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An Employee-Owned Specialty Publications International, Inc. Magazine

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September July 2016

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September 2016 • Vol. 37 No. 9

22

26

Columns

12

Feature Story

Your Business

Eileen Schmidt

AMETEK Prestolite Power is more than a manufacturer

Dave Baiocchi

Customer loyalty

36 Shifting Gears

Reader Resources

Dean Millius General Manager/Publisher Alva Coffman Account Executive Kathy Regan Editor

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

Spencer Birkenholz Graphic Designer

art@MHWmag.com

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

ADVERTISING CALL 877.638.6190 Email: dmillius@MHWmag.com • acoffman@MHWmag.com Material Handling Wholesaler reserves the right to reject or cancel any advertising for any reason, at any time. Advertisements that simulate Material Handling Wholesaler editorial matter in appearance or style or that are not immediately identifiable as advertisements are not acceptable.

SUBSCRIPTIONS: Third class subscriptions are free to qualified

42 Classified

47 Source Directory

46 New Products

50 Advertiser’s Index

Corey Hall

Save money by demystifying B2B transactions

Aftermarket

Relationship and sales advice in closing, following up

32 Nuts & Bolts

“The evolution continues...” Garry Bartecki

10

Art Sobzcak

Industry News

Cover Story 4

Sales Trends

firms. First class: $89.95 per year. Foreign First Class: $415 Surface: $310 per year. Mexico and Canada Surface $145 Airmail $175. Single copies: $10.00 each.

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In the next issue ... How to increase brand recognition, value and marketing

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September 2016

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Cover Story Garry Bartecki

The evolution continues We are all in the rental business. And what we rent is being rented from OEM’s direct, independent rental companies, OEM dealers and the national equipment rental companies. I myself spend a big chuck of my time in the equipment rental business. What I see in the construction equipment rental business is annual equipment cost increases but rental rates or overall $ utilization not able to keep up with these cost increases. This got me thinking about how rental metrics measure performance, and when you stop to think about it the one BIG RENTAL METRIC we spend the least amount time on is the COST of the rental unit. We study time utilization. We study $ utilization, but mostly related to rental rates. We promote long-term rental programs with maintenance, or without if that is what the customer wants. We also measure maintenance performed and charge for pick-up and delivery. I have to agree that the lift truck market is coming back, but is still not to where it was before the Great Recession. I am not predicting any big growth increase in this industry because our economy is in stagflation mode with the GMO predicting very small or negative real returns over the next seven years. Your customers are going to feel this pinch and be looking for ways to improve profits and overall ROI. I have to believe they will be applying these criteria to any lift truck purchases they make and that these changes are already moving into your markets. I know of customers not willing to sign long-term contracts, those who only want to pay as you go re maintenance, those expecting you to make the equipment last longer through a planned maintenance and refurbishment program. URI and other rental companies are already taking steps to increase the time a unit spends in the rental fleet. Add three more years of rental and watch your ROI on the unit increase by 33% (per URI shareholder data.) Adding time in the fleet works but requires a different approach to maintenance…you may have to adopt the program to account for the additional hours being put on the unit and at the same provide the same uptime as you expect from a five-year program. Can it be done? Of course it can be done. We all know ROI increases if we add additional rental income into the equation. But if you want to stick to a five-year plan the way to increase ROI is to reduce the COST of the unit in the rental fleet. You can buy used units to put into the fleet and lower the cost of the unit, or you can develop a two-tiered refurbishment 4

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September 2016

program to prepare units for the rental fleet or the used equipment inventory. OEM’s that sell to the rental market are already developing these type of programs. The OEM’s are taking in core units and running them back through the production department and selling them at a substantial discount to new including a warranty and financing availability. Studies are also being done to establish how the end user market will react to these type of programs. It appears that a 30% discount will attract a lot of customers. These are for OEM units including the warranty and financing, and I have to assume the OEM’s are doing ok as far as margins go. Dealers can provide similar programs but probably will not provide the same type of warranty or financing. Consequently, at this point in time, additional discount would have to be offered to get significant customer support, and it appears that discount would have to be in the range of 50% of new. Doable? Yes, if you plan to do this from the time you get your new units into the fleet. Keep up with the maintenance and be prepared with tech staff and parts availability and plan to make it an eight-year unit. After eight years you can perform the stage two upgrade to either sell the


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September 2016

5


Cover Story unit or put it back into the fleet for another five years and maybe longer. I know some dealers who went through their reclaimed rental units. They didn’t replace the engine but you couldn’t tell the difference between this unit and a new unit. The paint was perfect and they replaced just about everything you could see….seats, chrome, tires, etc. and had no trouble getting these units out on rent for a very competitive rental rate that delivered above average ROI. The rental company where I work recently went through four customer units (cost about $100,000 ea.) and replaced all hoses, electronics, tires, etc. We billed them about $30,000 each and they have machines that will last at least another five years if not more. Cost was well below new cost. Rentals would have cost them $25,000 per year per unit. This process just made this customer a lot more profitable. We are also refurbishing our rental units to add to their life in the fleet. We inspected the units, estimated time and materials, and are turning these over in our own shop. I have to confess we have techs that all rate a “10” and our results so far are costing between 5-10% of cost. Heck that is a couple months rental to get another three years out of the unit. Based on these results we are cutting back on new unit purchases. If the market still sucks a few years from now we can also initiate tier two refurbishment where we could get another five years out of the unit or sell it for a nice margin.

With both the digital equipment and telematics now available the maintenance portion of the problem should be solved. We should be able to keep machines running longer because they are being maintained better. But if you adopt this program you have to deal with the management issues that go along with it. • There will be accounting problems • There will more techs required • There will be technology requirements • •

You will be buying more parts You will have cash going out that may not be financeable • And, of course, there are tax issues Thought it was going to be easy…..well, think again. I suggest for accounting purposes that this type of program requires a solid “capitalization program” to help determine what expenses get expensed and what expenses add to the life of the equipment. If you don’t do this you stand a chance of murdering your bottom line which will make the bankers nervous. The IRS wants you to capitalize as much as you can but will live with a formal capitalization policy that you stick with. In fact, this type of document is now required. Ask

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September 2016


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Cover Story your CPA for some examples if you don’t have one. There may also be state and local tax issues related to use taxes etc. Techs will be key. Techs at all levels to spread out the work to the right experience level. You will have to find them, train them and keep them. If you can’t do that it will be tough to refurbish equipment and care for the fleet at the same time. You could, of course, send out the units to a repair facility to do the work, but that would increase your costs, or maybe not if they are better at it than you are. Technology primarily means telematics…..having a system that really works, and knowing what to do with it. Extending the life of rental unit’s demands telematics capability to keep machines running. The big issue in the room is financing the program and getting your bank to re-load a unit from five-year-old status with a value of 30-40% of cost, to one where you can finance your rehab cost for another three or four years. This will also require that you discuss this program with an appraisal firm that will properly value a unit you made a significant investment in. With proper maintenance records and unit history you should be able make the necessary adjustments to satisfy the banks. I believe this is where the entire equipment industry is heading. Rental is getting more popular, but it is also changing with customers wanting to avoid fixed costs. So dealers can offer less costly rental options if they extend the life of current rental units and/or refurbish rental units to extend the life for another ten years. They can also offer refurbished used units at a substantial discount from new and hopefully can provide both a warranty and find a bank for financing. And, of course, dealers can offer refurbishment services for customer owned equipment. The used airplane market is a perfect example of this type of scenario. I owned a very nice plane for 25 years and sold it for three times what I paid for it. Because of FAA requirements the plane had to be inspected and repaired once a year, have the engine replaced when the “numbers” said it was required and had updated technology installed to fly in FAA airspace. Know what? If I bought that plane back I could climb right back in it again and head for the hills without much work required to make it safe. There are thousands of these planes out there being used on a daily basis, many of them build from the 1930’s on. If your lift trucks were maintained in similar fashion your need for new units would drop dramatically and your ROI’s would be off the chart. The evolution continues. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.

8

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September 2016

Win a limited edition chain wear gauge Material Handling Wholesaler and FB Chain will be giving away 30th Special Edition anniversary Chain Wear Gauges to five Wholesaler readers to celebrate their 30th anniversary All you have to do is register now through August 31st at www.chainweargauge.com/ mhwmag. That’s it. This limited edition gauge enables you to track chain wear at each service and take the necessary action. Register to win today! No purchase is necessary to enter. Winners will be announced in the October issue of Material Handling Wholesaler.


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September 2016

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Feature Story Corey Hall

Save money by demystifying B2B transactions As a merchant service provider we can only assume businesses are uninterested in learning about card processing savings for two reasons: a lack of knowledge about how credit card processing works, or, those never ending cold calls. Before you hang up, let us demystify at least one major chunk of the credit card processing enigma. Sorry, we can’t help all those other guys lose your number. Credit Card transactions typically pass a minimum of three pieces of data; card numbers, expiration dates and three-digit security codes. What many businesses do not realize is that there are as many as twenty five additional fields of data that can be passed with each transaction. By passing this enhanced data known as Level II and Level III data, you are lowering the risk in the eyes of the card brands and lowering the true cost. Some may not be aware that every credit card has its own interchange rate or cost that ultimately contributes to the bottom line of running business. True cost Interchange rates are as low .05% while others can be as high as 3.50%. Typically, B2B purchases are made with corporate, business and purchasing cards, which typically have the highest rates in the industry. There are solutions available that can lower your B2B costs by 1%. The catch? Usually a monthly service fee that will help you save thousands while also simplifying and increasing the safety of your B2B sales. For example, at Preferred Payments, we have a robust virtual terminal that will store customer’s information for future sales, automatically recognize business, corporate and purchasing cards and pass the corresponding Level II and Level III data required for the lowest rates, as well as provide detailed

10

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September 2016

reporting making your accountant and bookkeepers lives much easier. The wholesale industry differs from the typical face to face retail transaction and for this reason you do not need a clunky credit card machine taking up counter space. The only equipment you will need to take advantage of this virtual terminal is an internet connected device, whether it’s your office computer, tablet or smart phone. While we understand that the annoying phone calls, pages full of numbers and bad experiences of hidden fees and contracts have many business owners skeptical, you need to find a provider that you trust. While the “if it ain’t broke don’t fix it” mentality may not have led you wrong thus far, it could be costing you a substantial amount of money. About the author Preferred Payments has been a provider of B2B payments and technology for over 10 years. As a direct processor we have eliminated the middle man and pride ourselves on our hands-on approach when working with our clients. Direct accountability is the foundation of our business model, this means no overseas call centers or hours spent on hold to answer a simple question. As a Preferred Merchant you also receive a direct account representative, a merchant account custom-tailored to your specific needs and transparent rates that are locked in for the life of your business. Feel free to check out Preferred Payments B2B solutions and if you have any questions or would like to contact us we’d be more than happy to arrange a demonstration with your business and show you just how simple it is to save thousands of dollars.


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32,900 lbs. 3”x 3” Column 13GA HS

37,800 lbs 3”x 3” Column 12GA HS

36 42 48 54 60 66 72 78 84 90 96

18800 17600 16000 14300 13000 11700 10300 9100 8000 7100 6400

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47600 42900 37800 32800 28700 26000 23000 20400 18100 16100 14500

Above components meet or exceed current AISI & RMI capacity & deflection specifications. Contact factory for first level beam spacing greater than 96 inches.

Professional Grade Racking Stock Solutions Quick Ship Rack

Common Frame Add-0ns and Options: Double Posting 1 leg or 2

Intralogistics Optimized Rack

Recommended for high traffic areas, at minimum 60” high. Impact protection and capacity gains.

HD Frame Splice Kits

HD splice kits feature outer wrap and inner splice matched pattern mounting plates.

8” x 8” by 3/8” Base Plates

Common in seismic areas and where tall height to depth ratios require additional anchoring.

Welded Deflecto Guards

Available in bolt-on or welded in 4” to 60“ height2.5”x2.5”x1/4 “ structural angle.

Nesting Shims (foot plates)

Per RMI guidelines, rack frames must be plumb to achieve specified capacity. Anti-spin, 1/8th thick.

Deck Spec: 15/8” at top 21/2” at bottom

2.5”

3.5”

4.125”

4.625”

5.125”

SB250 4205 2675 1965 1505 1330 1190 960 670

SB350 7000 4655 4420 3385 2995 2675 2165 1505

SB418 9060 6025 5730 5005 4510 4025 3260 2265

SB458 10860 7225 6870 6005 5645 5325 4340 3020

SB518 12600 8515 8100 7080 6660 6280 5645 3920

Heights:

Length: 48 72 84 96 102 108 120 144

6”

6.5”

SB600 SB650 12600 12600 10990 12515 10450 11910 9135 10410 8590 9790 8110 9240 7285 8300 5875 7160

1. Capacities are shown per pair of beams for Uniform Distributed Loads (meeting RMI 2012 cap guidelines). 2. Beams over 114” should be tied across middle to prevent lateral beam spread/rotation- contact dealer for info. 3. Beams over 90” that support non-waterfall/ flanged or tek screwed decking should be tied together (Consider UA206 crossbars). 4. Full loads per above chart reflect lesser of bending vs. L/180 deflection criteria.

Common Beams Add-0ns and Options: 8” HD 4 Rivet Endplates

All SB650 beams feature 8” endplates but also used for HD applications, some seismic, and single beam level installs.

Infinitely Adjustable Endplates

Commonly used in gravity pallet & carton flow to provide conveyor support where slopes vary.

Replacement Spring Safety Clips/Pins

Standard clips are factory installed and powder coated. Replacements are ZINC coated and in stock- Grav. Pins.

Alt. Beams: Sq/ or Rect. Tube Structural “C”

Manufactured to spec-from HD tube/structural channel beams to light duty hand stack small profile box beams.

Capacity Labels

Operators should be aware of safe load capacity limits Labels are available or spec for in house production.

Row Spacer/ Wall Tie

Cross Bar Supports

Reel Holders

Fork Entry Bars

Post Protectors

UA201/2/3/4

UA206

UA212

UA215

UA217

Standard duty 201/ 203 series row and wall ties are 14 GA galvanized. 202/ 204 HD are tubular powder coated. Both inc. frame hardware only.

When hi-quality rack-able pallets are used, UA206 Cross Bars offer added safety for misplaced or skewed pallets.

Store/ dispense spooled product. Accepts upto 1.75 inch diameter axles. Sold in pairs.

Sheet stock, or any product non-palletized product, can be stored and supported on 3.5” tubular supports.

Recommended for high traffic areas, at minimum aisle entry points. 1/4” thick steel, multi height with 4 anchor holes.

Back Stop Beams

End of aisle guards

Wire Mesh Decks

Solid Steel Decks

Wire or Net Rack Back

UA222

UA225

WMD DxL

SSD DxL

10 GA Steel or Net

UA222 Back Stop Beam Assemblies come in 3 pc kits. 1.5” square tube bolts to 12 GA Bkts. Offsets to spec.

Similar to UA217 post protectors, one leg is long and allows 1/4” thick steel to run depth of upright for protection.

We stock Made in USA Wire Mesh Deck. 42”/48” deep decks feature cut channel style while 24”/36”=flared.

In applications where heavy point loading is expected, we manufacture 12 GA solid deck with tubular supports.

Full steel mesh wire rack back or netting combined with UA222 Pallet Back Stops (net) protect adjacent traffic areas.

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UNIRAK STORAGE SYSTEMS

Hi-Gloss, Durable Powder Coat Finish Our high strength steel racking components start with a multi-stage phosphate bath prior to electrostatic coating then baking. The result is an abrasion resistant finish second to none.

STOCK SOLUTIONS QUICK SHIP RACKING Frames: Part Number

Height (in) by Depth (in)

Capacity (in lb)

UFL18

96 x 24

16,000

UFL29

144 x 36

21,200

UFL18

96 x 42

16,000

UFL18

120 x 42

16,000

UFL18

144 x 42

16,000

UHF29

144 x 42

21,200

UHF29

192 x 42

21,200

UFL18

96 x 48

UFH29

144 x 48

Part Number

Length (in)

Capacity (in lb)

SB350

48

7000

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96

3385

SB418

96

5005

96

7080

SB518

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108

6280

SB518

120

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SB600

144

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Wire Mesh Decking: Part Description

Standard: Vista Green Upright & Safety Orange Beams

Red, yellow, 100’s of RAL colors and custom color matching is available and quoted to spec. Galvanized Hot Dip Zinc Coating Meets ASTM A 123-12 For high humidity, outdoor or abusive environments, your rack can be Hot Dip Galvanized.

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Size (depth by width,in)

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Wire Deck

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2500

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42 x 46

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11


Aftermarket Dave Baiocchi

Customer loyalty Last month I talked about how the needs and expectations of the customer should define the boundaries of good customer service. We discussed how anticipating a customer’s needs can take your dealership’s service offering to a new level. Once we secure the trust of the customer and persuade him that we have his back, he is less likely to cede to the siren call of the cheap PM or the lower rate of a competitor. This month I want to expand on the subject of customer expectations, and how they extend to far more than the relationship the customer has with your service technicians. Every person in your dealership that has the occasion to interface with a customer is given the unique opportunity to build their own brand of customer loyalty and trust. The sales department is always looking for these connections, as you would expect. We discussed the service department’s unique opportunities last month. But there are several other departments that have an ability to add weight to the customer loyalty scale. Many of these opportunities go unrecognized by the dealership, but they are important components to building customer allegiance, and moving the customer’s perspective from personal relationships, to corporate trust. When we create coordinated multiple touch points of excellence that resonate with a customer and over-deliver on his expectations, we start to move the needle from satisfied customer to advocate.

In our own dealership we have a couple of suppliers for which we, as customers, willingly play the role of advocate. During the time when we were negotiating our first deal with one of these vendors I asked the supplier to include a certain clause in the contract assuring us of our rights to cancel the contract for ANY REASON within the first year. I had also asked this of every other company vying for the business. Everyone else we had spoken to had responded with either a resolute no, or a watering down of this request to include certain conditions or a longer time frame. We asked this vendor to include this caveat just like all of the others. Instead of employing denial, or launching into a negotiation, he simply asked why we would require such a onesided proviso. We gladly explained that we had been through two prior vendors in the last eight years who simply did not perform as agreed. In both cases, proving the vendors ineptitude was an arduous procedure, and was predicated on several points of subjective reasoning. Extracting ourselves from these contracts was a long and very difficult process. For these reasons, we did not want to be tied to a contract for another 5-year term if for any reason our new provider could not, or would not deliver what they had promised. The supplier listened without interrupting, and then asked if he could excuse himself so that both he and his manager could

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Aftermarket consult with each other regarding our request. We agreed. After a short break he returned and offered to include the provision in our contract without alteration or negotiation. We inquired as to why they would allow this when none of their competitors would even come close to accepting this condition. It was then that the supplier said something that resonated with me. He said, “Because, we want you to be a CUSTOMER FOR LIFE. This is important to you. You’ve been disappointed and mistreated. We get that. If we can’t prove our value to you in a year….then you have every reason to fire us. We said we understood your needs. We said we could meet them. Since we are dedicated to never losing your business, we should be able to let YOU decide whether or not that job is being done.” Over the years, many people have told me what I tell customers all the time’ “We appreciate your business.” This company took that to a completely different level. It went past appreciation. This organization viewed our business as critical to their success. It was a must win for them. They were willing to push their risk far above the field in order to secure us as a customer for life. Here is the point to the story. Life went on, problems arose, and the opportunity for this company to either sink or swim presented itself. This company however had the foresight to connect the dots within their own organization. EVERYONE who interfaced with us was made aware of who we were, and what we represented. Priorities and commitments were understood. Expectations were clear. Whether it was the upper management, the sales guys, the delivery man or the billing

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department, they were all on the same page and they were able to find success where so many others had failed. We were stunned. Our perspective not only on how we viewed suppliers, but ALSO on how we started to view customers was forever altered by the customer for life example demonstrated before our eyes. It’s not hard to imagine why we became long term advocates instead of just satisfied customers of this particular supplier. Turning to my own organization and assessing our own customer relationship skills, I believe that it is prudent, if not necessary to periodically assess if we are operating in a fashion that constantly supports the customer for life (CFL) philosophy. Most importantly, do we have the communication tools in place to effectively translate to each team member the promises and commitments we have made to our customers? Do we have mechanisms to translate the urgency and importance of performing to the pre-determined standards of excellence that the customer demands and expects? Can we connect the dots like they did? Think of all of the venues and platforms that need to be managed to create a culture that ensures that everyone is on the same page. Think of all of the needs the customer may have that are yet unrealized because we have not assigned the customer a seat at the CFL table. What customers do you have right now that are being touched by multiple departments? Your customers could very easily interface with employees from sales, parts, service, administration, credit, warranty, training, transportation and billing. I listed nine departments that would ALL need to be on the same page, and understand ALL of the commitments and expectations of these selected customers. It’s a tall order. It takes coordination and commitment.

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Aftermarket The payoff however is well worth the effort. Having advocates instead of satisfied customers puts the power of multiplication in play. Advocates don’t just do business with you. They actively support, defend and promote you to the people inside their circle of influence. Your sales effort moves into overdrive and you didn’t have to hire a single person! In effect, you have just increased your sales coverage, and perhaps might have access to customers that you never expected you might have opportunities to serve. We ourselves have performed this type of cross pollination many times in the past nine years since we first became this vendor’s CFL. We also have been the recipient of the benefits derived from our own group of CFL’s. This relationship is also bi-lateral. Not only do we promote our supplier’s services to our associates; our supplier also promotes OUR dealership to HIS other clients. This connects clients on multiple levels, and does so through trusted relationships. Let’s face it. Business gets so much easier when we can use the natural power of advocacy to open the doors that are usually only pried open by other, less effective methods! If you don’t have a current group of CFL’s, you might want to start setting the table. Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 33 years in the equipment business as a sales manager, aftermarket director and dealer principal. Dave now consults with dealerships nationwide to establish and enhance best practices, especially in the area of aftermarket development and performance. E-mail editorial@mhwmag.com to contact Dave.

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Human Element Caliper Corp.

Employers - look to behavioral competencies when hiring Though there’s little indication that long-term, repetitive experience in a given role equates to strong performance in a similar role at a different organization, many companies continue to disregard intrinsic motivation and diversity of experience as factors in improving individual and team results. Of course, certain skills require time to develop. In an era of declining workforce participation, however, it might benefit some organizations to look beyond standard hiring practices and consider putting less weight on experience and more weight on behavioral competencies. An investment in training high-potential, raw employees pays far higher dividends for your company than letting a so-so performer tread water indefinitely. Last month, the President’s Council of Economic Advisers published a report showing a 60-year decline in male workforce participation in the United States, leading

to a participation rate lower than that of nearly every other developed nation. According to Bloomberg, as many as one fifth of American adults between age 25 and 54 are “sitting on the sidelines,” despite expressing a desire to work. A multitude of complex factors are involved that fall beyond the scope of a blog post, but some key conditions driving the downward trend are automation, globalization, lack of experience/education for in-demand positions, and the way the U.S. labor market is structured. Automation technology is not going away, nor is increased globalization. Employers, on the other hand, may discover that not getting hung up on “5-7 years’ experience” could expand their talent-development options considerably. Imagine you have two candidates for a corporate Project Manager role, but instead of looking at resumes, you must rely on a report of their respective behavioral competencies.

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Human Element Candidate A scored highly in Planning and Priority Setting, Information Seeking, and Quality Focus, behavioral competencies research has proven important in effective project management. Meanwhile, Candidate B’s results suggest critical limitations in those areas. With nothing else to go on, you would likely choose Candidate A. Who wants to spend half the day chasing the new PM around fixing mistakes and becoming frustrated at the disorganization? In a reverse scenario, you must rely on resumes and don’t have access to behavioral competencies. Candidate A only has two years supervising a retail warehouse, while Candidate B has worked as a project manager in your specific industry for eight years. You might dismiss the first candidate out of hand for lack of experience, thus missing out on the superior long-term performer. This second scenario is the norm and plays out every day in the business world. Long-term experience may not be that significant when you consider how many employees do just enough to get by or who are carried along by the effectiveness of others. At Caliper, we often have conversations with our clients about

“experienced” managers who are ineffective but stay afloat thanks to the strong supervisors and foremen below them. By changing focus from experience to behavioral competencies, employers aren’t going to singlehandedly improve workforce participation in a statistically significant way, but a philosophical shift might help move the needle in a positive direction and, at the same time, provide wider access to high-potential talent. 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.

For more Human Element articles go to

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Sales Trends Art Sobzcak

Relationship and sales advice in closing, following up While pouring myself a cup of coffee in the break room of a company where I was doing some onsite training, I couldn’t help but overhear two women in a spirited conversation.

You might not close a sale on every customer contact, but if you are continuing to pursue a prospect, you should indeed get some type of commitment every time.

“Yeah, he just couldn’t make a commitment.”

If a prospect suggests they alone won’t or can’t make a decision, or make one now, they might be brushing you off.

“Oh, I hate those kind.” “What a wimp. Every time I tried to get a definite answer, he would get all wishy-washy with me.” “I know the type. I’ve had those too.” “So, whaddja do?” “I dumped him.” “Good for you. You can’t waste your time like that.” A coworker, also overhearing the conversation, teased, “What’s the matter ladies? Relationship problems?” “No, bozo. I’m talking about a prospect who kept putting me off. So I finally asked him if he would ever make a decision and he said no. That’s one less prospect I need to chase.”

If you can’t get a commitment from them, even a minor one, it’s pretty likely they have no intention of ever doing anything. On the other hand, if they are sincere, they’ll have no hesitations about committing to some type of action before the next contact. For example, consider the scenario where you’ve questioned, made a presentation, and the prospect says, “I really can’t do anything myself. It’s going to be Jan Smith’s decision. I’ll talk to her and get back to you.” Left at that, you likely wouldn’t get this person’s enthusiastic support. Consequently, Jan wouldn’t do cartwheels upon hearing it either. Instead, to get a commitment from this person you could say, “Do you personally like the idea?” “If it were your decision, would you go with it?”

Wow! Good for her.

“Would you be comfortable recommending it to Jan before I call?”

Resonant Dealer Services www.resonantdealer.com David Baiocchi 209-652-7511 dave@resonantdealer.com

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Sales Trends Their answer provides your answer regarding whether they’re worth pursuing.

“When you do have an overflow situation that requires bringing in temporary help, will you call me to provide those people?”

The future event situation

Be sure they’re not stalling you, and then go for the strongest commitment you can get today which will move you closer to the sale.

Let’s say the prospect tries putting you off because they’re waiting for a future event. For example, “We can’t do anything until we get our new computer system.” To deal with this, first, draw on your logic to discern whether that event should even affect what you sell. For example, acquiring the new computer system shouldn’t affect the exterior landscape service you provide. You could ask in a justifiably confused way.

Continue having 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.

“I guess I’m not following you Mr. Prospect. How are those two decisions related?” Some stallers throw out any excuse–some, absurd–to get salespeople off the phone. Most work quite splendidly because they’re not questioned. On the other hand, if their future event must precede the purchase of what you sell, you should get commitment he/she will buy from you when that event takes place.

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“When you do get your new system installed, can I be the one to provide that maintenance contract?” “When you do decide to open it up for bids, can I be one of the first to receive the Request for Proposal?”

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Your Business Eileen Schmidt

AMETEK Prestolite Power is more than a manufacturer It is a solutions provider. “About every month there’s a situation from the field where we evaluate a need a customer has and we work with them to develop a solution,” said Jim Lichtenberg, business manager of the Ohio-based industrial battery charger manufacturer. “It could be a small tweak of what we already have or something that becomes a new option,” he said, describing the process that lead to the new high-frequency charger called ‘Atlas’ that the company is releasing to a partner in the Mexico market.” Prestolite Power will modify current technology to fit the function of what the customer needs, and with that, fill a need in the regional market as a whole, Lichtenberg said. It is this kind of product development Prestolite Power prides itself on. A few years ago, Prestolite Power had a customer that liked a certain charger but needed a smaller footprint. Prestolite Power’s engineering team worked with the local dealer to develop a slim line product that is still used by the customer and is available to all customers today. “It’s being used by multiple organizations throughout the industry to solve similar situations,” Lichtenberg said.

This year, the company is commemorating its 100th year of operation, a milestone its leaders do not take lightly. “It is a very proud moment,” Lichtenberg said. “We are also proud to attribute the longevity and success Prestolite Power has had to the solid relationships we have with customers and dealers.” Tom Skul of Industrial Battery Products agreed. 100 years means “a legacy and a history that the company brings to the market and to my business,” he said, in a testimonial released by Prestolite Power. “That gives us confidence that what we’re purchasing isn’t going to go away. It’s been here for a long time, it’s proven, it’s battle-tested, and it makes a difference to us to have those qualities in our product line,” Skul said. When the company’s first battery charger was created in 1917, it was a mechanical device. It basically consisted of a motor that generated an electrical charge, according to a company release. Over the years, that technology has developed and morphed in ways likely unimaginable a century ago.

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Your Business In the last decade, Prestolite Power has continued to make chargers that are smaller and more compact, increasing the programming options for the end users. “We actually have customers come in today who are amazed at how efficient our products are,” said Lichtenberg, who also noted many still think of industrial battery chargers as taking up a large amount of space.

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As Prestolite Power moves into its second century of operation, Lichtenberg said the use of data will continue to be paramount to its customers. The company has found businesses appreciate having analysis tools that allow them to see a clear picture of how batteries and chargers are being used within a facility. “People want more power and a smaller footprint,” he said. The business will continue to develop chargers and data analysis tools that make accessing accurate data a smooth process, according to Lichtenberg. “We need to take the technology that we’re so used to today, with which we can get so much information, and bring it into our industry to make the data access easy, user-friendly and tailored to the needs of the market,” he said. One of Prestolite Power’s most recent product advancement in development is TruBID, a charging system that accurately measures specific gravity and identifies an undercharged battery, the company press release states. Among those developments, Prestolite Power dealers will continue to build relationships with and solutions for its customers, Lichtenberg said. “A lot of our customers feel very confident we’ll be around another 100 years,” he said. “They can depend on us.” Eileen Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 12 years. Email editorial@mhwmag.com or visit eileenmozinskischmidt.wordpress.com to contact Eileen.

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A Patriot’s Calling: Leadership, Teamwork and Sacrifice Presented by Major Dan Rooney, USAF

Prosperity in the Age of Decline Presented by Brian Beaulieu, ITR Economics.

The global economy is experiencing asynchronous business cycle pressures. Knowing who is gaining, and who is not, makes a difference in understanding future pricing and competitive pressures. One facet seems “good-to-go” for now and that is the ability of the US consumer to drive this economy forward. But how long can that continue in the face of mounting government fiscal pressures? We will take a look at these issues, and others, at the MHEDA Convention.

61st Annual MHEDA Convention & Exhibitors’ Showcase April 30 - May 4, 2016 Gaylord National Resort National Harbor, Maryland Doing business in 2016 is not just about transactions with customers. It’s about interactions with the world around you. MHEDA’s convention theme, “Passion with Purpose” was born by tapping into the notion that companies making a conscious effort to connect with their community will financially outperform their peers by a significant margin. Passion is defined as a powerful or compelling emotion or feeling. Passion with Purpose defines those companies that are reaching a different level of success by creating strong partnership bonds with their five stakeholders customers, employees, suppliers, owners and community. These companies have been examined in several books and are referred to as Firms of Endearment, Companies with a Soul, and Conscious Companies. Organizations are finding that creating connections with their communities (and their other stakeholders) resonates with their workforce…especially millennials. It gives them a cause that is greater than themselves or the

Working out of a 20,000-square-foot facility in Columbus, Ohio, Prestolite Power is part of the Power Systems and Instruments division of AMETEK, a $4 billion company.

Prestolite Power operates autonomously within this system, which Lichtenberg said provides both the advantages of independence and the structure and support of a large corporation.

Keynote Presentation

From the outside, flying an F-16 jet looks like a very independent act, one pilot maneuvering one plane. But when you go into combat, fighter pilots in a squadron must form one unit that has a common mission working toward a common objective. As a pilot who served three tours of combat in Iraq, Major Dan Rooney knows the importance of working as a team when the stakes could not be higher. In his powerful presentations, Rooney highlights the importance of personal

Today, the company offers multiple options for material handling customers, including single shift, opportunity and ferroresonant chargers.

AMETEK operates in 31 different countries, with about 50 percent of its sales coming from outside the United States It is highly focused on technology, solutions for industrial markets and new product development throughout its various divisions, according to Lichtenberg.

! Y A TOD

company they work for. This is creating better morale, higher productivity and increased employee engagement. To help our members create passion within their organizations, MHEDA has designed a Convention agenda of forward looking speakers who can help you inspire you team, maximize technology, engage customers and understand industry trends. Beyond the presentations, this event includes an Exhibitors’ Showcase featuring over 90 companies who have the products and services you have been looking for. Most essential of all is the crucial networking you will achieve with over 500 of your peers in just a few short days away from the office. Make plans today to be part of this powerful industry event…we promise you will leave feeing inspired and refreshed! Outlined here is a list of convention presentations. For more event details, read reviews from your peers about last year’s convention, and see who is already registered visit www.mheda.org/convention or call 847-680-3500.

Global Citizenship – A Guide to Unleashing your Potential & Contributing to Humanity

accountability, working together and ultimately having the backs of your team when you are on the line. Having dedicated his life’s mission to founding and running Folds of Honor—a non-profit organization that provides scholarships to the spouses and children of military service members disabled or killed in action—Rooney speaks with authority as someone who lives his life in service of those who have served.

The Six Biggest Trends, Techniques and Tools for Finding and Motivating the Very Best Presented by Gene Marks, Columnist and Business Owner

Learn where to go to find the best people; retention tools; technologies for managing your remote employees and more.

How to Use Mobile, Social, and Digital Tools to Improve Your Marketing Efforts Presented by Jamie Turner, 60-Second Marketer

The secret to success in B2B marketing isn't to jump on the latest platform. Instead, it's to understand the secrets of B2B consumer behavior and to apply those secrets to your existing campaigns.

Presented by Chris Bashinelli, Actor, Activist, TV Host.

Women Mean Business

How can a kid from Brooklyn attract major sponsorships from companies like Ben & Jerry’s Ice Cream and create an International TV show for PBS and the National Geographic Channel? Join this expedition from the slums of Haiti to the peak of Mt. Kilimanjaro to push your boundaries of what’s possible in business and in life. Colored with engaging audience participation and jaw-dropping footage, discover how we can unleash our potential by adopting an unwavering commitment to serve others.

Presented by Judy Hoberman, Sales Expert and Author

The Cyber Blacklist: Top Threats & Countermeasures for Data Security Presented by John Sileo, President and CEO, Sileo Group, Identity Theft and Cyber Security Expert.

Technology evolves so quickly that people fall behind the digital curve and feel overwhelmed by the prospect of protecting the very data that underlies their wealth. This crash course forges a high-level, non-technical path through the sometimes confusing web of computer security, mobile technology, Internet connectivity, online privacy and cloud computing. When it comes to cyber security, you don’t have to do everything, just the right things. Gain an actionable list of next steps necessary to protect your data, your devices and yourself.

Roundtable Discussions Discuss the challenges and opportunities that matter most to you and learn how others in the industry are handling the same issues.

Don’t be fooled by the name, as this is not a woman only presentation. Having a good representation of women on your team will have a positive impact on your bottom line.

Industry Consolidation and Your Exit Strategy: Opportunities & Threats Presented by Michael Marks, Indian River Consulting Group

The pace of consolidation is increasing and it affects both dealers and OEMs. Review what is driving this trend and how it will play out in our industry.

Member Panel: Community Minded Organizations Learn what fellow members are doing to help their communities and inspire their employees.

Maximize Your Mobile Device: The Five Things Every Material Handling Professional Should Be Able to Do from a Mobile Device Presented by Beth Ziesenis, Your Nerdy Best Friend

Discover tech tools you can use from your mobile device to make you more efficient and organized.

Data Mining & Predictive Analytics Presented by Michael Marks, Indian River Consulting Group

Gain a practical understanding of tools available for data mining and predictive analytics.

Cyber Security Presented by John Sileo, Identity Theft and Cyber Security Expert Photo courtesy MHEDA

4

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Learn actionable, non-technical steps to protect your company.

May 2016

www.MHWmag.com

May 2016

Multiple resources for you and your company to stay up-to-date on industry news ▸ Weekly newsletters

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▸ Monthly issues via print & digital

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A unique solution for rack storage of furniture in a sprinklered warehouse environment Punch Deck® Plus from DACS is open area flat cap over open area Punch Deck®. • Ideal for storage of items with legs or point loads (furniture, equipment with wheels, etc.) • Easy to install in either pallet rack or cantilever rack • Galvanized finish is bright and maintenance free • Offered in a wide range of shelf sizes and load capacities

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September 2016

31


Nuts & Bolts

Acquisitions, expansions & other business news

Honeywell to acquire Intelligrated Honeywell announced it has signed an agreement to acquire privately held, supply chain and warehouse automation leader Intelligrated for $1.5 billion from a company backed by the Permira funds. The purchase price translates to approximately 12 times Intelligrated’s estimated 2016 earnings before interest, taxes, depreciation and amortization (EBITDA). The company’s 2016 sales are estimated to be approximately $900 million. The transaction is expected to close by the end of the third quarter, subject to customary closing conditions, including regulatory review. Upon approval, Intelligrated will be part of Sensing and Productivity Solutions (S&PS) in Honeywell’s Automation and Control Solutions business. www.honeywell.com

Columbus McKinnon terminates relationship with Grainger Company Columbus McKinnon Corporation, designer, manufacturer and marketer of material handling products, has announced that it will no longer distribute its hoists and rigging products, marketed under the CMCO family of brands, through W.W. Grainger Inc. in the United States. Instead, the company will focus its go-to-

market strategy on its extensive network of highly qualified valueadd Channel Partners. “This decision reinforces a key imperative of Columbus McKinnon’s selling strategy, which is to ensure all end users have access to expert application optimization, as well as the extensive product and safety training that our network of value-add Channel Partners provide,” said Steve Vitello, Executive Director of Sales & Marketing, CMCO Hoist & Rigging – North America. “All lifting applications are critical; the consequences of doing something wrong can be catastrophic. When it comes to hoist and rigging equipment, we are absolutely convinced that our customers are best served by the expertise and services our valueadd distributors in North America offer.” www.cmworks.com

Crown Equipment opens new sales and service locations Crown Equipment Corporation has unveiled three new sales and service locations to support the material handling product needs of customers in central and western Oklahoma and north Texas. The three sales and service locations are part of a deal with independent dealer, Sooner Lift, Inc., with two facilities located in Oklahoma and a third operated as Texas Lift just across the Oklahoma-Texas border. Jeff McIver

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

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September 2016

33


Nuts & Bolts

Acquisitions, expansions & other business news

has transitioned from president and general manager of Sooner Lift, Inc. to Crown Lift Trucks branch manager and continues to be supported by the former Sooner Lift team. The Oklahoma City Crown Lift Trucks facility is located at 3401 South Purdue Avenue and can be reached at 405-682-1400. The second Oklahoma Crown Lift Trucks facility is located in Ardmore at 1905 Cooper Drive, 580-226-4488. The Texas Crown Lift Trucks facility is located in Wichita Falls at 3001 Central East Freeway, 940-855-9010. www.crown.com

Akro-Mils partnering with Attainia Akro-Mils, a North American provider of storage, organization and transport products, announces a partnership with Attainia, Inc., known in healthcare capital equipment planning solutions, to make information on Akro-Mils products available to members of Attainia’s capital planning solutions system. Attainia offers tools for Project Capital Planning and Routine Replacement Capital Planning solutions that enable members to create, edit and collaborate on preliminary, working and final healthcare capital equipment lists for all project types, and additionally provides members a single, cloud-based, point of entry for all annual capital

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Northeast Iowa crane plant closes, 175 jobs lost Some 175 employees of Terex Cranes are out of a job as the Northeast Iowa crane plant ceased operations marking the end of a manufacturing operation that has been a staple of the Waverly, Iowa community for 75 years. City Administrator James Bronner said he was notified by company officials of the closing following meetings at the plant on July 19. Some 100 unionized manufacturing workers, affiliated with United Auto Workers Local 411, were idled immediately, Bronner said, and another 75 non-union personnel will be phased out gradually. www.terexcranes.com

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September 2016

35


Shifting Gears

Industry personnel and organization news

Cromer Material Handling buys Gray Lift Inc.

Toyota Forklifts earns number one spot

Cromer Material Handling, based in Northern California, has acquired Gray Lift, Inc. Gray Lift’s co-owners, Jay and Richard Waugh, decided to retire, and sold the assets to Marshall Cromer, owner of Cromer Material Handling. Gray Lift has sold forklifts and material handling products in Central California for the past 59 years. Gray Lift will continue operating under the same name with the same motto: “Service is Everything.” With the acquisition, Gray Lift’s quality products and outstanding customer service now benefit Northern California. Merging the two companies comes with some impressive numbers: over 140 fulltime employees, including 80 experienced mechanics, 12 parts specialists with over 300 years of combined experience, and 20 sales professionals. The combined six locations – Cromer Oakland, Cromer Sacramento, Cromer Manteca, Gray Lift Fresno, Gray Lift Bakersfield, and Gray Lift Santa Maria – serve over 20 California counties. The acquisition will also expand distribution of material handling and storage products. This includes new technology like the 100% green electric forklift by BYD, plus forklifts by Doosan, Kalmar, Donkey–and Sellick. Cromer is a dealer for CAT and Jungheinrich as well. Marshall Cromer is the single stockholder. www.cromer.com

Toyota Forklifts earned the number one spot in a study to determine which brand of forklift is the industry leader in four key areas: quality, value, cost of ownership and safety. The study, conducted by Peerless Research Group, surveyed people involved in the evaluation of material handling equipment. The survey found Toyota Forklifts leads the industry in quality, value, cost of ownership-and safety, which includes the categories of most affordable to maintain in terms of safety and fewest safety-related incidents. Nearly 300 respondents in the shipping and transportation, manufacturing, distribution-and warehousing and storage industries, participated. The purpose of the third-party research is to better understand the features considered most important when evaluating forklifts for purchase. Toyota Forklifts has been named the leader in all categories since the study’s inception more than a decade ago. www.toyotaforklift.com

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AMETEK Power Systems creates $25,000 scholarship AMETEK, Inc., has donated $25,000 to a scholarship fund created for the Ohio State University’s College of Engineering and the Max M. Fisher College of Business in honor of the late Helmut Friedlaender, who served on AMETEK’s board of directors for more than 50 years. The donation was made on behalf of the AMETEK Power Systems and Instruments Division (PSID), which was recently recognized by AMETEK with the Helmut N. Friedlaender Leadership Award. The award is presented annually to an AMETEK divisional management team that has demonstrated outstanding performance against specific leadership objectives. In addition to the award, AMETEK donates $25,000 on behalf of the winning division to an academic institution or university of its choice. Two PSID business units—Prestolite Power of Troy, OH, and Solidstate Controls of Columbus, OH— agreed to donate the award to the Ohio State University. The $25,000 scholarship fund check was presented by AMETEK Division Vice President George Ardolino to Vera Fosnot, Ohio State University Industry Liaison Director, during a ceremony at Solidstate Control’s headquarters in Columbus. www.prestolitepower.com

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September 2016


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17907 Type: IC Pneumatic Make: Yale Model: GLP050VX Year: 2010 Capacity: 5,000lbs Mast: 889/200T Details: Side Shift, 4896hrs 18079 Type: IC Big Cushion Make: Toyota Model: 7FGCU45 Year: 2010 Capacity: 8,000 lbs Mast: 99/199T Details: S-S, Forks, 6470hrs 18165 Type: 3 Wheel Rider Make: Mitsubishi Model: FB16KT Year: 2005 Capacity: 3,500 lbs. Mast: 83/188 Triple Details: side shift, forks

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September 2016

39


Shifting Gears

Industry personnel and organization news

I.D. Systems appoints industry veteran to new post I.D. Systems, Inc., has appointed industry veteran Chris Wolfe to the new position of chief product officer, effective August 4, 2016. Wolfe brings more than 20 years of experience in building, implementing-and selling paradigm-changing technology solutions. Wolfe began his career at several leading transportation companies, including Roadway Express and Leaseway Transportation. He then served in various leadership, management–and product implementation roles at Qualcomm. Wolfe also worked as an independent strategy consultant for I.D. Systems, where he provided numerous product quality assessments, as well as contributions to key engineering projects. In his position as chief product officer, he will manage the product and engineering teams, and will report directly to the company’s COO Norm Ellis. Wolfe will be responsible for all product-related initiatives, including product development, assessment-and management. The company plans to reapportion certain costs from other departments to provide for Wolfe’s compensation. www.id-systems.com

New COO joins Shoppa’s Shoppa’s Material Handling, a Texas-based distributor throughout Dallas-Fort Worth, North Texas and Kansas City, Mo., announced that Patrick Collier has joined the company as chief operations officer (COO) to lead operations at the fast-growing Toyota forklift dealership. The new position has been created at Shoppa’s Material Handling to improve

the functionality of the business and drive extensive, sustainable growth. Collier will be responsible for the implementation of business strategies, plans and procedures as well as advancing internal policies and procedures to promote the company culture and vision. He will report solely to the president and chief executive officer (CEO). www.shoppasmaterialhandling.com

Harting North American expands into Mexico Following a record breaking fiscal year in 2015, HARTING North America has expanded by opening a sales office as well as a manufacturing facility in Mexico. “The current economic conditions in Mexico offer enormous potential for HARTING,” said Jon DeSouza, President and CEO of HARTING North America at the Grand Opening in Mexico. “This is exemplified by the country’s expansion of their railway system, which indicates strong growth now and for the future in the transportation and machinery market – incidentally two of HARTING’s largest vertical markets.” The sales office and manufacturing facility are an important step forward in HARTING’s strategy enabling them to better support their North American customers. HARTING Mexico Sales is located in Mexico City and HARTING Mexico Manufacturing is in Silao in the GTO region. The sales and plant locations play a critical role in HARTING’s ability to provide North American customers competitive solutions.Located in the Miguel Hidalgo borough in Mexico City in the ultra-modern Torre Virreyes building, HARTING Mexico Sales S.A. de C.V. joins more than 40 other HARTING subsidiaries worldwide. www.HARTING-usa.com

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September 2016


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Used 3-phase chargers also available

ARCON EQUIPMENT INC

(734) 641-1800 www.useddrexels.com

We Accept

Associated with DREXEL Industries since 1972

(440) 232-1422

www.ArconEquipment.com

propane PARTS & propane KITS for forklifts

LOOKING TO BUY BATTERIES WANTED Industrial Forklift Batteries and Chargers In Good Condition!!

OHIO RACK

734.992.2648 www.pngtechnologies.com

Call Us With Your Off-Lease Or Fleet Surplus Equipment.

Portable Stack Racks Flexible Packaging

Order online or call

ARCON EQUIPMENT INC.

800-344-4164 Fax 330-823-8136

PNG Technologies

440-232-1422

www.ArconEquipment.com

42

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September 2016

We BUY & SELL NEW & USED

Email: ohiorack@cannet.com

www.ohiorack.com


Shifting Gears

Industry personnel and organization news

Atlas Copco Construction names new president

Carnell brings more than 32 years of industry experience to his role, the last 10 of which have been with Atlas Copco. Carnell served as the business line manager for the Atlas Copco portable energy business area, where he led the market expansion of the air compressor and generator lines. Just prior to his new role, Carnell was the president of Atlas Copco Rental in North America, based in LaPorte, Texas. www.atlascopco.us

Atlas Copco Construction recently appointed Scott Carnell as president of its U.S. division. Carnell replaces Erik Sparby who has accepted the role of general manager, Customer Center CR Greater China. Carnell will lead the company in growing each of its product lines, including construction tools, portable energy and road construction equipment, within the contractor, dealer and rental industries across North America.

Used parts Great deals on hard-to-find, early & late model parts for most makes and models

Please call

FORKLIFT PARTS CO.,INC. 8 0 0 . 4 4 1 . 3 7 7 1

•

8 1 7 . 8 4 7 . 7 2 2 7

Fax 817-847-6552

www.allbrandforklift.com • e-mail: joewerthmann@sbcglobal.net

www.MHWmag.com

September 2016

43


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

2006 TOYOTA 7BDRU15

2010 TOYOTA 7FGU35

2006 TOYOTA 7FDU35

330”FSV Mast, Hours: 3,200 Key

132”V Mast, Hours: 5,000, 4Way

159” V Mast, Hours: 5,000

2 UNITS IN STOCK

$

3 UNITS IN STOCK

7,500

2010 TOYOTA 8FGCU30

$

9,500

2010 TOYOTA 8FGL20

199” FSV Mast, Hours: 5,000

118”Mast, Hours: 1,000, Standard Transmission

5 UNITS IN STOCK

5 UNITS IN STOCK

$

9,500

$

1 UNIT IN STOCK

$

9,700

2009 TOYOTA 30-7FBCHU25

189” FSV Mast, Hours: 10,000 Key *EE Rated* 3 UNITS IN STOCK

11,400

$

6,900

FORKLIFTS & NARROW AISLE EQUIPMENT

AERIAL EQUIPMENT

2007 Toyota 7BRU23, 4,500 lbs., 36V, 270” Mast, Sideshifter (4 in stock)

2006 Genie S40, 500 lbs., Diesel

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

2007 Genie Z45/25, 500 lbs., Diesel, 45’

2011 Toyota 8FGU15, 3,000 lbs., LP, 189” Mast, Sideshifter 2005 Toyota 7FG25, 5,000 lbs., Gas, 169” Mast, Sideshifter

TELEHANDLER

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

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

1.866.506.2200 • omsh@shoppas.com www.shoppasmaterialhandling.com 15217 Grand River Rd • Fort Worth, TX, 76155 • P: 817.359.1100 • F: 817.359.1110 44

www.MHWmag.com

September 2016

Printed in the U.S.A. ©2016, The Ousset Agency, Inc. wo#5063

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


Searching For an Award Winning Material Handling Distributor? Look for the MVP Logo mheda.org/MVP

The Material Handling Equipment Distributors Association, MHEDA, has awarded the following companies with the 2016 MVP (Most Valuable Partner) Award. This achievement is earned by distributors who provide continuous education for their employees, have a documented commitment to outstanding customer service, and maintain strong relationships with their suppliers. To learn more about what makes a MHEDA MVP an excellent partner, visit www.mheda.org/MVP.

2016 MVP Award Winners AHS, LLC Cincinnati, OH

Conveyor Solutions, Inc. Schaumburg, IL

LiftOne Charlotte, NC

Riekes Equipment Co. Omaha, NE

AK Material Hdlg. Systems Maple Grove, MN

Eastern Lift Truck Co., Inc. Maple Shade, NJ

Mathand, Inc. Woodstock, GA

RMH Systems Waukee, IA

All Lift Service Company Willoughby, OH

Elite Supply Chain Solutions Hudson, OH

Maybury Material Handling E. Longmeadow, MA

Southeast Industrial Equipment Charlotte, NC

Associated Addison, IL

Fairchild Equipment Green Bay, WI

Modern Group, Ltd. Bristol, PA

Southern Acquisitions Farmers Branch, TX

Atlas Toyota Material Hdlg. Elk Grove Village, IL

Fallsway Equipment Co. Akron, OH

Springer Equipment Co., Inc. Birmingham, AL

Bode Equipment Co. Londonderry, NH

FloStor Engineering, Inc. Hayward, CA

Morrison Industrial Equipment Co. Grand Rapids, MI

Bublitz Material Handling No. Kansas City, MO

FMH Material Hdlg. Solutions Denver, CO

Cardinal Carryor, Inc. Louisville, KY

Frontier Forklifts and Service, Inc. Pearland, TX

CE-DFW Warehouse Solutions Grapevine, TX

National Lift Truck Inc. Franklin Park, IL Nelson Equipment Co. Inc. Shreveport, LA NMC Material Handling Omaha, NE

Gregory Poole Equipment Co. Raleigh, NC

Papé Material Handling  Eugene, OR

CMH Services Columbia, SC

Hodge Material Handling Dubuque, IA

PeakLogix Midlothian, VA

Container Systems, Inc. Westmont, IL

Liftech Equipment Companies E. Syracuse, NY

R.H. Brown Co. Seattle, WA

Sunbelt Industrial Trucks Dallas, TX Warehouse1 Kansas City, MO Wisconsin Lift Truck Corp. Brookfield, WI WW Cannon Dallas, TX

www.MHWmag.com

September 2016

45


New Products

See more new products online at www.MHWmag.com

Stellana US Inc. announces new polyurethane tire Smoothy®90 Stellana US Inc., a global manufacturer of molded polyurethane and rubber wheels and tires, is happy to announce the addition of Smoothy®90 to its family of polyurethane press-on tires. Polyurethane wheel and tire design has changed very little over the past thirty years. However, electric lift trucks have become bigger and faster and are able to carry heavier loads in larger warehouses. These improvements call for a tire that can perform at the highest level under these circumstances. www.stellana.com

Pallet storage system automates conventional warehousing Dematic, global supplier of integrated automated technology, software and services to optimize the supply chain, has introduced a new version of RapidStore UL1400, a storage and retrieval system that automates conventional pallet storage. The new RapidStore UL1400 includes performance optimizing software and supports a wider variety of applications, including freezer/ cooler environments. Dematic RapidStore UL1400 is an alternative automated storage and retrieval system (AS/RS) that is designed to retrofit into existing manual warehouses with low to medium building heights. It is engineered to accommodate facilities normally serviced by manual material handling equipment such as very narrow-aisle (VNA), operator-up, swing-reach fork trucks. www.dematic.com

NEW LEDtronics LED ballast-ready/dual mode tube lights LEDtronics® announces new DLC-listed LED T8 ballast-ready/ dual mode tube lights. These unique dual mode tubes work with or without a ballast. LEDtronics always recommends doing a simple, one-time ballast bypass when first installing LED lighting in order to gain the true energy and money. There’s no need for a ballast bypass when installing. All it takes is an easy direct retrofit into an existing 4-ft fluorescent T8 fixture with an electronic ballast, and it’s ready to go. Adding to that, when the ballasts do go out (which they will), you can bypass the ballasts then. There’s no need to purchase new ballasts. www.ledtronics.com

Optimize fleet outlook with Yale Battery Vision Industrial forklift batteries are an expensive investment. Although they eventually need replacement even in ideal conditions, deep discharge, overcharging, undercharging and poor maintenance practices can contribute to premature failure. Yale Battery Vision is a new battery management solution that provides valuable insights 46

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September 2016

to improve battery care and life. Using Powered by PosiCharge™ technology, Yale Battery Vision monitors battery health and usage to help facilitate proper maintenance and warranty compliance tracking. Installed in as little as 20 minutes, this innovative, low-profile device employs cellular communications to deliver actionable, real-time data on key performance metrics like state-of-charge, water levels, voltage current and temperature. Email notifications quickly alert fleet managers to potential battery issues that may affect equipment performance and uptime. www.yale.com

FIPA develops flexible vacuum gripper solution for repacking application FIPA Inc., manufacturer of advanced vacuum technology, gripper systems, air nippers, tube lifters and End-of-Arm-Tooling (EOAT), recently designed and installed an alternative package handling solution for PCA Roboter- und Verpackungstechnik GmbH, which has specialized in powerful, innovative palletizing and packing systems for more than 20 years. Challenged to efficiently remove filled cardboard boxes weighing up to 44lbs. and ranging from ~9.5” to 14” in length and ~8.5” to 9.5” in width from crates, place them on a roller conveyor, and, in reverse order, to place cardboard packages in crates, FIPA developed an extremely flexible, cost- and energy-efficient, and process-reliable vacuum gripping system capable of handling both individual cardboard boxes and whole layers of boxes without changing grippers or wasting vacuum flow and related energy costs, regardless of the position of the packages. www.fipa.com

Dr. Shrink’s new shrink wrap footage counter easily measures shrink wrap Leave the guesswork out of determining material available on your rolls with Dr. Shrink’s new shrink wrap footage counter. The shrink wrap footage counter measures material pulled from the roll in feet/inches so you can keep track of how much material is left (within a 5% variance). The shrink wrap footage counter can also be used to easily measure precut sheets of shrink wrap. Designed with commercial grade materials, this quality counter has a stable mounting base, measuring wheel, and features a clear display window to easily view the measurement. The counter easily attaches to most film carriers and carts and will work on all film types and sizes. www.dr-shrink.com

More New Products available on

www.MHWmag.com


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 ▶ Distributors ▶ Drug Testing Compliance

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

▶ ALLIED PRODUCTS

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

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

▶ BATTERY / CHARGERS

GET THE TOTAL PICTURE

www.tvh.com

Sentinel has the right convex mirror for you.

Campus Crafts

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

(800) 255-4109

www.campuscrafts.com

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

1.877.422.9797 www.xtrapowerbatteries.com

▶ CONTAINER STORAGE ▶ Container Options •

www.tvh.com

• •

(800) 255-4109

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

▶ Forks ▶ DISTRIBUTORS 119 Sizes

Specials Available Chicago & CA Stock

ATLAS INTERNATIONAL LIFT TRUCKS 1815 Landmeier Rd. • Elk Grove, IL 60007 (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

info@findadistrubutor.com

@FADNetwork

▶ DOCK EQUIPMENT Over 35 years experience in manufacturing & distributing quality loading dock equipment. PH: 800.251.3382 Fax: 931.486.0316

www.MHWmag.com

plit@pioneerleveler.com www.pioneerleveler.com

September 2016

47


▶E  LECTRICAL / ELECTRONIC CONTROLS

Flight Systems Industrial Products Remanufactured Controls

FS F SIP

▶ PARTS ▶ Emission Analyzer

• Partnered With Many Leading OEMs • ISO Certified For Quality Management • Serving The Industry For Over 40 Years

www.tvh.com

www.fsip.biz • 1-800-333-1194

(800) 255-4109

▶ ENGINES

▶ Hydraulic

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

800-447-3967 www.charnor.com

Reman Engines/Gas, LP & CNG

Engines, Cylinder Heads, Parts

15600 W Lincoln Ave, P.O. Box 510260 New Berlin, WI 53151-0260 We also carry pumps, power steering units & valves.

▶ Manufacturer/Suppliers (New)

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

www.tvh.com (800) 255-4109

www.grindstaffengines.com • rick@grindstaffengines.com

Fo r kl i f t En g i n ePa r t s .c o m Highest Quality Engine Kits, Cylinder Heads and Parts from the Industrial Engine Specialists since 1971 K21 Nissan

H20-II Nissan

F2 Mazda

4G63 Mitsu

K25 Nissan

H20 Nissan

FE Mazda

4G64 Mitsu

and Many other parts & kits available

▶ Manufacturer/Suppliers (Rebuilt)

SAME DAY SHIPPING

215.773.9111

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

▶ LIFT TABLES

800-447-3967 www.charnor.com

▶ Steer Assembly (Reman)

www.tvh.com (800) 255-4109 800-447-3967 www.charnor.com

Steer Axles

▶P  ALLET JACKS ▶ Pallet Trucks

▶ Tires/Wheels 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: www.atlasd2d.com

▶ Pallet Truck Parts

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

AMERICAN VULKO-TREAD CORPORATION

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

Website: www.avt.us • E-mail: avtsales@avt.us

▶ POWERED INDUSTRIAL TRUCKS 800 Trucks In Stock

www.tvh.com (800) 255-4109

48

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September 2016

All Makes and Models Chicago and California Stock

ATLAS INTERNATIONAL LIFT TRUCKS 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web: www.atlasd2d.com


▶ RACK / SHELVING

▶ SAFETY PRODUCTS

www.tvh.com

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

(800) 255-4109

866.245.3630 www.westpointrack.com

▶ STORAGE EQUIPMENT ▶ Carts

▶ New • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

• • •

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

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

▶ Display Rack and Shelving

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

DACS

inc.

800-909-4937 dacsinc.com

▶ TIRES / WHEELS

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

AMERICAN VULKO-TREAD CORPORATION

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

Website: www.avt.us • E-mail: avtsales@avt.us

▶ REPAIR SERVICES ▶ Motors (Electric)

Lift Up Your Business

...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 Pneumatics-Radial & Cross-Ply ✸Super Elastic Resilient ✸Press-On Bands ✸Multi-Purpose Tires (MPT) 877-235-0102

www.continental-specialty-tires.us

Industrial Tire

www.warfieldelectric.com

▶ TRANSPORTATION / HAULING EQUIPMENT

▶ Transmissions

Phone: 508.991.6660 Fax: 508.991.7330

Reman Transmissions, Drive Units, Differentials & Torque Converters

800-447-3967 www.charnor.com

rich@rldtrans.com • erin@rldtrans.com • debbie@rldtrans.com

www.rldtrans.com

▶ SAFETY PRODUCTS

GET THE TOTAL PICTURE

Sentinel has the right convex mirror for you.

Campus Crafts

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

www.campuscrafts.com

www.MHWmag.com

September 2016

49


www.superioreng.com

Advertiser’s Index ADRIAN’S SAFETY SOLUTIONS . . . . . . . . . . . . . . . 9

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS

PREFERRED PAYMENTS COMPANY. . . . . . . . . . . 10

ADVANCE METALWORKING COMPANY, INC.. . . 28

(FSIP). . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21, 32

PRESTO LIFTS, INC.. . . . . . . . . . . . . . . . . . . . . . . 24

ADVANTAGE MATERIAL HANDLING, INC.. . . . . . 15

FORK-CO USA SALES, LLC. . . . . . . . . . . . . . . . . . . 7

PRODUCTS FOR INDUSTRY. . . . . . . . . . . . . . . . . 39

ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 43

GATEWAY RACK CORP.. . . . . . . . . . . . . . . . . . . 26

RESONANT DEALER SERVICES . . . . . . . . . . . . . . 22

AMERICAN INDUSTRIAL TRANSMISSION INC . . . 27

GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . 33

RICO EQUIPMENT. . . . . . . . . . . . . . . . . . . . . . . . 35

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 34

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 16

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 34

BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . 36

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

SHOPPA’S MATERIAL HANDLING . . . . . . . . . . . . 44

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

HOIST LIFTRUCKS MFG., COMPANY, INC.. . . . . . 23

SPRINKGUARD, LLC . . . . . . . . . . . . . . . . . . . . . . 16

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

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 14

STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 19

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

MHCONX.COM. . . . . . . . . . . . . . . . . . . . . . . 36, 38

SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . 21Z

CONNELL FINANCE CO. INC. . . . . . . . . . . . . . . . 30

MHEDA. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45

SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 50

DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30

MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . 51

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 37

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

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 40

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 41

ECOTEC LTD. LLC . . . . . . . . . . . . . . . . . . . . . . . . 20

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

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12, 52

ENGINE POWER SOURCE . . . . . . . . . . . . . . . . . . 13

NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20

UNIRAK STORAGE SYSTEMS. . . . . . . . . . . . . . . . 11

EOSLIFT USA CORPORATION . . . . . . . . . . . . . . . 18

PANACEA AFTERMARKET COMPANY. . . . . . . . . 25

UNITED CONTACT . . . . . . . . . . . . . . . . . . . . . . . 14

FB CHAIN. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

PHILLIPS MINE & MILL, INC.

VALUE RAIL . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

(IRWIN TRANSPORTATION). . . . . . . . . . . . . . . 17

WY’EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 33

More advertisers & resources at www.MHWmag.com 50

www.MHWmag.com

September 2016


NEXT GENERATION

POLYURETHANE WHEELS

BREAK THROUGH

CHEMISTRY

LOWERS MAINTENANCE COSTS

Keep your fleet on the floor and out of the maintenance shop. Finally there is a wheel engineered for the demands of today’s 24/7 warehouses. Falconium utilizes a revolutionary break through in polymer chemistry to give you wheels that carry up to 40% heavier loads and can withstand the internal heat buildup that causes yesterday’s wheels to fail. € ®

polyurethane wheels Falconium boosts productivity by reducing downtime and costly wheel change outs. Contact your Millennium dealer to setup a test drive and find out why warehouse managers across the country are making the switch to Falconium . ®

®

UNPARALLELED LOAD CAPACITY GO FARTHER, RUN LONGER

GUARANTEED

Toll Free 800 421-1180 www.millenniumtire.com


TVH is the worldwide leading supplier of quality replacement parts and accessories for the material handling and industrial equipment industry. With our 10 distribution centers across North and South America, we are able to reach 90% of the industrial equipment population in 1 day ground service with over 8 million parts.


September 2016 Material Handling Wholesaler