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An Employee-Owned Specialty Publications International, Inc. Magazine

June 2016


the website that’s


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Setting The Standard

For Over45 Years...

Quality Products • Friendly Customer Service • Availability

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


June 2016 • Vol. 37 No. 6


Dean Millius General Manager/Publisher

Human Element Caliper Corporation

Do outdated hiring and development practices bug you?

28 36

Cover Story Companies make safety a priority




John Walker

Have you ever regretted a purchase?

Bottom Line

Art Sobzcak

Getting them to buy at YOUR higher price

Your Business Wildeck celebrates 40 years

Industry News 22 Nuts & Bolts 30 Shifting Gears

Columns 14

Sales Trends

34 Industry Insight

Kathy Regan Editor

Valerie Vorwald Eric Faramus Graphic Designers

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

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Reader Resources 32 Classified

38 New Products

48 Source Directory

52 Advertiser’s Index

Garry Bartecki

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Alva Coffman Account Executive

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Cover Story Mary Glindinning

COMPANIES MAKE SAFETY A PRIORITY Accidents can be prevented, but forklift accidents still kill 85 Americans each year and seriously injure 35,000 more. Safety has been increasing, and the number of accidents have been decreasing. But there’s more to be done. Making sure only trained operators are on forklifts is imperative. “The fact is that one unsafe operator makes the entire facility unsafe for everyone,” said Terry Wickman, president of Keytroller. “It only takes one operator to injure one employee, and it only takes one operator to damage the facility to the point that the facility must be closed. “A very large nationally known hardware company found this out the hard way. One of their warehouse employees, who was not trained or authorized to use the equipment, decided to try his hand at operating the forklift in his area. Unfortunately he ran into the racking in the warehouse. The rack crumbled to the ground, but not before taking two other racks with it. Fortunately, the operator was not injured, but the warehouse was completely shut down for weeks due to damage to the facility and damage to product,” Wickman said. “Our systems are designed to instill accountability to all levels of the customer’s facility,” he said, “from ensuring that only trained and authorized employees are operating industrial equipment, to monitoring operating training to making sure maintenance is done on schedule. Camera systems record 20 seconds before and after an abusive impact or speeding event. This video improves accountability and as importantly can be used as a training aid,” Wickman said. “A lean operation requires another level of safety. When an employee is injured or a piece of equipment goes down, the lean operation is now taxed even more. The lost man hours and worker’s compensation cost, employee morale, as well as equipment downtime can and will have an adverse effect on the daily operation of a facility,” Wickman said.


June 2016

“It is each person’s, operator’s and manager’s responsibility to ensure that the employees are in fact operating a piece of industrial equipment in the correct and safe manner,” Wickman said. That begins before the warehouse is built. “One of the biggest trends in workplace safety that we’re seeing right now is safety at the forefront of facility design, rather than an afterthought,” said Aaron Conway, president of Mezzanine Safeti-Gates. “This early planning makes a huge difference in the facility operations in the long term, especially in areas in which workflow and automation are important.” When he started in the industry more than 20 years ago, safety was not considered in a facility’s design stage, he said. “Instead, we would get calls about unsafe areas after the facility was operational, and, in many instances, a workplace incident had taken place. In the past, operations and safety personnel were often at odds with each other, but over the last few years, they now are working together during the design stage until they are confident that they are creating a safe environment with smooth workflow. Proper safety guarding is being designed into the system, which has provided for much safer and more efficient operations in material handling facilities. “Twenty years ago, even the companies that understood the need for safety in their material handling environments would only focus on securing the highest risk areas while leaving other areas that may not get as much use improperly safeguarded. Now, we see company-wide initiatives and strategies focused on making the entire facility safe. Safety has become a bigger priority in the last few years,” Conway said. “I've noticed a decrease in workplace incidents. In the past, I would get calls throughout the year from companies reactively looking for a fall protection solution – there was often a workplace incident, typically someone falling from an improperly guarded pallet drop area. I don't get as many of those calls now; most of the calls are from companies who have proactively recognized the

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Cover Story unguarded pallet drop area as a safety concern, and are looking to secure it well before an incident happens,” Conway said. No employer wants to have damaged products, down time, or worst of all, an injured employee. “By the way, we don't call workplace incidents ‘accidents’ at Mezzanine Safeti-Gates, because accidents are something that can't be avoided. Our feeling is that all workplace injuries can be avoided with proper safety systems and training. “The reality is that companies do largely care about their employees and their wellbeing. You don't have to tell them that if an employee gets injured at their facility, that it will affect their business, and nobody wants to see people, especially their employees, get hurt. So instead of explaining the value of protection, my goal now is to be a problem solver by designing and providing the best solution for their facility and specific application. Most companies know where their problem areas are. They just need help fixing them,” Conway said. Last year, Adrian’s Safety Solutions introduced rack safety straps and nets. “A customer asked for it,” said Lee McCord, in sales and development for the company. “For a decade and a half we have developed effective and easy-to-use cargo securement devices for fleets through our Bednet® line. The branch manager of a fleet account pointed to his warehouse one day and asked ‘Can you do anything to protect my aisles? We had a pallet pushed in too far and it knocked another into the floor. Now I don’t sleep.’” “We, as cargo control experts, looked at this issue through a much different lens than a traditional material handling company



June 2016

would,” McCord said. “Fleets don’t have time to retrofit. Fleets can’t shut down. So why should a warehouse?” “We developed a concept, and simplified and simplified and simplified. Through a little inspiration and lots of perspiration, we developed a solution that installs with no tools, no retrofitting, and no additional hardware. One man can install an effective and inexpensive push through prevention system in seconds,” he said. “Once the concept morphed into a reality, we discovered how big a hole there really is in this market. There were two choices: either break the bank on product and its installation; or do nothing. Those days are over.” “The response to our launch has been amazing. And frankly, these rack safety straps and nets have been a game changer for warehouse safety. Instead of putting off the installation of a system or doing nothing, organizations can now effectively protect their people at a fraction of the costs. We have turned the market segment on its head,” McCord said. “Many of the safety items and systems developed 20-plus years ago were once viewed as overkill. Today, they are viewed as both obvious and essential. I sat on the wheel well of my dad’s pickup truck; my son has never not been buckled in. Society has bought in to safety,” McCord said. “Innovation will drive the costs of a safe workplace down. When a benefit has had a very high cost, like push through protection, only the very early adopters will use it. However, once the cost of that benefit is cut dramatically, it becomes more palatable to the majorities, and they will use it. The benefit will become both obvious and essential,” he said. “The trend is that the work place will become safer and safer. Looking into the future, I think those companies that can bring it all together and offer complete solutions at a competitive price will be top of mind for every safety manager.” And safety is a priority for other company officials. “In an orchestrated effort to increase safety in the workplace, companies are taking a greater focus on safety in the manufacturing facility, warehouse and distribution center,” said Brad McNamee, president of Warehouse Rack & Shelf. “This starts with a proactive campaign to make pallet racks, aisles and docks safer. Many companies will count the days that they go without an accident or injury. The benefits of workplace safety extend past the top priority of the worker’s health. They have a real financial impact on a company’s profitability. “Many customers are aware of OSHA safety requirements for their workplace, but surprisingly, many are not aware that the local building officials in their city also have requirements on pallet rack and shelving. Those requirements include seismic compliance and permitting of pallet racks you purchase, the types of decking you use in your racks, the design of cross aisles to the accessibility of exit doors,” McNamee said. “I believe accidents are decreasing due to increased regulations and the increasing number of requirements that are put in place by local municipalities that are designed to increase safety. In the old days, buyers would often request that I provide them a quote on the lowest priced used rack that was sky high with disregard to capacities and the effect of earth quakes. If I was a warehouse worker who was loading and unloading the racks, I would like to be confident that the rack could withstand the rigors of an earthquake without collapsing on my head. The engineers at the rack factories now make a point of designing rack to meet

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June 2016


Cover Story your local requirements and they make sure that the racks have sufficient capacity to support the loads being stored,” he said. “Safety products often pay for themselves in a very short time by reducing accidents and increasing life span of racks, shelving and material handling products,” McNamee said. “A wise old warehouse manager once told me that an investment in rack reinforcement and safety products on the front end will save you time and money on the back end. The cost of replacing just one damaged upright can exceed $1000 when you take into account that you will need two employees (likely working overtime) to unload, disassemble, replace damaged rack components and reload the rack. Especially when you take into account the shipping cost for that damaged 18’ upright. It would have been wiser to just invest in post protectors, end of aisle protectors and rack reinforcement that would have prevented the rack from getting damaged in the first place,” McNamee said. Prevention is the goal. “Most all our products are ‘active’ not ‘passive,’” said Chris Webre, president of Safety Systems and Controls. “In other words, we actively try to help prevent something from happening, not warn that it’s going to happen.” Transmission shift inhibitors and speed limiters reduce the likelihood of accidents, as do ignition interlocks and idle control systems. The company says its products are “safety, smarter and greener.” “With our Pace-One Speed Control, the trucks run at lower speeds, which is more efficient and we can control acceleration rates, which helps also,” Webre said. “We have a traction control




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system that can be added to our speed limiter kit, which limits tire spin. This cuts down directly on fuel consumption, improves tire wear and indirectly reduces fuel burned by reducing the time spent cleaning facility floors where tires leave burnt spots when they spin,” Webre said. Slower is safer. “Years ago we had the push toward slower travel speeds to reduce accidents and it has helped. If there was a loser in this scenario, it was productivity. Naturally it took longer for a fork truck to get from point A to point B. With zone speed control, we can provide the slower speeds where needed, for example at cross walks, outside lavatories or break room or where machinery is operating. In fact, we offer the ability to have up to four different travel speeds and as many speed transition zones as the customer desires.” So where slower speeds are needed, they’re met, but higher speeds can be used where there are fewer people or obstacles. And a transmitter creates a ‘temporary-mobile’ safe area. “It can be carried by individuals walking around a facility or carried by maintenance crews working in areas where vehicles travel,” Webre said. “Any truck that comes within 40 feet of an activated transmitter automatically slows to the truck’s slowest programmed speed. In addition to maintenance using it to slow traffic where they are working, the transmitter can also be put on a cone or maintenance truck to slow traffic around spills, accidents or temporary employee work areas. “Yes, employee safety is number one. On the cost side you have to look at hospital bills of the injured employee, down time of that employee, the damage to the truck, the damage to the facility, clean up time and expense, the cost of a replacement truck, the cost of the accident investigation, the potential increase in insurance and litigation costs.” Webre said. “It would be difficult to assign a dollar figure on it, but what about employee morale? After an accident, employees might start thinking is my employer providing me the proper equipment and training to do my job? If the answer is not a clear YES, then they might start questioning their commitment to the employer. Those companies that are pro-active on safety will get a much bigger bang for their buck than those that are reactive and implementing new safety initiatives after an accident,” Webre said.


FOR MORE INFO, CALL 800-826-0203


June 2016

Mary Glindinning is a freelance writer who has worked at daily and weekly newspapers for more than 20 years. She lives in rural Shullsburg, Wis. E-mail to contact Mary.

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June 2016



National Forklift Safety Day June 14, 2016

National Forklift Safety Day, sponsored by the Industrial Truck Association, serves as a focal point for manufacturers to highlight the safe use of forklifts and the importance of operator training. This special day provides an opportunity for the industry to educate customers, the public, and government officials about safe forklift operation. Forklifts, which are the most common type of powered industrial truck, originated in the United States in 1917. Since then, annual US sales have grown to more than 190,000 units. Forklifts are used to lift, move and place materials throughout our economy, offering load capacities from a few thousand pounds up to 90 tons. They are extremely versatile machines and operate in a wide range of indoor and outdoor environments. A wellmaintained forklift operated by a well-trained worker is critical to our country’s $165 billion material handling industry. Forklift safety has many aspects. The Occupational Safety and Health Administration (OSHA) enforces regulations governing the manufacture and operation of powered industrial trucks. The Industrial Truck Standards Development Foundation, which is accredited by the American National Standards Institute, administers the development of consensus safety standards for manufacturing and using industrial trucks. These standards reflect the considered judgment of industry, government safety officials,

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users, and private safety experts on issues of forklift safety. OSHA has incorporated these consensus standards by reference into the federal regulations. Updating the consensus standards and working to have them recognized in the federal regulations is an ongoing process. But safety doesn’t come from writing good standards and regulations, it comes from knowing and following them. In other words, it comes from awareness and commitment. National Forklift Safety Day is about enhancing our awareness and renewing our commitment to forklift safety. National Forklift Safety Day will be held from 9am-11am on June 14, 2016 at the Hyatt Regency Hotel on Capitol Hill, 400 New Jersey Avenue, Washington, DC. The event will feature speakers from OSHA and the National Safety Council, the Chairman of the Congressional Subcommittee having jurisdictional oversight for OSHA, and key industry representatives.

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12/21/15 1:41 PM

Aftermarket John R. Walker

Have you ever regretted a purchase? The term Buyer’s Remorse surfaced many years ago, by whom we do not know. What it refers to, we believe, is the remorse or “mental anguish arising from a past experience”. When tied to the word buyer it becomes the anguish concerning the buyer’s choice from whom he purchased the equipment. Did the buyer make the right decision? Did he make an educated choice? Or was the choice made because of a few bells and whistles, the color of the equipment or the products’ market position based on units sold? It is at this point, and particularly with a new buyer that other more important questions come to mind. Unanswered questions like: Does the dealer have the resources, personnel and facilities to take care of my needs and requirements after the sale of the equipment? In the equipment business, customers buy a product to fill a specific requirement or need for that particular customer. For the buyer, the equipment he has purchased is the means by which he provides his living; whether the customer is the owner of the company, whether or not he is the operator of the equipment, or whether he is the purchaser of the product the dealer is selling, they are all business people whose livelihood depends upon the equipment performing up to standard.

Customers as a general rule want to single source the equipment they purchase. They want to return to where they purchased the equipment for their product support needs. They don’t want to have to source parts, they don’t want to look for someone who can fix their equipment right the first time and they don’t want to go elsewhere for a rental unit. The customer in effect wants to return to where the unit was purchased for his needs and requirements after the sale. When queried as to what customers are looking for in order to dispel what we referred to as buyer’s remorse is: 1) Parts availability - they want a dealer who maintains and carries in stock the right parts, at the right time and at the right price, or is able to have the parts within 24 hours. 2) Service response time - they want a dealer who has the ability and quality of personnel to keep unscheduled down-time to a bare minimum. 3) They want trained personnel working on their equipment. 4) They want these quality trained personnel to be both friendly and reliable and available and ready to work on their equipment when the unit is down. I’ve had the opportunity over the years to do work for what I call world-class equipment dealers. Getting to know these dealers made it possible for me to talk and question customers as they came into the dealership.

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Aftermarket These conversations with customers became the fun part of my job. The questions and answers were face to face, enlightening and quite interesting. At the parts counter I might ask a question like: “Do you shop here for all your parts? Isn’t it possible that you can get a better price down the street?” The answer: “Yea, I buy almost 100% of my requirements here. I know in some cases I pay a higher price than I could get down the street, but these people have the parts on the shelf or can have them delivered to me by tomorrow afternoon.” Then I might switch the topic to the dealers’ service department, with a question like this: “Do you use this dealership for servicing your equipment?” To which the general reply may run something like this: “Yea, I get my service done here and sometimes I wonder why I’m paying a premium price ... $149.50 an hour, but then I know for certain when they fix it, it will be fixed right. They keep telling me that their technicians are the best there is and I can’t dispute it, because they have always done the job right the first time and best of all they are on-time and I have no argument with that ... they do a great job at servicing what they sell! Another thing is that when this dealer does the work they always alert me to any problems I may want to take care of now rather than later. They take care of me and my boss and that’s the important thing. We can’t afford to have our equipment side-lined or down all together.” Do you always get answers like this when you ask questions like this? Certainly, you know if I told you that praise is all you hear ... then you would have a hard time believing me. But think about this, what if you heard answers like this 50% to 65% of the time ... because that is what we see in world-class equipment

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June 2016

dealerships and that kind of praise brings equipment into your shop, pumps up your field work and sells a lot of parts. This provides a dealership with a whole lot of sales and profits and an increase in customer satisfaction indexes. This leads to an increase in customer retention, which leads to increased market share. Oh, by the way isn’t that why you (your dad, your grandfather or your greatgrandfather) got into the business of being an equipment dealer? Can you change your customers’ attitude over-night? Can you do away with buyer’s remorse in a couple of weeks? The answer is: probably not, because many of you have spent years taking customers for granted; putting up with employees who are merely reactive to customer’s needs. Many dealers have also spent years being primarily suppliers to their customers and have neglected being marketers of their products and services. But you can start right now changing the: a) dealership’s attitude and approach, b) changing the attitude and approach of your managers, (sales, parts, service, rental and used), then working to get every dealership employee on the same page with customer service, which in the long run drives customer retention. We have spent a lot of hours over the past fifteen years with equipment dealers trying to help them focus upon what we refer to as their unrecognized opportunity ... the dealership’s aftermarket. Most dealers can tell you the names of all their big customers, they know them by heart and generally mentally come to attention the minute that customer walks through the front door. They can tell you the number of dollars or number of units that customer purchased from the dealership over the past five years; without even looking up the numbers. Ask that dealer how much service business he brings into the shop yearly and he’ll tell you that’s a question for his service manager. When the dealer goes to the service manager to ask, he may hear something like this: “Oh, he has been doing his own service work for years and he’s got a shop bigger than ours and has his own technicians! We do hear from him from time to time when he’s having a problem and needs some information from our technicians. It was pointed out years ago that too few dealers take the time at the point of sale to ask the customer for his service business. Maybe, just maybe that is why many customers build their own shops and bring in their own technicians. They feel that since you didn’t ask for their business, you didn’t want it and therefore, since they know the unit is likely to break-down they make arrangements to do their own service work. Most equipment dealers are amazed when they look at their computer sales reports to discover just how many of their equipment customers are not purchasing their service from the dealership who sold the equipment. It is almost like dealers are not really interested in having this additional profitable business. I am told so many times that it is because: 1) We don’t have enough technicians to perform this work. 2) The customers believe our labor rates are too high and they get a lower price from the Independents or the shade-tree technicians. It is unbelievable the number of varying reasons why an equipment dealer’s Service Contribution to Total Sales is so low. But to be honest, the real reason is that those with low Service Contribution are simply not willing to focus upon their profitable opportunities, nor are they willing to truly market their dealerships’ capabilities to service the customers after the sale of the product.

Aftermarket It is the middle of the year 2016 and by the time you read this article, your business will be into its’ third quarter. How’s it looking for you? Does it look like it will turn out to be a mediocre year? You will have made up your business and marketing plans for the current year, six months ago, you figure you can wait another six months to change your plan. No you can’t! Draw your managers and employees together and tell them that basically everything you dealership does in the next six months will be focused upon your dealership’s profit opportunity of selling service to everyone of your customers who buys equipment from your dealership but decides for one reason or another to: 1) service the equipment himself, or, 2) have someone else perform the service for them. Try this: Pick out 10 to 15 of your equipment customers who are not using your service department and become determined to have them on your customer list before years’ end. Try this: Use every opportunity to sell your service: 1) before the sale of the equipment, 2) during the sale of the equipment and, yes, 3) after the sale of the equipment. Remember this that selling your service is a guarantee to increase your parts sales. I sincerely hope that you’ll pick up on the theme of this article and start looking at the opportunities your dealership has with your aftermarket. Stop being a doubting Thomas and believe that the greatest profit opportunity is in the back end of your business. If you are serious about changing and would like a “jumpstart”, email me at and ask for our short manual: Fourteen Steps for Increasing your Aftermarket Sales. It


is yours, free of charge, my parting gift to you, our readers. After you have read that manual and you feel comfortable in taking the next step, ask me for the manual: Enhancing Your Customer’s Buying Experience, you’ll be invoiced for this manual the amount of $19.99. Documents are emailed to your email address . . . if you are not satisfied with paying for the second document after you receive it, keep the manual but do us the favor of sending a short email ... telling us that the manual was of no value to your dealership. John R. Walker is president of Aftermarket Services Consulting Co. Inc. E-mail to contact John.

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June 2016


Bottom Line Garry Bartecki

Protect your most important assets Every business owner needs to protect their most important assets: their employees, their physical assets, their cash accounts. By employees I am including ALL employees ... outside sales, techs, clerical, parts department and all other internal folks. By assets I am referring to having adequate insurance, both liability and asset coverage that will provide replacement value and at the same time cover any claim issues without depleting other corporate assets. By cash accounts I mean the cost of replacing an employee or having one on extended leave or the costs incurred beyond what your insurance policy covers and/or the expenses incurred to defend a lawsuit. By assessing and mitigating risk a business owner can reduce exposure to costly events or potential liabilities. But in this day and age there is a cost of managing risk because it may require training, additional equipment, legal expense and possibly all of the above. Let's talk about employees who represent the company while outside of the office. These would be product sales people, product support sales people, outside service personnel, truck drivers and all other employees using their cars for some sort of company business. From a safety standpoint what could you do to protect these valuable assets?

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June 2016

How about a Phone and Texting Policy. A Phone and Texting Policy will protect all three categories of assets noted above. It will help avoid auto or other accidents from occurring, it will reduce shop incidents when techs are working on equipment, it will reduce liability exposure if there is a claim resulting for improper use of a phone or computer. Every state has their own set of rules regarding phone use. Truck drivers are subject to more stringent regulations. In short, there are both phone and texting restrictions to be considered as part of a company policy to be followed by ANY employee on company business. So let's review the phone and texting restriction rules that pertain to truck drivers: • Restricts the use of ALL hand-held mobile devices of commercial vehicles. • Restricts driver from holding mobile device to make a call, or dialing by pressing more than one button. • Drivers who use mobile phone while driving can only use hands-free phone located in close proximity. Drivers are in compliance if while following the restrictions noted above they utilize an earpiece or speaker phone function, or use voice-activated or one-button touch features to initiate, answer or terminate a call. As far as texting is concerned: • Restricts texting of any kind while driving. • Texting means entering text or reading text from electronic device. • Texting includes short message service, email, instant messaging, a command to access a web page, pressing more than one button to initiate or terminate a call using a mobile phone. From a risk assessment standpoint I don't see any reason not to apply these restrictions on every company employee while on company business. It is the smart thing to do and a win-win for both the company and the employee (and their families). If you don't have a formal written Phone and Texting Policy you should prepare one and have it distributed to each and every employee. Better yet I would have each one of them sign off on the policy noting that they read it, understand it and will abide by it while on company business. I assure you, your insurance company will compliment you for recognizing a very serious risk. In fact, send them a copy for their input before you make the document public. They will be glad to help. Is adopting this policy going to eliminate all auto or truck accidents? I don't think so, but what I know is the first thing the police will look at is the mobile devices in the vehicle at the time of the accident to determine if the driver was on a call, texting or dialing a number. Hopefully there were not because they are following company policy. As far as other safety issues are concerned I would remind you that employees that walk into the shop area should follow whatever safety features your insurance company requires. ... whether it be safety glasses, head gear, ear plugs, etc. New employees should be introduced to the shop area and the risks associated with that environment.

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We all need to protect our most important assets. We need to keep our good employees working. We need to reduce our risks related to employees out in the field for whatever reason. We need to protect our assets which in turn protects or employees. We need to understand our exposure for claims we are not covered for because of not being in compliance with the terms of the insurance policy. I suggest you sit down with a rep from your insurance company to review your risk management and ways to reduce further.

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June 2016


Nuts & Bolts

Acquisitions, expansions & other business news

Hyster-Yale announces acquisition of Speedshield

MSE-Forks rebrands as Meijer Handling Solutions

Hyster-Yale Group, Inc.announced that it acquired Speedshield Technology, Pty Ltd’s telematics installation and distribution businesses in the United States and the United Kingdom. This acquisition provides Hyster-Yale with the exclusive distribution rights of these businesses’ products in all areas outside of Australia. Following this acquisition, the acquired businesses will be rebranded as HYG Telematic Solutions. Speedshield Technology, located in Melbourne, Australia, is a provider of advanced and comprehensive telematics technology for material handling equipment, as well as other fleet vehicle applications. Today, Speedshield Technology is the sole authorized provider of telematics products to Hyster-Yale customers, under the Yale Vision and Hyster Tracker telematics product offering. Following the acquisition, Hyster-Yale intends to further develop its capabilities and enhance its efforts to service the fast growing market for telematic solutions and fleet data analytics for material handling fleets. The telematics application is currently offered in all new Hyster® and Yale® lift trucks and is able to be retrofitted into existing Hyster® and Yale® lift trucks, as well as lift trucks and allied equipment from other manufacturers.

Dutch manufacturer, MSEForks has recently rebranded as Meijer Handling Solutions. The company is most known as the pioneer in telescopic forks, more commonly known as KOOI-REACHFORKS® however, Meijer Handling Solutions also produces a wide range of other logistics solutions including pallet-less handling equipment, load transfer stations, hydraulic jib cranes, pallet dispensers and much more. A recent company announcement said, “the strong new name represents much more of what we do”. Mike Yacks, National Sales Manager for the Meijer Handling Solutions, Inc., (their US subsidiary), says, “our innovative attachments have become a standard option through many forklift OEM’s and of course they are well received for after-market implementation by distributors as they add value in the form of increased versatility”. Hendrik Meijer, CEO says “Decades of experience in the material handling industry combined with a highly skilled support staff has allowed MEIJER to develop the intelligence and necessary technical-know how in order to provide the best advice, service and support concerning your logistics issues. From forklift attachments to complex customer specific solutions, Meijer Handling Solutions knows what to do.”

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June 2016

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June 2016


Nuts & Bolts

MHI announces 2016 Innovation Award winners MHI recently announced the winners of the 2016 MHI Innovation Award competition. These awards were announced during MHI Industry Night at MODEX 2016 in three categories: Best New Innovation, Best Innovation of an Existing Product and Best IT Innovation. Finalists were reviewed by a panel of judges who determined the following winners in each category. • Fetch Robotics won the Best New Innovation Award for it’s Robot & Follow Pick • Intelligrated Inc., won the Best Innovation of an Existing Product for it’s Intellisort Cross-Belt – Dynamic Discharge Compensation • RAM Mounting Systems won the Best IT Innovation Award for it’s IntelliSkin™ & GDS Technology™ A total of 98 innovations were submitted by MODEX 2016 exhibitors for the competition with four finalists named in February in each category. The MHI Innovation Award serves to educate and provide valuable insights on the latest manufacturing and supply chain innovative products and services. The MHI Innovation Award contest defines innovation as a new product, product line, technology or service or new application of existing products or technology that create quantifiable and sustainable results in terms of ROI, cost savings and customer satisfaction.

MAUSER announces acquisition of Berenfield Containers MAUSER Group, announced the acquisition of Berenfield Containers by its US subsidiary, MAUSER USA, LLC. Established in 1914, Berenfield Containers operates six manufacturing facilities in five cities in the United States, producing a variety of steel and fiber drums. The Berenfield operations will be combined with the MAUSER network of twenty North American drum and IBC plants to offer improved service, support, and reliability to the combined customer base. This acquisition further demonstrates MAUSER?s commitment to invest in steel and fiber drum capabilities in North America in order to provide a broader geographic footprint and an expanded product offering for its customers. “We are excited to add Berenfield’s highly experienced team and locations to expand MAUSER’'s manufacturing capabilities in the United States,” remarked Glenn Frommer, President and CEO of MAUSER USA, LLC. “Our customers expect a high quality global standard for packaging, available in locations convenient to their operations, and Berenfield Containers has offered this high level of service and support for more than a century. We are delighted to add innovative manufacturing capabilities and a broader range of products including a wide range of drum sizes to the MAUSER portfolio.”

Penske and Golf Channel activate multi-platform branding campaign Penske, transportation and logistics solutions provider, has teamed up with Golf Channel for a new #MovingDay presented by Penske multi-platform branding campaign that encompasses Golf Channel's coverage of "moving day" across the world's professional golf schedule each week this season. The new collaboration further enhances Penske's digital marketing strategy, which supports its full-service truck leasing, truck rental and logistics business units, and includes digital, social and on air enhancements across Golf Channel's platforms. In golf, "moving day" is a commonly used term to describe the penultimate day, traditionally Saturdays, of a four-day tournament. Golf competitors on "moving day" strive to move up the leaderboard in order to set themselves up for success in the tournament's final round. "Activating our brand across Golf Channel's coverage of golf's 'moving day' is an organic and effective way to raise the profile of Penske, because every day is moving day for people working in transportation and logistics," said Sherry Sanger, Senior Vice President of Marketing for Penske Truck Leasing. "This activation aligns closely with our brand and helps us reach key business decision-makers following the dramatic storylines each Saturday in the world of golf."


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Type: MISCELLANOUS Make: Cushman Model: Haulster 84059 Year: 2010 Capacity: 2,400 lbs. Description: 3 speed auto transmission, gasoline Suzuki engine, 48 x 72 flatbed, full cab, heater

Type: IC Big Cushion Make: Hyster Model: S155FT Year: 2013 Capacity: 15,500 lbs Mast: 122/244T Details: LPG, 4Way

Type: IC Pneumatic Make: Mitsubishi Model: FG30N Year: 2009 Capacity: 6,000 lbs. Mast: 85/186T Details: NS engine, side shift, forks, low hours Type: IC Cushion Make: Yale Model: GLC050VX Year: 2008 Capacity: 5000 lbs Mast: 87/185T Details: Side shift, forks

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June 2016


Human Element Caliper Corp.

Do outdated hiring and development practices bug you? Would you “Believe” Cher belted out the top song of 1999? So says Billboard, authority on all things pop music. Not far behind her was Smash Mouth, who made the musical “All Star” team (just that one time). But as we got distracted by “Livin’ La Vida Loca” and feared the impending Y2K bug, our sights should have been trained on another type of bug: the cicada. Each group of the winged insects (known as a brood) reemerges in predictable 17-year cycles; the present one last visited us in 1999. Forget the original Guns N’ Roses lineup reuniting for the first time in forever; these noisy cicada creatures are set to start their own long-awaited comeback tour of the American northeast next month. For those who don’t remember their last great hit, “The Mating Song of 1999,” (seriously, that’s what the sound is all about), it’s worse than an ‘80s hair-metal power ballad. Sadly, for those who like to live in the past, almost none of the chart-topping musical acts of 1999 have the staying power of the cicada (which are referenced in Homer’s Iliad, people!). And companies that haven’t updated their hiring practices since the days of “… Baby One More Time,” well, their talentmanagement strategies may need fixing the same way Britney Spears needs Auto-tune.

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

• How do you know if your means of hiring and retaining employees is dated? Are you using a scientifically valid tool that uncovers people’s workplace motivations? • Do you factor in a candidate’s potential (rather than simply experience) when making hiring or development decisions? • Are your job titles synced with competency models that get at the heart of a position’s crucial responsibilities? • Is analytics playing a role in challenging your best employees, perhaps even opening up avenues for stretch assignments? If you answered “no” to most of these questions, chances are your talent-management practices could benefit from an update. While we lived through computer bugs, and actual bugs, and came out of 1999 relatively unscathed, the dawn of the new millennium has brought the impact of the multigenerational workforce, the Great Recession of 2008, lean staffing, and automation—all of which have seriously changed the way companies do business. Seriously, the World of Work has changed greatly since we last danced to TLC’s “No Scrubs.” And those who haven’t introduced a more sophisticated tool to mine their human capital are way behind the times. Luckily, with a trusted partner that offers a variety of robust talent-management options, anyone can begin the process of modernizing their hiring and development practices. Don’t wait for the cicadas’ return in 2033. Get started now! About Caliper - For nearly half a century, Caliper has been helping companies achieve peak performance by advising them on hiring the right people, managing individuals most effectively and developing productive teams. The accuracy, objectivity and depth of our consulting approach enable us to provide solutions that work for over 25,000 companies. To find out more about how Caliper can help you identify and develop people who can lead your organization to peak performance, please visit us at or call us at 609-524-1200. Email to contact Caliper.

Aftermarket Services Consulting Co., Inc.

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June 2016


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June 2016

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June 2016


Sales Trends Art Sobzcak

Getting them to buy at YOUR higher price I was looking at a couple of pieces of office furniture from different dealers. One was more expensive than the other, but I liked it better. The sales rep with the more expensive furniture was good. He asked lots of questions, knew my buying motivators, and pretty much had gone through the process I teach for dealing with resistance and objections. Even though I knew what he was doing, it was natural and conversational, as it should be. He knew I liked it better, and that I didn’t have a valid reason for not buying what I really wanted, other than trying to get a deal. After I hemmed and hawed awhile about hesitating because of the price, he said, “Two years from now, after you have been enjoying this for a while, and have forgotten what you paid for it, do you think you will have made the right choice?” Wow, what a great question! Of course I bought it. In one of my first corporate-life sales positions, a wise trainer said to me, “There are no price objections, only value questions.” So true. Here are a couple of ideas to use when faced with someone hedging on paying your higher price, after you have learned the real reason for objecting, and have asked questions to create some doubt. (Of course you could adapt the one the guy used with me.)

“Something I suggest people in your situation do is to project out a year or two, and then think about how they would answer the question, ‘Which choice will I be happier with, and will have profited from?’” Another variation: “If you were able to travel out to about two years into the future, and look at the decision you’re about to make, what do you think it would be?” I heard a sales rep use this next line, and although you’d really need to be careful with who you used it with, it does present its point nicely: Prospect: “Your product costs more than the others out there.” Sales Rep: “So does a Jaguar. It really gets down to what you really want. Let’s talk about that.” It’s likely that if your prices are higher, there’s a valueassociated reason for it. Learn what is important to your buyer, match your results to their wants, and you find that price is not as much of an issue. If you ever get shot down or lose deals because of objections, you are missing out on sales you can and should have. Make 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 Email editorial to contact Art.

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June 2016

June 2016


Shifting Gears

Industry personnel and organization news

Yale celebrates exceptional performance with Dealers of Excellence In recognition of its top performing dealers, Yale Materials Handling Corporation announces its 2015 Dealer of Excellence award recipients. Yale® dealers play a critical role in driving maximum value for end-users through their materials handling expertise and responsive support. This award honors their leadership and commitment to the highest levels of performance in all functional areas of their dealership. Winning dealers must meet rigorous operating standards and performance criteria, exhibiting a commitment to quality in customer satisfaction, new unit sales, aftermarket, service, rental, engineered products, training and general management. Yale reassesses program requirements annually to ensure standards keep pace with evolving industry demands.

2015 Dealer of Excellence Recipients • Alta Equipment—Eastern MI, Steve Greenawalt • Berry Material Handling, Joe Wilson • Black Equipment Company—IN, Scott Bonnell • Burns Industrial Equipment—Pittsburgh, PA, Christopher Burns • Eastern Lift Truck, Mike Pruitt • Fairchild Equipment—North WI, Gary Fairchild • Hilo Materials Handling Group, Steve LoPiccolo • Insley-McEntee Equipment Company, Philip Robinson • MacKinnon Equipment and Services, Sandy MacKinnon • Medley Material Handling Company, Mark Medley • MH Equipment—St. Louis, MO, John Wieland • Northland Industrial Truck Company (NITCO)— Boston, MA, Alan Hammersley • Riekes Equipment Company, Duncan Murphy • Yale Carolinas—West, Gray Wheeler • YES Equipment and Services—WI, Cliff Anglewicz The Yale Dealer of Excellence award recipients were honored with a special celebration on April 15, 2016 at Sea Island Resorts in Sea Island, Georgia. This marks the 22nd year that Yale has honored its highest performing dealers with the Dealer of Excellence awards.

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UniCarriers Americas announces winners of 2015 Aftermarket Excellence Awards UniCarriers Americas Corporation (UCA) announced the winners of its Aftermarket Excellence Program (AEP) Awards for the past fiscal year, ending March 31, 2016. The AEP is designed to reward and recognize those dealers who have achieved the highest standards of aftermarket service. UniCarriers Americas dealerships that participate in the Aftermarket Excellence Program strive to achieve challenging performance standards across eight categories. Among them are business planning, employee competency and customer satisfaction. As a result, dealerships become more successful by providing their customers with skilled technical service, more efficient work order processing and billing, as well as higher overall quality products and services. UniCarriers Americas introduced its Aftermarket Excellence Program in 2014, replacing the Service Excellence Program that was established in 1995. With AEP, program requirements are even more challenging. The program incorporates comprehensive parts metrics, giving dealers the tools to create a foundation on which to build a solid aftermarket offering and strong parts and service teams. “It’s been proven that applying best practices in aftermarket excellence can produce higher profitability, greater market share and stronger customer retention,” said Josh Landreman, senior manager product support, UniCarriers Americas. “AEP provides UniCarriers brand dealers with measurable tools to implement a variety of principles covering technical training, customer service and parts growth practices. UCA will continue to identify areas for improvement and this year will be no different. With the help

of AEP, UCA will work with dealers to achieve success through sustainable, profitable growth.” Dealers who exceled across all eight AEP categories were recognized for their efforts by achieving one of four award levels: Platinum, Gold, Silver and Bronze. Aftermarket Excellence Award winners 2015 Platinum level: A.M. Davis, Midlothian, Va. Carolina Material Handling, Greenville, S.C. CFE Equipment Corp., Jessup, Md. CFE Equipment Corp., Norfolk, Va. CFE Equipment, Richmond, Va. Darr Equipment, Houston, Texas Montacargas Galeria, Monterrey, Mexico J.M. Equipment, Fresno, Calif. Lift Solutions, Grand Island, Neb. Lift Solutions, Omaha, Neb. M&L Industries, Metairie, La. Power Machinery Center, Bakersfield, Calif. Power Machinery Center, Oxnard, Calif. Quality Forklift Sales & Service, Shakopee, Minn. Select Equipment Sales, Buena Park, Calif. Sunbelt Industrial Trucks, Dallas, Texas Tri-Lift NC, Greensboro, N.C. Union Machinery, Union, Mo. Vegusa (MSB), Leon, Mexico Continued on page 33

June 2016


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Shifting Gears Gold level: Capital Equipment, Hartland, Wis. Carolina Material Handling Services, Columbia, S.C. Forklift Systems, Nashville, Tenn. Forklifts of Minnesota, Bloomington, Minn. J.M. Equipment, West Sacramento, Calif. J.V. Equipment, Edinburg, Texas Lift Solutions, Aurora, Colo. Lift Solutions, Sioux City, Iowa Lift Solutions, Sioux Falls, S.D. National Lift, Memphis, Tenn. Norlift of Oregon, Inc., Portland, Ore. North Coast Lift Truck, Mentor, Ohio Silver level: Equipment Inc., Jackson, Miss. Forklifts of Michigan, Inc., Grand Rapids, Mich. H&K Equipment, Inc., Coraopolis, Pa. Montacargas y Baterias Industriales, Chihuahua, Mexico Morrison Industrial Equipment Co., Elkhart, Ind. * Bronze level: Accurate Forklift, Inc., Santa Rosa, Calif. * Distribuidora Nissan, Bogota, Colombia K-Lift Service Company, Salinas, Calif. Lift Truck Sales & Service, Knoxville, Tenn. LPM Forklift Sales and Service, Inc., Bethany, Okla. Maquinanas, Lima, Peru Piedmont Forklift Handling, Statesville, N.C. Tampa Forklift, Inc., Tampa, Fla. “Congratulations to all of our Aftermarket Excellence Award winners!” said Landreman. “We would like to especially honor both of our first-time participants in AEP that received an award for FY15.” * Indicates first-time participants in the Aftermarket Excellence Program that had not previously received honors in the Service Excellence Program.

Crown Equipment earns Excellence in Ergonomics Award for forklift design Crown Equipment Corporation recently earned the Excellence in Ergonomics award from the Fork Lift Truck Association (FLTA) for the Crown SC 6000 Series electric counterbalanced forklift. Known as the “Archies,” the FLTA awards are designed to encourage and reward examples of excellence throughout the forklift industry and, according to the organization’s website, are regarded as one of the most prestigious awards presented in the United Kingdom. This year’s winners were announced at the FLTA Awards for Excellence ceremony on February 27, 2016 in Telford, England. Steve Stewart, director European branch operations, Crown Equipment, accepted the award for Crown. “Each of our finalists represents a significant advance in forklift development,” said Peter Harvey, FLTA chief executive. “Through their efforts, they contribute to making operations safer, more efficient and more environmentally friendly for generations to come. We are delighted to recognize and reward their fine efforts.” The Crown SC 6000 offers a number of features that help improve operator comfort and performance in tough conditions, including new soft and hard cab options. The rugged design of the hard cabin and the two-way sliding, locking windows on the clear view doors improve operators’ control of their working conditions. The soft cabin features an acrylic top and rear window and doors that can be rolled up or down as weather conditions change. A steer axle featuring robust steel construction and super elastic tires for use indoors and outdoors both increase the durability of the forklift while helping create a more comfortable ride.

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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. United Fac Inc East Peoria, IL Class 4 Toyota Sun Commodities Inc Pompano Beach, FL Class 3 Crown Butterball LLC Garner, NC Class 3 Yale Class 1 Yale John Morrell & Co Greenfield, IN Class 2 Raymond Class 3 Raymond Weyerhaeuser N R Co Federal Way, WA Class 5 Combilift Class 5 Taylor Class 5 Cat

 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. 40 40

Toyota Inds Commercial Fin....405

M B Fin Bank...........................20

Wells Fargo Bank.....................258

Zions Credit Corp.....................20

33 33

Banc of Amer Lsg & Capital......91

Wells Fargo Eqt Fin...................16

Nissan Motor Accept Corp........56

Farm Credit Lsg Svc Corp.........15

25 22 3

PNC Eqt Fin.............................40

Huntington Tech Fin Inc...........14

De Lage Landen Fin Svc............38

Vision Fin Grp Inc....................10

Toyota Motor Credit Corp........34

Agstar Fin Svc.............................8

G E Credit Corp.......................27

SCG Capital Lsg..........................8

Bank Of The West......................22

J M Eqt Co.................................7

Lasalle Sys Lsg Inc......................22

Taylor Lsg Corp...........................6

22 12 10 20 17 2 1

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June 2016

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

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


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Wildeck celebrates 40 years Material handling equipment and safety products manufacturer, Wildeck, Inc., a subsidiary of Holden Industries, a 100% employee-owned company, will mark a major milestone and celebrate its 40th anniversary throughout 2016. The company was established in Waukesha, Wi. in 1976 and has evolved to become the only U.S. manufacturer of structural steel platforms, vertical lifts (VRCs) and safety guarding products in North America. Wildeck products optimize facility space for manufacturing and material storage and provide for the efficient and safe movement of goods between levels. Wildeck’s highly respected Wilgard® brand of safety guard rail provides protection for personnel and inventory in warehouses, distribution centers, manufacturing operations and many other facilities. “We are extremely proud and thankful to have served a diverse range of customers for all these years and have no plans to slow down,” stated Wildeck’s new president, Greg Larson. “We are a 100% employee owned ESOP Company and that pride of ownership is reflected in the work we perform every day to ensure that our customers’ projects run smoothly.”

Medium duty. Conforms to ‘industry standard’ impact rating.

Wildeck is currently undergoing a thorough facility remodeling to modernize and streamline operations and provide space for the new employees it has been hiring. Plans are also in place to double company sales in the next four years and introduce numerous new products to strengthen its market position as a preferred supplier of storing, lifting, guarding and access products. Company confidential sales and new product details were not revealed. When renovation is complete in late spring or early summer, Wildeck is planning a gala open house for all employees and their families to top off its year-long 40th anniversary celebration. Wildeck designs and manufactures standard and custom industrial steel work platforms (mezzanines), manually-operated and automated material lifts (VRCs), and performance-proven safety guarding products sold through a dedicated and experienced network of customerservice-oriented dealers and systems integrators nationwide. According to Hubert Schlegel – director of marketing for Wildeck, “No other company designs and manufacturers such a comprehensive variety of products for industrial and commercial material

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THREE LEVELS OF PROTECTION. THE CHOICE IS YOURS. More guard rail designs than any other U.S. manufacturer. When it comes to protective guard rail for your facility – you now have three powerful choices to protect your equipment, machinery, and most importantly, your people.With the expansion of Wildeck’s industry-leading Wilgard® guard rail brand, the new Wilgard® XT, MT and LT offer a wide range of impact resistance to best fit your application. One tough family. Three levels of protection. The choice is yours. 800-325-6939 | WWW.WILDECK.COM ©Wildeck, Inc. 2016

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Brady announces new IEC electrical plug lockout device

Rite-Hite LED Countdown® provides timely safety

Brady, a global leader in industrial and safety printing systems and solutions, today announces its new IEC Electrical Plug Lockout. By preventing power from going to the socket, this device is the ideal tool for preventing tampering with office equipment, computers, peripheral equipment, power supplies and any equipment that utilizes a standard C13 3-prong electrical power outlet. “For enhanced electrical safety in your workplace, Brady’s new IEC Plug Lockout is an effective and easy-to-use lockout device,” says Tom Campbell, global product manager, Lockout Tagout for Brady. “It combines reliability, a compact, portable size and simple, plug-and-twist installation to effectively lock out sockets. Brady’s plug lockout can serve to either prevent unauthorized access for security purposes or as an energy isolation point lockout device to keep employees safe from electrical energy during maintenance.”

The new LED Countdown light communication system from Rite-Hite uses LED lights to let workers know exactly how much time there is before a high-speed door closes. Sometimes a few seconds can mean the difference between a serious accident and efficient operations. Now standard with all RiteHite FasTrax High-Speed Doors, the LED Countdown works in conjunction with the door’s internal timers. When the door is approached, an up arrow will signal that the door is opening. A white box will appear when the door is in a fully open position. Once the forklift or personnel exit the door’s threshold, a timer will count down. Numbers will appear in white lights until two seconds remain; then the number appears yellow. The actual time for white and yellow lights is adjustable by the end user. This is a pre-announce indicator, cautioning that the door is preparing to close. Once the red downward arrow appears, the door will shut until it is reactivated again. This system is an alternative to – or can be the perfect complement to – high-speed doors that use clear plastic vision panels. LED Countdown timers are typically placed just outside of the door’s frame, but they can be set up anywhere that promotes the easiest visual for forklift operators and personnel. LED Countdown joins a full Rite-Hite lineup of light communication devices, which includes LED Pre-Announce and LED Virtual Vision. All three communication devices can be retrofit to work with most Rite-Hite doors.

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June 2016

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Some protective eyewear now available for cleaning professionals-as well as those in construction, manufacturing, warehousing, and other industries-are known as “Z87 safety glasses.” Z87 refers to ANSI Z87.12010 certification, which is a certification found on some protective eyewear. This is an important certification to look for, according to Vicky Adams, Category Manager - Gloves and Safety for Impact Products, manufacturers of protective eyewear and other safetyrelated products for professional use. And workers in some work environments are now required to select only eyewear that are marked ANSI Z87.1-2010 certified. This protective eyewear will have a “Z87” marked on the eyewear itself. “This certification and marking means the [protective] eyewear has been tested and proven to minimize if not prevent eye injuries as a result of such things as impact (airborne objects that could hit the eye), radiation, chemical splash, or welding.” Adams encourages cleaning professionals to look for Z87 certification when selecting protective eyewear because it also ensures that the glasses have been tested to protect the eye from a variety of different hazards that might be encountered on the job.


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June 2016


New Products

Crown Equipment introduces next-generation work assist vehicle

New product keeps forklift operators cool and productive all summer long

Crown Equipment Corporation introduced the Crown WAV 60 Series designed with features to help achieve a greater level of safety, efficiency and flexibility for applications where ladders are typically used to access high places, such as those found in retail and manufacturing settings. Better known as the Wave®, the Crown Work Assist® vehicle is ideal for workers receiving, shipping and stocking/shelving small loads and/or products in busy, confined spaces, as well as order picking and order fulfillment. It can travel and lift simultaneously so operators can move efficiently around a facility while raising and lowering to the appropriate heights in one smooth, seamless operation. The Wave’s AC drive motors and controls increase travel speeds to 5 mph and provide more responsive acceleration and maneuverability. The on-board operating system enables optimum performance and control through intelligent coordination of operator prompts, lift/lower operations, steering and braking, performance levels and other vehicle systems. The Crown WAV 60 Series, which can be easily charged via a standard 110V power outlet, offers a number of safety features designed to help ensure operator safety while boosting ease of work and productivity.

The summer of 2015 was the Earth’s hottest in recorded history, according to National Oceanic and Atmospheric Administration (NOAA), and record heat is expected once again for the upcoming summer of 2016. With yet another scorching summer upon us, it’s imperative that both employers and employees are aware and prepared for the dangers of heat stress. Workers exposed to extreme heat (both indoor and outdoor) may be at risk for heat stroke, which can lead to serious illness and even death. Forklift operators are especially at risk, since they often perform long shifts in these conditions. Under the General Duty Clause, Section 5(a)(1) of the Occupational Safety and Health Act (OSHA) of 1970, employers are required to provide their employees with a place of employment that “is free from recognizable hazards that are causing or likely to cause death or serious harm to employees.” The courts have interpreted OSHA’s general duty clause to mean that an employer has a legal obligation to provide a workplace free of conditions or activities that either the employer or industry recognizes as hazardous and that cause, or are likely to cause, death or serious physical harm to employees when there is a feasible method to abate the hazard.

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SICK launches microScan3 Core safety laser scanner SICK, manufacturer of sensors, safety systems, machine vision, encoders and automatic identification solutions for factory, logistics, and process automation, announced the launch of the microScan3 Core safety laser scanner. The microScan3 Core is a compact safety laser scanner with a 5.5 m range and an industry first 275° scanning angle ideal for area and access guarding. The microScan3 features patented safeHDDM™ (high definition distance measurement) scanning technology that filters out nuisances like dust and ambient light. This scanning technology based on time-of-flight improves scan accuracy when faced with dirty environments, weld sparks, or cross talk—resulting in better reliability and less downtime. In addition, the microScan3 Core features new, intuitive software for easy configuration, as well as pushbutton diagnostics which ensure that troubleshooting has minimal impact on production. The microScan3 Core also features M12 standard plugs, a USB connection, and system plug for easy configuration cloning, which reduces cabling costs and downtime in the event of scanner damage and replacement.

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New Products

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Overloaded forklifts. We’ve all seen them. Counterbalance trucks may be overloaded to the point that steer axles barely touch ground. Man-up pickers sway dangerously in the aisle. And side-loaders nervously kneel as a load is deposited. MSEForks recently changed their name to Meijer Handling Solutions because they manufacture so much more than Kooi ReachForks and RollerForks! The company recognized a need for a dynamic monitoring system to prevent lift truck overloading and possible tip overs. Meijer Handling Solutions began offering their Overload Protection System to more accurately predict and warn when lift trucks are in danger of tipping over. FLEX-OPS can easily be installed on any lift truck and displays in real time the percentage of dynamic load or “moment” compared to the lift truck’s maximum capacity. When the maximum capacity of the truck is reached, FLEX-OPS gives an audible and/or visual warning. The operator can react to correct the overload condition and prevent tip-over before it occurs. FLEX-OPS is a unique FLEXible Overload Protection System.


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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June 2016


New Products

The Dealers’ Source For Portable RacksTM • Saves valuable floor space for other use. • Supports thousands of pounds. • Move more material with fewer moves. • Stacks 4-5 high. • Nest or knock down when empty. • Custom designs are our specialty. Stock program available on some sizes & designs.

Contact Dyna Rack for your customer’s storage needs. 800-939-3962

Muller LCS introduces high profile turntable stretch wrapper Muller LCS, manufacturer of both innovative equipment and material load containment solutions, introduces an economical solution for wrapping pallets with its new RaptorTM HPL high profile turntable stretch wrapper. The Raptor HPL is an intuitive and reliable wrapper that has the additional benefits of having Muller’s popular branding tool, Logo WrapTM, and a roping device built in. Logo Wrap, previously only available as an option for the Octopus line of ring stretch wrappers, will promote one’s brand on pallet loads, reduce tampering of product with its one-of-a-kind film, shield product visibility and can be applied anywhere on the load. In addition, Logo Wrap minimalizes waste and labor typically involved with hand-applied stickers and labels and maintains its durability by withstanding the outdoor elements. The roping device feature further ensures greater load containment by tying the load to the pallet. “The new Raptor HPL was designed to provide more personalization in our innovative wrapping solutions, while providing the same level of efficiency, simplicity and safety our customers have grown accustomed to in our Raptor semiautomatic and automatic stretch wrapper models,” says Neil Weisensel, Brand & Marketing Director, Muller LCS.

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 Email: 46

June 2016

QUALITY& VALUE For Over 50 Years

Power Steering Units Cylinders Pumps Valves

New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts



June 2016




For a direct link to these websites, visit 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


▶ 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



Sentinel has the right convex mirror for you.

Campus Crafts

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

(800) 255-4109

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


▶ CONTAINER STORAGE ▶ Container Options •

• •

(800) 255-4109

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

800-939-DYNA (3962)

▶ 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 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web:

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


June 2016

PH: 800.251.3382 Fax: 931.486.0316


Flight Systems Industrial Products Remanufactured Controls


• Partnered With Many Leading OEMs • ISO Certified For Quality Management • Serving The Industry For Over 40 Years • 1-800-333-1194


▶ PARTS ▶ Emissions Analyzer

Reman Engines/Gas, LP & CNG


(800) 255-4109

Engines, Cylinder Heads, Parts

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

▶ Manufacturer/Suppliers (New) • (800) 255-4109


▶ Manufacturer/Suppliers (Rebuilt)

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



▶ Steer Assembly (Reman)

(800) 255-4109 ▶ Pallet Truck


Steer Axles EZ-Lift Quality Scales and Scissorlifts too Chicago & CA Stock

ATLAS INTERNATIONAL LIFT TRUCKS 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web:

▶ PARTS ▶ Cylinders–Hydraulic

Hader Industries 262-641-8000

▶ Tires/Wheels





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

Website: • E-mail:

▶ 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 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web:

877.638.6190 |

June 2016




Dealer Only Quick Ship Pallet Rack

(800) 255-4109

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



• •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

800-939-DYNA (3962)

▶ New • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

800-939-DYNA (3962)






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




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

Website: • E-mail: 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) 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


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:

▶ Transmissions


Reman Transmissions, Drive Units, Differentials & Torque Converters


Sentinel has the right convex mirror for you.

Campus Crafts

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

Fax: 508.991.7330 • •



Phone: 508.991.6660

June 2016

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


American Industrial Transmission Inc. 20395 Hannan Pkwy. Walton Hills, OH


Fx 440-232-8142


June 2016


PowerStak by Presto PowerSta TM

Powered Stackers for Every Customer r In Stock fo nt me ip h S te Immedia

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. For details call 800.343.9322 or visit

15-152 PowersStack Ad for MHW.indd 1

5/4/15 2:17 PM

Advertiser’s Index

3D STORAGE SYSTEMS LIMITED. . . . . . . . . . . . . 21

FINDADISTRIBUTOR.COM. . . . . . . . . . . . . . . . . . 43



FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3 ,14

PRESTO LIFTS, INC.. . . . . . . . . . . . . . . . . . . . . . . 52


GATEWAY RACK CORP.. . . . . . . . . . . . . . . . . . . 22

RICO EQUIPMENT. . . . . . . . . . . . . . . . . . . . . . . . 41

AFTERMARKET SERVICES . . . . . . . . . . . . . . . . . . 26

GEEKS ON SITE. . . . . . . . . . . . . . . . . . . . . . . . . . 16

RUSH TAX RESOLUTION.. . . . . . . . . . . . . . . . . . . 37

ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 20

GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . 40

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 12


H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 12


ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 42

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 47

SHOPPA’S MATERIAL HANDLING . . . . . . . . . . . . 23

BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . 20

HAMILTON CASTER AND MFG.. . . . . . . . . . . . . . 19

STEEL KING INDUSTRIES, INC. . . . . . . . . . . . . 8, 10

CHARNOR INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 38

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . 17

STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 53

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . 45

JH THOMAS INDUSTRIES LTD. . . . . . . . . . . . . . . 44

SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 31

CONNELL FINANCE CO. INC. . . . . . . . . . . . . . . . 37

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 38

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 25


KEYTROLLER, LLC. . . . . . . . . . . . . . . . . . . . . . . . . 7

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 55

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

MEIJER HANDLING SOLUTIONS. . . . . . . . . . . . . . . 9

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1, 17, 56

DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . 46

MHCONX.COM. . . . . . . . . . . . . . . . . . . . . . . 24, 27

UNITED CONTACT . . . . . . . . . . . . . . . . . . . . . . . 18

ENGINE POWER SOURCE . . . . . . . . . . . . . . . . . . 15

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 46

WEST POINT RACK, INC.. . . . . . . . . . . . . . . . . . . 35

EOSLIFT USA CORPORATION . . . . . . . . . . . . . . . 30

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

WILDECK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 36

FB CHAIN LIMITED . . . . . . . . . . . . . . . . . . . . . . . 42

NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44

WY’EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 28

PRODUCTS FOR INDUSTRY. . . . . . . . . . . . . . . . . 29

More advertisers & resources at 52

June 2016



The Perfect Blend of Performance

Moves Material Faster Carries Heavier Loads Provides Greater Comfort

“Call US”

For an Exceptional Price!


IMIZED PERFORMANCE 999 Wells Street | Lake Geneva, WI 53147 | Ph:888.734.7687 |











PACO1.COM | 888-796-7278 | SALES@PACO1.COM



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!

316 E 7th Street N Newton, IA, 50208


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

Material Handling Wholesaler June 2016  
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