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March 2017 • Vol. 38 No. 3

24

Sales Trends

Art Sobzcak

Quit talking about your thing in unique value proposition

26

Your Business

Eileen Schmidt

Women in Trucking celebrates 10th anniversary Stock photos provided by Ingimage.com

Cover Story

Buy…sell…or something in Industry News the middle? 32 Nuts & Bolts

6

Garry Bartecki

Dean Millius General Manager/Publisher Alva Coffman Account Executive

dmillius@MHWmag.com acoffman@MHWmag.com

Kathy Regan Editor editorial@MHWmag.com Spencer Birkenholz / Eric Faramus Graphic Desginers art@MHWmag.com Material Handling Wholesaler: (ISSN # 2155-3467) is published monthly for new and used equipment dealers, equipment manufacturers, manufacturer’s reps, parts suppliers, and service facilities serving the material handling industry. Editorial opinions expressed herein are the author’s and do not necessarily reflect the opinions of Material Handling Wholesaler. All material contained herein is protected by copyright laws and owned by Specialty Publications International Inc.

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44 Industry Insight

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.

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Columns 12

Aftermarket

Reader Resources

 Measurements

22

40 Classified

46 New Products

49  Source Directory

52 Advertiser’s Index

Dave Baiocchi

Human Element

Caliper Corp.

Gen Z: Coming soon to a company near you

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Cover Story Garry Bartecki

Buy…sell…or something in the middle? No doubt about it....lift truck dealers as well as certain OEM’s are interested in buying your dealership. On the other hand, there are just as many dealers interested in selling because demand is there along with low interest rates which benefit all parties involved. Go a step further and we find there are plenty of financing sources out there looking for “yield,” including banks and other sources ready to finance a reasonable deal. Sounds too good to be true...does it not? Maybe and maybe not, depending on how you go about being on the buy or sell side. Let’s use a sale transaction to demonstrate how to review a deal efficiently. The steps involved are as follows: • Make a decision to investigate the sale or purchase of a dealership. • Dig out ALL of your dealer agreements especially the sections dealing with ownership transition. • If you are SURE you want to pursue a transaction have a discussion with the OEMs you have agreements with and have them list your options and what you have to do to have the franchise transferred to a new owner. • Do some soul searching to determine if you want to be involved post-close or not. And if so, under what terms and for how long. • Decide if you can live with a standard non-compete agreement....because you will have to for at least a fiveyear period. • Discuss with your spouse and or other family members as necessary NOW to get buy-in. So far, so good. You really have not spent much money yet, which is the point of the steps outlined above. If, after going through the process up to this point, you did not run into any deal breakers and are still comfortable with the process, we can move on the next steps. Which are... • Document your normalized financial history for threeyears. • Draft an offering memorandum covering the history of the company, an employee summary for all department heads, service and parts department personnel, a review of the sales team and a list of management personnel who will stay and what your plans are (staying or leaving.) • Each type of hard assets needs to be detailed in terms of number of units, average age, cost and book value. Hard assets would include receivables, parts, rental units, 6

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March 2017

various inventories, vehicles, shop equipment and other assets of value. • Income statements need to be adjusted for one-off transactions as well as add-backs representing expenses that might not be incurred by the purchaser. The items noted in this section have to be fully documented if you hope to have the changes stand up as far as the buyer is concerned. You can now take a shot at estimating a price range for the company in the 4.5-6.0 EBITDA range depending how your normalized numbers stack up against industry standards, how many potential buyers are at the table and how financeable your company is. Keep in mind that a seller will get the higher of the orderly liquidation value of the assets or the value of the EBITDA multiple. I have seen them go both ways. Ok, we are now done with Step 2 and you still have only minor expenses to deal with. BUT THIS IS WHERE THE RUBBER MEETS THE ROAD because we now have to figure out what exactly you will walk away with net of taxes and bank debt. Most of these deals are NOT going be stock sales because the buyer wants the depreciable assets he/she can depreciate. Consequently, we are mostly dealing with asset sales. Going a step further, these deals are normally net of debt and cash.....seller gets to keep any cash but has to pay off the bank debt and most other company liabilities. The buyer is buying the assets net of cash and that is it....nothing else. If they assume some of your debts, those debts will be considered to be part of the purchase price payment. So now the seller has to have his accountant figure out what his tax bite will be from selling the assets along with any proceeds from the sale of goodwill. In most cases, where a significant rental fleet is involved this will not be pretty. Once you accountant comes back with the bad news you can figure out what you keep. Proceeds from sale Less-bank debt and liabilities - income taxes =Net proceeds Now it is decision time and now is when a lot of deals fall apart (which is why I suggested you don’t spend any money until you get past this exercise) because the net proceeds do not meet expectations. So now what? Well, we can squeeze out a higher multiple if we have multiple buyers bidding on your company. Or, you can agree to some form of incentive agreement which pays if agreed upon post-close EBITDA numbers are hit (which probably means you are staying around.) You can also agree to sell a portion of the company


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March 2017

7


Cover Story if it appears that the buyer has the ability to build the business and make the remaining ownership interest more valuable four or five years out. You can also sell the company to management, taking some of the paper, in exchange for a higher multiple. And, of course, you can wait for lower tax rates or just hold off and take steps to improve your EBITDA numbers. What may work for those of you with material tax liabilities is to consider selling shares to an ESOP to avoid and defer any tax bite, which of course makes it easier to hit your cash proceeds goal. In terms of where we stand regarding taxes and interest rates I believe we can expect lower tax rates some time in 2017. On the other hand it appears that interest rates are going higher and thus will lower purchase prices since more of the future cash flow is required to service the debt used to buy the company. I believe this is easy to understand...the difference between paying 3% interest on a loan vs 5% on a loan ....the interest increases taking more of the company cash flow. So up to this point you have not incurred any major expense regarding a sale or purchase of a business. You have cleaned up your financials, estimated your company value, drafted an offering memorandum and calculated the tax bite based on the various sales prices you used. Quite frankly, you could probably avoid the offering memo draft until after this stage of the analysis.

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If you can live with the estimated net proceeds you can now prepare a list all the potential buyers you can think of, pay a lawyer to draft non-disclosure agreement, prepare a seller piece that does not disclose who the seller is, have a third party contact the potential buyers to see who may be interested and do your best to get at least three real players to the table. By real I mean companies with the financial ability to do the deal. Next, throw out a price or EBITDA multiple to the buyers along with the offering memorandum and you are on your way and now start running up legal and accounting bills as part of the due diligence and closing process. Most buyers will send you a letter of intent spelling out their offer, conditions and closing terms, which will have to be discussed with your attorney and accountants to see what it all means. At this point I would suggest you use a deal attorney who will move to get the transaction closed as opposed to fighting over every word and dollar to the point of driving the buyer away. Following this process will save you a lot of money as well as let you sleep nights. No sleepless nights wondering what the company is worth or how much you will get from the sale. And no matter what the results of Steps 1 and 2 there are more options to get you higher net proceeds if you wish to take the risk associated with such a transaction. Even the ESOP is not a bad move, but is somewhat more complicated and expensive to do, which many owners can live with when they see how much more they can walk away now that the tax bite is not part of the deal any longer, but is deferred into the future and may never come to light at all depending on your financial needs. If you are interested in learning more about this process make it a point to attend MHW’s one-day seminar in June 2017 in Chicago where we will go through this process along with a review of any anticipated tax law changes and their impact on this type of transaction. And of course, if you need a review of Steps 1 and 2, I can help you out for a very competitive fee. I work with a few industry people and have the templates to analyze your financial data and draft the offering memo should you need one. No reinventing the wheel I promise you. I believe every dealer should have an idea of what his/her company is worth as part of their annual financial review of the company. Is value increasing or not in value? If not, why not? And what are you going to do about it? This is especially important where there are internal buy-sell agreements between shareholders. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.


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11


Aftermarket Dave Baiocchi

Measurements Measurements One of my favorite quotes from the late Peter Drucker is “You cannot manage what you do not measure.” There are dozens, if not hundreds, of business organizations in our industry that still do not understand this basic theorem. These companies exist on what I call situational inertia. Many of these dealers continue to do well in spite of not measuring or managing their departmental performance. In many cases, these enterprises succeed due to having the right mix of people, infrastructure and tools in order to keep customers happy, and keep the business going. They are successful only by their own definition of success. This is why I don’t like the term success. It’s self-defined, and many times it’s a moving target. I prefer to focus instead on optimizing resources. Optimization is much more measurable and static. It answers the looming question: How good could it be? Many of us remember the boom years of the late 1990s. New equipment sales were breaking records, and OEM’s were struggling to increase their manufacturing capacity and keep lead times from ballooning. I was a sales manager at the time. While speaking with one of our largest suppliers, I took the opportunity to make the point that our dealership had set sales records for the last three years running! An old industry veteran looked across the table at me and immediately shattered my hubris with one phrase. He simply told me that “even a pig can fly in a hurricane.” There are times when the pace of the market actually blows an organization toward the success that they never saw coming, and never really planned for. This is the inertia I referred to earlier. The sad and sobering news however demonstrates time and again, that our market is cyclical. The winds of economic growth will not carry us forever. When the wind stops blowing, and the customers are no longer expanding, or replacing their fleet, your organization has to adapt to the changing landscape. In order to actually chart a course forward, instead of simply hoping for the best, it is important to pinpoint exactly where you are on the map. You cannot simply set goals based on industry standards and practices. Your plan has to uniquely apply to you. Yes, there are industry benchmarks that apply to many of the standard metrics used to run a dealership, but every business operates a little differently. Planning for success cannot be done with a one-size-fits-all formula. There are three steps to measuring and managing your departments to optimum performance. The first is assessment. You have to know what is, if you want to know what can be. The second step is proper goal setting. The third step is to develop action plans and initiatives to move you toward those goals. Using these three steps to chart the course answers the three questions that all of your managers and your employees instinctively want to know: Where are we? (Assessments) Where are we going? (Goalsetting) How are we going to get there? (Action plans and initiatives) In this article I will discuss the first portion of this process -Where are we? It’s important to know how and what to assess as you search for optimization. In subsequent issues, I will touch on goalsetting, action plans and initiatives. 12

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March 2017

Where are we? Measurement is the first step in any assessment of a dealerships business operations. The key to success in measurement is to find the things that are really worth measuring. Even more importantly, and more difficult, is to find the actual key metrics to measure. Not every measurement will provide the proper insight. We live in the information age. We have all come to believe in the adage that knowledge is power. Just look at the news media. 24-hour news cycles shovel information at us so fast, our brains can hardly assimilate the deluge. Should we listen to the broadcaster or read the crawling message at the bottom of the screen? Perhaps there is better data on the website, so we open the laptop or turn on the tablet to navigate the web’s version of the latest event. If there is a word we don’t understand, or information we need that will give us context, it’s ultimately simple to just grab our favorite device and asking Siri (or Cortana, or Alexa) to inform us on the population of Syria, or the location of the Caspian Sea, or the meaning of the word vituperative. Data…..at our fingertips. This has become the standard of our time. Data is widely available. There is a preponderance of data about your business that can and should be used to establish where you are, and help you chart a course for where you want to go. The difficult task of assessing data is comprised in these two questions: - Is the data that I am using accurate? - Is the data, after confirming accuracy, meaningful? We live in a constantly changing world of aftermarket data points. Here are just a few: • Sales revenue • Cost of goods sold • Gross profit • Direct expenses • Allocated expenses • Net operating profit • Absorption rate • Labor efficiency rate • Overtime/double-time • Billing efficiency rate • Internal labor ratio • Number of PM’s • Response time • First time fix ratio • Inventory turns (warehouse) • Inventory turns (service vans) • Stock order ratio • Dollars per parts order • Profit per parts order • Average daily parts billing


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13


Aftermarket I could list another 40 or 50 bullet points here, but I think we all get the picture. There is an enormous amount of data available to measure. In this regard, I think it’s vitally important to focus on collecting and using data points that can be: 1.) M  easured from multiple viewpoints - i.e. amount produced/percentage/ growth 2.) T  ied to performance of the department (specific) 3.) T  ied to a hard target goal that is widely understood by the majority of the staff (especially departmentally). For instance, we can measure our total revenues in the parts department. But if we do, we must understand that this measurement may need to be broken down into smaller pieces in order to tie it to performance and goals. To be meaningful revenues may have to be broken down and segmented as follows: • Counter revenues • Shop revenues • Service van revenues • Revenues per counterperson • Revenues per billing day • Revenues per product line I have attended countless forecasting sessions, where parts managers looked at their annual numbers and simply tacked on 5% for next year. The thought process was fairly cursory. Most suppliers will increase their prices 2% across the board, and we can expect growth at around 3% for the coming year.

14

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March 2017

Other than the impact of inflation, in general, revenues don’t grow themselves. Growth doesn’t just happen. Managing what you have measured takes a plan of action. The component pieces that make up a total revenue forecast are more important than the revenue target itself. It helps you with the ever present question of how are we going to do that? The steps you take are enacted by your people and governed by your processes, but you cannot start to make a real plan without the breakdown. The six breakdown assessments listed above can be accurately measured, and can have their own line-item targets for improvement that are consolidated into a tangible plan of action that can be executed, re-measured, altered if needed, and managed once again. So if you don’t already follow this plan of measuring, targeting, and then managing the results, give it a try on just one or two of the data points on which you can trust. Just remember that every major line on your operating statement that you use to truly manage your business needs to be broken down into actionable pieces in order to be significant. After you choose the measurements, and establish where you are we can begin the practice of setting appropriate targets. But that is the subject of the next aftermarket column! 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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The Ecopoint charger from Ecotec is a full featured industrial battery charger available in 2 models for 8 hr. and 10 hr. recharge. The standard ECO-250 control offers data management normally found only in much more expensive chargers. For pallet jacks, consider the fully automatic STC taper charger. Plugs into any 120V outlet for convenience and portability. For the ultimate in efficiency and flexibility, consider the Access high frequency charger. Models are available for both conventional and opportunity charging.

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THIS CUSTOMER WANTS IT FASTER. THAT CUSTOMER WANTS IT CHEAPER. YOU NEED THE ANSWER. SOLVE FOR X. What does your supply chain need? Is it automation? A new process? A breakthrough technology to enhance efficiency? Find your “X” at ProMat, the manufacturing and supply chain industry’s premier international trade event. At ProMat, you’ll discover the latest innovations from 850+ solution providers. Network with your peers and learn from industry thought leaders in keynotes and more than 100 seminar sessions. ProMat Keynotes: Monday, April 3 8:45 AM – 9:45 AM

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21


Human Element Caliper Corp.

Gen Z: Coming soon to a company near you Are you sick of the word “Millennials” (with a capital M) yet? That’s a rhetorical question, by the way. Of course you’re sick of it. People are so tired of reading about Millennials and their supposed need to feel special, even Millennials themselves are distancing themselves from the term. “Maybe I’m technically a Millennial,” you may have heard one of your mid-twentyish to mid-thirtyish colleagues say, “but I’m not really one.” The good news: Generation Z kids, those born after 1995, are starting to graduate college and enter the workforce, soon to relegate their Millennial counterparts to the dustbin labelled “Yesterday’s News.” The bad news: Generation Z is starting to graduate college and enter the workforce. Get ready for a barrage of books, a flood of articles, and a cacophony of bloviating about Gen Z’ers that will make you look to the skies in hopes of seeing a giant asteroid hurtling toward the Earth. Treating a group of people numbering in the millions as a monolithic entity is unscientific, intellectually bereft, undoubtedly lazy, and probably questionable on an ethical level. Naturally, we’re all going to do it anyway. The

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About Caliper - For nearly half a century, Caliper has been helping companies achieve peak performance by advising them on hiring the right people, managing individuals most effectively and developing productive teams. The accuracy, objectivity and depth of our consulting approach enable us to provide solutions that work for over 25,000 companies. To find out more about how Caliper can help you identify and develop people who can lead your organization to peak performance, please visit us at www.calipercorp.com or call us at 609-524-1200. Email editorial@mhwmag.com to contact Caliper.

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

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March 2017

big questions: What makes a Generation Z’er tick? What motivates them? How should we hire them? How should we manage them? WHAT DO THEY WANT? With the benefit of having collected 50-plus years of scientifically validated personality data, Caliper can save you a lot of hand-wringing and answer those questions right now: What makes a Gen Z’er tick? More bad news. You have to ask each one individually, just like you have to ask people of other generations. Playing the odds, we can bet that the average Gen Z’er will be even more tech-savvy then their Millennial antecedents. That doesn’t mean a given Gen Z employee is guaranteed to be tech-savvy. Every person is unique. What motivates them? For decades, Caliper has gathered data on what motivates people. Some employees desire creative opportunities, and some seek order and process; others value the rush of closing a deal, and still more feel gratification from helping customers and team members. The point is, employees from older generations show a broad array of strengths and interests, and the same will hold true for Gen Z. How should we hire them? The same way a company should hire anybody: By measuring the individual’s performance competencies relative to the role while, on a broader level, looking to build diverse teams with complementary skillsets. How should we manage them? As with employees of other generations, by making expectations clear, providing the tools and training needed to meet those expectations, and coaching and developing in accordance with their individual strengths, motivations, and opportunity areas. What do they want? What all employees want: a supportive work environment, meaningful responsibilities, and the opportunity to grow and succeed. The best way to acquire the right talent, whether the applicant is 22 or 62, is to be a forward-thinking employer of choice where people like coming to work.

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March 2017

23


Sales Trends Art Sobzcak

Quit talking about your thing in unique value proposition Talking about your thing usually gets you in trouble. In sales, I mean. One of the biggest problems unsuccessful salespeople have is that they talk about their things right away, and it causes resistance. In emails, InMails, voice mails, and IF they ever by chance get to actually talk to a buyer, they throw up all over themselves pitching the details of their product or service. Their things. People don’t buy things. They buy results. One of the oldest, simplest, and most widely quoted examples of this is “People buy the hole, not the drill.” (I first heard it from Zig Ziglar 30 years ago, although others have taken credit for it more recently.) Let’s look at some truths regarding things and results. It’s easy for people to object to things. People like to dream about, and get results. People can say they are already satisfied with the thing they have now. They usually are open to hearing and talking about a better result than they experience now. People associate spending money with things. They think about results in terms of return on investment. Things are viewed as commodities. Results differentiate you. Things are simply the means to getting what someone wants. Results are what people want.

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March 2017

Buyers try to get the lowest price on things. They will pay a premium for results. Things are factual, which can be boring. Results are emotional, which engages people. Things are generic and ubiquitous. Results are viewed as personal, and people see themselves getting them as well. So much training in organizations is “things” training, not results training. And it shows in the struggles of their salespeople. Everything I’m talking about here is very fundamental. Yet I wonder then, why don’t more people follow the principles in their daily activities? I do want to go a bit higher level here. Which actually is not difficult to grasp. It’s this: Not all results are universal. I personally don’t care that you can reduce the time-tomarket on new pet toy concepts. But, for the vp of product development at Pet Toy International, his income and job security relies on that. Especially since his last project came in late, and over budget, and missed the holiday buying season. So, results need to be personalized to the individual and organization. Again, a simple concept, but not always followed. Here’s a pretty simple exercise: 1. What are the results that you and your organization have provided for others? Brainstorm and list them out. Do attach numbers where ever you can. 2. What would make those results of the utmost interest to someone? Here you are defining the situations and circumstances that someone is experiencing now that would make your results of interest, or something they want, or want to avoid. 3. Find the people who are affected by, and desire those results. Learn about them before you approach them. Then craft your Possible Value Proposition around those results, personalized and tailored to them. Do that and you’ll find people buying more of your things to get the results they want. Art Sobczak helps sales pros prospect, sell and service accounts more effectively by using conversationally, non-sales messaging, and without “rejection.” Get a free ebook of 501 telephone sales tips at businessbyphone.com/501-tips-ebook. Email editorial @mhwmag.com to contact Art.

For more Sales Trends articles go to

www.MHWmag.com


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Your Business Eileen Schmidt

Women in Trucking celebrates 10th anniversary Ellen Voie has a specific definition of success. It is a female driver backing a truck into a dock and no one commenting on her professional skill. It is female engineers, trucking company executives, technicians, and truck or trailer saleswomen being considered knowledgeable without having to first prove themselves. For the past decade, Voie has spearheaded an effort to make this vision a reality. The Women in Trucking Association celebrates its 10th anniversary this year, celebrating an ongoing mission to increase the number of women employed in the trucking business. The group formed in March of 2007 at a Truckload Carriers Association Conference in Las Vegas. “Our first board of directors was comprised of twelve very influential and passionate women who were determined to increase the presence of women employed in the trucking industry,” write Voie, in an email to Material Handling Wholesaler. Today, the association boasts nearly 4,000 members across six countries and a board of directors including representatives from Walmart, BMO Transportation Services, Daimer and others. “I’m so impressed with the way the industry has embraced our mission and has supported our efforts,” Voie said. The majority of association members are in the U.S, and about 10 percent in Canada. Others are located in Sweden, South Africa, Australia, New Zealand and Japan. Membership is comprised of individual members - like students, drivers and professionals - and groups like truck driving schools, carriers, manufacturers and suppliers. “From driver to CEO, our members are women and men who believe in our mission,” Voie said. Voie, president and CEO of Women in Trucking, began with one other employee to manage the organization while continuing to work full time for a large carrier. Now that employee, Char Pingel, is the director of member services and Lana Nichols is director of programs. The organization uses the association management service Mind Share Strategies for basic organizational duties. Voie focuses on her passions, writing and speaking on behalf of Women in Trucking. “I travel all over the world to talk about our mission and get more women interested in transportation carriers,” said Voie, who has spoken in Australia, New Zealand, Sweden and Paris, in addition to the U.S., Canada and Mexico. Women in Trucking focuses on issues like helping ensure the best working conditions in an industry that requires those in training to share small, enclosed spaces for days at a time. “Carriers have tried to designate same gender trainers, but the EEOC has made this practice illegal, so now we have unrelated men and women sharing living (and sometimes sleeping) quarters. This is a challenge, as no one wants to blur the line between private and professional, but we haven’t found an acceptable solution,” said Voie, who believes carriers could be more honest about what to expect in a driver’s career. “From inclement weather to inspections, shipper issues, carrier expectations and more, the driver experiences frustrations that we haven’t adequately prepared him or her for in our training 26

www.MHWmag.com

March 2017

or recruiting process. If we did, the turnover rate wouldn’t be so high,” she said. We need to be honest about the job and its difficulties, but we should also be addressing those obstacles. If a shipper doesn’t allow a driver to use rest room facilities, we need to drop that shipper. If a truck doesn’t accommodate a four foot three inch driver, we need to demand ergonomic changes to allow her (or him) to choose a career as a driver.” To help facilitate these kinds of working conditions, Women in Trucking offers an anti-harassment guide free of charge to corporate members and a recruiting guide explaining what women look for in a carrier and a career and tips of advertising for drivers. Voie recommends women looking to get into the industry do their homework and search out the best education, company and working environment possible. “She needs to look for a mentor who will help her through the challenges she’ll face. More importantly, she needs to be confident and sure of herself,” said Voie, who also recommends “assuming good intent” of those around her. There have been positive development throughout the trucking industry in recent years, according to Voie, namely with truck stops. “From healthy food options, walking trails, pet areas, bigger shower heads and hair dryers and a better attitude from employees, the truck stops are focused on making the driving experience better,” she said. Voie envisions some challenges in the coming years, as autonomous vehicles become more of a reality and regulations stiffen. But she also sees opportunities expanding, particularly as technology develops. “People won’t look at a truck as a smoke-spewing, dirty, labor-intensive vehicle,” Voie said. “Instead, they’ll find that the industry pays drivers better, gets them home more often, lessens the physical demands and treats them with more respect.” Highlights in WIT History • 2009 – Mark Rousseau of Frito-Lay became the first male to serve on the board. Frito-Lay and Walmart joined as Gold Level Partners • 2011 – Formation of the Women In Trucking Scholarship Foundation, a separate entity providing scholarships to both men and women pursuing an education in a variety of roles in the transportation industry • 2012 – Named ‘Transportation Innovator Champion of Change’ by the White House • 2013 – Created a transportation patch with the Girl Scouts so young girls can learn about supply chain and how it applies to them • 2015 – Launched the first ‘Accelerate! Conference and Expo’ in Dallas. This year’s conference drew over 400 attendees For more information about the association or membership, visit www.womenintrucking.org 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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3 Way 4 Way 4 Way 2 Way 4 Way 4 Way

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18113 18364 19003 18927 18928 18929 18930 18347 17581 18625

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1

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17206 1999 Hyster N30XMR2 18885 2000 Hyster N40XMR2 18285 2004 Hyster N40XMR3

119/272 4 Way S-S, LBR, 42” Forks 95/212 4 Way S-S, Forks 95/212 4 Way S-S, Forks

NARROW AISLE 17838 2010 Atlet PPC 0/56 2 Way Forks 17839 2010 Atlet PPC 0/56 2 Way Forks 18029 2007 Crown RC3020-30 83/240 3 Way S-S, Forks

ELECTRIC PALLET JACK

48 x 72 Flatbed, 3-spd Auto, Full Cab 48 x 72 Flatbed, 3-spd Auto, 2x4, Full Cab, Heater18458 Have title

19027 16270 18501 18248 18950 17321

2000 2007 2005 2008 2010 2003

Cat NPP40 Cat WR6000 Hyster W40Z Hyster B60Z-AC Hyster B60Z-AC Yale MPE080LE

0/9 /N/A 0/0 0/0 0/0 N/A

Text WEB ID to 27414 Web ID: 0ATY

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

18963 2001 Hyster R30XMS2 90/195 1 Way 17972 2011 Hyster R30XM2 107/243 1 Way Pallet Clamp, Forks 18488 2004 Ray. 261-OPC30TT 95/204 1 Way 42” Forks, Pallet Clamp

MISCELLANEOUS N/A

82/187 94/216 88/198 88/198 88/198 88/198 88/198 82/189 83/189 94/218

STOCKPICKERS

95/187 3 Way S-S/F-P, Forks 89/204 3 Way 95/216 3 Way S-S, 42” Forks 0/0

NOTES

18025 2005 Caterpillar EP16KT 82/188 3 Way S-S, Forks 18967 Hyster J40XMT 0/0 18966 1999 Hyster J40XMT 82/189 3 Way

1W

17635 2010 Cushman 84059

HYD

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153/167 4 Way 4 Way, S-S/F-P, 96” Forks 127/173 4 Way S-S,F-P, 96” Forks 0/0 0/0 0/0

Hyster E30Z Hyster E30Z Hyster E30Z Hyster E30Z Hyster E30Z Hyster E30Z Hyster E30Z Hyster E50Z Hyster E50Z Hyster E50XN

18980 2010 Hyster E80Z 18164 2011 Hyster E80Z

TUGGERS 19041 2009 Hyster T7Z-AC 19042 2009 Hyster T7Z-AC 19037 2004 Hyster T7Z

2006 2008 2008 2010 2010 2010 2010 2005 2008 2010

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18207 2006 Cat P5000D 84/188 3 Way S-S, Forks 18138 2012 Caterpillar 2P5000 84/188 3 Way PAINTED, LPS, S-S, Forks 18830 2009 Clark C30D 86/189 3 Way 18212 2010 Cat P33000 18786 2012 Hyster H155FT

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introducing

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March 2017

31


Nuts & Bolts

Acquisitions, expansions & other business news

United Rentals to acquire NES Rentals United Rentals, Inc. and NES Rentals Holdings II, Inc. (“NES”) announced that they have entered into a definitive agreement under which United Rentals will acquire NES for approximately $965 million in cash. The board of directors of United Rentals and Diamond Castle Holdings LLC, the majority owner of NES, unanimously approved the agreement. The transaction is expected to close early in the second quarter of 2017, subject to Hart-Scott-Rodino clearance and customary conditions. NES is one of the ten largest general equipment rental companies in the United States, specializing in providing aerial equipment to approximately 18,000 customers across the industrial and non-residential construction sectors. www.unitedrentals.com

Columbus McKinnon completes acquisition of STAHL CraneSystems Columbus McKinnon Corporation announced that it has completed its acquisition of STAHL CraneSystems (“STAHL”). In connection with the closing of the acquisition, the $50 million sale of common stock, announced on December 19, 2016, closed on January 30, 2017. Concurrent with the closing of the acquisition, the Company’s previously announced debt financing has also been completed. Timothy T. Tevens, President and CEO of Columbus McKinnon, commented, “STAHL brings a well-

established brand, an excellent reputation for quality and strong customer relationships. Combined with our Magnetek acquisition, we have measurably expanded our value proposition for our customers. www.cmworks.com

JLG plans to close three facilities JLG Industries, Inc., an Oshkosh Corporation company and global manufacturer of aerial work platforms and telehandlers, announced it has submitted plans for closure to the works council in Maasmechelen, Belgium for its manufacturing and Pre-Delivery Inspection (PDI) facilities and to employee representatives in the UK for its engineering center in Bruntingthorpe. Manufacturing lines at the company’s Orrville, Ohio plant will also be shut down. www.jlg.com

ELFA announces top 10 equipment acquisition trends for 2017 The Equipment Leasing and Finance Association (ELFA) which represents the $1 trillion equipment finance sector, today revealed its Top 10 Equipment Acquisition Trends for 2017. Given U.S. businesses, nonprofits and government agencies will spend over $1.5 trillion in capital goods or fixed business investment (including software) this year, financing a majority of those assets, these trends impact a significant portion of the U.S.

www.superioreng.com

32

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March 2017


economy. Businesses will find positive momentum for equipment investment as the changing economic and regulatory environment contributes to improved business conditions. www.elfaonline.org

manage more efficiently waste management and remediation projects through single-source buying of packaging materials, project design and logistical or technical service solutions. www.pactecinc.com

Packaging and logistical solution leaders announce strategic alliance Two providers of environmental products and services used to contain, transport and dispose of hazardous and radioactive materials – PacTec, Inc. and SECUR, LLC -- announced that they have entered into a strategic partnership to cross-sell and support each other’s products and services. The agreement will enhance the packaging, technical and logistical expertise available to PacTec customers across a wide range of waste management, environmental restoration, decommissioning and remediation challenges. The alliance enables environmental professionals to

For more Nuts & Bolts articles go to

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March 2017

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— HURRY D IR B Y EARL E IS N I L DEAD 1ST ! MARCH

ROLLING MEADOWS, IL | JUNE 7, 2017 The Material Handling Huddle is an opportunity for you to build a more profitable business through networking and education. Increase your knowledge of issues, regulations, products and services vital to our industry. Develop and improve relationships with other dealers and manufacturers. Join us at the Holiday Inn-Rolling Meadows, IL for an educational one-day conference, June 7, with key industry leaders giving you ideas to take back to your business the next day. This four-session format will include topics that are trending in the industry. Take part in networking opportunities before and during the event, plus a vendor mall for ideas on products and services to expand your product line.

WHO SHOULD ATTEND THIS CONFERENCE?

CEO’s, presidents, sales and parts managers, key management and those aspiring to be promoted to management positions in their company.

WHAT CAN YOU GAIN FROM ATTENDING THIS ONE-DAY CONFERENCE?

• Learn from industry experts on dealership profitability • Best practices for increasing client bases and products/services key to revenue generation • Networking with your peers to learn what is currently working in their businesses • Learn industry trends to get ahead of your competition • The event‘s compact format allows you to mix with industry leaders and get answers to your business-specific industry questions • Plus, more!

THIS ONE-DAY EDUCATION AND NETWORKING EVENT WON‘T BREAK THE BANK!

$299 per person—Early bird rate (Good until March 1, 2017) $399 per person after March 1st. Price includes a casual networking opportunity on the evening of June 6th, and a four-session all-day conference with lunch & refreshments on June 7th.

HOTEL ROOM FOR JUNE 6

We have reserved a block of hotel rooms until March 1st or until rooms are sold out at the special rate of $109 each. Make your reservation at www.MHhuddle.com under Lodging.

For more information and to register, go to www.MHhuddle.com 34

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March 2017


CONFERENCE DETAILS More available at www.MHhuddle.com

WEDNESDAY, JUNE 7, 2017 Keynote Speaker 1 . . . . . . 8:00—9:25 AM

Capitalizing on the Aftermarket rollercoaster Dave Baiocchi The role of aftermarket sales in the equipment dealership is changing. Join Dave Baiocchi, Wholesaler Aftermarket columnist, as he reviews the history and state of the industry. He’ll discuss changes in salesman training, marketing, value proposition and sales activities within the dealership and the ever-changing needs and desires of your customer base.

Keynote Speaker 2 . . . . . . 9:40—11:00 AM

Financing and leasing Garry Bartecki Garry Bartecki, Wholesaler Bottom Line columnist and his team discuss the current methods and options regarding renting and leasing material handling equipment. Learn how to educate and present renting and leasing options to customers and how the new lease accounting rules will impact both dealers & lessees.

HURRY — EARLY BIRD DEADLI NE MARCH STIS 1 !

Exhibitors Table Top Display/Lunch . . . . . . 11:00 AM—1:00 PM Keynote Speaker 3 . . . . . . 1:00—2:15 PM

Marketing Tools to Grow Your Business Debbie Frakes Debbie from Winsby, Inc. will show you tools, strategies and offers that help manufacturers and distributors grow their revenues. Find out how to increase inbound leads to leverage your sales team’s time. Learn how to increase website visitors and find out what pages they view and when, what works best to trigger interest among prospects, how to build your email list and best email strategies, what will push your company to the top of search engine results, and more.

Group Roundtable Final Questions . . . . . . . . . . 2:30—3:30 PM Now’s your chance to get answers from the industry leaders. All of today’s speakers will be available for a roundtable discussion.

Register by mail or go to www.MHhuddle.com First Name:

Last Name:

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Mail Checks To : MH Huddle PO Box 725 Dubuque, IA 52004-0725

Presented by:

For more information call Material Handling Wholesaler at 877.638.6190 or Material Handling Network at 800.447.6901

www.MHWmag.com

March 2017

35


Shifting Gears

Industry personnel and organization news

UniCarriers Americas sponsors local high school event

Marlowe and Heineman middle schools in seeking a STEMrelated career in the future. The lineup of speakers included successful women working in STEM-related fields, including two female engineers from UniCarriers Americas. Danni ShanShan is an engineer for UCA. She earned a bachelor’s degree in mechanical engineering from Beijing Forestry University in Beijing City, China, and a master’s degree in mechanical engineering from the University of Pittsburgh. Huiqin Ding- Ding is a finite element analysis engineer for UCA. She has a master’s degree in mechanical engineering from Wayne State University in Detroit, Mich. The sessions guided students through several handson exploration activities related to a number of featured careers in science, engineering and computer lab classrooms. Many Huntley High School student volunteers and STEM teachers were on-hand to assist in the learning sessions. www.unicarriersamericas.com

Toyota opens new fitness and wellness facility at Columbus campus UniCarriers Americas Corporation (UCA) sponsored Huntley High School’s inaugural GEMS (Girls in Engineering, Math and Science) Workshop on Saturday, January 21, 2017 in Huntley, Ill. The GEMS Workshop consisted of guest speakers and activities geared toward sparking the interest of young women from

Toyota Industrial Equipment opened a new fitness and wellness facility at its North American corporate headquarters in Columbus, Indiana, on Wednesday. The facility, named T+Rex, which is short for Toyota Recreational Complex, is open to Toyota associates and their families. T+Rex includes a fitness

Portable Storage Racks Dealer’s Choice • Enhances warehouse/factory efficiency • Stacks 4-5 high, nests empty • Use air space • Full visual control for inventory and handling

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March 2017


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Reel Rotator Avoid Strain on Arms and Back l

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Industry personnel and organization news center as well as dedicated space for Toyota’s existing medical center. The T+Rex fitness center features basketball courts, locker rooms, a yoga room, physical therapy room, free weights, workout machines, an indoor running track, group workout classes and more. The facility has a fun room complete with pool table, pingpong table, shuffleboard table, multiple TVs and a video game console. The fitness center at T+Rex is managed by wellness company Optum. T+Rex also features dedicated space specifically designed for use as a medical center, which features exam rooms, family exam rooms and a comprehensive pharmacy. The medical center is open during the week from 6:30 a.m. to 6:30 p.m. and on Saturday from 8 a.m. to noon. Toyota has partnered with Cerner to manage the medical, wellness and pharmacy services. www.toyotaforklift.com

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MCFA and Jungheinrich® announce ICOTEX joint venture

www.MHWmag.com

18-03-2016 10:13:36

March 2017

Mitsubishi Caterpillar Forklift America Inc. (MCFA), the provider of Jungheinrich® lift trucks and narrow aisle products in the United States, Canada and Mexico, and Jungheinrich® Lift Truck Corp., has announced a joint venture to form Industrial Components of Texas, LLC (ICOTEX), a new company that will manufacture industrial components. MCFA will be the primary customer, using ICOTEX components in the forklift production process at MCFA’s Houston manufacturing plant. Construction of a dedicated ICOTEX 71,000-square-foot facility is underway in Conroe, Texas and is scheduled to open in late summer of 2017. ICOTEX will be recruiting approximately 80 new employees and will eventually produce over 600 different types of components at the state-of-the-art site. www.mcfa.com

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Shifting Gears

Industry personnel and organization news

Caterpillar to establish global headquarters in Chicago area Caterpillar Inc. announced it will locate a limited group of senior executives and support functions in the Chicago area later this year and reaffirmed the ongoing importance of its presence in Peoria and Central Illinois. “Caterpillar’s Board of Directors has been discussing the benefits of a more accessible, strategic location for some time,” said Caterpillar CEO Jim Umpleby. “Since 2012, about two-thirds of Caterpillar’s sales and revenues have come from outside the United States. Locating our headquarters closer to a global transportation hub, such as Chicago, means we can meet with our global customers, dealers and employees more easily and frequently.” As a result of continuing challenging market conditions and the need to prioritize resources to focus on growth, Caterpillar will not build the previously announced headquarters complex in Peoria. The current headquarters building will continue to be used for Caterpillar offices. www.cat.com

PMMI and Dorner Manufacturing award packaging education scholarship The PMMI Foundation along with Dorner Manufacturing Corporation selected University of Wisconsin—Stout student, Ryan Knudtson, as the recipient of this year’s $2,000 Richard C. Ryan Packaging Education Scholarship. PMMI, The Association for Packaging and Processing Technologies, supports packaging education at more than 25 U.S. colleges, universities and technical schools. Dorner Manufacturing Corporation chooses the scholarship recipient based on GPA, major related to packaging engineering, demonstrated commitment to excellence in the packaging industry, extracurricular involvement and financial need.

*Over 21,000 readers monthly receive Material Handling Wholesaler. Over 10,000 digital subscribers receive Wholesaler in their Inbox every fourth Thursday. Looking for current or past articles? Visit MHWmag.com. Looking for a new vendor? Go to the Source Directory. Every Tuesday morning the Wholesaler Weekly is emailed to over 10,000 subscribers with the latest industry news.

www.dornerconveyors.com

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March 2017

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LATEST EDITION GUIDE NUMBER

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INDUSTRY STANDARD SINCE 1975 Mail, Fax, or Email Order Form...No Phone Orders Accepted! Atlas International Lift Trucks Name ___________________________________________________ Company ________________________________________________ Address _________________________________________________ City________________________State_______Zip_________ Tel_______________________Fax______________________ If you are a Forklift Dealer, please list brands that you sell: ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________

Serial Number Guide

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1-2 books ____________________$60 each* ________________ 3-4 books ____________________$55 each* ________________ 5 or more ____________________$50 each* ________________ *Illinois and California tax will be applicable | *International orders may occur shipping charges.

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p Visa

p Mastercard

p American Express

Name ________________Expiration Date _____________________ Card #: __________________V Code ________________________ By Check: Please send check along with form to: Atlas International Lift Trucks 1850 Touhy Ave Elk Grove Village, IL 60007 Attn: Selema Czarnota (Tel 847.233.7191) *Company checks within the United States only

Fax: 847.678.9577 Email form to: wholesale@atlaslift.com

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March 2017

43


Industry Insight Data provided by EDA, a product of Randall-Reilly BY RANDALL-REILLY

Lift Truck Market Trends  ach month EDA, a product of Randall-Reilly, provides a snapshot of industry data that’ll let you see E where buying activity has been, and forecast where it might be heading so that you can proactively stay in touch with the needs and habits of your market. Understanding how and where buyers have been spending their money can help determine the scope of consumer spending, project growth for a certain product line, or identify the signs of a future downturn.

Top 5 Equipment Buyers

Top 20 Equipment Lenders

 isplays the top five buyers nationwide for each of D EDA’s eleven industries, based on financing activity results added by EDA last month. The results are based on distinct serial numbers of sale and lease transactions for new equipment only. United Fac Inc Fontana, Ca Class 4 Toyota Vimco Inc King Of Prussia, Pa Class 5 Toyota Class 1 Toyota Class 4 Toyota New Penn Motor Express Llc Lebanon, Pa Class 4 Toyota Antolin Interiors Usa Inc Spartanburg, Sc Class 5 Hyundai Jacobson Whse Co Clive, Ia Class 1 Toyota Class 4 Toyota

 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. 22 22 22 18 2 2 18 18

Toyota Inds Inc........................229 J P Morgan Chase Bank.............12 Wells Fargo Bank.....................192 Bank Of The West......................11 Toyota Inds Landen Fin Svc.......78 Axis Capital Inc.........................10 De Lage Landen Fin Svc............47 Wintrust Eqt Fin.........................9 Nissan Motor Accept Corp........44 Banc Of Amer Lsg & Capital.......9 Sw Matl Hndlg Inc....................22 Farm Credit Lsg Svc Corp...........8

18 18

Citizens Asset Fin Inc.................18 Wells Fargo Eqt Fin.....................8

15 8 7

T C F Eqt Fin Inc.....................16 1St Midwest Bank.......................4

U S Bank Eqt Fin......................18 Meridian Lsg Corp......................5

J M Eqt Co...............................13 Maintainco Inc............................4

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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March 2017


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

• REMAN TRANSMISSIONS • REMAN TORQUE CONVERTERS • TRANSMISSION REBUILD KITS • REMAN DRIVE AXLES

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

• REMAN STEER AXLES

Fx 440-232-8142

www.aittransmission.com

sales@aittransmission.com

800-588-7515 www.MHWmag.com

March 2017

45


New Products

See more new products online at www.MHWmag.com

PS DOORS introduces slam-proof loading dock safety gate The Loading Dock Safety Gate from PS DOORS keeps your team safe while keeping your dock running efficiently. When closed, it’s simple, counterbalanced design significantly reduces the danger of falls from docks, bays or exposed edges. Part of PS DOORS’ Safety Access™ line of products, the Loading Dock Safety Gate is easily lifted by truck drivers or dock workers during deliveries. Built from heavy-duty materials, this gate is expertly counterbalanced to enable easy, one hand operation. The gate operates smoothly, utilizing a slam-proof dampening system with no pinch points to protect users and products alike. “The uniquely placed dampening system is mounted high up, safe from potential pallet and forklift damage,” says Dean Thorsen, PS Safety Access national sales manager. “Our gate stands apart as it lifts vertically a full 90 degrees to provide plenty of clearance for loading and unloading.” www.pssafetyaccess.com

Ergo-Matic® for tight aisles or cramped spaces The Ergo series allows any male or female operator to safely and effectively handle a drum in a variety of applications without ever touching the drum by hand, avoiding dangerous and timeconsuming costs. With over 20 configurations available, any operator can safely lift, transport and lower drums up to 425Kg and palletize, contain and manipulate all rimmed steel, plastic and fiber drums. A variety of lifting heights, weighing features, clamping options and power- lift and power- drive options are all available for you to customize a portable drum handling solution exactly to your operational requirements. www.liftomatic.com

Brady releases semi-permanent adhesive mats Brady, provider of industrial and safety printing systems and solutions, announced its new Brady SPC TOUGHSORB™ Semi-Permanent Adhesive Mats. These mats are easily adhered to and removed from most surfaces for use absorbing leaks, trips and spills indoors or outdoors. When you need to contain leaks, mask tracking and provide additional absorbency and employee protection in high traffic aisles and walkways, try our TOUGHSORB mats,” says Courtney Bohman, global product manager for Brady SPC. “These mats are easy to install and the blue color provides an aesthetically pleasing finish in aisles and 46

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March 2017

walkways, while masking and absorbing liquid spills.” The TOUGHSORB mats are constructed of needle-punched polypropylene, providing nearly 25% more absorbency compared to other options. The self-stick adhesive backing allows users to simply roll out the mat, cut it to size and adhere. They are also easy to remove, without leaving residue. www.bradyid.com

GuardRite retractable barriers offer full protection Protecting areas that require a heavy-duty safety system yet must still allow unrestricted access just became easier, thanks to Rite-Hite. The new GuardRite Retractable Barrier is a modular and selfstoring barrier system that can withstand up to 30,000 pounds of impact at 4 mph, making it ideal for guarding rail docks, finger docks, wide loading and flatbed loading areas, as well as protecting sensitive equipment and pedestrian areas.The GuardRite system’s core component is a 10-inch tall barrier that can stand alone or can be incorporated into an OSHA compliant removable safety rail system. The barrier consists of an 8-inch diameter sleeve, which fits into a 10-inch core-drilled hole, excavated 20½-inches deep. www.ritehite.com

Kardex Remstar’s new vertical buffer module for small parts picking Kardex Remstar is adding the vertical buffer module product family to its portfolio, starting with the Kardex Remstar LR 35 storage and retrieval unit. The new design is capable of fast delivery when picking small parts. The Kardex Remstar LR 35 meets the demand for greater flexibility, ergonomics and energy efficiency in intralogistics. Responding to the trend towards wider product ranges, smaller batch sizes and 24-hour service support, Kardex Remstar introduces the LR 35 storage system from the vertical buffer dodule product family. The product innovation is a solution for picking small parts from bins, totes and trays in small and mediumsized warehouses. www.kardexremstar.com


New Products

See more new products online at www.MHWmag.com

Hamilton introduces new high heat casters and wheels Hamilton Caster is excited to introduce new casters and wheels engineered to withstand the rigors of high temperatures. These new products are designed for use in food manufacturing, autoclaves, product finish systems and other extreme temp environments. Temperature capabilities begin at 250°F and top out at 750°F; wheel diameters span 3 inches to 12 inches; load capacities per caster range from 260 pounds up to a massive 9000 pounds. This product release is one of Hamilton’s most extensive, encompassing four new wheel series and five new caster series totaling nearly 300 new standard models. According to Mark Lippert, Vice President of Marketing, “we have provided high heat casters and wheels as special orders for many years and the volume finally reached a level that merited the creation of the broad line.” www.hamiltoncaster.com

Quantronix introduces dimensioning and weighing system Quantronix, Inc. proudly introduces the CubiScan® 325, an advanced dimensioning and weighing system designed to measure large, irregularlyshaped items for distribution, packaging, and warehousing applications. The CubiScan 325 uses reimagined infrared light technology to measure objects with extreme precision, in one comprehensive cubing and weighing system. Obtaining accurate dimension data has never been so fast and effortless. The CubiScan 325 combines powerful sensing technologies to create a flexible and economical solution for today’s most demanding cubing and weighing applications. The CubiScan 325 Advantage The CubiScan 325 delivers a dynamic dimensioning solution for challenging applications such as shipping, distribution, and on-demand box making in all retail and wholesale distribution operations. The release of this revolutionary dimensioning and weighing system will result in a higher standard of measurement accuracy. www.cubiscan.com

FIPA Gripper System for protective film removal FIPA Inc., manufacturer of advanced vacuum technology, gripper systems, air nippers, tube lifters, and End-of-Arm-Tooling (EOAT), recently created a custom EOAT solution that facilitates the removal of protective film from sheet metal with a cost- and labor-saving automated process. Developed for Foilpuller GmbH, a stainless steel sheet metal processing company based in Bobingen, Germany, FIPA’s system combines long lifecycle, high holding

force vacuum cups with pressure regulating, air-saving compact ejectors to deliver reliable, nonslip sheet metal handling for the Foilpuller system. Featuring rapid cycle times of 30–45 seconds, the CNC-controlled Foilpuller with FIPA EOAT and vacuum technology automates the film-removal process for metal sheets used in white goods, eliminating tedious manual labor and delivering up to 97% savings in overall operating costs over standard vacuum generators. www.fipa.com

Magnetek introduces new cable reel Magnetek, Inc., supplier of digital power and motion control systems for the material handling, fluid power and marine terminal industries, announced the availability of their new cable reel product line. Magnetek cable reels are designed to be mounted on moving machinery and used to supply power for the automatic winding of flexible power or control cables. The Company offers both spring driven and motorized electric cable reels, as well as slip ring assemblies. Available in five sizes, Magnetek’s Industrial Duty Spring Reels provide a cost-effective, pre-engineered solution for general purpose applications such as overhead material handling cranes, mobile cranes, construction cranes, emergency and rescue vehicles, monorails, excavators, and welding systems. Mill Duty Spring Reels, available in a multitude of sizes, are designed for optimum performance on overhead cranes, monorails, and magnet cranes operating in rugged environments such as mills, foundries, and other heavy-duty industries. www.magnetekmh.com

More New Products available on

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March 2017

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

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Steer Axles

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THE BEST POLYURETHANE WHEELS AND TIRES

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AMERICAN VULKO-TREAD CORPORATION

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


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

▶ STORAGE EQUIPMENT ▶ Carts •

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THE BEST POLYURETHANE WHEELS AND TIRES

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AMERICAN VULKO-TREAD CORPORATION

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Advertiser’s Index ADVANCE METALWORKING COMPANY, INC.. . . 20

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

NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30

ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 33

FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10, 28

PHILLIPS MINE & MILL, INC.. . . . . . . . . . . . . . . . 54

ALLTECH ELECTRONICS, INC.. . . . . . . . . . . . . . . . 8

FORK-CO USA SALES, LLC. . . . . . . . . . . . . . . . . . 39

RESONANT DEALER SERVICES . . . . . . . . . . . . . . 24

AMERICAN INDUSTRIAL TRANSMISSION INC. . . 45

GATEWAY RACK CORP.. . . . . . . . . . . . . . . . . . . 36

RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . . 9

AMERICAN VULKO-TREAD CORP.. . . . . . . . . . . . 55

GEORGIA LOGISTICS. . . . . . . . . . . . . . . . . . . . . . 19

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 28

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 17

GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . 42

SHOPPA’S MATERIAL HANDLING. . . . . . . . . . . . 27

ATLAS COMPANIES. . . . . . . . . . . . . . . . . . . . . . . 43

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 52

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

ATLAS MEGA STEEL. . . . . . . . . . . . . . . . . . . . . . 17

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 11

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

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

INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . 38

SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . 30

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

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

SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 32

CHARNOR INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 16

MH HUDDLE CONFERENCE. . . . . . . . . . . . . . 34, 35

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 29

CLARK MATERIAL HANDLING CO. . . . . . . . . . . . . 7

MATERIAL HANDLING INDUSTRY (MHI) . . . . . . . 21

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 15

CONNELL FINANCE CO. INC. . . . . . . . . . . . . . . . 10

MHCONX.COM. . . . . . . . . . . . . . . . . . . . 30, 31, 48

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14, 56

CT PACKAGING SYSTEMS INC . . . . . . . . . . . . . . 37

MHEDA. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23

U.S. NETTING, INC. . . . . . . . . . . . . . . . . . . . . . . 18

DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17

MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . . 3

UNITED CONTACT . . . . . . . . . . . . . . . . . . . . . . . 28

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

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

VESHAI HANDLING EQUIPMENT CO. LTD.. . . . . . . 4

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

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

WY’EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 42

More advertisers & resources at www.MHWmag.com 52

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March 2017


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

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

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TRANSPORTERS

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

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

TANK TRAILERS

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

TRAIL SKIDS

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

SCRAP BUCKETS

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

AGV TRANSPORTERS

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

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

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

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


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Suffering from LWD? (Load Wheel Dysfunction) We have the cure! Contact AVT for a better, longer–lasting, more satisfying load wheel experience. Put that smile back on your operator’s face! Our polyurethane wheels and tires resist premature failure and add longevity to reduce down time. Whether you’re moving slow under a heavy load or you’re a high–speed specialist, we’ve got your wheel. Increase your productivity today! We invite you to JOIN THE LEADER!

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March 2017 Material Handling Wholesaler  
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