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January 2016

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January 2016 • Vol. 37 No. 1

20

Dean Millius General Manager/Publisher

Human Element Caliper Corporation

What do James Bond and Godzilla have in common?

30 34

Sales Trends

Art Sobczak

Getting the money when they say there is no budget

Your Business Eileen Schmidt The ultimate “fun” office – AK Material Handling Systems

Industry News 14 Nuts & Bolts

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24 Shifting Gears

Cover Story Be prepared!

6

Garry Bartecki

Columns 10

Aftermarket

John Walker

Hire a technician!

22 Industry Insights

Alva Coffman Account Executive Kathy Regan Editor

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Valerie Vorwald Eric Faramus Graphic Designers

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

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Cover Story Garry Bartecki

Be prepared Can you believe it ... another year goes by. Hope it went well for you and your company. Also hope you learned some things about running or working in a material handling company in this economic environment. I guess if you ended the year with more money in the bank account than what you started with you seem to be on the right track. Let’s see ... 2016 ... election year. Usually not much goes on in an election year except for my BS meter blowing its top. When I ask my industry contacts what to expect for 2016, I have been getting a few seconds of silence before they answer. It’s like they are having a hard time figuring out what to say. All I know is I am not getting an immediate spontaneous “It’s going to be a super year” respond. What are you hearing ... I would like to know? In my activities where I work with various dealer groups I always take some time to look up the industrial segment of the economy to see how the trends are moving. What I currently see (mid November data) is: ♣ Year-over-year sales slowing ♣ Increasing inventories ♣ Export growth and import prices falling ♣ Private sector hires slowing ♣ Earnings and per share going negative. Material Handling market experts are expecting a 1-2% increase in lift truck activity, without knowing who exactly will be the lucky ones to get that 1-2% increase. And we all know some may get 3-4% while others lose 1-2% where the overall average comes out to 1-2%. In short, my conservative 2016 budgets and projections would reflect equipment sales similar to 2015’s, assuming there is no normalizing entry to make for 2015 sales. Any other sales increases will have to be taken from competitors.

Bank analysts see the industrial section as soft in 2016 for many of the reasons noted above. The only real growth area seems to be construction. While the industrial section may be soft the aerospace and auto segments should be fairly strong. Does this give you any reason to assume lift truck sales will be strong in 2016?

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Cover Story When I dig deeper into 2016 people feel that dealers as well as customers are: ♠ Taking a wait and see attitude ♠ Focusing on short-term decision making ♠ Avoiding taking on addition commitments Not sure I blame them at this point. I guess 2016 should be approached by keeping your cards close to your vest, and deal with the growth opportunities when they surface. The advantage material handling dealers do have going for them is their ability to work their aftermarket services as well as other value added services that help customers reduce cost. They do, however, need to provide these services on a competitive basis, meaning keeping up with technology, training their techs and using mobile technology to deliver better, faster, more profitable (for both parties) services using technology that allows you to take market share. There are also some rental issues to consider. Rental, in general, has been a growth industry the last 10 years and continues to grow because more OEM’s and dealers are getting into the rental business, both rent-to-sell and rent-to-rent transactions. While long-term and short-term rental has been a mainstay for material handling dealers I believe changes are on the horizon. As customers get more educated about rental they seem to be analyzing the cost of rental on their business and are looking for and finding ways to better manage their rental dollars. It appears customers are more resistant to signing on for long-term

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

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commitments in exchange for more short-term control. If I were a customer reviewing the same industry data I see I would refrain from signing up for 60-month contracts and would suggest maybe a core group of 60-month rentals and a more flexible program for the remaining units where I could cut off the program for when my demand is weak and bring them back on as needed. Makes sense to me. In the overall rental world... Rental companies are keeping units in the fleet longer to increase the ROI on the original equipment cost. (Possible with your equipment? I think so.) Rental companies are buying refurbished units and also providing refurbishment services to upgrade both customer equipment and their own rental fleets. (Something you can do to increase margins on used equipment sales? I think so.) There are now services out there to help equipment owners rent their equipment when it is not required by their business needs. (I had reservations about this one but they seem to have a system customers could find acceptable.) The bottom line here is, if both our sales activities and rental activities are threatened, it could become a financial problem unless your product support activities are top notch ... and I mean top notch. So it looks like we are all in a wait-and-see position regarding 2016. See what the government is going to do, what the economy is going to do, what the international results will be, how the tax rules will change, what customers are going to expect from us in terms of analytics and data to manage their material handling costs. This is probably a good year to sit down with your top 50 customers to get their take on 2016 so that you have more ammo to work with in terms of your plans for 2016. I would like to hear what you are thinking. Send me your thoughts. Whatever you decide to do, make sure you will have more bucks in the bank than you do today on January 1, 2017. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.

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Aftermarket John R. Walker

Hire a technician! I have been consulting with equipment dealers about their aftermarket or their product support sales and profit for 40+ years. You can’t imagine over the years how many times I’ve been told: “I don’t understand how difficult it is to hire technicians!” I ask myself are these Doubting Thomas’ all right or are they wrong? But I will continue working at assisting equipment dealers to do just that and that is for them to seek out and hire more technicians. Bob Currie in developing his Dealer Cost of Doing Business Studies states that in the next three to five years 50% of the equipment dealer’s work force will be technicians. The successful dealers recognized this years ago. I regularly communicate with one successful dealer who has over 300 technicians and this year’s business plan calls for the hiring of a minimum of 30 more. The dealership has three HR personnel who spend the bulk of their time hiring technicians . . . this dealer works at hiring technicians and the dealership’s hard work has truly paid off. My comments to equipment dealerships who tell me how hard it is to hire technicians is to impress upon them while it is hard work to hire technicians, service is also where the dealership’s unrecognized opportunity lies. I want to point out that if they recognize that hiring professionals, and today specifically

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technicians, then the dealership has to focus upon the task, develop a specific plan and then get the job done. It seems that every day when working with dealers, attempting to encourage them to focus more and more upon marketing the service repair end of their business I receive the same frustrating reply mentioned above; but from others I get the reply: I know you’re right, but I just haven’t been able to get around to it. Consider how much time, effort and money you spend trying to find a half way decent sales manager or even a salesperson. You’ll hire a head-hunter, you’ll fly people halfway across the country to interview, and no amount of effort will be spared. But the only thing that makes you think about hiring a technician is when your shop is overflowing with backed-up service work. Then it becomes a get-it-done task to find a warm body. Have any of you considered the hiring of what some people call a head-hunter? I can see the look on many dealers’ faces when they read this comment. The dealer rolls his eyes and asks another question: “Do you know what you have to pay to recruit with a head-hunter? Take a look at your unrecognized opportunities to be found in your service department before you answer that question. We have a client in a major market center that will attend every trade fair and occupies a booth set up strictly to hire technicians. The dealer mans the booth with four people, his service manager and his HR person and during the dealer principal makes an appearance. Together this staff lays out for potential candidates all of the features, advantages and benefits the candidates would experience in coming to work for the dealership. Hire A Vet! “The troops are coming home!” “The size of our military is being reduced!” “A lot of veterans are going to be out there looking for jobs!” Several weeks ago I was talking with a service manager friend of mine who I knew was hiring technicians from the military pool. Over the years he has hired nine technicians who have come out of the military and just this week he hired a Navy person with a technical background and was bringing him to Texas. I asked him how he convinced a guy on the east coast to relocate to Texas. He told me that most military personnel know that Texas is friendly to the military and the guy wanted to come to Texas. It is a seller’s market for experienced service technicians. The law of supply versus demand has kicked in and as we mentioned many times, the demand for technicians far out paces the supply. Maybe, just maybe that is the miracle all of you who constantly state how difficult it is to find a technician have been waiting for. It’s payback time, ladies and gentlemen! I discovered long ago how much it meant to have a job offered when I was released from the service. I am a Veteran. I was drafted. I wasn’t a volunteer like all of these great people are today. Most equipment dealers have cycles in their business when business slows down, and most business cycles follow a pattern. When business is slow we are told to cut back on expenses and personnel. This of course makes sense, but where do we cut? Maybe we can lay off a few technicians, even though we know


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Aftermarket it will be hard to hire them back after the market turns around. Maybe we lay off a new hire, our aftermarket sales person. Funny most of the successful dealers believe just the opposite. They send somebody out there to market their shop, to bring the equipment in for repair. When a dealer tells us he does not have enough service business right now to hire a technician, we tell him to look at his Service Contribution to Total Sales. Most dealers, except the professionals run single digits. This is a clear indication that they are missing the greatest sales opportunity available to their dealership. We tell them to get out there, become proactive and fill up the shop. Again their comeback, “we can’t find technicians!” If we continue to sit around waiting for some miracle to happen, you can be sure that little will change. I know a corporate service manager who has six service managers. Each one has been assigned a trade school within their area. Each one spends a day a month visiting the schools and recruiting. They are not sitting around in their offices waiting for a prospect to walk through the door. The sub-title of this month’s article is: Hire a Vet! Maybe, just maybe that is the miracle all of you who constantly state how difficult it is to find a technician have been waiting for. It’s payback time, ladies and gentlemen! These men and women fought for your freedom. I ask all of the equipment dealers I visit or talk with over the phone what their experience has been with hiring veterans. Yes, I hear a few sour grape stories, but that is bound to happen. I also hear a lot of great stories, like the guy who told me: “they don’t always have the work experience on

our type of equipment, but they sure do have a great work-ethic and I’ll take work-ethic every time over experience!” In almost all the ads we see one line that we believe dealers should question and drop: “Applicant must have ____ years of experience working on __________ equipment.” Doesn’t this severely limit the pool of technicians you will be interviewing? Most manufacturers today are providing excellent hands-on training for technicians. If professionals have the knowledge of the basics: finding information, pre-delivery, planned maintenance, electronics, hydraulics, system trouble-shooting, diagnosis, computer knowledge, up-selling, etc., then they can quickly learn all that is necessary to work on the equipment that your dealership sells. Yes, sending technicians off to a factory-training course located in some far off city for a week can be expensive i.e., transportation, lodging and meals, not to mention the lost job time for the individual and the service department. All of these arguments against training only make sense as long as the dealership perceives this training as an expense and not as an investment. In any successful equipment dealership it is the dealership’s investment in people that pays off! Professionals never stop their educational process. Technicians welcome every opportunity for more training and become frustrated when dealers block their efforts and their thirst for learning more about the profession that they have chosen. An investment is not an expense. In today’s fast moving market place the dealer who does not invest in personnel is going to be left behind.

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Aftermarket Computer training, understanding and knowledge are a must for professional service technicians. Working on any piece of equipment today is tied into a computer and the technicians’ ability to diagnose the problem via the black-box. Manufacturers are going to continue at an accelerated rate to produce more and more sophisticated equipment. The dealership’s professional sales force will sell this equipment with all of its bells and whistles. This equipment, despite the manufacturer’s or the sales person’s claims will at some point fail under operation. If at that point the dealer has failed to invest in the dealership’s technicians, then possibly the equipment is going to sit idle waiting for someone to repair whatever caused the repair problem? At this time we can think of no other position within the typical equipment dealership that is as important as the qualified, professional service technician. The position is important for two primary reasons: 1) It has and it can continue to provide the dealership significant cash flow and exceptional profitability, and 2) the position develops strong customer loyalty and keeps the customer coming back for more of the dealership’s products and service. Develop a cultural change in your dealership. Look at hiring, training, compensation/motivation and maintenance of a quality and professional group of service technicians as an investment

in the growth and profitability of your business. It should be an expense only on your financial statement! Look at your hiring practices. Do you put the same effort into hiring technicians as you do sales personnel? How do your recruiting ads look? Do you sell the features, advantages and benefits of working for your dealership? Have you studied your recruiting procedures? Does the candidate only meet with the service manager? Do you stress that your dealership is offering a career opportunity? Does the candidate walk away with the understanding that your dealership is offering much more than just a job? Have you considered a pay for performance program for technicians, a pay program that rewards quality work to the professional service technician? Do you indicate that your dealership offers opportunity for advancement through technician training? Yes, hiring, training and maintaining quality, professional service technicians is hard work. Ann Landers is quoted as saying: “Opportunities are usually disguised as hard work, so most people don’t recognize them!” John R. Walker is president of Aftermarket Services Consulting Co. Inc. E-mail editorial@mhwmag.com to contact John.

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Nuts & Bolts

Acquisitions, expansions & other business news

Caterpillar warns lower Chinese demand will limit sales Caterpillar has warned that it does not expect Chinese demand for excavators to recover to the peaks of 2010-12. Tom Pellette, group president for construction industry equipment, made the remarks as the Chinese economy recorded its slowest growth rate since 2009 in the third quarter, due to declining construction and factory activity, which many economists do not believe has bottomed out yet. The forecasts also highlight Beijing’s efforts to rebalance the economy away from its traditional drivers such as manufacturing and investment and towards consumer spending. It also demonstrates the impact of the stimulus program, which the government unleashed during the global financial crisis, had on demand. Mr Pellette said industry-wide sales of hydraulic excavators between 10-90 tons, will reach the “23,000 range” in China this year. That compares with a total of more than 27,000 sold in March alone in 2011 and more than 112,000 for the whole of 2010, which was the peak year for the market. The company does not disclose figures for sales of its own products by country. www.cat.com

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TVH acquires France Hayon The TVH Group and the shareholders of France Hayon Group signed an agreement of principle and acquisition of the shares of TVH France of the holding France Hayon Développement (FHD). The Group includes France Hayon Développement with its three divisions, France Hayon Service, France Hayon Assistance and Manutest. The group is the French market leader in the distribution of tail lift parts of all makes, and has a significant tail lift service and training operation. FH Service was established in 1995 and is now the leading French distributor of replacement parts for tail lifts. FH Assistance is a mobile application that links couriers and repairers with the service business. FH Développement provides training relating to the maintenance and regulatory inspection of tail lifts and loader cranes, while Manutest manages the regulatory inspections of tail lifts and loader cranes in France. www.tvh.com

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Nuts & Bolts

ITC Manufacturing declares Chapter 11 bankruptcy

USMTO forecasts soft start to 2016

International Technical Coatings, Inc. dba ITC Manufacturing with facilities in Arizona and Ohio has declared Chapter 11 bankruptcy in the United States Bankruptcy Court District of Arizona. On November 18, 2015 court documents show Faruk Gole, president and CEO of ITC filed for bankruptcy relief to restructure its debt obligations primarily those owning to the Bank of America. Since 2011 multiple loans have been taken out at approximately $28.3 million. ITC currently owes Bank of America approximately $25.7 million. On October 28, 2015, Bank of America applied for appointment of a receiver over ITC. Unable to secure an agreement with Bank of America, prior to the scheduled hearing, ITC filed for bankruptcy protection. ITC believes that its overall business plans and strategies are sound and will be successful if certain of their debt obligations can be restructured. In this regard, particular emphasis will be placed on refinancing the Bank’s obligations - utilizing not only ITC’s assets, but also the personal assets of ITC’s sole shareholder Johnnie Caldwell. They employ over 233 full and part-time employees. ITC is a manufacturer of wire mesh products for the material handling and storage products industries. www.itcmfg.com

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

Orders still lagging over 2014 - The most recent U.S. Manufacturing Technology Orders report from AMT – The Association for Manufacturing Technology indicates that orders grew in September compared to August totals, but still stand at a significant shortfall as compared to the same time a year ago. Industry forecasts predict continued softness for manufacturing technology orders into the third quarter of 2016. While still facing headwinds from a stronger dollar and weak investment from the energy industry, strong activity in the automotive, medical, and aerospace industries is creating demand for manufacturing technology. Automotive has been a particular bright spot as automakers continue to introduce new models and make large investments in new factories in the Southeast. USMTO measures net new orders every month based on gross order and cancellation data collected from U.S. distributors and builders of manufacturing technology. It is a leading indicator for the health of the U.S. industrial base – either growth or softening. www.amtonline.org

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Type: IC Pneumatic Make: Hyster Model: H35FT Year: 2012 Capacity: 3,500 lbs Mast: 84/187T Details: 3-way, MZ LPG, S-S, LBR Type: Stockpicker Make: Yale Model: OS030ECN Year: 2004 Capacity: 3,000 lbs. Mast: 89/195 Triple Details: 24V Battery, 42” Forks, Pallet Clamp

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Human Element Caliper Corp.

What do James Bond and Godzilla have in common? Aside from a penchant for indiscriminate destruction and a history of facing off against outlandish villains, both characters belong to two of the longest-running, most prolific movie series ever. Since 1962, James Bond has gone on 24 big-screen missions (26 if you count the “unofficial” Bond films released in 1967 and 1983), and Godzilla has suited up a whopping 30 times since 1954. Yes, I’m including the Matthew Broderick Godzilla debacle from 1998, purely on a technicality (it’s officially licensed blah blah blah). My apologies. But while moviegoers must wait until 2018 to see Godzilla go head to heads with his old nemesis Ghidorah and until 2020 to see him to square off against everyone’s favorite extreme climber King Kong, they can watch MI6’s secret agent 007 (Daniel Craig) match wits with supervillain Franz Oberhauser (Christoph Waltz) as early as this Friday, when Bond’s latest adventure, Spectre, debuts on U.S. theater screens. In the new film, Bond sets off to find out why he is referred to as a “secret” agent, when, in fact, he’s rather the worst, leastsecret agent imaginable. If you were an undercover operative, would you go around spouting catchphrases? And if you did, would your primary catchphrase have your last name in it twice? Initiating a car chase in an Aston Martin at high noon down Main Street is not a great way to go unnoticed, either. 007 is lucky he

doesn’t show up on YouTube every week. I guess there are no cell phone cameras in the Bond universe. Surely Her Majesty is not amused by Bond’s antics or, for that matter, by MI6’s agent-screening process. How do they choose their spies anyway? It’s a dangerous job, so one would assume their applicants are probably risk takers by nature. At the same time, they have to be calm under pressure, with confidence, strategic thinking skills, and levelheadedness also being important qualities. But what about following international laws, showing discretion, and being empathetic toward native cultures? James Bond is abjectly terrible at those things. Every employee is going to show a mix of strengths and developmental areas, but most foremen aren’t trying to fly fighter jets through the warehouse are they? And call-center service reps seldom conduct speedboat chases on the duck pond out back. The British Intelligence Service wasn’t intelligent enough to use a validated pre-employment personality assessment before hiring James Bond, and now they’re stuck with him. The only way 007 can keep getting away with these hijinks is if an even deeper undercover agent runs interference by causing still greater havoc elsewhere. Let’s see, who is good at causing large-scale havoc?

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January 2016


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About Caliper - For nearly half a century, Caliper has been helping companies achieve peak performance by advising them on hiring the right people, managing individuals most effectively and developing productive teams. The accuracy, objectivity and depth of our consulting approach enable us to provide solutions that work for over 25,000 companies. To find out more about how Caliper can help you identify and develop people who can lead your organization to peak performance, please visit us at www.calipercorp.com or call us at 609-524-1200. Email editorial@mhwmag.com to contact Caliper.

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

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January 2016

21


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.

Unified Grocers Inc. Class 3 Class 2 Class 1

Los Angeles, Ca Crown Crown Raymond

84 55 24 5

Toyota Motor Credit Corp..... 243 Merchants Capital Resources....11

Cardinal Health Inc. Electric Lift Trucks - No Model Class 2 Class 2 Class 1 Class 3

Dublin, Oh Raymond Crown Raymond Crown Crown

58 26 16 7 5 4

GE Credit Corp.......................64 Bankfinancial..............................8

Schenker Inc. Class 3 Class 2

Freeport, Ny Jungheinrich Jungheinrich

57 32 25

Wells Fargo Bank.................... 177 Wi Lift Truck Corp....................8 Banc Of Amer Lsg & Capital.. 100 US Bank Eqt Fin........................8

De Lage Landen Fin Svc...........45 Bank of The West........................8 GSG Financial..........................44 1st National Bank.......................8 Nissan Motor Accept Corp.......41 5th 3rd Bank..............................7 Wells Fargo Equip Financial......34 1st Independence Bank...............7 Farm Credit Lsg Svc Corp........17 1st Eagle Bank............................6 Clark Material Handling...........11 Century Tokyo Lsg USA.............6

New Orleans Cold Storage & Whs New Orleans, La 22 Class 1 Yale 22 Blue Diamond Growers Class 1 Class 5

22

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Sacramento, Ca Hyster Hyster

January 2016

17 16 1

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


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January 2016

23


Shifting Gears

Industry personnel and organization news

TVH welcomes Shalaigh Koehl as new sales manager

Stellana announces new distribution center

TVH in the Americas (TVH), provider of quality replacement parts and accessories for the material handling and industrial equipment industry, is pleased to announce the addition of Shalaigh Koehl as our new Inside Sales Manager for TVH’s Grayslake, IL location. In her new role, Shalaigh will oversee sales activities and Shalaigh Koehl help to ensure a positive customer experience. Shalaigh received a Bachelor’s Degree in Foreign Language & International Trade (German) with a minor in Economics from Southern Illinois University Carbondale. She spent the last ten years in the Regulated Medical Waste and OSHA Compliance industry, where she managed both the Inside Sales and Retention teams. She also has several years of experience in focusing on Employee Engagement and Company Culture. “I am excited to welcome the newest member to the TVH family,” said Cathy Diaz, US Sales Manager at TVH. “Shalaigh’s previous experience will be a great asset to TVH and I am confident she will excel in her new position.” www.tvh.com

Stellana, a global manufacturer of molded polyurethane wheels and rubber wheels and tires, announces the establishment of a distribution center located near Hamburg Germany. The 1.000 M2facility has full order fulfillment capabilities and sale support. The decision to open the center resulted from increased demand of our products worldwide. “This is the next step in the evolution of our business “said Jan Wikström President of the Hexpol Wheels Group. “It is important to bring our global product portfolio closer to our customers reducing the total cost of the supply chain and allowing them to better manage their inventories. “The distribution center inventory items include wheels and rollers made of Vulkollan®, Powerthane, and Powerfriction. Also in stock are Elastomeric solid rubber tires for forklifts and rubber wheels for carts and trolleys. “A majority of items are available for 24 hour shipment with a cutoff time of 15:00 PM for next day. The balance in a two-day turn around.” Said Peter Lindblom, Sales Manager for Stellana based in Laxå Sweden. “We will be adding more product as the need grows. “He further stated. www.stellana.com

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FORKLIFTS FOR SALE 2008 TAYLOR TCO300S

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2007 HYSTER H90FT

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January 2016


Shifting Gears

Hyster-Yale Materials Handling announces new branding Hyster-Yale Materials Handling, Inc. announced that its wholly-owned operating subsidiary, NACCO Materials Handling Group, Inc., which designs, engineers, manufactures, sells, and services a comprehensive line of lift trucks and aftermarket parts marketed globally primarily under the Hyster® and Yale® brand names will change its corporate name to Hyster-Yale Group, Inc. effective January 1, 2016. Also, in connection with this name change, HysterYale Materials Handling, Inc. and Hyster-Yale Group, Inc. will adopt a new corporate logo on January 1, 2016. The name change is designed to reinforce Hyster-Yale Group’s position as the operating company under Hyster-Yale Materials Handling, Inc. and to eliminate any confusion created by continuing to use NACCO in the operating company name subsequent to the 2012 spin-off of Hyster-Yale Materials Handling from NACCO Industries, Inc. “The new Hyster-Yale Group name and logo reflect a combination of tradition and progress. While our identity may be new, we remain committed to delivering high quality and innovative products across all our brands, including Hyster®, Yale®, UTILEV® and Nuvera®,” said Colin Wilson, President and Chief Executive Officer of NACCO Materials Handling Group. “The new name and logo further unify our identities and underscore our ongoing commitment to all of our brands, and create an umbrella under which the company will focus on executing its core strategic initiatives.”

KEYTROLLER hires new regional manager KEYTROLLER, LLC is proud to announce the hiring of Skip Summers as our new regional manager for our southeast & central region of North America including Western Canada. Skip brings a wealth of knowledge with over 40 years’ experience in the lift truck industry on both the dealership Skip Summers and the OEM level. Keytroller’s President Terry Wickman comments: “We are so lucky to have Skip join our organization. We produce a variety of electronic devices that improve the safety and productivity of material handling fleets – so effective selling of our products requires extensive knowledge of forklift problems and applications. Skip has seen so many lift truck applications nationwide during his career, that he has an inherent knowledge as to the client’s application requirements and to where our products are best applied. Since we are really selling solutions to forklift problems – we are very happy and excited to have a “problem solver” join our team”. www.keytroller.com

What makes Wholesaler unique?

Just a great overall go to publication when in need of information.

Hathaway

www.hyster-yale.com

Crown Equipment increases manufacturing footprint in Ohio In an effort to meet growing global demand, Crown Equipment Corporation, one of the world’s largest material handling companies, recently completed an expansion project that doubled the size of the company’s electronics assembly plant. Employees at the New Bremen, Ohio, facility manufacture and assemble the circuit boards and control modules used globally in the majority of Crown forklifts. The 30,000-square-foot addition includes a mixture of office space and assembly equipment, including an existing surface mount assembly line. The electronics assembled in the facility include the control module that provides the interface for Crown’s InfoLink® wireless fleet and operator management system, which is integrated into the forklift and enables fleet managers to wirelessly stay connected to their fleet and operators. www.crown.com

More Shifting Gears articles available on www.MHWmag.com

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. www.HKEQUIPMENT.com 412-490-5311 www.MHWmag.com

January 2016

25


USED AND NEW MATERIAL HANDLING EQUIPMENT

melmor

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melmor

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Since 1963

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Plastic Containers

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

Melmor Associates, Inc.

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

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

26

Authorized Distributor

Authorized Distributor

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Authorized Distributor

January 2016

Toter adds director of sales and regional sales manager Toter®, a Wastequip® brand, and manufacturer of two-wheel carts for curbside collection of waste, recycling and organics, today announces additions to its residential sales team. Derrick Masimer will take over as director of sales for Toter’s Eastern division, and Stephanie McAllister has joined as regional Stephanie sales manager for the Southeast, Bahamas and McAllister Caribbean regions. Both will be tasked with growing sales in Toter’s residential channel, specifically with municipalities and private waste haulers. As director of sales, Masimer will support Toter’s four regional sales team members in the Eastern division. He began his career with Wastequip in 2007, and has held numerous positions including director of dealer Derrick Masimer sales and customer support for Wastequip’s compactors business, and director of sales for the technical products division where he was responsible for sales of Wastequip compactors and balers. Prior to Wastequip, Derrick served as Regional Sales Manager for Marathon Equipment Company, and territory manager for both Waste Management and Allied Waste Industries. Derrick is a graduate of the University of Colorado at Colorado Springs. McAllister joined Toter in June 2015 as a regional sales associate. In her new role as regional sales manager, she will focus on growing Toter’s residential carts business. McAllister’s responsibility for Toter’s Southeast region includes Florida, the Bahamas, and the Caribbean. Her professional experience prior to joining Toter includes management of donor relations and fundraising activities for the University of Utah Athletic Department. She is a graduate of the University of Utah, and was a five-time NCAA Gymnastics All-American and four-year starter with the University of Utah women’s gymnastics team. www.wastequip.com

Dematic announces agreement to acquire Reddwerks

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

Shifting Gears

Authorized Distributor

Dematic, a global supplier of integrated automated technology, software and services to optimize the supply chain, announced today an agreement to acquire Reddwerks Corporation, a leading innovator of Warehouse Execution Software (WES) that provides customers with real-time decision engines to optimize material and information flow in the supply chain. The acquisition, which is subject to approval by Reddwerks’ shareholders and other customary closing conditions, will enhance Dematic’s existing software suite and deliver additional value to Dematic customer solutions. Henriksson added, “We are delighted with the prospect of Reddwerks joining the Dematic family, which will allow us to offer the marketplace a unique and unprecedented combination of automation and software that maximizes employee efficiency and minimizes customer investment. Reddwerks’ proprietary Distribution Science™ methodology, founded on operations research, and modular product suite offer customers a new level of performance and efficiency in today’s competitive supply chain.” www.dematic.com


Wide Wall

Forte

K

Prime Extra

SD

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

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

www.MHWmag.com

January 2016

27


Classifieds Series 1 Workhorse Single Shift rating

New Single Phase Chargers Authorized Dealer

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FORKLIFTS & FORKLIFTS &TIRES TIRES

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S TS TAARRTT--S M MAARRTT Simple--RuggedKeypad Keypad Ignition Simple--Rugged IgnitionSystem System

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• Easy installation to any make forklift relays Keypad, bracket, cables, relays • Used on both IC and EL forklifts • Programmed • Keyless manually or via • Includes: ignition – eliminates keys! • Keyless --- eliminates keys! Available in both code only and code/RFID cardignition reader models • Pottedl for tough outdoor usage • USB port for downloading event computer • USB port for downloading event logs • Programmed manually or via computer

logs

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LOOKING TO BUY

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Warehouse & industrial tow tractors available in:

28

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January 2016

Experts

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

Gregg Zdan (734) 641-1800 www.useddrexels.com Associated with DREXEL Industries since 1972

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• Specialty Material Handling, Inc.

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

Buy & Sell / New & Used units available

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Phone: Fax: Email: Url:

Used 3-phase chargers also available

www.ArconEquipment.com Easy installation to any make • Easy• installation to any make forklift • Includes: Keypad, bracket, cables, relays forklift • Keyless ignition --- eliminates keys! • Includes: Keypad, bracket, cables • USB port for downloading event logs

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www.MHWmag.com

January 2016

29


Sales Trends Art Sobczak

Getting the money when they say there is no budget Last week I covered how asking about budgets can actually— and often—lose sales. However, there ARE situations where budget is truly an issue. Far fewer times than the illusion of a budget blocks a sale, or a lie about a budget, but nonetheless it does occur. In this case you simply need to put on your detective’s hat and become a problem-solver to explore how they can come up with the money to buy. The first step is to ensure they are personally sold on what you’re offering. Otherwise, they won’t do what’s necessary to locate the needed money, right? For example, Prospect: “We just don’t have the kind of money you’re asking for. It’s not in our budget.” Sales Rep: “I see. Let’s talk about that. What I’m reading from you is that this is something you personally are sold on, and would really like to do. Is that right?”

Or, “Ok, let’s talk about that. I want to be sure we’re on the same page. First, if the budget/price was not an issue, this is what you would like to do, right?” Listen carefully to their answer. If they hem and haw, or flat out say “no,” their commitment isn’t strong enough. They’re not sold yet. You’ve got a bigger problem than the price and budget concern. You need to help them understand the value they’ll get so they’ll “go to bat” to find the money. If they do agree that they want to buy, but they’re handcuffed by the budget issue, your next step is to shift to questioning. • “Is there someone who could approve the money for this?” • “Which other categories might we be able to list this expense under now?” • “Are there any miscellaneous or special budgets you can draw from?” • “Can you borrow from next year’s budget in order to get the funds now?”

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

ECOTEC Ltd. LLC 150 Marybill Dr. • Troy, OH 45373 P: 937.606.2793 • F: 937.606.2026 www.ecotecbatcharger.com

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January 2016


Sales Trends • “Which other departments might also be able to benefit from this purchase and might be able to share, or entirely handle the investment?” • “What have you done in the past when you’ve identified something like this that you really wanted, and that would pay for itself? How did you come up with the funding for it?” • “What have you done in similar situations?” (Whenever you can identify a precedent, it’s easier to repeat it than to plow new ground.) If you still come up empty, another idea is a downsell. If the total amount is the issue, recommend an alternative that might not be the perfect solution, but a passable, less expensive one that would fit their budget in the meantime. And at the very least, shoot for getting commitment that they will put you in the next budget. Discuss time frames and do follow up so a competitor doesn’t weasel in. • “When is your budget year over?”

Merry Christmas from your friends at American Industrial Transmission Inc.

• “When do you need to make requests for your next budget?” • “How much money did you have in the budget under this category last year, and what can you expect to get this year?” 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 businessbyphone.com/501-tips-ebook. Email editorial @mhwmag.com to contact Art.

20395 Hannan Pkwy. Walton Hills, OH 800-588-7515 • Fx 440-232-8142 sales@aittransmission.com www.aittransmission.com

Xtender Battery Regenerator Analyze • Desulfate • Restore • Maintain • Automated Discharge & Restore • Simple Touch Screen Programming • Monitor Process Remotely • Optional Battery Monitoring Sensors

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January 2016

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January 2016


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www.MHWmag.com

January 2016

33


Your Business Eileen Schmidt

The ultimate “fun” office – AK Material Handling Systems There is a little wrinkle to job interviews at AK Material Handling Systems – candidates are asked a few questions that have nothing to do with the business or the position for which they are applying. Instead, they are asked about what they do outside of work. What kind of hobbies do they pursue? How are they involved in the community? It is part of a strategy by the company to unearth the kind of people who will fit with their team – a group company leaders describe as active and positive. The screening helps prevent bringing on someone with a negative outlook that could ruin the enthusiastic dynamic, according to company leaders. The selective process has paid off. In 2014, Minnesota Business Magazine named AK Material Handling “The Ultimate Fun Office” in its annual 100 Best Companies to Work for Awards. Headquartered in Maple Grove, Minn., the business was founded as A&K Equipment Co. in 1988. Today, the business employs 22 people and also operates Wholesale Pallet Rack Products as its wholesale division, which marked its 15th anniversary in 2015. Offering complete turnkey pallet racking systems, AK Material Handling provides space planning, design, layouts, budgeting,

supplying and installation services. Sometimes that means a combination of those services, like the company’s recent project on behalf of grocery distributor Miner’s Inc. in Duluth, Minn. The extensive project involved installing new pallet racking for the company’s existing warehouse space and a nearly 86,000-squarefoot new addition, all while avoiding disrupting the flow of traffic moving products to-and-from the 33 stores in the Miner’s Inc. fleet. “Timing is everything with a project like this, and we needed to do whatever it took to meet expectations,” said Brenda Harrison, AK Senior Project Account Specialist, in a project spotlight report published on the AK website. In early 2015, three months after the installation of the first of the 9,000 pallet positions began, the project was completed and Miner’s Inc.’s Don Olson labeled the install team “impeccable.” Olson, a store planning and facilities manager for Miner’s Inc., lauded the precision of the finished project. “The most impressive view in the warehouse appears when you turn the corner and can see over 600 feet of perfectly-aligned racking,” he said, in the spotlight report. But the years of operation have also brought their share of challenges, not the least of which has been the technological

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January 2016


Your Business revolution of the last few decades. AK Material Handling, which transitioned to a focus on pallet racking shortly after the turn of the century, decided to meet this recent change head on by heading up its own efforts to build an online presence. By creating the sites themselves, the company ensured its team were the masters of the company websites and social media outreach, according to Al Boston, chief executive officer. It has been a successful endeavor; providing new means for reaching current and potential customers and helping drive company metrics up nearly 40 percent in the first half of 2015, according to Boston. Both the emphasis on an active online presence and the positive attitudes of the AK team were visible online last November, when the company posted a blog entitled ‘Ready Set Mo! It’s Movember at AKMHS.’ They invited others to join their team committing to a month of movement and growing mustaches in the name of men’s health, and posted pictures of their own employees’ efforts. “Making a difference is fun and we believe that serving and fund raising as a team through events like this helps us grow as a company and as individuals,” the article said. “That’s it, it’s as simple as that.” Eileen Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 12 years. Email editorial@mhwmag.com or visit eileenmozinskischmidt.wordpress.com to contact Eileen.

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♦ 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!

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www.MHWmag.com

January 2016

35


New Products

See more new products online at www.MHWmag.com

Handheld launches its first ultra-rugged Android tablet Handheld Group, manufacturer of rugged mobile computers, today announced the launch of its new Android tablet, the ALGIZ RT7. The ALGIZ RT7 is a powerful, lightweight and ergonomic 7-inch tablet designed for reliable performance in demanding environments. The Algiz RT7, which runs Android 5.1.1 (Lollipop), provides a wide range of features and exceptional value to mobile workforces. It’s fully rugged, meeting stringent MIL-STD-810G U.S. military standards for protection against drops, vibrations and extreme temperatures, and its IP65 rating means that it’s waterproof as well as fully sealed against sand and dust. Weighing just 650 grams, the Algiz RT7 is designed for mobility. Industry-leading technology from Qualcomm — an MSM8916 (Snapdragon) chipset and 1.2 GHz quad-core processor — powers the Algiz RT7 for impressive processing speed, ultra-

fast connectivity and long battery life. The Algiz RT7 comes standard with LTE data and voice capabilities as well as 802.11 b/g/n WLAN, BT Class 1 and Class 2, and NFC functionality. It also boasts dual cameras (8-megapixel rear-facing and 2-megapixel front-facing), as well as dual SIM card slots. www.handheldgroup.com

TEKLYNX announces new barcode labeling software solutions TEKLYNX International, barcode and RFID labeling software developer and solutions provider, announced the launch of LABEL MATRIX 2015, LABELVIEW 2015, CODESOFT 2015, SENTINEL 2015 and LABEL ARCHIVE 2015. Featuring support for Windows 10, improved functionality, and increased system flexibility, the TEKLYNX 2015 software release provides a variety of barcode labeling solutions that are easier than ever to implement on any scale and across many expanding industries – including food, medical device and auto manufacturing sectors. The 2015 product range offers compatibility with Windows 10. www.teklynx.com

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January 2016

M A T E R I A L

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January 2016

37


New Products

Manufactures of Electrical Contacts, Contact Kits & Contactors

United Contact /Tipcon 589 Middlefield Road. Unit # 31 Scarborough, Ontario. Canada M1V 4Y6

Tel: 416-297-1770 Toll Free: 877-801-9115 Email: info@unitedcontact.com www.unitedcontact.com

Raymond introduces new model 7310 4-D Reach-Fork® truck The Raymond Corporation introduces the new Model 7310 4-D® Reach-Fork truck with four-directional travel capability, allowing increased storage space and aiding operators in handling long, bulky loads with less damage. The Raymond® Model 7310 4-D Reach-Fork truck provides the advantages of Raymond’s exclusive, proven ACR® system — a combination of AC technology and ergonomics that delivers unparalleled performance and reliability. The new Raymond Model 7310 4-D ReachFork truck also includes new features to help operators work with maximum efficiency in narrow aisles, storing and retrieving loads with unprecedented precision. Designed to fit in small spaces, Raymond’s new four-directional truck can help reduce aisle widths to create up to 40 percent more storage space. The unique four-directional travel capabilities provide outstanding maneuverability and efficiency, meeting the needs of a typical reach truck user who has to handle loads wider than the common pallet width. www.raymondcorp.com

www.superioreng.com

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January 2016


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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January 2016

39


New Products

AutoGuide™ introduces new tunneling automated guided vehicle

Gorbel announces availability of new Easy Arm® 660

AutoGuide has introduced the TV1000, a low-profile automated guided vehicle (AGV) that tunnels under its loads to optimize assembly line processes and lean manufacturing. The state-of-the-art, computercontrolled TV1000 has a patentpending, modular design that is the first of its kind. The AutoGuide TV1000 transports materials through pickup and delivery routines. Its low profile allows it to tunnel under a cart, automatically hitch to it, and move it along a magnetic path. “The technology and design of the TV1000 have already proven to be highly successful in world-class automotive manufacturing plants, and we’re eager to introduce those benefits to more companies,” said Scott McElmurray, vice president of AutoGuide. “It delivers immediate efficiencies and a quick return on investment.”

Gorbel, manufacturer of material handling and fall protection solutions, announces the availability of its new Easy Arm® 660, a new product in its successful family of Intelligent Lifting Devices. This new Easy Arm®, with load capacity up to 660 lbs., addresses a variety of application needs ranging from placement of automobile engines, to loading of large plates in CNC machines. This free-standing, plug and play lifting solution incorporates the popular G-Force® Intelligent Lifting technology with the body of an ergonomic articulating jib crane. The unit offers the responsiveness and flexibility of a human operator with unparalleled precision. Boasting spans up to 14 feet, the Easy Arm® 660 covers a wide area and handles unique “pick and place” operations. In addition to pinpoint precision, the unit can reach lifting speeds up to 45 feet per minute for high production environments. The integral, electrical servo-powered G-Force® is fully-programmable to match the device with the work being performed, and can be outfitted with tooling capabilities designed specifically for the size and structure of the load. Capacity overload, power loss protection, and a built-in float mode for exact positioning allow the system to stand-out from other lifting devices. www.gorbel.com

www.autoguideagvs.com

More New Products available on www.MHWmag.com

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

40

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January 2016


QUALITY& VALUE For Over 50 Years

Power Steering Units Cylinders Pumps Valves

New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts 15600 W LINCOLN AVE P.O. BOX 510269 NEW BERLIN WISCONSIN 53151 PH: 262-641-8000 FAX: 262-641-8010 A SUBSIDIARY OF HADER INDUSTRIES INC.

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

www.MHWmag.com

January 2016

41


New Products

Hamilton introduces DuraGlide wheels Hamilton Caster announces the release of a new polyurethane tread wheel series: DuraGlide. Hamilton’s new DuraGlide Wheel rolls up to 40% easier than most other polyurethanes, performs well at higher speeds, and represents Hamilton’s top poly performer for moist or outdoor applications. Designed for extra heavy loads, the new wheel features 1” thick tread of dynamically responsive polyurethane molded to a heavy duty cast iron core. Heat buildup is the primary cause of failure for most poly wheels, so engineers specially formulated DuraGlide to run much cooler than other polys. The thicker 1” tread reduces heat stress on the bond line and lowers the internal stresses of the material. Engineers also formulated the polyurethane to be less susceptible to damaging ultraviolet rays and essentially impervious to moisture. The new poly formulation in a thick tread profile provides less stress fatigue and results in a wheel that outlasts and outperforms other similar polyurethane wheels. www.hamiltoncaster.com

TVH’s rechargeable road flares are essential for any work environment TVH in the Americas (TVH) has added the Meteorlite® Rechargeable Road Flare to its wide variety of safety product offerings. These rechargeable flares are an essential piece of equipment for any work environment. They are an ideal replacement for traditional incendiary flares and plastic road reflectors. They are safer to use, environmentally friendly and very durable. But these flares aren’t just for the road. With their magnetic mounting base they also work great as a replacement for an emergency strobe and can be used to alert staff if a machine is down, or work is being done in a high traffic area. These flares can also be placed on a piece of equipment to alert those around that it is in use. These versatile flares have nine different flashing patterns, 16 amber LEDs and a visibility range of 1,000 feet during the day and 3,000 feet at night. The lithium ion battery takes two to three hours to charge and the flare has a run time of 5 to 60 hours depending on the flash pattern being used. This rechargeable road flare comes in a six piece kit with charging case or as a single flare. www.tvh.com

powRparts.com

Batteries

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Stocking distributor for all major motive parts and accessory manufacturers • Set-up a user account online at www.powRparts.com Chargers

• 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. Battery Transfer Carts

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is your source for reconditioned & surplus forklift batteries, industrial charger, battery stands, handling equipment, and more!

• Once registered, send an email to sales@powRparts.com giving us your user name and your request for a wholesale account.

• • • • • •

Watering guns Deionizers Single Point Watering Charger repair parts Battery Cables Vent Caps

• • • • • • •

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Come see us at MODEX 2016 Booth #1563 42

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January 2016


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January 2016

43


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

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SAFETY YOU CAN AFFORD. When budgets run tight, don’t trust the safety of your facility to cheap, foreign-made guard rail. ValueRailTM safety guard rail is precision formed from high strength steel to protect your facility with Made in the USA quality you can trust. CALL 262-549-1963 OR VISIT VALUERAIL.COM 44

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January 2016


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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www.MHWmag.com

January 2016

45


New Products

Cat® Lift Trucks introduces new tier 4 final diesel pneumatic tire lift truck Cat® Lift Trucks, a provider of lift trucks known for quality, reliability and customer service, today introduced its new 15,500 lb. capacity diesel pneumatic tire lift truck. Equipped with a Perkins® 854F Tier 4 Final diesel engine, the heavy-duty Cat® DP70N1 model delivers an 18 percent increase in fuel efficiency in addition to fieldproven performance, increased uptime and a host of standard features to optimize the operator’s driving experience. The new Cat DP70N1 is designed to work in a variety of heavyduty applications, such as lumber, pipe, concrete and steel and features Diesel Oxidation Catalyst (DOC) and Selective Catalytic Reduction (SRC) aftertreament technology that will not require any additional maintenance after installation for the lifetime of the lift truck. “Increased fuel efficiency and high performance were two key focus areas with the development of this new Cat DP70N1 model,” said Lucas Dumdie, product line manager at Cat Lift Trucks. “In addition to meeting stringent Environmental

Protection Agency Tier 4 Final standards, the DP70N1 boasts an 18 percent increase in fuel efficiency over the previous generation without sacrificing on performance. Customers will also benefit from the forklift’s advanced Perkins engine with maintenancefree aftertreatment and fuel saver mode features, which can further reduce fuel consumption by up to 14 percent.” www.mcfa.com/cat

Lista unveils new storage wall footprints Providing optimal productivity and flexibility by taking advantage of all available wall height for maximum storage capacity, the Lista® Storage Wall System is a cost-effective solution for flexible, modular storage. A customconfigured combination of industrialstrength shelves, drawers, roll-out trays, and doors accommodate large and small parts alike by utilizing every cubic inch of available space. And, the system easily accommodates changes and additions, always meeting new business demands. Storage Wall® sections are available in both Full-Depth at 27 ¾" deep and Shallow-Depth at 21 ¾" deep. Varying widths can be combined to form the Storage Wall® system that best suit your specific needs. www.listaintl.com

Dealer’s Dealer’sResource Resource E15

E15

W15 W15

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To

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January 2016


Material Handling Wholesaler along with WoodwardBizMedia and NICC present a webinar designed for anyone assigned to lead, motivate and hold accountable people who are not in the same physical location or office. This three-hour online session will be held on Thursday, January 14th at Noon (CDT). It will be recorded on video, so if you have to miss the live presentation, you’ll have access to the recording for 30 days. Register by January 7th to take advantage of early-bird pricing. Lisa Gottschalk will be your leader for this informative webinar. She has over 30 years of experience in sales, marketing, systems and services. She has a track record of developing and executing strategies, building relationships, and streamlining business processes. The webinar will include lecture and Q & A. The session will utilize GoToWebinar.com. A quiet room and a reliable Internet connection are required to take this course. Certificates of completion for 3 professional development hours will be provided to all attendees after the class session. The class will be recorded so if you have to miss the live session you’ll have easy access to the information.

Lisa Gottschalk

The early bird price is $182 when purchased by January 7th. Material Handling Wholesaler is giving its readers a 10% discount for this webinar. Use promo code: MHW. For more information on the course description, group discounts and to register, go to https://managingremoteteams2016.eventbrite.com/?discount=MHW Watch for more educational webinars in 2016 from Material Handling Wholesaler.

Your continuing education partner!

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

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Contact us at 800-708-9765 or 412-490-5311 www.advancemetalworking.com

www.MHWmag.com

January 2016

47


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.

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

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

▶ ALLIED PRODUCTS

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

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

▶ BATTERY / CHARGERS

GET THE TOTAL PICTURE

www.tvh.com

Sentinel has the right convex mirror for you.

Campus Crafts

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

(800) 255-4109

www.campuscrafts.com

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

1.877.422.9797 www.xtrapowerbatteries.com

▶ CONTAINER STORAGE ▶ Container Options •

www.tvh.com

• •

(800) 255-4109

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

▶ Forks ▶ DOCK EQUIPMENT 119 Sizes

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

Specials Available Chicago & CA Stock

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

▶ 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

48

www.MHWmag.com

January 2016

PH: 800.251.3382 Fax: 931.486.0316

plit@pioneerleveler.com www.pioneerleveler.com

▶ 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


▶ ENGINES

▶ Manufacturer/Suppliers (New)

www.tvh.com Reman Engines/Gas, LP & CNG

(800) 255-4109

800-447-3967 www.charnor.com

Engines, Cylinder Heads, Parts

▶ Manufacturer/Suppliers (Rebuilt)

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

www.grindstaffengines.com • rick@grindstaffengines.com

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

800-447-3967 www.charnor.com

▶ LIFT TABLES ▶ Steer Assembly (Reman)

www.tvh.com (800) 255-4109

800-447-3967 www.charnor.com

Steer Axles

▶P  ALLET JACKS

▶ 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

▶ POWERED INDUSTRIAL TRUCKS ▶ Lift Truck Wholesalers

▶ Pallet Truck Parts

800 Trucks In Stock

www.tvh.com (800) 255-4109

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

▶ PARTS ▶ Cylinders–Hydraulic

▶ RACK / SHELVING

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.

Dealer Only Quick Ship Pallet Rack

www.NAWLUSA.com

▶ Emissions Analyzer

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

January 2016

49


▶ RACK / SHELVING ▶ New

▶ 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

▶ REPAIR SERVICES ▶ 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

▶ Transmissions

▶ TRAINING EDUCATION / ASSOCIATION ▶ 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

▶ TRANSPORTATION / HAULING EQUIPMENT

▶ SAFETY PRODUCTS

Phone: 508.991.6660

GET THE TOTAL PICTURE

Sentinel has the right convex mirror for you.

Campus Crafts

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

www.campuscrafts.com

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

www.rldtrans.com

www.tvh.com (800) 255-4109 ▶ STORAGE EQUIPMENT ▶ 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 50

www.MHWmag.com

January 2016

877.638.6190 | sales@MHWmag.com


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1-800-738-9049 ask for 40332XTJ | www.OmahaSteaks.com/sp14

www.MHWmag.com

January 2016

51


Merry Christmas & Happy New Year!

From the employee owners at

Advertiser’s Index ADVANCE METALWORKING COMPANY, INC.. . . . . . . . . . . . . . . . . . . . 30, 47 ADVANTAGE MATERIAL HANDLING, INC.. . . . . . . . . . . . . . . . . 4, INSERT AFTERMARKET SERVICES. . . . . . . . . . . . . . . . . . . 8 ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 21 AMERICAN INDUSTRIAL TRANSMISSION INC. . . . . . . . . . . . . . . . . . 23, 31 AMERICAN VULKO-TREAD CORP.. . . . . . . . . . . . 55 ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 35

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

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 12

ECOTEC LTD. LLC. . . . . . . . . . . . . . . . . . . . . . . . 30

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

ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . 11

NUTS.COM. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32

EOSLIFT USA CORPORATION . . . . . . . . . . . . . . . 46

OMAHA STEAKS. . . . . . . . . . . . . . . . . . . . . . . . . 51

EVERGREEN INDUSTRIAL BATTERIES. . . . . . . . . . . 9

RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . 27

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). . . . . . . . . . . . . . . . . . . . . . 14, 31, INSERT

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 16

FLOW-RITE CONTROLS. . . . . . . . . . . . . . . . . . . . 39 GATEWAY RACK CORP.. . . . . . . . . . . . . . . . . . . 20

SHOPPA’S MATERIAL HANDLING. . . . . . . . . . . . 54 STELLANA U.S.. . . . . . . . . . . . . . . . . . . 53, INSERT SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . 40

BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . 21

GEORGIA CENTER OF INNOVATION FOR LOGISTICS. . . . . . . . . . . . . . . . . . . . . . . . 33

B.U.L.K. MEATS . . . . . . . . . . . . . . . . . . . . . . . . . 43

GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . 10, 44

SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 37

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

H&K EQUIPMENT COMPANY . . . . . 25, 47, INSERT

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 17

CHARNOR INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 15

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 41

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 45

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

HAMILTON CASTER AND MFG.. . . . . . . . . . . . . . . 3

TVH . . . . . . . . . . . . . . . . . . . . . . . . 13, 56, INSERT

CONNELL FINANCE CO. INC. . . . . . . . . . . . . . . . 24

INDUSTRIAL POWER PRODUCTS, INC. . . . . . . . . 42

UNITED CONTACT . . . . . . . . . . . . . . . . . . . . . . . 38

CT PACKAGING SYSTEMS INC . . . . . . . . . . . . . . 35

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 26

VALUE RAIL . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44

DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36

MELMOR ASSOCIATES, INC.. . . . . . . . . . . . . . . . 26

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

DANCING DEER BAKING CO.. . . . . . . . . . . . . . . 29

MHCONX.COM. . . . . . . . . . . . . . . . . . . . 16, 18, 19

WY’EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 34

SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 38

More advertisers & resources at www.MHWmag.com 52

www.MHWmag.com

January 2016


R

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

1.15


**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

2010 TOYOTA 8FGCU25

2011 TOYOTA 8FDU30

2006 TOYOTA 7FDU60

258” Quad Mast, Hours: 9,700, LP

132” FV Mast, Hours: 7,200

159” FV Mast, Hours: 6,700

3 UNITS IN STOCK $

6,90 0

2011 HYSTER S50XT

8,90 0

$

17,50 0

250” Quad Mast, Hours: 10,000

2 UNITS IN STOCK

9,50 0

$

2010 BENDI B40IC

217” FSV Mast, Drive Hours: 3,300

1 UNIT IN STOCK $

$

2005 CATERPILL AR EP16KT

170” FSV Mast, Hours: 1,600

1 UNIT IN STOCK

1 UNIT IN STOCK

1 UNIT IN STOCK

5,50 0

$

8,50 0

FORKLIFTS & NARROW AISLE EQUIPMENT

FORKLIFTS & NARROW AISLE EQUIPMENT

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

TELEHANDLER

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

2008 JLG G12-55A, 6,000 Lbs., Diesel Fuel

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

2006 Terex TH842, 8,000 Lbs. Diesel Fuel

1.866.506.2200 • omsh@shoppas.com www.shoppasmaterialhandling.com SHOPPA’S HEADQUARTERS 15217 Grand River Rd • Fort Worth, TX, 76155 • P: 817.359.1100 • F: 817.359.1110

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

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


American Vulko-Tread Mad e i n

U. S . A.

For more than 55 years

Suffering from LWD? (Load Wheel Dysfunction) We have the cure! Contact AVT for a better, longer–lasting, more satisfying load wheel experience. Put that smile back on your operator’s face! Our polyurethane wheels and tires resist premature failure and add longevity to reduce down time. Whether you’re moving slow under a heavy load or you’re a high–speed specialist, we’ve got your wheel. Increase your productivity today! We invite you to JOIN THE LEADER!

AMERICAN VULKO-TREAD CORPORATION 690 Chase, Elk Grove, Illinois 60007

(847) 956-1300 • (800) 323-6052

Fax: (847) 956-1339 • Web site: www.avt.us avtsales@avt.us


TVH is the worldwide leading supplier of quality replacement parts and accessories for the material handling and industrial equipment industry. With our 10 distribution centers across North and South America, we are able to reach 90% of the industrial equipment population in 1 day ground service with over 7.5 million parts.

Material Handling Wholesaler January 2016  
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