Material Handling Wholesaler - April 2016

An Employee-Owned Specialty Publications International, Inc. Magazine

www.MHWmag.com

April 2016

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April 2016 • Vol. 37 No. 4

20

Dean Millius General Manager/Publisher

Human Element Caliper Corporation

Four reasons to invest in a pre-employment report

22

Sales Trends

20 Use Seinfeld techniques to sell more

Your Business

Photo courtesy MHI

36

Cover Story

Industry News

10 Reasons to attend MODEX 2016

6

Art Sobzcak

Eileen Schmidt

Nutting celebrates 125 years

16 Nuts & Bolts 24 Shifting Gears

Alva Coffman Account Executive Kathy Regan Editor

dmillius@MHWmag.com acoffman@MHWmag.com editorial@MHWmag.com

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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34 Industry Insights

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SUBSCRIPTIONS: Third class subscriptions are free to qualified

Columns 10 14

Aftermarket

Reader Resources John Walker

Where do dealers cut back this time?

Bottom Line

Garry Bartecki

Take your pick

32 Classified

40 New Products

48 Source Directory

52 Advertiser’s Index

In the next issue ...

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Cover Story

10 Reasons to attend

MODEX 2016 GEORGIA WORLD CONGRESS CENTER

ATLANTA | APRIL 4-7

The countdown has begun to MODEX 2016 – April 4-7 at Atlanta’s Georgia World Congress Center. With the show less than seven weeks away, it’s time to register and make plans to attend.

The reasons why MODEX is the can’t miss event in manufacturing and supply chain just keep growing. The conference is packed with thought leaders like Shark Tank’s Kevin O’Leary, and there’s even a networking event featuring the Blues Brothers Revue and a door prize of a Porsche Cayman S. While these points seem convincing enough on their own, there’s so much more.

That’s why the team at MHI put together a list explaining why MODEX 2016 is the supply chain industry’s must-attend event.

2. MHI Industry Night with the Blues Brothers Revue

1. Keynotes

3. On-floor seminars

There aren’t many events out there where you get to see thought leaders from Deloitte, Cisco and Shark Tank. We are looking forward to hearing about the future of supply chain innovation and technology from Peter Diamonds and Jack Allen.

The April 6 Keynote will Preview of MHI 2016 Annual Industry Report on Accelerating Change: How Innovation is Driving Digital “Always On” Supply Chains with George W. Prest, CEO, MHI and Scott Sopher, Principal, Deloitte Consulting LLP. If you’re interested in reading an overview of each keynote you can read them on the MODEX site here.

There will be over 100 educational seminars free to all attendees. You can customize your learning experience at the show, tailoring it to your specific business needs. The seminars consist of supply chain best practices, costs savings and sustainability to name a few.

MODEX-sponsor MHI will unveil the 2016 Innovation Award on April 6 during MHI Industry Night featuring the Blues Brothers Revue. The award showcases new products and innovations introduced by MODEX exhibitors.

MHI will also be awarding the MHI Young Professionals Network awards and the 2016 Face of the Supply Chain award as part of the IWorkInTheSupplyChain.com initiative. To wrap up Industry Night, we are giving away a 2016 Porsche Cayman S as a door prize. It should be a great evening and proceeds go to the Material Handling Education Foundation, Inc. Don’t miss out— use this link to learn more!

4. MHI Innovation Award An award will be given to exhibitors in three categories: Best New Innovation, Best Innovation of an Existing Product and Best IT Innovation. Winners will be recognized at the MHI Industry Night event. There were over 100 submissions for these awards, check out all of the contenders here.

Photo courtesy MHI

6

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April 2016

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April 2016

7

Cover Story

5. Supply Chain Education Summit

8. Networking

MODEX will feature the first-ever Supply Chain Education Summit with over 30 organizations participating. This event will include exhibits and educational seminars and Atlanta-area facility tours. The Summit will also include track on the New Generation Supply Chain Workforce sponsored by the MHI Young Professionals Network. This track will explore the many issues facing the new generation supply chain workers including diversity and changing skill sets. It’s a great opportunity to hear what leaders are doing already and how you can bring their successes into your own workforce.

If you’re a young professional or new to the industry, MODEX is a great place to meet and network with your peers.

The MHI Young Professionals Network is sponsoring a track on the New Generation Supply Chain Workforce. It will explore the many issues facing a new generation supply chain workers including diversity and changing skill sets. This event is helpful with meeting others who are new to the industry and interacting with peers in a friendly, relaxed environment.

6. Top 100 U.S. Trade Show

Atlanta is one of the most amazing cities in America. Every city has big attractions, but Atlanta’s are pretty hard to beat! The city has one of the world’s largest aquariums as a start. From the World of Coke and local southern cuisine to hip-hop and the Fox Theatre —the city is full of excitement.

MODEX was named to the prestigious Trade Show Executive Gold 100 Trade Shows list. A ranking based on trade show size, guest speakers, attendee count and content— MODEX landed in the elite category in 2014. If it’s ranked, you know it’s a major industry event.

7. Innovative products & solutions You have supply chain challenges, the industry has solutions.

There is no better way to find the right solutions for your operations than face-to-face. There are over 800 exhibitors at MODEX this year waiting to tackle your challenges – all at one place, over one week! You’ll head back to the office after MODEX with solutions and ideas for your specific needs.

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April 2016

9

Aftermarket John R. Walker

Where do dealers cut back this time?

For those equipment dealers who do a lot of reading or attend seminars covering their industries, it becomes apparent that many of the industry indicators predict a slowing of economic growth throughout North America and Canada. Is this rocket science? If you study industry trends and cycles over the past forty years you know that no matter what your business is, it is bound to down turn on almost a predictable basis.

New equipment sales are down in farm, construction, industrial lift truck, outdoor power and material handling industries. Lift truck sales are reported off as much as 12%. Yet as one business writer states: “The reality of ups and downs (business cycles) are inevitable, and wise business managers expect them, plan for them, and try to use them to their advantage.”

Most equipment dealers and most manufacturers in a down turn market recognize the need to cut expenses dramatically. The question is: Where/When should these cuts be initiated? Is it personnel? Is it hours? Is it services? Is it inventories? If it is people is it by department, by seniority or by plan? If it is by hours do we question the effect the cutback will have upon our customers?

If it calls for a cutback in customer services, what effect will this cut back have upon our present and loyal customer base? If it is inventories and if it is the dealership’s parts inventories then that is something the dealership should have considered even when times were good.

In the past most equipment dealerships in a down turn market have looked at their aftermarket as an area for cut backs. Most equipment dealer principals had a sales background and the easiest way out of a down turn in business was to make more sales calls.

The parts business was guaranteed and the service department was only a necessary evil. Therefore when business went south, the aftermarket became vulnerable for cutbacks.

Today, most everyone recognizes the difficulty of finding, hiring, training and keeping good technicians. Therefore, a good service technician has job security and certainly can find employment elsewhere if he/she fails to make the cut.

For the past 35 years we have urged equipment dealers and manufacturers to look to their aftermarket, not only in those great sales years, but in those years when their equipment sales go flat.

To that farm equipment dealer who was making 5% gross profit on a $165,000 tractor and 65% gross profit in his shop, but whose service only represented 6% of his total business, we hope you’ve made the change over the past years and have focused upon your aftermarket opportunities. If not, the next couple of seasons could be disastrous to a whole lot of equipment dealerships.

It stands to reason that aftermarket sales opportunities should increase during a market down turn. After all, customers are not buying new equipment and therefore they are making due with

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Aftermarket their old equipment. This older equipment will eat up both parts and service.

To this, many dealers reply that during the down turn they also see a decline in their parts and service sales. We might well reply: If you weren’t out hustling your aftermarket during the good times, what makes you think the customer is going to automatically buy from you during the bad times?

Do you want some immediate service business? Try this: Take a list of customers who have purchased equipment from your dealership spanning a period of five years. Review this list with your service manager to determine who is not using your shop for service on the equipment which you sold, after warranty has been performed. Now demand that someone, be it your CSSR, your service manager or at least your best equipment sales person out there calling on these clients. As we pointed out in recent articles the number one reason why dealers are not getting their client’s service business is that no one is out there calling on the customer asking for that business!

Sure, you’ve got to cut expenses but do so with a plan.

Analyze the effect these cutbacks may have upon your dealership down the road and particularly when the market turns around, as it most certainly will! We know of one successful manufacturer who strongly defended the policy of 24-7-365. (Service to customers: 24 hours a day, seven days a week, 365 days a year.)

Unfortunately, the minute they faced a downturn in sales the first thing they did was cut back on service hours and personnel, thus making it impossible for their dealers to provide the necessary level of service to their customers.

Is the glass half empty or half full? Maybe now is the time to step up the aftermarket services you supply to your customers.

Take a hard long look at your dealership’s financial statement.

Play the game of “What If?” What if you were able to increase your customer service sales by a mere 10%? What if your service manager were able to improve billing efficiency by as little as 5%?

What if you finally decided to raise your labor rate by nothing more than $5.00 an hour? What if you decided now was the time to add a second shift to your shop or to add a couple of road technicians? Measure the effect that any one of these efforts might have on the bottom line of your company.

What effect would any or all of the above have upon your parts sales? We have written and discussed for years that service is a key element for increasing the equipment dealer’s parts sales.

Sell the service and your dealership will sell the parts. We have surveyed our clients and those who have truly marketed their service departments have recognized an increase in overall parts sales of 16%, 18% and some are pushing a 20% increase.

Think of this: If your dealership went to a second shift in the shop, not only would it cut back on your paid overtime expense (which unfortunately most dealers don’t bill to the customer) but it would increase your dealerships parts sales. Someone would have to be there to supply the technician’s parts, so that same person could also provide parts to customers who are searching for parts at unusual hours.

Measure everything: Before you make those cuts you believe must be made, measure the effect the cuts might have upon your

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business. Decisions made in haste can have a dramatic effect one way or another upon your future business.

Recently we finished a series of seminars across the country for over 150 Customer Service Sales Representatives; those representatives whose major responsibility is to increase the dealer’s aftermarket sales to the customer.

Throughout the course of these meetings we continued to hear that these CSSR sales personnel, as a general rule, were not being measured. Think about that! Most of these professional sales people were not being measured against any particular standard.

Was this a bit scary to hear? You bet it was! Since there is no measurement, no one knows for sure how profitable the position really is and therefore, if cuts are called for and the dealer has no idea as to the success or value of this position, he then has no justification for maintaining the position. Therefore, we may end up cutting an expense that will ultimately have a disastrous effect upon your dealership’s bottom line.

Look carefully, measure, examine and think thoroughly through any expense or personnel cuts you may have to make.

Don’t cut back on those areas that may provide the opportunities you need to fend off declining equipment sales.

John R. Walker is president of Aftermarket Services Consulting Co. Inc. E-mail editorial@mhwmag.com to contact John.

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Bottom Line Garry Bartecki

Take your pick Is all of this economic talk confusing? Are you wondering where you stand in terms of this economy? Do you think about how any turn in the economy will impact your business and personal life? How about monetary policy? Fiscal policy? Tax policy?

Enough already! This topic is enough to drive you nuts!

Unfortunately, every CEO on the planet should spend some time thinking about the ramifications of type of economy we are living with. Is it…Inflation we are dealing with? How about deflation? And let’s not forget Stagflation I am sure you are familiar with the terms, and most of you may have experienced one or two of these conditions in your business life. But if there was a definite turn from one for to another are you prepared to take steps modify your business transactions that protects your shareholder value.

To be more specific let me define each type of economic cycle:

Unemployment, on the other hand, may be good or it may not be good in terms of spending when 35-40% of the folks are not working.

In terms of prices, I would have to say, they, for the most part, are declining especially when you consider commodity prices and other assets that have yet to recover from the Great Recession.

Productivity and the internet of things also add to price declines because productivity produces more goods and thus increases the supply side of the equation.

All things considered the cycle I would discuss at my planning meetings probably should be a deflationary cycle. I am not saying we will incur a severe deflationary cycle but want to consider what steps I would need to consider to plan for one should it occur.

So, what would you expect to happen if a deflation cycle rears its ugly head?

INFLATION - A persistent increase in the level of consumer prices or a persistent decline in the purchasing power of money...and/or a relative increase in expenditures when the supply of goods fails to meet demand.

Reduced business revenues

DEFLATION - A persistent decrease in the level of consumer prices or an increase in the purchasing power of money…. and/or a decrease in expenditures when the supply of goods exceeds demand.

Wage reduction and layoffs

STAGFLATION - Sluggish economic growth coupled with a high rate of inflation and unemployment.

Now that clears it up for you, does it not?

When you get down to it, we are talking the old demand and supply theory from your Econ 101 class years ago. Add in what you learned in your money and banking class and you probably are close to understanding the different economic cycles.

So where are we currently?

Your guess is as good as mine, and I suspect it is strongly related to where your business in located and the type of customers you service.

Looking over the three definitions we can say that we are in a sluggish economy. Tough to argue with this suggestion.

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Falling prices = lower revenues…..with a need to continue to lower prices to stay competitive.

Variable costs need to go to meet the bottom line expectation.

Lower overall wages= reduced spending and more lower prices Change in spending habits At first there may be a spike in spending to take advantage of lower prices. After that consumers may just avoid purchases hoping for prices to fall further.

Less capital investments With asset values falling customers will tend to hold cash and avoid capital expenditures.

Reduced credit Asset values declining. Cash flow decreasing. Who is going to loan you money for reasonable terms?

Needless to say, you can imagine what a deflationary cycle would do to your bank account, balance sheet, shareholder equity as well as your income statement and cash flow. And don’t even think about what your auditors would do with the value of your rental fleets.

Most C-level executives have not experienced a deflationary cycle, which makes going through one a very a high-risk adventure. Since we may be closer than you think to a deflationary period it would pay to talk through a financial plan to deal with falling prices and excess supply.

If you believe we will face one of the remaining two alternatives you can review those as well and be fully prepared.

Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.

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April 2016

15

Nuts & Bolts

Acquisitions, expansions & other business news

Continental selects site for new plant Continental has selected a site in Mississippi for a new plant to drive the future growth of its tire business in the North American market. Continental Tire the Americas, LLC (CTA) has reached an agreement with the state of Mississippi to purchase a site for the construction of a commercial vehicle tire plant. Continental has committed for a long term investment totaling approximately $1.4 billion and employing 2,500 people when the plant reaches full capacity in the next decade. The new manufacturing facility will be located at a greenfield site in Hinds County off of Interstate 20, two miles from Clinton and 20 miles from Jackson. “The project in Hinds County, Mississippi, is part of our global growth strategy. In a first step the new plant is especially addressing our commitment to grow our commercial vehicle tire business in North America,” said Nikolai Setzer, Continental’s Executive Board Member for the Tire business. “The announcement of a new tire plant in the U.S. is the second in just five years for Continental. We thank the state of Mississippi, Hinds County and the City of Clinton and Governor Bryant for his leadership in bringing us to the Jackson area, and we look forward to a strong business relationship for years to come.” www.continental-corporation.com

Terex asks Zoomlion to improve its $3.3 billion offer U.S. crane maker Terex Corp has told Chinese peer Zoomlion to sweeten its $3.3 billion offer in order for it to abandon its merger agreement with Finland’s Konecranes, according to people familiar with the matter. Terex’s response shows that Zoomlion has made little progress toward a deal since its offer was disclosed publicly by Terex a month ago. Terex said on Feb. 17 that it was continuing to review Zoomlion’s proposal to determine the course of action that is in the best interest of its shareholders, and that this process would take time. The latest development also illustrates that Zoomlion’s main stumbling block in its negotiations with Terex is price, rather than concerns that the United States could block the deal because of Terex’s ties to the U.S. military and presence in U.S. ports. Terex has argued privately that the synergies with Konecranes in the material handling and port systems businesses of the two companies mean that Terex is worth more than the $30 per share in cash that Zoomlion has offered. Terex has not communicated to Zoomlion the exact price it would need to justify breaking up its merger agreement with Konecranes, though discussions are continuing, the people said. Zoomlion has not shown any willingness so far to raise its offer, the people added. www.terex.com

www.superioreng.com

16

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April 2016

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April 2016

17

Nuts & Bolts

Hyster-Yale announces agreement to acquire indirect control of Bolzoni S.p.A.

Manitowoc Company formally approves separation of Manitowoc Foodservice

Hyster-Yale Materials Handling, Inc.(“Hyster-Yale”) and the shareholders of Penta Holding S.p.A. (“Penta”) (the majority shareholder of Bolzoni S.p.A.) announced that they have entered into a definitive agreement whereby Hyster-Yale agreed to acquire, through an indirect wholly-owned subsidiary, 100 percent of Penta’s outstanding shares for an aggregate purchase price of EUR 53,495,837. Penta is the holder of a majority stake of approximately 50.4% in Bolzoni S.p.A. (the “Bolzoni Stake”).

Bolzoni S.p.A. is an Italian company whose shares are listed and traded on the STAR segment of the Italian stock exchange (“Mercato Telematico Azionario”), operated and managed by Borsa Italiana S.p.A. Under the terms of the agreement, the parties have determined the purchase price for the Penta shares, which is not subject to any upward adjustment, by agreeing to a valuation of the Bolzoni Stake of EUR 4.30 per share (equal to an aggregate of EUR 56,368,984), which is inclusive of Bolzoni S.p.A.’s 2015 consolidated net income, and deducting the amount of Penta’s net financial indebtedness. Such valuation of the Bolzoni Stake represents a premium of 16% and 21% on Bolzoni S.p.A. volume-weighted average trading price over the last 6 and 12 months, respectively, as of market close on February 12, 2016.

The transaction has been unanimously approved by the Board of Directors of Hyster-Yale. The closing of the transaction, which is expected to take place during the second quarter of 2016, is subject to customary closing conditions, including clearance by the German antitrust authority. www.hyster-yale.com

The Manitowoc Company, Inc. announced on Thursday, February 11, 2016 that its board of directors has approved the separation of its Foodservice segment, which will be spun off as Manitowoc Foodservice, Inc. (“Manitowoc Foodservice”), through a pro rata distribution of all the shares of the common stock of Manitowoc Foodservice to Manitowoc shareholders.

Manitowoc also announced that the Registration Statement on Form 10 filed by Manitowoc Foodservice has been declared effective by the Securities and Exchange Commission. The Registration Statement on Form 10 includes information regarding the business and spin-off of Manitowoc Foodservice. The Board has set a record date of February 22, 2016 and a distribution date of March 4, 2016. “With the operational preparation complete, the Board of Directors’ authorization of the spin of Manitowoc Foodservice marks the final phase of a year-long process to create two, industry-leading, public companies. Both Cranes and Foodservice are well positioned for sustainable, long-term growth and value creation, and this separation will facilitate each to capitalize on the opportunities in their respective markets,” commented Kenneth W. Krueger, Manitowoc’s chairman and interim chief executive officer. www.manitowoc.com

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With seven models to choose from, there is a POWERSTAK fully powered stacker for every application, including handling loads up to 3,000 lbs or serving rack up to 12 feet high. All models are packed with industry leading features including: • Instrument cluster with key switch, hour meter, and e-stop • Ergonomic Control Handle with redundant left- or righthand operation • Auto-reversing belly bump switch • Turtle Speed Setting for precise positioning • Adjustable width forks • Sealed maintenance-free batteries • Industry-recognized controller and contactors These features combined with Presto’s reputation for quality deliver a solution you can offer your customers with pride and confidence.

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19

Human Element Caliper Corp.

Four reasons to invest in a pre-employment report If you’ve ever considered using “personality tests” to guide a hiring decision, or if you’re researching them now for the first time, you should know a few things: One, there are a ton of them on the market. Two, don’t waste your money on a “test” that’s not validated by real scientific research. Three, we in the industry prefer to call them pre-employment assessments, but that’s our problem, not yours.

Seriously, they aren’t tests. You can’t fail; you just line up well with a certain role or you don’t.

Assuming you’ve found a scientifically valid pre-employment assessment (which shouldn’t be too hard if you’ve gotten this far onto our site), the only thing left to do is take the plunge and try it out on whatever position you need to fill.

The mind-blowing part is that the results don’t go away after you make the hire. You’ll have that report forever. Here are four ways you can benefit from the same pre-employment assessment again and again:

1. Hiring the right person Pre-employment reports help you discover which applicants are merely good at telling you what you want to hear in an

interview and which ones are intrinsically motivated to do the job on an ongoing basis. It can also help you find the hidden gems who might be so-so at interviewing but potentially great at working.

2. Coaching and development Nobody’s perfect. Even the best employees have weak spots.

Would you rather guess what those weaknesses are and find out the truth after things go wrong, or do you want a detailed report in advance letting you know where the motivations seem limited?

You’ll get your new hire up to speed much quicker if you can build a targeted coaching plan based on the assessment results.

3. Team growth When you put a team together or introduce new personalities into an existing team, dysfunction and conflict can result.

However, having assessments handy on each team member can reveal potential danger areas, help team members understand each other’s motivations and limitations, and open the door to any number ofteam-development engagements that enhance productivity and collaboration.

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April 2016

Human Element

4. Succession planning

employees from the outset and devote development resources accordingly.

Boom! Company president.

Who knew that CSR you hired for the call center 12 years ago would end up running the entire service operation? Or the staff writer you found wandering in the streets would go on to become company president (I can dream, can’t I?)? Well, you may have anticipated as much if you’d been using validated preemployment assessments all along. They not only show you the motivations and limitations of your applicants relative to the job you are trying to fill right now, they reveal hidden potential that can benefit you in the future. You can always revisit the data when a higher-level position opens up, and you’ll recognize hi-po

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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April 2016

21

Sales Trends Art Sobzcak

Use Seinfeld techniques to sell more “Hello Newman.”

“No soup for you!”

Double dipping.

“There was shrinkage!”

Man hands.

If you instantly identified those lines as coming from “Seinfeld,” welcome to the huge club. The “show about nothing” was one of the most popular TV series of all time, and still kills it in syndication, with a huge following by people who weren’t even alive when it ran.

I don’t even want to think about how many times I was channel surfing and clicked on and watched an episode I had seen multiple times before.

Much has been discussed about why Seinfeld was so popular.

I was thinking about this while watching the “low talker” episode.

What the show in general did so well is very similar to what we do to be successful in sales.

Seinfeld --the show-- used “situational humor,” which is just as it sounds: characters are shown in everyday situations that are funny.

The humor comes from the characters’ strong emotional—and sometimes outrageous-- behavior and reactions to trivial situations, and each other.

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April 2016

Part of the appeal of situational humor, and observational humor — which Jerry Seinfeld used extensively in his stand-up routines — is that we identify with the characters and situations.

When viewing, we become engrossed in the situation, as if we were there. We’re thinking how we would react, or have reacted in similar situations.

Our mind travels to that time when we were in the elevator with the person who had horrible body odor.

Or the maddening situation when the person entering a building just a step in front of you doesn’t hold the door and it slams in your face.

The connection to sales is that we have a much greater chance of getting someone to take action when they place themselves in a situation where they see and feel a problem or pain.

And then they are much more likely to be receptive to visualizing our description of the situation they’d ideally want.

One of the best and easiest ways to use Seinfeld techniques is with our benefits/results. I have mentioned this before, and I cover it in almost every training program I do.

List out your benefits/results. For each one, I suggest first defining what specific needs those benefits fill and the problems they solve.

Then formulate your questions to get the listener to transport themselves into that situation: Consider starting with phrases such as, “Remember the last time you had a situation where...?”

“What happens when...?”

“How often do you notice that you are...?”

“When was the last time you needed to...?”

“What do you do when...?”

“What if...?”

“How would you handle...?”

“What problems does it cause you when...?”

“How often...?”

Frame your questions so they get the listener thinking about need or pain they’ve experienced (one you can fill or solve--the benefits from your list).

For example, let’s say that one of your “benefits” is guaranteed next-day delivery, for orders placed all the way up to 7:00 in the evening.

You might ask, “What happens when you need a part right away and your supplier on the East Coast has left for the day?”

Use these situational and observational “Seinfeld” techniques and you’ll find your listeners more engaged, instead of just hearing “Yada, yada, yada.”

Continue making it your best week ever!

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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April 2016

23

Shifting Gears

Industry personnel and organization news

UniCarriers Americas announces board and senior vice president appointments

Hyundai hosts 2016 North American dealer meeting

James J. Radous III, appointed president of UniCarriers Americas on January 22, 2016, has also been appointed as a UniCarriers Corporate Officer of global UniCarriers Corporation in Tokyo, Japan. During his first week of office, Radous appointed Tom Prusinski as senior vice president & CFO and Eric Victor as senior vice president of strategic management and business operations. In the new role of senior vice president of strategic management and business operations, Victor is responsible for strategy execution and aligning operations across all units and functions at the enterprise level. Additionally, Victor has P&L responsibilities for UCA’s Brazil operations, UniCarriers South America (UCSA). www.unicarriersamericas.com

Hyundai Forklift hosted more than one hundred representatives from its North American dealer network during a two-day event last week designed to celebrate the brand’s rapid growth in the United States and Canada. With Dealer Principals from Hyundai Forklift’s top North American dealers participating in the event, it was the company’s most well-attended dealer meeting to date. Chuck Leone, Vice President of Hyundai Forklift, expressed his pleasure regarding the enthusiasm that all the dealers shared about the direction of Hyundai products, services and support. “Our dealer partners understand the solid value our comprehensive line of Hyundai Forklift products deliver to their customers around North America,” Leone said. “The dealers are excited about the direction we are headed, and we are very appreciative of their continued support and loyalty.”

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April 2016

25

Shifting Gears

Hertz Equipment Rental will change name to Herc Rentals Hertz Equipment Rental Corporation this week announced that it will become Herc Rentals upon its mid-2016 separation form Hertz Global Holdings. The business also has introduced a new brand mark that will be deployed in phases as part of a multiyear transition process. The new name and Larry Silber brand mark were unveiled at the American Rental Association’s The Rental Show 2016 in Atlanta. “I am delighted to preview Herc Rentals as the future name for the business that 50 years ago became the first global equipment-rental firm,” said Larry Silber, president and CEO, HERC. “We remain committed to building upon Hertz Equipment Rental’s strong brand reputation, which is founded on outstanding customer service, operational excellence and unmatched product and industry expertise. www.hertzequip.com

More Shifting Gears articles available on www.MHWmag.com

CLARK generates “STEAM” at high school At a presentation held at Woodford County High School (WCHS), CLARK Material Handling Company, a Lexington-based forklift manufacturer, announced an initiative in partnership with WCHS designed to better prepare students to be careerready in Science, Technology, Engineering, Agriculture and Mathematics or “STEAM”.

CLARK has pledged to support WCHS’s excellent teaching and administrative teams with reallife industry expertise, training and internship opportunities. At the event, attended by members of CLARK’s senior management team as well as WCHS students, faculty and administrators, CLARK presented a variety of equipment and material in support of the laboratory component of the STEAM program.

Rob Akers, Principal at WCHS spoke with the more than 70 assembled students, staff and CLARK employees about the importance of the CLARK investment. www.clarkmhc.com

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27

Shifting Gears

Doosan adds Jamco to dealer network Doosan Industrial Vehicle America Corp. announces Jamco, Inc. as a new authorized dealer of Doosan forklifts and material handling equipment. Located in the metro Orlando suburb of Sanford, FL, Jamco, Inc. is a full-service forklift dealer, offering sales, service, parts and rentals across central Florida.

“We continue to expand our material handling product range and are excited to represent Doosan forklifts,” notes Tim Jamal, VicePresident of Jamco, Inc. Jamco, Inc. is ready to help customers minimize costs and increase productivity. Their facility is at 3800 Enterprise Way in Sanford, Florida. Lyndle McCurley, General Manager of Dealer Development for Doosan Industrial Vehicle America Corp. says “We are honored to have Jamco, Inc. as a Doosan dealer. With an excellent history of consistent growth, we are confident Jamco, Inc. will give the Doosan brand a very strong presence in central Florida.” www.doosanlift.com

Dorner celebrates 50 years of conveyor excellence What started out as a little tool and die shop has evolved to become an industry powerhouse in the design and building of low profile conveyor platforms…and 50 years later Dorner Mfg. is still going strong!

Dorner, this year, commemorates its 50th anniversary in business.

Although the brand has become a household name within numerous industries, the company originally founded by brothers Wolfgang and Horst Dorner looked very different back then. The Dorners first opened their doors for business on Jan. 14, 1966, as a tool and die shop. Their reputation for quality and responsiveness was born out of their philosophy: catering to the customers, which meant building a high quality precision product, making sure customers were satisfied, providing responsive service – followed by a belief that in return customers would reward them with their business. The transition to conveyors in the early 1970s happened out of necessity. The Dorners were looking for a conveyor to efficiently remove scrap and parts from under their dies; however they couldn’t find one that fit in such a tight space. Manufacturers they spoke with said conveyors could not be built that small because a bearing of that size would not be durable, and belts would not wrap around such tiny diameter rollers. The Dorners would see about that, and set out to prove them wrong. www.dornerconveyors.com

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April 2016

Hyster-Yale Group Alabama facility hosts economic development forum Hyster-Yale Group recently hosted an economic development forum at its Sulligent, Ala. facility that was attended by more than 20 national, state and local elected officials including Alabama Congressman Robert Aderholt. The plant tour and discussion with company executives allowed lawmakers and business leaders to see firsthand the facility’s contribution to the local economy, and a chance to discuss issues and legislation affecting U.S. manufacturing. “Hyster-Yale Group has been a part of the Sulligent, Ala. community for almost 50 years and we plan to be here for at least another 50 years,” said Chuck Pascarelli, President of the Americas for Hyster-Yale Group. “We have made significant additions to our Sulligent, Ala. facility over the past year, investing in new machining technology and a new transmission assembly line that supports skilled, good paying jobs for Northwest Alabama.” Hyster-Yale Group is the largest employer in Lamar County, drawing workers from two states and 11 counties. Opened in 1970, the facility manufactures component parts, cylinders and transmissions for Hyster and Yale lift trucks sold around the world. www.hyster-yale.com

Toyota invests in new fitness facility for associates and families Toyota Industrial Equipment recently announced a construction project to add a new building to its North American corporate headquarters in Columbus, Indiana. The twostory facility, temporarily named the Toyota Active Life Center, will provide an easily accessible physical fitness center for Toyota Associates and their families to enjoy at no cost. Toyota is holding an internal contest to permanently name the building. The Toyota Active Life Center will include an exercise room, indoor track, two indoor courts for basketball, volleyball and a variety of other sports, and a recreation room. The building will have all of the amenities of a modern fitness center including a yoga room, free weights, treadmills and other fitness equipment. The new facility will also include a medical center to provide primary health care, wellness coaching, physical therapy and a full line pharmacy at no cost to associates and their families. “Sports are a big part of many people’s lives,” said Brett Wood, president and CEO of Toyota Material Handling North America. “Team sports teaches strong work ethics, leadership skills, perseverance and social skills, which translates to all aspects of life. We hope the new facility will help improve the quality of life of our associates and their families, and demonstrate our commitment to our number one asset – our Toyota team.” www.toyotaforklift.com

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April 2016

1.15

29

PROTECT YOUR FORKLIFT FLEET

Atlas Copco strengthening customer relations by appointing new rental managers

PACE-One G2 Top Speed Limiter

Atlas Copco Construction Equipment has appointed four managers to lead its growing rental market in the U.S. Steve Nelson serves the national rental aftermarket as a business development manager, Norbert Matthews works as an area sales manager for the Midwest, Charlie Clarkson serves the Northwest as the Charlie Clarkson area sales manager and Ronald Repasz is the area sales manager for the Southwest. “We’re committed to building strong business relationships with our customers. Part of that is building a team that continues providing industryleading assistance by offering the best equipment, parts, service and aftermarket support,” said Matt Cadnum, Atlas Copco rental channel vice president of sales. Together, the four new managers have more than 40 years of industry experience.

PACE-One ZSC Zone Speed Control With Multiple Speed Settings

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QUALITY& VALUE For Over 50 Years

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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.....................204

Beverly Bank.............................35

Toyota Inds Commercial Fin....174

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

Wells Fargo Eqt Fin.................107

Bank of the West........................17

Toyota Motor Credit Corp........69

US Bank Eqt Fin.......................11

M B Eqt Fin..............................51

Komatsu Fin..............................10

33 20 13

Farm Credit Lsg Svc Corp.........44

Matl Hndlg Inc............................9

Banc of Amer Lsg & Capital......38

Bank of Amer..............................8

Federal Way, WA Combilift Hyster Taylor Hyster Cat

32 19 5 4 3 1

PNC Eqt Fin.............................38

Gammon Eqt Co.........................8

Nissan Motor Accept Corp........37

Leavitt Mchny USA.....................7

G S G Fin..................................36

Altec Capital Svc.........................6

Redmond, WA Toyota Toyota Toyota Toyota

23 9 7 4 3

Cheney Bros. Inc. Electric Lift Trucks - No Model

Riviera Beach, FL Crown

51 51

Cardinal Health Inc. Class 2 Class 3 Class 1 Class 1

Dublin, OH Raymond Raymond Mitsubishi Raymond

36 30 3 2 1

John Morrell & Co. Class 3 Class 2

Greenfield, IN Raymond Raymond

Weyerhaeuser N R Co. Class 5 Class 5 Class 5 Class 4 Class 4 Univar USA Inc. Class 1 Class 5 Class 3 Class 4 34

www.MHWmag.com

April 2016

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

Continental develops a CLEAN Tire Technology while manufacturing millions of passenger and truck tires.

CLEAN Tire Technology is the “Secret” to Continental’s

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877-235-0102 | www.continental-industrial.com

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www.MHWmag.com

April 2016

35

12/21/15 1:41 PM

Your Business Eileen Schmidt

Nutting celebrates 125 years Elijah Nutting would likely be amazed by the modern world his business now operates in.

The businessman founded his company in 1891 after designing a tilt-style platform truck to fulfill the material handling needs of a fellow Minnesota businessman.

It was an era of horse-drawn carriages and kerosene lamps.

Benjamin Harrison was president and, according to the U.S. Census, a half-gallon of milk cost just under 14 cents.

Now, 125 years later, Nutting’s company is still in motion and his name graces a series of material handling products in the firm.

“We are really proud of the fact that we have been around for 125 years,” said Darla Becking, sales engineer for Nutting, part of Acco Material Handling Solutions.

“To me, that says a lot about the Nutting products.”

“There’s so many material handling manufacturers that have come and gone over the years, to be one of the original U.S.made material handling manufacturing companies is a great feeling,” Becking said.

The company specializes in solutions for material handling, including trailers, carts, order picking platforms and allied products, according to the business website. Along with Nutting products, Acco also supplies hosts, cranes, lifters and patented track in their Pennsylvania and Alabama facilities.

Products are available ready-to-ship or are engineered to meet customer specifications, with the customized offerings making up the lion’s share of the company’s sales.

In 1984, the original Nutting business moved from Minnesota to South Dakota, where Becking said business tax rates were more favorable. The operation continues to be housed in Watertown, in the far eastern region of the state.

Investment firm KKR & Co. LP owns the Crosby Group LLC, and Acco falls under this umbrella.

The approximately $1 billion purchase of Crosby and Acco

by KKR was announced in late 2013. Both companies specialize in the design, manufacture and marketing of accessories used in lifting and rigging, according to a Law360 report.

A statement released by KKR at the time of the acquisition announcement reported Crosby has more than 1,300 employees and Acco has 130.

While Pennsylvania-based Acco is the legal company name of the material handling company, the Nutting name is still used on the material handling products, Becking said. Those include: warehouse and industrial trailers, order picking platforms, hybrid trailers, pivot steer trailers, towline carts and specialized trailers and carts.

We Will Solve Your Mobility Problems CASTER STEER TRAILER We’ll help you move big, heavy loads quickly and efficiently. Specialists in solving mobility problems, Nutting can adapt an existing design or custom engineer and build for any material handling application. Call us with your requirements and see what we can do.

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www.MHWmag.com

April 2016

AUTOMOTIVE STEER TRAILER

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www.MHWmag.com

April 2016

37

Your Business The branch morphed from Nutting’s original business and located in South Dakota employs 28 workers who create products for customers across the U.S. “For us, 90 percent of our products are custommade,” Becking said. “We will make products to our customer specifications from application to the design, to the manufacturing, to shipping and customer service.”

Workers specialize in various departments to provide an array of services from steel fabrication to welding to paint and final assembly.

“We’re there from the start to the finish of the product and we’re there afterward to service after the sale,” Becking said.

Tougher economic conditions in 2001 and 2009 proved challenging for the company, but Becking said Nutting had some advantage due to the specialized nature of the company’s products.

Many of Nutting’s customers that suffered setbacks during the recession are now bouncing back.

“We have seen an increase in warehousing and distribution along with manufacturing,” Becking said.

As the business marks its 125th year, Becking said it will move forward continuing an approach of looking for the next project and new challenge.

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

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.

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

A Division of Connell Finance Company, Inc.

FORKLIFTS FOR SALE 2011 CAT PD10000

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2009 TOYOTA 7FDKU40

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www.MHWmag.com

April 2016

www.MHWmag.com

April 2016

39

New Products

See more new products online at www.MHWmag.com

Quantum develops new storage system for underneath pallet rack Quantum Storage Systems has developed a new Floor Track Storage System that is designed to fit underneath pallet rack. The system allows for unique and well organized storage of product that typically lies underneath the lowest pallet rack beam. These areas, through the use of the Quantum Floor Track System can now organize smaller product or be an easy solution for picking fast moving inventory. Using Standard wire shelving and V-grooved floor track, the system can literally glide left and right on aluminum skates. Various sizes of shelf widths and lengths can accommodate any Rack size above and a variety of post heights can be employed for any rack beam heights that exist. The low profile track system is ADA approved and is not deemed a trip hazard. www.quantumstorage.com

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

New spill containment tray from Andax The reusable, immediate-use Spill Tray from Andax is the ideal spill containment. Just place it under any leak or drip—it’s the perfect barrier between a leak and your floor. It’s made from flexible PVC in several sizes and transports and stows easily. Just replace the sorbent pad when full and it’s ready to use again. www.andax.com

UniCarriers announces 4,500 lbs. capacity walkie pallet trucks UniCarriers Americas Corporation (UCA) announces the release of its WLX series 4,500 lbs. capacity walkie pallet trucks. Through innovative features and design, the WLX series delivers more value and trusted reliability than many competitors. Some advantages of the WLX series include its robust fork assembly, powerful hydraulic system and durable design which give the trucks rugged reliability. A compact frame, precise maneuverability and high/low speed selection switches provide drivers with confidence and control. Other features for the WLX series include ergonomically designed comfortable tiller handle and low steering effort, which make for more comfortable operation with less operator fatigue. The high-performing AC motor and 24-volt electrical system deliver high performance with maximum efficiency. Low-maintenance design to keep operating costs low and components easily accessible. www.unicarrieramericas.com

Akro-Mils introduces two new AkroBin® sizes

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

40

Authorized Distributor

Authorized Distributor

www.MHWmag.com

Authorized Distributor

April 2016

Authorized Distributor

Akro-Mils, a North American provider of storage, organization and transport products, is expanding its line of industryleading AkroBins® with the addition of two new bin models – 30232 (5 ⅜˝ L x 4 ⅛˝ W x 3˝ H) and 30242 (7-3 ⅜˝ L x 4 1⅛˝ W x 3˝ H). These new bins offer large storage capacity in a small footprint. The short but wide dimensions of the new bins are perfect for desktops and workbenches, and the bins are designed to fit securely on the doors of Akro-Mils’ Bin Cabinets. With the addition of these new sizes, AkroBins are now available in 17 sizes and a variety of colors, including Clear. The industry standard for plastic hanging and stacking storage bins, AkroBins help control inventories, shorten assembly times and minimize parts handling.

Molded of industrial-grade polymers, the bins are resistant to weak acids and alkalis. www.akro-mils.com

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800-588-7515 www.MHWmag.com

April 2016

41

New Products

Crown Equipment introduces new counterbalanced forklift

New ergonomic solution to handling empty pallets

Crown Equipment Corporation introduced the Crown FC 5200 Series counterbalanced forklift to give operators the strength, stability and maneuverability they need to lift heavy loads in tight aisles and on crowded docks.

The Crown FC 5200, which can support load capacities ranging from 4,000 to 6,500 pounds, is built with a strong, durable frame and power train to handle the most demanding loads. Crown’s Intrinsic Stability System® uses integrated sensors and controllers to constantly monitor and control key forklift functions and movements to enhance stability and safety and give the operator an added level of confidence.

The forklift’s dual drive motors and steering axle geometry allow for a smaller turn radius so operators can handle heavy loads in tight spaces without disturbing surrounding pallets and or adding extra wear on the tires. ”The Crown FC 5200 is designed to reliably tackle some of the most demanding material handling and manufacturing tasks and environments. It is also ideal for forklift attachments, making it even more versatile in handling a variety of loads,” said Tony Young, marketing product manager, Crown Equipment. www.crown.com

Automation Plus, a Division of CSF Incorporated has invented a new way to handle pallets, called the Pallet Return Device.

(PRDTM) The PRDTM is designed to operate in distribution center pick modules and makes handling pallets (wood or plastic) safer and more efficient than current practices without using any outside energy source such as electricity or compressed air. The PRDTM incorporates a unique method for stacking empty pallets.

Currently, stacking pallets requires expensive machinery or intense manual labor (movements prone to injury). The PRDTM enables a new method, wherein the operator lifts the pallet over a pivot point thereby creating a mechanical advantage to remove the back strain associated with lifting pallets. Not only is this a safer device for the operator, it’s also more efficient for the forklift driver. The PRDTM uses a “carriage” to help guide the empty pallets. This feature produces a perfect stack every time, thereby eliminating the need for the fork truck driver to reshape the stack. www.palletreturndevice.com

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 42

www.MHWmag.com

April 2016

New Products

Larson Electronics releases 25 watt blue forklift LED warning light

Yale introduces UL recognized Lithium-ion battery pack for forklifts

Larson Electronics, provider of commercial and industrial grade lighting equipment, has announced the release of a 25 watt blue forklift LED warning spotlight produced to expand the safety measures in a work area. The LEDWL-FLKT-BLUE blue LED forklift safety light from Larson Electronics is an ultra-compact light that produces 2,250 lumens of sharp blue light while drawing only 2.09 amps from a 12 volt electrical system. This LED spotlight is designed to be mounted on the front and back of a forklift or other heavy machinery to warn pedestrians and bystanders when in the path of an oncoming forklift. Five 5-watt blue LEDs producing 450 lumens each are combined with high output parabolic reflectors to produce a narrow 5° spread spot beam, providing a high intensity center beam visible at night and during the day. This LED warning light can operate in temperatures of -40°C to 80°C, are waterproof to 1 meter and resist ingress of dust, dirt, and humidity. www.larsonelectronics.com

Yale Materials Handling Corporation will be featuring its MPB045VG walkie pallet truck with the first commercially available Underwriters Laboratories (UL) recognized lithium-ion battery pack in the forklift industry at MODEX 2016. With an extended run time, excellent charging capabilities and small footprint, the new lithium-ion battery offers an efficient and productive power alternative for retail, beverage and food delivery applications. The lithium-ion option is designed to last up to five times longer than traditional lead acid batteries, drastically reducing downtime and expensive battery replacements, and is backed by a five year warranty. Unlike lead acid batteries, lithiumion technology does not experience the negative sulfation effects during short charging and extended storage. With exceptional charging efficiency, the lithium-ion battery can be repeatedly charged to 100 percent capacity without an equalization charge, allowing operators to spend more time moving products, and less time charging. The battery is also intended for convenient opportunity charging with no negative memory effects, and is completely maintenance free, meaning it does not require watering and contains no acid. www.yale.com

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www.MHWmag.com

April 2016

43

New Products

New powered pallet truck from Presto Lifts PowerJak Electric Pallet Trucks from Presto Lifts feature powered lift and powered drive for effortless transport of palletized loads in a wide variety of manufacturing, warehousing and retail applications. Two models are available with load capacities of 3,000 lbs. and 4,500 lbs. They are equipped with heavy-duty reinforced forks that have a lowered height of 3.4˝ and raised height of up to 8˝. The outside dimension of the forks is 27˝ and the load center is 24˝. PowerJak Pallet Trucks are loaded with performance, reliability and safety features. An ergonomically designed handle puts all controls within easy reach for maximum operator comfort and convenience. Forward- and reverse-drive switches are located on both sides of the handle to accommodate left- or right-hand operation. A turtle speed setting reduces drive speed by 50% for more precise positioning control when working in tight quarters. Dual articulating front casters provide smooth travel on rough or uneven surfaces. www.prestolifts.com ™

Keytroller unveils affordable remote equipment monitoring Countless companies are faced with the real and often costly predicament of how to monitor and track the location of their equipment in remote jobsites. Solving this issue, Keytroller, a designer, manufacturer and supplier of electronic safety and weighing devices, has unveiled the CYBERWATCH SAT – a satellite wireless hour, alarm and location meter designed for remote locations. Machinery is heavily used in remote locations like mines, logging sites, drilling rigs, off shore oil rigs and international ships. These applications typically don’t have cellular or WiFi connectivity and monitoring their usage is expensive and troublesome. Tackling these dilemmas, the CYBERWATCH SAT provides equipment monitoring from anywhere in the world, without the need for a SIM card or local wireless plan – at less than $40 per month. CYBERWATCH SAT utilizes the Iridium network and transmits up to six hour meter readings and six alarm readings with GPS location, once per day. www.keytroller.com

FIPA announces Varioflex® Bellows Suction Cups for material handling

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

Contact us at 800-708-9765 or 412-490-5311 44

www.MHWmag.com

April 2016

FIPA Inc., manufacturer of advanced vacuum technology, gripper systems, air nippers, tube lifters, and End-of-Arm-Tooling (EOAT), announces its Varioflex® bellows suction cups for material handling and packaging automation applications. Made of oil-, ozone-, and wear-resistant polyurethane composite material, FIPA’s SP-BX Series Varioflex bellows suction cups feature a dimensionally stable body (60° shore) that prevents buckling over a broad range of shear forces, and a soft, extremely low-marking sealing lip (30° shore) that delivers a perfect seal on surfaces ranging from oil-free metal sheets to hot injectionmolded plastics, and even rough or uneven surfaces, including cardboard and wood. Available with either 1.5 folds (SP-BX1) or 2.5 folds (SP-BX2), SP-BX Series bellows suction cups also deliver long lifecycles to reduce machine downtime, and outstanding holding force, recovery force, stability, and reset capabilities to accommodate systems with short cycle times. Available in diameters spanning 16 - 160mm, SP-BX1 Series Varioflex bellows suction cups have 1.5 bellows to compensate for material height differences, and stabilizing cleats that both enable fast acceleration and prevent the deep drawing of thin materials like sheet metal.

Available in diameters spanning 16 - 77mm, SP-BX2 Series Varioflex bellows suction cups have 2.5 bellows to accommodate material handling applications that require both height and angle compensation, such as the de-molding of injection-molded parts, and feature an optional filter disk between the bellows for 26 – 53mm diameter suction cups. Filter disks are included with SP-BX2 Series suction cups with diameters of at least 77mm, and rated operating temperatures for both SP-BX Series span 50°F - 122°F. www.fipa.com

New Products

Conceptual Innovations’ Drive Cart provides reduction in push force Conceptual Innovations, an engineering, consulting, and custom manufacturing firm, announced the development of a customized motorized industrial cart that alleviates the amount of force required to maneuver. The Drive Cart is a fully custom-built cart that can be designed to move up to 1.5 tons of material. Engineers at Conceptual Innovations, a subsidiary of Caster Concepts, developed an easy-to-use and accessible control panel with simple forward and reverse switches, an emergency stop button, battery meter and power light. The Drive Cart’s tow hitch disengages the motor, allowing the cart to be towed by bigger vehicles. Since the Drive Cart is built to order; no two are alike in design and use.

The drive cart is ideal for any industrial challenge that requires a powered cart. www.conceptual-innovations.com

Muller introduces New Raptor™ HPL turntable Muller, manufacturer of both equipment and material load containment solutions, will introduce the new Raptor™ HPL turntable wrapping machine at Modex 2016 in Atlanta, GA at booth #2968. This reliable, economical and intuitive wrapper has the added benefit of a branding tool built in with the Logo Wrap™ enhancement.

Previously only available as an option for the Octopus line of ring technology stretch wrappers, Logo Wrap enables users to protect pallet loads while simultaneously covering the product in custom messaging. The Raptor HPL is a heavy-duty, semiautomatic turntable that can wrap up to 35 loads per hour. The new machine boasts an easy to use control panel that provides the flexibility to create customized wrap patterns for each unique application. www.mullerlcs.com

More New Products available on www.MHWmag.com

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

www.MHWmag.com

April 2016

45

New Products

Simple, low-cost solution prevents pallet push-through

Graco announces LineSite™ remote monitoring solution

According to the National Fire Code Protection Association (NFPA) NFPA code 230, the flue space in between warehouse racking arrays must be kept clear. Adrian’s Safety Solutions recently introduced a low-cost and easy-to-deploy line of rack safety products designed to keep pallet rack flue-space clear. Insurance companies are requiring that a safety system be put into place to satisfy the fire code regulation. This leads warehouse managers to install costly rack protection systems which are difficult to install.

“Our rack safety products were born out of the need to prevent push-through on pallet racking,” said Steve Dew, president of Adrian’s, Inc. “We have spoken with a multitude of warehouse management professionals who are experiencing increased pressure from insurance carriers, as well as local inspectors, to keep the flue space clear.” “Our products require no retrofitting and can be deployed in seconds. We stock rack safety products in standard sizes for bays ranging from eight to 12 feet. Custom sizes are also available,” said Greg Hill, account manager for Adrian’s Safety Solutions. www.racksafetymadesimple.com

Graco Inc., supplier of fluid handling products and systems, announces the new LineSite™ remote monitoring solution, designed for use with Graco’s InvisiPac® Tank-Free™ Hot Melt Systems, which are ideal for reducing adhesive costs and boosting production in packaging industry applications.

LineSite lets users take control of hot melt dispensing equipment, keeping them in touch with operations by viewing the status of InvisiPac hot melt machines on the plant floor from a smart phone, tablet, or computer. With LineSite, operators can be confident of production quality by observing real-time performance and system parameters. With LineSite, operators can check temperatures, review critical performance metrics, view how much adhesive each line is using, and monitor machine diagnostics to prevent issues from causing downtime. Email notifications are sent when alarms or system setup changes occur, allowing users to respond immediately to potential faults and diagnose them remotely. www.graco.com

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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

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▶ 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 •

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Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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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

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April 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

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We also carry pumps, power steering units & valves.

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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

April 2016

49

▶ 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

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Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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▶ New • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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▶ 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

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inc.

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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)

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...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

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AFTERMARKET SERVICES Consulting Co., Inc. Experience the benefits of a full-time After Market Consultant at a fraction of the cost.

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▶ Transmissions

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Reman Transmissions, Drive Units, Differentials & Torque Converters

www.rldtrans.com

GET THE TOTAL PICTURE

Sentinel has the right convex mirror for you.

Campus Crafts

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www.MHWmag.com

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

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Phone: 508.991.6660

April 2016

Innovative Solutions for Material Handling Call Today: 330.723.4050 or visit www.RicoEquipment.com

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www.MHWmag.com

April 2016

51

ClearCap Covers Every lift should be equipped!

ClearCap Forklift Forklift Covers Every lift should be equipped!

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

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

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Advertiser’s Index 3D STORAGE SYSTEMS LIMITED. . . . . . . . . . . . . . 9

PRESTO LIFTS, INC.. . . . . . . . . . . . . . . . . . . . . . . 18

ADVANTAGE MATERIAL HANDLING, INC.. . . . . . 17

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3, 10

AFTERMARKET SERVICES . . . . . . . . . . . . . . . . . . 22

GATEWAY RACK CORP.. . . . . . . . . . . . . . . . . . . 42

QUANTUM STORAGE SYSTEMS. . . . . . . . . . . . . . 13

AIGNER LABEL HOLDING CORP.. . . . . . . . . INSERT

GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . 30

RHINO RUBBER, LLC. . . . . . . . . . . . . . . 19, INSERT

AKRO-MILS INC.. . . . . . . . . . . . . . . . . . . . . INSERT

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 44

RICO EQUIPMENT. . . . . . . . . . . . . . . . . . . . . . . . 51

ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 21

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 31

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 30

AMERICAN INDUSTRIAL TRANSMISSION INC . . . 41

HAMILTON CASTER AND MFG.. . . . . . . . 4, INSERT

SAVE-TY YELLOW. . . . . . . . . . . . . . . . . . . . INSERT

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 24

HANNIBAL INDUSTRIES, INC.. . . . . . . . . . . INSERT

SHOPPA'S MATERIAL HANDLING . . . . . . . . . . . . . 7

BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . . 8

HERKULES EQUIPMENT CORPORATION . . . INSERT

STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 29

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

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . 14

SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 16

CHARNOR INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 47

INDUSTRIAL POWER PRODUCTS, INC. . 20, INSERT

SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 39

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . 37

INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . INSERT

THE FORKLIFT PRO. . . . . . . . . . . . . . . . 25, INSERT

CONNELL FINANCE CO. INC. . . . . . . . . . . . . . . . 38

IRON BULL MFG. LLC. . . . . . . . . . . . . . . . . . . . . . 1

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 54

CONTINENTAL TIRE THE AMERICAS, LLC..35, INSERT

JH THOMAS INDUSTRIES LTD. . . . . . . . . . . . . . . 46

TRI-BORO STORAGE PRODUCTS. . . . . . 55, INSERT

CT PACKAGING SYSTEMS INC . . . . . . . . . . . . . . 12

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 40

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1, 13, 56

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

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

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

DESIGN STORAGE AND HANDLING. . . . . . . . . . . . 2

MHCONX.COM. . . . . . . . . . . . . . . . . . . . . . . . . . 27

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

DYNA RACK. . . . . . . . . . . . . . . . . . . . . . 8, INSERT

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 43

VALUE RAIL . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45

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

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

WEST POINT RACK, INC.. . . . . . . . . . . . 23, INSERT

EOSLIFT USA CORPORATION . . . . . . . . . . . . . . . 26

NUTTING . . . . . . . . . . . . . . . . . . . . . . . 36, INSERT

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 52

EVERGREEN INDUSTRIAL BATTERIES. . . . . . . . . . 15

PIONEER DOCK EQUIPMENT. . . . . . . . . . . . INSERT

ZIGLIFT. . . . . . . . . . . . . . . . . . . . . . . . . . . . INSERT

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

More advertisers & resources at www.MHWmag.com 52

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April 2016

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There’s a new rack in town…

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BOOTH 3163

100% USA MADE QUICK-SHIP PROGRAM UNIVERSAL TEARDROP DESIGN

DURABLE POWDER COAT FINISH

Tri-Boro Rack & Storage Products | THE SOURCE

800.633.3070 | triboroshelving.com

DOCK DOOR MONITORS DOCK DOOR MONITORS MONITORS

KEEP KEEP KEEP WITH WITH WITH

DOCK TRAFFIC WORKING DOCK TRAFFIC WORKING DOCK TRAFFIC WORKING SAFETY IN MIND! SAFETY SAFETY IN IN MIND! MIND! DOCK DOOR DOCK have a MONITORS DOCK DOOR DOOR MONITORS wall mounted armhave withaaa have MONITORS

EXTERIOR QUALITY SENSOR EXTERIOR QUALITY SENSOR EXTERIOR QUALITY SENSOR

Part Number Part Door Number Dock Part Number Monitor Ext

Dock Door Dock Door Monitor Ext Dock Door Monitor Ext Monitor Dock Door Dock Door Monitor Monitor

wall mounted arm allows with a swivel feature that wall mounted arm with a swivel feature that allows the Exterior sensor swivel feature that to allows the Exterior sensor monitor activity in ato trailer. the Exterior sensor to monitor activity a trailer.

As the fork truckin backs out, monitor activity in a trailer.

As the forkfltruck backs out, the bright strobe As the fork ashing truck backs out, the bright fl ashing strobe warns co-workers. the bright flashingThis strobe warns co-workers.

This model is available with an warns co-workers. This model issensor available with an Interior for interior model is available with an InteriorPlugs sensor interior docks. in for directly to a Interior sensor for interior docks.

Plugs in directly to a 110 Vac outlet. docks. Plugs in directly to a 110 Vac outlet.

110 Vac outlet.

# of Arms # of Arms 24" # ofswivel Armsarm

# of Lights # of Sensors # of Lights # of Sensors 1# strobe of Lights 1#exterior of Sensors

Audible Audible N/A Audible

Detection Range Detection Range 99.9% @ 35'Range Detection

24" swivel arm 24" swivel arm 24" swivel arm

1 strobe 1 strobe 1 strobe

1 exterior 1 exterior 1 interior

N/A N/A N/A

99.9% @ 35' 99.9% @ 35' 99.9% @ 35'

24" swivel arm 24" swivel arm

1 strobe 1 strobe

1 interior 1 interior

N/A N/A

99.9% @ 35' 99.9% @ 35'

Collision Awareness Products 1319 Howard Dr. West Chicago, Il 60185 Collision Awareness Products Toll1319 Free 888.324.1920 – Fax 630.876.1993 Collision Awareness Products Howard Dr. West Chicago, Il 60185

www.save-ty.com Sales@CollisionAwareness.com Howard Dr. West Chicago, Il 60185 Toll1319 Free 888.324.1920 – Fax 630.876.1993 Toll Free 888.324.1920 – Fax 630.876.1993 www.save-ty.com Sales@CollisionAwareness.com

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Seismic

Side Mount

We are committed to Post Protection!

Hidden Anchor

8 Unique Styles!

Food Industry

17 Variations of size and thickness!

OVER 6000 IN STOCK! Traditional

Poly

SAME DAY SHIPPING! Call us for a competitive quote.

Outrigger

877.728.3891

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TVH TVH is is the the worldwide worldwide leading leading supplier supplier of of quality quality replacement replacement parts parts and and accessories for accessories for the the material material handling handling and and industrial industrial equipment equipment industry. industry.

With With our our 10 10 distribution distribution centers centers across across North North and and South South America, America, we we are are able to reach 90% of the industrial equipment population in 1 day able to reach 90% of the industrial equipment population in 1 day ground service with over 7.5 million parts. ground service with over 7.5 million parts.