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March 2016 • Vol. 37 No. 3

12 20

Bottom Line

Garry Bartecki

Service sells

Cover Story COLD calls that generate HOT results!

4

Art Sobczak

Columns 8

Aftermarket

Forty looks attractive

22 Shifting Gears

John Walker

Times are tough and they may get tougher!

acoffman@MHWmag.com editorial@MHWmag.com

art@MHWmag.com

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

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Cover Story Art Sobczak

COLD calls that generate

HOT results!

A few months back I asked for examples of what you do to get through to decision makers. We got some great ideas and best practices and compiled many of those into a free ebook. Not to be overlooked is how to continue building and strengthening our relationships with customers. After all, our best and cheapest source of new business is from our customer base. And you can bet that your competitors are trying to romance them. If the extent of your relationship with them is solely handling orders and transactions, they will eventually wander elsewhere if they see a better deal. Don’t let that happen. What your customers can’t get elsewhere is YOU. Businesses don’t buy from businesses. People buy from people. Go out of your way to do the little things that form a personal connection that is unique to you. Kim Andersen, a sales manager, asked for ideas from her group about what they do to keep customers happy and strengthen relationships. Here are some of the ideas from her reps. • Send out magazine subscriptions pertaining to a customer’s favorite hobby. For $15.00 my name rings in that customers head every month when he receives that magazine. • Give away books to customers. I remember getting a great book on management from a placement service I once used in my inside sales manager days. It was titled Managing to Have Fun. To this day I remember who I got that book from.

• A smokin’ idea. In the lobby of one of my customers I saw a Thompson Cigar catalogue with the owner’s name as the addressee. Since he was a very busy man and never seemed to have time to see me, I needed a way to get his attention. Since there were several issues of that catalogue lying there, I felt they would not miss one. I called Thompson Cigar Company and gave them his ID code on the back of the magazine. They were able to tell me exactly what brand he had ordered regularly. I sent him a box of his favorite cigars that Christmas. From that point forward he thought I was the most resourceful salesperson around. • Memberships are remembered. In my territory, fishing, hunting and the shooting sports are very big. I recently sponsored a customer into a “fish and game” club that I belong to. The customer also enrolled his son. They will spend hundreds of hours together doing what they love—and our company will be remembered for it. • Focus on spouses. For example, Joe customer is a sports fan and rarely takes his wife out. Joe’s wife enjoys Broadway shows and fine dinners, not ballpark hot dogs. At the beginning of the local theater season I gave Joe a copy of the theater show schedule and asked him to pick out a show that he and his wife would enjoy. Dinner at a nice restaurant and a great Broadway show, Joe’s wife was in heaven. Keep in mind, if Joe’s wife is not happy, Joe is not happy. It also gives me more opportunity to get close to Joe and see what makes him tick. Copyright Ingram Image Ltd.

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Cover Story Often a customer does not let his guard down in his office but might relax in a more casual situation. • Don’t forget the kids. Finding out what your customer’s kids enjoy also can pay relationship dividends. Whether it is sports, fishing, music, and figure out a way to impact the relationship between your customer and his kids. One of my customers had a child over five years ago, when the child was born I bought a US savings bond in the name of the child. Guess what, that customer is still a customer.

• Send an anniversary card. Send it one year after they have placed their first order. This works well if the relationship has developed over the year. It forces them to think back and usually be surprised how far things have come in just one years’ time, and remember all you have done. It’s also a reminder that you still value their business and that you haven’t forgotten how it used to be. It shows you don’t take their business for granted. • Sell healthy. When calling, if they had a bad cold, or I could tell they were sick, I would send a can of chicken noodle soup and/or roll of vitamin C tablets. Enclosed a note saying “Always looking for ways to make things better for you.”

Customize & Organize

• Send “Thank You” notes! For first orders, large orders, unusual orders, for tours on plant visits, or time spent during a meeting. They are very quick and easy to do, but gets your name in front of them again, associated with a nice sentiment. Be sure to be sincere! Fake or form written thank you’s can cause opposite reactions. The key to relationship building is to find out what your customer and his/her family is passionate about. Then make an impact and be thoughtful. What do you do to add a personal touch with customers? 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.

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Aftermarket John R. Walker

Times are tough and they may get tougher! My name is John Walker and I am the eternal optimist. Right now times are starting to get tough and quite probably this business trend will continue to get even tougher, but all the old-timers, such as myself, realize it is only a matter of time until the market reverses itself. I was born smack-dab in the middle of The Big One and I have survived by my count, 12 business cycles, with the 13th coming up. Along with being an optimist I am bullish on the equipment dealer’s aftermarket or product support. Times like these provide the equipment dealer the opportunity to survive and prosper in economic and downturn markets, now and in the future. During my junior and senior years of college, I took a course in economics entitled: Economics & Communism. Two of the courses’ reading assignments were Karl Marx’s Communist Manifesto and Das Kapital. I vividly recall reading his comments concerning capitalism’s containing the seeds of its own destruction. What Marx (I believe) was referring to was the business cycles that are common in a capitalist society. Where he misses the mark (I believe) was that he felt these cycles would continue to increase in severity until the economy failed and capitalism was destroyed. Marx wrote this in the late 1800s and early 1900s, but it was communism that failed and not capitalism, the walls came down in Germany and communism failed dramatically in Venezuela and Cuba.

Marx was wrong but he was also (I believe) partially correct. A capitalist society does have cycles. These cycles fluctuate between various industries, but are easily predictable. I know a president of a large lift truck dealership who, early on, developed his sterling reputation by predicting lift truck market cycles and he today readily admits that this is not rocket-science. Shortly after finishing my military service I took a job selling farm equipment. It didn’t take long to discover that every five to six years the markets would drop off a high. After a year or a year and a half, they would pop-up again. Most all business are cyclical and if you don’t believe me check out your own financial statements; pull five-years, 10-years, 15-years or more and see if you can find the cycles in your own business. This is my point: As long as we are in business we are going to face market cycles that turn down. That’s the bad news. The good news is that somehow we always come out of these downturn markets. The question is: When will we learn? Despite the fact that we know that slowdowns are eminent, we continue to produce like there is no tomorrow. A recent speaker announced to his audience that there was enough construction and farm equipment out there (in the show rooms & used lots) that manufacturers could go 18 months without producing a piece of equipment for dealers to sell.

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Aftermarket The same holds true in other industries. We have seen what we will call overstock in almost all those manufacturers who distribute through a dealer organization. Suppliers continue to seek more sales of their equipment and increased market share no matter what is transpiring within their market places. We continue to ring our hands and cry that the sky is falling. Like so many times in the past we were told to tighten our belts, cut back on expenses and personnel. This of course makes some sense, but where do we cut? We have a whole lot of equipment in stock and we need sales people to sell it, so we don’t cut there. Maybe we can lay off a few techicians, even though we know it will be hard to hire them back after the market turns upward, so we lay off a couple of counter personnel because that business is guaranteed, or so we think. With the exception of those dealers who learned during the last down turn that the aftermarket is not the area in which to cut back, all too many personnel hits come in the area of the aftermarket. We have discovered this same situation is true at the manufacturing level and the sacrificing of highly trained and experienced personnel is achieved by the offering of early retirement. These solutions will hit hard in a year or two when the manufacturers will question why they left such experienced personnel leave. For those of you dealers who have read our articles for the past four to five years it is not too late to change and survive. Look to your product support sales and profitability to help you through your tough time. How many of you have told yourselves at some point that now is the time to focus upon what I have

long called the equipment dealer’s unknown opportunity? How many of you have done this several times only to tell yourself you didn’t have the time or personnel to get around to it, and let the opportunity pass you by? We’ve experienced many dealers who have taken the challenge, they checked their records to discover those customers who operate the equipment they bought from your dealership, they have checked and discovered which of these dealers are not using the dealership’s product support, they have sold that customer on coming back home to purchase the dealership’s quality service and parts availability. These dealerships have asked for and received this lost business and have experienced the tremendous profits afforded by increased sales of parts, service and rental. These dealers and several of the smarter manufacturers now have a greater understanding of the importance of the aftermarket and how value-added selling of the dealers’ aftermarket can increase market share of their product and overall profitability of the dealership. Fortunately (although it has taken years) a whole lot of equipment dealers and yes, some manufacturers are showing a tremendous amount of renewed interest in 100%+ Absorption Rate! This means a financially healthy dealer and a dealer who can survive and weather market turndowns. Yes, market share is important. It has always been a chicken and egg scenario. You can’t sell parts and service unless you have sales of complete goods. However, too many forget that if they don’t sell the value-added concept of excellent parts availability and top service response,

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Aftermarket then the dealership is basically selling a commodity. When this happens price becomes the issue and the dealer makes little profit on the sale, and dealers and manufacturers both suffer. Strong development of an equipment dealership’s selffeeding profit spiral is beneficial to both the dealer and the manufacturer. A strong and profitable chain of distribution for any manufacturer benefits the manufacturer greatly when seeking new or replacement distribution. It provides the dealer a strong financial statement when he desires to sell and/or retire. The selffeeding profit spiral develops strong customer satisfaction and customer retention through customer loyalty, something which has been missing for years, which in the long run increases that all important market share that all manufacturers covet and we see this as a win-win situation for both dealers and manufacturers. Hey, dealers, we know it is tough out there and that it well might be that it will get even tougher in the next couple of months. We are out there too, but keep a positive attitude and a smile on your face and get around to it and you will be amazed at how much that helps you get through your day. Focus upon what you must focus upon and that focus will make you profitable. I quote Herb Kelleher, one of the founders of Southwest Airlines, a highly profitable airline, a no-frills airline, which practices both value selling and customer satisfaction: “Market share has nothing to do with profitability. Market share says we just want to be big and we don’t care whether we make money doing it.”

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Bottom Line Garry Bartecki

Service sells Times change and at a very rapid rate as you know these days. Business, health, career and all other aspects of life keep changing because of globalization of the business world, technology and health care advances. As a result of these rapid changes customers or contacts keep having to adjust their approach to issues and responses to deal with problems. In short, things are changing so fast that a lot of folks don’t really understand what is happening any longer and really appreciate all the help and understanding they can get. That being said, and keeping in mind the scenario laid out above, I have to believe that customers place a premium on above average service or at least a service level that helps them understand the transactions they are involved in. I know I pay for that level of service and bet you do to, when you can get it. When it comes to business we often hear about offering superior service. But saying you have it and actually delivering this level of service are two different things. And even if you do feel you offer superior service, how do you know you do unless you check if your customer’s assessment of your service is the same as yours? As they often say at the management seminars, “Don’t expect what you don’t inspect.” I don’t currently run a store like you do but I do enter into a lot of transactions and, as a result, some drive me nuts while others leave me without any negative feelings, which is a good thing. If I have to prioritize customer service on a general level, I would say: • Make communication easy. • Use proper consistent language when discussing transactions. • Prepare clear bid and or invoicing documents. • Deliver what you promise or at least call to say you are not. • Follow up as necessary. • Educate your customers. • Provide cost effective products or services. • Offer state-of-the-art service levels. It is amazing how firms do a terrible business just answering the telephone....or have a phone system in place that is just a pain in the butt to deal with. Don’t believe me? Then try and call in to your place of business regarding a sale of equipment, a part sale, a service call or a rental call. If you get through within 30 seconds give yourself a passing grade. On the other hand, if you had to talk to two or more people before you arrived at the department you were calling for - you fail. The same goes for phone systems where each department has a direct line but apparently no humans to answer the phones. And even if they have voice mail you don’t hear from them for a few days. If I wind up on the “wait list” I prefer and appreciate the voice that says you can leave a number and you will be contacted in the order the calls were received. Those return calls usually are returned within 1.5 hours and in many cases they estimate how much time it will take to call you back.

Customers also want to know what they are paying for, not only for their own knowledge but also to explain to a superior or the AP department when it comes time to paying the invoice. How do your bid docs look? Are they dummied down enough so they are easily understood with calculations that make sense without a lot of punching your phone calculator? If not, you have a customer service problem. I attended an AED service seminar one day and the speaker suggested a very detailed bid doc with any estimated cost for each segment of the work. I liked what I saw and after he explained why he does it, I liked it even better. He breaks it out so that if there is a dispute both sides know what they are talking about in dollar terms for that segment of the work. It turns out that an adjustment of one segment of the invoice is always a LOT smaller than a 20% adjustment of the entire invoice which people seem to do to start out with. A 20% price reduction is about half of your overall GP on the invoice which when compared to a 20% adjustment on 20% of the invoice producing a much better result for the dealer. I would also suggest tracking equipment to follow service techs on their routes. Also mobile billing options to get customers to agree on an invoice when the tech is present in case questions come up. There is a real opportunity now to educate customers about telematics and what information they provide in terms of operating and ownership costs. If you don’t do it your competitors will and in the process take your business away. When we get right down to it every contact with a customer is an opportunity to offer superior service. How are you doing in this regard? If you need to find out then have some secret shoppers call your place of business and then report on their experience. It is also important to know that this is an EDUCATIONAL PROCESS that allows you educate your staff and employees. None of your employees intentionally upset customers and probably would welcome the opportunity to learn how to do their job better. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.

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Nuts & Bolts

Acquisitions, expansions & other business news

Johnson Controls, Tyco to merge

Inmar acquires Willard Bishop

Johnson Controls andTyco has announced that they have entered into a definitive merger agreement under which Johnson Controls, a global multi-industrial company, will combine with Tyco, a global fire and security provider, to create the leader in building products and technology, integrated solutions and energy storage. Under the terms of the agreement, which has been unanimously approved by both companies’ Boards of Directors, Johnson Controls shareholders will own approximately 56 percent of the equity of the combined company and receive aggregate cash consideration of approximately $3.9 billion. Current Tyco shareholders will own approximately 44 percent of the equity of the combined company. The merger will result in $150 million in annual tax savings as Johnson Controls is based in Milwaukee, WI. The shift for tax purposes to Ireland where Tyco is based and tax rates are lower. www.johnsoncontrols.com

Focused on empowering manufacturers and retailers through rich and actionable data and analytics, Inmar announced that it has acquired Chicago-based Willard Bishop. Together, the companies will deliver the industry’s most cohesive and complete access to consumer products data, analysis and insights. In the current environment, manufacturers and retailers alike are challenged to achieve organic growth. Both are recognizing that the insights needed to achieve growth going forward lie in large part within the application of data generated throughout the product lifecycle – from concept and planning through final disposition. The combination of Inmar’s real-time data in promotions, supply chain and healthcare, and Willard Bishop’s operational, consulting and strategic expertise in food retailing, will deliver powerful solutions for manufacturers and retailers alike. www.inmar.com

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The Ecopoint charger from Ecotec is a full featured industrial battery charger Booth 1458 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.

YRC Freight adds executives to team YRC Freight recently announced the addition of senior executives from Con-way Freight and FedEx Freight with more than 80 years’ combined experience in the freight industry to its leadership team. Chet Richardson has been named the Vice President of Transportation. Chet is a former Con-way Freight executive with 31 years’ experience in the LTL industry. Paul Lorensen will lead the central divisions operations as Division Vice President. Lorensen comes to YRC Freight from Conway Freight, where he most recently served as Central Area Vice President of Operations. Don Hinkle was named the new Vice President of Equipment Services. Hinkle has spent more than 23 years in all areas of terminal operations, as well as fleet maintenance. The company also named Tim Haitz as the new Senior Vice President of Sales and Marketing. A 30-year YRC Freight veteran, Haitz has served primarily in sales roles, including his previous position as Vice President of Sales. Darren Hawkins, President of YRC Freight, said the changes were a symbol of the momentum the company has gained over the past few years and a testament to the quality of professionals that are reaching out to YRC Freight. www.yrcfreight.com

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15


Nuts & Bolts

Lilly Ledbetter to address women in transportation

Equipment Leasing and Finance Industry confidence eases in January

Lilly Ledbetter, the Women’s Equality Activist responsible for the Lilly Ledbetter Fair Pay Act, has been confirmed as the keynote speaker for the 2016 annual conference of WTS International, the association for the professional advancement of women in transportation. “Every year as we plan for Lilly Ledbetter the WTS Annual Conference, we seek to partner with an individual that resonates with our mission. Ms. Ledbetter exemplifies our association’s guiding principles of diversity, inclusion, and commitment to ethical leadership, integrity, and respect for all,” said Marcia Ferranto, WTS CEO and President. “We take pride in knowing that we are helping to build the world’s infrastructure and shaping future generations of transportation leaders. Working toward equality in the transportation workforce is what drives our members—Lilly Ledbetter will certainly propel them even further as she addresses them this May in Austin.” www.wtsinternational.org

The Equipment Leasing & Finance Foundation (the Foundation) released the January 2016 Monthly Confidence Index for the Equipment Finance Industry (MCI-EFI). Designed to collect leadership data, the index reports a qualitative assessment of both the prevailing business conditions and expectations for the future as reported by key executives from the $1 trillion equipment finance sector. Overall, confidence in the equipment finance market is 54.0, easing from the December index of 60.2. When asked about the outlook for the future, MCI-EFI survey respondent Harry Kaplun, President, Specialty Finance, Frost Bank, said, “The equipment finance business is very industry diverse. This diversity allows directional changes to the current growth sectors while still maintaining a presence in less robust sectors. Being nimble and adaptive continue to be key skills for success.” www.elfaonline.org

Scan for more Nuts & Bolts articles or visit www.MHWmag.com

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Nuts & Bolts

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Orders improve, but manufacturing’s outlook remains subdued Manufacturing Technology Order Values Increase, but Unit Sales Decline The U.S. Manufacturing Technology Orders report (USMTO) showed that order values grew 2.2% in November 2015 compared to the previous month, according to AMTThe Association For Manufacturing Technology. Year-to-date orders were down 17.2% compared to the same point in 2014. While total order value saw a monthly gain, the number of units sold dropped 16.31%. This data suggest that manufacturers are increasing their use of automated equipment to add productivity and lower costs, rather than expanding their operations and capacity. “A significant portion of global manufacturing is experiencing slower growth, especially China, and we continue to struggle with the impacts of a stronger dollar,” said AMT President Douglas K. Woods. “Investing in productivity and automation technologies is one way that manufacturers look to stay competitive in a softer market, especially as pricing moderates for finished manufactured goods.” www.usmto.com

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Join Us!

MHEDA’s 61st Annual Convention & Exhibitors’ Showcase April 30 – May 4, 2016 Gaylord National Resort National Harbor, Maryland

with Network with Your Peers Does your organization have a corporate conscious? More than buzz words, it’s a reflection of new ideals in business culture. Giving back to the community and helping employees be part of that outreach will help your business succeed. MHEDA’s 61st Annual Convention will give you the tools to inspire your team to have Passion with Purpose: • Visit 90+ Exhibitors

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March 2016

19


Human Element Caliper Corp.

Your job is kryptonite, Supergirl All that power, and they can’t even stand up to their bosses. It must run in the El family. On CBS’s new hit show, Supergirl, the titular character’s earthy alter ego, Kara Danvers (Melissa Benoist), has followed in her Kryptonian cousin Superman’s red-booted footsteps and taken a job at a news corporation. And just as Kal-El/Clark Kent/Superman has to contend with a cranky, demanding boss at the Daily Planet, Zor-El/Kara/Supergirl is subjected to the megalomaniacal whims of CatCo Worldwide Media’s CEO and founder Cat Grant (Calista Flockhart). As Cat’s personal assistant, Kara spends most of her day going on coffee runs, delivering messages and files, and being berated and threatened with termination by her boss. Cat can’t even be bothered to learn Kara’s name, calling her “Kira,” and she mocks Kara’s suggestion that Supergirl should be referred to as “Superwoman.” To be fair, Cat doesn’t seem to mind Kara mysteriously going on lunch break every time a skyscraper catches fire or a new supervillain starts wreaking havoc in National City. But otherwise she’s a wholly unpleasant character who treats her staff like Cruella de Vil treats Dalmatian puppies. General Zod should take notes. Action and fantasy TV shows and movies often feature a secondary villain whose purpose is to thwart the protagonist’s

attempts at defeating the main villain or, more broadly, to prevent the protagonist from realizing her own potential. Oddly, despite being a superhero herself, Kara does not recognize Cat Grant as the secondary villain of Supergirl. About every third episode, Cat experiences a moment of humanity and starts to feel bad for the way she treats people, but Kara is right there to talk her out of it. “Ms. Grant,” she says, “don’t you realize how much you inspire me and make me want to do better?” Sorry, Supergirl, but someone who treats you like garbage and criticizes you no matter what you do is not a good leader. A good leader balances thoughtfulness with decisiveness, and she makes expectations clear and provides guidance while empowering people to take ownership of their work. And she learns her personal assistant’s name. It’s understandable that Kara wants to maintain a dual identity (not really; why do superheroes do that again?), but, supergirlfriend, you gotta get out of that toxic environment. Try something new. You’d make an awesome EMT or firefighter. If you prefer to avoid exploiting your powers so blatantly, how about construction worker? FEMA disaster-site coordinator? Circus acrobat? The best way to succeed is on your own terms. Not all of us are cut out to be great managers or top salespeople. Not that many

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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.

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March 2016

21


Shifting Gears

Industry personnel and organization news

Raymond receives highest honor from Toyota Industries

Post-it Brand celebrates 35 years of helping great ideas take shape

The Raymond Corporation received the President’s Award, the highest honor, from Toyota Industries Corporation (TICO) in recognition of Raymond’s exceptional achievements and contribution to Global Quality Improvement Activity for Raymond’s paint improvement project at its headquarters and manufacturing plant in Greene, New York. The activity was championed by Toyota Material Handling Group (TMHG) to ensure the four direct influencers of efficient manufacturing are optimized — man, material, machine and methods. After implementation, Raymond showed significant improvement in its paint process quality. “Raymond team members successfully embraced the new tools, and their collaboration was an integral part of the process,” says Michael Field, president and CEO of The Raymond Corporation. “This is a significant accomplishment for our team. We are honored to receive this prestigious award.” www.raymondcorp.com

The 1980s welcomed a flood of hit blockbuster movies, an influx of technological advances and one remarkable invention that has ‘stuck’ with us all these years – the Postit Note from 3M. Since the debut of the iconic Canary Yellow Post-it Note, the assortment of products has evolved from a simple, practical reminder into a suite of reliable and convenient productivity tools. The Post-it Brand celebrates 35 years, honoring all of the innovative Post-it Products that continue to help great ideas take shape and inspire achievement. The Postit Brand has transformed lives by making communication and organization fast and easy. The original 3x3 square has matured into a vast collection of Post-it Notes in an array of colors and sizes, proving the handwritten note never goes out of style. Today, the world’s favorite reminder sticks longer and stronger, with Post-it Super Sticky Notes available in a range of eye-catching colors from the Post-it Brand World of Color collections. The possibilities for making your mark are endless – from Post-it Flags and Tabs to mark important information to the Post-it Easel Pad. www.3m.com

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Blue Ocean Robotics announces second wave in US expansion strategy Blue Ocean Robotics publicly announced the launch of the second wave in its US market strategy. It involves opening up several new franchise-like subsidiaries in the coming year and a quest to find US franchise-partners with the right entrepreneurial mindset and competences. “In the first wave Blue Ocean Robotics established a subsidiary in Cincinnati, Ohio, headed by Co-founder, Partner and CEO Tim DeRosett. With that we began exploring and exploiting the opportunities for both selling robots to various markets in the US and also initiating design and developments of new novel robots. Based on the experience and lessons learned we now initiate a recruitment process to find the right partners for starting up several new Blue Ocean Robotics subsidiaries in the US, which is then the second wave in our US strategy,” says Claus Risager, Rune K. Larsen and John Erland Ostergaard, co-founders and partners of Blue Ocean Robotics. “With our understanding of the US market and given the mission and business model of Blue Ocean Robotics, there is a need for several subsidiaries in the US to cover the market on geography, branches, and sales versus product development.” www.blue-ocean-robotics.com

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STK# U10305 2011 Toyota 8FBCU30 Hayward CA (510) 675-0500

0ZSA

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STK# 4302 1994 Clark CGP25 $4,950 Mundelein IL (847) 223-0500

1RZV

3

STK# 4082 2014 Yale GLP050 $21,900 Mundelein IL (847) 223-0500

0VAQ

4

STK# 4285 2012 Toyota 8FGCU20 $8,950 Mundelein IL (847) 223-0500

1ENL

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STK# 005261 2005 BT BTL2300U $548 East Syracuse NY (877) 543-8324

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STK# EQ19449 2006 Nissan MUGL02A30DV Oklahoma City OK (800) 375-3453

to buy & sell equipment! www.MHWmag.com

March 2016

25


Shifting Gears

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 www.HKEQUIPMENT.com

Lifting industry expert joins Load Cell Manufacturer Straightpoint Straightpoint has named Dave Mullard business development manager, as one of the industry’s leading force measurement, load monitoring and suspended weighing load cell professionals completed his move from a fellow lifting equipment manufacturer this week. Mullard, who joined Hampshire, UK-based Straightpoint on 18 January, is keen to further Lilly Ledbetter advance a blossoming career in the below-the-hook sector, while spearheading his new company’s continued growth in Europe, Africa and Russia. He said: “I have enjoyed the challenges presented by the lifting industry in relation to weighing technologies and have spent the last three years in particular developing a thorough understanding of the marketplace. Straightpoint continued to emerge as the market leader and I am grateful for the opportunity to align my goals with such an innovative, dynamic business.” www.straightpoint.com

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: kmarshall@gatewayrack.com web address: www.gatewayrack.com 26

www.MHWmag.com

March 2016


View these pieces of equipment & more on

www.MHconX.com Text the Web ID to 27414 for more equipment details.

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3EK6

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STK# 15 2015 Esolift T1645W $9,750 Montclair CA (888) 527-0356

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STK# 18575 2009 Hyster E60XN-33 Grand River OH (440) 354-3400 1

The

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STK# 18229 2014 Taylor-Dunn SS-536 $4,800 Oklahoma City OK (800) 375-3453

380M

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to buy & sell equipment! www.MHWmag.com

March 2016

27


Arcon

Shifting Gears

Hannibal Industries makes executive appointments

We Accept:

Equipment, Inc.

440-232-1422

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

Over 35 years of satisfied customers!

440-232-1422

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.

www.ArconEquipment.com 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!

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

Hannibal Industries, the largest U.S. manufacturer of steel pallet rack west of the Mississippi River, today announced its commitment to expand business both regionally as well as internationally with executive appointments and new hires within its expanding corporate structure. These changes, Steve Rogers along with its prior announcement to open facilities in Houston, deepens Hannibal’s commitment to the Southern U.S. and provides more strategic opportunities with international customers. Promotions will include appointing Steve Rogers to executive vice president, Ryan Peck to regional sales director in the South and East and Gary Steen to regional sales director in the North and West. In addition, the company has hired Nathan Sherwood as a regional account representative in North and West, as well as Josh Strickland as a regional account representative for South and East. www.hannibalrack.com

Material Handling Wholesaler April issue & Modex supplement ad deadlines are

Tuesday, March 1

877-638-6190 or sales@mhwmag.com

We make engines our business, see the difference

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

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

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www.grindstaffengines.com 28

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March 2016


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Shifting Gears

CLARK Material Handling announces key organizational updates Bo Maslanyk has been appointed Vice President, Strategic Programs and Major Accounts. In his new role, Bo will focus on sales growth with CLARK’s strategic partners as well as national and major accounts. In addition, Bo will support CLARK’s sales efforts in Central and South America. Bo has nearly 10 years of Bo Maslanyk experience with CLARK, most recently serving as Vice President, Sales & Marketing. During Bo’s tenure in sales leadership, CLARK has seen significant growth in North American truck and parts sales. Bo continues to report to Chuck Mix, Vice President of Operations. Mark Wallace, North America Sales Manager, will join CLARK’s management staff and will report to Rick Dahlke Chuck Mix. Rick Dahlke has been promoted to Senior Regional Sales Manager. Rick has over 25 years of forklift industry experience, with 17 of those years as a CLARK Regional Sales Manager. He has had notable success in the North Region. In his new role, Rick will continue to support dealers in his territories and will act as an ombudsman for the regional sales team, providing input from the field for strategic planning and other corporate initiatives. Rick will continue to report to Mark Wallace. www.clarkmhc.com

Caterpillar announces new group president Caterpillar Inc. announced that the company’s Board of Directors has elected Denise Johnson, currently vice president with responsibility for the Material Handling & Underground Division, as group president of Resources Industries. The appointment follows the recently announced retirement of Denise Johnson Group President Ed Rapp. “Denise leads one of the largest and most complex businesses in the company; her division makes products primarily for the mining, waste and construction industries and employs about 8,000 people in 14 locations spanning four continents. She has successfully managed costs during the mining downturn and been deeply involved in restructuring within Resource Industries, all while gaining market position for multiple products in her portfolio. Denise has accomplished these business results while also delivering outstanding safety and quality metrics,” said Caterpillar Chairman and CEO Doug Oberhelman. “Above all, Denise is a leader inside and outside of Caterpillar. Whether she’s engaging with employees, strengthening relationships with key mining customers or serving as a strong role model to recruit more female engineers, Denise consistently excels.” www.caterpillar.com

More Shifting Gears articles available on

www.MHWmag.com

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

TM TM

Keeps seat dry! Keeps seat dry! Keeps seat dry! • Made of rigid, high impact, non-yellowing plastic • polycarbonate Made of rigid, high impact, non-yellowing • Reasonably priced protection from rain, snow, polycarbonate plastic • dust Made rigid, high impact, non-yellowing & of sun • polycarbonate Reasonably priced protection from rain, snow, TM plastic • Many dust &sizes sun available to fit various trucks, TM • in Reasonably priced protection from rain, snow, clear & tinted versions • Many dust &sizes sun available to fit various trucks, TM in clear & tinted versions Avoid OSHA fines! • Many sizes available to fit various trucks, OSHA standard 1917.43 (e) (1) (ii) clearly states, “Overhead guards shall not obstruct the operator’s view.” in clear & tinted versions Avoid OSHA fines!

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

OSHA standard 1917.43 (e) (1) (ii) clearly states, “Overhead guards shall not obstruct the operator’s view.”

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

OSHA standard 1917.43 (e) (1) (ii) clearly states, “Overhead guards shall not obstruct the operator’s view.”

TM

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TM

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March 2016


PARTNER with AIT. Give Your Customers More Than They Expect. Give Them AIT’s Quality and Your Service.

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March 2016

31


Classifieds FOR SALE

Series 1 Workhorse Single Shift rating

New Single Phase Chargers

and

TIRES Authorized Dealer

Original & Aftermarket Parts for Most Equip. Original & Aftermarket Parts for Most Equip.

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Blue + Red Spotlight 28 LED model---Overhead Crane Spotter

36-volt, 750 AH 48-volt, 600 AH other sizes available

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SAVE ON QUANTITY PURCHASE!

Phone: Fax: Email: Url:

Used 3-phase chargers also available

ARCON EQUIPMENT INC We Accept

(440) 232-1422

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• Specialty Material Handling, Inc.

Bright orange receiver belt springs up when unbuckled making it a nuisance if NOT buckled by the driver

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

The

Experts

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

LOOKING TO BUY BATTERIES WANTED Industrial Forklift Batteries and Chargers In Good Condition!! Call Us With Your Off-Lease Or Fleet Surplus Equipment.

OHIO RACK We BUY & SELL Portable Stack Racks Flexible Packaging NEW & USED 800-344-4164 Fax 330-823-8136 Email: ohiorack@cannet.com

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

propane PARTS & propane KITS for forklifts PNG Technologies 734.992.2648 www.pngtechnologies.com

ARCON EQUIPMENT INC.

32

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Order online or call March 2016


THE LINE FOR SUPPLY CHAIN SOLUTIONS STARTS HERE. At MODEX, you’ll find the solutions you need to solve tough manufacturing and supply chain challenges, identify best practices, exceed customer demands and gain competitive edge. There’s a reason we call MODEX “the Greatest Supply Chain Show on Earth.” It’s where 850 of the leading manufacturing and supply chain providers gather to showcase their latest and greatest solutions to an audience of more than 25,000. If your business needs to maximize operational efficiency and cut costs, your solutions will be waiting at MODEX. The industry’s brightest minds will gather to network and share their perspectives on the ever-evolving state of the supply chain – where it’s headed, new ideas, innovation and more. With powerful keynotes and more than 100 hands-on education sessions, you’re sure to find your edge.

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March 2016

33


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.

Wells Fargo Bank................... 220 Univar Usa Inc. Redmond, Wa 40 Class 4 Toyota 32 Toyota Inds Commercial Fin.. 176 Class 5 Toyota 8 Toyota Motor Credit Corp...... 89

PNC Eqt Fin........................... 19

Proctor & Gamble Paper Prods Cincinnati, Oh 34 Nissan Motor Accept Corp...... 70 Class 1 Cat 34 Banc Of Amer Lsg & Capital... 69

Bank Of Amer......................... 15

J P Hart Lmbr. Co. Ltd. San Antonio, Tx 30 De Lage Landen Fin Svc.......... 51 Class 5 Doosan 30 M B Fin Bank......................... 36

I E M F S Ltd.......................... 15

J M Eqt Co............................. 28 Cardinal Health Inc. Dublin, Oh 26 Class 2 Crown 12 Bankfinancial........................... 28 Class 3 Crown 9 Electric Lift Trucks - No Model Raymond 3 Beverly Bank........................... 20 Class 1 Crown 2

Renaissance Capital Alliance.... 11

Cooper Tire & Rubber Co. Class 4 Class 4 Class 3

34

www.MHWmag.com

Findlay, Oh Toyota Hyster Toyota

March 2016

20 10 8 2

1st Eagle Bank.......................... 18 Bank Of The West.................... 16

C F Eqt Leases Llc................... 15

Wells Fargo Eqt Fin................. 13

Commerce Bank & Trust......... 11 Farm Credit Lsg Svc Corp....... 10

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


**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

2011 TOYOTA 8FGCU15

2006 TOYOTA 7FGU25

2011 TOYOTA 8FGCU30

189”FSV Mast, Hours: 3,600

189” Mast, Hours:16K-25K, LP

199”FSV Mast, Hours: 3,100

3 UNITS IN STOCK

$

10 UNITS IN STOCK

8,900

$

6 UNITS IN STOCK

6,000

$

9,500

2005 TOYOTA 7FGU32

2005 TOYOTA 7FDU70

2012 TOYOTA 8FGU15

187” Mast, Hours: 8K-20K, LP

197”FSV Mast, Hours: 9,600

189”FSV Mast, Hours: 6,900

4 UNITS IN STOCK

1 UNIT IN STOCK

6 UNITS IN STOCK

$

6,500

$

19,900

$

11,500

FORKLIFTS & NARROW AISLE EQUIPMENT

FORKLIFTS & NARROW AISLE EQUIPMENT

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

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

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

2011 Toyota 7FBCU15, 3,000 lbs., 36V, 189” Mast, Sideshifter (5 in stock)

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

TELEHANDLER

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

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

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

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

1.866.506.2200 • omsh@shoppas.com www.shoppasmaterialhandling.com

Printed in the U.S.A. ©2016, The Ousset Agency, Inc. wo#4816

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 www.MHWmag.com

March 2016

35


Your Business Contributed

Forty looks attractive Celebrating four decades of magnetic innovations and growth for Master Magnetics When Jack Nellessen opened the doors of Master Magnetics in the small town of Castle Rock, Colo. in 1976, the new company operated in a 4,000 square-foot manufacturing facility that made $76,000. It was an impressive start. An inventor at heart, Nellessen started Master Magnetics with a magnetic tool holder of his creation – the AM1 and the AM2. This handy and useful tool holder proved to be a popular item and manufacturing took off. With more than 2 million tool holders sold over four decades, chances are you’ve seen one or maybe even have one. It was the product that launched a thriving enterprise spanning four decades. Forty years later, Master Magnetics operates three locations of manufacturing, distribution and sales totaling 109,350 squarefeet in two states. While Nellessen no longer runs day-to-day operations of MMI, his daughter, Jennifer Brown, continues to grow their magnet business as vice president of Master Magnetics.

Family affair Master Magnetics has always been a family business. In 1976, Nellessen, his wife Sandy and her sister Sue were among the handful of employees. Today, in addition to Brown running the day-to-day operations at Master Magnetics, her brother John

CLEAN UP

www.MHWmag.com

Product lines In 40 years product lines have evolved in response to changing markets. While many of the products first sold in the early years are still popular, including tool holders, fishing magnets, magnetic grates and sweepers, new channels of business continue to present growing opportunities. Once popular craft, toy and education lines have been surpassed by the growing demand of more industrial and hardware-based lines. Customers range from large international resellers like Amazon, Home Depot, Ace Hardware and True Value to manufacturers looking for OEM parts, to MRO managers, facility managers and homeowners looking for an endless source of magnetic solutions. With an exclusive focus on magnets, listening to their customers and developing products that are innovative and useful, as well as designing custom applications, are the primary reasons for their success.

ORGANIZE

• Push, hang and trailer-type sweepers

36

Nellessen, Jr. operates an exclusive distributorship for Master Magnetics in California and Cathy Wachtel, a cousin, operates another exclusive distributorship in Florida. But in addition to family, the longevity of employees, with a majority length of service ranging between 10 – 15 years, speaks to the family atmosphere Master Magnetics maintains.

March 2016

• Magnetic inventory labeling solutions

LIFTING • Flat lift ratings of 220 to 4,400 lbs.


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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March 2016

37


Your Business Growth in the last decade has expanded product sales under the Magnet Source® brand into four major categories: • Industrial magnetic devices - Whether it’s lifting, holding, separating, retrieving or clean up, Master Magnetics has the right magnetic solutions for material handling activities and other industries. This includes a wide range of magnetic assemblies and permanent magnetic materials for all types of industrial, OEM and commercial applications. Some examples of these products are heavy duty neodymium lifting magnets, magnetic sweepers, magnetic inventory labels, welding magnets and separation magnets used for food manufacturing and agricultural uses. • Raw magnetic material - This extensive line of permanent magnets includes rare earth magnets. Sold as raw materials, these magnets are commonly used as components for products made by other manufacturers. • Flexible magnetic sheeting and P.O.P. magnets - Including wide-format, print-direct magnetic sheeting for vehicle signs, retail signage and sign holders and display components in retail environments. • Packaged magnets for resale - Features a range of magnets packaged for resale, including magnets perfect for houseware, office, craft, automotive, or hardware use.

Attractive future

Master Magnetics is extremely optimistic about the future. They are preparing for their forecasted growth with building expansion plans that are in the works at their Castle Rock headquarters to add office, warehouse and production space to ensure their ability to follow their forty-year old blueprint for success. www.magnetsource.com

www.superioreng.com

38

www.MHWmag.com

March 2016


R

COLD STORAGE

FREEZERS

HIGH TRACTION RESIST CRACKING EXCELLENT BRAKING HARDER THAN RUBBER GREAT FOR DAMP FLOORS

Stellana’s Tmax polyurethane tires will provide high traction in both Indoor and Outdoor applications and will not load up with debris. Tmax will carry more load than rubber while increasing traction in cold and damp environments. BETTER TRACTION = SAFETY 999 Wells Street | Lake Geneva, WI 53147 | Ph:888.734.7687 | www.stellana.com/us

www.MHWmag.com

1.15

March 2016

39


New Products

See more new products online at www.MHWmag.com

Akro-Mils Nest & Stack Totes now available in clear Akro-Mils, provider of storage, organization and transport products, announces the expansion of its line of plastic Nest & Stack Totes with the addition of new Clear totes and lids. Available in nine sizes, AkroMils’ Nest & Stack Totes are the ideal solution for storage, transfer and shipping applications. The totes stack with or without optional lids and nest when empty to conserve space. The totes’ high-density, industrial-grade polymers will not bend out of shape even when fully loaded. Its heavyduty construction provides a longer service life, resulting in lower replacement costs than alternative products. In addition to the new Clear option, Nest & Stack Totes are available in red, blue and gray. www.akro-mils.com

PROTECT YOUR FORKLIFT FLEET PACE-One G2 Top Speed Limiter PACE-One ZSC Zone Speed Control Dot-Lok G2 Transmission Shift Inhibitor Traction Control Plug & Play Installation

MADE IN USA

Safety Systems & Controls, Inc. 800/318-2022 www.loadingzonesafety.com www.MHWmag.com

March 2016

Rhino Rubber, an industrial tire distributor, recently added a line of Press-On Tires. The Rhino Press-On tires are designed to optimize traction, stability and wear. They have the best compounding for optimal lowrolling resistance, shock absorption and tire life. The Rhino Press-On tires provide a great performance at the lowest cost of ownership. www.rhinorubbertires.com

Manual palletizer automatically raises and lowers loads Presto Lifts P3 All-Around Spring Level Loader improves the efficiency of pallet loading and unloading operation. A system of heavy-duty springs automatically lower or raise a pallet as weight is added or removed. By doing so, the P3 Spring Level Loader maintains the top layer of boxes at an easy to access position. A turntable ring on top of the unit allows the user to rotate the load so he or she can remain in the same position throughout the loading or unloading process eliminating the need to walk around the pallet. A compact base design allows workers unobstructed access to loads. All of the P3 Spring components fit within the diameter of the turntable ring, so the worker can stand up close to the unit at any position around the ring. The economical unit requires no power and is virtually maintenance-free. Fork pockets at the base allow for easy relocation. www.prestolifts.com

Company aims to curb forklift-related pedestrian injuries and fatalities

With Multiple Speed Settings

40

Rhino Rubber introduces line of Press-On tires

Every three days, someone in the United States is killed in a forklift-related accident, and nearly 80 percent of forklift accidents involve a pedestrian. According to the Occupational Safety and Health Administration (OSHA), approximately 70 percent of all accidents reported could have been avoided with proper safety precautions. Despite the fact that employers and industry are well aware of the dangers associated with forklift operations, many businesses fail to take appropriate measures to prevent such costly misfortunes. Tackling these disturbing statistics head-on, Keytroller, a designer, manufacturer and supplier of electronic safety and weighing devices, has unveiled its latest innovation, the FOREWARNER. When mounted to a forklift or other moving vehicle, the FOREWARNER projects a solid blue or red tightly focused spot on the floor, behind or in front (or both) of the vehicle. www.keytroller.com


QUALITY& VALUE For Over 50 Years

Power Steering Units Cylinders Pumps Valves

New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts

15600 W LINCOLN AVE P.O. BOX 510269 NEW BERLIN WISCONSIN 53151 PH: 262-641-8000 FAX: 262-641-8010 A SUBSIDIARY OF HADER INDUSTRIES INC.

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

www.MHWmag.com

March 2016

41


New Products

CM introduces new high-capacity forged rigging hooks

Verti-Lift hydraulic tilt tables enhance ergonomics and productivity

Expanding its line of high-quality, forged rigging hooks, Columbus McKinnon Corporation, designer, manufacturer and marketer of material handling products, now offers high-capacity rigging hooks with capacities ranging from 31 ½ to 60 tons. These competitively priced hooks are well suited for heavy-duty lifting applications, with features such as: the same design factor as wire rope, so there is no need to downgrade. The ultrastrong, forged latch tab, pre-drilled allows for easy latch installation. Quenched and tempered material delivers maximum strength with minimal unit weight and size. Highly visible load rating marking for easy identification helps ensure safe and proper use. In addition to high-capacity hooks, Columbus McKinnon also offers rigging hooks in capacities ranging from ¾ to 15 tons. All CM rigging hooks are machined and heat treated in the U.S.A. www.cmworks.com

Verti-Lift offers a line of Standard and Wide-Base Hydraulic Tilt Tables which increase operator ergonomics and productivity. These proven models feature a heavy duty design that withstands demanding environments, yet is economical and cost-effective. With tilting range from 0-90°and capacities to 6,000 pounds, these hydraulically actuated tilt tables handle a wide variety of application requirements including automotive and appliance manufacturing environments where tilters on the line side allow operators to bring totes to a 45° angle to make the product more accessible.Whether Standard or WideWidth, Verti-Lift tilt tables feature easily accessible internal power units, heavy duty cylinders, hand or foot controls, and heavy duty tubular frames. Lifetime lubricated kingpin bearings ensure a long service life with no maintenance. Optional accessories which can be added to suit particular requirements include accordion skirts, oversized platform, portability package, a variety of conveyor tops, PLC controlled, and external power supply. www.verti-lift.com

Submit new products by emailing them to editorial@mhwmag.com

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

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

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

www.MHWmag.com

March 2016


Your BEST SOURCE for reconditioned forklift batteries & chargers Evergreen has a large inventory ready for immediate shipment. Looking for a quantity of a certain model battery or hard to find model battery, Evergreen may be your best option to meet your needs with one phone call. Please call 216-503-9464 or check our website www.Everbatts.com for our current inventory of batteries and chargers for immediate delivery. Evergreen sells and rents batteries and chargers • Rental batteries to get to the end of a forklift lease • Rental batteries for seasonal needs • If you are waiting for new batteries we have short term rentals

We are also interested in

BUYING USED

forklift batteries & chargers 6250 Halle Drive | Valley View, OH 44125 | Phone: 216-503-9464 | www.everbatts.com

www.MHWmag.com

March 2016

43


New Products

Valspar introduces Lifeshield industrial flooring coatings

Wastequip debuts new model in precision series compactor line

Valspar Wood coatings, manufacturer of coatings for prefinished flooring, siding, moulding, kitchen cabinets, furniture and other building products, has introduced a new family of coatings – Lifeshield™ – for North America industrial flooring manufacturers. Lifeshield™ provides best-in-class durability, scuff and scratch resistance, and moisture protection, while providing outstanding clarity and appearance. As with all Valspar industrial flooring coatings, the system is designed with industrial operations in mind to ensure maximum efficiency and usability for manufacturers. “When we talked to flooring manufacturers, they told us that they really wanted to see a clear connection between coating system technical attributes and what their end customers want in terms of performance,” said Craig Lyerly, business segment /marketing manager for Valspar Wood coatings. “With Lifeshield™, we developed a family of coatings with that end customer in mind, supported by extensive testing and benchmarking. So it’s really a win-win, both for the homeowner and the manufacturer.” www.valspar.com

Wastequip®, manufacturer of waste and recycling equipment, announces the launch of the 245IP Precision Series Compactor. The 245IP compactor has a space maximizing 2-cubic-yard charge box, and is ideal for handling dry waste. It is the third model to be offered in Wastequip’s Precision Series compactor line. Like the 265XP and 265IP self-contained models introduced previously, the design of the 245IP was inspired by extensive research, testing, and comprehensive benchmark studies that ultimately determined the features deemed most important by end-users. All Precision Series compactors feature Wastequip’s easy-to-use, 24-volt Guardian Control System™ with Automatic Maintenance Scheduling (AMS). Like the 265XP and 265IP models before it, Wastequip’s state-ofthe-art 245IP Precision Series Compactor is packed with advanced features. www.wastequip.com

Check the website to see the latest new products!

www.MHWmag.com PROVEN SOLUTIONS

ONE SOURCE Punch Deck® and Punch Deck® Plus - Installed and Trusted Worldwide Combines a smooth storage surface with rack shelf porosity - Both FM Approved

Fluekeeper® and Fluekeeper® HD

& PUNCH DECK® PLUS OPEN AREA RACK DECK

- Maintains 3” of Flue Space A simple, cost effective way to keep stored material out of required rack transverse flue spaces

Solid Corrugated Steel Deck Products

FIRE BAFFLES

- Fire Baffles, Rack Deck & Mezzanine Deck SEE US AT MODEX 2016 | BOOTH 3947

& FLUEKEEPER® HD

KEEPS FLUE SPACES OPEN SOLID RACK DECK

800-909-4937

DACS inc.

punchdeck.com | firebaffles.com

44

www.MHWmag.com

March 2016

M A T E R I A L

H A N D L I N G

MEZZANINE DECK fluekeeper.com | dacsinc.com


Best in Class

When press-on tire performance is your priority use Rhino.

Rhino R1 Press-On Tires •

Best design to optimize traction, stability and wear

Best compounding for optimal low-rolling resistance, shock absorption and tire life

Best overall performance and lowest cost of ownership Rhino is Best in Class

Move it fast… Move it safe… 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

www.rhinorubbertires.com and be sure to click on the Quick Quote button.

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

RR_R1_MHW8.375x10.875.indd 1

www.MHWmag.com

1/25/16 March 2016

8:55 AM

45


YOUR MATERIAL HANDLING

SOURCE DIRECTORY

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

▶ 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

46

www.MHWmag.com

March 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

▶ PARTS ▶ Emissions Analyzer

Reman Engines/Gas, LP & CNG

www.tvh.com

800-447-3967 www.charnor.com

(800) 255-4109

Engines, Cylinder Heads, Parts

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

▶ Manufacturer/Suppliers (New)

www.grindstaffengines.com • rick@grindstaffengines.com

www.tvh.com (800) 255-4109

▶ LIFT TABLES

www.tvh.com

▶ Manufacturer/Suppliers (Rebuilt)

(800) 255-4109 Reman Engines, Transmissions, Drive Units, Steer Axles & Differentials

▶P  ALLET JACKS EZ-Lift Quality Scales and Scissorlifts too

800-447-3967 www.charnor.com

▶ Steer Assembly (Reman)

Chicago & CA Stock

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

▶ Pallet Truck Parts

800-447-3967 www.charnor.com

Steer Axles

www.tvh.com (800) 255-4109

▶ Tires/Wheels

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

AMERICAN VULKO-TREAD CORPORATION

▶ PARTS ▶ Cylinders–Hydraulic

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

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

15600 W Lincoln Ave, P.O. Box 510260 New Berlin, WI 53151-0260

800 Trucks In Stock

All Makes and Models Chicago and California Stock

We also carry pumps, power steering units & valves.

Advertising that fits your needs!

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

877.638.6190 | sales@MHWmag.com

www.MHWmag.com

March 2016

47


▶ RACK / SHELVING

▶ SAFETY PRODUCTS

www.tvh.com

Dealer Only Quick Ship Pallet Rack

(800) 255-4109

www.NAWLUSA.com

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

▶ STORAGE EQUIPMENT ▶ Carts •

866.245.3630 www.westpointrack.com

• •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

▶ New • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

▶ TIRES / WHEELS

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

AMERICAN VULKO-TREAD CORPORATION

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

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

▶ REPAIR SERVICES ▶ Motors (Electric)

www.continental-specialty-tires.us

...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

Industrial Tire

▶ TRAINING EDUCATION / ASSOCIATION ▶ After Market

AFTERMARKET SERVICES Consulting Co., Inc. Experience the benefits of a full-time After Market Consultant at a fraction of the cost. (803) 548-6707 • Email: amsconco@aol.com

www.warfieldelectric.com

▶ Transmissions

▶ TRANSPORTATION / HAULING EQUIPMENT 800-447-3967 www.charnor.com

Reman Transmissions, Drive Units, Differentials & Torque Converters

www.rldtrans.com

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

www.MHWmag.com

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

▶ SAFETY PRODUCTS

48

Phone: 508.991.6660

March 2016


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

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

CUSTOM TRAILERS

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

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

SPECIALTY TRAILERS

TRANSPORTERS

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

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

TANK TRAILERS

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

TRAIL SKIDS

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

AGV TRANSPORTERS

SCRAP BUCKETS

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

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

PHILLIPS PRODUCTS Part of the Industrial Sales Group of Irwin Car and Equipment

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

PHILLIPS PRODUCTS P. O. BOX 409 IRWIN, PA 15642

T: 724-864-8900 F: 724-864-8909 Email: Dave Felt at dfelt@irwincar.com

www.irwincar.com

15142 - Irwin MHW - April Ad.indd 1

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3/2/15 March 2016

3:47 PM 49


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

FS F SIP

Flight Systems Industrial Products 1-800-333-1194 • www.fsip.biz • xtender@fsip.biz

Advertiser’s Index ADVANCE METALWORKING COMPANY, INC. . . 38

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

MHEDA. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19

ADVANTAGE MATERIAL HANDLING, INC. . . . . . 13

EOSLIFT USA CORPORATION . . . . . . . . . . . . . . 24

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

AFTERMARKET SERVICES . . . . . . . . . . . . . . . . . 18

EVERGREEN INDUSTRIAL BATTERIES. . . . . . . . . 43

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

AKRO-MILS INC. . . . . . . . . . . . . . . . . . . . . . . . . . 6

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP) . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10, 50

NIUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22

ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . 21 AMERICAN INDUSTRIAL TRANSMISSION INC . . 31 AMERICAN VULKO-TREAD CORP. . . . . . . . . . . . 51 ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . 28 BAY EQUIPMENT CO. . . . . . . . . . . . . . . . . . . . . 21

GATEWAY RACK CORP. . . . . . . . . . . . . . . . . . . 26 GRINDSTAFF ENGINES, INC. . . . . . . . . . . . . . . . 28 H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . 26 HADER INDUSTRIES INC . . . . . . . . . . . . . . . . . . 41

PHILLIPS MINE & MILL, INC. (IRWIN TRANSPORTATION) . . . . . . . . . . . . . . 49 PRODUCTS FOR INDUSTRY . . . . . . . . . . . . . . . . . 7 RHINO RUBBER, LLC . . . . . . . . . . . . . . . . . . . . . 45 RICO EQUIPMENT . . . . . . . . . . . . . . . . . . . . . . . 15 SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . 40

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

HMS LIFT INC . . . . . . . . . . . . . . . . . . . . . . . . . . 11

CHARNOR INC. . . . . . . . . . . . . . . . . . . . . . . . . . 29

INDUSTRIAL POWER PRODUCTS, INC. . . . . . . . 20

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

JOSEPH INDUSTRIES, INC. . . . . . . . . . . . . . . . . . 22

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

MASTER MAGNETICS, INC. . . . . . . . . . . . . . . . . 36

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

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

MATERIAL HANDLING INDUSTRY (MHI) . . . . . . 33

THE FORKLIFT PRO . . . . . . . . . . . . . . . . . . . . . . 23

DACS, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44

MEDLEY MATERIAL HANDLING. . . . . . . . . . . . . 17

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . 37

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

MELMOR ASSOCIATES, INC. . . . . . . . . . . . . . . . 24

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

ECOTEC LTD. LLC . . . . . . . . . . . . . . . . . . . . . . . 14

MHCONX.COM . . . . . . . . . . . . . . . . . . . . . . 25, 27

WY’EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . 30

SHOPPA’S MATERIAL HANDLING . . . . . . . . . . . 35 STELLANA U.S. . . . . . . . . . . . . . . . . . . . . . . . . . 39 SUMMIT METAL PRODUCTS, INC. . . . . . . . . . . . 16

More advertisers & resources at www.MHWmag.com 50

www.MHWmag.com

March 2016


Celebrating 57 Years of Excellence!

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


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 - March 2016  
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