Material Handling Wholesaler October 2015 by Material Handling Wholesaler

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October 2015

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October 2015 • Vol. 36 No. 10

16 36 38 44

Photo courtesy Warehouse1

Cover Story Women add new perspective to industry

Mary Glindinning

Columns Aftermarket

Human Element

Sales Trends

Service, the dealership’s last profitable frontier!

Caliper Corp

Art Sobczak

Your Business Eileen Schmidt Logitrans A/S on a good path after 75 successful years

Industry News 26 Industry Insights

Reader Resources 28 Classified

Kathy Regan Editor

dmillius@MHWmag.com acoffman@MHWmag.com editorial@MHWmag.com

Valerie Vorwald Graphic Designer

Whose language are you speaking?

20 Nuts & Bolts

Dean Millius General Manager/Publisher Alva Coffman Account Executive

How leaders grow: a framework for action

54 Source Directory John Walker

Garry Bartecki

Let’s take a look at forklift history

30 Shifting Gears

Annual Salute to Women in Material Handling

Bottom Line

art@MHWmag.com

Material Handling Wholesaler: (ISSN # 2155-3467) is published monthly for new and used equipment dealers, equipment manufacturers, manufacturer’s reps, parts suppliers, and service facilities serving the material handling industry. Editorial opinions expressed herein are the author’s and do not necessarily reflect the opinions of Material Handling Wholesaler. All material contained herein is protected by copyright laws and owned by Specialty Publications International Inc.

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Cover Story Mary Glindinning

Women add new perspective to industry

The women of Warehouse1 include (left to right) Myra Struchtemeyer, Char Norman, Laura Keene.

Once women walk in the office door or drive on to the warehouse dock, they find a home in material handling. While still staffed by more men than women, material handling is an industry where women can have a career. Those who find a place in the industry tend to stay. Some women come into material handling through family connections, some through college programs, some deliberately and some by accident. While Melinda Laake, manager of enterprise solutions for Raymond Corporation, did not start out in material handling, “for me, it was a natural career progression. I started out as an industrial engineer, and became a manager. When I got out of school, I was actually working for an airline.” With transportation and management in her background, her path to material handling was paved. She notices no reaction to her gender at work. “There are certainly more men than women in the material handling

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October 2015

industry. But over the last years, I have definitely seen more women come in,” and those women are working in many aspects of material handling. “I also see women in leadership roles, where they bring to the conversation things that might haven’t been brought in before,” because of diverse backgrounds and perspective, Laake said. “I think material handling is very complimentary to other industries. It affects the bottom line of corporations, with justin-time warehousing and e-commerce. Material handling is ever evolving. I’ve seen dramatic changes, and changes are happening more quickly. It’s a very understated industry. A lot of people don’t understand the complete impact of material handling,” Laake said. “For me, it’s been very rewarding. I’ve been given the opportunity to influence a lot of changes.” Brooke Bartlett, of United Material Handling said “I have seen a growing number of women in our industry, especially in the managerial and the sales roles.” And there is room for

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Cover Story more, she said. “In my opinion, the material handling industry has been largely run by men, and if companies want to attract more women to join their team, they need to start by recruiting and training women in the positions they would like to fill. Cultivating current employees to the culture of equality in the workplace is also key. In order to attract and keep women in the workplace, the rest of the team must provide a welcoming atmosphere and management needs to promote equally within the company regardless of man or woman,” Bartlett said. “I started in the material handling industry in the accounting department and was mentored and taught the material by my

boss. I transitioned into dealer sales and eventually into the Controller position. After five years in the industry, my partner and I started United Material Handling where I help oversee all functions of the business,” Bartlett said. When Liz Martin’s husband was working for an appliance company, he needed something to cover the wheels of hand carts so they didn’t mark floors. Using a pair of shoe covers didn’t work, because they kept coming off. So she made a tire cover, and TireBooties.com was born. Other products followed. She has noticed no reaction to her gender, but does notice more men than women in the field. “Women are very capable of handling anything with material handling,” she said. Being detail oriented, knowledgeable and confident are assets. “Once they get in there and get going, believe me, these girls fly,” Martin said. For the number of women in material handling to increase, it will take “open minded businesses that are willing to hire women in a traditional male industry and encouraging those women to use their bright minds whether that is in sales, warehouse, marketing, freight or accounting,” said Char Norman, contracts manager for Warehouse1. The number of women “seems to be declining, but that could be just from my perspective. It is interesting though when women work together – the amount we can accomplish together is spectacular in the right setting,” Norman said. “Men are from Mars and Women are from Venus, right? So a female perspective can sometimes (at least) create an environment by which we can look at the industry through different eyes. Women also tend to be great mentors, with patience and acceptance of a lot of people and situations. Women have lots to say so … Don’t be afraid to say it! This industry is and can be a very exciting one to be in. Make the most of thinking about things from every angle and creating an impact,” Norman said. Myra Struchtemeyer, accounting specialist at Warehouse1, said women with ambition, drive and confidence add to the industry, and bring “a totally different perspective as well as more patience to convey information.” Women need to feel welcome in the industry. “We need to make the industry more appealing to women,” said Laura Keene, We Salute Our Women in Material Handling: business development associate for Warehouse1. Back Row - Myra Struchtemeyer, Laura Keene, Judi Petersen, Grima Chavarkar “When you first come to any material handling Front Row - Fay Byrd, Mary Lou Jacoby, Jill Walter, Char Norman company, you can tell immediately that it is a predominantly male environment and that 25+ Acres of In Stock Material is always intimidating. What women do not realize is that it takes a certain individual male 25+ Years Design & Installation or female to work in the industry and we need Call Us Today - 800.946.8731 to get that out there.

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October 2015

Cover Story “What I do notice from my work with other vendors and end users is that once a woman gets her foot in the door and finds her place they tend to stay and do well,” Keene said. “Women bring a new view and look to things, men can be very make it work and if doesn’t work, work harder not smarter. Women have the ability to step back and see things from a different light. We also tend treat everyone as equals and not deliver harsh criticism. “Logistics and material handling are something that this world is always going to need, so if you enjoying putting puzzles together and do not mind getting dirty in the mix then jump in this industry. It is ripe for the taking and I think we are going to see a lot more successful females down the road.” MHEDA is starting a group for women in the industry. “We have a group of women who are MHEDA members serving as an ad hoc steering committee to get this initiative underway and right now, we are developing a mission statement,” said Liz Richards, executive vice president of the Material Handlers Equipment Distributors Association. Planning for the group is in its very early stages, but it will be a forum for women in the industry to share best practices, provide mentoring services and network. MHEDA hosted a breakfast meeting at its annual convention to gather feedback from women in the industry, offered roundtables at its Emerging Leaders Conference so women could discuss their experiences, and launched “Women in Industry” MHEDA-NET groups to provide networking opportunities. Mary Glindinning is a freelance writer who has worked at daily and weekly newspapers for more than 20 years. She lives in rural Shullsburg, Wis. E-mail editorial@mhwmag.com to contact Mary.

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Annual

Salute to WOMEN in the

Material Handling Industry

Brenda Harrison, Senior Project Account Specialist – AK Material Handling Systems Celebrating my 26 year with AK Material Handling Systems I enjoy and take pride in knowing I have the knowledge and expertise in helping our customers start and complete our projects down to the very last detail. Our industry is changing daily and it’s important to stay up on the latest technology and building codes to make sure no details are missed. I love every minute of it! th

Tessa Peterson, Staff Accountant – AK Material Handling Systems As a Staff Accountant for AK Material Handling Systems, and my first job after I obtained my degree, it is exciting to see the accounting world in action. Together I work with our controller to make sure the details, of almost everything, are correct. I also love it because there is always something new to be learning and doing.

Victoria Vayle, Office Supervisor and Dispatcher – Atlanta Forklift Sales & Service, exclusively Vmax Forklifts America Victoria has two years of service with the company and maintains a bachelor’s degree in business management and associates degree in executive administration. Her daily tasks include servicing our constantly growing client base in Metro Atlanta including fleet management of Wal-Mart and several other retail giants and sales of our comprehensive forklift range with Vmax Forklifts America. www.vmaxforkliftsamerica.com www.atlforklift.com

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October 2015

Rita Huber-Germscheid, Controller – AK Material Handling Systems Celebrating my 10th year at AK Material Handling Systems, Inc., I recognize the daily details of my role as Controller combined with the challenge of multiple locations, can only be performed successfully with the great support of my co-workers and high-end technology. The opportunities provided me and the flexibility in my job makes working at AK Material Handling Systems, Inc., enjoyable and fulfilling.

MHEDA Salutes Women in Industry The Material Handling Equipment Distributors Association (MHEDA) is t to salute the many women who work in the material handling industry. We are working on creating a new initiative to serve these women and hosted our first “Women in Industry” breakfast (pictured) at our 2015 Convention. We look forward to working with women and providing education, networking and career development opportunities. Call MHEDA at 847-680-3500 if you want to learn more.

Jackie Marchisin, Pallet Rack Specialist – Wholesale Pallet Rack Products As a Pallet Rack Specialist for WPRP, I am excited to work with our distributors to help them provide optimal solutions to their customers. Our resources allow us to choose from different quick ship locations and manufacturers, so we have many options available to us. This makes it easy to ensure our customers have a positive buying experience. And this in turn makes me proud to be a part of the WPRP Team!!

Renee Bittner, Business Partner – Forklifts Inc. Renee Bittner of Forklifts Inc (Columbia, SC) has over 30 years of industry experience and 27 years as a business partner. She has been instrumental in the growth of parts sales. When asked for her forecast of 2015 and beyond, she stated, “Our business was up 25% in 2014 and we have exceeded our best year ever in parts by August of this year so I would say our prospects are quite rosy.” I feel, in the parts business, if you take care of your customer’s needs in their time frame at a reasonable price, they will continue to come back.

Elizabeth Nickey, Customer Service Supervisor – Flight Systems Industrial Products Elizabeth joined FSIP in 2010 as a customer service representative and was recently promoted to customer service supervisor. Her primary focus is making sure that FSIP customers get superior service. She guides a great team of customer service representatives to assist customers with orders, quotes, inquiries and information related to our products and services offered.

Nicole Wilson, Office Manager, Accounting Department, Columbia Operations – Material Handling Solutions, Inc. Forklifts, Inc. Nicole Wilson celebrated 5 years of service recently with Forklifts Inc. (Columbia, SC). Jack Bittner, President, states, “Nicole has done what it takes to be my right hand person. Being forced to learn, in a short period of time, what was needed to run a forklift dealership, she stepped up to the plate and took charge. We feel extremely lucky to have this talented young women backing us up. She has created a smooth running cohesive work environment for everyone.”

Morgan Kurtz, Business Development Manager – Flight Systems Industrial Products Morgan joined FSIP in 2013. As Business Development Manager, she manages several key areas of our business including the sales team, customer service department and new product development. She works closely with our engineering department to determine what products will be released into our remanufacturing program. She is responsible for determining stock levels of new products to ensure that we always have what our customers need. In addition, Morgan provides our employee and customer product training.

Linda Anlauf, Pallet Rack Specialist – Wholesale Pallet Rack Products As a Pallet Rack Specialist at WPRP, I find it extremely rewarding to work with our distributors. I am happy to be a part of our WPRP education video series “Would You Like Fries with That?” and am passionate about staying in touch with the industry through social media. I value the partnerships made over the years and look forward to meeting up with material handling peers during trade shows, MHEDA events and through the “Pacesetters” and “Women in Industry” MHEDA Net groups.

Stephanie Thompson, Social Media Coordinator – Wholesale Pallet Rack Products My role as Social Media Coordinator with WPRP allows me to creatively interact with businesses through social media. My job is fun, challenging and always evolving. As a contributor to the WPRP Blog, I am continually learning about the Material Handling Industry and that’s the best part of my job!

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October 2015

Sandra Talbot, Staff Accountant – Kardex Remstar Inc.

Katie Doucette, Receptionist – Kardex Remstar Inc.

Sandra has been a staff accountant at Kardex Remstar for nearly 3 years. Coming from the plumbing and heating industry, she is finding the material-handling world new and interesting. She assists the controller with monthly accounting functions for Kardex Production USA.

Sara McMurray, Sales Director – Flow-Rite Sara McMurray, sales director for Flow-Rite, oversees the global sales strategy for the company. Beginning her material handling career in 2013 as Flow-Rite’s central regional manager, she has been integral to process and software improvements. “I truly believe in the products that we manufacture and relish hard work,” says McMurray.

As receptionist, Katie is often the first point of contact for Kardex Remstar, greeting customers and vendors with a friendly voice and up to date information. She also assists with creating extended warranty, hardware and software contracts for the service group and processing machine orders for the order management group.

Reva Bily, President – West Point Rack As president, Reva is involved in every aspect of West Point Rack, including configuring and pricing quotes, purchasing steel and, as she puts it, “doing whatever it takes to get the job done.” Her primary goal is “to support our dealers, satisfy their customers, earn trust and be the vendor of choice for rack products and racking systems.”

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Aftermarket John R. Walker

Service, the dealership’s last profitable frontier! Throughout the last two centuries, we have all heard comments about man’s last remaining “frontier” ... outer space, the oceans’ depths and the third world countries. For the equipment dealer, one of the last remaining frontiers for profit is the dealership’s service department. For those dealers who still believe you can’t make a profit in your shop, stop right now! If you believe there is no way to be profitable in your shop, you will be wasting your time reading this article. Unless you are a rental operation, we contend that half the battle is a true belief that the opportunity exists to make a profit in any service department. Year-after-year we continue to study the Cost of Doing Business Studies for all types of equipment dealerships. Year-afteryear we continue to see average shop losses running in the area of six figures and we continue to ask why? Is it because the typical dealer’s background is sales oriented? Is it because the manufacturers typically neglect to encourage their dealers to market their service? Is it because too many dealers take a negative approach to increased service sales, i.e., the need to hire more technicians who will need expensive training, or have to increase the overall size of the dealership, and have to market the dealership’s service with the same enthusiasm and intensity that is required in marketing equipment?

We can continue to think negatively about our service department opportunities or we can do the reverse and take a completely positive attitude toward service. It is the equipment dealer’s last opportunity for (extremely) high profitability. How many times have you heard yourself or your fellow dealer make a comment such as: Margins are declining dramatically on our equipment and now the manufacturers are cutting our parts margins and there is absolutely nothing we can do about it! Within the last frontier of profit opportunity, your dealership can control its own destiny! It is your decision to do so! Make up your mind as to whether or not the glass is half empty or half full! It is time to wipe out the red ink in your service department and improve the dealership’s overall profitability. Here are some specific steps to consider in order to create your dealership’s turn around. 1) Set up your shop as an individual profit center, a department that covers all of its expenses and has a chunk left over for the dealership. 2) Eliminate all of your shop internals, most internals are nothing more than sales discounts anyway. Discounts which the sales department did not earn. 3) Look at your shop’s percentage of contribution to total dealership sales. Whatever it is, determine what is needed to increase this contribution by 5% to 7%. 4) If your shop is not flat rate, consider doing so. 5) Analyze your shop and individual

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Aftermarket technicians Service Billing Efficiency. Determine your percentage number. Whatever it is: 60%, 65% or even 70%, figure out a specific increase for the coming year. See what a minimum of 5% improvement would do for your overall profitability. 6) Figure your Service Gross Profit. If it is running at 50% to 55%, figure out again your increased profitability of an additional 5% to 10%. 7) Last but not least, if again you are not interested in flat rate, take a long hard look at your hourly labor rate. Don’t look at your labor rate through the eyes of the sales department. Don’t look at it from the standpoint of what is being charged down the street. Look at your own labor rate on the basis of what you must charge to make an acceptable profit on your overall shop investment. Any shop is labor intensive and generally most shops employ more personnel than any other department within the dealership. Personnel costs and expenses have a tendency to increase 90% faster than other dealership expenses. You can be assured the government will see to it that this will continue into the future. Equipment dealers will be paying a premium for qualified technicians both now and in the future. It is already a situation of supply and demand. If your labor rates do not increase accordingly, how will you cover the cost of increased technician’s wages? Most equipment dealers today are out of line with other segments of the business world as far as labor rates are concerned. Consider the plumber or the computer service technician. Look at the equipment your technicians are servicing. With every passing year this equipment gets more and more technical and complicated.

Plan your labor rate increases. Why not consider something simple like a $4.95 an hour increase every six months? Sound reasonable? Many equipment dealers raise their labor rate only every three years. It is far better to do it on a quarterly or semiannual basis than it is to make a $15 to $20 dollar increase after five years of no increases after suffering a tremendous loss of profitability over those years. Whether your dealership is a million dollar operation or a multi-million dollar operation, the ideal situation involving the seven changes mentioned is that in all of the seven changes, additional expenses can be kept to a minimum. By doing this additional profitability drops to the bottom-line of the dealer’s financial statement. Very few changes in a typical equipment dealership can have this overall dramatic effect upon any dealership’s profitability! Can these changes be made painlessly and without a whole lot of additional effort? Certainly not! The changes will require dedication and commitment right from the top. The changes will also require a truly professional service manager, a manager capable of planning the details and achieving results. So what would be the results if all of the seven areas of improvement were accomplished? Our readers total dealership sales will run from a relative small outdoor power operation with a million dollars in sales to an equipment mega dealership of over $500 million in sales. Do the math on your own dealerships financial statement and observe the results. If your dealership last year had total sales of $10,622,648 and service accounted for 6.8% of your total sales, service sales

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October 2015

Aftermarket would be $722,340. If your gross profit were 45%, you would have gross profit dollars of: $325,053. If you increased service sales by a mere 10% of total dealership sales, you would have service sales of $1,062,264. If at the same time, you pushed your overall margins up to 50%, you would then have a service gross profit in dollars of $531,132 or an increase of $206,079 in gross profit dollars. That is certainly one method of improving your shop’s profitability. Let us assume the same dealer had 12 technicians working 8 hours a day, 5.5 days a week, times 52 weeks a year, this gives the dealer 27,456 paid out hours a year. Multiply this by the dealers $45.00 hour labor rate and we have an ideal potential service billing of $1,235,520 versus his original service sales (from the financial statement) of $722,340 which equals a 58% Service Billing Efficiency. Assume this service department raised their Billing Efficiency by 5% to 63%, while at the same time raising their labor rate by $5.00. Now what happens on the same amount of total billable hours: 27,456? 27,456 multiplied by the new labor rate of $50.00 gives the dealer potential labor sales of $1,372,800. The new billing efficiency is 63% and therefore, the department through improved efficiency and an increased labor rate has increased service sales to $864,864, or an overall increase of $142,524. These are simple financial exercises to illustrate the typical equipment dealer’s potential service opportunity. Your dealership

can, and should, eventually accomplish all seven steps, but as you can see from the two examples, achieving three or four of the objectives or a combination of the objectives can be extremely profitable for any operation. Become a pioneer in this century. Head out for the new frontier and increase your profitability accordingly. It certainly can be accomplished if the commitment is made. Things that do not change will remain the same! Key, if you are to be a “player” on the frontier of successful service sales, it depends on how you market your service. Over the past five years we have written numerous articles covering this particular topic. We have also written the manual entitled: Service Marketing. This 68 page manual covers everything you need to know in order to increase your marketing of service. Hundreds of dealers have greatly increased their service sales by reading and implementing the best practices offered by reading this manual. It can be ordered by emailing us at: amsconco@aol.com. You will be invoiced $16.95 an amount you can pay by check only if you are satisfied with the contents, once you receive the manual by email. Please provide us with your name, title, dealership name and line of products. Your satisfaction is guaranteed. John R. Walker is president of Aftermarket Services Consulting Co. Inc. E-mail editorial@mhwmag.com to contact John.

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October 2015

Bottom Line Garry Bartecki

Let’s take a look at forklift history “Thought we could take a trip down memory lane this month. If you have been involved in the industry as long as I have you will find yourself reminiscing about the various OPM’s, dealers and products in the Industry M&A History that follows. Have fun and if you have any comments send them along and I will follow up next month.” Historical data courtesy of Marcel VandenTop, Intella Liftparts.

Forklift industry merger and acquisition history August 14, 2015 From the very start, the forklift industry has been riddled with various mergers, buyouts, collaborations, and acquisitions. This can make it confusing to keep track of OEMs when ownership of a forklift brand is constantly changing. Check out this timeline of the history of the major manufacturers in the forklift industry to help you make sense of your products. The 1800s • 1868 Yale: Yale Lock Manufacturing Co. (USA) is formed, later becoming Yale and Towne Manufacturing Co. • 1890 Caterpillar: Caterpillar (USA) is founded by Benjamin Holt and Daniel Best. • 1896 Doosan: The Doosan Group (South Korea) is founded.

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• 1898 Baker: Baker Motor Vehicle Co. (USA) is founded to build electric cars. Soon, Baker increases its product line to include electric load trucks. 1900 – 1920 • 1901 Allis-Chalmers: The Allis-Chalmers Company (USA) is founded. • 1903 Allis-Chalmers: Allis-Chalmers acquires the Bullock Electric Company. • 1907 Linde: The Linde Air Products Company (Germany) is established. • 1917 Komatsu: Komatsu Iron Works (Japan) is established, later becoming Komatsu Ltd. In 1921. • 1919 Clark: Clark Tructractor Company (USA) is established as a division of the Clark Equipment Company. • 1919 Towmotor: Towmotor Corporation (USA) is founded. 1920 – 1940 • 1920s Hyster: Hyster’s (USA) parent companies, Electric Steel Foundry and Willamette Iron & Steel Works, are established. • 1920 Mitsubishi: Shibaura Works of Ohte-Shokai K.K. is established as a subsidiary of Mitsubishi Shipbuilding Co., Ltd., which eventually becomes Mitsubishi Heavy Industries, Ltd. (Japan). • 1922 Raymond: Raymond Corporation (USA) is formed. • 1929 Linde: Linde takes over Güldner-MotorenGesellschaft, a German engine and tractor manufacturer. • 1930s Yale: Yale acquires BKS forklifts in Germany. • 1934 Hyster: Electric Steel Foundry and Willamette Iron & Steel Works have combined into Willamette Hyster Company and an early straddle-carrier forklift model is produced. 1940 – 1960 • 1942 CESAB: CESAB (Italy) is founded. • 1943 Cascade: Cascade Manufacturing Co. (USA) is founded. • 1944 Hyster: Willamette Hyster Company is renamed Hyster Company. • 1945 Crown: Crown Equipment Corporation (USA) is founded. • 1946 BT: BT Forklifts (Sweden) is founded. • 1947 Hyundai: The Hyundai Group (South Korea) is founded. • 1949 TCM: Toyo Carriers Manufacturing Co., Ltd. (Japan) is founded. • 1950 Prime-Mover: The Prime-Mover Company (USA) is founded by the Home-O-Nize Company of Iowa. • 1952 Komatsu: Komatsu acquires Ikegai Automobile Manufacturing Co. and Chuetsu Electro Chemical Co.

Bottom Line • 1952 Mitsubishi: Mitsubishi is renamed Mitsubishi Nippon Heavy-Industries, Ltd. • 1953 Jungheinrich: Establishment of H. Jungheinrich & Co. Maschinenfabrik (Germany). • 1953 Allis-Chalmers: Allis-Chalmers acquires the Buda Engine Co., adding diesel engines to its product line. • 1956 Toyota: Toyota Motor Corporation (Japan) introduces its first forklift model, the LA 1-ton truck. • 1956 Towmotor: Towmotor acquires Gerlinger Carrier Company. • 1957 Nissan: The first Nissan (Japan) forklift is produced. • 1958 Heli: Anhui Heli (China) is established 1960 – 1980 • 1960s Doosan: Korea Machinery Co., Ltd. begins importing forklifts as part of a national machinery expansion project. • 1962 Halla: Hyundai International Inc. is founded. • 1963 Yale: Yale merges with Eaton Manufacturing. • 1963 Towmotor: Towmotor acquires Ohio Gear Company. • 1965 Caterpillar, Towmotor: Towmotor becomes a wholly owned subsidiary of Caterpillar Tractor Company. • 1970 Komatsu: Komatsu America Corp. is established in the U.S. • 1976 TCM: TCM America (MBK), Inc. is established. • 1976 Doosan: Korea Machinery merges into Daewoo Heavy Industries Ltd. • 1977 Baker, Linde: Linde acquires Baker Material Handling Corporation.

• 1978 Halla: Hyundai International Inc. is rebranded as the Halla Group (South Korea). 1980 – 2000 • 1980s Allis-Chalmers: Allis-Chalmers begins selling off some of its subsidiaries in the face of rapid economic change. • 1980 Hoist: Forklift Exchange is founded in the suburbs of Chicago, IL. • 1984 Hyster: Hyster Company is acquired by ESCO Corporation. • 1984 Linde: Linde acquires Fenwick, the largest French lift truck manufacturer. • 1985 Yale: Yale is acquired by NACCO Industries, Inc., and Yale Materials Handling Corporation is established. • 1985 Komatsu: Komatsu America Manufacturing Corp. and Komatsu America Industries LLC are both established in the U.S. • 1986 Cascade: Cascade forms a joint venture with Xiamen Forklift Company of China (Xiamen-Cascade Corp., Ltd.). • 1988 Toyota: Toyota Industrial Equipment Manufacturing, Inc. (TIEM) is established in Indiana as a joint venture with Toyota Motor Corporation. • 1988 TCM: TCM Manufacturing USA, Inc. is founded. • 1988 Prime-Mover: Prime-Mover is acquired by BT Industries AB of Sweden. • 1989 Hyster: Hyster Company is acquired by NACCO Industries, Inc.

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Bottom Line • 1989 Linde: Linde acquires Lansing Bagnall, a British forklift manufacturer. • 1992 Yale: Yale Europe Materials Handling is established. • 1992 Caterpillar, Mitsubishi: Caterpillar and Mitsubishi Heavy Industries together form Mitsubishi Caterpillar Forklift America, Inc. (MCFA). • 1993 Nissan: Nissan Forklift Corporation North America is established. • 1993 Komatsu: Komatsu Cummins Engine Co., Ltd. and Cummins Komatsu Engine Company are established in Japan and the U.S., respectively. • 1994 Hyster, Yale: NACCO Materials Handling Group, Inc. (NMHG) is established. • 1994 Hoist: Forklift Exchange acquires Silent Hoist and Crane, a Brooklyn-based company. It is rebranded as Hoist Liftruck Manufacturing, Inc. (USA). • 1995 Toyota: Toyota Industrial Equipment, S.A. (TIESA) is established in France as a joint venture with Toyota Motor Corporation and Manitou B.F. • 1997 BT, Raymond: Raymond Corp. is acquired by BT Industries AB for $353 million, and BT Raymond is established. • 1997 Halla: Halla collapses under the pressure of the 1997 Asian Financial Crisis. • 1998 Clark: Clark Material Handling Company acquires the Samsung Fork Lift Company of Korea. • 1998 Allis-Chalmers: The remaining Allis-Chalmers manufacturing companies are divested. • 1999 Allis-Chalmers: Allis-Chalmers officially closes its main offices.

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October 2015

2000 – Present day • 2000 BT, Toyota: Toyota acquires BT Industries AB of Sweden. • 2000 Komatsu: Komatsu establishes global collaboration with the Linde Group in manufacture and sales of lift trucks, agreeing to make Komatsu Forklift Co., Ltd. a joint venture between the two. • 2000 Komatsu: Komatsu acquires Hensley Industries, Inc. • 2000 CESAB, Toyota: Toyota Industries Group acquires CESAB. • 2000 Hoist: Hoist acquires Elwell-Parker. • 2001 Hoist: Hoist acquires Schreck and Autolift. • 2003 Clark: Clark Material Handling Company is acquired by Young An Hat Company of Korea. • 2005 Doosan: Doosan acquires Daewoo Heavy Industries. • 2006 Toyota: Toyota Material Handling Group (TMHG) is established. • 2006 Linde: Linde Material Handling breaks off from the Linde Group and becomes a part of the KION Group. The KION Group is then acquired by Kohlberg Kravis Roberts & Co. and Goldman Sachs Group Inc. • 2006 Prime Mover: BT decides to discontinue offeringPrime Mover brand • 2007 Nissan: Nissan Forklift acquires Atlet AB. • 2007 Komatsu: Komatsu Forklift Co., Ltd. is integrated into Komatsu Utility Co., Ltd. after Komatsu buys out Linde’s portion of the joint venture. • 2007 Doosan: Doosan acquires Bobcat USA. • 2009 TCM: TCM Corporation becomes a subsidiary of Hitachi Construction Machinery Co., Ltd. • 2010 Jungheinrich: Jungheinrich enters into an agreement with Mitsubishi Caterpillar Forklift America to supply narrow aisle and walkie equipment to the MCF USA network. • 2011 UniCarriers: UniCarriers Holdings Corporation (Japan) is established. • 2012 Hyster, Yale: Hyster-Yale Materials Handling, Inc. is established as an offshoot of NMHG (NACCO Industries, Inc.). • 2012 Nissan, TCM, UniCarriers: Nissan Forklift Co., Ltd. and TCM Corporation join UniCarriers Group. • 2012 Linde: Weichai Power becomes an investor in the KION Group. • 2012 Cascade, Toyota: Cascade is acquired by Toyota Industries. • 2014 UniCarriers: UniCarriers acquires Crepa B.V., a Dutch forklift sales company, and New England Industrial Truck, Inc. • 2015 Mitsubishi, UniCarriers: Mitsubishi Heavy Industries, Ltd. acquires UniCarriers in an attempt to compete with Toyota and the KION Group, the world’s top forklift manufacturers. This information was gathered from the histories published on the websites of the various companies included on the timeline. Supporting information was also found through news sites, like those linked in some of the information above. “My estimate is there will be three left standing ... what’s is yours?” Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.

www.MHWmag.com

October 2015

Nuts & Bolts

Acquisitions, expansions & other business news

Toyota expands manufacturing plant to support strategic initiatives

Terex and Konecranes to combine in all-stock merger

Toyota Industrial Equipment Manufacturing recently announced a new $16 million dollar expansion and building renovation at its forklift manufacturing plant in Columbus, Indiana. The expansion is designed to bring everyone together in one large space to enhance communication between associates, improve products and services, and provide a better experience for customers. Toyota plans to expand its new product development capability in the U.S.A. to improve support for the North American market. The 50,600 square feet addition will increase the total facility to 1.1 million square feet of manufacturing and support space. The new building and renovation will provide room to support human development activities, new manufacturing technology development, new product development, along with the companyâ&#x20AC;&#x2122;s Vision 2020 strategic initiatives. The expansion includes a two-story office building, a new cafeteria, a new storm shelter & locker room and expansion space for Toyotaâ&#x20AC;&#x2122;s on-site medical center for Associates and their families. The new building will also serve as headquarters for Toyota Material Handling North America, the North American division of Toyota Material Handling Group.

Terex Corporation and Konecranes Plc jointly announced that their respective Boards of Directors have unanimously approved a definitive business combination agreement and the resulting all-stock merger of equals. Konecranes and Terex will combine to create a single company with estimated pro forma 2014 revenues and EBITDA of $10.0 billion and $845 million, respectively. Upon completion of the transaction, Terex shareholders will own approximately 60% of the combined company and Konecranes shareholders will own approximately 40%. The new company will be named Konecranes Terex Plc and will be incorporated in Finland. The combination will bring together two complementary leaders in cranes, materials handling, and equipment servicing solutions to create a premier industrial company. The combined company is expected to create enhanced shareholder value in a variety of ways.

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October 2015

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October 2015

Nuts & Bolts

G.N. Johnston Equipment Co. acquires the Econo-Rack Group Inc. G.N. Johnston Equipment Co. Ltd., an authorized Sales and Service Center of The Raymond Corporation, announced it has acquired the assets of The Econo-Rack Group Inc. Econo-Rack became a wholly owned subsidiary of Johnston on Aug. 1, 2015. Econo-Rack is the leading Canadian manufacturer and dealer of racking and related material handling products and services. The company has eight locations, including a 210,000-squarefoot manufacturing facility in Brantford, Ontario. Combined, Johnston and Econo-Rack have more than $400 million in sales and employ 1,150 associates. This acquisition adds value for customers, both current and prospective, through expanded product offerings for diverse application and operational needs,” says Michael Marcotte, president and chief executive officer for Johnston. www.johnstonequipment.com

MHI and Mitsubishi Nichiyu Forklift to acquire UniCarriers Corporation Mitsubishi Heavy Industries, Ltd. (MHI) and Mitsubishi Nichiyu Forklift Co., Ltd. have jointly taken the decision to acquire 100% ownership of UniCarriers Corporation by purchasing all shares currently held by Innovation Network Corporation of Japan (INCJ), Hitachi Construction Machinery Co., Ltd., and Nissan Motor Co., Ltd. A contract on the transfer of the shares was concluded today. The transaction, if approved by the relevant authorities, will result in MHI and Mitsubishi Nichiyu Forklift holding respective stakes in UniCarriers of 65% and 35%. MHI, in its new three-year “2015 Business Plan” commencing in the current fiscal year, hoisted the strengthening of its global competitiveness through accelerated business expansion as one of the plan’s core policies. Acquisition of UniCarriers was decided in line with that policy. Mitsubishi Nichiyu Forklift, in its “Best Integration 2017” medium-term business plan that got under way in fiscal 2014, is looking to further strengthen its position in its industry as a leading company on global scale. The decision to acquire UniCarriers constitutes a central part of the company’s business strategies for achieving that goal. In today’s forklift industry, amid intensifying global competition scale expansion is becoming increasingly important for securing profitability. Scale expansion has also become indispensable in the realm of research and development, including new technologies, as the industry increasingly faces the need to respond to global environmental issues. www.unicarriersamericas.com

More Nuts & Bolts articles available on www.MHWmag.com 22

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MTConnect announces extension for Ideation Competition The deadline for the MTConnect Student Challenge ideation competition has been extended until December 15. In addition to allowing students more time to develop and submit their ideas, this also allows for more entries into the competition. The MTConnect Student Challenge seeks ideas and applications using MTConnect, an open, HTTP- and XML-based communications standard that fosters connectivity between manufacturing equipment and devices. Sponsored by the Department of Defense, The competition is open to all U.S. college students (undergraduate and graduate; university and community college) and is offering a total of $33,000 in cash prizes for winning submissions. “The goals of the MTConnect Student Challenge is to bring together the innovative and creative thinking from students with the needs of the manufacturing industry to develop breakthrough solutions that are easily applicable for manufacturers of all sizes,” said Douglas K. Woods, President of the MTConnect Institute and President of AMT-The Association For Manufacturing Technology. “Students benefit by developing relationships with companies as part of completing the challenge requirements – networking with a potential future employer and creating something for their professional portfolio. Manufacturers benefit by finding new ways to meet their challenges.” The MTConnect Student Challenge is broken into two competitions: Idea Creation and Application Development. www.mtconnect.org

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Industry Insight Data provided by EDA, a product of Randall-Reilly BY RANDALL-REILLY

Lift Truck Market Trends ach month EDA, a product of Randall-Reilly, provides a snapshot of industry data that’ll let you see E where buying activity has been, and forecast where it might be heading so that you can proactively stay in touch with the needs and habits of your market. Understanding how and where buyers have been spending their money can help determine the scope of consumer spending, project growth for a certain product line, or identify the signs of a future downturn.

Top 5 Equipment Buyers

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isplays the top five buyers nationwide for each of D EDA’s eleven industries, based on financing activity results added by EDA last month. The results are based on distinct serial numbers of sale and lease transactions for new equipment only.

isplays the top 20 lenders nationwide for each of D EDA’s eleven industries, based on financing activity results added by EDA last month. The results are based on all financing statements of sale and lease transactions for new equipment only.

43 31 12

Toyota Motor Credit Corp.. 478

GE Credit Corp....................13

Ells Fargo Bank.................... 227

Century Tokyo Lsg Usa..........10

Amarillo Cotton Whse. Lp Amarillo, TX Class 5 Cat Class 4 Cat

32 20 12

JM Eqt Co.............................80

GE Capital Commercial Inc.....9

Nissan Motor Accept Corp....78

Mfr & Traders Trust Co............9

Hansen Storage Co. Class 3 Class 2 Class 1 Class 4

Milwaukee, WI Nissan Nissan Nissan Nissan

27 18 5 3 1

De Lage Landen Fin Svc........51

5th 3rd Bank..............................8

M B Eqt Fin..........................43

Scott Fin Svc Llc.....................7

Wells Fargo Eqt Fin...............23

Bancorpsouth Eqt Fin..............7

Bank Of The West..................22

Clark Matl Hndlg....................6

Bee Sweet Citrus Inc. Class 1 Class 5

Fowler, Ca Nissan Nissan

25 13 12

Sterling Natl Bank.................16

BMO Harris Eqt Fin Co.........6

Farm Credit Lsg Svc Corp.....14

BBVA Compass Fin.................6

Pride Mobility Prods Corp. Exeter, Pa Class 2 Crown Class 1 Crown

24 21 3

Cheney Bros. Inc. Electric Lift Trucks - No Model Class 3

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Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/resources/industryinsight/lift-trucks.aspx

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October 2015

Shifting Gears

Industry personnel and organization news

ALL Carolina Crane & Equipment in Raleigh names new named General Manager

UniCarriers Americas announces winners of 2014 Aftermarket Excellence Awards

The ALL Family of Companies is pleased to announce that Rich Nomanson has been named the new General Manager of ALL Carolina Crane & Equipment, LLC in Raleigh, North Carolina. Nomanson has worked for ALL for 19 years — 15 as an operator and the last four as a foreman at the Rich Nomanson company’s Indiana-based Central Rent-aCrane, Inc. “Rich is a great fit to lead our growing operations in Raleigh,” says Michael Liptak, president of the ALL Family of Companies. “His many years of experience, his knowledge of our business and this industry will serve him very well in Raleigh. He overachieved when assigned to a lead role at a major customer in Indiana, one that required round-the-clock, on-site service. The hard work impressed everyone, as hard work always does. We congratulate him on his achievement.” As part of the ALL Family of Companies, Nomanson has spent the last two decades observing, learning and recording the day-in, day-out variances of crane performance. Few crane rental companies fully understand machine “behavior” like ALL does, because very few fleets compare in size and scope.

UniCarriers Americas Corporation (UCA) announced the winners of its Aftermarket Excellence Program (AEP) Awards for the past fiscal year, ending March 31, 2015. The AEP is designed to reward and recognize those dealers who have achieved the highest standards of aftermarket service. UniCarriers Americas dealerships that participate in the Aftermarket Excellence Program strive to achieve challenging performance standards across eight categories. Among them are business planning, employee competency and customer satisfaction. As a result, dealerships become more successful by providing their customers with skilled technical service, more efficient work order processing and billing, as well as higher overall quality products and services. UniCarriers Americas introduced its Aftermarket Excellence Program in 2014, replacing the Service Excellence Program that was established in 1995. With AEP, program requirements are even more challenging. The program incorporates comprehensive parts metrics, giving dealers the tools to create a foundation on which to build a solid aftermarket offering and strong parts and service teams. “It’s been proven that applying best practices in aftermarket excellence can produce higher profitability, greater market share and stronger customer retention,” said Josh Landreman, senior manager product support, UniCarriers Americas. “AEP provides UniCarriers brand dealers with measurable tools to implement a variety of principles covering technical training, customer service and parts growth practices. UCA will continue to identify areas for improvement and this year will be no different. With the help of AEP, UCA will work with dealers to achieve success through sustainable, profitable growth.” Dealers who exceled across all eight AEP categories were recognized for their efforts by achieving one of four award levels: Platinum, Gold, Silver and Bronze. * Indicates first-time participants in the Aftermarket Excellence Program that had not previously received honors in the Service Excellence Program.

www.allcrane.com

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October 2015

Platinum level: A.M. Davis, Midlothian, Va.* Buffalo Material Handling, Buffalo, N.Y. Carolina Material Handling, Greenville, S.C.* CFE Equipment, Richmond, Va. Darr, Houston, Texas J.M. Equipment, Manteca, Calif. New England Industrial Truck, Woburn, Mass. Power Machinery, Bakersfield, Calif. Quality Fork Lift, Shakopee, Minn. Sunbelt Industrial, Dallas, Texas

Shifting Gears Gold level: Capital Equipment, Hartland, Wis. Carolina Material Handling, Columbia, S.C.* CFE Equipment Corp., Jessup, Md. CFE Equipment Corp., Norfolk, Va. Equipment Inc., Jackson, Miss. Forklift Systems, Nashville, Tenn. Galeria, Monterrey, Mexico* J.M. Equipment, Fresno, Calif. J.V. Equipment, Edinburg, Texas K-Lift Service Company, Salinas, Calif. Lift Solutions, Omaha, Neb. Lift Truck Sales & Service, Knoxville, Tenn. M&L Industries, Metairie, La. MSB, Leon, Mexico* National Lift, Memphis, Tenn.* Nissan Forklift of Michigan, Grand Rapids, Mich. North Coast Lift Truck, Mentor, Ohio* Power Machinery, Oxnard, Calif. Select Equipment, Buena Park, Calif. Tri Lift, Greensboro, N.C. Silver level: Arpac, Calgary, Canada* B&H, Springfield, Mo. Bronze level: DiNissan, Bogota, Colombia* Fork Lift of Minnesota, Minneapolis, Minn. H&K, Coraopolis, Pa.* J.M. Equipment, Sacramento, Calif. Janssen, Santiago, Chile* Lift Solutions, Denver, Colo. Lift Solutions, Grand Island, Neb. Lift Solutions, Sioux City, Iowa Lift Solutions, Sioux Falls, S.D. Liftec, South Plainfield, N.J. LPM Forklift Sales, Bethany, Okla. Maquinanas, Lima, Peru* Mobinsa, Chihuahua, Mexico* Norlift of Oregon, Portland, Ore. Southland Equipment, Columbia, S.C.* Tampa Forklift, Tampa, Fla. Union Machinery, Union, Mo. Western Equip, Grand Rapids, Mich.*

TVH promotes Chris Aiello to Business Development Manager TVH in the Americas (TVH), provider of quality replacement parts and accessories for the material handling and industrial equipment industry, is proud to announce the promotion of Chris Aiello to Business Development Manager. In his new role Aiello will lead TVH’s Outside Regional Chris Aiello Managers to continue the growth of sales and customer experience. Aiello joined the company in 2012 and since that time has served as a Business Analyst and most recently as the Corporate Quality Assurance Manager. Prior to joining TVH, Aiello worked for five years for Equipment Depot, holding various positions including Service Manager. Aiello is a graduate of Northern Illinois University where he earned a BS in Marketing. “Chris is a great fit to take the lead in continuing the growth of our sales and customer experience,” said Cathy Diaz, US Sales Manager at TVH. “I am confident that Chris’s experience, dedication and leadership skills will ensure his success in this new role.” TVH has grown to become one of the most respected names in the material handling and industrial equipment industry. Our commitment to service, knowledge and product availability has made TVH a One-Stop-Shop for our customers and their industrial parts requirements. We offer more than 7.2 million products from 10 locations in the Americas. www.tvh.com

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October 2015

Shifting Gears

Combilift breaks ground on $45 million manufacturing facility

Terex Corporation announces senior leadership changes

Combilift, the specialist manufacturer of 4-way forklifts and other innovative materials handling equipment recently formally inaugurated the construction process of its new $45 million, 495,000 ft² manufacturing facility and global HQ in Monaghan, Ireland. In the presence of local dignitaries and Combilift’s current workforce of 350, CEO Martin McVicar and Technical Director Robert Moffett turned the first sod on the 40 hectare site which will house a multi-function facility including a dedicated R&D building, purpose built testing area and adjoining administration offices. The facility is larger than originally announced and the expansion will position Combilift to double its current $190 million turnover by 2020. The initial phase to level the site is expected to last for 10 weeks and 200 personnel will be employed throughout the construction period of 18 months. A further 200 jobs are set to be created in the next five years, mainly for skilled technicians and design engineers. Martin McVicar CEO comments: “We are delighted to break ground on our new facility which shows our commitment to manufacturing in Monaghan and the regional economy.”

Terex Corporation announced senior executive changes recently. Tim Ford, currently President, Terex Cranes, is leaving the Company to pursue other opportunities. With Mr. Ford’s departure, Ken Lousberg, currently President of Terex China, will take on the role of President of Terex Cranes as well as the responsibility for Latin America previously with Mr. Ford.George Ellis will take on a new role as Senior Vice President, Operations Planning and President, Terex Construction in addition to retaining his current responsibilities for Terex Construction, Government Programs and India. Scott Hensel, now Vice President, Terex Services North America has been named to the newly created position of Vice President and Managing Director, Terex Utilities and Services reporting to Ken Lousberg. In this new role, in addition to his current responsibility for managing and growing the North American services business, Mr. Hensel will also have management responsibility for the Terex Utilities business. Kieran Hegarty, President, Terex Materials Processing will assume management responsibility for the Terex Fuchs business which will become part of the Terex Materials Processing segment. www.terex.com

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October 2015

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October 2015

Shifting Gears

NORD DRIVESYSTEMS celebrates 50 years in motion

Martins Industries adds sales representative to team

This year the NORD DRIVESYSTEMS Group is celebrating its 50th anniversary! More than 300 industry representatives joined for the celebration at the German headquarters on June 12, 2015. Many others visited the company’s booth at Hannover Meese in April – including German Chancellor Angela Merkel and Narenda Modi, Prime Minister of India. Since its beginning in 1965, NORD has grown from a small local gear manufacturer in Germany to one of the world’s leading drive technology suppliers. Early on, the company established pinion and shaft production facilities, laying down the foundation for the company’s reputation for quality. As NORD continued to grow, the capacity to build in-house gearboxes, motors and vector drives developed, becoming one of only a handful of full-scale drive system manufacturers with a global sales and service network. In addition to being recognized as a leading provider of quality gear units, NORD is a leader in the field of integrated power electronics, offering a comprehensive range of motor starters and vector drives that offer a cost effective solution to customer requirements. www5.nord.com

Martins Industries is proud to announce the appointment of Anthony Adams as a technical representative for Western USA. Anthony is a Nebraska University business graduate. With years of experience in sales, Anthony joins the young and dynamic team of Martins Industries. Martins Industries designs Anthony Adams and manufactures tire and wheel storage, handling, inflation and display equipment, with distribution centres in USA, Canada, Australia and U.A.E. along with manufacturing facilities in Canada and China. www.martinsindustries.com

More Shifting Gear articles available on www.MHWmag.com

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October 2015

Harry Singleton Gretz 1942 ~ 2015 A great man died today-August 29,2015. Harry Singleton Gretz was born on October 23,1942. The son of Mary Bacon and William Charles Gretz, III of Abington, PA, Harry was the forth of six children. He grew up in the realms of the Gretz Beer Dynasty (Philadelphia) and could always amuse us with outlandish tales-blowing up the prep school bathroom with his brother Butch, lighting a campfire-in his bedroom, and the parade of his pet ducks during a formal dinner with the Anheuser-Busch families. Harry was the quintessential self-made man. He started Trans-American Equipment Corp. 30 years ago and grew it into an industry-leading forklift sales and rental company. He was widely known and greatly respected within the industry. Harry was also a founding member of the Charlotte Queens Cup Steeplechase, a member of both Firethorne Country Club, Marvin, NC and the Vesper Club of Philadelphia. However, Harry’s true legacy is his family. He is survived by his wife of 31 years, Stephanie Spires Gretz of Weddington, NC. A daughter, Dawn D. Gretz of Brooklyn, NY. The mother of his children, Marian C. Gretz of Swarthmore, PA. His daughter Wendi Gretz (Scott) of Atlanta, GA and a son, Brian Gretz (Trude) of Wesley Chapel, NC. Sister-in-law, Paula Elias (Richard)of Encino CA, and two sisters, Margorie Rossi and Susan Fletcher of Abington, PA, along with numerous nieces and nephews. Harry’s greatest achievement was receiving the unbridled love and respect of his grandchildren -Anna, Megan, Benjamin and Caroline “noodles” Gretz. How blessed we are to live so close to Grand-Pop and Grammy and be able to create many loving memories that time will never erase. We would like to thank Stephanie Gretz for many years as Harry’s wife and caregiver and for donating a kidney to Harry, thereby giving us precious additional years to build memories. We offer a special thanks to Dr. Christopher Buehrig and staff. Your dedication and commitment to Harry’s care has been without borders and we are so deeply grateful. He was proud to call you a friend. Our heartfelt thanks also to the Union Co. EMS personnel for their heroic efforts and to the Union Co. Sheriff officers for their immeasurable compassion and respect. Lastly, we would be remiss if we did not mention the truly greatest love of Harry’s life-anything furry. Harry loved all creatures, but none so much as his precious 4 cats. Therefore, in lieu of flowers, Harry would be honored if you would make donations to the Humane Society of Union & Mecklenburg Counties, the Angel’s Dog Rescue and Adoption, or to a charity of your choice.

Transamerican Equipment North Carolina location

Transamerican Equipment South Carolina location

Harry & Stephanie Gretz

www.MHWmag.com

October 2015

Human Element Caliper Corp.

How leaders grow: a framework for action If you go to the business section of any major book store, you will find dozens of books claiming to contain the “secret sauce” for how to be a great leader. Many of them offer useful nuggets of advice, but few get to the heart of the matter: significant growth as a leader requires a relentless, ongoing process of self-management. Developing leadership skills is not primarily about techniques and tools. Based on our extensive experience in the areas of executive coaching and leadership development, Caliper has identified three core elements of effective self-management and incorporated them into the following framework for action: Take Action

Set a Stretch Objective • Specific •O ut of your comfort zone • Relevant • Time-based

Seek Feedback and Engage in Self Reflection

The first thing to notice about this framework is that it doesn’t prescribe specific leadership techniques or “best practices.” Rather, it lays out a process for continually learning and growing from realtime, on-the-job experiences. Books and workshops can serve as helpful supplemental resources, but they have far less impact on growth and development than learning from experience. The self-management process begins with setting a stretch objective that is specific (i.e., contains clear action items), outside of your comfort zone, relevant to your current role and career goals, and time-sensitive (i.e., contains deadlines for action). The best places to look for stretch objectives are any of your personality tendencies that are either underdeveloped or overdeveloped. Traits (e.g., Aggressiveness, Urgency and Cautiousness) measured by the Caliper Profile that fall at the 20th percentile or below represent potential self-management areas that are underdeveloped, while traits at the 90th percentile or above represent tendencies that may be overdeveloped. For example, imagine a leader who is viewed by his or her colleagues as extremely intelligent and knowledgeable but is often quiet in staff meetings and rarely takes a strong point of view in group settings. This individual could benefit by developing and enhancing his or her ability to speak with more candor. An example of someone with an overdeveloped tendency would be a leader who often dominates conversations and does not actively listen to others when they speak. The next step in the self-management process is to take action on one or more of your stretch objectives. Once you take action, it’s critical to engage in self-reflection to identify “lessons learned” from the experience. The best way to engage in self- reflection is to ask yourself “learner” questions rather than “judger” questions. The following table contains a few examples. 36

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October 2015

Judger

Learner

Who’s to blame?

What is MY contribution to this problem?

How can I prove I’m right?

What are the facts?

Why is this person so clueless and frustrating?

What is the other person feeling, thinking, and wanting?

How could I have been so stupid?

What did I learn that I can use in the future?

Why did my boss over-react to the way I handled that situation?

Even if he DID over-react, is there a legitimate “takeaway” from his feedback?

Now for the most underutilized – but most important – part of the framework: actively seeking real-time feedback from colleagues. The need for this step is simple: all leaders, no matter how effective they may be, have blind spots. When we perceive our actions differently from how our colleagues view them, this represents a potential blind spot. Several years ago, there was an article in Harvard Business Review (“Coaching the Alpha Male”) that profiled the 360-Degree Feedback process in which Michael Dell and his senior team participated. Dell was shocked by the feedback. He viewed himself as a decisive leader who constructively challenged his team to do their best. However, his team viewed his leadership style as “over the top.” They described him as someone who frequently shut down dialogue, did not listen to anyone, and was hyper-critical. While 360-Degree Feedback processes can yield valuable data for self-management, they are implemented too infrequently to drive sustainable growth and development. The key to effective, consistent self-management is real-time feedback from colleagues. This feedback should be solicited in an informal and low-key manner. For example, if you’re a CEO who tends to dominate your senior leadership team meetings and is striving, like Michael Dell did, to better balance authority and active listening, ask a trusted member of your team to provide feedback on your behavior after a meeting you just led. Contrary to what many executives believe, seeking out this type of feedback will not be viewed as a sign of weakness, but a sign of strength. Self-deprecating humor and acknowledgment of areas to develop reflect a person’s self-confidence. In contrast, leaders who take themselves too seriously and don’t acknowledge their selfmanagement opportunities can be viewed as falsely confident (i.e., insecurity masked by a veneer of exaggerated self-confidence). 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.

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October 2015

Sales Trends Art Sobczak

Whose language are you speaking? I saw an article about how golf equipment sales reps visit the various pro golf tournaments every week and try to persuade the players to use the equipment represented by the salesmen. A rep with a club company said that when speaking with a “technologically-challenged” player he simply says that “Our fairway woods are 10 to 15 yards longer than anything out here.” With someone who wants to know the how’s and why’s, he says, “The driving cavity changes the center of gravity and spreads the weight out to the toe and heel.” OK. This illustrates, in quite simple terms, what we all should do as salespeople: tell them what they want to hear, in their language. Don’t make them adapt to yours. The danger in not speaking a language they can understand is that we can confuse them. As one of my first managers in my first corporate job out of college told me: “The confused mind does nothing.” Perhaps you’ve taken part in training sessions or read books on how to determine someone’s communication style through Neuro Linguistic Programming, or DISC, or the numerous other systems that put people into a quadrant and label them as Assertive-Driver, etc. That’s fine, but sometimes it’s overkill. To be very elementary–and why not–we should listen to what the customer/ prospect tells us, and respond in a manner the other person understands best. Easier said than done. Most people are so concerned about what THEY want to say, they don’t listen to the other person. Or, they’re not aware of how to pick up on a language and style, and therefore don’t know what they don’t know. A tech support rep from the local cable internet provider came to my house to troubleshoot a problem with my home network. He took three minutes of nonstop talking in circles to try and explain the problem. I told him I had no idea what he just said. Then–I kid you not–he used three MORE minutes to say … basically nothing. Frustrated, I finally said, “Bottom line, are you telling me I need a new router?” “Uh, yeah, pretty much.” OK. Here are the suggestions for this week: 1. Brainstorm the benefits/results of your products, and put them into categories appropriate to your business. Possibilities include “technical benefit descriptions,” “bottom line benefits,” “process benefits,” and so on. Think of different types of people who are now interested in those benefits. Review their personality characteristics and the things they say and do that will help you identify similar traits in others. 2. Be more aware of what your customers, prospects, friends, spouse, coworkers … or anyone tells you, and HOW they do it. Listen carefully.

www.MHWmag.com

October 2015

3. Ask great questions to get the information you need. For example, if someone says, “Tell me how this would work,” Or, “What would this do for me?”, resist the tendency to go into a pitch. Ask them, “What are you most interested in?” “What’s most important to you as it relates to the …?” “Are you more interested in the process, or the bottom line result?” 4. Listen to recordings of your calls to determine if you’re picking up on everything during your calls. 5. Make a commitment to USE what you hear and tailor your comments, descriptions, and recommendations in a manner and language they can best relate to. When we work to understand and use the other person’s language, the result is helping them get what they want, which also help us get what we want. Art Sobczak helps sales pros prospect, sell and service accounts more effectively by using conversationally, non-salesy messaging, and without “rejection.” Get a free ebook of 501 telephone sales tips at businessbyphone.com/501-tips-ebook. E-mail editorial@mhwmag.com to contact Art.

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October 2015

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October 2015

Your Business Eileen Schmidt

Logitrans A/S on a good path after 75 successful years On the morning of April 9, 1940, Nis A. Pedersen biked home from the bank, a newly-minted business owner with the deed for his smithy in his hands. Pedersen was, for the moment, unaware of his unfortunate timing; the German army was simultaneously invading his home of Denmark as part of the Nazi sweep across Europe. Starting a business always brings challenges, starting a business during a war and in an occupied country is almost unimaginably daunting. But Pedersen worked diligently to establish his smithy, Nisap Masinfabrik, and took extra work shoeing horses to make ends meet, according to accounts from his family members. His wife, Ingrid, said having good neighbors made the difficult times easier to bear. “When the streets started smelling of burned rye, we knew that we would soon gather for a cup of substitute coffee and barley meal bread,” she wrote in a memoir published on the company’s website. “We learned to appreciate the good people, living around us, in a time when the world was out of order.” Buoyed by the positive attitudes of its founders, the upstart company would not only survive the war but evolve into a

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October 2015

manufacturer of ergonomic material handling equipment with a global presence that today is known as Logitrans A/S. Following the founding and early years of operation at the Danish company, in the 1950s it moved into hydraulics and in the 1960s and 1970s shifted again toward a focus on ergonomics, according to Jesper Jorgensen, the vice president of sales for Interthor. The Chicago-based company has had a long term working relationship with Logitrans, and has been a wholly-owned subsidiary since 2006. Collaboration began when leaders from the two businesses met a trade show in Europe in the 1980s, Jorgensen said. He said it was then that those heading up Interthor decided to bring the product known as Thork-Lift to the U.S.; a move that met with huge success and continues today to be one of the company’s most recognizable products. “When we brought that to the market, it didn’t exist over here,” said Jorgensen. Therefore, the brandname ‘Thork-Lift’ has become the generic product name for a skid lift within certain industries, like the iPod brand name is sometimes used as a generic product name for any digital music player. Interthor’s name was retained following the purchase by Logitran because the American company has been in operation by that name since 1957, Jorgensen said. As vice president of sales for Interthor, Jorgensen’s role in the U.S. is to build closer relationships with dealers in the field, while also reporting directly to the Danish headquarters. The company is now in the third generation of family leadership, as Pedersen’s son, Erling, recently handed over the reins to his two daughters at an anniversary party in Denmark. They have divided duties of running the factories and heading up sales and Erling Pedersen is still involved in the business as senior adviser. With a total of 55 countries receiving exports from the Danish manufacturer, Europe remains the biggest market for Logitrans. Interthor handles sales in the U.S., Canada, Mexico and South America. Building a bigger presence in the U.S. market is part of a major corporate strategy as the company marks 75 years since Pedersen launched the business in the midst of war, according to Jorgensen. He said there has been growing interest in the company’s reel handling solutions. Interthor is, therefore, introducing a new Reel Rotator during the 2015 Graph Expo Show in Chicago from Sept. 13 to 16. Another product that was launched earlier this year is the LogiQ. Quarter pallet displays have been trending in Europe for some time, according to Jorgensen, who said it allows for the display of four quarter pallets of differing products simultaneously on the retail floor instead of putting a full skid of the same product on the super market floor. It is especially popular among smaller retailers. “It is a way to increase sales per square foot,” Jorgensen said. The LogiQ is one of the few products on the market that can actually move a quarter pallet; so Interthor leaders feel the company is in a good position when the market takes off in the US.

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Your Business

MATERIAL HANDLING EQUIP AUCTION

In addition to bringing products like these to the American market and continuing with programs like a quick ship inventory of bestselling products, Jorgensen said in the coming years Interthor leaders will look to continue with positive trends, expanding product sales and in building closer relationships with dealers. “We feel strongly that is the way to boost sales,” he said. “Our goal is to double our turnover. We’re on a good path to do it.”

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Eileen Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 12 years. Email editorial@mhwmag.com or visit eileenmozinskischmidt.wordpress.com to contact Eileen.

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October 2015

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Sovella cornerstone workstation offers strength and stability

Mast-style platform lift is compact and maneuverable

As manufacturer of industrial workbenches and accessories, Sovella continually seeks to improve and perfect our wide range of products, and provide solutions that best meet the needs of our users. With those needs in mind, Sovella’s Cornerstone workstation was introduced. The new Cornerstone workstation has an max load capacity of 1500lbs and an leg design that allows for extra strength and stability. The table utilizes all Sovella standard accessories and also allows for easy attachment of Sovella Drawer Units 30, 35, 38, 45 using standard drawer mounting brackets for 24", 30", and 36" depth workstations. 55 series drawer units are compatible with 36"D workstations only. Upright attachment brackets are included with the Cornerstone Workstation frame. Cornerstone work stations can be equipped with casters for a mobile option. As with all our work station platforms Cornerstone stations are painted with our proprietary ESD Epoxy Powder Coat paint process. Standard color is light grey. www.sovella.us

Presto Lifts announces the expansion of its popular LiftStik line of lifter transporters. The Model PLS53-150 features compact design, unmatched maneuverability, and powered lift making it ideal for stockrooms, assembly areas, laboratories, offices, retail stores, food manufacturing and pharmaceutical facilities. The LiftStik’s mast-style configuration places the platform and load directly over the four wheels to provide maximum stability. Using the fingertip control switch, operators can position loads at any height from 4.5" up to 53". Lift controls are conveniently mounted on the push/steer handle and can be accessed when transporting loads. Lifting speed is a fast 4.75 inches per second. The lift mechanism consists of a steel reinforced cam belt. www.prestolifts.com

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October 2015

New Products

New UniCarriers Platinum RPX series walkie/ rider pallet trucks

Fairbanks Scales releases low-profile u-shaped floor scale

UniCarriers Americas Corporation (UCA) Platinum RPX series of walkie/ rider pallet trucks offers consistent, reliable performance across a variety of harsh working conditions. The 5.2-horsepower, AC-powered RPX series walkie/rider pallet truck is available in 6,000and 8,000-pound capacities, and is ideal for manufacturing, grocery and various warehousing operations. The RPX’s fork design features UniCarriers’ unique, push-type linkage and rugged tie rods to absorb high impact shocks caused by uneven floors, while alloy steel fork slides facilitate pallet entry and exit, eliminating the need for costly replacement of entry rollers and discs. An optional automatic fork leveler feature prevents fork dragging and costly maintenance expenses that may result. Sealed switches and logic boards paired with its brushless, heavy-duty AC drive motor also make the RPX a low-maintenance solution. www.unicarriersamericas.com

Fairbanks Scales, Inc. announces the release of its new Yellow Jacket U-Shaped floor scale, which decreases weight times by up to 50% in applications utilizing pallet jacks. This scale is an ideal alternative to traditional floor scales in manufacturing and warehouse applications where floor space is at a premium. The Yellow Jacket U-Shaped floor scale allows material handlers to capture the weight of standard and non-standard pallets and skids without removing the pallet jack. Operators can simply move the pallet into place over the scale, lower the pallet jack so the load is resting on the scale, capture the weight, and then raise the pallet jack to easily move the pallet or skid to its next location. This innovative scale reduces weight times by eliminating the time-consuming step of pulling the pallet jack out from underneath the pallet, a difficult task with traditional ramped floor scales. www.fairbanks.com

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October 2015

New Products

Galbreath introduces Roll-Off container locking system

Columbus McKinnon universal trolley offering now includes two-speed models

Galbreath, a Wastequip brand, and the manufacturer of hoists, container handlers and trailers, announces the launch of the ROC-LOC Roll-Off container locking system. This patentpending, DOT-compliant system offers a simple, low maintenance method for securing roll-off containers for transport. Compatible with most brands of cable hoists, hook hoists and trailers, Galbreath’s new ROC-LOC has air-actuated, auto-system airbags that ensure contact with the container and require less maintenance compared to similar products on the market – driver doesn’t have to manually secure the container, saving time and money. The economical ROC-LOC requires only 60 psi of air pressure, and has two single-acting airbags to keep each arm in the “hold” position. It is mounted to the side of the hoist frame, and below the top of the side rollers, and has independent hooks to ensure contact with the container’s long sills. It is simple to maintain and service, and is engineered to protect the air bags from costly damage. Unlike competitive products, Galbreath’s ROC-LOC works well in cold climates. www.galbreathproducts.com

Increasing the versatility of its CM Universal Trolley offering, Columbus McKinnon Corporation, a designer, manufacturer and marketer of material handling products, has further expanded its CM Universal Trolley portfolio with the addition of new two-speed motorized units for optimal load control and operator safety. The CM Universal Trolley allows a single trolley to be used with virtually all CMCO powered chain hoists up to threeton capacities, helping to reduce inventory costs for end users and alleviate stock constraints at distributorships. Trolleys are available as convertible plain units, geared units for precise hoist positioning or motorized units designed for applications requiring high cycling and long-distance hoist travel.

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October 2015

New Products

Minomi systems address the lean movement of material with less waste

Defender Cell adds safety to common automated processes

Minomi Carts is a Japanese term meaning “peanut without a shell” that started being used during the proliferation of the Toyota lean manufacturing ideology. Minomi systems address the lean movement of material with less waste. Because Minomi systems do not utilize containers or packaging but instead move components unprotected, significant time, space and dollars can be saved. The key is creating a system that ergonomically holds and protects the components during traortation and storage. K Tec has found that many Minomi systems are not utilitarian because they are usually designed for one component and once there is a design change to that component, the usefulness of the Minomi cart ceases. To address this, K Tec has created solutions that have the flexibility to change as the components in your line change. One of the solutions K Tec has employed is to use a common base Minomi style cart. www.ktecinc.com

Rite-Hite Machine Guarding Defender Cell restricts access and provides point-of-operation guarding around potentially dangerous automated and automatic processes including stretch-wrap machine operations. It incorporates perimeter safety products – Rite-Hite’s RoboGuard steel-wire fencing and point-of-operation guarding with a highspeed, automated barrier door, the Defender – into one foursided safety cell. “Automated processes are making distribution centers and warehouses more efficient, but a lack of regulations makes certain applications a widely unprotected danger,” says Eric Esson, Rite-Hite Machine Guarding product manager. “It’s important to adhere to OSHA’s most basic guidelines by keeping employees and potential bystanders safe during these operations. The Defender Cell offers a solution in one package.” www.ritehite.com

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October 2015

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October 2015

877.638.6190 | sales@MHWmag.com

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

October 2015

Dealers wanted — Most states AVAILABLE Full line of high quality, high efficiency EagleSmart Battery Chargers  Lowest priced battery chargers in the market – Maximize your profits and competitiveness

 Energy efficient – compared to standard Ferro and SCR Chargers

 Three phase – 200-250V and 480V  Full line of chargers also available to dealers including HF, IGBT and Fast Chargers

 Full line of battery management and fleet

 Fully automatic

management systems

 Auto and manual equalize  UL/CSA approved  Available for all battery sizes – 12V-80V, 255Ah to 1200Ah

 Single phase - 110/120V or 200V-250V

Celebrating 29 Yea rs 1986-2015

Ph: 866-848-5400 / 519-653-7979 • Fax: 407-302-4484 • info@jamco1.com • www.jamco1.com

Advertiser’s Index ADVANTAGE MATERIAL HANDLING, INC.. . . . . . 19

GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . 52

QUANTUM STORAGE SYSTEMS. . . . . . . . . . . . . . 24

AFTERMARKET SERVICES. . . . . . . . . . . . . . . . . . 48

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 44

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 50

AKRO-MILS INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 7

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 57

ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 46

HAMILTON CASTER AND MFG.. . . . . . . . . . . . . . 59

ALLTECH ELECTRONICS, INC.. . . . . . . . . . . . . . . 21

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . 46

AMERICAN INDUSTRIAL TRANSMISSION INC. . . 37

INDUSTRIAL POWER PRODUCTS, INC. . . . . . . . . 30

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 16

INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . 45

CHARNOR INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 43

IRON BULL MFG. LLC. . . . . . . . . . . . . . . . . . . . . . 1

SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 25

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . 33

JAMCO INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . 58

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 41

CONNELL FINANCE CO. INC. . . . . . . . . . . . . . . . 10

JH THOMAS INDUSTRIES LTD. . . . . . . . . . . . . . . 24

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 23

CONTINENTAL TIRE THE AMERICAS, LLC.. . . . . . 20

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 50

DESIGN STORAGE AND HANDLING. . . . . . . . . . . . 2

MATERIAL HANDLING INDUSTRY (MHI) . . . . . . . . 5

DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . 18

MHCONX.COM. . . . . . . . . . . . . . . . 39, 40, 42, 51

ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . 13

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 34

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP).12

MOTOR TECH, INC.. . . . . . . . . . . . . . . . . . . . . . . . 3

FLOW-RITE CONTROLS. . . . . . . . . . . . . . . . . . . . 11

OHIO LIFT TRUCK, INC.. . . . . . . . . . . . . . . . . . . . 31

WEST POINT RACK, INC.. . . . . . . . . . . . . . . . . . . 27

GATEWAY RACK CORP.. . . . . . . . . . . . . . . . . . . 14

PRESTO LIFTS, INC.. . . . . . . . . . . . . . . . . . . . . . . 17

WY’EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 32

SHOPPA’S MATERIAL HANDLING. . . . . . . . . . . . 47 SPRINKGUARD, LLC . . . . . . . . . . . . . . . . . . . . . . 22 STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 49 SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 53

TMI, LLC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 48 TRANSAMERICAN EQUIPMENT CORP. . . . . . . . . 35 TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1, 15, 60 WAREHOUSE1 . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

More advertisers & resources at www.MHWmag.com 58

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October 2015

The Toughest Carts on the Planet.

Specializing in Exotic Customs.

Finally, 30 tons of load capacity with real flare. Introducing custom trucks from Hamilton. They thrive under unconventional pressure. From oversized trucks that haul submarine propellers and airplane wings, to smaller rigs for toting race car engines. Red-hot trim optional. See our custom trucks at CartsAndTrailers.com. 2015 HamiltonCaster Caster & ÂŠÂŠ 2013 Hamilton & MFG. MFG. Co. Co.

Anything to get there fast.