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December 2015

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December 2015 • Vol. 36 No. 12

12 22

Bottom Line

Garry Bartecki

Shake it up baby!

Alva Coffman Account Executive

Human Element

Kathy Regan Editor

Eric Baker, Caliper Corporation

How not to build your empire


Your Business Eileen Schmidt J.W. Speaker celebrates 80 years

Industry News 16 Nuts & Bolts Contributed photo

26 Shifting Gears

Cover Story

Columns Aftermarket

Valerie Vorwald Eric Faramus Graphic Designers

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.


20 Industry Insights

Reader Resources

Art Sobczak


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.

SUBSCRIPTIONS: Third class subscriptions are free to qualified

Donald Trump’s sales and success lessons


Dean Millius General Manager/Publisher

24 Classified

40 New Products

46 Source Directory

50 Advertiser’s Index

In the next issue ... John Walker

Downtime is costly!

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December 2015


Cover Story Art Sobczak

Donald Trump’s sales and success lessons Donald Trump. Just the name itself sets off a variety of polarizing emotions and opinions. Regardless of how you feel about him politically or personally — I am keeping my opinion on that completely out of this — there is no denying that he has been a tremendous business and media success. And regardless of whether you agree with his methods, anyone can learn from some of his strategies and philosophies. Let’s take a look. Personal branding. Trump has said that people “…will know a gold standard brand because the name will stand for the gold standard. It takes the guesswork out.” People pay Trump to put his name on real estate developments, golf courses, clothing, and more. Do you set yourself apart? Regardless of what you sell, what no competitor has is YOU. I was listening to a top sales rep’s calls and a prospect said, “I can get your product from a hundred other vendors cheaper. Why would I buy from you?” She replied with, “Yes, you could get the product. But you won’t get me. Here’s what you will get…”

Passion is power. Trump feels that the main ingredient for success is energy. Nothing great can ever be accomplished without “amazing” levels of energy, and energy comes from passion. So what’s the lesson? You need to have, or acquire passion for what you do. Then you will always have the energy to accomplish your dreams. He says, “Without passion you don’t have energy; without energy you have nothing. It’s necessary in order to withstand the challenges and difficulties one will face.” Think big. I’ve used this quote from Donald Trump for years, since I first read his first book, “The Art of the Deal,” in 1987: “I like thinking big. I always have. To me it’s very simple: if you’re going to be thinking anyway, you might as well think big.” Sales is a 24/7 profession. Over the years any time you would see Trump in an interview or on his own show he was a walking billboard for his own clothing line. And he would always drop in references to his properties, his golf courses, and other projects. Always building his brand and image. This is also related to the passion mentioned earlier. Do you switch it off when you leave the office. Or, do you LIVE sales and are you always on the lookout for ideas you can use in your Contributed photo


December 2015

December 2015


Cover Story prospecting and selling? I text myself almost every day when I am out and see or hear a sales situation or story I can use and share with you. Fearless failure. Like every massively successful person, Trump has had his share of setbacks. In regards to failures he has said, “It’s a blip, not a catastrophe.” He has made billions, lost billions, and made them back. Companies he has been a part of have filed Chapter 11 FOUR times. (Although he personally has never filed for bankruptcy.) His airline, and vodka brand failed. But he seems to be doing pretty well. A mistake some salespeople make is dwelling on their no’s instead of their successes. You have to wade through the no’s and setbacks to get to the deals. And you do forget about the no’s, while you enjoy the fruits of your sales many times over. Quality is king. Similar to the branding mentioned earlier, Trump believes in being the best, doing the best, being associated with the best. He says, “I build quality things. It’s a very important word to me. I out-quality everybody. That’s why my buildings do better, why my clubs do better, and why my projects do better. So whatever you’re doing, do it with quality. Be the best at what you do.” Power through everything — even the crap. Trump says, “I see so many people who have a lot of ability, but they quit. They lose faith. They lose confidence. They just don’t take it to the end. I always tell people, ‘Never quit.’ Obviously, you need the brainpower, which you’re born with one way or the other.


December 2015

But I see so many people with all of the abilities and they give up. You’ll never make it unless you overcome the fears and the inhibitions and stick with what you’re doing. There will be good days and there will be tough days, but stick with it.” Get the Word Out. In “The Art of the Deal” Trump wrote, “You can have the most wonderful product in the world but if people don’t know about it, it’s not going to be worth much. There are singers in the world with a voice as good as Frank Sinatra’s, but they’re singing in their garages because no one has ever heard of them. You need to generate interest, and you need to create excitement.” So true on so many levels. You probably have companies in your industry that are no better product or service-wise than anyone else, and/or individuals — maybe even in your own company — who are crushing it. What sets them apart? Trump also has said, “I play to people’s fantasies. People may not always think big themselves but they can still get very excited by those who do. That’s why a little hyperbole never hurts. People want to believe that something is the biggest and the greatest and the most spectacular. I call it truthful hyperbole. It’s an innocent form of exaggeration and a very effective form of promotion.” Regardless of whether you like him, despise him, or are indifferent, we all can benefit from some of Donald Trump’s common sense success principles and actions. Art Sobczak helps sales pros prospect, sell and service accounts more effectively by using conversationally, non-sales messaging, and without “rejection.” Get a free ebook of 501 telephone sales tips at Email editorial to contact Art.

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December 2015


Aftermarket John R. Walker

Downtime is costly! If you are reading this article I can feel comfortable in saying that in all likelihood you are in the equipment business. I have spent a life time in the equipment business so before you critique this article as a repeat of what has been said before, realize that you are probably 100% right. If but one of you reading this article finally recognizes that what is being said makes sense and agrees to making some changes, then I’ll feel more than gratified. Years ago an association manager, good friend and client commented to me that “I was a dealer person, and that I stood up for and assisted through my work to help equipment dealers make a profit in their operation. His comment could not have made me prouder. My mission statement for our clients has always been that I will assist the equipment dealer to: 1) improve sales, 2) improve profitability and, 3) increase customer satisfaction indexes. Surveys consistently point out that customers purchasing equipment are interested with this question: Is the dealership concerned with taking care of my needs after the sale? Will the dealer be there for me with the right parts if I should experience unscheduled downtime? Will the dealer be there for me when I need service at my most critical time? Farm equipment owners are concerned with whether or not their equipment will be operational when they need it for planting

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December 2015

or harvesting. Corporate operation people are concerned about tomorrow and whether their fleet of lift trucks will be ready to move loads from one spot to another in their distribution centers, factories or on their loading docks. Construction foremen are concerned with whether or not their crawlers will start when they have to move tons of material from one location to another, or dig a trench ten feet deep for a thousand feet through hard rock. Will the floor sweeper take care of sweeping the shopping mall on opening day? Will the greens mower be ready to mow the course’s greens to the exact length for tomorrow’s tournament, a tournament scheduled to be seen by millions on TV? Will homeowners be able to cut their acre of grass as well as the landscaper who has one hundred yards to cut a week? This concern goes on and on with customers buying product from thousands of equipment dealers in every industry! Are the dealers as anxious to service their customers after the sale as they are to sell their customers at the time of the sale? While customers may not lose sleep over their concern about unscheduled downtime, it is a concern that too few equipment dealers address thoroughly before, during or after the sale! In the equipment industry service is not a commodity! Worldclass equipment dealers will perform and provide quality service at a level un-heard of or recognized by average or mediocre equipment dealers. Top equipment dealers absolutely excel in the level of service provided to their customers. This worldclass service provides the dealer increased profitability on product sold and, a return by the customer to purchase more and more equipment from a world-class dealership. Providing world-class services is a win-win situation for every equipment dealer. It is that focused opportunity we have, so many times, spoken about in past articles. It is good to hear and to know that many manufacturers are back-peddling on their philosophy that the brand is selling the product. More and more they are recognizing that the quality and class of service provided by their successful dealer organization provides increased market share. We have mentioned on numerous occasions the dealer who, in the early years of his business serviced his customers out of his garage or in his back yard! He was the type of equipment dealer who knew from the start the quality of service his customers wanted; not free of charge, but at a price commensurate with the quality of service he consistently provided. He was a world class dealer! This dealer, through his quest to provide customers with world-class service after the sale, was also able to produce exceptional market share for his product, market share at a profit to the dealership, to his more than 700 employees and to himself. Years after he started his business he positioned himself to sell his company for a price he most certainly could not have imagined when he first turned his garage behind his home into a world-class full service dealership. He proved to the industry that by providing a one-stop shopping culture to customers, with terrific quality service to all customers, it is possible to achieve a high market share, while at the same time providing a high level of profit.

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December 2015


Aftermarket We have found after fifty plus years of working with equipment dealers that too many equipment dealers have a single focus. That focus is to achieve market share with the lines of equipment they select to market. Years ago many dealers viewed their service facilities and their service departments as little more than a necessary evil. They viewed this portion of their business as necessary to make equipment ready for sale and/or to perform warranty. They neglected to recognize the customers’ concern for avoiding unscheduled downtime. They neglected to fully recognize that product support and particularly the dealers’ service department was what brought the customer back time and time again to purchase more and more of the dealer’s equipment. Too many times they failed to operate their shops in a professional manner; they failed to operate it as a true profit center. The days of dealer entitlement are gone! For the equipment dealer it is imperative to understand the difference between intention and accomplishment. When you sell a commodity, and today most equipment is looked upon as a commodity, you have to out perform your competition. This is because all of your competitors make equipment that does the same thing as the product you sell. Intending to change won’t put more sales and more profit into the dealership. It will not create customer loyalty; it will not develop repeat business or customer retention. It is by adopting and accomplishing a unique customer focused service culture that your dealership will earn new and repeat business every time!

Culmination of being a world class, full-service, one-stop equipment dealer is enhancing the customer’s buying experience and this develops the dealership’s self-feeding-profit spiral. The self-feeding-profit-spiral will spiral upwards: 1) the equipment sales person evaluates the customer’s application and provides a piece of equipment that meets and exceeds the customer’s needs and requirements. 2) The parts and service department, along with the dealership’s Customer Service Representatives (CSRs) continues the process by evaluating and fulfilling the customer’s expectation and by providing the aftermarket products and services offered by the dealership. 3) Fulfilling the customer’s aftermarket needs generates additional equipment sales with improved profitability. 4) Additional new equipment sales generate more aftermarket opportunity and profitability. This upward spiral also feeds the dealership’s Absorption Rate and provides an improved cash flow for the dealership during business downturns. This is the dealer’s self-feeding-profit-spiral. Because the equipment dealer will be selling the value-added service of the dealership, more of the dealership’s line of product will be sold. As a rule, because of a value-added reputation for the dealership, more of the dealership’s line of product will be sold and as a general rule at a slightly higher margin. By increasing the sale of product, the dealership’s parts and service departments will have the opportunity to sell more services at higher levels of profitability. The equipment dealer gains through a much higher level of his return on assets.

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Aftermarket It is your dealership’s choice as to which direction you desire to go. You need to decide whether or not you will be merely a supplier or a marketer! The difference between the two words is a simple matter of your dealership and your personnel becoming proactive rather than reactive. The dealership that decides to focus on value-added services will be proactive and will be a marketer and focused upon becoming a world class dealer operation. Special Offer to Readers: After Market Services has published a document on how to sell your dealership’s service to the customers who have purchased their equipment from you, but are using a competitor, an independent or providing their own service through their own shop and with their own “hired hands.” There are two additional manuals entitled: The Sales Call and Sales Psychology, both retailing for $15.95. All three of these manuals are written for the Equipment Dealers’ Customer Support Sales Representative. Simply e-mail your request for these three manuals, stating your name, your dealership and your dealership’s location, as well as your product line and your e-mail address, and the manuals will be sent to you along with an invoice in the amount of $16.95, which you will pay after the materials have been received. Our email address is: John R. Walker is president of Aftermarket Services Consulting Co. Inc. E-mail to contact John.

For more Aftermarket articles visit

An Old-fashioned Holiday Wish for You Here’s hoping this holiday evokes fond memories of celebrations past and brings you all the joy and excitement of this magical season. Thanks for doing business with us. We look forward to seeing you often in the year to come. 412-490-5311

What’s the difference?

Good question. 800-255-4109 •

December 2015


Bottom Line Garry Bartecki

Shake it up baby! You know the next line “Twist and Shout.” Kind of apropos in this business climate at this time of the year. I don’t know about you but it is looking a little soft going into 2016...or is it looking a little better going into 2016. In either case it is only “looking” and not spectacular or depressing. On the other hand sometimes these soft times brings out the entrepreneur in some folks where they use this situation to take market share from their competitors. After all, if it is either struggle through another post-depression year or try something new, I for one would take the chance and go after the business. Now understand I am not suggesting any reckless behavior that would jeopardize shareholder value, but a well thought out plan than is managed and where managers are held accountable to meet their goals. Throwing a plan at the wall to see what sticks is not what I am referring to because in most cases this approach will only find a way to lose your investment and strain cash flow. Any plan you consider has to keep your core business and margin providers moving ahead full speed without any disruption to make the new plan work. In other words, parts, service and rental revenues as well as customer satisfaction need to remain at pre-plan levels with management watching that they do so. The plan needs to be fully vetted and documented. It has to have specific goals and processes in place to track results. There


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have to be procedures in place to make decisions regarding problems. Staff has to know what is planned, how to implement the plan and how to measure and interpret the results and make changes as necessary. And of course, the C-level folks must be totally aware of how the program is progressing against cost and revenue estimates and when to cut the cord if necessary. Technology also has to be considered in the general sense in order to make it easier for customers to do business with you. Telematics, tablets for the techs and truck drivers will be commonplace in short order. Helping customers understand the benefits of rental using solid Big Data should help solidify new revenues from both existing and new customers. Technology also plays a part that helps with the talent recruiting process. It is no secret that the companies using the latest technology attract the better talent and operate more efficiently. If you decide to try some new strategies to improve your brand in the market and thus increase sales, please do it right and avoid using the less costly alternative that may do more to hurt your efforts than help. It always seems to turn out that customers will find a way to decipher if what you are doing is a benefit for them longterm or just a ploy that will not perform as promised. As long as you are making the investment you might as well have customers telling you how great the product or service is rather than saying it is not up to par. I guess we could apply this concept to your entire operation because this is the way to run a successful company. No matter how your market works out for you next year you should not experiment without a full financial analysis including sensitivity analysis to know the impact of your plans on balance sheet, income statement and cash flow. To do otherwise is foolish and irresponsible. Bite off what you can chew using the “soft” market scenario for starters and then move to a more aggressive mode once you feel the market will be stronger than planned or because the new program is working better than expected, with better than expected meaning additional cash flow. You are in a mature industry where good training, the right talent pool, adequate financing and technology will make you more productive and thus more competitive in your market. Not following this path to some extent can only lead to a less competitive entity and lower shareholder value. Might be a good idea to find out where you stand next to the competition. One very effective way to measure performance are the 20 groups I have mentioned in the past. If there ever was a time to join one of these groups it is now, but only if you will give it a 100% effort. You will be amazed at what can be gleaned from these meetings to improve your business. They are worth every penny. I would be glad to help set you up in a group. Call me to discuss. To close out this month here is a reminder to get and keep a handle on your tax situation and banking relationship. The tax landscape will be changing and with the new banking regulations you never know what they are thinking. Get a leg up on 2016 by reviewing steps to take market share. But do it right. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail to contact Garry.


December 2015







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Type: IC Big Cushions Make: Royal Model: T300CS Year: 1998 Capacity: 30,000 Mast: 118/143 Standard Details: LPG, 4Way, S-S FP, 96” Forks

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Type: IC Big Pneumatics Make: Taylor Model: THD280M Year: 2000 Capacity: 28,000 Mast: 159/180 standard Details: Diesel, Cab, 5way, S-S PF, 96” Forks

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Type: IC Cushion Make: Hyster Model: S50FT Year: 2005 Capacity: 5,000 lbs Mast: 94/218T Details: LPG, S-S, Forks

Web ID: SLV4


Type: IC Big Cushion Make: Toyota Model: 7FGCU70 Year: 2011 Capacity: 15,500 lbs Mast: 118/219T Details: LPG, 4Way, S-S, F-P, Forks

Web ID: ND5C


Type: Aerial Lifts Make: JLG Model: 600AJ Year: 2003 Platform 60’ Details: 4WD, Articulating/Jib, Deutz Diesel

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Type: Rough Terrain Make: Omega Lift Model: 4415T-16RS Year: 2004 Capacity: 16,000 lbs Mast: 138/180S Details: FP, 120” Forks, Full Cab, A/C, 4WD, 4WS Type: Electric Pallet Jack Make: Raymond Model: 112TM-FRE60L Year: 2005 Capacity: 6,000 lbs Mast: NA Details: 27” x 48” Forks

Type: IC Big Cushion Make: Rico Model: PG-350 Year: 2011 Capacity: 35,000 lbs. Mast: 133/144S Details: LPG, F-P, 60” Forks

Type: Stockpicker Make: Yale Model: OS030ECN Year: 2004 Capacity: 3,000 lbs. Mast: 89/195 Triple Details: 24V Battery, 42” Forks, Pallet Clamp


December 2015


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December 2015


Nuts & Bolts

Acquisitions, expansions & other business news

Raymond unveils new expansion at headquarters

Hyundai Forklift and Modern Group enter into dealer agreement

The Raymond Corporation hosted a National Manufacturing Day event at its headquarters in Greene, New York, unveiling a 47,000-square-foot addition to its facility and the reconfiguration of manufacturing space. The creation of the Raymond Operations Center accounted for 32,000 square feet of the addition. In this space, Raymond was able to add a second level for office space for operations and support, multiple collaborative team rooms and an employee fitness center. This allowed for the reconfiguration of 60,000 square feet on the manufacturing floor and optimization of the first floor support operations for improved efficiency and production capacity. An additional 15,000-square-foot expansion has been added to the west side of the building for new 60-foot test bay capabilities, office space, team rooms and break rooms. Raymond also implemented a number of upgrades to its manufacturing technology, installing advanced automatic welding and lasercutting technology, upgrading warehouse management software, and integrating the corporate logistics plan with just-in-time delivery of equipment and materials.

Hyundai Forklift announced the expansion of its geographic footprint and dealer base on the Eastern seaboard with the addition of Modern Group Ltd., headquartered in Bristol, Pa., as its newest authorized forklift dealer. With 70 years in business, the employee-owned Modern Group operates seven locations serving Delaware, Pennsylvania, New Jersey and New York City. “Distribution growth is essential for Hyundai, so we are extremely proud to welcome Modern Group – one of the largest and most respected equipment distributors in the industry – to our network,” said Chuck Leone, Vice President of Hyundai Forklift. “Our customers demand quality equipment and unmatched dealer support, and they’ll get that, and more, with this partnership.” “We are thrilled to partner with Hyundai Construction Equipment, a company which is a global leader and is positioned for future growth,” said Paul Farrell, CEO, Modern Group. “Their forklift and construction products are world class, and their commitment to quality is second to none.”

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

✸ Single phase - 110/120V or 200V-250V ✸ Three phase – 200-250V and 480V

Celebrating 29 Yea rs 1986-2015

Ph: 866-848-5400 / 519-653-7979 • Fax: 407-302-4484 • • 16

December 2015

Wide Wall



Prime Extra


Rhino’s New Series of Resilient Tires Tackles your Tire Needs Head On A new line of tires designed to meet a wide variety of material handling applications: • Rhino “Wide Wall” Series – meets most material handling needs and competitively priced • Rhino “Forte” Series – Best for the toughest of applications • Rhino “K” Series – the Performance tire where high traction is needed in tough applications • Rhino “Prime Extra” – engineered where High Performance and extended tire life is needed. The Prime Extra is the Best in Class solid industrial tire. • Rhino “SD” Series – designed with aperture system for improved traction and ride Before making your next tire selection, visit our new website to see our entire line of tires and the benefits they offer or call us today. Take the PAIN out of your supply chain. Move it exclusively…MOVE IT ON RHINO. Easy to Find...Tough to Beat.

Warehouse: 234-678 -7863 Toll Free: 877-744-6603 Fax: 888-480-8611

Checkout our new website at and be sure to click on the Quick Quote button.

Rhino Rubber Warehouse • 275-299 N. Arlington St. • Akron, OH 44306

December 2015


Nuts & Bolts

Gregory Poole Equipment successfully completes acquisitions

Honeywell bar-code patent upheld by U.S. Patent and Trademark office

Gregory Poole Equipment Company announced that it has closed on its acquisition of the operations and assets of Dougherty Equipment Company, Inc. and VBS Inc. Material Handling Equipment and certain assets of Briggs Equipment, Inc. The acquisition process has uncovered significant economies of scale and synergies and is expected to nearly double the division’s annual revenue. Following this acquisition, Gregory Poole has been appointed as an authorized dealer of Hyster® and Yale® lift trucks across four states and one of the region’s largest overall material handling dealers. It is now the Yale® dealer in portions of North Carolina, South Carolina and Virginia, and the Hyster® dealer in most of Virginia and in portions of North Carolina, South Carolina and West Virginia. While Gregory Poole will no longer represent other competitive supplier relationships, it will continue to support its current customers through existing service agreements. The acquisitions were driven by the company’s desire and directive to grow and by its strategic goal to be the recognized leader in the products it offers. NACCO Materials Handling Group (NMHG) helped to facilitate these transactions to address succession issues in several high-performing dealerships and to ensure continuity for customers, dealers and associates. The addition of Gregory Poole as a dealer, allows NMHG to expand its U.S. dual-brand distribution of its Hyster® and Yale® product lines.

In its final written decision, the United States Patent and Trademark Office recently upheld the validity of a patent from Honeywell on core technology used in bar-code imagery devices. In its ruling in the case of Fujian Newland Computer Co., Ltd. vs. Hand Held Products, Inc., the Patent Trial and Appeal Board determined that the petitioner failed to provide sufficient evidence to demonstrate that the Honeywell-owned patent was invalid. “This ruling is a significant victory that reinforces Honeywell’s drive to protect our scanning and mobility technological advancements,” said Jeremy Whitley, chief intellectual property counsel, Honeywell Sensing and Productivity Solutions.

Toyota marks manufacturing milestone Toyota marked a manufacturing milestone with the production and sale of its five hundred thousandth forklift built at the company’s manufacturing facility, Toyota Industrial Equipment Mfg, Inc. (TIEM). To mark the occasion, Toyota Forklifts of Atlanta President Lee Smith presented the 500,000 forklift, an 8-Series model, to customer RockTenn, the second largest paper company in the world. “Toyota’s manufacturing achievement is the latest demonstration that we are responding to our customers’ need to deliver forklifts in North America with quality, technology, performance, fuel economy and value,” said Jeff Rufener, president of Toyota Material Handling, U.S.A., Inc. “We look forward to achieving our next production milestone thanks to the hard work and support of our world-class team of associates, dealers, suppliers and customers.”

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December 2015


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.

Roadtex Trans. Corp. Somerset, Nj 18 Class 3 Crown 11 Class 1 Crown 4 Class 2 Crown 3

Toyota Motor Credit Corp.. 161

5th 3rd Bank.........................10

Wells Fargo Bank................. 137

Bank of the West....................10

Nissan Motor Accept Corp....44

Zions Credit Corp.................10

B M S Mgmt. Inc. Saint Joseph, Mo 15 I/C Lift Trucks - No Model Hyster 15

De Lage Landen Fin Svc........33

Bank Of Amer.........................9

Wells Fargo Eqt Fin...............25

G E Capital Corp....................9

Cooper Tire & Rubber Co. Findlay, Oh 12 Class 4 Toyota 9 Class 4 Hyster 2 Class 2 Toyota 1

Banc of Amer Lsg & Capital..19

Farm Credit Lsg Svc Corp.......9

Citizens State Bank & Trust...15

G S G Fin................................7

J M Eqt Co...........................14

US Bank Eqt Fin.....................7

Stanislaus Food Prods Co. Modesto, Ca 11 Class 4 Hyster 11

De Place Bank.......................12

PNC Eqt Fin...........................7

M B Fin Bank.......................11

1st Fleet Corp..........................6

Pacific Coast Producers Inc. Lodi, Ca Class 1 Toyota Class 4 Nissan


December 2015

10 6 4

Data provided by EDA, a product of Randall-Reilly. For more detailed information visit

Congratulations to all the Toyota Industrial Equipment Associates and Dealers on 25 years and your 500,000th Forklift manufactured in the U.S.A.

For links to the Celebration, go to Material Handling Wholesaler You Tube account. FROM YOUR FRIENDS AT

December 2015


Human Element Eric Baker, Caliper Corporation

How not to build your empire When we last saw music mogul Lucious Lyon (Terrence Howard) at the end of Empire season one, he was clinging to the bars of a jail cell, charged with the murder of his trusted confidant and advisor Bunkie Williams. See, Lucious was mistakenly diagnosed with a terminal disease and believed he needed to square things away in a hurry. Apparently part of the succession plan for his music label, Empire Records, required him to shoot Bunkie in cold blood. So much for loyalty. Fast-forward to Empire season two: Thanks to some compromising photos of a judge, Lucious is now out of jail and back in the business of running Empire Records. And like any smart CEO, he knows how important it is to groom a successor so that Empire continues to thrive after he retires (or his luck runs out). Among his choices to assume the mantle of leadership are his three sons: Hakim, who wants the job but is brash and impulsive; Andre, who wants the job but is overly emotional and sensitive; and Jamal, who has the temperament but simply wants to record his own music. Naturally, Lucious hires an organizational-development consulting firm to commence a comprehensive successionplanning engagement that includes profiling team members’ personalities, performing a talent audit, designing individual developmental plans, and—

He doesn’t do any of that. It’s a TV show. Lucious schemes and manipulates and pits one son against another until all three have become bitter, paranoid wrecks, their relationships are destroyed, and the people they care about are left alienated and afraid. Complicating matters is the presence of ex-wife Cookie (Taraji P. Henson), the original brains and money behind Empire, who was long ago sent up the river to do hard time while Lucious became a millionaire. Now she’s out of the joint and is endeavoring to pit sons against father, take down Empire, and remake it her own way. I’m half-expecting J.R. Ewing to stroll onto the set one of these episodes and announce he’s flipping his Ewing Oil holdings to obtain Empire in a hostile takeover (R.I.P. Larry Hagman). Empire is one of TV’s most compelling melodramas, thanks largely to the machinations and manipulations of Lucious and Cookie as each tries to wrest control of the music label and secure its future. You’ve probably worked for and with people who were similarly addicted to drama and political scheming but who also did not realize that what’s good for TV is often bad for business. What’s good for business is coming up with a long-term, viable succession plan that includes a well-defined strategy, assessment

Wishing you and your family a happy and safe holiday season, from your friends at


December 2015

Human Element


and development of high-potential employees, and shared values across the organization. Eventually, even the most popular TV shows get cancelled. Make sure your business gets renewed indefinitely. And don’t take it out on Bunkie. He means well.

Trucks, Trailers, Material Handling Ag/ Construction in Marietta, PA December 11th • Ring 1: 9 AM

Ring 2: 10:30 AM


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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December 2015


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

Iron Bull™ Waste Hoppers Can Pay You Back Added production efficiency, more floor space, workers love them

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Iron Bull Mfg. LLC


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(440) 232-1422


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Used 3-phase chargers also available



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713.460.8197 • 800.687.3884 713.460.8197 •• 800.687.3884 fax: 713.460.5941

EMPLOYMENT Leading market Toyota forklift dealership in Fort Worth, TX is seeking an experienced Shop Manager to oversee shop operations. Responsibilities include leading a large team of technicians, production planners, and quote coordinators. Focus will be on monitoring and improving efficiencies, forecasting staffing and resource requirements, managing work-in-process, and reporting progress to the Corporate Service Manager. Applicants should apply online, December 2015

(813) 877-4500 (813) 871-6250

• Specialty Material Handling, Inc.



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

Gregg Zdan (734) 641-1800 Associated with DREXEL Industries since 1972


Phone: Fax: Email: Url:

fax: 713.460.5941

Let Wholesaler help your company find the perfect employee! 877-638-6190 •


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Series 1 Workhorse Single Shift rating

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The ad deadline for the January 2016 issue of Material Handling Wholesaler is...

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LOOKING TO BUY Buy & Sell / New & Used units available Warehouse & industrial tow tractors available in:

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STK# 14826 2003 Raymond EASI R40TT Pineville NC (877) 725-4461



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BETTER WAY to buy & sell equipment!

December 2015


Shifting Gears

Industry personnel and organization news

UniCarriers Americas announces its President’s Award Winner UniCarriers Americas Corporation (UCA) honors Select Equipment, located in Buena Park, Calif., as its President’s Award winner. Introduced in 1990, the President’s Award recognizes a single dealership from UCA’s Nissan Forklift Nine Dealer of Excellence winners, which embodies essential characteristics found only in the most accomplished organizations. The dealer also possesses the characteristics of UCA’s culture of reliability, goes the extra mile and accepts all challenges. To earn this honor, the dealership must outperform previous years, and reach the highest tier of success. “We’d like to congratulate all of our Nissan Forklift Nine dealers, however our President’s Award is reserved for the dealer who achieved the highest honor in 2014,” said Steve Cianci, vice president, sales and marketing at UCA. “This is a highly coveted award and Select Equipment demonstrated the caliber of an extremely worthy winner by exceeding the high standards required for consideration. Standing

out from the rest is hard to accomplish and their performance was truly outstanding. We’re honored to give them this award.” Founded in 1968, Select Equipment is a staple in the southern California forklift sales, repair and training industry. In addition to this honor, Select Equipment took home both Nissan Nine and gold-level Aftermarket Excellence Program awards in 2014.

Raymond celebrates 35th anniversary of parts distribution center The Raymond Corporation is celebrating the 35 anniversary of the Raymond parts distribution center located in Syracuse, New York. The parts distribution center in Syracuse celebrated with a luncheon for its employees and special guest speakers, including Steve Raymond, the first general manager of the Raymond parts distribution center, grandson of founder George Raymond Sr., and current president of Raymond Handling Concepts Corporation. Steve Raymond was a driving force in getting the Syracuse location ramped up for parts distribution to customers. The Raymond parts distribution center opened its doors in October 1980 to fill the need for a warehouse dedicated to parts

Happy Holidays & Best Wishes For a Prosperous

New Year!

Flight Systems Industrial Products 1-800-333-1194 •

Controllers • Joysticks • Displays • Contactors • Battery Management • Test Equipment & More 26

December 2015

Shifting Gears supplies and distribution. A building and site in East Syracuse, New York, was chosen due to its central location and ease of access to ship parts, allowing orders to be quickly transported via air or truck. The parts distribution center has evolved from its fastpaced beginnings in 1980 to a 24/7/365 sophisticated operation with warehouse management systems and the latest technology,” says Jim Schaefer, general manager of operations, at Raymond’s parts distribution center.

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

National Lift Truck sponsors Race for a Cure National Lift Truck, Inc., the Franklin Park, Il based material handling equipment distributor, sponsored Susan G. Komen Chicago’s – Lombard Race for the Cure on Sunday, September 20, 2015 at Yorktown Center in Lombard, Il. National Lift Truck volunteers, Aisha Awan and Kelly Knoop donated their time to the cause for the entire day while the company donated a Clark Pink forklift and a Clark utility vehicle to be used by the organizers for the duration of the event. The Race for the Cure Series is the largest series of 5K run/fitness walks in the world. Up to 75% of net proceeds raised by the race are dedicated to fighting breast cancer locally in the Chicagoland metropolitan areas. The remaining 25% of net proceeds raised are contributed to the Komen Grants Program which funds research.

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

Portable Storage Racks Dealer’s Choice • Enhances warehouse/factory efficiency • Stacks 4-5 high, nests empty • Use air space • Full visual control for inventory and handling

Toll Free: 888-288-9078

Fax: 314-381-5908 e-mail: web address:

December 2015



We Accept:

Equipment, Inc.

440-232-1422 Akron | Cleveland, OH 44146 The Lo Riser Inclining Platform Trailer is a versatile tool that will help increase your efficiencies and lower costs to deliver a higher return on your investment. With a Lo Riser you’ll see: Lower labor costs - one man loading/unloading offers more deliveries per day

Lower specialized equipment costs - no rollback truck required, just a pickup truck - no crown point, equipment can be driven up the built-in ramp

Lower worker’s comp claims - enhanced safety features eliminate most opportunities for injuries - no more dangerous, slanted ramp boards


Over 35 years of satisfied customers!

We specialize inindependable reconditioned We specialize dependable reconditioned

batteries & chargers calibrated to BATTERIES AND CHARGERS factory specs by our certifi ed by technical staff. calibrated to factory specs our certified technical staff. Hobart—Enersys—Applied Energy Solutions—C&D —and more!

♦ Hobart ♦ 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, chargers thatinput are tested, andbut setused to match the AC voltage ♦ C&D calibrated, and set to match the ACWorking input voltage youfor specify. you specify. & ready use! ♦ and more! Working & ready for use!

GoodUsed Used Batteries WANTED Good Batteries WANTED We will buy quantities! Call us with details –

We will buy quantities! Call us with details— we want your GOOD surplus stock only! we want your GOOD surplus stock only!

John R. Walker The only name you need to know for aftermarket success.

Aftermarket Services Consulting Co., Inc. • Solely dedicated to your aftermarket opportunities • 40+ years of experience in aftermarket development • Guaranteed performance

When you want results in your aftermarket efforts, call Aftermarket Services Consulting Co., Inc. 803-548-6707 ...John is waiting to help you succeed.

Warm wishes for a Merry Christmas and a Happy New Year!

Grindstaff Engines Inc.

CALL RICK or DEDEE PHONE: 800-896-7676 • 816/796-7676 FAX: 816/796-6053

Aftermarket Services Consulting Co., Inc.

E-mail: Rick - Dedee - •


P.O. Box 541 • Ft. Mill, SC 29716

Call 803-548-6707 28

December 2015

**FORKLIFTS WANTED** We W i l l B u y Q u a n t i t i e s ! C a l l U s W i t h D e t a i l s - We Wa n t Yo u r S u r p l u s S t o c k



2006 TOYOTA 7FDU60

118”V Mast, Hours: 3,700, Diesel

187”FSV Mast, Hours: 9,000

159”FV Mast, Hours: 6,700






2008 TOYOTA 8FGU25







187”FSV Mast, Hours: 9,600 & 17,000

188”FSV Mast, Hours: 3,700






2005 TOYOTA 7FGU35

148”V Mast, Hours: 8,000







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

2008 Toyota 8FD25, 16407, Diesel, 118” Mast, Sideshifter, Fork Positioner

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

2009 Toyota 8FG15, 3,000 Lbs., LP, 138” Mast

2011 Toyota 7FBCU15, 3,000 Lbs., 36V, 189” Mast, Sideshifter (10 in stock)

2005 Toyota 7FG25, 5,000 Lbs., Gas, 169” Mast, Sideshifter

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


2010 Toyota 8BRU23, 4,500 Lbs., 36V, 270” Mast, Sideshifter (3 in stock)

2006 Terex TH842, 8,000 Lbs., Diesel Fuel

1.866.506.2200 •

Printed in the U.S.A. ©2015, The Ousset Agency, Inc. wo#4483

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

15217 Grand River Rd • Fort Worth, TX, 76155 • P: 817.359.1100 • F: 817.359.1110

December 2015


To Serve You Better New





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since 1974

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


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December 2015

Are long lead times stopping your flow of business? Alltech battery chargers are


The fast-paced material handling industry relies on heavy equipment engineered to keep up with many tough, grueling demands. Keeping equipment in top condition means on-time schedules and projects finished under budget. Alltech Electronics manufactures quality-engineered, heavy duty, chargers and accessories made to perform and last a lifetime...or longer!

Standard R Model

Standard G Model

Standard D Model



















Overall height with mounting bracket


Overall height with mounting bracket


Overall height with mounting bracket


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Three Phase Industrial Charger

Single Phase Industrial Charger

Standard Features:

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6700 Exchange Dr. Mansfield, Texas 76063 Metro: 817-477-2703 Toll Free: 877-882-6004 Fax: 817-453-9988

Celebrating 30 years of reliability!

December 2015



Capacity: 3,000 lbs. - 180,000 lbs.

Combi SC - Straddle Carrier Range

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Combi Walkie Reach Truck Range

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December 2015


Natural Rubber Press-on Tire

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December 2015


Your Business Eileen Schmidt

J.W. Speaker celebrates 80 years For 80 years, J.W. Speaker Corporation has had a presence in the Milwaukee area. Founded by John Speaker in July of 1935, the company got its start in radiator fronts, car mirrors, repair kits and automotive lighting. In the decades following that launch, the automotive market has undergone major transformation and J.W. Speaker has changed with the times while remaining a family-run business. “It’s exciting to think about how far the business has come,” said Tim Speaker, co-president of the company, in a statement on the business website released to mark the 80th anniversary. “J.W. Speaker has progressed from a small parts automotive manufacturer into a global manufacturer of cutting edge lighting technology,” he said. Today, J.W. Speaker specializes in LED and other emerging lighting technologies; designing manufacturing and assembling products out of its Germantown, Wisconsin location. J.W. Speaker serves the following markets: agricultural, automotive, commercial trucking, construction, industrial, marine, material handling, mining, off-road 4x4, power sports, railroad, specialty vehicles, truck and bus. The company is a supplier to well-known companies like Linde, Yale, Crown, Nissan and Toyota, to name a few, and also has a worldwide aftermarket business in original equipment manufacturer parts and consumer products. It is a growing segment of the business.

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

J.W. Speaker’s global footprint was emphasized this fall when the company announced a new business arrangement with J. Fuehr, GmbH out of Hamburg, Germany. The announcement, released in late October, said J. Fuehr will serve as J.W. Speaker’s distribution partner and order fulfillment center for products sold into the European and Middle Eastern industrial aftermarkets. Tim Speaker said the new arrangement will “elevate the longstanding partnership” between the companies. “We’re excited about the prospects of jointly growing our business with J. Fuehr,” said Speaker, in the release. J. Fuehr, a distributor of material handling vehicle lighting, switches and accessories and a provider of systems for original equipment manufacturers and aftermarket customers, has previously represented J.W. Speaker with select manufacturers in the overseas material handling market. Now J. Fuehr will operate as an extension of J.W. Speaker; it will serve as a designated distribution partner for products sold to certain European and Middle Eastern manufacturers and a fulfillment center for American-based distributors who export industrial-related lighting products. J. Fuehr’s Alexander Fuehr said J.W. Speaker has been a reliable partner for the German company. “Their willingness to develop new, innovative products has helped us grow and differentiate ourselves from the competition. We are happy to further intensify this partnership and raise it to a new level,” said Fuehr, in the statement. J.W. Speaker’s history includes other moves to meet economic and market conditions. During World War II the company manufactured a miniature portable stove and can opener for use in the armed forces. By 1960, the shift was back to the automotive market. At that time, J.W. Speaker was under the leadership of John Speaker’s son, Jack. The company expanded into lighting for lawn and garden, and golf and turf tractors. In recent years as LED lighting has grown, J.W. Speaker has invested in that technology and the aftermarket. Now in its third generation of family leadership, those heading up J.W. Speaker say the company will remain flexible in efforts to grow and service customers. “We are committed to continually evolving to meet the needs of our customers, just as we’ve done for the past 80 years,” said Jamie Speaker, company co-president, in a statement. 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.

Celebrating a company milestone in 2016? Let us know by calling 877-638-6190 and your

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West Point Rack “We don’t just promise…we deliver!” • Quotes in 2 hours on most requests • Delivery in 2-3 weeks on most orders

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Cantilever Racks • Structural Pallet Racks Portable Stacking Racks Specialty Transport & Storage Products West Point Rack is one of the fastest growing companies in the industry. Our customers recognize quality products, dependability of service and competitive pricing.

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Our Primary Goal is to support our dealers, satisfy their customers, earn trust and be the “Vendor of Choice” for rack products and racking systems. We offer a full line of light duty, intermediate duty, heavy and extra heavy duty cantilever racks. We provide multiple configurations of a wide variety of stacking racks. Our structural pallet racks can be configured for a wide range of applications. West Point Rack has the products that generates solutions for your storage needs. We also offer specialty products such as bar cradle trucks, drum racks, hand carts and other specialty transport and storage products. Give us a call at 866.245.3630. We may have what you need. Look forward to hearing from you.



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PFI puts more than 60,000 commercial, industrial and institutional products at your fingertips – storage products, material handling equipment, maintenance and janitorial supplies, warehouse and dock equipment, packaging and shipping supplies, industrial safety supplies, shop equipment, office furniture, and more! Better yet, we don’t just sell them. We know them inside and out. We know how they work, where they work, and which will be the best for the application. Plus, we’re dedicated to providing personal services—helping you stay competitive while servicing your customers.


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New Products

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New Akro-Mils dolly for 30661 louvered floor rac

Clearpath announces shift into self-driving vehicles

Akro-Mils, a North American provider of storage, organization and transport products, announces the expansion of its industryleading line of Louvered Hanging Systems with the introduction of a new steel dolly for its popular 30661 SingleSided Louvered Rack. Available in Gray (30661DOLLYGY) and Beige (30661DOLLYBE) models, the new dolly was designed specifically for the 30661 single-sided rack in response to customer requests. By offering single-sided mobility for changing needs, end users are better assisted in replenishment/stocking, storage area cleaning and space maximization. The dolly comes with durable casters and floor locks for maneuverability and safety. The industry standard for customizable vertical storage systems for plastic hanging bins, Akro-Mils’ Louvered Hanging Systems securely support AkroBins®, InSight® Bins and Universal Hanging Bins. These systems are made of heavy-duty, 16-gauge, cold-rolled steel for strength and durability.

Clearpath Robotics announced its first self-driving warehouse robot. OTTO is designed for intelligent heavy-load transport in industrial environments and delivers improved throughput and decreased operating costs. OTTO uses the same underlying self-driving technology popularized by the Google self-driving car. The system delivers dynamic and efficient transport in increasingly congested industrial operations. Traditional material handling systems require costly and rigid changes to infrastructure, cannot adapt to a changing environment, and are not safe for collaboration with warehouse personnel. OTTO does not rely on external infrastructure for navigation, making implementation hassle-free and highly scalable. It can transport 3300 lb loads at speeds up to 4.5 mph, while tracking along optimal paths and safely avoiding collisions. Applications for OTTO include moving pallets in a warehouse or cross-dock, and for kitting or assembly line delivery. OTTO units are currently deployed in five test facilities, the first of which belonging to GE.

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New battery health monitor technology from Crown Crown Equipment Corporation is providing relief to the heartburn associated with managing a forklift fleet powered by lead-acid batteries. Battery Health Monitor redefines battery management by combining with Crown’s InfoLinkŽ wireless fleet and operator management system to create an integrated system that ties forklift, operator and battery data all under one program. Installed on the battery, the Battery Health Monitor connects battery, forklift and operator by monitoring real-time data on battery activity. It captures battery performance during operation for each battery individually, which enables operators and managers to make timely and more proactive decisions as opposed to reactive decisions when the battery begins to fail. It positions forklift owners to manage batteries as assets, while driving operator accountability and improved battery troubleshooting that will enable better battery management practices.

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New Fontaine Armor™ Yard Truck Fifth Wheel Fontaine Coupling Solutions introduces Armor™, the first fifth wheel designed from the ground up specifically for yard trucks. The Armor fifth wheel is stronger, easier to maintain and better protected from kingpin damage than other terminal tractor fifth wheels, providing increased uptime and lower total cost of ownership. It can be ordered on new trucks or fitted to existing competitor brackets in the aftermarket. “Fontaine Coupling Solutions personnel spent more than three years thoroughly studying the yard truck fifth wheel market, talking to more than 100 customers about how they use fifth wheels across warehouse distribution, industrial, port and rail applications,” explains Robbie Laney, Fontaine Coupling Solutions director of sales and leader of the market study team. “We learned that terminal tractor or ‘yard truck’ fifth wheels may be coupled and uncoupled up to 300 times a day vs. just once for most over-the-road trucks. In port applications, they load containers weighing tens of thousands of pounds on them daily. These extreme operating conditions lead to high maintenance costs as customers have to frequently rebuild and replace fifth wheels that were not specifically designed to handle these tough applications.

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Merry Christmas & Happy New Year!

From the employee owners at



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Material Handling Wholesaler December 2015  
Material Handling Wholesaler December 2015