December 2016 Material Handling Wholesaler

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December July 2016

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December 2016 • Vol. 37 No. 12

24

What to do right now to instantly get _____ results

26

Your Business 2016 in review

32 Nuts & Bolts

6 Time for a 360 review Ron Slee

51 Industry Insight

50 New Products

53 Source Directory

56 Advertiser’s Index

Dave Baiocchi

18

Garry Bartecki

Close it and plan it

22

Human Element

Caliper Corp.

The “model” salesperson

Dean Millius General Manager/Publisher Alva Coffman Account Executive

dmillius@MHWmag.com acoffman@MHWmag.com

Kathy Regan Editor 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.

40 Classified

Turning on the “buy- in” switch

Bottom Line

36 Shifting Gears

Reader Resources

Columns 12

Eileen Schmidt

Industry News o

Aftermarket

Art Sobzcak

Cover Story

Sales Trends

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In the next issue ...

Watch for the January 2017 issue when Garry Bartecki tells us what to expect in the new year from a tax viewpoint.

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December 2016

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Cover Story Ron Slee

It is quite common at the end of the year to look back at the year just concluded. How did you do? Did you satisfy your customers? Did you have a good sales year? Did you make money?

There is a long list of measures we can consider when we are asked, “How did you do?” I say they’re all part of a yearend review.

I used to conduct a serious performance review on myself early in my career. It wasn’t pretty. My wife actually suggested I get a hotel room for a few days as I wasn’t much fun to be around when I conducted the review. So I stopped, but I still conduct what I like to believe is an honest year-end review.

What is success?

Let’s start at the beginning and define success. For this I am going to look to one of the most successful sports coaches for a model. Former UCLA Bruins men’s basketball coach John Wooden was one of the winningest coaches in NCAA basketball history.

He had two sets of rules he drilled into his players. The first set was: Never lie, never cheat and never steal. The second set was: Don’t whine, don’t complain and don’t make excuses. This second one is the one I want to focus on.

Many of us have experienced a 360-degree review. This is the review when our employees, peers and bosses review our performance. It can be quite humbling. However, it is a powerful tool for self-improvement if we approach it from a personal growth perspective.

I used to have a standard series of questions I asked people I worked with, every six months.

What do I do that you like and want me to continue doing?

What do I do that doesn’t really matter to you one way or another?

What do I do that you don’t like me doing and you want me to stop doing?

Holding two such discussions every year with each employee, it took about a year before I got some serious feedback. It took that long for people to have a true trust in me and the process. After all, for some people this is saying to the boss, “I don’t like this particular thing you do.”

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December 2016

That could be a dangerous comment to make with many bosses, but it never was a threat to me. That’s because I always wanted to hear what people I worked with thought about what I was doing.

What they liked—I obviously continued doing as long as I felt it had value. What didn’t matter to them—allowed me to seriously have a look at what I was doing. Was it something truly necessary for me to do, and as a result, was I in a position to eliminate the non-value added tasks I performed? I found this extremely beneficial.

Finding out what employees didn’t like allowed me to look at things from two differing perspectives. Was it necessary and how was my delivery. The necessity of the thing was the same as the non-value added review. The delivery was another interesting aspect of my work.

Pillars of life I have always been amazed at the skill some people have in telling people how poorly they are doing something, while getting the employee to say thank you. It is a wonderful skill to be able talk honestly about a performance issue with an employee in such a style they embrace the discussion. I strive to be able to do this all the time, yet I still have work to do on this aspect.

Again, I go back to what I believe are three pillars of life for everyone.

Everyone wants to do a good job.

Everyone can do more than they think they can.

Everyone is fundamentally lazy.

Everyone walking the planet wants to have significance; they want to leave a mark. These three points I believe apply to each one of us. Don’t be misled by that last one. It is positive as well—as it means we are always going to try and find an easier way to do something. That is a great attribute.

So let’s define success according to Coach John Wooden.

Success: “Peace of mind which is a direct result of selfsatisfaction in knowing you made an effort to become the best you are capable of becoming.”

It’s a simple statement. But that’s a tough standard to live up to, isn’t it?

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December 2016

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Cover Story I remember having someone tell me I had a lot of potential when I was about 16 years old. Let’s consider that same person telling me the same thing when I am 66 years old. I would wonder what I had done for the intervening 50 years! That is what makes the challenge of Wooden’s definition of success so daunting.

Holding yourself up for an honest review of how you did over the previous year is tough. Did I do everything I could?

Did I apply myself as I should have? Did I grow as a person?

Did I continue to learn? What can I do different next year?

These are all good questions to ask. One note of caution: Don’t be too tough on yourself. You are going to be here for a long time. It’s important you set yourself on a path to become better at realizing your capacity and potential.

The time is now.

Ron Slee is President of R.J. Slee & Associates, a management consulting firm specializing in the operational aspects of businesses in the Heavy Equipment, Material Handling and Data Processing Services Industries. Between his work with dealerships representing zmost of the major manufacturers and his management experience in dealerships, Ron has gained first-hand direct knowledge of the challenges and opportunities most dealerships confront in the Parts and Service operations. RJSlee.com

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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

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December 2016

11

Aftermarket Dave Baiocchi

Turning on the “buy- in” switch In my search for inspiration I many times turn to the quotes of legendary sports figures and coaches. My observation is that in order to rise to preeminent positions of respect in their chosen field, these leaders had to learn the best ways to leverage their talents and abilities. They not only understood their own skills, but more importantly HOW those skills could best be used within the context of their team, their environment and their culture to consistently produce winning performances.

My favorite quotes come from football coaches like Lou Holtz and Vince Lombardi. Both of these men had a knack for pithy one liners that cut through the noise of excuses, and defined simply and succinctly the formulas for creating winning strategies.

What I also observed is how they understood and utilized team dynamics in ways that others couldn’t. Vince Lombardi was a master at it. In 1958, the Green Bay Packers posted a season record of 1-10-1, the worst in franchise history. Lombardi took over as head coach in 1959 and by1960 the team won the Western Conference title. Over the next decade Lombardi would lead the Packers to three National Championships and two Super Bowl victories.

How did he do that? He didn’t have the advantage of money, or superior facilities, or marquis players that seemingly created other winning teams. He was operating in the smallest market in country, with a limited budget, a harsh climate and a group of men that had just endured the worst football seasons of their lives.

What Lombardi understood however was that winning teams are built from the inside out. His primary concern was NOT about football, it was about COMMITMENT. All of his energy was pointed at a single goal. That goal was simply to identify and develop players who were completely and INDIVIDUALLY committed to the work that was required to win. Lombardi was asked what made his teams great. His answer was profound: “Individual commitment to a group effort -- that is what makes a team work, a company work, a society work, a civilization work.”

Mr. Lombardi is defining what the leadership community calls “buy-in.” You can always get your people to do what you need them to do. Simply require the task to be completed, and enforce unpleasant consequences if the work is not carried out. This is the way many organizations work. In this model however, people simply trade their hours for the company’s dollars. The only appeal made to

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December 2016

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Aftermarket the employee is the lure of the wages and benefits. The natural tenancy of those completing the work, is to do as little as possible to continue to get the benefits promised.

These employees are not concerned about the goals of the company, because they are not CONNECTED to the goals of the company. It’s not personal…..it’s just business.

Developing “buy-in” however makes an appeal to a much broader spectrum. In a dollar- for- hours trade the company gets the benefit of the employees time, but they almost never get the benefit of their individual commitment (buy-in). That only happens when people feel that what they do for the company has a greater benefit to them personally than just receiving a wage. When someone buys in, they care. What they do after they buy in now says something about who they are. When they buy in, they connect the dots between their efforts and their value. I’m not saying that effort and value are the same thing, but at least they understand that these two things are connected.

This emotional disconnect is becoming even more prevalent from a generational perspective. As I get older, and, by comparison, the majority of my employees get younger, I have observed that the employees that entered the full time workforce in the 90’s and the 00’s have substantially different motivations regarding employment than people who came of age in the 70’s and 80’s. People of my generation were raised with the understanding that work was a calling. We identified more personally with the work we did for 40 or 50 hours a week. Many younger employees do not seem have the same perspective. Work is viewed more as a contract than it is a calling. They don’t

see their work as a part of their life. In fact they see work as simply a necessity in order to afford their life. Life and work are mutually exclusive.

I’m not suggesting that this is wrong. It simply is a cultural shift that must be accounted for when leading a team. Getting buy-in will be more difficult with younger employees. They will be motivated differently, and will be harder to connect with on a personal level.

This only underscores the importance of obtaining this level of personal commitment. When you have buyin working to your advantage, you get the same work accomplished, but there is a difference. Now the work can be done without you monitoring it 24/7. As buy-in increases, fewer mistakes are made, jobs are completed under quote, the gratis budget shrinks and there are fewer parts returns. Buy-in is the lubrication that keeps the service business machine running because the employees finally feel a sense of personal value and accomplishment when thing go right.

So, how do we turn on the buy-in switch?

Public recognition? Training? Personal attention?

Tangible rewards?

Here are some ideas you might try. Any one of them may increase your chances of getting buy-in from your crew: • When a technician turns in a sales lead, make it a priority to get back with the technician who submitted the lead. Let him know it was followed up and tell

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15

Aftermarket

•

• •

•

•

•

him what happened. Thank him for making an effort.

Peer to peer appreciation feeds the culture of buy-in in ways you can’t even imagine.

Let your key employees know that you notice when they invest a little extra time ensuring that things got done correctly. Simply saying that their effort doesn’t go un-noticed makes a huge difference.

Personally thank a staff member for participating in the safety program, especially when you find them actually wearing their PPE, or following established protocols.

Ask an employee for their opinion. Follow up with ways you will use that opinion to make meaningful change, large or small. Then do it, and give them credit for it.

Find a way to reach out on a personal level to your crew. When they see you care about them and their family on a personal level, there is a higher probability that they will reciprocate by taking their work personally.

Find a way to make corporate initiatives into mini competitions. You don’t have to have a big budget tied to it. Sometimes simply posting the results drives performance. No matter how old they are, people generally always like to be recognized and appreciated.

Incidentally, they also really like to win!

Do it more than once. Make it a habit. Repetition is the key to success in this regard.

I believe also in making it clear from the outset (date of hire) that personal commitment is both expected and rewarded. This will go a long way toward building the culture you desire. Be very clear that the company puts a high value on the employees that personally care how it turns out. Remind them that you trust them with your reputation. Their actions will either support or diminish the image you have worked so hard to build over the years.

Pair this with appropriate recognition and rewards, and the process of developing buy-in will get much easier.

Bear in mind that this is not a departmental issue. You cannot build a culture of individual commitment in the service department, when these goals are not resident in parts, rentals, sales, the office staff and upper management.

Employees watch each other, and they tend to scale their efforts based on what they see and hear around them. If people in all departments are pulling their weight, and getting recognized for it, it will naturally call them up to a higher level of personal buy-in.

The one thing Vince Lombardi did not have to contend with was the millennial work ethic. I do however believe that even if he did, he would have worked the problem until he found a solution. And so must we.

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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December 2016

17

Bottom Line Garry Bartecki

Close it and plan it I mean let’s close out 2016 and get the plan for 2017 finalized so that you can start implementation on January 2, 2017. Are you prepared to do that?

What I mean when I say “closed out” is the following, at a minimum: The banks accounts are reconciled and all open items cleared. This should be done monthly with only minor corrections to make in December.

The Accounts Receivable account, net of reserves, represents a reasonable collectible balance that will be converted to cash. Bad accounts have been written off, credits issued where necessary, interest charges reversed if you don’t plan to collect them and accounts sent off for collection where necessary. It is also a good time to review how your credit app and new account acceptance policy is working. This process also can be finalized earlier in the year to avoid the December crush.

All inventories should be counted and valued and adjusted at least once a year. If you keep your count records and adjustments worksheet that should be good enough for the auditors as long as they can review the process. Cycle counting works and allows you to spread the pain over the entire year.

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December 2016

Both long-term and short-term rental fleets should be reconciled. Go through your utilization schedules to see which units have little or no hours on them for the current year and (1) see that you still have them, and (2) determine what is wrong with them and what it would cost to fix them. List the units to be sold or replaced. Schedule repairs for the ones that are salvageable. This process to can be completed other than at the year end. I also like to get an annual desk top appraisal of my fleet so I know what the OLV are. I use this information when in discussions with my bankers and as a source to price used equipment for sale.

Fixed assets should go through the same process as the fleet. I also include leased equipment in this process. Do we have them all? Do we use them all? Are major repairs around the corner? Is it the time to replace any of them? Is it a good time to make a deal with the equipment dealers?

On the liability side we need all the 2016 bills processed

by January 10th. We also need all commission reports completed and approved by the 15th. Bonus pools and profit-sharing contributions need to be finalized. It is also prudent to calculate bank covenants every quarter so that adjustments can be made and surprises avoided.

By now I hope you are getting the point.....YOU CAN CLOSE OUT 2016 EASILY IN JANUARY OF 2017 IF YOU SPREAD THE RECONCILIATION PROCESS OVER THE ENTIRE YEAR. In fact, you should have a draft of your final statement by January 15..... and be ready and able to tackle 2017. Way too many people still don’t know their operating results for the prior year until May or June of the following year. Not acceptable any longer. The goal should be a 5-day monthly close and a 15-day, year end close. Today’s systems allow you to do this.

Tips for 2017 From what I am seeing the forecast for 2017-18 is soft for material handling equipment. Of course there are exceptions to the rule by brand, model and location. So you might want to review your purchase commitments for 2017 and keep them as light as you can. Knowing sales will be soft means, your after market efforts have to save the day.

Shoot for that 100% absorption rate.

We know what the tax rules are for 2016. We don’t know what they will be in 2017. They may change and they may not, but why give up anything when we can maximize our tax deductions for 2016 and create carryovers we can use in 2017and beyond. I went through this drill and we decided to max our 2016 deductions using Section 179 and Bonus Depreciation knowing we would generate a tax loss we can carry forward. We did this to ensure that the 2017 taxable income was covered so as to avoid paying taxes on 2017 projected income. Who knows, the tax laws for 2017 could change, increase taxable income and require an annual tax bill as well as estimated tax payments for the following year.

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Bottom Line There is a lot of talk about the worldwide economy and the national economy stating conditions are overheated, interest rates on the rise and that we are due for another recession. What this tells you is “AVOID ADDITIONAL DEBT SERVICE” and reduce debt as much as you can. It also tells you to review all interest bearing loan agreements to determine if you should lock in a rate before rates increase.

Taking steps to increase productivity is a must for every dealer. We have discussed, and you have heard from many sources, how the IoT is applicable to your business.

If you have not already, 2017 may be the year to start with digitizing your service department, equipment and tech dispatch, tracking units, service trucks and sales personnel using GPS. If economic problems develop you will be far more efficient using these tools and be able to keep the biz moving using fewer payroll dollars.

To a PROFITABLE 2016 AND 2017.

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

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21

Human Element Caliper Corp.

The “model” salesperson You’ve seen them … job postings for sales positions that range between wishful and delusional thinking on the part of whoever posted it. The list of demands often reads something like: “Must be a self-starter who is aggressive, competitive, and relentless about closing business as well as a relationship builder who is customer-service focused at all times. Must be a deadlinedriven multitasker who is also highly detail focused and organized.

Must have advanced knowledge of complex product lines and be an excellent project manager who can oversee installation.

Must be team oriented and collaborative while willing to work independently and self-supervise.”

Sure, most hiring managers know this person doesn’t really exist. They are just hoping to hire as closely as possible to the supposed “model” salesperson, so why not ask for the moon?

But there are at least three immediate problems with posting a laundry list of unrealistic demands, as depicted in the example above: •E very job seeker who reads it will think “That’s not me!” in response to one or more of the demands and, as a result, might move on to some other company’s less-ridiculous job advertisement, which means the original posting risks eliminating potential top performers.

• In the posting, the job demands aren’t weighted — probably because the Hiring Manager doesn’t know which competencies are critical for the role — so the list may have the unintended effect of attracting weaker applicants who are only strong in supporting competencies and not in the critical ones.

• It puts the onus on the job seeker to explain away any alleged shortcomings instead of on the company to determine what actually works best in the role it is looking to fill.

The laundry-list approach does not describe a model salesperson; it imagines a supermodel salesperson. And, out of curiosity, have you ever gotten a date with a supermodel?

We all know that salespeople are the ones keeping the lights on. Discovering the qualities needed for sales success in specific roles not only increases revenue, but it reduces turnover and ensures a more profitable bottom line.

Job models are built from mixtures of performance competencies that have been identified, through scientific verification, to be critical success factors. The closer a job applicant matches the model, the more likely that person will perform well in the position.

Warning: There is no all-encompassing “good salesperson” model, nor are there all-purpose “hunter” or “farmer” models, either. In fact, throughout Caliper’s eight unique sales job models, qualities that point to success in one sales role could be performance inhibitors in another. Here’s a brief overview of the eight models: Sales manager – Focuses on the dynamics needed for balancing leadership with managing one’s own book of business New business development – Emphasizes the attributes associated with cold-calling, lead generation, negotiating, and reeling in accounts, often in a territory-based setting Account development – Focuses on roles that deal with relationship building and account retention 22

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December 2016

ccount service specialist – Used when client-services A activities are blended with up-selling and cross-selling duties Consultative selling – Focuses on roles that require a deep exploration of client needs and then partnering with them on solutions Strategic selling – Employed when a complex understanding of a client’s business, relative to industry trends and market changes, is needed to address long-range or ongoing needs Technical sales – Used when subject-matter expertise and analyses of complex technical needs are paramount to success General sales – Focuses on the basic essentials for sales positions or on new roles that have yet to be fully defined The key takeaway: the job-model approach provides far greater precision and predictive validity than the supermodel one.

The best part is that hiring managers can use the designated job model again and again as the sales operation expands, knowing they are hiring high-potentials each time. It’s almost like capturing lighting in a model.

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 609524-1200. Email editorial@mhwmag.com to contact Caliper.

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December 2016

23

12/21/15 1:41 PM

Sales Trends Art Sobzcak

What to do right now to instantly get _____ results A new sales rep joined a company in an industry he had never sold to before. Within two months he was kicking major butt and became the number one rep. By a lot.

A few of the disgruntled and jealous reps who had been there for a couple of years –all of whom consistently hovered at their monthly quota lines--were in the break room complaining about the young stud’s success.

“I don’t know how he’s doing it. He doesn’t have the product knowledge I do,” said one.

Another chimed in: “Yeah, and I know he doesn’t have as much talk time as I do.” Another: “And he can’t be making as many calls as I do. I leave voice mails all day, and send out tons of emails.”

The rep who sits in the cubicle next to the top performer offered an observation: “I hear his calls. He’s going to the top level of the companies we’re selling to, and selling bigger deals.”

One rep responded, “How does he sell to those people?

I always get stalled at the mid-management level?” The neighbor replied, “He doesn’t know that it is even possible to talk to mid-managers and sell our product. In his training the new trainer told him that the only people he can talk to are those at the highest level, and that bigger deals are all that we sell.”

Hmmm. Pretty simple point I have for you, but one that is time-tested: All that limits us is ourselves, and thinking and acting BIG gets BIG results.

Here are some thoughts along those lines: • It takes just as much energy to ask for a large order as it does a small one. As long as you’re asking anyway, why not ask LARGE? • When you EXPECT to sell large, that notion becomes part of you; your thoughts, your actions, and your results.

• Even when you don’t get the large sale or project you ask for, you will probably end with something more than you would have gotten otherwise if you had thought small.

• The pros with the highest average orders, and the most overall sales are typically the ones who shoot for–and ask for–the biggest sales. The math works on this.

• Where you target in the organization usually determines the size of the sale you’re able to get.

Where are you calling? Aim high.

• Percy Ross wrote a syndicated newspaper column, “Thanks a Million,” where he gave away millions of dollars to people who wrote in, and ASKED in the 24

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December 2016

right way. In his now out-of-print book, “Ask for the Moon–and Get It!” he also suggested asking large: “Take a chance; ask for something big! Most of us have a tendency to shy away from the things we want the most. What is it your heart desires? What is it you want the most? Who could give it to you or make it come true? Go ahead, ASK THEM!” • John F. Kennedy said that “Only those who dare to fail greatly will succeed greatly.” He practiced what he preached; he asked for the moon, got it approved

by Congress, and received commitment from the thousands of people who ultimately made it happen in 1969.

• Size DOES matter…as it relates to your thinking and subsequent action. Think and act BIG, and your results will follow.

Continue making it your best week ever!

Art Sobczak helps sales pros prospect, sell and service accounts more effectively by using conversationally, non-salzes messaging, and without “rejection.” Get a free ebook of 501 telephone sales tips at businessbyphone.com/501-tips-ebook.

Email editorial @mhwmag.com to contact Art.

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December 2016

25

Your Business Eileen Schmidt

2016 in review As we wrap up the calendar year here at Material Handling, I wanted to take a moment to thank all of you who have participated in the Your Business column in 2016. We designate this space as a place to turn the spotlight on you, our readers, to recognize the achievements and milestones of your organizations.

In the two years I have been writing this column, I have spoken to business owners, managers and representatives from Iowa and Texas to London and Denmark. You have taken time out of busy schedules to tell me your company stories, to explain your products and services, and to share your visions for the future with our readers at large. Thank you.

This month I would like to share with you a few of my impressions based on these interviews. The companies we feature in the Your Business column are all celebrating anniversary years, so whether they are marking 5 or 75 years in business, these are the organizations that have beaten the odds. Multiple sources and reports document that getting a venture off the ground isn’t easy; the vast majority of new businesses fail in the first two years. In 2013, Forbes reported that 8 out of 10 businesses fail in the first 18 months of operation.

So what is it about those we feature in Your Business that is helping them succeed?

Here are four trends I have observed among those of you who are making it in the material handling industry: 1. Versatile and consistent These terms may sound different, but both play into achieving business longevity. As the technological revolution has taken the world by storm, it has been up to individual businesses to incorporate new technology into products and services. Sometimes this means a complete change to the types of products offered as businesses evolve. Nearly always it means a continued focus on customer service, reliability of products and the strength of business relationships.

In a recent email to me, Bruce Dickey of Narrow Aisle Inc., explained that more customers are shopping online.

Dickey, the vice president of sales, says this means the challenge is to kindle communication between customers, dealers and themselves to ensure those who may be in the market for one of the company’s Flexi Forklifts has the information they need. “In today’s internet-savvy world, buyers don’t have to rely solely on forklift dealers for information about various options available to them,” said Dickey. “Sometimes we turn an inquiry over to our Flexi dealer and the inquirer is their customer – a customer they never realized might be in the market for a Flexi solution,” he said.

2. Big data Building on the theme of how technology is changing the material handling industry, many companies we have featured have explained how they now use data to help their customers.

26

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December 2016

It isn’t enough to just market products; customers need to know exactly how those products will fit with their specific needs. One company manager I spoke with outlined how the business helps clients analyze data to find exactly the right product before purchasing. Others track and use data information to improve their own products and processes. In an era of increasingly smart technology, companies are finding that gathering and interpreting relevant data is more than just a nice thing to have. It is a necessity.

3. Lean and green We are also hearing more about the utilization of green and lean manufacturing practices, which are proving to be the way many businesses now seek to operate. “We believe it is our responsibility as a company to initiate and put forth our best efforts to reduce waste and encourage environmental friendly practices for not only our employees, but for the words,” says the Hannibal Industries Inc. website. The company implements a trash collection service that automatically separates recyclable items uses energyefficient lighting fixtures, and supports alternative means of commuting for employees.

4. Global reach Finally, nearly all of the material handling firms we have featured have outlined how business relationships and product distribution are now global in scope, proving a willingness to reach out to customers and form partnerships across borders. FB Chain, for example, is owned by Swedish company Addtech AB, operates out of a production facility in Letchworth, Herfordshire in Great Britain, and employs another 200 workers across Europe, while also focusing on expanding its presence in the U.S. “We can deliver chain wear gauges almost next day in America due to its light weight, and also because of the time difference. We get a lot of positive feedback from US customers regarding the efficiency of our service,” said Peter Church, FB Chain’s managing director, in a recent telephone interview from overseas.

Businesses of the future As we head into 2017, I look forward to hearing more of your stories and helping share them with Material Handling readers. Is your company celebrating an anniversary this year? If you are interested in a profile article, please contact us at Material Handling Wholesaler to learn more about our publishing process either by email at editorial@mhwmag.com or phone at 877-638-6190 or 563588-3844.

We look forward to hearing from you and wish all our readers success in 2017.

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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UNIT YEAR MODEL

IC PNEUMATICS

18207 2006 Cat P5000D 18138 2012 Caterpillar 2P5000 18674 2012 Cat 2P5000 18633 2013 Cat 2P5000 18636 2013 Cat 2P5000 18671 2012 Cat 2P6000 18672 2012 Cat 2P6000 18357 2005 Hyster H30FT 18699 2010 Hyster H30FT 18700 2010 Hyster H30FT 18702 2010 Hyster H30FT 18703 2010 Hyster H30FT 18704 2010 Hyster H30FT 18512 1983 Hyster H50XL 18524 2006 Hyster H50FT 17715 2006 Hyster H50FT 48” Forks 17431 2007 Hyster H50FT “LPS”, S-S, Forks 17020 2007 Hyster H50FT S-S, Forks 17753 2008 Hyster H50FT S-S, Forks 17754 2008 Hyster H50FT S-S 17682 2008 Hyster H50FT S-S 17647 2008 Hyster H50FT S-S, 42” Forks 18391 2008 Hyster H50FT S-S, Forks 18622 2009 Hyster H50FT S-S, LBR, 48” Forks 18623 2010 Hyster H50FT S-S, Forks 17612 2011 Hyster H50FT No Att. 18160 2011 Hyster H50FT S-S 18682 2012 Hyster H50FT No Att. 17709 2008 Hyster H60FT 17211 2008 Hyster H60FT No Att. 18767 2011 Hyster H60FT 4 Way 17705 2006 Hyster H70FT 4 Way 18366 2010 Hyster H70FT S-S, LBR 18448 2012 Hyster H70FT S-S/F-P, Forks 17664 2007 Hyster H80FT S-S, Forks 4Way - ISSUES 17663 2011 Hyster H80FT S-S, LBR, 42” Forks 18075 2011 Hyster H80FT FP, LBR, Forks 18076 2011 Hyster H80FT S-S, LBR, 48” Forks 18077 2011 Hyster H80FT 4 Way 18812 2012 Hyster H80FT No Att. 18813 2012 Hyster H80FT No Att. 18817 2012 Hyster H80FT No Att. 18341 2007 Hyster H90FT 18686 2011 Mitsubishi FG30N 17891 2005 Nissan PL50 17892 2005 Nissan PL50 S-S 17882 2012 Yale GLP030VX 4Way, No Att. 18575 2013 Yale GLP030VX 4 Way, No Att. 18467 2004 Yale GDP040RG S-S, Forks 18468 2004 Yale GDP040RG BCS, S-S, 54” Forks 18471 2004 Yale GDP040RG No Att. 17849 2003 Yale GDP050TG 4 Way, No Att. 17850 2004 Yale GDP050TG 4 Way, No Att. 17535 2004 Yale GDP050TG 4 Way, No Att. 17536 2004 Yale GDP050TG 4 Way, No Att. 18462 2005 Yale GLP050VX 4 Way, No Att. 18651 2006 Yale GLP050VX 4Way 18771 2006 Yale GLP050VX PRS, No Att. 17575 2006 Yale GLP050VX PRS, 4Way, No Att. 17193 2006 Yale GLP050VX PRS, 4Way, No Att. 17055 2006 Yale GLP050VX PRS, 4Way, No Att. 17132 2007 Yale GLP050VX PRS, 4Way, No Att. 17134 2007 Yale GLP050VX PRS, 4Way, No Att. 18732 2007 Yale GLP050VX 4Way, No Att. 18398 2008 Yale GLP050VX 4 Way 18384 2008 Yale GLP050VX 4 Way 17640 2008 Yale GLP050VX 4Way, No Att. 17125 2011 Yale GLP050VX 4 Way, S-S, Forks 4Way, S-S/F-P, 48” Forks 17198 2011 Yale GLP050VX 17820 2012 Yale GLP050LX 4Way, No Att. 18022 2012 Yale GLP050VX 4Way, No Att. 18537 2013 Yale GLP050VX 4 Way, No Att. 18538 2013 Yale GLP050VX Rotator, Forks (Scrap ?)

18696 2013 Yale GLP050VX Rotator, Forks 18709 2013 Yale GLP050VX S-S, Forks 18710 2013 Yale GLP050VX PAINTED, No Att. 18711 2013 Yale GLP050VX S-S, Forks 17194 2005 Yale GLP060VX S-S, Forks 17584 2006 Yale GLP060VX 48” Forks 18770 2006 Yale GLP060VX 4 Way 18179 2008 Yale GLP060VX BCS, 4Way Hosed 18815 2008 Yale GDP070VX BCS 17608 2006 Yale GDP100MJ BCS, 4Way Hosed 3rd Valve, 60” Forks IC BIG PNEUMATICS No Att. 18212 2010 Cat P33000 4 Way, No Att. 4Way, No Att. 18785 2008 Hyster H155FT 4Way, No Att. 18786 2012 Hyster H155FT 4Way, No Att. 4 Way TUGGERS 4 Way 17353 2008 Hyster T7Z 17359 2008 Hyster T7Z 17376 2008 Hyster T7Z

Bill Zemak | bill@theforkliftpro.com David Herrera | david@theforkliftpro.com Seth Caldwell | seth@theforkliftpro.com

MAST

HYD

NOTES

84/188 84/188 84/188 84/188 84/188 84/186 84/186 84/187 83/187 82/186 82/187 82/186 82/187 84/181 84/189 84/189 84/189 86/194 84/189 84/189 84/189 84/189 84/189 84/189 84/189 84/189 84/189 84/189 87/181 93/199 84/170 87/181 88/187 80/176 89/185 86/121 90/185 90/185 90/185 84/121 84/121 84/121 86/173 84/186 84/189 84/187 84/187 84/187 84/177 84/129 84/129 84/194 84/194 86/194 86/189 84/189 90/200 90/199 90/199 84/189 84/189 86/194 86/194 86/194 86/195 86/195 84/189 84/189 84/189 84/188 84/189 84/189 84/189 84/189 84/189 84/189 84/189 87/181 93/199 93/199 84/126 87/181 110/159

3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 4 Way 3 Way 3 Way 4 Way 4 Way 3 Way 4 Way 3 Way 4 Way 3 Way 3 Way 4 Way 3 Way 3 Way 4 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 4 Way 4 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 2 Way 2 Way 2 Way 2 Way 3 Way 3 Way 3 Way 3 Way 3 Way 4 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 4 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 4 Way 4 Way 2 Way

S-S, Forks PAINTED, LPS, S-S, Forks S-S, Forks S-S, 48” Forks S-S, 48” Forks S-S, Forks S-S, Forks S-S, Forks, Full Cab S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, 42” Forks, Cab S-S, LBR, 42” Forks S-S, LBR, 48” Forks S-S, LBR, 48” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, FP, LBR, 42” Forks S-S, LBR, 42” Forks S-S, Forks 4Way 4Way S-S, LBR, 60” Forks “LPS”, S-S, 48” Forks S-S, Forks S-S/F-P, Forks, 7,421 Hrs Pre-VSM 3Way, 48” Forks S-S, Forks S-S, LBR, Forks S-S, 48” Forks S-S, Forks, “LPS” No Att, Full Cab, A/C No Att., Full Cab No Att. No Att. No Att. 3rd Valve, 54” Forks 3rd Valve, 54” Forks 3rd Valve, 54” Forks 4Way, No Att. S-S/F-P, Forks S-S, Forks S-S, Forks S-S, Forks 3rd Valve, Forks S-S, Forks S-S, Forks S-S, Forks Forks Forks LBR, 48” Forks LBR, 48” Forks S-S, Forks S-S, 42” Forks S-S, 42” Forks S-S, LBR, 38” Forks S-S, LBR S-S S-S, LBR, 48” Forks S-S, LBR, 48” Forks S-S, Forks S-S, Forks S-S, Forks, 4,430 Pre-VSM S-S, LBR, 48” Forks S-S, forks S-S, LBR, 42” Forks S-S, Forks S-S, Forks S-S, 42” Forks S-S, 42” Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, LBR S-S, LBR, 48” Forks S-S, 42” Forks S-S, Forks 4Way, Attachment 48” Forks

153/167 4 Way 127/173 4 Way 127/173 4 Way / / /

4Way, S-S/F-P, 96” Forks S-S,F-P, 96” Forks S-S,F-P, 72” Forks

N/A N/A N/A

Tim Smith | tim@theforkliftpro.com Vince Strum | vince@theforkliftpro.com Jimmy Flaherty | jflaherty@theforkliftpro.com

UNIT YEAR MODEL

VNA ARTICULATING 18660 18508 18494 18495 18496 18497 18498 17498

2010 2006 2011 2011 2011 2011 2011 2002

AisleMaster 44S Aisle Master 44S Bendi B40 IC Bendi B40 IC Bendi B40 IC Bendi B40 IC Bendi B40 IC Steinbock WM13F

MISCELLANEOUS 18784 2011 18458 2013 18459 2012

Bobcat T110 track FT-24-2 LP00049 Vermeer RTX1250

4 WHEEL RIDER ELEC

18113 2006 18364 2008 18347 2005 17581 2008 17073 2009 18362 2009 18626 2010 18820 2010 18821 2010 18548 2006 17346 2008 18568 2012 18569 2012 18206 2004 18095 2006 18503 2006 18205 2007 18204 2008 18092 2008 18620 2009 18727 2010 18546 2010 18596 2010 18719C 2011 18721C 2011 18722C 2011 18724C 2011 18750 2007 18305 2009 18782 2008

Hyster E30Z Hyster E30Z Hyster E50Z Hyster E50Z Hyster E50XN Hyster E50XN-27 Hyster E50XN Hyster E50XN Hyster E50XN Hyster E60Z-33 Hyster E60Z Yale ERC030VA Yale ERC030VA Yale ERC050GH Yale ERC050GH Yale ERC050GH Yale ERC050GH Yale ERC050GH Yale ERC050GH Yale ERC050GH Yale ERC050VG Yale ERC050VG Yale ERC050VG Yale ERC050VG Yale ERC050VG Yale ERC050VG Yale ERC050VG Yale ERC060GH Yale ERC060VG Yale ERC065GH

BIG RIDER ELEC 18164 2011 18320 2011

Hyster E80Z Yale ERC080HH

3 WHEEL RIDER ELEC 18025 18238 18687 18741 18097 17650 16814 18098 17546 18780

2005 2009 2011 2006 2004 2006 2006 2007 1998 2008

Caterpillar EP16KT Hyster J40ZT Mitsubishi FB16NT Nissan TN01 Yale ERP030TH Yale ERP030TH Yale ERP030TH Yale ERP030TH Yale ERP040TF Yale ERP040TH

STOCKPICKERS 17971 17972 18385 16721 17478 18483 18460 18572 18532 18772 18773 18774 18775 18776 18777 18778 18818 18290

2010 2011 2001 2004 2005 2005 2005 2005 2005 2006 2006 2006 2006 2006 2006 2006 2006 2008

Hyster R30XM2 Hyster R30XM2 Yale OS030ECN Yale OS030EC Yale OS030EC Yale OS030ECN Yale OS030ECN Yale OS030ECN Yale OS030ECN Yale OS030ECN Yale OS030ECN Yale OS030ECN Yale OS030ECN Yale OS030ECN Yale OS030ECN Yale OS030ECN Yale OS030ECN Yale OS030BEN

RIDER REACHES

17206 18285 18823 17835 17822 14821 16704 16618 18746 17595 17594 18223 15767 16119 16158 17436 17544 17667 18239 17979 17828 17885 17962 17963

1999 2004 2007 2005 1998 2000 2002 2000 2010 2004 2006 2008 2001 2003 2004 2005 2005 2005 2005 2005 2005 2005 2005 2005

Hyster N30XMR2 Hyster N40XMR3 Hyster N40ZRS Hyster N45XMR3 Kalmar ACNM30W Ray. EASI-R40TT Ray EZ-R40TT Toyota 6BRU18 Yale NDR030DA Yale NR035AE Yale NR035AD Yale NR035DA2 Yale NR040AE Yale NR040AE Yale NR040AE Yale NR040AE Yale NR040AE Yale NR040AE Yale NR040AE Yale NR040AE Yale NR040AE Yale NR040AEN Yale NR040AE Yale NR040AE

MAST

HYD

NOTES

3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way

S-S/F-P, Forks

0/0 0/0 0/0

3 Way

New tracks, good runner Have title

82/187 94/216 82/189 83/189 82/189 83/189 94/218 82/189 82/189 82/181 94/211 82/127 82/127 88/201 83/130 82/189 94/218 93/218 88/200 84/194 85/194 85/194 85/195 88/200 88/200 88/200 88/200 94/146 88/187 84/187

4 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 4 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 4 Way 4 Way 3 Way 4 Way 4 Way 3 Way 3 Way 4 Way 4 Way 4 Way 4 Way 2 Way 3 Way 3 Way

4Way, No Att. PAINT, S-S, 42” Forks S-S, Forks S-S, LBR, Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, Forks 3rd Valve 3rd Valve 4 Way No Att. S-S, Forks S-S, Forks S-S, Forks S-S, Forks 4Way, No Att. S-S, Forks S-S, Forks S-S, Forks 4Way No Att. S-S S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S S-S, 60” Forks S-S, Forks

88/185 88/185

4 Way 3 Way

4Way, No att.

S-S, 48” Forks

82/188 82/187 82/188 82/187 78/177 84/240 78/175 78/175 82/189 82/187

3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 4 Way

S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S PAINTED, S-S, Forks S-S, Forks S-S, LBR, 42” Forks S-S, Forks

107/243 107/243 105/240 89/195 89/195 89/195 89/195 89/195 89/195 89/195 89/195 89/195 89/195 89/195 89/195 89/195 89/195 89/195

1 Way 1 Way 1 Way 1 Way 1 Way 2 Way 3 Way 3 Way 1 Way 1 Way 3 Way 1 Way 1 Way 1 Way 1 Way 1 Way 3 Way 1 Way

Pallet Clamp, Forks Pallet Clamp, Forks 42” Forks, Pallet Clamp PAINTED, 42” Forks, Pallet Clamp PAINTED, 42” Forks, Pallet Clamp PAINTED, 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp

119/272 95/212 95/212 148/341 82/189 131/300 140/321 95/210 95/212 131/302 131/302 110/251 107/242 89/195 91/203 91/203 91/203 91/203 91/203 91/203 91/203 91/203 91/203 91/203

4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way

S-S, LBR, 42” Forks S-S, Forks S-S, 48” Forks, 42” ID Single Reach, S-S, Forks Single Reach, S-S, Forks GPO--200--S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks Deep Reach, S-S, Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, Forks S-S, LBR, 42” Forks S-S, 42” Forks, 12” BC PAINTED, S-S, 42” Forks S-S, LBR, 42” Forks S-S, 42” Forks, 14” BC S-S, 42” Forks, 14” BC S-S, 42” Forks, 14” BC S-S, 42” Forks, 14” BC S-S, 42” Forks, 14” BC S-S, 42” Forks, 14” BC S-S, 42” Forks, 14” BC S-S, 42” Forks, 14” BC

+5 Way

S-S, 42” Forks S-S, 42” Forks S-S, 42” Forks S-S, 42” Forks S-S, 42” Forks Traverse, 42” Forks

Over 800 Forklifts available!

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MAST

HYD

NOTES

91/203 91/203 91/203 91/203 138/320 107/240 146/341 146/341 146/341

4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way

S-S, 42” Forks, 14” BC S-S, 42” Forks, 14” BC S-S, 42” Forks, 14” BC S-S, 14” BC, Forks S-S, Forks, Cradled S-S, 36” Forks S-S, Forks, Crated S-S, Forks, Crated S-S, Forks, Crated

0/56 0/56 83/190 83/240 83/240 83/240 95/226 72/100 72/100 82/189 82/189 82/124 78/117 88/203 88/203 88/203 88/203 83/188 83/188 84/128 98/222 98/222 94/218 94/218 94/218 94/218 100/230

2 Way 2 Way 3 Way 3 Way 3 Way 3 Way 3 Way 2 Way 2 Way 3 Way 3 Way 2 Way 2 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way

Forks Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks 48” forks 48” forks PAINTED, S-S, Forks S-S, Forks PAINTED, CWB, Forks Straddle, 42” Forks S-S, 42” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, Forks S-S, 42” Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, LBR, 42” Forks PAINTED, S-S, 42” Forks S-S, LBR, 48” Forks

/N/A 0/0 0/0 0/0 0/0 0/0 0/0 0/0 0/0 / /N/A 0/0 0/0 / /N/A 0/0

1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way

27” x 48” Forks 22” x 48” Forks 27” x 48” Forks 27”x48” forks 24 x 48” 27” x 48” Forks, 24V Pack 27” x 48” Forks 27”x48” Forks, 24V Pack 27” x 48” Forks 27” x 48” Forks 27” x 48” Forks, 13” BC 27 x 48” Forks 27 x 48” Forks 27 x 48” Forks 28” x 96” Forks 28”x144” Forks

RIDER REACHES (Cont’d)

95/187 89/204 95/216 95/216 95/216 95/216 95/216 102/238

WE’RE NOT BROKERS, WE OWN ALL OUR INVENTORY!

UNIT YEAR MODEL 17767 18526 18529 18769 18731 18595 18728 18729 18730

2006 2006 2006 2006 2008 2010 2012 2012 2012

Yale NR040AE Yale NR040AEN Yale NR040AEN Yale NR040AEN Yale NR045EAN Yale NR045EAN Yale NR045EAN Yale NR045EAN Yale NR045EAN

NARROW AISLE 17838 17839 18027 18029 18030 18031 18032 18492 18493 17783 17784 18045 18049 16707 16708 16709 16711 16576 18037 18534 18441 18442 18747 18748 16532 16533 17189

2010 2010 2001 2007 2007 2007 2007 2009 2009 2012 2012 2001 2002 2002 2002 2002 2002 2006 2008 2009 2010 2010 2010 2010 2007 2007 2008

Atlet PPC Atlet PPC Crown RC3020-30 Crown RC3020-30 Crown RC3020-30 Crown RC3020-30 Crown RC3020-30 Hyster W40ZC Hyster W40ZC Landoll LSC030 Landoll LSC030 Prime Mover CSX40 Raymond EMB10G Ray. DSS30 Ray. DSS30 Ray. DSS30 Ray. DSS30 Ray. R30-C30TT Raymond 4200 Ray. RSS-S40TN Yale ESC030AC Yale ESC030AC Yale ESC030FAN Yale ESC030FAN Yale ESC035FA Yale ESC035FA Yale ESC040FA

ELECTRIC PALLET JACK 16270 18501 18739 18248 18373 18256 17599 18253 18737 18708 16999 17930 17931 17937 17321 18286

CONTACT US

BY EMAIL

2007 2005 2010 2008 2012 2006 2006 2006 2012 2013 2002 2010 2010 2010 2003 2012

Cat WR6000 Hyster W40Z Hyster W40Z Hyster B60Z-AC Hyster B80Z-HD Toyota 6HBW20 Toyota 6HBW23 Yale MPB040EN Yale MPB040EN Yale MPB040EN Yale MPE060LE Yale MPE080LF Yale MPE080LF Yale MPE080LF Yale MPE080LE Yale MPE080LV

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18812, Hyster H80FT

Web ID: 4UN0

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1 17307, Toyota 7FGCU35

Web ID: V!J8

18786, 2012 Hyster H155FT, 4 hyd. Side shift, fork positioner 72” forks, 45111hrs

Bill Zemak | bill@theforkliftpro.com David Herrera | david@theforkliftpro.com Seth Caldwell | seth@theforkliftpro.com

5

16711, Raymond DSS30

Tim Smith | tim@theforkliftpro.com Vince Strum | vince@theforkliftpro.com Jimmy Flaherty | jflaherty@theforkliftpro.com

www.MHWmag.com

December 2016

29

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Nuts & Bolts

Acquisitions, expansions & other business news

New lease accounting rules

Self-driving semis: B Double E Double R U Nsane?

The new rules for lease accounting approved by the Financial Accounting Standards Board (FASB) are scheduled to take effect for financial periods starting after Dec. 15, 2018 for public companies and after Dec. 15, 2019 for private companies, with a modified application for any other financial period presented. While organizations may be aware of the pending changes, many are not up to speed in their progress in transitioning to the new accounting standard, known as Accounting Standards Codification Topic 842 (ASC 842). The new FASB standard will modify the accounting for all leases which are in effect during the transition period.

This means that although the standard applies to financial periods starting after December 15, 2018, it will require a restatement for the financial reporting of prior periods also. www.equipmentfinanceadvantage.org/newLAR.cfm

Self-driving cars have been making headlines for a while now, but the latest news takes autonomous driving to a whole new level. In a stunt that portends the future of truck driving, Uber-owned Otto, a selfdriving truck startup, delivered 2,000 cases of Budweiser from Fort Collins, CO 120 miles down I-25 to Colorado Springs. The big rig was equipped with an array of cameras, radar and LIDAR sensing technology, and drove itself at an average speed of 55 mph, and was guided using GPS and hyper-accurate digital maps created on a scouting run. The truck was followed by troopers, Colorado government having approved the early morning trek. A driver rode in the truck during the freeway leg of the trip and took the wheel at Colorado Springs city limits. www.ot.to

MHEM releases forecast of significant 2017 downturn The MHEM quarterly material handling equipment manufacturing forecast for October 2016 was released with a forecast of a significant decline in new orders expected in 2017. MHEM reported U.S. material handling new orders for 2015 at a record high of $33.7 billion, with domestic demand also at a record level of $33.5 billion. The report went on to say that material handling growth has slowed significantly in 2016, but some improvements are expected for the year as a whole. For 2017, they reported seeing significant downside risks, but subsequent improvements in 2018 and 2019. www.mhi.org

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EXPERT PRESENTERS FORWARD THINKING

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December 2016

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New Option this year, you can donate online at http://www.mhi.org/mhefi/donate MHEFI is a non-profit IRC501(C) (3) charitable organization in partnership with MHEDA and MHI. This program is managed by MHEFI. For additional information contact Donna Varner at 704.714.8731.

Please fill out form above and mail to: Material Handling Education Foundation, Inc. (MHEFI) Attn: Donna Varner | 8720 Red Oak Blvd., STE 201 | Charlotte, NC 28217-3992

www.MHWmag.com

MHW 12/16

December 2016

35

Shifting Gears

Industry personnel and organization news

YRC Freight driver achieves 5 million accident-free miles In his nearly 40-year career with YRC Freight, Joe Brown has driven five million miles - and hasn’t had one accident. In honor of Brown’s accident-free achievement, YRC Freight will welcome him into the company’s Driver Hall of Fame. YRC Freight also will donate 50 children’s car seats to the Tennessee Highway Patrol - one for every 100,000 miles Brown has safely driven. “Professional drivers consider themselves responsible for their own safety as well as the safety of the motoring public. Joe’s 39 years of accident-free driving is a great example of this commitment. That is how safety is done,” said Darren Hawkins, YRC Freight president.

Brown’s regular route is Memphis to Houston, which is more than 1,100 miles round trip. www.yrcfreight.com

UniCarriers Americas expands sales team UniCarriers Americas Corporation (UCA) expands its regional sales team by hiring Aaron C. Boemmel, Michael Paul, Terre Robert Haff and Paul G. West.

As a regional sales manager for the northeast, Aaron Boemmel is responsible for strengthening UCA’s dealer network and increasing UCA’s dealer market share. Prior to joining UCA, Boemmel worked as an account manager of equipment sales for Eastern Lift Truck Company. He currently lives in Bel Air, Md., and studied computer science and business at Frostburg State University in Maryland.

In his role as southeast regional sales manager, Michael Paul is responsible for managing all facets of dealer sales support for the southeast.

With more than 20 years of industry experience, Paul previously worked as a territory manager, regional sales manager and in national accounts sales for companies including Linde Material Handling. He currently lives in Mount Pleasant, S.C., with his wife and daughter and earned a bachelor’s degree in mass media management from Marietta College in Ohio.

Terre Robert Haff is the newest regional sales manager for the southwest. Haff will assist in dealer sales support for Southern California, Southern Nevada, New Mexico and Hawaii. Prior to joining UCA, Haff worked more than 18 years in the material handling industry, including as a territory manager at Johnson Lift Hyster. Haff lives in Camarillo, Calif., with his wife and two children and is a veteran of the United States Army.

As a regional sales manager for the northwest, Paul West is responsible for increasing UCA market share and working with dealers in Northern California, Northern Nevada, Oregon, Washington, Wyoming, Montana, Idaho and Alaska. Prior to joining UCA, West worked as a regional sales manager for the KION Group, warehouse solutions manager for NMHG and territory manager for Pape Material Handling.

He currently lives in Coeur d’Alene, Idaho. West earned a bachelor’s degree in business from California State University at Sacramento.

“UniCarriers Americas is happy to expand its sales team with our talented new personnel,” said Brian Markison, senior director of sales and marketing, UniCarriers Americas. “With more than half of a century’s worth of experience between them, we look forward to applying their knowledge and expertise as UCA continues to expand its North American presence.” www.unicarriersamericas.com

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December 2016

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www.MHWmag.com

December 2016

37

Shifting Gears

Industry personnel and organization news

IronPlanet sells record $99 million in gross merchandising volume IronPlanet®, an online marketplace for selling and buying used equipment and other durable assets, announced record-breaking results from its month-long September to remember auction events. Combining both online and on-site auctions, the company sold 9,890 items for more than $99 million in GMV (Gross Merchandise Volume), during 23 auctions in September. “September, 2016 was a record-breaking month, for the number of auctions that we held, the total number of bidders and buyers, as well as the total gross merchandise volume of over $99 million,” said Gregory J. Owens, IronPlanet chairman and CEO. “This is no doubt that we were able to achieve these stellar results due to our advanced data-driven technology platform, the power of our multiple online marketplaces, robust on-site auction events and the global reach of our more than 1.5 million registered users worldwide. We knew September was going to be a milestone month and it exceeded our expectations. We look forward to a great fall auction season and are excited to be gearing up for our largest Florida auction ever in February 2017.” www.ironplanet.com

IronPlanet sells record $99 million in gross merchandising volume For the past several years, Carol Fontanez, rental manager at Jamco Inc in North Orlando, Fla., and her team have been finding ways to benefit their community. They have used the traditional methods — offering extensive discounts for forklift rentals to nonprofit organizations — and have taken a more unique approach — “adopting” a road in Sanford and making sure it stays clean and free of litter. This year, the

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team wanted to do something even bigger.

We knew we could do something more,” Fontanez says. After discussions with her assistant, Kaitlyn Ocker, the foundation of a plan was formed. Ocker suggested reaching out to the American Cancer Society. Since Jamco sells rents and services forklifts, Fontanez suggested painting one of its 5,000lbs Doosan Pneumatic forklifts pink and having a portion of the rentals of that forklift benefit breast cancer research.

“This made perfect sense. Everybody knows someone who has been affected by cancer. Cancer runs in my family. We decided to benefit breast cancer because this is a very common form of cancer and some of our staff members have been personally impacted by this disease,” Fontanez says.

The next step was to approach her boss, Tim Jamal, vice president of Jamco Inc. “I was immediately intrigued. My mom is in remission from ovarian cancer. I thought this was a wonderful way to help a good cause and it will definitely draw attention. I see it as a win-win for everyone,” he says. With Jamal’s blessing, Fontanez shared the idea with others in her department. “Everyone has gotten behind it, our service manager took over and made sure the Doosan G25P was ready for display at the American Cancer Society’s Oct. 29 Making Strides Against Breast Cancer walk/run in Orlando. Fontanez and several of her rental team members participated in the event. 15% of rental revenue earned will go directly to the American Cancer Society for research to fight breast cancer. www.jamco1.com

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December 2016

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December 2016

39

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Merry Christmas & Happy New Year

From everyone at

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December 2016

**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

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43

Are you in need of top quality lift truck attachments? TVH offers the full line of CAM System Attachments including Sideshifters, Rotators, Clamps, Push-Pulls and more! Fore more information contact your sales representative or visit us online at www.tvh.com.

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December 2016

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December 2016

45

Shifting Gears

Industry personnel and organization news

Caterpillar Chairman and CEO Doug Oberhelman elects to retire in 2017 After more than 41 years with Caterpillar Inc., Chairman and CEO Doug Oberhelman has elected to retire, effective March 31, 2017. During his time as chairman and CEO, Oberhelman has reinvigorated the company’s focus on serving customers while also driving a culture of quality and safety. Oberhelman led the company to its highest sales and revenue peak in its 91-year history in 2012, and, since that time, has successfully led the company through the unprecedented downturn affecting our key industries. The company’s board of directors has elected Jim Umpleby, currently a Caterpillar group president with responsibility for Energy & Transportation, to succeed Oberhelman as CEO. Umpleby, a 35-year veteran of the company, will join the Caterpillar board of directors and become CEO effective January 1, 2017. He joined Solar Turbines Incorporated in San Diego, California, in 1980. Solar, a wholly owned subsidiary of Caterpillar Inc., is one of the world’s leading manufacturers of industrial gas turbine systems. Early in his career, he held numerous positions of increasing responsibility in engineering, manufacturing, sales, marketing and customer services.

Umpleby lived in Asia from 1984 to 1990, with assignments in Singapore and Kuala Lumpur, Malaysia. The Caterpillar board of directors elected Umpleby a Caterpillar vice president and president of Solar Turbines in 2010. He was named group president and a member of Caterpillar’s Executive Office, effective January 2013. www.caterpillar.com

Raymond donates hand pallet trucks to local middle and high school The Raymond Corporation donated two hand pallet trucks to the Greene Central School District middle and high schools located in Greene, New York. The school district will use the new hand pallet trucks to transport items, such as daily deliveries, including food preparation items for the cafeterias, parcel deliveries and miscellaneous maintenance needs up to 5,500 pounds. “The Greene Central School district is extremely fortunate to have such a wonderful neighbor in The Raymond Corporation. Raymond has always supported our efforts, as well as our community, enhancing the lives of our families,” says Gordie Daniels, interim superintendent for Greene Central School District.

“We thank them for their thoughtful donation and commitment.”

Raymond employs 1,800 people in the Greene, New York, area and has been headquartered there since 1922. www.raymondcorp.com

For more Shifting Gears articles go to

www.MHWmag.com 46

www.MHWmag.com

December 2016

Custom Equipment adds new sales manager Custom Equipment, Inc. welcomes David Carlson as the new North American sales manager. In this new role, Carlson will focus on regional sales growth and territory development of Hy-Brid Lifts, Custom Equipment’s line of lightweight aerial work platforms. “David’s industry experience and territory knowledge will be an asset to our company and our customers,” said Justin Kissinger, Custom Equipment marketing manager. “He will introduce more contractors to the safety and versatility of Hy-Brid Lifts and work with customers to give them the best possible solutions and services for their scissor lift needs.” Carlson oversees independent and national accounts and manages the upper Midwest territory over to the West Coast. He brings 18 years of experience in regional sales development with a diesel engine manufacturer to his new position. Previously, he worked as a service administrator, product support manager and branch manager for a construction equipment distributor. He started at Hy-Brid Lifts in June. www.hybridlifts.com

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47

48

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December 2016

Happy Holidays

Wishing you and your family a happy and safe holiday season from your friends at Connell Equipment Leasing Company 200 Connell Drive, Berkeley Heights, NJ 07922

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FORKLIFTS FOR SALE 2011 YALE GLC070

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December 2016

49

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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.

Cardinal Logistics Mgmt Corp Concord, Nc Class 5 Toyota Class 3 Toyota Class 4 Toyota

Towlift Inc Cleveland, Oh Class 1 Cat Class 2 Drexel Class 1 Jungheinrich Class 5 Hoist

Fleet Team Inc Cleveland, Oh Class 1 Cat Class 2 Drexel Class 1 Jungheinrich Class 5 Hoist

G N Co Cleveland, Oh Class 1 Cat Class 2 Drexel Class 1 Jungheinrich Class 5 Hoist

Webasto Roof Sys Inc Lexington, Ky Class 1 Jungheinrich

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.

21 14 6 1 19 13 4 1 1

Toyota Inds Commercial Fin....213 Zions Credit Corp.....................15 Wells Fargo Bank.....................167 Fin Pacific Lsg Llc.....................15 Toyota Inds Commercisl Fin......93 M B Fin Bank...........................15 P N C Eqt Fin...........................72 Indl Lsg Co...............................12 Nissan Motor Accept Corp........58 T C F Eqt Fin Inc.....................10 Wells Fargo Eqt Fin...................48 J P Morgan Chase Bank.............10

19 13 4 1 1

De Lage Landen Fin Svc............44 Fuyo Gen Lease Usa Inc..............9

19 13 4 1 1

Citizens Asset Fin.......................16 J M Eqt Co.................................9

15 15

Merrimak Capital Co................21 Banc Of Amer Lsg & Capital.......9 U S Bank Eqt Fin......................17 Huntington Tech Fin Inc.............9

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

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December 2016

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STK# 18219 2011 Yale OSO30 Grand River OH (440) 354-3400

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December 2016

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STK# 08-6559 2007 JLG 450AJ Batavia NY (716) 708-4527

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to buy & sell equipment! www.MHWmag.com

December 2016

53

New Products

See more new products online at www.MHWmag.com

Lift-Rite® announces new SpinGo personnel lifter Lift-Rite® introduces the SpinGo personnel lifter, a lightweight and easily maneuverable push-around vertical platform for operator extended-reach applications up to 13.5 feet, or 4.17 meters, high. The compact, ergonomic design and tight-turning radius make the SpinGo ideal for congested areas where vertical lift is needed. The design allows day-to-day operations to be uninterrupted while the new lifter is in use, and an array of features simplify maintenance and optimize uptime. “The versatility of the SpinGo means it can be used in a variety of applications, including light distribution, picking, stock replenishment, as well as cleaning and maintenance environments,” said Shannon Curtis, product manager with LiftRite. “By eliminating climbing, and minimizing reaching and lifting, SpinGo provides an ergonomic alternative to ladders, step stools or podiums commonly used in retail shops, supermarkets, warehouses, offices, libraries and archives.” www.liftrite.com

Introducing Stärke’s line of dock stockers Stärke Material Handling Group announced the North American release of its new LiftMaxx Series electric dock stocker with capacity options of 3,500 and 4,000 pounds. This new line of dock stockers is the latest expansion to Stärke’s LiftMaxx Series of industrial lift equipment, which offers a comprehensive line of equipment for applications in warehousing, factory, retail and distribution environments. The EDS35-40ACX is designed to excel in confined areas where visibility and maneuverability are most important such as docks, trailers and narrow aisle facilities. Available in 3 stage masts with up to 190” maximum lift heights, each unit is powered by a 36V AC electric motor with a 36V industrial battery. The EDS line also includes several operator friendly features such as a fully programmable Curtis controller, an 80” operator cabin, an ergonomic lumbar support pillow, an adjustable armrest, P&G joystick controls, and power steering. Additional features and options for the EDS35-40ACX include: LED work lights, strobe light and backup alarmc side shift and a variety of fork configurations. www.starkeforklift.com

Reach higher, faster with Yale® MR14-25 series From SKU proliferation to rising urban land costs, industry forces are driving distribution centers to expand vertically. And with a push to move more products faster and with greater accuracy, operations require solutions with efficient access to higher storage levels. The new Yale® MR14-25 moving mast reach truck series features seven models and five chassis options that can be tailored to meet the demands of most indoor applications.

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December 2016

The heavy duty mast creates a high level of stability and enables faster put away and retrieval times with mast lifting heights of up to 502 inches, and mast speeds up to 143 feet per minute. The truck offers a maximum travel speed of 8.7 mph, allowing operators to decrease travel times. For cold storage applications, the truck is available with a fully insulated cabin. www.yale.com

Vestil introduces new LP tank lifter Vestil Manufacturing Corporation, provider of industrial material handling equipment, recently introduced their new LP tank lifter. Designed to diminish the physical bending and lifting of LP tanks and promote a more ergonomically friendly workplace, this lifter is constructed of powder coated steel for both strength and durability with a 200 lb. capacity. Its simple open design, with dimensions of 38¼”W x 39?”L x 29”H, allows the user to quickly attach to a lifting device, such as a fork lift, by utilizing the centrally located chain/hook opening. Once attached, the lifting arms can then be extended/ retracted to best fit the tank at hand and be put in place to securely move the tank to the desired location. www.vestilmfg.com

PECO Pallets now accepted at Canadian tire stores PECO Pallet, Inc. recently announced that it has added Canadian Tire to its growing list of authorized distributors in Canada. Canadian and U.S. companies can now ship their products on PECO’s high-quality wood block pallets into all Canadian Tire locations. PECO Pallet rents its sturdy red pallets to leading grocery and consumer goods manufacturers, who use them to ship products throughout Canada, the U.S., and Mexico. PECO’s block pallet design allows for true four-way forklift entry, so pallets can be stacked and transported more efficiently. Empty pallets are picked up and returned to a PECO depot, where they are inspected, cleaned, and repaired as needed before being reissued to ensure consistent pallet quality. www.pecopallet.com

Michelin launches new XDR3 Earthmover Tyre The new 40.00 R 57 and 53/80 R 63 MICHELIN XDR3 tires have been designed for rigid dump trucks operating in surface mines. One of the main challenges facing mine operators today is to reduce the cost per ton by improving operational efficiency, while still ensuring safety for all within the workplace, and thus increasing profitability. The new MICHELIN XDR3 responds to the needs of mine operators by incorporating three key innovations, which together increase tire life by a minimum of 10 per cent compared to its predecessor, the MICHELIN XDR 2. Compared with its predecessor this new

tread pattern offers multiple benefits. It offers better endurance due to improved heat dissipation capabilities – 8°C cooler in the tread area. A greater volume of tread rubber is in contact with the ground which improves wear and ensures better load distribution throughout the contact patch due to a lower contact pressure.

Finally, interlocking shoulder blocks resist excessive movement during cornering and further reduce tire wear. www.michelin.com

New adhesive provides optimal strength without damaging residue Properly securing appliance parts and electronic components is a critical part of the packaging process. Manufacturers need the confidence that the equipment will move from the plant to install without damage, including stains and residue from adhesives. 3M’s new Scotch® Clean Removal Strapping Tape 8899HP offers a long lasting hold with clean removal from a wide variety of surfaces.

“Customers were asking for a product that was easy to apply, allowing users to save time and costs associated with rework,” said Mitch Hallan, US Product Marketer at 3M Industrial Adhesives and Tapes Division. “Applying 3M’s expertise with adhesives, we developed a tape that can reduce costs by ensuring a secure hold with less tape and reducing the risk of residue damage.” www.3m.com

Ergodyne introduces new Proflex® gel knee pads Ergodyne has announced the release of its new ProFlex® Gel Knee Pad Series. Workers will enjoy the same high quality and functionality of the current knee pads, but with a refreshed look and new innovative design. New ProFlex® Gel Knee Pad models include: 342 Extra Long Cap Injected Gel Knee Pad, 344 Short Cap Injected Gel Knee Pad with Comfort Straps, 345 Long Cap Injected Gel Knee Pad, 347 Long Cap Lightweight Gel Knee Pad, 355 Short Cap Injected Gel Knee Pad, 357 Short Cap Lightweight Gel Knee Pad, 367 Round Cap Lightweight Gel Knee Pad. www.ergodyne.com

Delta-Q Technologies introduces new RC series industrial battery chargers Delta-Q Technologies announced the introduction of its RC series battery chargers which includes two new battery-charging solutions for use in battery powered floor care machines. The new RC900 and RC1200 chargers provide 900 and 1200 watts of DC output power, respectively, and are available in 36- and 48-volt models. Capable of charging both lead-acid and lithium-ion batteries, RC Series chargers use Controller Area Network (CAN bus) communications. The RC900 and RC1200 are designed for use in battery-powered scrubbers, sweepers, and burnishers.

The RC Series IP66-rated ingress protection seals out dirt and fluids, while mechanical design and component selection resists vibration, shock and temperature extremes. Delta-Q Technologies is now accepting RC900 and RC1200 sample requests, with full commercial production beginning in Q1 2017. www.delta-q.com

Rite-Hite pioneers new high-speed door The LiteSpeed™ HZ joins the RiteHite family of high-speed doors as one of only two doors in the industry that is UL listed for hazardous rated environments.

Rite-Hite’s FasTrax is the only other door with this distinction. The LiteSpeed HZ has a Class II, Division 2 listing from UL, carrying a Group Code G and Temperature Code 6. The listing means it can safely operate in facilities where combustible dusts (such as flour, grain, wood, plastic or chemicals) are not normally in the air, but can be present. All electrical components are enclosed in a UL Type 4X (NEMA) or DustTight enclosure. Those components include photo eyes, encoder, junction box near the motor, and the motor and brake, making it the only door rated as a whole. www.ritehite.com

Club Car’s Rental-ready Carryall® utility vehicles win award Rental has selected Club Car’s rentalready Carryall utility vehicles as a recipient of one of its 2016 Editor’s Choice Awards.

The vehicles were selected for the award based on several factors, including online audience engagement over a 12-month period. Other criteria included innovation, versatility, productivity and profit potential.

Both the two-passenger Carryall 1500 and four-passenger Carryall 1700 utility vehicles are built on long-lasting rustproof aluminum frames and engineered for extreme conditions. They’re available with commercial-grade gasoline or diesel engines and a total vehicle capacity of up to 1,750 lbs. (793.8 kg). www.clubcar.com

WSI Global announces GenieCut windowing machine WSI Global, manufacturer of finishing equipment for the carton converting, liquid packaging, and corrugated industries, announces the release of the revolutionary GenieCut windowing machine.

Designed to incorporate the action of a windowing machine directly into a folder/gluer line, the Genie Cut delivers increased ease of use and drastically reduced make-ready times compared to competing products. The machine is capable of operation at speeds of over 600 belt feet per minute, and is ideally designed for carton converting applications in the food and cosmetics industries. The WSI Global GenieCut detects each printed, die cut carton being fed from the host machine and uses highly accurate sensor technology to place a designated length of film at a precise location on the carton. Critical in windowing applications, the GenieCut is capable of reliably forming a complete, solid frame of glue around the entirety of a carton window opening. www.wsiglobal.com

www.MHWmag.com

December 2016

55

Call for Scholarships The Material Handling Education Foundation is offering scholarship opportunities to students who are committed to studying material handling, logistics for the 2017/2018 academic term. Scholarship awards range from $1,500 to $6,000 and are made up of funds from the Foundation and the Howard Bernstein Industrial Scholarship Program. One application allows students to compete for multiple scholarships offered by the Foundation. Since 1976, more than $2.5 million in scholarships have been awarded to students at colleges and universities in the United States and Canada.

Eligible Programs: • Industrial, Mechanical, Manufacturing, Electrical and Civil Engineering

Three letters of recommendation. Suggestions include: • Primary faculty contact o A full-time faculty member at the current or previous school • A supervisor from an internship, co-op, employer, etc.

• Other person who may be able to attest to your performance in school or at work.

Letters of Recommendation must be sent to the Foundation directly from the author. Please note . . . We cannot accept Letters of Recommendation directly from the students since the letters cannot be authenticated. The authors should e-mail the letters to dvarner@mhi.org.

Official transcripts of all academic work completed beyond high school. Official transcripts must be sent to the Foundation directly from the Registrar’s office or equivalent office at the school. Official transcripts can be sent two ways:

• Engineering Technology & Management • Industrial Distribution • Computer Engineering, Computer Science and Business Administration with an emphasis in production management, industrial distribution, supply chain or logistics • Supply Chain Management

Instructions to apply for scholarships:

If needed, students should have a primary faculty contact to assist in the preparation and review of the scholarship application process.

Complete the online application at https://MHEFI.fluidreview.com.

One application allows students to compete for one of the many available scholarships.

Preferred

Via e-mail from the school with a secure download link sent to dvarner@mhi.org.

Via regular postal mail directly from the school to Donna Varner at MHEFI, 8720 Red Oak Blvd., Suite 201, Charlotte, NC 28217.

Your source for Scholarships!

LOOK FOR FULL DETAILS HERE NEXT MONTH

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December 2016

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

▶ 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

▶ ALLIED 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

1.877.422.9797 www.xtrapowerbatteries.com

www.campuscrafts.com

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

www.tvh.com (800) 255-4109 ▶ CONTAINER OPTIONS ▶ Container Storage

www.tvh.com

•

(800) 255-4109

•

•

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

▶ Forks 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

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

▶ 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 ▶ AUTOMATIC IDENTIFICATION EQUIPMENT

▶ DISTRIBUTORS

Barcoding solutions for warehouses, distribution centers and manufacturing. Improve www.supplychainservices.com productivity, increase accuracy, reduce costs, and improve service.

Helping Customers Operate Better

@FADNetwork

www.MHWmag.com

info@findadistrubutor.com

December 2016

57

▶ Pallet Jacks

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

PH: 800.251.3382 Fax: 931.486.0316

www.tvh.com (800) 255-4109

plit@pioneerleveler.com www.pioneerleveler.com

▶E LECTRICAL / ELECTRONIC CONTROLS

▶ Pallet Truck Parts

Flight Systems Industrial Products Remanufactured Controls

FS F SIP

www.tvh.com

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

(800) 255-4109

www.fsip.biz • 1-800-333-1194 ▶ ENGINES

▶ PARTS ▶ Hydraulic

800-447-3967 www.charnor.com

Reman Engines/Gas, LP & CNG

Engines, Cylinder Heads, Parts

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

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

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

▶ Manufacturer/Suppliers

www.grindstaffengines.com • rick@grindstaffengines.com

www.tvh.com (800) 255-4109

Fo r kl i f t En g i n ePa r t s .c om 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

SAME DAY SHIPPING

215.773.9111

▶ Manufacturer/Suppliers (Rebuilt)

▶ LIFT TABLES

www.tvh.com (800) 255-4109

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

800-447-3967 www.charnor.com

▶ Steer Assembly (Reman)

▶P ALLET JACKS ▶ Pallet Trucks 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

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December 2016

Steer Axles

800-447-3967 www.charnor.com

▶ Tires/Wheels

▶ Transmissions

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

800-447-3967 www.charnor.com

Reman Transmissions, Drive Units, Differentials & Torque Converters

▶ SAFETY PRODUCTS

▶ Emission Analyzers Visit our website to learn more about reducing carbon monoxide (CO), saving fuel and operating equipment at peak performance.

...The Exhaust Experts

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

Phone: 847-487-2780 • www.blankeindustries.com

▶P OWERED INDUSTRIAL TRUCKS

www.tvh.com

800 Trucks In Stock

(800) 255-4109

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

▶ STORAGE EQUIPMENT ▶ Carts

▶ RACK / SHELVING

• • •

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

Cantilever Racks • Structural Pallet Racks Portable Stacking Racks • Specialty Transport & Storage Products 866.245.3630 www.westpointrack.com

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

▶ TIRES / WHEELS

VULKO TREAD

▶ New

THE BEST POLYURETHANE WHEELS AND TIRES • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

▶ REPAIR SERVICES ▶ Motors (Electric)

AVT

AMERICAN VULKO-TREAD CORPORATION

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

Website: www.avt.us • E-mail: avtsales@avt.us Lift Up Your Business

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

www.continental-specialty-tires.us

...is the solution to all your Electric Lift Truck Motor needs.

New • Rebuilt • Exchange • Motors • Armatures • Parts 8 Locations Coast to Coast 800-435-9346 www.warfieldelectric.com

Industrial Tire

Advertise in our Source Directory!

Call Alva or Dean at 877.638.6190 Next Ad Deadline is Thursday, December 1st

www.MHWmag.com

December 2016

59

PROTECT YOUR FORKLIFT FLEET Manufactures of Electrical Contacts, Contact Kits & Contactors

PACE-One G2 Top Speed Limiter PACE-One ZSC Zone Speed Control With Multiple Speed Settings

Dot-Lok G2 Transmission Shift Inhibitor Traction Control Access Control / Impact sensing Plug & Play Installation

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

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

MADE IN USA

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

Advertiser’s Index 3D STORAGE SYSTEMS LIMITED. . . . . . . . . . . . . 15

GATEWAY RACK CORP.. . . . . . . . . . . . . . . . . . . 47

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

ADVANCE METALWORKING COMPANY, INC.. . . . 8

GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . 22, 39

RESONANT DEALER SERVICES . . . . . . . . . . . . . . 30

ADVANTAGE MATERIAL HANDLING, INC.. . . . . . 62

H&K EQUIPMENT COMPANY . . . . . . . . . . . . 24, 46

RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . 21

AMERICAN INDUSTRIAL TRANSMISSION INC . . . 41

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . . 9

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 60

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 38

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . 18

SHOPPA’S MATERIAL HANDLING. . . . . . . . . . . . 43

BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . 18

HOIST LIFTRUCKS MFG., COMPANY, INC.. . . . . . 33

SPRINKGUARD, LLC . . . . . . . . . . . . . . . . . . . . . . 20

CHARNOR INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 27

HOWARD BERNSTEIN FOUNDATION. . . . . . . 35, 56

STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 25

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . 17

JH THOMAS INDUSTRIES LTD. . . . . . . . . . . . . . . 45

SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 10

CONNELL FINANCE CO. INC. . . . . . . . . . . . . . . . 49

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

SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 48

CONTINENTAL TIRE THE AMERICAS, LLC.. . . . . . 23

MATERIAL HANDLING HUDDLE CONFERENCE . . . .

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . 28, 29

CT PACKAGING SYSTEMS INC . . . . . . . . . . . . . . 39

. . . . . . . . . . . . . . . . . . . . . . . . . . 10, 12, 32, 36

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . . 7

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

MATERIAL HANDLING INDUSTRY (MHI) . . . . . . . 19

TVH . . . . . . . . . . . . . . . . . . . . . . 4, 14, 44, 49, 64

DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

MHCONX.COM. . . . . . . . . . . . . 30, 31, 50, 52, 53

UNIRAK STORAGE SYSTEMS. . . . . . . . . . . . . . . . . 1

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

MHEDA. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11

UNITED CONTACT . . . . . . . . . . . . . . . . . . . . . . . 60

EOSLIFT USA CORPORATION . . . . . . . . . . . . . . . 47

MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . 63

VALUE RAIL . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS. . . . 3, 37

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 37

WEST POINT RACK, INC.. . . . . . . . . . . . . . . . . . . 61

FORK-CO USA SALES, LLC. . . . . . . . . . . . . . . . . . 34

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

WY’EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 45

More advertisers & resources at www.MHWmag.com 60

www.MHWmag.com

December 2016

West Point Rack “We don’t just promise…we deliver!”

• Quotes in 2 hours on most requests • Delivery in 2-3 weeks on most orders

For Excellent Service Contact

Reva Bily

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.

• Quality • Dependability • Satisfaction

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.

Cantilever

Portable Stacking

Structural Pallet

13591 Chandler St. • Omaha, NE 68138 866-245-3630 • Fax 866-245-3631 reva@westpointrack.com www.westpointrack.com

NEXT GENERATION

POLYURETHANE WHEELS

BREAK THROUGH

CHEMISTRY

LOWERS

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 revolu-

MAINTENANCE COSTS

®

tionary 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.