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An Employee-Owned Specialty Publications International, Inc. Magazine

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September 2015

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September 2015 • Vol. 36 No. 9

14

Human Element

20

Sales Trends

38

Caliper Corp

Are you training your sales people to be sharks? Art Sobczak

What to do when they are not the ultimate decision maker

Your Business Eileen Schmidt For Presto Lifts, orange is the key color

Dean Millius General Manager/Publisher dmillius@MHWmag.com Alva Coffman Account Executive acoffman@MHWmag.com Kathy Regan Editor editorial@MHWmag.com Hobie Wood Production Manager hwood@MHWmag.com Valerie Vorwald Graphic Designer art@MHWmag.com Material Handling Wholesaler: (ISSN # 2155-3467) is published monthly for new and used equipment dealers, equipment manufacturers, manufacturer’s reps, parts suppliers, and service facilities serving the material handling industry. Editorial opinions expressed herein are the author’s and do not necessarily reflect the opinions of Material Handling Wholesaler. All material contained herein is protected by copyright laws and owned by Specialty Publications International Inc.

ADVERTISING CALL 877.638.6190

Industry News

Copyright Ingram Image Ltd.

16 Nuts & Bolts

Cover Story

28 Shifting Gears

How do you measure up?

4

“Little data” still important Garry Bartecki

Columns 8

Aftermarket

John Walker

The manager manages, or does he/she?

24 Industry Insights

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

SUBSCRIPTIONS: Third class subscriptions are free to qualified

Reader Resources 26 Classified

40 New Products

46 Source Directory

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Cover Story Garry Bartecki

How do you measure up? “Little data” still important As you probably know I am a true believer when it comes to benchmarking numbers as often as possible during any given year. I say that because: • The benchmarking points out specific areas for review allowing for adjustments to be made before things get out of hand. • Benchmarking helps keep department managers on their toes because who wants their numbers to come in at the bottom of the list. • Benchmarking results can be shared with bankers and other partners to demonstrate how you are doing against industry standards. • Benchmarking makes you think about the numbers that go into the analytics, which helps managers envision how dollars flow both in and out. • Dealers that benchmark normally have a better handle on where they stand and what they have to do to improve their business. • And last but not least, if you do not benchmark how would you measure your performance. There is a lot to be said for benchmarking, if you do it right and with the right participants. Material Handling dealers are fortunate because they have an active association that provides benchmarking services to members. We are, of course, referring

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September 2015

to MHEDA which produces an annual DiSC report for both Industrial Truck dealers and Storage & Handling Engineered Systems. Participate in this service and you receive a FREE DiSC report that is customized for your business. But if you are a member and do not participate you can receive of copy of the general report for $275, which you can use to analyze your 2014 operating results. There are other ways to benchmark as well, but I doubt if they will provide what you can receive from the DiSC report. Many OEM’s will provide reports based on groups representing one brand, or you can get exposure to the entire industry via an open forum where many brands are represented. 20 Groups also frequently provide reports throughout the year that provide more timely data. To me there is no doubt that benchmarking provides valuable input to help improve operating results and shareholder value. But you would be surprised at how many times I hear “It takes too much time to fill out the survey”, or “We can’t get it completed in time to meet the deadline”, or “Our books are not set up in the same way as the survey so we don’t participate.” I kid you not. My response to those making these comments is … If you cannot complete the survey by the deadline (4 months after the year-end); it takes you more than 2 hours to fill out the survey; or you don’t have data compiled according to industry standards,


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Cover Story you have problems well beyond the inability of filling out the survey that need to be addressed if you hope to remain a dealer in this industry. I have a copy of the 2015 MHEDA DiSC report in front of me and just spent maybe an hour or so reading it cover to cover. I do this every year and continuously come away with how well lift truck dealers are managed through the many economic cycles they encounter. I am especially impressed after reviewing the historical data that appears in the back of the report that covers 2007-2010 and 2014, which of course covers our last depression period (I call it a depression) in 2008 and 2009. Of the 100 dealers that annually participate in the survey the DiSC report reflects at least a break-even in 2009 with an overall recovery in 2014 to the point where profit before tax is three times what it was in 2009. More specifically, the DiSC report provides income statement data, departmental data, productivity statistics, operating expense data, sales mix, departmental gross profits, balance sheet data and financial analytics to help measure historical results and form future business plans. The reports are further broken down by sales volume and region. Of most importance is the column titled High Profit Dealer which represents the top 25% quartile of the reporting dealers. Comparing the High Profit Dealers to the others points out how small differences can add up to significant improvements in bottom line. For this report the High Profit group generated a 6% pre-tax compared to 3% for the Typical Dealers. One big issue for me is the fact that the size of both Typical and High Profit dealers are approximately the same. In the past the High Profit dealers were usually the larger dealers with the leverage ability to deliver higher contribution margins. Thus the smaller dealers were always saying they couldn’t hit the High Profit mark because they weren’t big enough to get there. But now that both the Typical and High Profit dealers are of similar size I suggest we can throw the old argument out the window. We hear a lot these days about Big Data and I believe that Big Data will provide many opportunities in your industry. But at the same time I remain fully committed to using the “Little Data” we find in our monthly financial reports, our OEM reports, our 20 Group activities and this annual DiSC report because there is plenty of money to be made by getting a better handle on the Little Data. Our industry continues to change. There will be continuing consolidation. Sophisticated uses of more data will help drive business, especially the use of telematics that will help both dealers and end users control costs and improve efficiency. Big Data will also help determine customer needs and the timing of those needs. No matter whether we want it or not, the internet-ofthings will bring change and disruption to the industry. All the more reason to get better control of our Little Data to help us manage both the Little and Big Data going forward. In conclusion I will say every dealer should benchmark as much as they can, and every dealer should participate in a 20 Group which provides a forum to discuss planning ideas for the future. I can guarantee that both endeavors, if taken seriously, will deliver better operating results and shareholder value. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry. 6

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September 2015


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Aftermarket John R. Walker

The manager manages, or does he/she? In writing this month’s article, I went back and researched articles I’ve written in the past years. The following article, written well over twenty years ago, was chosen to update and repeat almost as written. I’ve known many equipment dealers, in many industries who have read our articles and made changes to better market, manage and merchandising their product support. They have told me of their success. They have reaped benefits in both increased product support sales as well as product support profitability. So this article is not for those dealers who successfully made necessary changes years ago, but for those dealers who: hesitated, put-off, never got around to it, or never really comprehended their unknown opportunities! Aftermarket services and/or product support over the past five to ten years have become recognized as highly important profit centers for the equipment dealer. In fact, many equipment dealers would have been hard pressed to have survived the last 10 years of business without them. While there is recognition, few really recognize the magnitude of this part of their business. Caterpillar, in a recent article published that their dealers globally were leaving $18 Billion on the table. Responsibilities of service and parts managers have changed dramatically over the past 20 years. During any business day these managers will find themselves wearing many hats. They are

now responsible as: asset managers, people managers, computer managers, market managers, sales managers, merchandising managers, advertising managers and many times they also find themselves called upon to be credit managers. It should be recognized that a dealer’s parts and service departments have more personal contact with dealer’s customers than any other department within the dealership and their personal relationships and handling of your customer’s concerns are key drivers of customer satisfaction which leads to the dealer’s increased market share. We have all heard over the years that the best salesperson does not necessarily make the best sales manager. It is also true that the best counter-person does not necessarily make the best parts manager nor does the best technician make the best service manager. Too often equipment dealers (most come from sales or other related business areas) fail to recognize the profit opportunities available to them in both service and parts. Unless equipment dealers begin to perform customer/market analysis and measure the profitability of their parts and service potential opportunities, they will continue to miss their goals and opportunities. Service managers are managing a fully equipped expensive shop, numerous pieces of expensive over the road equipment, thousands of dollars in special shop tools, technicians whose

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Aftermarket training cost exceed, in some cases $60,000 apiece. Financial models of equipment dealerships are predicting that in two to three years 50% of the dealership’s employees will be involved and managed by the service manager. A parts manager is managing a dealer’s inventory running from $25,000 to well over a million and is spending more of the dealership’s hard-earned cash than anyone else in the dealership, sometimes under control and sometimes not under control. Understanding the scope of these two managers’ responsibilities and duties as well as understanding the importance of these positions to the financial strength of a dealership is far more imperative today than ever before. Measuring a parts and service department continues to lag behind the measurement of the other departments within the dealership. If you don’t measure it, then you can’t manage it! Recent studies indicate that, of the four or five profit centers, a dealer principal spends the least amount of his time in the service department. Could there be any correlation between that and the fact that the service department is one department that continues to ignore their unknown opportunity? Unfortunately most parts and service managers came into their present positions through attrition and time in grade. Their skills were learned from the previous managers and through on the job training. Their experience, gained from their predecessors, all too many times was lacking in certain skill sets needed in a changing market. Too few dealers spend time instructing their managers in the fundamentals of accounting or measuring their department. Also too few dealers share departmental financial information with a

manager, making it impossible for that manager to manage his/ her department. Concern and interest in a typical equipment dealership has always centered and focused around the sale of whole goods. That can be explained, as the sales department will tell you: Without the sale of equipment there would be no aftermarket! There is a simple measurement to bring into perspective parts and service sales to show how additional profit improvement in these departments relates to the sale of complete goods. We have always referred to this measurement as the giant funnel theory. In the need to examine the makeup and nature from a profit standpoint, visualize your dealership as a giant funnel. Into the top of this funnel will be placed the gross sales receipts from all the dealership’s profit centers. The funnel represents the cost of doing business with the variable, fixed and semi-fixed expenses incurred by the different departments. From the bottom of the funnel will drip the left over or net profit. This is expressed as a percent of gross sales collectively within the dealership. The impact of all this is that for every dollar of gross sales poured into the top of the funnel, only a few cents drops through as net profit. A dealer’s basic goal would be to pour more sales into the top of the funnel, expand the opening at the bottom and, finally, allow more net profit to flow through. An interesting aspect of the funnel theory is to reverse the flow. On the negative side, assume your dealership came up short at parts inventory time in the amount of $5,000. Divide this loss by your net profit to determine how many dollars in gross sales would be necessary to make up for this particular loss. Example:

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Aftermarket $5,000 divided by .04% = $125,000. If you cut a customer’s service bill by $100 divided by .04% = $2,500 in increased sales. The easiest way to realize a profit is to stop losing it! On the positive side and bringing parts and service sales into their proper perspective, consider the following examples: Assume your current parts sales are $752,482 and your gross profit on parts is 30% or $225,774. In the next year you increase your parts sales a mere 10% while maintaining the same gross profit. Your parts sales are now $827,730. Your gross profit dollars have increased to $248,319 for an improvement of $22,545. Your dealership’s net is 4%. Divide the gross profit dollar improvement of $22,545 by 4% and you arrive at $564,375. In order to make $22,545 in gross profit dollars at 4% net, the dealership would have to generate $563,626 in new equipment sales. Here is an example of how service through measurement and goal setting can improve the total profitability of a dealership. Present service sales of $847,282 at a gross profit of 58% generate gross profit dollars of $491,423. Here again the dealer through better service marketing improves his service sales by a mere 10% to $932,010. His gross profit dollars improved to $540,565 or an increase of $49,142. Divided this number by the dealer’s 4% and you can see this is equivalent to complete goods sales of $1,228,502. Measuring and in turn planning to achieve your dealership’s goals in parts and service is quite possibly the best method for dealers to accomplish the basic goals of increasing both volume and profits. It is imperative to measure both the profit center and the individual working within that profit center.

The final measurement in both parts and service is the overall goal of achieving a 100%+ Absorption Rate. Achieving this percentage requires a teamwork effort but in the long run establishes financial strength for the dealership, making it possible for a dealer to weather any business downturn and to become extremely competitive in the complete goods market. Many equipment dealerships indicate that absorption rate is the ultimate goal of everything that is done in the dealership. It is a negative thinking dealer who believes that 100%+ is unachievable. Apply the same techniques to your aftermarket that you have applied to your complete goods and you will be successful. Opportunities exist today to develop your dealership’s profitability and financial strength. Seek out and go after these opportunities! For the past six years we have referred to these opportunities as unknown and/or unfocused opportunities. The unknown opportunities are as “plain as the nose on your face” once you begin analyze some specific computer reports. Two of our most popular manuals: Service Marketing, & Fourteen Steps to Increased Product Support Sales & Profits are offered to you this month for our low price of $16.99, if you are interested please email us at amsconco@aol.com, give us your name, address, dealership and lines of equipment handled and your manuals and invoice will be emailed immediately, pay only if you are satisfied with the two manuals is our guarantee. John R. Walker is president of Aftermarket Services Consulting Co. Inc. E-mail editorial@mhwmag.com to contact John.

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September 2015

13


Human Element Caliper Corp.

Are you training your sales people to be sharks? It’s everyone’s favorite time of year! That’s right, Shark Week, when America celebrates pushy, aggressive salespeople who pounce on unsuspecting customers, take their money, and send them floating downriver before anyone has a chance to figure out what te heck just happened. Just kidding. Shark Week, courtesy of Discovery Channel, is a celebration of nature’s most perfect killing machine, the shark. We all have our favorite shark species, but let’s be real ...without the Great White, there’d be no such thing as Shark Week. Existing for millions of years but transformed into a pop-culture icon by Steven Spielberg’s 1975 blockbuster Jaws, the Great White shark can weigh almost 3 tons and reach 20 feet when fully grown, sports a giant maw packed with 2-inch-long serrated teeth, and can smell a single drop of blood from miles away. And still most of us would rather deal with that than an obnoxious salesperson. True story: 15 years ago, when working for a now-defunct company, I attended an in-house sales seminar during which the division manager donned a furry shark costume and ran up and down the aisles growling sales pitches (sharks = sales pirates?). I won’t even tell you how they made us stand on chairs, form fins with our hands, and dance to surf tunes blaring over the PA system, because the emotional scars I bear are still too raw. But, as

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hokey as that event was, management did at least recognize that aggressive, transactional selling was not helping the organization grow over the long term. Unfortunately for them, the message, “Don’t be a shark,” was a little too simplistic and a came a little too late to save a sinking ship. Not even a bigger boat would have helped. Nowadays the talk is about talent development. Companies are looking for salespeople whose motivations suit the organization’s mission, vision and values, not people who have made a career of bouncing from one transactional sales role to another. Managers want sales reps who can work as part of a team, build relationships with customers and fit the departmental culture, but it takes time, effort and the right people to build such a sales operation. The good news is that Caliper offers a plethora of products to help you identify and develop the best available sales talent, from pre-employment assessments to onboarding services to Caliper Analytics™, and we are developing all-new, expanded and scientifically validated Job Models that separate out the personality attributes needed for success in new business acquisition vs. account development vs. technical sales, and more. As always, our expert consultants and advisors are ready to partner with our clients, identify their unique needs, and help determine the best talent-management solutions. In other words, let Discovery Channel handle all your sharkrelated needs and leave the talent development consulting in your sales organization to us. 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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We Buy Used Dock Levelers Trades Considered Bay Equipment Co., Holland, Mich., 616-392-1811 or fax 616-392-6238 www.bayequipmentco.com • bay.eq.co@gmail.com

14

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September 2015


Successful fleet managers maintain their batteries. Call Flow-Rite today to learn how single-point watering systems can improve your operation!

Your system now comes with FREE battery maintenance software!

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September 2015

15


Nuts & Bolts Acquisitions, expansions & other business news

Columbus McKinnon to acquire Magnetek

Barnhart agrees to purchase Sicklesteel Cranes

Columbus McKinnon Corporation, designer, manufacturer and marketer of material handling products, and Magnetek, Inc. announced that they have entered into a definitive agreement for Columbus McKinnon to acquire all of the outstanding shares of Magnetek for $50 per share for a total value of $188.9 million. Magnetek designs and manufactures digital power and motion control solutions for material handling, elevators and mining applications. The transaction combines complementary strengths to create more competitive and comprehensive material handling solutions for customers. The agreement has been approved unanimously by the Boards of Directors of both companies and Magnetek's Board of Directors has unanimously recommended that its shareholders tender into the offer, which is anticipated to commence on or before August 5, 2015, by a wholly-owned subsidiary of Columbus McKinnon. All of the members of Magnetek's Board of Directors and executive officers, together with Fundamental Global Investors, LLC, have entered into agreement to tender the shares beneficially owned by them into the offer. www.cmworks.com

Barnhart has reached a definitive agreement to purchase Sicklesteel Cranes, Inc. of Mount Vernon, Washington. Sicklesteel Cranes, Inc., which has 50 employees and a fleet of 56 cranes, will continue to operate as Sicklesteel but will have full access to Barnhart's national network of equipment, engineers, and branches. As part of the transaction Barnhart will also be acquiring Pacific Tower Crane, which was an affiliated company of Sicklesteel. In addition to its Mount Vernon branch, Sicklesteel Cranes, Inc. operated two other locations in Tacoma, Washington and Portland, Oregon. Customers will continue to receive the same high quality crane service and tower crane service they have come to expect. However, through Barnhart's coast-to-coast network, customers will have access to the nation's most innovative rigging systems, wind turbine up-tower services project cargo logistics capabilities, and a department of over 40 engineers. www.barnhartcrane.com

powRparts.com THE MOTIVE POWER ONLINE STORE Stocking distributor for all major motive parts and accessory manufacturers • Set-up a user account online at www.powRparts.com • Once registered, send an email to sales@powRparts.com giving us your user name and your request for a wholesale account.

16

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 Safety items

Flip Top Vent Cap

• Battery cleaning supplies • Charger cables & lugs • Replacement cells

www.MHWmag.com

The Equipment Leasing & Finance Foundation (the Foundation) releases the June 2015 Monthly Confidence Index for the Equipment Finance Industry(MCI-EFI). Designed to collect leadership data, the index reports a qualitative assessment of both the prevailing business conditions and expectations for the future as reported by key executives from the $903 billion equipment finance sector. Overall, confidence in the equipment finance market is 62.6, remaining essentially the same as the June index of 63.0. When asked about the outlook for the future, MCI-EFI survey respondent David T. Schaefer, CEO, Mintaka Financial, LLC, said, “New applications for leases and loans increased significantly in the latter half of the second quarter. If this trend continues we would have a record third quarter postrecession. I’m moderately optimistic as we have experienced unsustained bursts in the recent past.” www.leasefoundation.org

AMT announces two new senior executives

• 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. • • • • • • • • • • • • •

Equipment Leasing and Finance Industry confidence steady in July

888-547-2115 September 2015

The Association For Manufacturing Technology has announced two senior executive appointments, effective immediately, at their McLean headquarters. Edward Christopher was named the Vice President – Global Services, overseeing AMT’s international offices, business development programs and services. Christopher’s previous experience includes 25 years as a global trade consultant within the construction equipment industry, including 10 years as an executive in Asia. Steve Lesnewich will be taking on the new role of Vice President – Member Services where he will be working closely with members to fully understand and utilize AMT’s full complement of products and services, as well as working with the membership to develop new ones. www.amtonline.org


SIMPLIFY YOUR LIFE SUCCESS IS EASIER WHEN YOU HAVE A SUPPLIER THAT • Understands your business and your customers. • Helps keep your customers satisfied…and loyal. • Has the products you need to grow your customer base. • Will help increase your bottom line profit. That supplier is Thombert, your SINGLE SOURCE SOLUTION for less frustration and more profit. Give us a call, kick back, and rest easy. It’s that simple!

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September 2015

17


Nuts & Bolts

Forks

IBTTA announces 2015 Toll Excellence award winners

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

A better quality pallet jack for your customers

The International Bridge, Tunnel and Turnpike Association (IBTTA), the worldwide transportation association representing toll facility owners, operators and the businesses that serve them, is proud to announce the winners of the 2015 Toll Excellence Award competition that recognizes excellence, innovation and achievement in the tolling industry. “This year’s submissions were particularly innovative,” said Patrick D. Jones, Executive Director and CEO of IBTTA. “There were many great examples of projects highlighting new ideas and emerging practices throughout the international tolling industry. A new category, Private Sector Innovation, was added to recognize the innovative solutions being brought to market by our private sector members.” The winners will receive their awards on Monday, August 31st during IBTTA’s Annual Meeting and Exhibition in Dublin, Ireland. During the awards ceremony, one winner will be awarded the prestigious President’s Award for Excellence. The 2015 Toll Excellence Award winning agencies and projects are: Customer Service & Marketing Outreach Taiwan Area National Freeway Bureau - Program for Transition from Manual Flat-rate Pay-Per-Use Toll Collection to Electronic Distance-based Toll Collection on Taiwan’s Freeways Social Responsibility

• 3 YEAR WARRANTY • Poly wheels (also available in nylon)

Illinois Tollway - Partnership with The Chicago Lighthouse Technology Transurban - 495 Express Lanes in Virginia Toll Operations, Maintenance & Engineering New Jersey Turnpike Authority - Traffic Permitting and Lane Closure Application

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ETAN Industries – Fast Lane-The Financial Accountability Solution for Tolling www.ibtta.org

Forklifts of Michigan honored by UniCarriers of America

Celebrating 28 Yea rs 1986-2014

Ph: 866-848-5400 / 519-653-7979 Fax: 407-302-4484 info@jamco1.com www.jamco1.com 18

www.MHWmag.com

September 2015

Forklifts of Michigan has been recognized by UniCarriers of Americas as a gold level winner of the Aftermarket Excellence Program. This program is designed to reward and recognize those dealers who have achieved the highest standards of aftermarket service. Continue to Expect More with Forklifts of Michigan. www.forkliftsmi.com


QUALITY& VALUE For Over 50 Years

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

www.MHWmag.com

September 2015

19


Sales Trends Art Sobczak

What to do when they are not the ultimate decision maker A training client emailed me with this scenario. Perhaps you’ve run into something similar. The rep, Kim, had a prospect, Karen, who agreed that her company should use the sales rep’s company for their purchases of computer media supplies. The prospect said that she personally didn’t make the final ordering decision (she was the primary user of the products), but would speak to the person who did the ordering — we’ll call him Bob the Buyer — and have Bob give the rep a call. Karen preferred that Kim not contact Bob directly at this point. A week had passed with no call, and Kim (the sales rep) didn’t want to let this one wiggle away. She wanted an opinion on the best action to take at this point. The first suggestion — which really didn’t help much on this call, but will on future ones — is to get commitment that the initial prospect will not just refer the matter to Bob the Buyer, but will strongly recommend to Bob that they buy from Kim’s company, and WHY she felt that way. And also get commitment as to the time frame. For example, “First, Karen, you’re saying that you’re personally sold on using us because of the lower total cost of ownership over time, and you’ll recommend to Bob the Buyer that you switch, is that right?” “What else can I provide you to help justify it to Bob? Do you see any potential roadblocks or objections from him? Does he normally go along with your recommendations?” “And when do you think I should expect a call?” This emphasizes the urgency of the matter. Finally, set the stage for what would happen should Bob not call by that date: “If for some reason he doesn’t call by then, it wouldn’t be a problem if I called him and introduced myself would it?” Now, for the call at hand, my suggestion was to first call the original prospect and find out if the referral suggestion had been made to Bob the Buyer. If so, then use the question previously mentioned about getting permission to call Bob. The call to Bob then would be positioned in this way: “Hi Bob, it’s Kim Seller with ______. I was speaking with Karen Michaels in your IT department, and she suggested that we should talk. She felt we could save you quite a bit of money over time on the media you’re now using, and might have passed that information on to you …” (if Bob doesn’t jump in at this point, continue) “If I reached you at a goodtime, I’d like to share with you the savings projections we did see if there are any other items on which we could help you save.”

Notice we are not starting the call out with the worthless, reactive opening, “I was wondering if you got the information that Karen Michaels had sent over to you?” That’s as bad as starting a call with “I sent you an email, didja get it?” In my example, even if Bob didn’t remember Karen’s communication, Kim can smoothly transition into this call. To summarize, when you’re being referred elsewhere, be sure, • you are not being brushed off, • that your initial contact is sold on you and will recommend you, • that you attach a time frame to the next action, and • that there is a course of follow-up action on your end to be sure there is a next step. What do you do in this situation, or what have you done? Would love to see your comments. Thanks! 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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September 2015

23


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

Top 20 Equipment Lenders

 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.

Cheney Bros. Inc. Class 3 Class 2 Class 4

Riviera Beach, Fl Crown Crown Toyota

46 37 8 1

Toyota Motor Credit Corp.. 240

BMO Harris Eqt Fin Co.......12

Wells Fargo Bank................. 186

Apex Fin Svc Llc...................11

Nissan Motor Accept Corp....89

1st Source Bank......................10

Brenntag Mid South Inc. Class 5 Class 4 Electric Lift Trucks - No Model Class 5

Henderson, Ky Nissan Toyota Crown Hyster

24 16 4 2 2

Winthrop Resources Corp.....46

Amer Bank............................10

5th 3rd Bank............................24

De Lage Landen Fin Svc........10

MB Fin Bank........................19

Indl Lsg Co...........................10

Chemtall Inc. Class 3

Riceboro, Ga Toyota

24 24

Banc Of Amer Lsg & Capital.18

PNC Eqt Fin...........................9

Bank Of The West..................18

Citizens Asset Fin Inc...............8

South Bay C F S Llc Class 4

Walnut, Ca Toyota

15 15

Pacific Western Eqt Fin..........16

Wells Fargo Eqt Fin.................6

Kraft Foods Grp. Inc. Class 1

Lowville, Ny Cat

15 15

Beverly Bank & Trust.............15

Zions Credit Corp...................4

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

24

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September 2015


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Material Handling Material Handling Material Handling Material Handling Material & & Handling &Handling Material Material Handling Material Handling &Storage & Storage Equipment Equipment Storage Equipment Shop Equipment Shop Equipment & Carts& Carts Shop Equipment Trucks & Trucks Carts Trucks & & & Storage EquipmentStorage Equipment Shop Equipment Trucks & Carts Shop Equipment Trucks & Carts Storage Equipment Storage Equipment Storage Equipment Shop Equipment Trucks &Trucks Carts & Carts Shop Equipment

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September 2015

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Material Handling Wholesaler’s

Salute to women Deadline: August 24 26

www.MHWmag.com

September 2015

Phone: Fax: Email: Url:

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

We are proud to once again bring you our annual October Salute to Women in the material handling industry. You can market yourself or a valued employee in the October issue by placing a photo and a 50-75 word description in our special salute section. Includes: Investment:

Photo of yourself and 50-75 word description $40 each or $25 each for 10 or more people

Email your photo & word document to sales@MHWmag.com. Contact your Wholesaler sales representative for more information.

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September 2015

27


Shifting Gears Industry personnel and organization news

Hannibal Industries breaks ground to expand facility

Raymond wins manufacturing leadership award

Hannibal Industries, Inc., manufacturer of pallet rack, announced it is breaking ground on a 42,000-square-foot addition to its Hannibal South manufacturing center on 10.5 acres in Houston’s booming industrial area. The employee-owned company headquartered in Los Angeles announced expanding its manufacturing and distribution operations to Houston earlier this year. Construction is now underway to enlarge the existing 110,000-square-foot facility at 6501 Bingle Road to house a new state-of-the-art powdercoating production line, an environmental room and additional office space. According to Steve Rogers, Hannibal’s vice president, “Hannibal Industries’ customer base in the South East has grown, and the company has been shipping more and more racking from Los Angeles to the region. The company’s management team felt it was time to expand in an effort to provide our customers with a National presence that will meet their growing needs.” The Hannibal South facility in Houston will offer their full range of racking products to serve the Eastern U.S. markets. An official grand opening of the entire facility will be held early next year following the latest construction. www.hannibalrack.com

The Frost & Sullivan Manufacturing Leadership Council recently presented The Raymond Corporationwith the Manufacturing Leadership Award in the Operational Excellence Leadership category. Raymond is pleased to be among the prestigious companies that Frost & Sullivan has honored as leaders in manufacturing,” says Michael Field, chief executive office for Raymond. “By continually improving our processes and cultivating a talented workforce, we strive to achieve operational excellence and excel with each and every challenge we meet.” This Manufacturing Leadership Award recognizes North American companies that are shaping the future of global manufacturing, distinguishing themselves by embracing breakthrough innovation and responding to customers’ needs with unmatched agility. The award is wonderful recognition for Raymond and its dedicated employees,” says Rick Harrington, vice president of U.S. manufacturing at Raymond. “Built on more than 90 years of innovation, our commitment to operational excellence ensures high-quality production of our products, which directly benefits our customers.” Field and Harrington accepted the award in early June at the 11th Annual Manufacturing Leadership Summit in Carlsbad, California.

PROTECT YOUR FORKLIFT FLEET

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www.MHWmag.com

September 2015

Cimcorp announces new leadership in North America Cimcorp Group, a manufacturer and integrator of turnkey robotic gantry-based order fulfillment and tire handling solutions, announces CEO Doug Pickard’s retirement from Cimcorp Automation Ltd. after leading the company, which he co-founded as RMT Robotics Ltd., for nearly 35 years. His successor, Operations Manager Rick Trigatti, will expand his current responsibilities by stepping into the role of president of the company’s North American subsidiary. The transition was effective as of June 29. After founding the company to introduce robotics and machine vision into the automotive industry, Pickard led the development of large, high-speed gantries that allow customers to sort, store and pick a large number of SKUs at very high rates. He also introduced ADAM, a mobile robot that can navigate autonomously outside of a staged laboratory environment, into industrial environments. His accomplishments with Cimcorp in North America (and formerly RMT Robotics) have created a foundation that will propel the company to new heights in the future. www.cimcorp.com


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September 2015


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Shifting Gears

Suttons adds business development director Greg Lofts has been appointed business development director at logistics and supply chain specialist Suttons Tankers, as the company looks to further strengthen its UK leadership team and expand the products and services it provides to customers. Greg’s remit includes the strategic development of the division’s new business opportunities and existing accounts in the bulk chemicals, Greg Lofts gases, fuels and food sectors, with a focus on relationship management and customer service. Greg joins Suttons with an impressive track record in business development and account management, most recently at Wincanton. Michael Cundy, Suttons Tankers managing director said: “Greg’s experience and proven ability to lead teams and deliver solutions tailored to individual customers, rather than applying a one size fits all model, is key to the development of our business and an ideal fit with Suttons. www.suttonsgroup.com

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Toyota-Lift of Minnesota breaks ground in Southern Minnesota Toyota-Lift of Minnesota began a new chapter in its history with the groundbreaking ceremony performed Monday July 26, 2015 for its new Byron building. The 13,000 square-foot building will be completed sometime in late 2015 or early 2016. The building will be a regional center for new and used equipment sales, as well equipment rentals and repairs. Equipment will include forklifts, variable reach construction forklifts, rough terrain forklifts, scissor lifts, personnel and burden carriers, towing equipment and rough terrain aerial lifts. President John Scheunemann said, “We have been exploring opportunities to invest in the area and are very happy in securing the Byron location. The location just eight miles from Rochester Minnesota is centered in a robust area of economic growth. The facility will go a long way to support our sales, service and parts staff in the area, and will give our customers a local partner for dealing with the material handling, logistic and construction needs.” The building is designed from the inside out with customer support in mind. It includes an equipment showroom, parts department, sales offices and a fully outfitted repair shop. Built on a 4.3-acre lot, there is plenty of room for expansion. www.ToyotaEquipment.com/about-us

Toter adds two regional sales managers Toter®, a Wastequip® brand, announces the addition of two regional sales managers. Gareth Buxton will have responsibility for the mid-Atlantic region, and Blake Wetzel will be responsible for the upper Midwest region. Both will be tasked with growing sales in Toter’s residential channel, specifically with municipalities and private waste haulers. Buxton began his career with Toter in January 2015 as an industrial distribution manager, where he focused on developing Toter’s industrial, commercial, and institutional customer channels while driving long-term, sustainable growth for the Toter Professional Products business. Prior to joining Toter, Buxton was the founder of Allied Enterprises, LLC, where he offered health and wellness services. Before his entrepreneurial stint, he served six years with a Special Forces unit of the British Royal Marines. He also managed operational planning and crisis management as an assistant director of operations for Aegis, a leading defense security and risk management service organization. Wetzel brings more than 12 years of industry and sales experience. He joined Toter’s parent company, Wastequip, in 2014. He served as a regional sales manager for Wastequip’s Technical Division, and was responsible for growing business for the company’s compactor and baler product lines. Prior to joining Wastequip, he worked as a sales supervisor for Republic Services. He earned his Bachelor of Science in Business Administration from Shippensburg University of Pennsylvania. Wetzel’s responsibility for the upper Midwest region includes Ohio, West Virginia, Indiana, Illinois, Michigan, Wisconsin, and Minnesota. www.toter.com


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2011 Toyota 8FGU15, 3,000 lbs., LP, 189” Mast, Sideshifter

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

2006 Aisle Master 44S, 4,000 lbs, LP, 203” Mast, Sideshifter

2009 Toyota 7FBCU18, 3,500 lbs., 36V, 222” Mast, Sideshifter

2010 Bendi B40IC, 4,000 lbs., LP, 250” Quad Mast, Sideshifter

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Printed in the U.S.A. ©2015, The Ousset Agency, Inc. wo#4635

Available Used Equipment – More in Stock, Call Omar For Listing

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September 2015

33


Shifting Gears

Hyundai Forklift and National Lift Truck Service enter into dealer agreement

experienced staff and capabilities that will help continue to grow our business in North America.” National Lift Truck Service President Robert Siano said, “Earlier this year, I traveled to the ProMat tradeshow to find added-value products to grow our successful, 40-year-old Florida based company. My intent was to add allied lines, but what I saw at the Hyundai booth – the technology, the many standard features, and the great warranty – was a brand focusing on innovation in forklift design and performance, and I opted in.” According to Siano, National Lift Truck Service serves more than 15,000 customers across South Florida, which is home to several major sea ports. “Our customers are industry leaders in independent distribution,” he said.

Hyundai Forklift announced the appointment of National Lift Truck Service, Inc., headquartered in Pompano Beach, Fla., as its newest authorized dealer. National has four full-service locations in Florida: Pompano Beach, Miami, West Palm Beach and Port St. Lucie. With 40 years in business in South Florida, National is proud to add Hyundai Forklift to its material handling business line. National’s footprint expands Hyundai’s South Florida representation to cover from Miami-Dade to Indian River Counties, with potential to expand further north. “Distribution growth is the key to our ability to serve customers,” said Chuck Leone, Vice President of Hyundai Forklift. “National has the

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34

www.MHWmag.com

September 2015


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

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

CUSTOM TRAILERS

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

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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.

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September 2015

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

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www.MHWmag.com

September 2015

37


Your Business Eileen Schmidt

For Presto Lifts, orange is the key color The bright shade has helped the company’s equipment stand out throughout its history - a mark, company leaders say, of the firm’s commitment to excellence in the design and manufacture of its pieces. “Any customer that is producing something, storing something, packaging, shipping; for any of those elements our lifts can be utlitized to improve safety and productivity,” said Rick DaSilva, national sales manager for Presto Lifts. The company, which this year marks its 70th anniversary in business, began operating as Presto Lifts in 1977 with the production of manually-propelled lifts and stackers. Today, Presto Lifts offers more than 500 different models of lifts, tables and tilters. Headquartered in Norton, Mass., Presto Lifts also has a facility in northeast Arkansas and a total of around 100 people affiliated with the company’s production and business efforts. Presto Lifts provides products to locations across North America, according to Steve Albert, the company’s general manager. “One of the things Presto does and does well is the stacker line. It really separates us,” he said, adding that in the late 1980s the company started to transition into lift tables. Currently, the two lines bring in about an equal amount of business, Albert said. About 10 years ago, Presto Lifts leaders put great emphasis on improving and increasing the stacker line. Several new products

were introduced, including a product that took the company to the next level. The PowerStak™ – a powered lift-powered drive stacker – has proven a tremendous part of Presto Lifts’ recent growth, company leaders said. “That product has been used by a wide range of industries,” Albert said. “It’s great for small momand-pop businesses and also large firms.” Starting with a price tag of $6,000, the lightweight power stack is useful for big production facilities and also provides an option for small companies that cannot afford a forklift. Sales have been growing steadily for the past seven years, according to Albert. “We see ourselves expanding that line,” he said, noting that the work force is aging and companies are looking for ways to for current employees to do continue doing their jobs without having to hire additional help. “A fully-powered product is being preferred by more and more customers,” Albert said. “That is a very nice fit for where we’re going.” Other key products for the business include the pallet positioner and the light duty batteryoperated lift tables. In recent years, the impact of the recession was felt most acutely in 2009, but the company has been rebounding since 2010, according to Albert.

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38

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September 2015


Your Business Many businesses reduced staff during the economic downturn and are continuing to operate with smaller work forces. For Presto Lifts, that has meant an opportunity for its products to help fill in the production gaps. 2014 proved a year of record sales. Presto Lifts also has honed a competitive edge in the industry by creating a stocking program that ensures its most popular products are always in stock and can ship in one week or less. Albert said the “Always In Stock” program includes the creation of an assembly system where lifts can be produced in record time, allowing them to be customized for client needs. “It’s a real competitive advantage,” Albert said. Presto Lifts plays an active role in the industry, both in association memberships and trade show participation. For more information about the company, visit prestolifts.com 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.

Get your ad in the September issue of Material Handling Wholesaler.

Deadline: Tuesday, September 1 877-638-6190 or email sales@MHWmag.com

Portable Storage Racks Dealer’s Choice • • • •

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www.MHWmag.com

September 2015

39


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

Alliance Rubber Company introduces Mover Bands

Hannibal Industries, Inc. awarded patent for tuberack

Alliance Rubber Company has added Mover Bands to its list of products. These heavy-duty rubber bands have the capacity to stretch to almost twice their resting length to accommodate objects of various sizes. They are ideal for holding and securing moving blankets on furniture and appliances. Mover Bands are designed to hold furniture, appliances and other large items securely during a move,” said Alliance Rubber Company President Bonnie Swayze. “Along with holding moving blankets in place, they’re great for keeping refrigerator doors shut and dresser drawers from opening in transit.” These moving tools are reusable and efficient, creating minimal waste. Stabilization for most loads can be achieved with just one properly sized Mover Band. Multiple Mover Bands can be used on items that require it. Bands can be purchased in four different lengths, colors and sizes.

Hannibal Industries, Inc. announced it has been awarded a U.S. Patent for TubeRack. Owned by Hannibal Industries, Inc. and TubeRack Inventor, Andrew Kirby, the new patent issued under U.S. Patent 9,066,585 reduces seismic damage to stored goods, in distribution centers and most importantly to the people working in those facilities. “My first priority as an engineer is saving peoples’ lives, and TubeRack’s dual-moment frame creates a stronger, safer and more flexible system that will save the lives of people in distribution centers during seismic activity. I am very proud of that,” said Andrew Kirby. Since its initial release in 2012, TubeRack has successfully been installed globally, endured its first-ever impact test, formed strategic partnerships to develop a new racking product and has expanded into new industries. TubeRack’s modular design is engineered to be more impact resistant, to reduce product shedding in the case of an impact or seismic event, offers better tolerances, and lowers freight costs. The system’s dual-moment frame allows flexibility both frontto-back and side-to-side giving it the ability to withstand impacts and seismic activity. www.hannibalrack.com

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Rolling Ladders

Plastic Containers

Melmor Associates, Inc. 840 Ann Avenue - PO Box 511 - Niles, OH 44446 Melmor Associates, Inc. 330-652-1784 phone - 330-652-1667 fax 840 Ann Avenue - PO Box 511 - Niles, OH 44446 www.melmor.com

Melmor Associates, Inc. 330-652-1784 phone - 330-652-1667 fax Avenue - PO Box 511 - Niles, www.melmor.com

840 Ann OH 44446 330-652-1784 phone — 330-652-1667 fax www.melmor.com

40

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September 2015

Raymond introduces Model 8210 Walkie Pallet Truck The Raymond Corporation has introduced the new Model 8210 walkie pallet truck featuring AC technology, which offers superior maneuverability and speed control, the flexibility to adapt to extreme environments and easy service and maintenance. When working in tight areas, such as trailers or lift gates, the Model 8210’s unrivaled maneuverability and speed control give the operator superior handling. Its exclusiveClick2Creep™ technology automatically reduces maximum travel speed while also providing a tighter turning radius for pin-wheeling or right-angle turning. And Raymond’s ACR System™ technology and static torque control provide superior speed control and transitions, especially at low speeds. The exclusive Lift and Go™ technology prevents wear to the underside of forks. Stainless steel undercarriage pins prevent corrosion in wet applications. New reflective materials on logos are ideal for low-light applications. Easy-to-access electric brake release retains braking ability when engaged. www.raymondcorp.com


New Products

Hamilton crushes downtime with new no-maintenance casters Hamilton Caster is proud to introduce Spinfinity™ - a new line of heavy duty maintenancefree casters. Incorporated into the swivel kingpinless construction is special cnc-machining to host a large internal seal. The seal is made from Nitrile butadiene rubber (NBR) and is completely enclosed inside the swivel assembly. With no outside exposure, the swivel assembly is well suited to keep grease in and contaminants out. As is customary with Hamilton, the Spinfinity casters boast extra thick forgings and proven kingpinless swivel technology for superior durability over the life of the casters. The top plate and inner raceway are one forged steel piece, not a weldment, providing unmatched strength for shock conditions. The raceways are CNC-machined and then hardened to a uniform depth. These processes assure a smoothly swiveling caster under heavy loads. All of this adds up to Spinfinity® carrying the industry’s best three-year product warranty. “The grease fittings are gone!” explained Jeff Spektor, the lead designer of Spinfinity. “With the permanent seals in the swivel raceway and the wheel hub, grease fittings are no longer required.” www.hamiltoncaster.com

Arcon

We Accept:

Equipment, Inc.

440-232-1422

www.ArconEquipment.com

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

440-232-1422

Over 35 years of satisfied customers!

We specialize in dependable reconditioned We specialize in dependable reconditioned BATTERIES AND CHARGERS batteries & chargers to calibrated to factory specs bycalibrated our certified factory specs technical staff. by our certified technical staff.

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

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

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

1351 Nagel Blvd., Batavia, IL 60510 Ph: (630) 879-7008 | Fax: (630) 879-8068 www.summitmetalproducts.com

RAIN DECK • open area rack deck (B-Deck) • perforated for sprinkler drainage • installed on step ledges of rack beams • top of deck is flush with top of rack beam • smooth top surface protects products • products slide easily on and off • finishes available are painted or galvanized

ADDITIONAL CAPABILITIES • solid steel deck for pallet rack and shelving • solid and perforated flat cover plates • roll formed and structural crossbar supports • steel deck for mezzanines and pick modules • layouts to minimize or eliminate field cutting • miscellaneous fabricated metal parts

www.MHWmag.com

September 2015

41


New Products

Remanufactured Transmissions, Engines, Torque Converters, Steer Axles, Overhaul Kits and Aftermarket Parts for: • Material Handling • Construction • Agricultural Equipment

Quantum’s hottest product of the year Quantum has introduced many new products this year, but none of them have been as successful as the EZ Lock Platform! The patented interlocking design allows great flexibility to expand or contract any platform configuration. By adding four 12" x 40" x 6" sections together, you have a working pallet! When not in use, the EZ Lock Platform can nest on top of one another to free up floor space. Made from high density polyethylene, this unit is freezer safe and chemically resistant. www.quantumstorage.com

Ad Bands introduces tablet accessory

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

Authorized Distributor

Authorized Distributor

Authorized Distributor

Authorized Distributor

Ad Bands will release a new product, SpyderWeb™, which is designed to aid in tablet gripping. The band firmly grasps the device and allows users to securely grasp tablets by easily slipping a hand in place. Consumers will no longer have to fear their tablet dropping or sliding while in use. The band is specially designed to allow users to slide, swipe and type while staying firmly in place on the user’s hand. When not being used to hold, the band can serve as an organization tool, keeping items attached to the tablet, such as a USB drive, notebook or phone. The unique continuous piece of rubber has four loops, one for each corner of a tablet. The loops allow securing without disrupting any of the device’s features, such as the microphone,

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

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

Toll Free 800.870.0687 Fax: 616.406.3125 www.mor-value.com Email: orders@mor-value.com 42

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September 2015


New Products speakers or camera. The largest part of the rubber is perfect for adding your company’s logo or slogan. It allows a two-color imprint and is sure to catch attention. Branded SpyderWeb™ bands are ideal promotional tools for technology services, tablet providers and much more,” says Ad Bands sales manager Andrea Reid. www.ad-bands.com

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

New PalletPal Walkie from Southworth The PalletPal Walkie is an automatic spring actuated level loader that works in tandem with your existing powered walkie or rider pallet trucks. The PalletPal Walkie works with all standard electric walkie and walkie/riders. How to use it for order picking A worker simply drives the pallet truck into the PalletPal’s built in fork channels. Flared ends in fork channels make lining up the forks simple. An empty pallet is positioned on the skid resistant platform. The worker does the same job he has always done except, the platform is at a comfortable height which can be loaded easily with no bending or stretching. As more items are added the Walkie’s spring compresses to lower the platform while keeping the top level at a comfortable, ergonomic height. PalletPal Walkie features include: Automatic Height Adjustment - Spring mechanism responds to load, requires no electrical power, platform accommodates all types of pallets and skids including GEO and half pallets and platform recesses and narrow base pads allows workers to get closer to the load. www.southworthproducts.com

www.HKEQUIPMENT.com

Contact us at 800-708-9765 or 412-490-5311

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

TM

Keeps seat dry! Keeps seat dry!

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

TM

TM

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

in clear & tinted versions Avoid OSHA fines! OSHA standard 1917.43 (e) (1) (ii) clearly states, “Overhead guards shall not obstruct the operator’s view.” Avoid OSHA fines! OSHA standard 1917.43 (e) (1) (ii) clearly states, “Overhead guards shall not obstruct the operator’s view.”

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

TM

TM

www.MHWmag.com

September 2015

43


New Products

New cleated inclines, rotary accumulation to hand pack conveying

Serving professionals in the

WHOLESALE MATERIAL HANDLING INDUSTRY

FREE SUBSCRIPTION 3 EASY METHODS TO SIGN UP!

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

www.MHWmag.com

www.multi-conveyor.com

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

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

Multi-Conveyor recently built a system of stainless steel constructed conveyor sections that incorporate plastic belt conveyors with cleated inclines, rotary accumulation to a final hand-pack station. After the confectionary product is scanned by an existing metal detection system, the individually wrapped product is dispensed onto a singled powered plastic belt conveyor. The elevation changes from horizontal to incline then back to horizontal. Trays were placed in key locations to test random product for quality and sample inspection. The trays are triggered to open and close, pneumatically, at the customer’s command. The cleats on both of the horizontal and incline belts help stabilize smaller product to prevent falling while in transport. The higher elevated conveyor section elevates the individual product at a load of two pounds per lineal foot at a rate of 60 fpm. The pieces are fed into an existing bagger which then, by shear gravity, will drop newly bagged product onto a lower elevation conveyor.

We make engines our business, see the difference

ENGINES. CYLINDER HEADS. PARTS.

GRINDSTAFF Engines Inc. NEW & IN STOCK NOW!

new cylinder head with valves IN STOCK!

TB45 Nissan engine assemblies

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

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

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

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

new • rebuilt • exchange

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

www.grindstaffengines.com 44

www.MHWmag.com

September 2015


New Products

Magnetek’s SBN Pendant Pushbutton Station provides optimal flexibility Magnetek, Inc., provider of digital power and motion control systems, announced the availability of the new SBN Pendant Pushbutton Stations for crane and hoist applications. SBN is a direct functional replacement for the SBP Pendant Pushbutton Station with additional flexibility. Featuring a lightweight, ergonomic design, the SBN provides peak performance and control, resulting in less operator effort and fatigue compared to traditional pendants. Most models of this slim-line pendant weigh under two pounds and rest comfortably in the palm of an operator’s hand. Faster switch replacement is also now possible by simply removing the back of the enclosure. “SBN is the ultimate solution in flexibility. It allows customers to choose from a wide range of pendant sizes and configurations to meet almost any application,” said Marco Pardo, product manager for brakes and power delivery. “A variety of options and accessories ensures that the most suitable product is implemented for optimal performance.” www.magnetekmh.com

Remanufactured INDUSTRIAL

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

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

Your Source For New & Remanufactured

Battery Chargers

Forklifts • Pallet Jacks • Scrubber-Sweepers • Golf Carts

FS F SIP

Flight Systems Industrial Products 1-800-333-1194 • www.fsip.biz www.MHWmag.com

September 2015

45


YOUR MATERIAL HANDLING

SOURCE DIRECTORY

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

E Allied Products E Attachments & Access. E Auctions E Automated Storage Systems E Automatic Identification Equip. E Batteries/Chargers E Container Storage E Controls & Information Handling Systems E Conveyors E Customer Fabricators E Drug Testing Compliance

E Dock Equipment E Drum Handlers E Electrical/Electronic Controls E Engines E Finance Companies E Fluid Power Equipment E Insurance Companies E Inventory & Production Control Systems E Inventory And Bar Coding E Lift Tables E LP Gas Distributors

E ALLIED PRODUCTS

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

E BATTERY / CHARGERS

GET THE TOTAL PICTURE

Sentinel has the right convex mirror for you.

www.tvh.com

Campus Crafts

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

(800) 255-4109

www.campuscrafts.com

E ATTACHMENTS / ACCESSORIES • Pallet Truck Modifications • Turret Mast Attachment • Mechanical Attachments • Special Design Request and Much Much More... www.superioreng.com

E Forks

1.877.422.9797 www.xtrapowerbatteries.com

E CONTAINER STORAGE E Container Options •

119 Sizes

Specials Available Chicago & CA Stock

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

800-939-DYNA (3962) www.dyna-rack.com

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

E DOCK EQUIPMENT

Over 35 years experience of manufacturing & distributing quality loading dock equipment.

www.tvh.com (800) 255-4109

PH: 800.251.3382 Fax: 931.486.0316

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

46

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September 2015

plit@pioneerleveler.com www.pioneerleveler.com

E ELECTRICAL / ELECTRONIC CONTROLS

Flight Systems Industrial Products Remanufactured Controls

FS F SIP

• Partnered With Many Leading OEMs • ISO Certified For Quality Management • Serving The Industry For Over 40 Years

www.fsip.biz • 1-800-333-1194


E Manufacturer/Suppliers (Rebuilt)

E ENGINES

800-447-3967 www.charnor.com

Reman Engines/Gas, LP & CNG

Engines, Cylinder Heads, Parts

GRINDSTAFF

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

800-447-3967 www.charnor.com

E Pallet Truck Parts

1-816-796-7676 800-896-7676

www.tvh.com

www.grindstaffengines.com • rick@grindstaffengines.com

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

www.tvh.com (800) 255-4109 800-447-3967 www.charnor.com

Steer Axles

EP  ALLET JACKS

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: www.atlasd2d.com

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

AMERICAN VULKO-TREAD CORPORATION

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

Website: www.avt.us • E-mail: avtsales@avt.us

E POWERED INDUSTRIAL TRUCKS E Lift Truck Wholesalers

E PARTS E Cylinders–Hydraulic

Hader Industries www.haderind.com/ 262-641-8000

15600 W Lincoln Ave, P.O. Box 510260 New Berlin, WI 53151-0260 We also carry pumps, power steering units & valves.

E Emissions Analyzer

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: www.atlasd2d.com

E RACK / SHELVING

www.tvh.com (800) 255-4109 E Manufacturer/Suppliers (New)

Dealer Only Quick Ship Pallet Rack

www.NAWLUSA.com

www.tvh.com

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

(800) 255-4109

866.245.3630 www.westpointrack.com

www.MHWmag.com

September 2015

47


E RACK / SHELVING E New

E TIRES / WHEELS

• • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

800-939-DYNA (3962) www.dyna-rack.com

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

DACS

inc.

800-909-4937 dacsinc.com

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

AMERICAN VULKO-TREAD CORPORATION

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

Website: www.avt.us • E-mail: avtsales@avt.us Lift Up Your Business

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

www.continental-specialty-tires.us

Industrial Tire

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

E Transmissions

E TRAINING EDUCATION / ASSOCIATION E After Market

AFTERMARKET SERVICES Consulting Co., Inc.

800-447-3967 www.charnor.com

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: amsconco@aol.com

E TRANSPORTATION / HAULING EQUIPMENT

E SAFETY PRODUCTS

Phone: 508.991.6660

GET THE TOTAL PICTURE

Sentinel has the right convex mirror for you.

Campus Crafts

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

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

www.rldtrans.com

www.campuscrafts.com

www.tvh.com (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) www.dyna-rack.com 48

www.MHWmag.com

September 2015

877.638.6190 | sales@MHWmag.com


COLD STORAGE FREEZERS

INDOOR OUTDOOR

HIGH TRACTION POLYURETHANE

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 carries 90% of the load of a standard 85A tire while increasing traction in cold and damp environments. BETTER TRACTION = SAFETY 999 Wells Street | Lake Geneva, WI 53147 | Ph:888.734.7687 | www.stellana.com/us www.MHWmag.com

September 2015

1.15

49


75 Years of Options The Thork-Lift When We Brought The Thork-Lift to the US in 1987 We Redefined the Material Handling Industry • Ergonomic Working Height for Your Workforce • Multiple Fork Widths and Lengths Available • 60” and 79” Fork Lengths are Standard Options • Available in Manual and Electric • Capacity 3,300 lbs • Quick Ship Item

Tel. (888) 345 1270 Email: sales@interthor.com www.interthor.com

1940 - 2015

Interthor parent company

halfpage_Material_Handling_Wholesaler.indd 1

04-06-2015 11:01:44

Advertiser’s Index ADVANCE METALWORKING COMPANY, INC.. . . 39

ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . . 9

ADVANTAGE MATERIAL HANDLING, INC.. . . . . . 51

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP).45

AFTERMARKET SERVICES. . . . . . . . . . . . . . . . . . 12

FLOW-RITE CONTROLS. . . . . . . . . . . . . . . . . . . . 15

ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 34

GATEWAY RACK CORP.. . . . . . . . . . . . . . . . . . . 39

AMERICAN INDUSTRIAL TRANSMISSION INC. . . 29

GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . 44

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 41

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 43

BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . 14

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 19

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

INDUSTRIAL POWER PRODUCTS, INC. . . . . . . . . 16

CHARNOR INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 36

INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . 50

CLARK MATERIAL HANDLING CO. . . . . . . . . . . . . 5

JAMCO INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . 18

CONNELL FINANCE CO. INC. . . . . . . . . . . . . . . . . 8

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 42

DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32

MELMOR ASSOCIATES, INC.. . . . . . . . . . . . . . . . 40

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 17

DE LAGE LANDEN FINANCIAL SERVICES. . . . . . . 38

MHCONX.COM. . . . . . . . . . . . . . . . . . . . 13, 21, 22

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11, 52

DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 42

UNIRAK STORAGE SYSTEMS. . . . . . . . . . . . . . . . . 7

DYNAMIC MANUFACTURING CO.. . . . . . . . . . . . 45

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

WILDECK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 31

ECOTEC LTD. LLC. . . . . . . . . . . . . . . . . . . . . . . . 12

NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14

WY’EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 43

PHILLIPS MINE & MILL, INC. (IRWIN TRANSPORTATION). . . . . . . . . . . . . . . . . . . . . 35 PRODUCTS FOR INDUSTRY. . . . . . . . . . . . . . . . . 25 RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . 37 SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 28 SHOPPA’S MATERIAL HANDLING. . . . . . . . . . . . 33 SPRINKGUARD, LLC . . . . . . . . . . . . . . . . . . . . . . . 6 STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 49 SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . 41 SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 11 SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 30 THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 23

More advertisers & resources at www.MHWmag.com 50

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September 2015


Anything to find exactly what you need.

Material Handling Wholesaler September 2015  
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