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5 DE S I 201 t IN at en oM lem Pr supp

An Employee-Owned Specialty Publications International, Inc. Magazine

March 2015


McCormick Place South | Chicago | March 23-26, 2015 |

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March 2015 • Vol. 36 No. 3

ProMat 2015: Find what's next



Human Element

Garry Bartecki

A strange time Caliper Corp.

Competencies vs. personality traits


Sales Trends


Your Business Eileen Schmidt

Dave Kahle

Question & answer for sales people Mobility management is on the rise

16 Nuts & Bolts

Columns 12

Bottom Line

John Walker

Developing a focus to your business!

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: • 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.

Industry News

Cover Story 6


Dean Millius General Manager/Publisher Alva Coffman Account Executive Kathy Regan Editor Hobie Wood Production Manager Valerie Vorwald Graphic Designer

28 Shifting Gears

Reader Resources 26 Classified

38 New Products

48 Source Directory

52 Advertiser’s Index

In the next issue ...

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March 2015


Cover Story

McCormick Place South | Chicago | March 23-26, 2015 |

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ProMat 2015, held March 23-26, 2015 at Chicago’s McCormick Place South, is the largest expo for manufacturing and supply chain professionals in North America. ProMat provides attendees access to the latest material handling and logistics equipment and technologies. You can register to attend for free by completing a brief online form.


Over 800 exhibitors from industry, commerce and government will display their supply chain solutions and innovations on the 300,000 square foot show floor. Material handling equipment and systems: Automated Storage and Retrieval Systems, Automatic Guided Vehicle Systems, Alternative Fuel Systems, Casters/Wheels/Tires, Hydraulic and Electrical Components and Controls, Robots, Personnel/Burden Carriers, Racks, Forklifts, Batteries, Flexible Manufacturing Systems, Unit Handling Systems, Conveyors and Sortation Equipment, Ergonomic and Safety Equipment, Scissor Lifts, Order Picking, Carousels, Modular Drawer Storage, Sustainable Facility Solutions, Tool Handling, Shelving and Workstations. 6

March 2015

Packaging, containers, and shipping equipment: Box and Carton Makers, Packaging Machinery, Wrapping, Inspection of Products by Weight or Scanning, Pallets, Wire Baskets, Plastic and Metal Containers, Palletizing Equipment. Inventory management and controlling technologies: Computers, Controllers, Software Programs, Systems Integrators, Manufacturing Execution Systems, Warehouse Management Systems, Supply Chain and Logistics Execution Systems, Wireless and Remote Control Systems, Order Management Systems, Enterprise Resource Planning and Transportation Management Systems. Dock and warehouse equipment and supplies: Dock Levelers, Dock Pads, Doors, Forklift Trucks, Racks, Flooring, Handling Systems, Forklift Attachments, Conveyors, Hoists, Cranes, Monorails, Below/Hook Lifting Devices. Consultants and Distribution System Planners: Simulators, Modelers, System Designers, Distribution Consultants, Reverse Logistics and Third Party Logistics.

March 2015


Cover Story Automatic identification equipment and systems: Bar Code Printers and Scanners, Vision Systems, Voice Recognition Systems, Radio Frequency Identification (RFID) Systems, Systems Integrators. Supply chain management: Alternative Fuel Systems, Parcel Management and Distribution, Reverse Logistics, Third Party Logistics, Sustainable Facility and Supply Chain Solutions, Supply Chain and Logistics Execution Systems, Enterprise Resource Planning and Transportation Management Systems, Inventory Security Services.


• Opportunities for networking with solution providers and other industry professionals The College Industry Council on Material Handling Education (CICMHE) and the Technical Career Education Program (TCEP) are partnering with MHEDA to host Material Handling & Logistics Student Days. Students, professors, and educators, from universities, community colleges and select technical High Schools from across the region are invited to the show in an effort to learn more about material handling, logistics and supply chain solutions. • Classroom Day Wednesday, March 25, 2015 • College Student Tours Thursday, March 26, 2015

Along with more than 700 exhibits covering more than 300,000 net square feet of show floor, the ProMat 2015 Educational Conference offers highly-focused seminars in specially designed theaters constructed right on the trade show floor and a Keynote on a topical supply chain issue. The educational seminars will focus on the latest material handling and logistics innovations and applications as well as industry issues such as supply chain visibility, ergonomics and worker safety. The ProMat Conference will include over 100 sessions and bring together leading experts from the industry to give you the latest information on manufacturing and supply chain trends, technologies and innovations. The conference also includes valuable opportunities to network with your peers. • Show floor seminars that complement the solutions you see on the exhibit floor • Keynotes on leading supply chain topics

Quality Products & Fast Service New & Remanufactured Electronics


Flight Systems Industrial Products 1-800-333-1194 • Visit us at ProMat Booth #337

March 2015

Successful fleet managers maintain their batteries.

Stop by Flow-Rite’s ProMat booth to see how single point battery watering systems can make you more successful! Booth #647

616.583.1700 ●

March 2015


Cover Story


To help buyers find the specific products and services they need, ProMat 2015 will organize exhibits into function-specific Solution Centers: Manufacturing & assembly: Exhibiting in this center positions your material handling, logistics and supply chain solutions for those intent on finding more efficient products for manufacturing and assembly operations. Fulfillment & delivery: Whether your business is focused on order fulfillment, order picking and packaging, thirdparty logistics, warehousing, distribution or transportation, the Fulfillment & Delivery Solutions Center is the ideal location for your booth. Information technology: Many ProMat attendees will be looking for information technology (IT) solutions and consulting services that support or are integrated with manufacturing, warehousing, logistics and supply chain processes. If your company provides IT and supply chain visibility solutions, put your product in front of IT buyers by exhibiting here. The Knowledge Center: The Knowledge Center is designed to educate and provide resources to build awareness of what the material handling and logistics industry has to offer and is the location of the educational sessions. Your company may consider sponsoring one or more of the educational seminars being held in theaters positioned in the Knowledge Center and offered free to

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

attendees. Share your industry-specific experience, build brand awareness and stand out in an ever- expanding and changing marketplace.


If you are involved in manufacturing, distribution and the supply chain you will benefit from meeting with other professionals in your field on the show floor. Attendees include: • C-level and VP-level manufacturing, distribution, logistics and supply chain executives • Manufacturing and production managers • Industrial, plant and manufacturing engineers • IT, logistics and supply chain directors • Third-party logistics professionals • Distribution center and warehousing managers • Procurement professionals


As an international visitor to ProMat 2015, a number of services will be available to you at the ProMat International Visitors Center to make your visit a more productive and rewarding experience.


As an additional exhibitor benefit, MHI is offering a Career Forum for the ProMat 2015 event. Exhibitors can post available jobs to the ProMat 2015 career forum on where visitors can search through available positions by location, job function, salary and keywords, and then schedule follow up meetings with exhibitors before, during or after the show. In addition, Career Forum kiosks will be located on the ProMat Show Floor to allow attendees to search job listings during the show.


Monday, March 23, 2015: 10:00 am - 5:00 pm Tuesday, March 24, 2015: 10:00 am - 5:00 pm Wednesday, March 25, 2015: 10:00 am - 5:00 pm Thursday, March 26, 2015: 10:00 am - 3:00 pm


There is no cost to attend the show or educational seminars. Visit to register.


MHI 8720 Red Oak Blvd., Suite 201 Charlotte, NC 28217-3992 USA 704-676-1190/800-345-1815

Contact us at 412-779-3056 or 412-490-5311 10

March 2015

March 2015


Aftermarket John R. Walker

Developing a focus to your business! Selling a piece of equipment should not be the only game in town for dealers and manufacturers. Over the years equipment dealers have experienced the erosion of margins on their complete goods sales. Too many equipment dealers fail to generate the amount of sales necessary for financial success. Manufacturers continue to pressure their dealers for increased market share, and in too many cases market share becomes the determining factor of dealer survival. That comes at a price to the dealer. These facts lead intelligent business people to question the financial reasons for distributing specific lines of products. An objective comparison of equipment dealers suggests that most industries have similar lines of products, a lift truck is a lift truck, a tractor is a tractor, a back hoe is a back hoe, etc. But some competitive products that perform in the same manner may have more bells and whistles. Typical equipment dealers promote and sell their products in the same manner, provide about the same services, offer comparable or same prices and same delivery, etc. The result becomes a disturbing level of sameness, ending up with price being the major issue for the sale. The equipment industry then becomes like the airline industry as one airline lowers the price of a seat, everyone else follows suit and the only difference between one airline and another is the paint and the decals on the plane.

This perception of sameness will inevitably cause a longterm decline in customer loyalty. It is important to note that increasing customer loyalty through customer satisfaction will not only increase sales, but will provide increased dealer profitability as well. I know of a manufacturer whose product has been #1 in market share for years, yet their dealers still do not show any higher margins on their product then do those dealers who are selling the same equipment that has a far lower market share. I know of yet another manufacturer who has in their industry the ranking of #1 but whose dealers are showing continued increases in their margins. The second mentioned manufacture has dealers who have broken away from sameness ... and are unique in how they service their customers. We encourage dealers to focus upon these three words of - value added selling. If the equipment dealer is to increase sales and profitability, the equipment dealer must give the customer a unique and non-typical reason to buy. The dealer must break away from the pack and eliminate that dreadful market sameness that has existed for too many years. Many successful equipment dealers have discovered that the best technique for value-added selling is thoroughly promoting the aftermarket services which their dealership has to offer. In so doing, they see both their sales and profitability increase dramatically. 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.


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










Booth # 3976 12

March 2015

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

March 2015


Aftermarket This of course, should come as no surprise to anyone. For years manufacturers and associations and a handful of dealers have been conducting intensive market surveys asking the question, why do customers buy from one supplier versus another? These market surveys have been going on for more than 40 years and the answers always come up the same. The number one customer concern about the dealer/manufacturer is parts availability. Number two, is the dealer/manufacturer service response time. A survey conducted years ago by a very large manufacturer selling through a dealership network, listed 22 customer concerns in descending order of priority. Two-thirds of the concerns centered on the dealer/manufacture’s ability to provide aftermarket services. The selling price of the equipment was actually eighth on the survey list. The unfortunate situation is that after conducting these extensive and expensive surveys, manufacturers and dealers seem to pay little attention to the customers’ answers. How often does an equipment salesperson mention to the customer, “our dealership has more than one million in stocked parts available, with overnight delivery service from the manufacturer” or “our dealership has 15 factory-trained technicians with a combined total of 185 years of experience servicing the equipment you are about to purchase. How many times do you hear the salesperson thoroughly review the manufacturers’ warranty with the customer? For that matter how many times does someone mention that the dealership wants the customers’ service business? Lack of doing this creates buyers’ remorse and a lack of customer loyalty to the dealership.

As pointed out in these few examples, of many, if the customer’s major concern is service after the sale, the dealer must emphasize the value-added factor of his ability to provide service after the sale. In other words the customer is not just buying a piece of equipment, the customer is buying the entire dealership’s services and the dealership should sell the entire dealership as the customer’s one stop shopping alternative. Marketing your product support is absolutely no different than the marketing of complete goods. Everything a dealership does to market complete goods must be done to market the dealership’s product support, its’ aftermarket. The equipment dealer must become a marketer of product support rather than just a supplier. The equipment dealer, as a general rule, already has an efficient, well run parts and service department in place. That expense is already covered, but those two departments require a steady flow of customers. Customers who buy your equipment but not your parts and/or your service are not contributing to the expense of these two departments and need to become prospects for additional sales and profits. So why not stress these important facts when making a sales presentation? Over the years, we have met sales personnel (and dealers) who hesitate to mention the many strengths of the dealership’s product support. When asked why, many (still) will tell you, “this is negative selling and indicates there may be problems with the equipment after the sale.” Believe it or not many (dealers) believe that the sale of parts and service is guaranteed and the customer must come back to the dealership for parts and service ... which today is unbelievable, but true! This is nothing but negative

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

A Division of Connell Finance Company, Inc.


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March 2015

Aftermarket thinking on the part of dealers and sales personnel. Customers most certainly recognize that hard-used equipment is going to require parts and service and again, all surveys point out the customer’s major concern is and has been service after the sale. We strongly encourage training all dealership personnel to market the features, advantages and benefits of the dealership’s aftermarket performance. When this is done effectively, we have seen dealers improve their whole-goods margins by one, two and even four percentage points. Involve your dealership’s parts and service managers in the closing of the sale. Create a teamwork effort. Bring the prospective customer in to see your parts department and your shop. Introduce your prospective customer to all your managers. Allow these managers the opportunity to explain the unique and important services they have to offer the customer after the sale. Have the managers thoroughly explain their parts and service programs that they offer. If your dealership has a training manager or someone who handles operator training or safety training, introduce your prospective customer to that individual. Allow them to explain to the customer the training facilities available after the sale. This could well be an important feature to the customer. It helps eliminate buyer’s remorse and builds customer loyalty. Introduce the prospective customer to your financial manager. Allow this person to explain the many financial programs your dealership has to offer. Involve the rental manager in the sale, as well. Customers are always interested in knowing that during peak times, your dealership has the capability of renting the customer additional units to suit their short-term need. Again, market your entire dealership! Help the customer to understand that you

are not just interested in selling a piece of equipment. You are interested in taking care of all their needs and requirements after the sale. You want to be the customers’ one-stop shopping center for all of their requirements. Will these techniques always work? No they will not, but most certainly not, if no one tries to make your dealership a world-class dealership within your industry by focusing on what we refer to in so many of our articles as your unknown opportunities. We do encourage dealers to truly focus on that large percentage of the market who are concerned about what your dealership has to offer, after the sale. Focus upon these opportunities, and watch your margins and sales increase. Focus upon getting your business on target ... you are in the business you have chosen to satisfy the customers’ requirements and never doubt that one of your equipment customers’ un-spoken requirements is to have your dealership take care of his needs after the sale. All industry surveys suggest that customers are willing to pay the price for value-added services if they are satisfied that your dealers can provide those services. Again this month we are offering our readers two manuals for the price of one. For $16.95 you will receive Laying the Groundwork for Value-Added Selling and When your Price is Right, Sell it! Simply email us at and request our two manual special. We will email you the two manuals and invoice you and you will have the manuals immediately. Please when you order give us the name of your business, your address and the line of products your dealership handles. John R. Walker is president of Aftermarket Services Consulting Co. Inc. E-mail to contact John.

What’s the difference?

Come See Us at ProMat! Booth #612

Good question. 800-255-4109 •

March 2015


Nuts & Bolts Acquisitions, expansions & other business news

Lenze opens Michigan office, expands business Lenze Americas announced the opening of a new office location in Novi, Michigan. “Lenze’s new office location will create a dynamic and modern workplace for the innovative work that our employees are doing to deliver a diverse range of solutions for vehicle manufacturing,” said Chuck Edwards, president, Lenze. “Automotive manufacturers look to Lenze to provide ideal drive and automation technology systems, allowing reduced set-up times, resulting in higher plant productivity. We are delighted to have a presence in Michigan, home of the automotive industry.” As Lenze continues to expand their business operations in the automotive industry, John Slayton, manager, Automotive Business Development group for Lenze, will manage the new location. Slayton is responsible for strategic development of automotive end-user and OEM customers. He will support industry-focused efforts in the sales regions, engaging with the global automotive focus industries team. The office opening in Michigan follows recent expansion of Lenze’s presence in the Midwest. In 2012, Lenze opened an assembly and logistics facility in Illinois which supports electro-mechanical product manufacturing operations for the Americas region.

U.S. Venture, Inc. announces new U.S. Gain division U.S. Venture, Inc. has established a separate corporate division for its Compressed Natural Gas (CNG) business. The new division, called U.S. Gain, will encompass all operations related to its expanding CNG network for commercial fleet operators and shippers in North America. The network is marketed under the GAIN Clean Fuel brand which has 39 sites operational or underway with a target of 100 locations in the next two years. GAIN Clean Fuel was originally managed within the U.S. Oil division whose principal focus is petroleum and biofuel distribution, trading and terminal operations. U.S. Venture’s other two divisions include U.S. AutoForce and U.S. Lubricants. “We are very excited about our new U.S. Gain division,” said U.S. Venture President, John Schmidt. “This move supports the U.S. Venture vision of being the very best value-adding distributor of products that vehicles consume in North America. It recognizes the strategic importance and role U.S. Gain will play in achieving that vision.” U.S. Gain General Manager Bill Renz noted, “The new division emphasizes U.S Venture’s commitment to this growing category and to the GAIN Clean Fuel brand. The quality way we do business will not change, and our goal remains to be a leading national supplier to our commercial customers.”

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March 2015

March 2015


Nuts & Bolts

Holland driver selected as America's Road Team Captain Holland professional driver Russell Simpson has been selected to serve as a 2015-2016 America's Road Team Captain by the American Trucking Associations (ATA). Simpson is one of just 19 professional truck drivers who have been chosen nation-wide. Stated ATA President and CEO Bill Graves, "America's Road Team represents the best of what trucking can be: dedication to safety, professionalism and pride in an industry that delivers life's essentials every day. These 19 outstanding professionals join a select fraternity. Since 1986, America's Road Team has delivered the message of safety to millions, and I'm proud that these individuals will now be representing our industry." This elite group of professional drivers travels the country promoting highway safety and the trucking industry while maintaining their jobs as full-time professional drivers. Road Team Captains seek to educate the community on safety and transportation, serving as "ambassadors of the industry." Holland professional driver Russ Simpson has been driving for over 28 years and has spent almost 22 of those years with Holland. Simpson operates as a city driver out of the Holland Columbus, Ohio terminal and has driven more than 2.5 million accident-free miles.

TVH announces partnership with SME Group TVH has announced its global partnership with SME Group, an Italian high technology manufacturer of electronic controllers and related products for application in battery powered vehicles. Effective January 1, 2015, all aftermarket customers looking for SME spare parts will be redirected to TVH. While SME will continue to focus on the development and manufacturing of innovative solutions for OEM customers, TVH will be the global aftermarket partner for the sale of new parts and the authorized repair and remanufacturing center. According to a release SME stated, “Through the alliance with TVH we are confident to provide better and faster service to our customers all around the world. The experience and the organization of TVH will provide benefit to our customers that will have local support in their local language.” “This is an exciting development for both companies", per TVH company release. "Our skilled technical team has received extensive training and all parts and technical information to remanufacture parts have been handed over. Due to this new alliance the remanufacturing and repairs from the SME facility in Italy will be transferred to TVH in Belgium.”


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March 2015

We Handle It All! Setting the Standard in Material Handling Equipment

As World-Class Designers & Manufacturers of Material Handling Equipment, We Offer:


This one-of-a-kind was just what the customer ordered!

Superior Workmanship • Customized Designs • Competitive Pricing GENERAL PURPOSE TRAILERS Single end fifth wheel, front automotive or all wheel steering capabilities. Our equipment is of heavy duty, all welded steel construction capable of withstanding the roughest punishment.



Our heavy-duty transporters come equipped with maintenance free battery and charger, pendant control, electromechanical drive and steer with laser scan bumpers as an option. We can build to your specifications or ask about our standard models.

Some material handling jobs are so unique that only customized specialty trailers can be used efficiently. We can design and build any size or capacity from the "ground up" the exact trailer to fit your special needs.


Give us your specs, chances are we built a similar unit before and with minor modifications, get you what you need.


Can double or even triple your forklift's capacity.Plus they are extremely maneuverable.


Our patented PHILLIPS Auto-Dump Bucket will increase efficiency and reduce the cost of handling almost any loose industrial material. Our buckets are available from 1/2 - 20 cubic yards. All operations are handled by the craneman. It cannot be dumped in mid-air or dumped accidentally.


AGV Transporters are capable of fully automatic operation within your plant and are designed to meet your specifications. These high capacity AGV Transporters are equipped with a multitude of performance and safety features.

CHARGING ATTACHMENTS All PHILLIPS Charging Attachments have available quick disconnect hydraulic couplings bolted to the apron. Heat resistant modifications are done to any model of forklift for your safety.


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March 2015


1/6/15 4:24 PM

Nuts & Bolts

American Crane and Equipment Corporation pays holiday cheer forward


Stocking distributor for all major motive parts and accessory manufacturers • Set-up a user account online at • Once registered, send an email to giving us your user name and your request for a wholesale account. • Upon receipt, we will set your account to wholesale status. This will entitle you to discounts of 15% to 35% off of our online prices whenever you log in. • • • • • • • • • • • •

Watering guns Deionizers Single Point Watering Charger repair parts Battery Cables Vent Caps Watering Carts Battery Connectors Battery room supplies Spill products AC & DC fuses Tools for battery repair

Flip Top Vent Cap

• • • •

"Through a collaborative team effort we were able to create an 'end product' that brightened the day of folks dealing with daily adversities." The day before Christmas, American Crane & Equipment employees diligently worked together to fill and decorate over 170 backpacks with candy, snacks, hot drink mixes, stationery and toiletries. The items that filled these backpacks were donated by American Crane and its vendors and were delivered to the Reading YMCA Transitional Housing Programs. In addition to the backpack contents, vendors also donated cash, children’s toys, clothes, diapers, and other baby and toddler products in support of the programs. The Reading YMCA Transitional Housing Programs were created in 1998 to help homeless men and women recover from substance use disorder and achieve selfsufficiency. The 11 transitional housing programs accommodate approximately 24 children, 30 women and 120 men; many of whom are homeless, recovering from substance use disorder, or escaping domestic violence. These housing programs also aid homeless veterans and men and women transitioning between treatment centers/prisons and independent living.

Safety items Battery cleaning supplies Charger cables & lugs Replacement cells

What makes Wholesaler unique?

Directed to the distributor/wholesaler.

Visit us at booth #147


C. Bikowski

THIS IS THE NEW NORMAL Proven Solutions That Work! The NEW NORMAL Trucks Are On The Road Now!




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For more information on Drexel Swingmast, EX Rated Trucks & the Combilift Please contact John Gowland at 1-800-651-5850 or e-mail March 2015

Learn how to improve your company’s culture in 2015 when you attend MHEDA’s Annual Convention. - Network like a rock star with material handling industry legends - Enjoy headliner presentations from speakers who formerly worked for the CIA, Hard Rock International, and McCann Worldgroup advertising agency - Choose from a set-list of 10 workshops that feature tech tools, workforce planning and social media guidance - Let your hair down and enjoy local attractions such as zip lining, biking and golf - And so much more!

Register Today! or call 847-680-3500

March 2015


Bottom Line Garry Bartecki

A strange time I woke up this morning listening to CNBC and the hit Cat and other durable goods manufacturers were taking. All of a sudden there is a 300 pt drop in the DOW and all hell is breaking loose. Earlier in the week I was reviewing ITA’s 2015 estimate of a high single digit increase in material handling equipment sales. Then we hear how the dollar’s strength is hurting our exports and at the same time making foreign purchases more attractive. In the middle of these events you read about the possibility of deflation resulting from the decrease in the price of oil. And last but not least, we have the fall in commodity prices, primarily because of the strength of the dollar and falling worldwide demand. And there you are Mr. or Mrs. or Ms. CEO getting ready to finalize your 2015 game plan. Quite frankly, I don’t envy you. I don’t envy you because these conditions appear to be more longterm than short-term and will require planning that meets your individual circumstances. Me, I wouldn’t take the ITA sales increase estimate as gospel. This year more detailed planning will be in order to avoid sticking your neck out (yikes… more deflation.) I guess my first step would be to analyze my top 20 customers which should represent 80% of your business and find out where they fall within the scenarios noted above. I have to think they are going through the same thought process as you are, and depending where their business falls will dictate their capital budget for 2015.

Customers that benefit from the increased consumer spending I suspect are going to be very busy and thus in need of your services in terms of equipment and warehouse systems. They are going to be quite busy. Customers that have a high percentage of foreign sales may find sales slipping causing a reduction in their production schedule and thus less need for your products and services. Customers related either upstream or downstream of the oil fields could also find themselves with lower demand at a time when they invested in ramping up to service the energy markets. No matter how you look at it, you have to have a discussion with your key customers that make up the bulk of your business so that you don’t plan for a year that is not going to happen. Is there any doubt you would rather know in January or February what to expect for the year, or would you prefer to plan for that growth increase in terms of inventory and personnel and then find out in October that you wasted your resources and cash flow. If you find your customers are upbeat then it can be “risk on” in terms of your 2015 plan. If a good chunk of your customers are impacted negatively because of decrease in oil prices or the strength of the dollar it is on to Plan #2 for 2015. No matter which plan you decide to follow you have opportunities to help certain customers become more efficient with new equipment or services. And then you help the negatively impacted customers become more efficient by reducing costs, selling off used units,

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March 2015

Bottom Line providing additional short-term rentals as well as an overall review of their material handling costs for both owning and operating the equipment. If this economic condition in your area of responsibility is expected to remain in place for a number of years, a dealer has to figure out how to manage current accounts and find new ones that fits their niche of expertise. This may mean taking on additional product lines, offering additional services, or buying up some of the competition now when interest rates and values are low.

There is little doubt that what John Walker discusses in his column is of importance at this time. Customers need service and parts and you have the resources to provide them. If you are not getting your share of this revenue now is the time to review John’s library and get started generating this high margin business. I guess the next column along these lines will take place when the value of the dollar recedes. We will keep you on your toes. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail to contact Garry.

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March 2015


Human Element Caliper Corp.

Competencies vs. personality traits For those who follow sports, you have likely seen, or read about, the accomplishments of Billy Bean in turning a low-budget franchise into a highly competitive team. He did this by focusing on each player’s various accomplishments, instead of just the statistics related to the player. For example, rather than simply looking at a player’s batting average – which, in this case, could be categorized as a trait – he also looked at his percentage of time on base, which we would call an accomplishment. What is missing here, however, is the answer to one question: What is the competency that permits a player to achieve the accomplishment of time on base? For over 53 years, Caliper has developed and improved on our ability to measure the core personality traits of applicants and existing personnel to help determine the likelihood of their success in the role for which they are being considered or currently hold. But we advise our clients to go one step further with us. Going back to the example of Billy Bean, instead of just considering the traits each player possessed, he looked at the competencies that lead to their ability to frequently get on base. By identifying the competencies that lead to a particular behavior, we are able to better understand the individual. To relate the concept to the business world, if a person is skilled when it comes to social interaction, this could be a strength in a sales position as well as in management or service role. In other

words, looking at competencies gives us deeper insight into who the individual is and how he or she can be developed to enhance his or her contributions to a company. If you decide to create a Competency Model, you are able to look at a position, accurately identify the key outcomes, and define what knowledge, skills, behaviors, and abilities people need to be successful in a particular role with your company. By integrating job performance with the company’s mission, goals, strategy, and corporate culture, the Competency Model serves as the basis for a fully integrated talent management process that supports best-in-class human resources and organizational development practices. So, when you are considering an applicant for a new role or implementing a development program for a current employee, be sure you are looking at his or her overall competencies as well as the traits that he or she demonstrates. Doing so will enable you to truly understand how to maximize that all-important aspect of your business – your people. Want to implement a Competency Model? Start with a job analysis. Whether you have a brand-new position you need to fill or you want to update an old job description to reflect industry and cultural changes, a thorough, accurate understanding of what success in that role looks like is a necessity. The first step in





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Human Element figuring out what factors lead to success in your position is a Job Analysis. The purpose of a Job Analysis is to identify the requirements of a job in order to better determine the tasks, functions, competencies, performance expectations and outcomes that are critical for success in that particular role. A Job Analysis is a rigorous and systematic process that is typically conducted as part of a larger engagement or study designed to enhance organizational performance. So, what should you expect when a Job Analysis is conducted at your organization? With Caliper’s help, stakeholders at your company would select participants for three focus groups: top performers in a given role, supervisors of a given role and senior leaders and/or other stakeholders who can provide a longer-term, strategic perspective on the role in question. In the focus groups, participants are asked to provide open and honest feedback. Caliper then compiles that information and moves forward to the next step in the engagement. The Job Analysis is a critical link in confirming that the criteria you use to select candidates or evaluate performance are actually relevant to the role. The information obtained from a Job Analysis can be leveraged for a wide range of initiatives, such as the creation of Competency Models, to guide further data analysis or to help address a variety of organizational issues. A Competency Model is a descriptive tool that identifies key outcomes and defines what knowledge, skills, behaviors, and abilities individuals need to be successful in a particular role with your organization. Your custom Competency Model would serve as the basis for a fully integrated talent-management process that supports best-in-class human resources and organizational development practices such as: • Targeted hiring and promotions • Onboarding and orientation • Individual development • Curricula and training design • Performance management • Hi-Po identification and development • Succession planning This type of analysis and model development will help you create the framework for a fully integrated talent-management approach that is designed to align individual employee performance to the mission, goals, and strategy of the company.

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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 or call us at 609-524-1200. Email to contact Caliper.

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March 2015


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March 2015





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March 2015


Shifting Gears Industry personnel and organization news

Crown Equipment expands global headquarters

UniCarriers Americas extends financing solutions to dealer network

Crown Equipment Corporation recently completed construction of a new office building at its global headquarters in New Bremen, Ohio. The 44,400-square-foot building is located on the site of the historic Boesel Opera House, which was damaged by a fire in February 2012 that destroyed the interior of the building. The new facility houses members of the company’s marketing, sales, service and branch operations teams. Crown incorporated a number of features of the original building that were not significantly damaged by the fire, including much of the exterior framework and ceiling beams. The lobby of the new building also features the original tile floor from an historic New Bremen hotel. “The fire that destroyed the opera house was an event that impacted our community and our employees,” said Mark Manuel, vice president, Crown Equipment. “As the primary employer in the area and in alignment with a company tradition of brownfield development, it was important that Crown took a lead role in the redevelopment of the space and reclamation of as much of the opera house as possible. The new facility is the result of collaborative efforts among many organizations. It stands today a testament to the perseverance of our community and Crown’s commitment to the future of New Bremen.”

UniCarriers Americas Corporation (UCA), a leading manufacturer of materials handling equipment, and DLL, a global provider of asset-based financial solutions, announce partnership to provide innovative financial solutions to UniCarriers Americas’ dealer network. DLL offers a comprehensive financing partnership with UniCarriers Americas that includes retail, rental fleet and floor plan financing solutions for UCA’s dealers and customers. The program launches first in the U.S., with Canada, Mexico, Brazil and Chile to follow. “We are pleased to welcome DLL as a new financing partner to UniCarriers Americas,” said Tony Salgado, president, UCA. “Having an industry leader with DLL’s experience and reputation in financing and fleet management will provide our dealers with the competitive tools necessary to further penetrate the market throughout the Americas.” The partnership affirms UCA’s focus to bring its forklift customers’ smart, reliable offerings that benefit their business goals. It also supports a longterm business strategy of UCA and DLL; both are committed to responding to the needs of their customers, today and into the future.


March 2015

Now Offering

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Visit us at Booth #347


Rack Repair & Protection WE REPAIR ALL TYPES OF STORAGE RACKS. Mac Rak Inc. produces the highest quality, highest future impact protection products available. Mac Rak Inc. offers a lifetime guarantee for all our products against defects in manufacturing or material workmanship. Also, our Elite repair kits have a limited lifetime impact guarantee. All repair products are powder coat painted. All necessary hardware and anchors are included. All repair products may be installed without complete unloading of the rack when a rack-lifting jack is used.

Call your local dealer or contact Mac Rak directly

• Custom Pallet Rack Repair Kits Manufactured to Your Specifications • Column Protection • Protective Guarding For Warehouse Equipment Mac Rak Repair Kits are engineered to the highest standards. USER'S GUIDE FOR INSPECTION OF DAMAGED STORAGE RACK SYSTEMS

Ph: 815-723-7400

Stop by booth #347 for a FREE COPY of our User’s Guide For Inspection Of Damaged Storage Rack Systems


March 2015


Shifting Gears

HOLT CAT® president and COO announces retirement HOLT CAT® the Caterpillar® Equipment and Engine dealer for South, Central, North and North East Texas, announced that its president and chief operating officer, Allyn L. Archer, has decided to retire on December 31, 2014 after a distinguished 43-year career with the company. Archer joined the company as a service technician leadman in 1971 in Corpus Christi. He received Allyn L. Archer numerous promotions and worked in multiple sales and service roles across the company, ultimately ascending into senior management. Holt also announced that HOLT CAT executive vice president and general manager David Harris will succeed Archer, effective January 1, 2015.

Supply chain architect joins Barcoding, Inc. Barcoding, Inc. announces the addition of Chase Sowden, supply chain architect, to its team. A Six Sigma Black Belt with more than 20 years of experience, Sowden will help Barcoding create and deliver holistic, end-to-end solutions that add value to clients’ supply chains. In this position, he is tasked with analyzing how to better Barcoding’s current and potential clients’ operations with a blend of mobile technologies. Shane Snyder, president, Barcoding, Inc., said, “As Barcoding continues to grow and add more enterprise clients, we saw the need to bring on a specialist in supply chain architecture to take our solutions to the next level.

Chase Sowden will help us not only deliver optimal supply chain solutions, but also ensure that we are acting in our clients’ best interest to make them more efficient, accurate and connected. On behalf of Barcoding, I welcome Chase to our team.” Previously, Sowden served as the chief technology officer (CTO) for Savant Software, Inc., where he oversaw all aspects of strategic IT planning, implementation, internal infrastructure, and other global IT initiatives.

Hannibal Industries announces southern expansion Hannibal Industries announces its expansion into the South with a new facility slated to open in Houston, Texas later this year. Between its headquarters in Los Angeles, California and its new facility in Houston, Texas, Hannibal Industries is looking to offer additional value to existing customers and increase its business in the Southern United States. While the cost of shipping steel products is a hindrance to most steel fabricators, Hannibal is driving its steel pallet racking products closer to businesses in the Southern United States and Houston’s World-Class port; opening many more opportunities for international business while reducing the cost of shipping. Hannibal Industries provides storage solutions to the food and beverage, home improvement, warehouse distribution, retail, archive storage, automotive and 3PL providers. The company works closely with system integrators, consultants, and forklift suppliers to offer innovative solutions.

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March 2015

Booth #119

March 23-26, 2015 | Chicago

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March 2015


Shifting Gears



Associates, inc.


“World’s Largest Material Handling Distributor”

Since 1963 Associates, inc.

“World’s Largest Material Handling Distributor”

• •  •  • •

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Rolling Ladders

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Magline promotes William Joseph to vp of sales Since 1947, Magline has succeeded because of its focus on critical customer needs and expectations. Understanding the customer continues to drive new product innovation, always ensuring the very best quality material handling products. To further engage and support customer relationships, Magline, Inc. has announced the promotion of Bill Joseph to vice president of sales. “Through his reputation as an honest, hardworking face of Magline to the market place, Bill has been transforming customer and channel partner relationships,” said Magline President and COO Greg Ecker. “His dedication and a passion for our customers, along with a fierce competitive spirit is translating to driving a higher level of sales performance across our organization and business partners.” Joseph shared, “With a highly dedicated and talented team, an evolving and increasingly diverse customer base, I am excited and enthused for Magline and our collective future. We are eager to advance our product portfolio and sales strategies. We will continue to anticipate material handling challenges and engineer effective solutions for our broad range of customers”.

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

Melmor Associates, Inc. 330-652-1784 phone - 330-652-1667 fax

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March 2015

March 2015


Sales Trends Dave Kahle

Question & answer for sales people


In your seminar, you used the question “Anything else?” as one of your ‘really good sales questions.’ I see it as a close-ended question. Is “What else can I do?” as effective, or more or less effective?

What a great question. Let me applaud you for thinking this deeply about the language in the questions that you use. This “thinking about it before you do it” is one of my key commandments for success in sales. And this kind of thoughtful discussion brings out the best in all of us. I’m sticking with “Anything else?” as a “really good sales question.” Yes, it is a close-ended question, but that doesn’t make it bad. There is a time and place for close-ended questions. Remember, “Anything else?” is always used to follow up on some piece of information the customer has given you. Typically, it follows an open-ended question, as in, “Tell me what you look for in a vendor.” Here’s the scenario. You ask an open-ended question, like “Tell me what you look for in a vendor.” The customer explains something like, “stable company, responsive customer service, market pricing…” Your response? “OK. Anything else?” At this point, you’ll generally receive one of two answers: Either some more explanation or information from the customer,

Open Area Corrugated Rack Deck Fire Protection -

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or the answer, “no.” Either of those two answers is good. More explanation gives you more information, and that’s good. “No” tells you there is no more, that you have acquired all the pertinent information, and that’s good. The real difference between “Anything else?” and “What else can I do?” is the purpose to the question. “Anything else?” solicits information, and can be used in a broader set of circumstances. See the example above. “What else can I do?” is a more specific question, probing deeper into a more narrow range of possibilities. For example, you couldn’t use “What else can I do?” to follow up on the “Tell me what you look for in a vendor” lead. There is also an implied commitment to the “What else can I do?” question. The implication is that you will do what he/ she asks you to do. Since you are asking, “What else can I do,” it implies that you are willing and able to do more. And that may not be the case. Asking this question may force you into the uncomfortable position of saying “No” to the customer. For example, suppose you say, “What else can I do?” and the customer says, “Drop your price by 10% and deliver twice a week.” You know you can’t do that, so you say, “I can’t do that,” thereby interjecting a negative into the conversation. You would have been better off not bringing it up. Once again, thanks for bringing this up. This is the kind of dialogue about the specifics of our job that makes us all better. By the way, you’ll find this kind of insight into dozens of sales issues in our Sales Resource Center. It houses 435 training programs to help everyone live more successfully and sell better. All delivered over the internet, 24/7, for one low monthly fee. And check out Question Your Way to Sales Success for the ultimate handbook for sales people on asking better sales questions. 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 E-mail to contact Dave.

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March 2015

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2004 Toyota 7FGCU45-BCS, 10,000 Lbs., LP, 187” Mast

2008 Toyota 7BDRU15, 3,000 Lbs., 36V, 330” Mast, Sideshifter

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2008 Hyster S50FT, F187V11810F, LP, 189” Mast, Sideshifter


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March 2015


Your Business Eileen Schmidt

Mobility management is on the rise The technological devices used in warehouses throughout today's shipping and handling industries need to be two things cutting-edge and tough. “Consumer devices break in warehouses,” said Ken Boyd, marketing director for Supply Chain Services. He described how the alternative, rugged computers and hand-held devices built for warehouse work, are designed to sustain six-foot drops and exposure to water, oil and other elements. Or perhaps a 100,000-square-foot warehouse kept at a temperature below zero for the benefit of its product lines. With specific needs such as these in mind, Supply Chain Services launched a new offering for managed mobile services this year. It includes: deployment, training, project management, support desk and wireless network design. Also included is depot management for warehouse mobile devices like scanners, rugged mobile computers, barcode printers and more. While the concept of managed services is not unique, Supply Chain Services' approach to managed mobile services is. The company's services cater specifically to the needs of those in consulting, deployment, support, repair and depot services to warehousing, logistics, delivery, manufacturing and distribution organizations. The goal behind this offering is to reduce the impact of downtime on devices or network systems; something

ew a n of e r a ad tor We tribu ® thre dis ERT stem E-S al sy TIM new re

Boyd said is a real problem within the industries Supply Chain Services serves. “They can’t work if devices aren’t working correctly,” he said, noting the company’s depot services for keeping operational equipment in the hands of its clients. “Their whole facility could be down if wireless is down,” Boyd said. So far, the feedback has been positive. Customers “love it,” Boyd said. Supply Chain Services is an Oakdale, Minn.based business that bills itself as a nationwide reseller and system integrator, designing barcoding and data collection solutions. Founded in 2002, it grew to about $9 million in revenue before it was purchased by current CEO Chip Emery in 2010. Since that time, the business has expanded between 20 and 25 percent each year, standing at $25 million in revenue in 2014. The firm has a staff of 42, which includes a large in-house IT staff. It is another component that sets Supply Chain Services apart, Boyd said. “Most companies like us don’t have that kind of support,” he said. The goal is to reach $50 million in revenue by 2020. Although the firm is based in the Midwest, staff does travel on-site around the nation for larger installations, and strives to keep an active presence through avenues like client advisory boards. Two of Supply Chain Services’ larger clients are Motorola Solutions – now part of Zebra Technologies - and Honeywell Scanning and Mobility.

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March 2015

Your Business To illustrate why managed mobile services are so key, Supply Chain Services published a white paper on the topic last year. The paper was developed by the VDC Mobility Team, with David Krebs, Executive Vice President VDC Research Group (VDC) and the support of Supply Chain Services and Honeywell Scanning and Mobility. “Mobility management is rising as a chief priority for CIOs and CTOs worldwide. More than 85 percent of IT decisionmakers expect steady or increased year-over-year mobility budgets, according to a recent VDC survey,” the paper said. The research presented maintains that the pressure of increasingly sophisticated technological strategies and deployments have made third-party technological support the option of choice for many companies. “Managed services represent the function of outsourcing the day-to-day management responsibilities of IT disciplines and applications as a strategic method for improving operations and lowering costs while enabling IT to focus efforts on more business-critical activities,” the paper said. And managed mobile service capabilities are expected to translate well into warehouse environments, which typical involve tightly connected mobile solutions and operational metrics, the research concluded. 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 or visit to contact Eileen.


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Boost operational efficiency with new Yale® enclosed end rider series Yale Materials Handling Corporation announces a new line of warehouse trucks, the MPR080VG and MPR100VG enclosed end rider series, designed for busy warehouse cross-docking, shipping and receiving applications. To help customers boost operational efficiency and reduce costs, the new series offers class-leading lifting capabilities, state-of-the-art technology and an enhanced ergonomic design. Engineered for multi-shift applications, the enclosed end riders offer 8,000 pounds (MPR080VG model) and 10,000 pounds (MPR100VG model) of lifting capacity. With the ability to handle 10,000 pounds of product, the MPR100VG model provides the highest lifting capacity compared to competitive enclosed end riders, and configured with a 160" fork length, allows customers to transport up to four single or eight double-stacked pallets. To simplify multi-tasking needs, the enclosed end riders are equipped with Yale iSi Technology™, a common control system with consistent functionality across Yale’s line of warehouse trucks. The Integrated Smart Interface

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March 2015

utilizes the same software, diagnostic codes and functionality – creating commonality for users, supervisors and service personnel. By offering full customization, Yale iSi Technology allows truck performance to be matched properly with the operator’s skill level.

Verti-Lift introduces Auto-Hite automatic height adjusting carts Verti-Lift introduces Auto-Hite Carts, which automatically adjust so that work-pieces are at the optimal operator height. Designed to maximize safety, productivity, and ergonomics, these springloaded, self-leveling products feature a 22"-26" window of vertical travel making them ideal for any associate or parts height requirement. These ergonomic carts contain no hydraulics, do not require electric or air, and require minimal maintenance. They are ideal for assembly line or sub-assembly operations for a wide range of industries. Standard deck sizes are 20"W x 20"L through 20"W x 30"L, with custom sizes available. Capacity is up to 1,000 pounds. Featuring a “J” hook spring bracket design, springs can be easily added or removed in seconds. These units come standard with 5" casters to ensure ease of mobility. They can also be floor mounted for work cell applications. Video demonstrations of the Verti-Lift Auto-Hite self-leveling carts can be seen on YouTube (search Verti Lift). They are made in the USA and available from material handling distributors nationwide.

RigReady introduces new rigging systems model RigReady introduces its latest cutting edge rigging systems model. RigReady already manufactures the RigReady QL-175 model rigging system which is adaptable and interchangeable to the different brands and sizes of forklifts between 2,000 lbs. to 17,500 lbs. capacity. The QL-175 is already very well accepted by the professional riggers in the industry. The new QL-400 rigging system is adaptable and interchangeable to the different brands and sizes of forklifts between 18,000 lbs. to 40,000 lbs. capacity saving your capital investment dollars. The QL-400 will be available in both manual pin version and hydraulic versions. RigReady is the only OSHA-COMPLIANT portable high capacity boom system on the market. What makes the RigReady boom system OSHACOMPLIANT is the fact that the major forklift manufactures have accepted the RigReady booms and will issue new data tags which give the booms their OSHA COMPLIANCY status. No longer is it acceptable by OSHA to be just engineer certified. The booms have to be approved by the manufacture of the forklift it is mounted to.

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March 2015


New Products

Ergodyne adds new coil hard hat lanyards to Squids® line Ergodyne announced the expansion of their Squids® tool lanyard line to include two new coil hard hat lanyards: Squids® 3157 coil hard hat lanyard with buckle and Squids® 3158 coil hard hat lanyard with clamp. These coil lanyards easily secure a hard hat to a worker, preventing the item from falling at heights, while the coil design reduces lanyard length - preventing snag and tangle hazards. Ideal for those working at heights and in industries needing head protection, the Squids® 3157 coil hard hat lanyard with buckle and Squids® 3158 coil hard hat lanyard with clamp are available at all authorized Ergodyne distributors.

Northern Tool + Equipment highlights new hydraulic lift tables Northern Tool + Equipment has recently expanded their line of Roughneck material handling products to include new Rapid Lift XT Hydraulic Lift Tables. The lift tables feature a foot pedal operation are able to reach full height in as few as eight strokes with no load. Roughneck tables utilize an all-steel construction with an easy-to-clean powder coat finish. Depending on the model, these lifts can be raised up to 1,000 pounds as high as 54 1⁄2". The Roughneck Rapid Lift XT Lift Table with a 500 lb. capacity is a hydraulic scissor lift cart which features foot

pedal operation and two different lift speeds. The table raises from 14 1⁄4" to 50 3⁄4" in as few as eight strokes with no load and is constructed from a powder-coated steel. The platform itself measures 27 3⁄4" L x 17 3⁄4" W. The Roughneck Rapid Lift XT Lift Table with a 1000 lb. capacity has many of the same features as listed above, but can raise twice the weight from 15 1⁄4" to 54 1⁄2" in still as few as eight strokes with no load. This platforms measures 32" L x 19 3⁄4" W. Both products roll on two heavy-duty polyurethane swivel casters with brakes, two fixed casters, and include a non-slip rubber foot pedal cover.

Hörmann introduces new high performance rolling steel door Hörmann High Performance Doors is now introducing the Steel Ranger™ 9000 L high performance security door, a springless, maintenance free door designed as an alternative to traditional rolling steel doors in high cycle applications. With an opening speed up to 36" per second, the door opens up to 4 1⁄2 times faster than traditional rolling steel doors. The Decotherm® steel panel is only available from Hörmann and is constructed of a polyurethane core covered with a triple layered skin, for an insulated and extremely damageresistant panel. A light curtain is built into low-profile guide tracks, which eliminates the use of coil cords an photo eyes. For use on interior or exterior door openings, the door is always

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. Visit us at Booth #1276

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March 2015

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New Products interior mounted. The Steel Ranger™ 9000 L has a directdrive, springless operation, and the company includes a 5 & 2 / 500,000 cycle warranty as standard. "The Steel Ranger™ 9000 L is a revolutionary door solution that combines the fast operational speeds of a high speed, high performance door, with the security of a traditional rolling steel door. Our springless design enables us to offer a 500,000 cycle warranty on a door that’ll be competing with rolling steel doors that typically offer higher cycle springs as optional. The response we’ve been having to this concept is overwhelming," comments Peter Burnham, Vice President of Sales and Marketing.

Empty heavy loads safely & easily CECOR (Booth #4753) will be exhibiting at ProMat 2015 from March 23-26th in Chicago, IL to showcase its fleet of industrial dumping carts and dumping frame. All of CECOR's heavy-duty carts can be paired with CECOR's dumping frame (sold separately) for elevated, rotational dumping of fully loaded carts. CECOR’s dumping frame is a unique product to the material-handling industry. The dumping frame is secured to an overhead hook hoist or forklift truck. The frame is then secured to the CECOR cart by the cart’s trunnion pins (equipped standard), which can be adjusted to accommodate load weights from light and bulky to heavy and dense. When the loaded cart is ready to be emptied, the operator simply pulls on a

lanyard, which triggers a spring on the frame that overturns and rotates the cart 360 degrees for thorough emptying. The nowempty cart easily returns to an upright position for return to the ground. Easy and safe for the worker. No more back-breaking work manually unloading full carts that are too heavy to move, lift or tilt. No mess, no fuss.

Quantum Storage announces new conductive wire shelving units with bins Quantum Storage Systems has developed a new conductive wire shelving unit, complete with conductive plastic bins. Quantum now has (12) pre-configured models that contain as few as 33 conductive bins and a maximum of 88 conductive bins. All units are standard 36" in length and come in three standard widths (front to back dimension) measuring 12", 18" and 24". All units are 74" high and have (12) shelves. The conductive units come standard with a grounding chain and special conductive split sleeves that connect the shelves to the posts.

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March 2015


Capacity: 1


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March 2015

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March 2015


New Products

Online parcel auditing company launches refund recovery ap

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

Parcel Audit Pros, online provider of small parcel auditing for UPS and FedEx late deliveries, announces the launch of a new website application designed to help companies quickly and easily recover unclaimed money-back guarantee refunds. Parcel Audit Pros is an online parcel auditing solution designed for companies of all sizes that want a secure way to easily track, process and recover FedEx refunds and UPS refunds – ultimately lowering shipping costs. Recently, the company launched its innovative new website designed to help businesses learn more about the services offered, pricing, and a parcel audit dashboard that allows customers to see all shipment data in a central location, important for making more informed decisions regarding carriers.

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ProMat 2015, held March 23-26, 2015 at Chicago’s McCormick Place South, is the largest expo for manufacturing and supply chain professionals in North America. ProMat provides attendees access to the latest material handling and logistics equipment and technologies. You can register to attend for free by completing a brief online form.


$198 ea.

Over 800 exhibitors from industry, commerce and government will display their supply chain solutions and innovations on the 300,000 square foot show floor. Material handling equipment and systems: Automated Storage and Retrieval Systems, Automatic Guided Vehicle Systems, Alternative Fuel Systems, Casters/Wheels/Tires, Hydraulic and Electrical Components and Controls, Robots, Personnel/Burden Carriers, Racks, Forklifts, Batteries, Flexible Manufacturing Systems, Unit Handling Systems, Conveyors and Sortation Equipment, Ergonomic and Safety Equipment, Scissor Lifts, Order Picking, Carousels, Modular Drawer Storage, Sustainable Facility Solutions, Tool Handling, Shelving and Workstations. 6

Packaging, containers, and shipping equipment: Box and Carton Makers, Packaging Machinery, Wrapping, Inspection of Products by Weight or Scanning, Pallets, Wire Baskets, Plastic and Metal Containers, Palletizing Equipment. Inventory management and controlling technologies: Computers, Controllers, Software Programs, Systems Integrators, Manufacturing Execution Systems, Warehouse Management Systems, Supply Chain and Logistics Execution Systems, Wireless and Remote Control Systems, Order Management Systems, Enterprise Resource Planning and Transportation Management Systems. Dock and warehouse equipment and supplies: Dock Levelers, Dock Pads, Doors, Forklift Trucks, Racks, Flooring, Handling Systems, Forklift Attachments, Conveyors, Hoists, Cranes, Monorails, Below/Hook Lifting Devices. Consultants and Distribution System Planners: Simulators, Modelers, System Designers, Distribution Consultants, Reverse Logistics and Third Party Logistics.

March 2015

March 2015


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

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March 2015

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March 2015


New Products

Westfalia Technologies launches new warehouse system

New industrial engines feature Hyster® Variable Power Technology™

Westfalia Technologies, Inc. announces the launch of its Savanna.NET® Warehouse Execution System (WES). A unique warehousing software solution, Savanna.NET®, combines a tightly integrated warehouse management system (WMS) and warehouse control system (WCS) into a single application to help manufacturers and distributors direct, control and optimize internal material flow and order picking. With the flexibility to operate as a standalone software solution or with any automated storage and retrieval system (AS/RS) – not only Westfalia’s own AS/RS – the Savanna.NET® WES simplifies and controls the entire warehousing process, while reducing the complexity of using several different “function-specific” applications. As a result, users can more efficiently utilize warehouse space and equipment, increase order accuracy, improve customer service, reduce the risk of lost or damaged product, and raise throughput and productivity. Dave Williams, director of software development for Westfalia Technologies, said, “As more manufacturers and distributors turn to automation, there becomes a stronger emphasis on using software applications to more efficiently run warehouse operations. Yet, the use of interdependent WMS and WCS applications has actually proven less efficient, as it increases the complexity of transaction processing and requires complicated integrations. A WES is a key to overcome these challenges by helping users streamline all warehousing activities through a single application and position themselves for future growth.”

Hyster Company has launched a new line of industrial engines designed to increase productivity and fuel economy for its 3,000 - 7,000 lb. Class IV and V product lines. The new engines from Power Solutions International (PSI) feature Hyster® Variable Power ™ Technology and offer a more powerful and efficient solution for demanding applications. The Hyster S30-40FTS cushion tire trucks and H30-40FTS pneumatic tire trucks include the new PSI 2.0L LP engine. Higher capacity models including the Hyster S4070FT and S50CT cushion tire trucks and H40-70FT and H50CT pneumatic tire trucks contain the new PSI 2.4L LP or dual fuel engine. The optional dual fuel engine provides flexibility to run on LP or gas, an ideal feature for rental applications. An advanced feature that comes standard with the new PSI industrial engines includes Hyster Variable Power Technology. This technology provides adjustable performance modes that allow customers to maximize productivity or fuel economy to fit their specific application requirements. Hyster Variable Power Technology offers the ability to achieve a balance of enhanced performance and superior fuel economy or to maximize productivity during peak business periods when moving more loads is integral to the success of the operation.

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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: 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.

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March 2015




For a direct link to these websites, visit 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 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 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



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Over 35 years experience of manufacturing & distributing quality loading dock equipment. (800) 255-4109

PH: 800.251.3382 Fax: 931.486.0316

E AUTOMATIC IDENTIFICATION EQUIPMENT Barcoding solutions for warehouses, distribution centers and manufacturing. Improve productivity, increase accuracy, reduce costs, and improve service. Helping Customers Operate Better


March 2015


Flight Systems Industrial Products Remanufactured Controls


• Partnered With Many Leading OEMs • ISO Certified For Quality Management • Serving The Industry For Over 40 Years • 1-800-333-1194

E Manufacturer/Suppliers (Rebuilt)



Reman Engines/Gas, LP & CNG

Engines, Cylinder Heads, Parts


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


E Pallet Truck Parts

1-816-796-7676 800-896-7676 •

(800) 255-4109 E LIFT TABLES E Steer Assembly (Reman) (800) 255-4109 800-447-3967

Steer Axles


E Tires/Wheels 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:





690 Chase Ave., Elk Grove, Illinois 60007 Phone: 847-956-1300 • Fax: 847-956-1339 • 800-323-6052

Website: • E-mail:


E PARTS E Cylinders–Hydraulic

Hader Industries 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

800 Trucks In Stock

All Makes and Models Chicago and California Stock

ATLAS INTERNATIONAL LIFT TRUCKS 5050 N. River Road • Schiller Park, IL 60176 (847) 678-3450 • Web:

E RACK / SHELVING (800) 255-4109 E Manufacturer/Suppliers (New)

Dealer Only Quick Ship Pallet Rack

Cantilever Racks • Structural Pallet Racks Portable Stacking Racks • Specialty Transport & Storage Products

(800) 255-4109


March 2015




• • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

800-939-DYNA (3962)

Corrugated Steel Rack Deck Punch Deck ® • Solid Deck Economical • Strong • Easy Install • Fast Delivery Painted • Galvanized • Stainless Steel








690 Chase Ave., Elk Grove, Illinois 60007 Phone: 847-956-1300 • Fax: 847-956-1339 • 800-323-6052

Website: • E-mail: Lift Up Your Business

✷Industrial Pneumatics-Radial & Cross-Ply ✷Super Elastic Resilient ✷Press-On Bands ✷Multi-Purpose Tires (MPT) 877-235-0102

Industrial Tire

E REPAIR SERVICES E Motors (Electric) the solution to all your Electric Lift Truck Motor needs. New • Rebuilt • Exchange • Motors • Armatures • Parts 8 Locations Coast to Coast 800-435-9346

E Transmissions




Reman Transmissions, Drive Units, Differentials & Torque Converters

Experience the benefits of a full-time After Market Consultant at a fraction of the cost. (803) 548-6707 • Email:



Phone: 508.991.6660


Sentinel has the right convex mirror for you.

Campus Crafts

Fax: 508.991.7330 • •

160 Murray St., Rochester, NY 14606 1-(800) 733-6780 (800) 255-4109 E STORAGE EQUIPMENT E Carts • • •

Wholesaler offers a wide variety of advertising options to help companies get noticed. Contact us for more information.

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

800-939-DYNA (3962) 50

March 2015

877.638.6190 |


Tri-Boro Storage Products 800.633.3070 |


March 2015


Battery Maintenance & Restoration Sulfation happens & it costs you! Minimize risks to your equipment Avoid lost revenue because of down-time Reduce premature battery replacements Test, analyze, desulfate and regenerate Call now to learn how to save money with Xtender Regenerator!



Flight Systems Industrial Products

Visit us at ProMat Booth #337 Advertiser’s Index ADVANCE METALWORKING COMPANY, INC. . . 32

ECOTEC LTD. LLC . . . . . . . . . . . . . . . . . . . . . . . 40

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . 22


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

MOTOR TECH, INC.. . . . . . . . . . . . . . . . . . . . . . . 5

AFTERMARKET SERVICES . . . . . . . . . . . . . . . . . 46

FB CHAIN LIMITED . . . . . . . . . . . . . . . . . . . . 1, 25

NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . .INSERT

AIGNER LABEL HOLDING CORP. . . . . . . . . .INSERT ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . 23

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8, 52

PHILLIPS MINE & MILL, INC. (IRWIN TRANSPORTATION) . . . . . . . . . . . . . . 19


FLOW-RITE CONTROLS . . . . . . . . . . . . . . . . . . . . 9

PRODUCTS FOR INDUSTRY . . . . . . . . . . . . . . . . 53

AMERICAN VULKO-TREAD CORP. . . . . . . . . . . . 55

FORK-CO USA SALES, LLC. . . . . . . . . . . . . . . . . 47


ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . 37

FORKLIFT PRO, INC. . . . . . . . . . . . . . . .24, INSERT

RHINO RUBBER, LLC . . . . . . . . . . . . . . . .4, INSERT

BAY EQUIPMENT CO. . . . . . . . . . . . . . . . . . . . . 34

GAMBER-JOHNSON, LLC. . . . . . . . . . . . . . . . . . 12

ROCCO INNOVATIONS . . . . . . . . . . . . . . . . . . . 40

CASCADE CORPORATION . . . . . . . . . . . . . .INSERT

GATEWAY RACK CORP. . . . . . . . . . . . . . . . . . . 30


CAVAION BAUMANN USA . . . . . . . . . . . . . . . . . 2

GRINDSTAFF ENGINES, INC. . . . . . . . . . . . . . . . 36

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . 38

CECOR INC . . . . . . . . . . . . . . . . . . . . . . . . .INSERT

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . 10

SHOPPA'S MATERIAL HANDLING . . . . . . . . . . . 35

CHARNOR INC. . . . . . . . . . . . . . . . . . . . . . . . . . 45

HADER INDUSTRIES INC . . . . . . . . . . . . . . . . . . 39

STELLANA U.S. . . . . . . . . . . . . . . . . . . . . . . . . . 54

CLARK MATERIAL HANDLING CO. . . . . . . . . . . . 7


SUMMIT METAL PRODUCTS, INC. . . . . . . . . . . . 41

COMBILIFT LTD . . . . . . . . . . . . . . . . . . . . . . . . . 42


SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . 28

CONNELL FINANCE CO. INC. . . . . . . . . . . . . . . 14

JAMCO INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . 44

SUPERIOR TIRE & RUBBER CORP. . . . . . . . . . . . 33


JH THOMAS INDUSTRIES LTD . . . . . . . . . . . . . . 20

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . 31

CT PACKAGING SYSTEMS INC . . . . . . . . . . . . . 18

JOSEPH INDUSTRIES, INC. . . . . . . . . . . . . . . . . . 46


DACS, INC. . . . . . . . . . . . . . . . . . . . . . .34, INSERT

KEYTROLLER, LLC . . . . . . . . . . . . . . . . . . . .INSERT

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15, 56


MAC RAK INC. . . . . . . . . . . . . . . . . . . . . . . . . . 29

UNIRAK STORAGE SYSTEMS . . . . . . . . . . . .INSERT

DYNA RACK . . . . . . . . . . . . . . . . . . . . . .1, INSERT

MASTER MAGNETICS, INC. . . . . . . . . . . . . .INSERT

WEST POINT RACK, INC. . . . . . . . . . . . . . . .INSERT

DYNAMIC MANUFACTURING CO.. . . . . . . . . . . 32

MELMOR ASSOCIATES, INC. . . . . . . . . . . . . . . . 32

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . 37

MHEDA. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21

More advertisers & resources at 52

March 2015

Workbenches & Workshop Furniture

Office Furniture

Storage Containers & Bins  

Material Handling

PRODUCTS FOR INDUSTRY         Your Full-Service Stocking Wholesale Solution

Drum Handling

Carts & Trucks

Dock & Warehouse  

Dock & Warehouse

Packaging & Shipping


Racks & Shelving

Janitorial & Maintenance

Cabinets & Lockers

Outdoor Products


ad this for g w n i Br e sho ft h gi to t free a

BOOTH 1178


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Traction Satisfaction Stop by and see us at ...

Booth# 1478

Stellana’s Tmax polyurethane tires developed with a 70A hardness, will provide high traction in both Indoor and Outdoor applications and will not load up with debris. Tmax has a higher load capacity than rubber, is non marking, and will provide better traction in cold and damp environments than a standard polyurethane tire. Covered By Our Perfection Performance Guarantee

999 Wells Street Lake Geneva, WI 53147 PH: 888-734-7687 FX: 262-348-5570 1.15

Celebrating 57 Years of Excellence!

Innovative research and quality products have made us the oldest supplier of Polyurethane industrial wheels and tires in the United States. WE’RE PROUD OF THAT! Whether your forklift is Crown, Raymond, Yale, Hyster, Toyota, or any other model, we have your wheels and tires. We also offer a complete line of wheel bearings, as well as high quality mast guide bearings. Great price, high quality, prompt service. We invite you to Join The Leader!

Anything to get there fast

Come See Us at ProMat! Booth #612

Material Handling Wholesaler March 2015  
Material Handling Wholesaler March 2015