ARE NOT BUYING YOUR PARTS There is only onesingle Northengine American company authorized produced every powered Baumann FROM CAVAION BAUMANN USA, YOU ARE WAITING TOO LONG AND PAYING TOO MUCH FOR YOUR BAUMANN PARTS. There is only one North American company authorized tosideloader sell OEMbuilt partssince by the Baumann factory that has 1969. That company is Cavaion to sell OEM parts by the Baumann factory that has produced every powered Baumann Baumann USA. There is only onesingle Northengine American company authorized

produced every single engine powered Baumann sideloader since 1969. That is Cavaion to selleasy-to-use, OEMbuilt parts by the Baumann factory that has Our point and clickcompany online parts system There is only one North American company authorized sideloader built since 1969. That company is Cavaion Baumann USA. singleyou produced every engine powered Baumann your provides everything to properly to sell OEM parts by the need Baumann factorysupport that has Baumann USA. sideloader built since Thatspecific company is Cavaion Our easy-to-use, point1969. and click online parts system Baumann sideloader. Machine schematics, produced every single engine powered Baumann Baumann USA. Our easy-to-use, point and click online parts system provides everything you need to properly support your real-time parts inventories in North America as well sideloader built since 1969. That company is Cavaion provides everything you need to properly support Baumann sideloader. Machine as factory inventory, drawings, hydraulic Our easy-to-use, and clickspecific onlineschematics, parts systemyour Baumann USA. pointelectrical Baumann sideloader. Machine schematics, real-time parts inventories in North America as well diagramseverything and printable manuals. provides you need tospecific properly support your Our easy-to-use, point and click online parts system real-time parts inventories in North America as well asYou factory inventory, drawings, hydraulic Baumann sideloader. Machine specific see exactly whatelectrical the need factory sees asschematics, we are the your only provides everything you to properly support as factory inventory, electrical drawings, hydraulic diagrams and printable manuals. real-time parts inventories in North America as well North American partsMachine source and new schematics, machine source Baumann sideloader. specific diagrams and printable manuals. as factory inventory, electrical drawings, hydraulic You see exactly what the factory sees as we are as thewell only affiliated with BaumanninFactory. real-time partsthe inventories North America diagrams and printable manuals. You see exactly what the factory sees as we are the only North American partselectrical source and new machine source as factory inventory, drawings, hydraulic North parts and new machine You seeAmerican exactly what thesource factory sees as we are thesource only affiliated with Baumann Factory. diagrams andthe printable manuals. affiliated with the Baumann Factory. North American parts source and new machine source You see exactly whatat:the factory sees asor weemail are thehim onlyat: Call Danny today 855-334-2909 affiliated with the Baumann Factory. North American parts source and new source parts@cavaionbaumannusa.com andmachine start getting the affiliated with Baumann Factory. Call Danny today at:Baumann 855-334-2909 at: full support ofthethe factoryoronemail everyhim order! Call Danny today at: 855-334-2909 or email him at: parts@cavaionbaumannusa.com and start getting the parts@cavaionbaumannusa.com and start getting the full support of theat: Baumann factory every order! Call Danny today 855-334-2909 oron email him at: full support of the Baumann factory on every order! parts@cavaionbaumannusa.com and start getting the Call Danny today at: 855-334-2909 or email him at: full support of the Baumann factory on every order! parts@cavaionbaumannusa.com and start getting the full support of the Baumann factory on every order!

EXCLUSIVE NORTH AMERICAN DISTRIBUTOR EXCLUSIVE NORTH AMERICAN DISTRIBUTOR EXCLUSIVE NORTH AMERICAN DISTRIBUTOR EXCLUSIVE NORTH AMERICAN DISTRIBUTOR EXCLUSIVE NORTH AMERICAN DISTRIBUTOR

For Cavaion Baumann Sideloader Inquiries: Call Domenic Niro at 855-334-2909 or 412-737-6134 sales@cavaionbaumannusa.com For Cavaion Baumann Sideloader Inquiries: Call Domenic Niro at 855-334-2909 or 412-737-6134 sales@cavaionbaumannusa.com 11/15/12 For Cavaion Baumann Sideloader Inquiries: Call Domenic Niro at 855-334-2909 or 412-737-6134 sales@cavaionbaumannusa.com

WholesalerParts11.14.indd 1

9:5

For Cavaion Baumann Sideloader Inquiries: Call Domenic Niro at 855-334-2909 or 412-737-6134 sales@cavaionbaumannusa.com

WholesalerParts11.14.indd 1

11/15/12 9:56

11/15/12 For Cavaion Cavaion Baumann BaumannSideloader SideloaderInquiries: Inquiries: Call Call Jennifer DomenicHellier Niro atat855-334-2909 855-334-2909oror412-737-6134 540-735-1745 sales@cavaionbaumannusa.com sales@cavaionbaumannusa.com

WholesalerParts11.14.indd 1

WholesalerParts11.14.indd 1

9:5

11/15/12 9:56


September 2014 • Vol. 35 No. 9

Cover Story

20

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

Human Element Caliper Corp.

How and why Action Learning works

34 36 Copyright 2014 Ingram Image Ltd.

5 Steps to consider regarding financing

4

Garry Bartecki

Columns 8

Aftermarket John Walker What do you know about your service market potential?

Sales Trends

Dave Kahle

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.

ADVERTISING CALL 877.638.6190 Email: dmillius@MHWmag.com • acoffman@MHWmag.com Material Handling Wholesaler reserves the right to reject or cancel any advertising for any reason, at any time. Advertisements that simulate Material Handling Wholesaler editorial matter in appearance or style or that are not immediately identifiable as advertisements are not acceptable.

SUBSCRIPTIONS: Third class subscriptions are free to qualified firms. First class: $89.95 per year. Foreign First Class: $415 Surface: $310 per year. Mexico and Canada Surface $145 Airmail $175. Single copies: $10.00 each.

SUBSCRIBE ONLINE AT:

www.MHWmag.com Material Handling Wholesaler, P. O. Box 725, Dubuque, IA 52004-0725 Toll-free: 877.638.6190 Phone:563.557.4495 Fax: 563.557.4499

Visit us

In the next issue ... Annual Salute to Women in the material handling industry

Member of

MOTOR TECH, INC. Specialists In Remanufactured Lift Truck Motors & Parts • • • •

Large Inventory 24 Hour Turn Around Competitive Price Same Day Shipment on Stock Motors • Six Month or 750 Hrs Warranty • We are now rebuilding Raymond gear boxes. Call for price and availability OLLAR $ $ TOP D Model te a L r Fo ores Motor C

MOTOR TECH, INC. 419 Interstate Rd, Addison, Il 60101

800-253-3062

Fax 630-543-1972

Now Accepting Visa & Mastercard

www.MHWmag.com

September 2014

3


Cover Story Garry Bartecki

5

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: • 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. • 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. • 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.

4

www.MHWmag.com

September 2014

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.


7FGCU70 15,500lb. capacity, LPG, 219 3 stage mast, 89” side shifting fork positioner, 48” gypsum forks, 4 way hydraulics!

It’s what makes us different! SD 100 PDS

Equipment Serial No.

10,000lb. capacity, diesel, 137/192 standard mast. Fresh paint! 2 wheel drive, 6’ forks, side shift.

A7FDAU50-70283 A7FDAU50-70284 A7FDAU50-70287 7FGU20-67493 7FB25-29724 7FB25-29809 8FGCU32-13241 8FGCU32-13251 7FBCU18-65057 8FGCU25-17009 7FBCU25-66264 7FGU32-64174 2915 7FGCU15-61375 7HBE30-31293

7FGCU60 LPG, 188 3 stage mast, 4 way hydraulics. Long Reach Paper Roll Clamp—24”-60” opening, EZ pedal, rear combination lights, back up alarm, strobe light, non-marking tires.

Model

Description

7FDAU50 7FDAU50 7FDAU50 7FGU20 7FBH20 7FBH20 8FGCU32 8FGCU32 7FBCU18 8FGCU20 7FBCU25 7FGU30 LOADLIFTER 2214-8D 7FGCU15 7HBE30

Year

3WAY HYD., S/S, 67” CARR 3WAY HYD., S/S, 67” CARR 3WAY HYD., S/S, 67” CARR 3WAY HYD., 240 COLLAPSED HEIGHT 186” FSV MAST, S/S 186” FSV MAST, S/S 4WAY HYD., 187FSV MAST 4WAY HYD. 187FSV MAST 4WAY HYD., 189FSV MAST, 36” CARR 218-FSV Mast 276Q RETAIL AS IS S/S CHASSIS ONLY 147V MAST, RETAIL READY 147V MAST 219 RENT B SSFP 89” CARR INSP 27X48 RETAIL READY A CHASSIS ONLY

2009 2009 2009 2000 2007 2007 2009 2009 2009 2007 2006 2003 2005 2007 2005

Contact Ted Davenport 800-226-2345 • TDavenport@SSTLift.com 7FGU60 13,500lb. capacity, LPG, 188 3 stage mast, 48” forks, side shifter, front combination lights, back up alarm, strobe light, dual drive, solid pneumatic tires. NEW! READY FOR IMMEDIATE DELIVERY! 115 S. 78th St. Tampa, FL 33619

11000 Palmbay Dr. Orlando, FL 32824

5127 Recker Highway Winter Haven, FL 33880

560 Cynthia St. 1623 N Magnolia Ave. Jacksonville, FL 32254 Ocala, FL 34475

7565 Chatsworth Rd Columbus, GA 31820

4700 Pio Nono Ave. Macon, GA 31206

www.MHWmag.com

1865 Business Parkway Valdosta, GA 31601

September 2014

5


Cover Story When reviewing financing arrangements you may want to consider the following:

1.

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.

2.

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.

3.

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.

4.

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.

5.

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 editorial@mhwmag.com to contact Garry.

Our Commitment To You... • Fast Service • Quality Products • Cost Savings

FS F SIP 6

www.MHWmag.com

Flight Systems Industrial Products 800-333-1194 • www.fsip.biz

September 2014


The Toughest Carts on the Planet.

Add

30 Tons . *

Then Throw Your Weight Around.

Stuck with a heavy load? You need a Hamilton. We start with our ultra-durable casters. Then we add a rugged structural frame, and the guts to handle 30 tons and years of abuse. Learn more about the toughest custom trucks on the planet at CartsAndTrailers.com. *80 ton trucks also available. Š 2 0 1 3 H a m i l to n C a ste r & M FG . Co.

www.MHWmag.com

September 2014

7


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

Protect More. Spend Less. Made in U.S.A. from high-strength steel Variety of configurations in stock Easy online ordering at ValueRail.com

Traditional Guard Rail

Pedestrian Handrail

www.valuerail.com 8

www.MHWmag.com

September 2014

Lift-Out Rail

262.549.1963


There’s More To An EPS Reman Engine Than Meets The Eye. With EPS, you get the complete package.

One year warranty that we stand behind

Solid reputation in the industry for quality and integrity

Convenient, round trip freight, including prepaid, discounted outbound and return shipping

Knowledgeable application experts who can help you

Outstanding quality control – we do everything in-house

Large inventory of engines in stock ready to ship

Most major brands of remanufactured engines in stock including CAT, Chrysler, Continental, Cummins (B & C series), Deutz, Ford, GM, Hercules, Kubota, Mazda, Mitsubishi, Nissan, Perkins, Toyota, Waukesha and Yanmar. Factory-authorized remanufacturer for Bosch, Delphi, Denso, Stanadyne and Zexel fuel systems. When it comes to remanufactured engines and parts, sometimes what you don’t see is just as important as what you do. At EPS, we’re absolutely committed to delivering the best quality reman engines and parts available anywhere. At the same time, we also want to make it easy for you to get what you need as quickly as possible, so you can get back to work. That’s why we provide so many “extras” that are all part of the deal when you do business with us.

³ More than 500 remanufactured engines in stock, ready to ship. ³ A wide array of reman parts, pumps and injectors, and overhaul kits. ³ More than 35 years in business – one of the industry’s oldest, largest and most reliable suppliers. Call us for expert advice!

Call 1-800-374-7522

Cores Wanted

enginepowersource.com www.MHWmag.com

September 2014

9


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

Over 500 Forklifts available! WE’RE NOT BROKERS, WE OWN ALL OUR INVENTORY!

Worldwide Wholesaler of Quality Lift Trucks 9801 Industrial Drive • Pineville, NC 28134 980-272-0507 - ¡Se Habla Español!

CONTACT US BY EMAIL:

Ask About All Our Brands. • Bill Zemak - bill@theforkliftpro.com • David Herrera - david@theforkliftpro.com • Seth Caldwell - seth@theforkliftpro.com • Tim Smith - tim@theforkliftpro.com • Vince Strum - vince@theforkliftpro.com • Terry Lee - terry@theforkliftpro.com • Peter Shannon- peter@theforkliftpro.com

VIEW THE FULL INVENTORY AVAILABLE ONLINE!

THEFORKLIFTPRO.COM 10

www.MHWmag.com

September 2014

2003 TAYLOR THC300S 30,000LB CAPACITY 5.7L GM - LP GAS 5-WAY HYDRAULICS WITH SS/FP 72” FORKS

135/144 MAST 6,400 HOURS NEW PAINT/ NEW TIRES (TO BE INSTALLED)

$81,500


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 editorial@mhwmag.com to contact John.

It’s what’s inside that counts. www.tvh.com | www.irmn.com | (800) 255-4109

www.MHWmag.com

September 2014

11


Remanufactured Transmissions, Engines, Torque Converters, Steer Axles, Overhaul Kits and Aftermarket Parts for:

NOW THERE ARE

• Material Handling • Construction • Agricultural Equipment

FOR UNTRAINED LIFT TRUCK OPERATORS

REDUCED DISTRIBUTOR PRICING CONFIDENTIAL DISTRIBUTOR PRICING

CONFIDENTIAL DISTRIBUTOR PRICING English Kit OR Spanish Kit $149.00 ($299.00 retail) / Spanish Combo Kit $249.00 ($399.00 retail) KitEnglish OR Spanish Kit $149.00* ($299.00 Additional Operator Handbooks, Authorization Cards, Certificates $49.00/pkg ($49.00 retail)

English retail) (25 per package) English - Kit Spanish - OR English/Spanish Combo English / Spanish Combo $249.00* ($399.00 retail) AVAILABLE Additional *DVD Operator Handbooks, Authorization Cards $49.00/pkg ($49.00 retail) Certificates (25 per package) English - Spanish - OR English/Spanish Combo Plus Shipping and Handling

These COMPLETE 2-Hour OSHA Compliant Training Kits Include: *Distributor pricing applies to qualifi ed forklift dealers and large quantity discounts • Instructors Training Manual • Reproducible Forms: • Posters (2) “10 Forklift Safety Rules” • Video-Interactive (VHS or DVD)

✓ Class Roster

• Decal (1) “10 Forklift Safety Rules”

• Operator Handbooks (25)

✓ Written and Driving Test

• OSHA Regulation 29CFR1910.178

31 Day Inspection Form • Safe Fuel / Battery Handling These✓ COMPLETE 2-Hour • Certificates (25) • Forklift Safety NEWS® Publication OSHA Compliant Training Kits Include:

• Authorization Cards (25)

• Instructors Training Manual • Video-Interactive DVD • Operator Handbook (25) • Authorization Cards (25) • Certificates (25) • Posters (2) “10 Forklift Safety Rules”

• Reproducible Forms: ✓ Class Roster ✓ Written and Driving Test ✓ 31 Day Inspection Form

• Decal (1) “10 Forklift Safety Rules”

• OSHA Regulation 29CFR1910.178 • Safe Fuel / Battery Handling • Forklift Safety NEWS® Publication

800-321-9983 www.joseph.com sales@joseph.com

The Nation’s Leader in Forklift Operator Training

(800) 494-3225

WWW.FORKLIFTSAFETY .COM

Authorized Distributor

Authorized Distributor

Authorized Distributor

Authorized Distributor

Authorized Distributor

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

12

www.MHWmag.com

September 2014


www.MHWmag.com

September 2014

13


Nuts & Bolts Acquisitions, expansions & other business news

Purolator International reports record-high customer satisfaction

Crown Equipment bolsters presence in Canada with addition of J.H. Ryder

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

Connell Equipment Leasing Company 200 Connell Drive, Berkeley Heights, NJ 07922

A Division of Connell Finance Company, Inc.

FORKLIFTS FOR SALE 2010 TAyLOR Tx-300S 30,000 lb. cap, 143”/132” std. fork positioner, 60” forks

2009 LINdE h35d 5,500 lb. cap, 90”/131” FFL diesel, rotator, 48” forks

2009 hOIST FKS 20 2008 CATERpILLAR C6500 6,500 lb. cap, 84”/185” triple 40,000 lb. cap, 109”/103” FFL 45E Push/Pull SS/FP, 60” forks

2006 jLg 400S

2008 yALE gC70Vx

2008 LINdE h40d

2007 yALE gLC080

500 lb. cap, 40’ straight boom 8’ platform, dual fuel

7,000 lb. cap, 87”/187” tri paper roll clamp

8,000 lb cap, 88”/128” std. diesel, FP, 48” forks

8,000 lb. cap, 85”/174” tri LPG, FP, 60” forks

2009 hySTER h80FT

2010 CATERpILLAR dp70E

2007 jCb 541 LOAdALL

8,000 lb. cap, 84”/174” TSU SS, 42” forks

14,000 lb. cap, 130”/179” std. diesel, SS/FP, 48” forks

8,000 lb. cap, 23’ lift height, cab w/ heat & AC, 48” forks

Visit Our NEW Website To See All Of Our Inventory:

www. UsedForkTrucks .com

2009 hySTER S80FTbCS

2010 dOOSAN d70S

2008 LINdE h40d

8,000 lb. cap, 83”/121” std. LPG, SS, 41” forks

15,000 lb. cap, 152”/217” std. SS, 44” forks

8,000 lb. cap, 88”/128” std. diesel, FP, 48” forks

908-673-3700 ext.317 Fax: 908-673-3800 lalevee@connellco.com 14

www.MHWmag.com

September 2014


Polyurethane and Rubber

Load Wheels & Tires for all applications

Maximized Performance... 999 Wells Street Lake Geneva, WI 53147 PH: 888-734-7687 FX: 262-348-5570 www.stellana.com/us

Covered By Our Perfection Performance Guarantee

www.MHWmag.com

September 2014

15


Nuts & Bolts

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

AVAILABLE FOR

RENT ONLY

TAYLOR TX300S

TAYLOR XC220S

ROYAL T300CS

ROYAL RNL25/35B

2010, MAST 95/147 TSU, 2010, MAST 107/75, 30,000 2008, MAST 107/100, 22,000 LB CAP, LPG, LB CAP, LPG, PWRSHIFT, 96” 25-35,000 LB CAP, LPG, PWRSHIFT, 96” FKS, FKS, SOLID TIRES, OHG, S/S, PWRSHIFT, 96” FKS, SOLID TIRES, OHG, S/S, FK FK POSITIONER. SOLID TIRES, OHG, S/S, FK POSITIONER. POSITIONER.

KALMAR DCE160-6

MITSU FD150A

2012, MAST 155/159, 30,000 YR. 2011, MAST 155/177, 2006, MAST 142/139, 33,000 LB CAP, DSL, AUTO, 96” FKS, 36,000 LB CAP, DSL, LB CAP, DSL, PWRSHIFT, 96” PNEU TIRES, CAB, S/S, FK PWRSHIFT, 96” FKS, FKS, PNEU TIRES, OHG, S/S, POSITIONER. PNEU TIRES, CAB, S/S, FK FK POSITIONER. POSITIONER.

TAYLOR TX360L

ROYAL RNL30/45

ROYAL 40/60B

TAYLOR TX220S

2008, MAST 107/96, 30-45,000 LB CAP, LPG, PWRSHIFT, 96” FKS, SOLID TIRES, OHG, S/S, FK POSITIONER.

2010, MAST 107/96, 40-60,000 LB CAP, LPG, PWRSHIFT, 72” FKS, SOLID TIRES, OHG, S/S, FK POSITIONER.

2012, MAST 151/156, 22,000 LB CAP, DSL, PWRSHIFT, 96” FKS, PNEU TIRES, CAB W/AIR, S/S, FK POSITIONER.

TAYLOR TX520M

2013, MAST 167/180 WIDE (HAVE SEVERAL UNITS) 2011, MAST 152/136, VIEW, 36,000 LB CAP, DSL, 52,000 LB CAP, DSL, PWRSHIFT, 96” FKS, PNEU PWRSHIFT, 96” FKS, TIRES, CAB W/AIR, S/S, FK PNEU TIRES, CAB, S/S, FK POSITIONER. POSITIONER.

TAYLOR TXI550

(HAVE SEVERAL UNITS) 2014, MAST 11’ FT, 55,000 LB CAP, DSL, PWRSHIFT, 96” FKS, PNEU TIRES, CAB, S/S, FK POSITIONER.

KALMAR DCD250-12 2010, MAST 141/138, 55,000 LB CAP, DSL, PWRSHIFT, PNEU TIRES, CAB W/AIR, S/S, FK POSITIONER.

1-800-960-TRAN (NC) or 1-800-961-TRAN (SC) Contact Harry, Brian, James or Marc

Charlotte, NC PHONE (704) 882-3979 FAX (704) 882-4215

Contact Bill or Ryan

Hardeeville, SC PHONE (843) 784-7844 FAX (843) 784-7832

EMAIL: forklift@trans-american.com | www.trans-american.com

Si Necesita Asistencia En Espanol Contacte A Heidy Rivas For Our Rental Units Visit Our Website: WWW.BIGFORKLIFTRENTALS.COM

16

www.MHWmag.com

September 2014

TRANS

AMERICAN


PARTNER with AIT. Give Your Customers More Than They Expect. Give Them AIT’s Quality and Your Service.

• REMAN TRANSMISSIONS • REMAN TORQUE CONVERTERS • TRANSMISSION REBUILD KITS • REMAN DRIVE AXLES

American Industrial Transmission Inc. 20395 Hannan Pkwy. Walton Hills, OH

• REMAN STEER AXLES

Fx 440-232-8142

www.aittransmission.com

sales@aittransmission.com

800-588-7515 www.MHWmag.com

September 2014

17


Nuts & Bolts

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

Punch Up Your Storage Solutions The Ecopoint charger from Ecotec is a full featured industrial battery charger available in 2 models for 8 hr. and 10 hr. recharge. The standard ECO-250 control offers data management normally found only in much more expensive chargers. For pallet jacks, consider the fully automatic STC taper charger. Plugs into any 120V outlet for convenience and portability. For the ultimate in efficiency and flexibility, consider the Access high frequency charger. Models are available for both conventional and opportunity charging.

ECOTEC Ltd. LLC 262 Fox Dr. • Piqua, OH 45356 P: 937.606.2793 • F: 937.606.2026 www.ecotecbatcharger.com

18

www.MHWmag.com

September 2014

Rack Deck www.rackdeck.com

800.909.4937 Toll-Free Fax: 800.909.4938


How would you like to increase youryou sales How would like to How would you like to your sales & beincrease more productive? How would you like to your sales & beincrease more productive? increase your sales

& be more productive? YOU &SELL. be more productive? YOU SELL. YOU YOUSELL. SELL. WEWESUPPLY. SUPPLY.

WE WESUPPLY. SUPPLY.

Your name here

ere me h a n r You

Distributors REQUEST YOUR FREE EXCLUSIVE BRANDS CATALOG FEATURING STORAGE PRODUCTS | TRUCKS & CARTS Distributors REQUEST YOUR FREE EXCLUSIVE BRANDS MATERIAL EQUIPMENT CATALOGHANDLING FEATURING|DOCK STORAGE PRODUCTS|| OFFICE TRUCKSPRODUCTS & CARTS ENVIRONMENTAL & SAFETY PRODUCTS Distributors REQUEST YOUR EQUIPMENT FREE EXCLUSIVE BRANDS MATERIAL HANDLING |DOCK | OFFICE PRODUCTS

Place L

abel H

e

re Your Place name Lab hereel Her e

Place L

abel H

ere

CATALOG FEATURING STORAGEPRODUCTS PRODUCTS | TRUCKS & CARTS ENVIRONMENTAL & SAFETY

MATERIAL HANDLING |DOCK EQUIPMENT | OFFICE PRODUCTS ORDER YOUR 2015 CATALOGS FEATURING STORAGE PRODUCTS ENVIRONMENTAL & SAFETY PRODUCTS TRUCKS & CARTS | MATERIAL HANDLING | DOCK EQUIPMENT OFFICE PRODUCTS | ENVIRONMENTAL & SAFETY PRODUCTS

CHECK OUT PFI FOR ALL OF YOUR MATERIAL HANDLING NEEDS!

CHECK OUTOUT PFIPFI FORFOR ALLALLOFOFYOUR NEEDS! CHECK YOURMATERIAL MATERIALHANDLING HANDLING NEEDS! CHECK OUT PFI FOR ALL OF YOUR MATERIAL HANDLING NEEDS!

3 YEAR 3 YEAR GUARANTEE

Highest quality products GUARANTEE

3 YEAR

SAME-DAY SAME-DAY SHIPPING

For 1-3 day delivery SHIPPING

SAME-DAY

Highest quality products For 1-3 day delivery 3 YEAR SAME-DAY GUARANTEE SHIPPING GUARANTEE SHIPPING Highest quality products For 1-3 day delivery .com www. ProductsForIndustry 3-2014 Highest quality products

For 1-3 day delivery

ONE SOURCE ONE EVERYTHING SOURCE FOR

FOR EVERYTHING

Over 50,000 products available

ONE SOURCE

CONNECT WITH US TODAY!

Over 50,000 products available ONE SOURCE FOR EVERYTHING CONNECT WITH US TODAY! FOR EVERYTHING Over 50,000 products available P 800.548.4430 F 800.336.6608

•Over 50,000 products available •

CONNECT WITH US TODAY!

CONNECT WITH US TODAY!

www.ProductsForIndustry.com • P 800.548.4430 • F 800.336.6608

www.ProductsForIndustry.com • P 800.548.4430 • F 800.336.6608 www.ProductsForIndustry.com • P 800.548.4430 • F 800.336.6608

3-2014

3-2014

www.MHWmag.com

September 2014

19


Human Element Caliper Corp.

How and why Action Learning works What is Action Learning?

The Action Learning process

Action Learning is an employee development program where organizations solve critical and complex problems in real time, while simultaneously building strong leaders. This form of “learning by doing” is the primary method leading companies worldwide are using to develop leaders, build teams and improve corporate capabilities. Action learning delves into every aspect of true leadership in a true-to-life setting.

How Action Learning works The Action Learning process starts with a group of highpotential individuals with diverse functional backgrounds and experiences. This cross-functional team is assigned to work on an important and urgent business problem, different than anything most of them have ever dealt with previously. With the multitude of different perspectives brought to the group, they are able to move beyond their own areas of expertise, combining their broad knowledge base to come up with ideas and solutions that they individually may have never considered before. The duration of an Action Learning project varies on a caseby-case basis, but most engagements last anywhere from nine months to a year.

• 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.

Why Action Learning Works In an Action Learning environment, the project is facilitated and by an Action Learning coach. The coach is able to highlight lessons learned throughout the process amid the urgency of getting a specific problem solved.

Gamber-Johnson is a leading manufacturer of rugged mounting equipment. We offer a variety of forklift mounts designed to hold computer displays, laptops or keyboards. Whether you want to mount your device to the roof or on a support brace, Gamber-Johnson has a solution that will fit your needs.

HORIZONTAL EXTENSION BAR

To distribute our product, call: 800-456-6868 OVERHEAD GUARD LEG MOUNT

www.gjforkliftmount.com

OVERHEAD GUARD MOUNT

EXCEPT

20

www.MHWmag.com

September 2014

IONAL E

NGINE

ROCK S ERING |

OLID | E

XTENSIV

E TESTIN

G


QUALITY& VALUE For Over 50 Years

Power Steering Units Cylinders Pumps Valves

New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts

15600 W LINCOLN AVE P.O. BOX 510269 NEW BERLIN WISCONSIN 53151 PH: 262-641-8000 FAX: 262-641-8010 A SUBSIDIARY OF HADER INDUSTRIES INC.

HYDRAULIC SERVICES AND MANUFACTURING www.haderind.com • e-mail: hadersales@haderind.com

www.MHWmag.com

September 2014

21


Human Element In this setting, people become more willing to learn from one another, more flexible and better able to shoulder difficult tasks. And the learning gained by the group transcends the problem’s resolution. The skills and abilities developed through this process can be applied throughout the group’s professional career, again and again, regardless of the challenge at hand. As the group works together, natural leadership qualities will present themselves.

The benefits of Action Learning Participants of Action Learning experience transformational results, as they are placed in a highly visible, collaborative process, where they take action together in small steps. This process enables these potential leaders to become more proficient at taking risks, making difficult decisions, coaching and mentoring peers and building team trust and collaboration. Action Learning is a great way to discover true leaders— before moving people into positions they may not be suited for. With the intensity of this process, the group is basically brought to the edge of chaos, where each individual discovers in him or herself whether they have the makings of a true leader—the ability to ask the right questions and lead their peers. Only 50 percent of the Action Learning process is about solving the problem…the rest is about learning. Maximum learning occurs at the edge of chaos, where the group is responsive

to the difficulties but is still structured enough to succeed. Balancing chaos requires continuous learning PLUS reflective inquiry. Action Learning sessions reinforce this concept, with the help of a coach who is able to guide the conversation and develop the group. About Caliper - For nearly half a century, Caliper has been helping companies achieve peak performance by advising them on hiring the right people, managing individuals most effectively and developing productive teams. The accuracy, objectivity and depth of our consulting approach enable us to provide solutions that work for over 25,000 companies. To find out more about how Caliper can help you identify and develop people who can lead your organization to peak performance, please visit us at www.calipercorp.com or call us at 609-524-1200. Email editorial@mhwmag.com to contact Caliper.

700 FOR 28 DAYS

$

For $700 a material handling equipment dealer can rent a 36’ long 20,000 lb. capacity aluminum yard ramp. Provide a much needed service to your customers. Ramps in stock for immediate delivery.

We Buy Used Dock Levelers Trades Considered Bay Equipment Co., Holland, Mich., 616-392-1811 or fax 616-392-6238 www.bayequipmentco.com • bay.eq.co@gmail.com

Remanufactured INDUSTRIAL

New & Used Forklifts • Coil Tractors • Railcar Movers Yard Tractors • Container Handlers & More

To see a complete list of our inventory, visit our new online showroom at www.HKEQUIPMENT.com

3Most Models IN STOCK for immediate Shipment. r 3We Can Remanufacture and Ship Your Converter r Within 48 Hours.

MANUFACTURING COMPANY 4501 WEST NORTH AVE • MELROSE PARK, IL 60160 PHONE (708) 343-5444 • FAX (708) 344-6160

22

www.MHWmag.com

September 2014

Contact us at 412-779-3056 or 412-490-5311


A PARTNERSHIP with

for REMAN means... BEST VALUE FOR $SPENT COMPETITIVE Pricing BEST Core Policy - BEST Warranty

EQUALS...

YOUR CUSTOMER’S SATISFACTION www.charnor.com

1-800-447-3967 www.MHWmag.com

September 2014

23


Classifieds LOOKING TO BUY

OHIO RACK We BUY & SELL Portable Stack Racks Flexible Packaging NEW & USED 800-344-4164 Fax 330-823-8136 Email: ohiorack@cannet.com

www.ohiorack.com

BATTERIES WANTED Industrial Forklift Batteries and Chargers In Good Condition!! Call Us With Your Off-Lease Or Fleet Surplus Equipment. ARCON EQUIPMENT INC.

440-232-1422

www.ArconEquipment.com

FOR SALE High Accuracy Hydraulic Scale

Buy & Sell / New & Used units available • Accurate to within 0.2% (10lbs in 5,000lbs) • Hydraulic Manifold Valve to Achieve High Accuracy • 150 Pressure Readings in 5 Seconds + Averages • Logs Up To 99 Events in Up To 99 Different Channels • Prints Out in Sequence or Groups • Installs Quickly On ANY IC or Electric Vehicle

Warehouse & industrial tow tractors available in:

3 Electric 3 Narrow isle 3 Gas

3 Diesel 3 LPG 3 Large &

Phone: Fax: Email: Url:

(813) 877-4500 (813) 871-6250 sales@keytroller.com www.keytroller.com

small units

Also now offering warehouse carts & wagons

910.371.2958 www.legacygse.com

and

TIRES Authorized Dealer

Original & Aftermarket Parts for Most Equip. Original & Aftermarket Parts for Most Equip.

FORKLIFTS & TIRES

Next classified deadline is

Friday, August 29 24

www.MHWmag.com

September 2014

FORKLIFTS & TIRES 713.460.8197 • 800.687.3884 tcmhouston.com • fax: 713.460.5941 713.460.8197 • 800.687.3884 tcmhouston.com • fax: 713.460.5941


FOR SALE (515) 264-8868 (888) 516-5091

Specializing in Forklifts, Shelving, & Pallet Racking We welcome export business and also buy scrap forklifts! PLEASE MENTION YOU SAW THIS AD IN

www.availablematerial.net sales@availablematerial.net

Impact Issues? Speeding Issues? Unauthorized Access?

New Single Phase Chargers 36-volt, 750 AH 48-volt, 600 AH other sizes available

Vehicle Access & Monitoring

Full 2 yr. warranty (10 yr. transformer coverage)

SAVE ON QUANTITY PURCHASE!

MATERIAL HANDLING WHOLESALER 20 E. 18th St. Des Moines, IA 50316

Series 1 Workhorse Single Shift rating

• Color LCD Display • Built in WiFi • RFID Card Reader • Daily Checklist • Event Logging • Impact Sensing • Speed Sensing • Maintenance Scheduling

Phone: Fax: Email: Url:

Used 3-phase chargers also available

ARCON EQUIPMENT INC

(813) 877-4500 (813) 871-6250 sales@keytroller.com www.keytroller.com

We Accept 9530 N Trask Tampa, FL 33624 Ph: (800) 266-6675 sales@deluxe-systems.com www.deluxe-systems.com

(440) 232-1422

www.ArconEquipment.com

We Sell – Used and New Yard Ramps New ramps are all steel welded construction, 20,000 lb. capacity, 84” wide x 36’ long with 6’ level off to add maneuverability for forklifts. Serrated grating provides excellent traction. Lower end approach plate provides maximum support and smooth transition onto grating. We Buy – Yard Ramps & material handling equipment We Rent – Yard Ramps & Dock Boards

Material Handling Wholesaler

Contact us for availability.

-

-

Specialty Material Handling, Inc.

The

Experts

Bought & Sold, Rentals, New & Used Parts, Appraisals, Technical Support

in the industry

Every October Material Handling Wholesaler recognizes the women who work in the industry. Be apart of it this year! Contact Alva and Dean today for more information.

sales@mhwmag.com 877-638-6190

Gregg Zdan (734) 641-1800 www.useddrexels.com

-

Salutes WOMEN

Deadline: Monday, August 25

Associated with DREXEL Industries since 1972

-

www.MHWmag.com

September 2014

25


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

26

www.MHWmag.com

September 2014


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.

We make engines our business, see the difference

ENGINES. CYLINDER HEADS. PARTS.

GRINDSTAFF Engines Inc. engines

cylinder head with valves AVAILABLE NOW! Mitsubishi – Models 4G54, 4G63, 4G64 Mazda – Model FE & F2 GM – Model 153 & 181 and 2.2 & 2.4 Nissan – H20-II, H25, Z24, K21, K25 and TB42 Toyota – 4Y Volkswagon – 1.9 Diesel

✓ Professional Staff ready to help answer questions, fast quoting service and the know-how to get the job done right the first time. ✓ Pre-arranged freight discounts.

many engines in stock for immediate shipping

✓ ALL engines are “hot run” tested assuring a quality product when it leaves our facility. ✓ Centrally located in the Midwest for convenient shipping.

Perkins • Continental • GMC • Cummins • Hercules/White • Chrysler • IHC • Waukesha • Mitsubishi • Peugeot • Nissan • Wisconsin • Toyota • Mazda • Ford • Allis-Chalmers

new • rebuilt • exchange

NEW & IN STOCK NOW! TB45 Nissan engine assemblies

1041 S. Vista Ave. • Independence, MO 64056 Call Rick or Dedee • Toll-Free: 800.896.7676 • Phone: 816.796.7676 Fax: 816. 796.6053 E-mail: rick@grindstaffengines.com • dedee@grindstaffengines.com

www.grindstaffengines.com

www.MHWmag.com

September 2014

27


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.

Experience the MOR-VALUE DIFFERENCE today! We can help you look good to your customers!

Our highly trained customer service staff is the most knowledgeable in the industry when it comes to providing sweeper/scrubber & personnel vehicle replacement parts solutions. MVP’s expert technical service is fast, friendly and free! Depend on the Specialist...We’re Your Partner in Parts!

Toll Free 1.800.870.0687 Fax: 616.406.3125 www.mor-value.com Email: orders@mor-value.com 28

www.MHWmag.com

September 2014


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

Serving professionals in the

WHOLESALE MATERIAL HANDLING INDUSTRY

FREE SUBSCRIPTION 3 EASY METHODS TO SIGN UP!

• Scan the code • E-mail circulation@MHWmag.com • Call 877-638-6190

The “little charger” that thinks BIG! Alltech battery chargers are durable and built to last!

www.MHWmag.com Metro: (817) 447-2703 Toll Free: (877) 882-6004 Fax: (817) 453-9988

www.aechargers.com www.alltechelectronics.net 6700 Exchange Dr. | Mansfield, TX 76063

E-mail circulation@MHWmag.com to report name/title change, moving, damaged/missing copies, or to cancel your subscription.

ClearCap Covers Every lift should be equipped! ClearCap Forklift Forklift Covers Every lift should be equipped! TM

TM

Keeps seat dry! Keeps seat dry!

A Clear Solution to a Common Problem A Clear Solution to a Common Problem

TM

Avoid OSHA fines! Avoid OSHA fines!

TM

• Made of rigid, high impact, non-yellowing • polycarbonate Made of rigid, plastic high impact, non-yellowing polycarbonate plastic • Reasonably priced protection from rain, snow, & sun priced protection from rain, snow, • dust Reasonably dust &sizes sun available to fit various trucks, • Many clearsizes & tinted versions • in Many available to fit various trucks, in clear & tinted versions

OSHA standard 1917.43 (e) (1) (ii) clearly states, “Overhead guards shall not obstruct the operator’s view.”

OSHA standard 1917.43 (e) (1) (ii) clearly states, “Overhead guards shall not obstruct the operator’s view.”

Call toll-free Wy’East Products 1-888-401-5500 or visit www.clearcap.com Call toll-free Wy’East Products 1-888-401-5500 or visit www.clearcap.com

TM

TM

www.MHWmag.com

September 2014

29


Shifting Gears

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

PARTS & ENGINE EXPERTS

NEW

NEW

2.4L

- In Stock NOW! - No Core Charge

3.0L

CALL TOLL FREE

888.331.5769

NEW

4.3L

- 2 Year Warranty - Save on Freight www.psiengines.com

30

www.MHWmag.com

September 2014


www.MHWmag.com

September 2014

31


Shifting Gears

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

Arcon

We Accept:

Equipment, Inc.

440-232-1422

www.ArconEquipment.com

www.ArconEquipment.com www.arconequipment.com Akron | Cleveland, OH 44146

440-232-1422

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 by our certifi ed technical staff. technical staff.

Hobart—Enersys—Applied www.ArconEquipment.com Energy Solutions—C&D

◆ Hobart —and more! ◆ Enersys The ARCON Difference Not just used chargers, but used ◆ AppliedThe EnergyARCON Difference chargers that are tested, calibrated, Solutions Not just used chargers, but used chargers that are tested, and set match AC input voltage ◆calibrated, C&D and set to match theto AC input the voltage you specify. you specify. Working & ready for use! Working & ready for use! ◆ and more!

Good WANTED GoodUsed Used Batteries Batteries WANTED We will us with withdetails details— We willbuy buyquantities! quantities! Call Call us – we want your GOOD surplus stock only! we want your GOOD surplus stock only!

Portable Storage Racks Dealer’s Choice • • • •

Enhances warehouse/factory efficiency Stacks 4-5 high, nests empty Use air space Full visual control for inventory and handling

Toll Free: 888-288-9078

Fax: 314-381-5908 e-mail: kmarshall@gatewayrack.com web address: www.gatewayrack.com 32

www.MHWmag.com

September 2014


www.MHWmag.com

September 2014

33


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

We Will Solve Your Mobility Problems

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.

Creating your position www.acconutting.com

800-533-0337

NUTTING

Order Picking Platforms

450 Pheasant Ridge Drive Watertown, SD 57201

are used in conjunction with electric order pickers to increase productivity and safety.

All models include safety features: forkguides with stirrups, hardwood clamp block and flush interface between platform and electric order picker.

Models built to suit specific applications. Available in any size or capacity. Choose from steel, aluminum or wood deck. Contact NUTTING today for a creative solution to your unique material handling needs.

34

www.MHWmag.com

September 2014

Material Handling Solutions WH514

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 editorial@mhwmag.com to contact Dave.

PROTECT YOUR FORKLIFT FLEET PACE-One G2 Top Speed Limiter PACE-One ZSC Zone Speed Control With Multiple Speed Settings

Dot-Lok G2 Transmission Shift Inhibitor Traction Control Plug & Play Installation

MADE IN USA

Safety Systems & Controls, Inc. 800/318-2022 www.loadingzonesafety.com

Register today to become a buyer at www.usedequipmentplaza.com

Quality off-lease used equipment available online! Purchase your used equipment from De Lage Landen – a leader in the financing industry.

SOL D!

 “Rental Ready” used equipment is immediately available.  Pictures and full inspection reports available for all units.  Quality used equipment* at auction prices.

*Caterpillar, Combilift, Doosan, Drexel, Hyster, Linde, Nissan, Taylor, Yale, and many more!

For questions regarding our used equipment and website contact: Paul Smyth | Tel: 1 800 767 5004 ext. 3496 | Fax: 610 386 5445 | Email: psmyth@leasedirect.com

www.MHWmag.com

September 2014

35


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.

Includes:

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.

Investment:

$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

www.MHWmag.com

September 2014


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 editorial@mhwmg.com to contact Clete.

Used parts Great deals on hard-to-find, early & late model parts for most makes and models

Please call

FORKLIFT PARTS CO.,INC. 8 0 0 . 4 4 1 . 3 7 7 1

8 1 7 . 8 4 7 . 7 2 2 7

Fax 817-847-6552

www.allbrandforklift.com • e-mail: joewerthmann@sbcglobal.net

www.MHWmag.com

September 2014

37


New Products See more new products online at www.MHWmag.com

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

! Y A D O T E B I R C S SUB

Multiple resources for you and your company to stay up-to-date on industry news

ry Bartecki

ry Gar Cover Sto

U70

7FGC 219 3 capacity, LPG, g fork 15,500lb. 89” side shiftin stage mast, m forks, 48” gypsu positioner, ulics! 4 way hydra

t makes It’s wha

5

n table optio s an accep interest local bank take an ing with t and n who will find work I, for one, with the right perso learn the equipmen are ess, there work time to the stool ment busin which you if you can stry and take the the legs of the equip to you, is one of in your indu dation cycle. In to go to bat for financing the financing s uate er liqui need rly adeq roces bank We . s. our -in-p its orde Proper and business operating alty bank ating you need tory, work as s your times when from one of the specivisits to discuss oper stry specific ort parts invens. Banks as well that keep get financing flow, to supp quarterly him indu inventorie may not to get a of vendor We send er pays us support cash used equipment stry events the next My bank e financing needs. in the case industry they are and cing and the attends indu g for and new futur ly the finan at least know equipment divisions t results and and emails. He even ors are anticipatin us avoid vendors supportable that they vend ns l equipmen s also have us and helps publicatio industry and what le we are comf Some major bank cing as well and renta works with bank comfortab ities. feel for the short, this bank ng the Havi way to lending into. ide inventory finan -term rental activ In cing le. so. long a troub your finan year or get us in ment goes and will prov your short and long le you are with s that will for the equip ing to avoid for ortab issue that es plann cing comf figur finan OLV and suggest t er how review and Because: work. with the rt before men But no matt always room for ? program Rouse Repo that covers equip sure. Why there is making this k out your rt dity expo tioned the ory. situation up. Chec I have men the free monthly repostrial lift truck categ , risk and liqui ct it to go but ation for what impa les. indu interest rate nowhere up an utiliz ider r sign have have of , dolla you rates nse and consest expense doub utilization ics and does • Interest average age est rate expe if inter rental metr rs rental rates, time of original cost, to way r annual inter on your business trained a percentage Rouse cove is not a betteusing current use, are cons would have t values as and more. There then by h one you if you review your equipmen out there ers when t in the fleet matter whic are in Best equipmen of what is happening to copy your bank check you • Banks, no lending standards. audit. st sure status and keep abrea today and make by tougher collateral before you next bank up rt. nants and data. Sign the monthly repo loan cove If not, get it fixed cases most ve e. In you recei complianc ors to to maintain. standards financial data to vend also have it • Vendors required to subm financing. dealers are plan and rental unit support floor

mag.com

4

September

SD 100 l, capacity, diese 10,000lb. ard mast. 137/192 stand 2 wheel drive, Fresh paint! shift. 6’ forks, side

• Monthly issues via print and digital

Year

tion

Descrip CARR , S/S, 67” Model 3WAY HYD. CARR , S/S, 67” 7FDAU50 3WAY HYD. CARR -70283 , S/S, 67” A7FDAU50 T 7FDAU50 3WAY HYD. APSED HEIGH -70284 , 240 COLL A7FDAU50 7FDAU50 3WAY HYD. -70287 , S/S A7FDAU50 MAST 20 FSV 7FGU 186” 7493 , S/S 7FGU20-6 FSV MAST 7FBH20 186” 724 , 187FSV MAST 7FB25-29 7FBH20 4WAY HYD. 809 MAST SV 5-29 187F 7FB2 8FGCU32 4WAY HYD. , 36” CARR 13241 , 189FSV MAST 8FGCU328FGCU32 4WAY HYD. 13251 8FGCU327FBCU18 218-FSV Mast CHASSIS ONLY 65057 IL AS IS S/S 7FBCU188FGCU20 276Q RETA Y 17009 , RETAIL READ 8FGCU257FBCU25 147V MAST 66264 7FGCU60 4 way U257FBC 30 7FGU stage mast, 147V MAST CARR INSP 4174 Paper LPG, 188 3 R 2214-8D B SSFP 89” 7FGU32-6 Long Reach LOADLIFTE 219 RENT hydraulics. opening, CHASSIS ONLY —24”-60” n lights, IL READY A 2915 Roll Clamp 7FGCU15 27X48 RETA 5 combinatio rear 6137 , EZ pedal 7FGCU15, strobe light, 7HBE30 back up alarm tires. 1293 arking 7HBE30-3 ent Equipm Serial No.

PDS

nsider Steps to co ancing n regarding fi

t!

en us differ

2009 2009 2009 2000 2007 2007 2009 2009 2009 2007 2006 2003 2005 2007 2005

• Weekly newsletters • Facebook updates

ort d Davenp Contact Te avenport@SSTLift.com

non-m

45 • TD

800-226-23

• Website exclusives

60

7FGU 188 3 stage capacity, LPG, 13,500lb. shifter, front forks, side up alarm, mast, 48” n lights, back solid combinatio dual drive, strobe light, NEW! READY FOR tires. pneumatic DELIVERY! IMMEDIATE Palmbay Dr. St. 11000 , FL 32824 115 S. 78th 33619 Orlando Tampa, FL

Highway 5127 Recker 33880 FL Winter Haven,

St. 560 Cynthia FL 32254 Jacksonville,

lia Ave. 1623 N Magno Ocala, FL 34475

orth Rd 7565 Chatsw GA 31820 Columbus,

Ave. 4700 Pio Nono 31206 Macon, GA

mag.com

ss Parkway 1865 Busine 31601 Valdosta, GA

September

2014

5

www.MHW

2014

www.MHW

m o c . g a m W H M . w w w 38

www.MHWmag.com

September 2014


Paint Yourself Out of a Corner

Cheap replacement wheels and tires for electric lift trucks can paint you into a corner with higher operating costs and more down time. Don’t let cheap prices tempt you. You do get what you pay for. Guaranteed life and lower costs! Test our polyurethane wheels and tires against your current brand. Calculate your total cost per hour, and if Thombert is not lower, you get your money back. It’s that simple.

The Lowest Cost

800.433.3572 | www.thombert.com

www.MHWmag.com

September 2014

39


New Products

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.

www.stanleyvidmar.com

www.hannibalrack.com

Haver Filling Systems adds palletizing to full line of bulk material bagging equipment

USED AND NEW MATERIAL HANDLING EQUIPMENT

melmor

Associates, inc.

melmor

“World’s Largest Material Handling Distributor”

Since 1963 Associates, inc.

“World’s Largest Material Handling Distributor”

• •  •  • •

• Steel Containers Wire Baskets Since 1963 Hoists Wire Baskets Steel Containers Hoppers •  Self Dumping Baskets  Dumping Steel Containers Wire Hoists Self Hoppers •  Shop Pans Pallet Racking  Self HoistsPallet Racking  Shop PansDumping Hoppers • Warehouse Carts Conveyor Racking  Shop Pans PalletConveyor  Warehouse Carts • Plastic Containers Rolling Ladders Conveyor  Warehouse Carts

Rolling Ladders

Plastic Containers

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

40

www.MHWmag.com

September 2014

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 info@tradingpoint.biz www.MHWmag.com

September 2014

41


New Products

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.

www.MHWmag.com • toll free: 877.638.6190 e-mail: circulation@MHWmag.com

42

www.MHWmag.com

September 2014

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


New Products

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.”

www.fsip.biz

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.

www.fontainecouplingsolutions.com

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

www.emersonindustrial.com

www.MHWmag.com

September 2014

43


New Products

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

44

www.MHWmag.com

September 2014


**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 $

10,50 0

2007 YALE GLC050VXNVRE083

10,50 0

11,90 0

238” FSV Mast, Hours: 5,000

3 UNITS IN STOCK

7,70 0

$

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

11,90 0

FORKLIFTS & NARROW AISLE EQUIPMENT

TELEHANDER

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

SPOTTER TRUCKS

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

Hours: 600

Hours: 6,800

2004 Toyota 7BRU23, 3,000 Lbs. 36V, 300” Mast, S/S

1.866.506.2200 • omsh@shoppas.com 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

September 2014

45


New Products

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 • amsconco@aol.com

Call 803-548-6707 46

www.MHWmag.com

September 2014

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 info@jamco1.com www.jamco1.com


YOUR MATERIAL HANDLING

SOURCE DIRECTORY

For a direct link to these websites, visit www.MHWmag.com and click on the corresponding display ad under the category you are browsing.

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

E Powered Industrial Trucks E Rack/Shelving E Rentals E Repair Services E Robots, Automated Equipment E Safety Products E Seats E Storage Equipment E Sweepers Scrubbers & Brushes E Tires/Wheels E Training Education/Assoc. E Transportation & Hauling Equipment E Warehouse Management

E Mechanical Power Transmission Equipment E Non-Powered Floor Equipment & Access. E Other E Overhead Lifting Equipment & Access. E Packing And Equipment E Pallet Jacks E Plant Facilities Equipment E Parts E Plant Yard Equipment

E BATTERY/CHARGERS

E ALLIED PRODUCTS

GET THE TOTAL PICTURE

Sentinel has the right convex mirror for you.

Campus Crafts

160 Murray St., Rochester, NY 14606 1-(800) 733-6780

1.877.422.9797 www.xtrapowerbatteries.com

www.campuscrafts.com

E ATTACH. & ACCESSORIES • Pallet Truck Modifications • Turret Mast Attachment • Mechanical Attachments • Special Design Request and Much Much More...

E CONTAINER STORAGE E Container Options • • •

www.superioreng.com

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

E BATTERY/CHARGERS

www.grindstaffengines.com • rick@grindstaffengines.com

www.tvh.com (800) 255-4109 Reman Engines/Gas, LP, CNG, & Diesel

www.MHWmag.com

800-447-3967 www.charnor.com September 2014

47


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

E Tires/Wheels

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

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: avtsales@avt.us

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

www.tvh.com

800 Trucks In Stock

All Makes and Models Chicago and California Stock

(800) 255-4109

ATLAS INTERNATIONAL LIFT TRUCKS

E Manufacturer/Suppliers (New)

5050 N. River Road • Schiller Park, IL 60176 (847) 678-3450 • Web: www.atlasd2d.com

www.tvh.com

E RACK/SHELVING

(800) 255-4109 E Manufacturer/Suppliers (Rebuilt)

Dealer Only Quick Ship Pallet Rack

www.NAWLUSA.com

Reman Engines, Transmissions, Drive Units, Steer Axles, Steer Gears & Differentials

800-447-3967 www.charnor.com

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

48

www.MHWmag.com

September 2014


E RACK/SHELVING E Label Holders

E SAFETY PRODUCTS

GET THE TOTAL PICTURE

Sentinel has the right convex mirror for you.

Campus Crafts

LABEL HOLDERS DON’T COST- THEY PAY! www.aignerlabelholder.com 800.242.3919

160 Murray St., Rochester, NY 14606 1-(800) 733-6780

www.campuscrafts.com

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

FAX 800-909-4938

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

E TIRES/WHEELS

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

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: avtsales@avt.us

...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 Transmissions

Industrial Tire

www.continental-specialty-tires.us

E TRAINING EDUCATION/ASSOC E Aftermarket Reman Transmissions, Drive Units, Differentials & Torque Converters

800-447-3967 www.charnor.com

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: amsconco@aol.com

E SAFETY PRODUCTS

www.tvh.com

E TRANSPORTATION & HAULING EQUIP. Phone: 508.991.6660

(800) 255-4109

Fax: 508.991.7330 rich@rldtrans.com • erin@rldtrans.com • debbie@rldtrans.com

www.rldtrans.com

www.MHWmag.com

September 2014

49


www.superioreng.com

Advertiserâ&#x20AC;&#x2122;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

www.MHWmag.com

September 2014


Take the pain out of YOUR supply chain. Join the Rhino Team! Take the pain out of YOUR supply chain. Join the Rhino Team!

Rhino Rubber, LLC is a global distribution company that provides quality industrial tire products and services. We are looking for dealers and distributors to be a part of the Rhino team that represents “Excellence in Service” Rhino Rubber, LLC is a global distribution company that provides quality industrial tire products and services. with a commitment to the principles of continuous improvement, quality and competitive products. Our team will We are looking for dealers and distributors to be a part of the Rhino team that represents “Excellence in Service” take the “pain” of the supply process. with aout commitment to thechain principles of continuous improvement, quality and competitive products. Our team will take the “pain” out of the supply chain process.

Join the Rhino Team.

RhinoaTeam. Contact usJoin todaythe to become Rhino dealer or distributor. Move it exclusively…Move it on Rhino. Contact us today to become a Rhino dealer or distributor. Move it exclusively…Move it on Rhino.

Easy toBeat. Beat. Easyto toFind...Tough Find...Tough to

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


SUPPORT WORTH CELEBRATING!

www.tvh.com | www.irmn.com

Socialize with us today and enjoy our exclusive deals.


September 2014