April 2017 Material Handling Wholesaler

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An Employee-Owned Specialty Publications International, Inc. Magazine

Solve for X

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April July 2017 2016

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McCormick Place South Chicago April 3-6. 2017

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April 2017 • Vol. 38 No. 4

Solve for X ProMat 2017

McCormick Place South Chicago April 3-6. 2017

26

Your Business

Eileen Schmidt

Hamilton Caster has mastered the key to longevity in business

28

Human Element

Caliper Corp.

Succession planning: It’s bigger on the inside

Stock photos provided by Ingimage.com

Cover Story 6

Solve for X-ProMat 2017

ProMat 2017

12

Aftermarket

40 Classified Dave Baiocchi 57 Source Directory

SWOT before you set that goal!

22

Bottom Line

24

Sales Trends

36 Shifting Gears

Reader Resources

Columns

Art Sobzcak

I annoy phone scammers

acoffman@MHWmag.com

Kathy Regan Editor editorial@MHWmag.com Spencer Birkenholz / Eric Faramus Production Lead / Graphic Artist 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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Industry News 32 Nuts & Bolts

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In the next issue ...

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Solve for X Discover the latest solutions to move your business forward as the industry’s leading innovators showcase their manufacturing, distribution and supply chain equipment and systems at ProMat 2017 held April 3-6 at Chicago’s McCormick Place.

ProMat is where manufacturing and supply chain professionals come to find their X – that unknown quantity that will take their supply chain to the next level of success.

Only at ProMat, you can: • Experience the latest innovations from over 850 solution providers • Learn the latest ideas driving productivity in four keynotes and in more than 100 show flor seminars including new town hall style hall sessions on autonomous vehicles and sustainable facility solutions • Build strong business partnerships with suppliers from around the world • See hands-on demonstrations of the latest technologies and innovations • Network with your peers on the show floor networking lounge and at MHI Industry Night featuring comedian Dana Carvey ProMat 2017 is the one show where you will see in person, in action the best solutions and innovations the industry has to offer and meet the leading providers face-toface. There is no cost to attend the exhibits and conference sessions.

Whatever manufacturing and supply chain solutions you need to succeed, you’ll find them at ProMat 2017.

Exhibits Over 850 exhibitors from industry, commerce and government will display their supply chain solutions and innovations on the 350,000 square foot show floor.

Material Handling Equipment and Systems: Automated Storage and Retrieval Systems, Automatic Guided Vehicle Systems, Casters/Wheels/Tires, Hydraulic and Electrical Components and Controls, Robots, Personnel/ Burden Carriers, Racks, Forklifts, Batteries, Flexible Manufacturing Systems, Unit Handling Systems, Conveyors and Sortation Equipment, Ergonomic and Safety Equipment, Scissor Lifts, Order Picking, Carousels, Modular Drawer Storage, Tool Handling, Shelving and Workstations.

Packaging, Containers, and Shipping Equipment: Box and Carton Makers, Packaging Machinery, Wrapping, 6

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April 2017

ProMat 2017

McCormick Place South Chicago April 3-6. 2017

Inspection of Products by Weight or Scanning, Pallets, Wire Baskets, Plastic and Metal Containers, Palletizing Equipment.

Inventory Management and Controlling Technologies: Computers, Controllers, Software Programs, Systems Integrators, Manufacturing Execution Systems, Warehouse Management Systems, Supply Chain and Logistics Execution Systems, Wireless and Remote Control Systems, Order Management Systems, Enterprise Resource Planning and Transportation Management Systems.

Dock and Warehouse Equipment and Supplies: Dock Levelers, Dock Pads, Doors, Forklift Trucks, Racks, Flooring, Handling Systems, Forklift Attachments, Conveyors, Hoists, Cranes, Monorails, Below/Hook Lifting Devices.

Consultants and Distribution System Planners: Simulators, Modelers, System Designers, Distribution Consultants, Reverse Logistics and Third Party Logistics.

Automatic Identification Equipment and Systems: Bar Code Printers and Scanners, Vision Systems, Voice Recognition Systems, Radio Frequency Identification (RFID) Systems, Systems Integrators.

Supply Chain Management: Alternative Fuel Systems, Parcel Management and Distribution, Reverse Logistics, Third Party Logistics, Supply Chain and Logistics Execution Systems, Enterprise Resource Planning and Transportation Management Systems, Inventory Security Services.

Sustainable Facility Solutions: Alternative and Renewable energy and Fuel systems, Recyclable and Returnable Packaging and Shipping Materials, Energy Efficient Lighting, High Volume/Low Speed (HVLS) Fans, Energy Efficient Equipment and Sensors, Daylighting Technologies, Sustainable Facility Planning, Power Regeneration Technologies Autonomous Vehicles: Automated Storage and Retrieval Systems, Automatic Guided Vehicle Systems, Driverless Trucks, Delivery Drones, Automated Cranes.

Education The ProMat Conference will include over 100 sessions and bring together leading experts from the industry to give you the latest information on manufacturing and supply chain trends, technologies and innovations. The conference also includes valuable opportunities to network with your peers.

• Show floor seminars that complement the solutions you see on the exhibit floor • Keynotes on leading supply chain topics • Opportunities for networking with solution providers and other industry professionals

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April 2017

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Cover Story The College Industry Council on Material Handling Education (CICMHE) and the Career & Technical Education Program (CTE) are partnering with MHEDA to host Material Handling & Logistics Student Days. Students, professors, and educators, from universities, community colleges and select technical High Schools from across the region are invited to the show in an effort to learn more about material handling, logistics and supply chain solutions.

Networking If you are involved in manufacturing, distribution and the supply chain you will benefit from meeting with other professionals in your field on the show floor. Attendees include: • C-level and VP-level manufacturing, distribution, logistics and supply chain executives • Manufacturing and production managers • Industrial, plant and manufacturing engineers • IT, logistics and supply chain directors • Third-party logistics professionals • Distribution center and warehousing managers • Procurement professionals

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Keynotes Monday April 3 | 8:45 – 9:45 AM Building Supply Chain Sustainability for Competitive Advantage: Lessons learned from leaders in innovative facility design Best-selling author and advisor to Fortune 500 companies, Andrew Winston will lead a panel of manufacturing and supply chain leaders as they discuss how companies both large and small can use sustainability strategy to build more profitable and resilient operations and supply chains. Learn first-hand how leading brands have successfully incorporated best practices to improve efficiency, slash risks and costs, and drive innovation.

Tuesday April 4 | 8:45 – 9:45 AM Industry 4.0 – How intelligent machines are transforming supply chains Markus Lorenz, Partner and Managing Director, The Boston Consulting Group The fourth industrial revolution is upon us: machines infused with intelligence. This transformation will transform how manufacturing and supply chains work today. During this keynote, Markus Lorenz will explore the many ways this revolution will impact our industry, the economy and what kinds of new jobs it will create.

Wednesday April 5 | 8:45 – 9:45 AM Preview of MHI 2017 Annual Industry Report George W. Prest, CEO, MHI Scott Sopher, Principal, Deloitte Consulting LLP This is your opportunity to be the first to have access to this new report on the supply chain trends and technologies that are transforming supply chains. Scott Sopher, the principal with Deloitte Consulting LLP’s Supply Chain practice will join George W. Prest, CEO of MHI in presenting the findings and moderating a panel of manufacturing and supply chain leaders on the report’s findings. They will be joined by a panel of manufacturing and supply chain professionals to discuss the real-world significance of the report findings.

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Cover Story April 5 | 1:00 – 2:00 PM The Power of Magic: Know your customer and where they are going Earvin “Magic” Johnson, Chairman and CEO of Magic Johnson Enterprises Perhaps best known as a National Basketball Association (NBA) legend, twotime Hall of Famer, and Olympic Gold Medalist, Earvin “Magic” Johnson has enjoyed an equally successful second career in business. He has successfully parlayed his skills and tenacity on the court into the business world, propelling his company to the status of #1 Brand in Urban America valued at an estimated $1 billion dollars.

As customers and markets move very quickly, products and solutions must be relevant to where customers are today and where they are going to be tomorrow. In this fireside chat with DC Velocity Group Editorial Director Mitch Mac Donald, the NBA legend and Entrepreneur will reveal the secrets to his business and personal success. Join us as he drives home how his core focus on customer service — by always over delivering on customer expectations — propelled his business investments forward.

Learn first-hand, how he dedicated himself to bringing jobs and high quality products and services to underserved communities. He did this by developing unprecedented

partnerships with major corporations as he wrote the corporate blueprint for engagement and success with urban consumers across America.

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Aftermarket Dave Baiocchi

SWOT before you set that goal!

Last month I wrote a column on measurements, and we discussed how important they were especially when treading through difficult times. Good times cover a multitude of sins, and in the intoxication of success we can, many times, find ourselves unhitching from the guideposts that got us there in the first place. There is nothing sexy about forecasting and planning. Many of us are high spirited horses and would rather adopt the “damn the torpedoes, full speed ahead” mentality, than to slog through the tedious duty of crunching the numbers, setting a hard target, and strategizing a way to get there.

As discussed last month, 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. Now that we have discussed the tools and methods to ascertain your position on the map, we can move on to the second step, which consists of 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 most of your employees instinctively want to know: Where are we? (Addressed)

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Where are we going? (Goalsetting) How are we going to get there? (Action plans and initiatives) Goalsetting How do you set goals in your dealership? Do you have a repeatable proven formula? Does the formula change when the marketplace changes? Does it address your competitors?

Does it address your staffing? Is it based on mathematics, or on gut feelings? Who decides if it’s right? What adjustments can you make if you are not going to achieve the goals?

English aphorist Ashleigh Brilliant once said: “To be sure of hitting the target, shoot first, and call whatever you hit the target.”

This quote is certainly meant to be a tongue in cheek assessment of the goalsetting process, but I have observed that in the absence of a well-defined strategic plan, dealers many times move the target in front of the results, instead of moving the results to meet the target.

Let’s talk about starting the goalsetting process by first assessing the environment and infrastructure in which you operate. Everyone would love to double their sales!

But before you can forecast such a lofty goal, you have to answer two important questions. The first is: Do we have the marketplace to meet that goal? Is there enough business available to meet that goal, and what is the likelihood that we will be successful in garnering enough of it to meet the objective?

The second question is: Do we have the infrastructure to meet that goal? The best laid war plan falls flat without adequate ammunition, boots on the ground, and support mechanisms in place that can handle the extra load.

I always recommend to everyone that is developing any type of meaningful goal setting endeavor, that they start the process by doing a SWOT analysis. For the uninitiated….

SWOT, is the acronym for the following: • Strengths • Weaknesses • Opportunities • Threats Why is this important? Simply because the process tends to draw you and your team from “theory” to “reality.” A SWOT analysis demands detail. Policies, data and actions need to be specified.

Strengths – This defines your dealerships value proposition to the marketplace. As your dealership evolves, this value will evolve. It’s vitally important to do this at least every year (if not semi-annually). Did you add a new line? Are there warranty opportunities you may have this year that you did not have last year? What is the status of your training, and knowledge base of your road crew? Have you entered new markets? Did you invest in new tools?

Do you have access to new parts? These are all questions that help build your profile of strength. Understanding your

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Aftermarket strengths will help you identify the right opportunities later in the process.

Weaknesses – What are we doing now that we need to stop doing? These items may be easier to ascertain, because they are normally accompanied by pain! It’s amazing however how dealers tend to not want to recognize where they are failing. Some of this is driven by long standing (and inefficient) practices. Other times it’s a matter of pride, not wanting to rock the boat, or trying to be “all things to all people.” If you set aside time however to have an honest chat with your people; and allow every operation, department and process to be put on the table (without reprisal), you will be amazed at how much of the closet you can clean out. This is painful…but it’s liberating!

Opportunities – Now that you have identified your value proposition, and have decided what markets, or policies that you want to eliminate, you are ready to assess your opportunities. I think of assessing opportunities in three ways: Markets, targets and competitive advantages Markets - These are industries or groups of customers for which you have identified strengths that match well with customer needs. Make a hierarchy of customer markets to attack, based on your newly revised profile of strengths, and use this list to develop your plan to bring on new business.

Targets – The problem I see with most target customer lists is that they are too long. You cannot target 25 customers. Customer targeting is not a shotgun proposition.

On the contrary it takes a sniper rifle mentality. I will speak more about target customers when I cover strategic planning next month. Let me say for now, however, that your target list (per territory) should consist of no more than two entries.

Competitive advantages – Sometimes your greatest opportunities is coming in behind one of your competitor’s failures. It’s important to have a sense of market intelligence within the dealership. Whether the competitive failure is on time delivery, parts pricing, parts stock or unreliable repairs, we need to be ready to illustrate how our strengths can better service the customer, and draft a plan to purposefully target these opportunities.

Threats - Threats come in many forms, some are controllable and others are not. The one thing that threats have in common is this: They are not reality! They could happen, but it’s not inevitable that they will happen! This needs to be the guiding posture to this conversation. How can talking about existential threats help our cause? Simple.

It addresses the 900 lb. gorilla in the room. It’s impossible to prepare for a threat that is not defined. Once defined, it’s easier to mitigate. The action plans we will talk about next month can and should be influenced by these threats. To give you one small example: Our dealership operates in the once parched Central Valley of California. Starting in 2012, a shortfall of precipitation left our state in the tenuous position of not having enough water. Between the environmental lobby, and our notorious governor, water resources in our state have been the subject of much conversation and consternation since this time. Farming interest were being sidelined by stronger and more politically powerful operatives. It’s rumored that Mark Twain famously said “Whiskey is for drinking; water is for fighting over.”

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April 2017

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April 2017

15

THE “LITTLE CHARGER” THAT

Aftermarket Whether properly attributed to Mr. Twain or not, truer words were never spoken.

Since our inception, our business future, customer base and growth potential had always been tied to a strong agricultural marketplace. If water was not allocated to farmers, crops would go unplanted and orchards and vineyards across our valley would wither and die. Our fate was tethered to the success or failure of our farming customers.

As a dealership, could we affect the water outcome?

Unlikely. We could however hedge this threat by changing tactics. If orchards die, their only remaining value is in the standing wood. Prior to this time we had always focused our activities on selling and servicing “rolling” equipment.

Power equipment was a business and market that we chose not to participate it. The threat of dying orchards, however, had a hand in changing that plan. We became power equipment dealers for two major brands that year. Adding chainsaws to our equipment lineup not only added an appropriate accoutrement to our farm equipment offering, it also put us in a position to address an eminent threat with the equipment needed to meet the possible challenge at hand.

In the final analysis, a SWOT assessment helps you lay the groundwork for setting your final goals and strategic plans. It helps identify your tools, your talents and how they can both be applied to the marketplace. It pinpoints specific accounts that are important in meeting your revenue and profitability objectives. It addresses both competitive and

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Alltech Battery Chargers ... Built To Last Now you are ready to enter the final phase of A Cabinet F Cabinet goalsetting: Strategic planning.

Width 11.22” Width 8.12” I’ll be back next month to finish off this7.70”series and leave Depth 12.5” Depth you with some fresh ideas 12.00” for yourHeight future forecast.

Height 7.5” Dave Baiocchi is the president of Resonant Dealer Services LLC. He has E Cabinet business as a sales SSGC manager, Cabinet spent 33 years in the equipment aftermarket director Width now consults 13.12” with dealerships Width 9.12” and dealer principal. Dave nationwide to establish Depth especially14.50” 11.00” and enhance best practices, in the areaDepth of aftermarket development and Height 14.06” 9.5” performance. E-mail editorial@mhwmag.com toHeight contact Dave.

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April 2017

HYUNDAI HDF70-7S Yr. 2006, Mast 128/177 Wide View, Diesel, Auto, Side Shift, Fork Positioner, Cab, 48” Forks, No Smoke, Good Strong Unit.

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CAT DP70 HYSTER H210XL HYSTER H100XM Yr. 2005-06, Mast 115/148 Wide Yr. 1995, Mast 132/147 Wide View, Yr. 2003, Mast 96/185 Tsu, 10,000 View, Diesel, Powershift, Pneu Tires, 21,000 Lb Cap, Diesel, Auto, 72” Lb Cap, Diesel, Auto, 48” Forks, Pneu Cab, 4 Ways, No Smoke.

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HYSTER H155XL HYSTER H280XL HYSTER H100XM Yr. 2007, Mast 127/174 Wide View, 15,500 Lb Cap, Perkins Diesel, 2 Yr. 1997, Mast 174/212 Wide View, Yr. 2003, Mast 96/185 Tsu, 10,000 Speed, Powershift, Side Shift, Fork 28,000 Lb Cap, Perkins Diesel, Lb Cap, Diesel, Auto, 48” Forks, Pneu Positioner, Ohg, No Smoke, Nice Clean Powershift Trans, Cab, Side Shift, 96” Tires, Cab, Side Shift, No Smoke, Low Hour Unit.

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TAYLOR TXB180S (2 UNITS) HYUNDAI HDF50-7S TAYLOR T300M Yr. 2009, Mast 162/180 Wide View, Yr. 2007, Mast 131/177 Wide View, 18,000 Lb Cap, Diesel, Powershift, Yr. 2006, Mast 178/216 Wide View, Diesel, Auto, Cab, Side Shift, Fork 30,000 Lb Cap, Diesel, Powershift, Positioner, No Smoke, Good Strong Truck. 48” Forks, Pneu Tires, Cab, Side Shift, Fork Positioner, No Smoke.

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CAT DP150 Yr. 2000, Mast 180/216 Wide View, 33,000 Lb Cap @ 24” Load Center, Diesel, Auto, 96” Forks, Fork Positioner, No Smoke, Ohg, Painted.

LINDE H150D Yr. 2004, Mast 168/197 Wide View, 33,000 Lb Cap @ 24” Load Center, Perkins Diesel, Powershift, Side Shift, Fork Positioner, 72” Forks, No Smoke.

KALMAR DCE160-9 Yr. 2006, Mast 160/180 Wide View, 36,000 Lb Cap @ 36” Load Center, Side Shift, Fork Positioner, Cab, 96” Forks, No Smoke, Good Running Unit.

TOYOTA 7FGCU70 Yr. 2006, Mast 100/185 Tsu, 15,000 Lb Cap, Lpg, Auto, Solid Tires, Ohg, Side Shift, No Smoke, 5681 Hours.

KALMAR DCE160-12 Yr. 2006, Mast 143/142 Full Free Lift, 36,000 Lb Cap @ 48” Load Center, Diesel, Powershift, Cab, Side Shift, Fork Positioner, 96” Forks, No Smoke.

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April 2017

21

Bottom Line Garry Bartecki

Looking forward I don’t know about you but I find today’s financial markets quite confusing, which makes it the tougher trying to plan for the future. Quite frankly, I still suggest keeping planning strategies close to the vest because the “markets” could move either way for any number of reasons and thus impact your business either way. How quickly things change today has me shortening up the planning process into quarters, not years. I suggest that dealers should prepare a preliminary annual plan, but then spend more time on a detailed plan for next quarter, thus providing more flexibility to make changes as necessary. Not only is this quarterly process more flexible, it also forces you to take a hard look at the upcoming three months, probably a lot harder than you would have if you only have an annual plan.

As an example of what is going on, let me relate an experience I recently had with a banker representing one of the major banks financing construction and material handling equipment. This banker attended the AED convention in January and said that he was booked solid for three full days and that every person he saw was very upbeat and enthusiastic. With 25 years’ experience in the equipment finance business he said he never experienced anything like it. Taking this a step further I would suggest this same exuberance shall carry over into the material handling business if, in fact, manufacturing is brought back to this country along with upgrades being made in the distribution/warehousing business.

All in all a lot of people are expecting growth in 201718. That’s a good thing.

Speaking of confusing, the talk about tax changes are enough to drive you to drink. Even the most experienced tax people I work with are shaking their heads about how all of this will work. Companies will still be required to report using GAAP, but it appears for tax purposes companies will be more on a cash basis (when you pay for it you write it off and when you collect it you it record as income).

Keeping that in mind in the next paragraph they say LIFO will be retained, which is hard to understand if you write off your purchases when you buy them. In other words, this is no inventory to attach LIFO to. If you think what I just covered is confusing, just think about the border or territory tax. If you bring items in from out of the country to sell in the US you pay tax on it. If you send goods out of the country you don’t pay tax on them. Many dealers may not be directly involved with international trade but what about your customers and suppliers. How will this impact your business….something to think about.

Add in talk about interest rate hikes, which are sure to come, and their impact on the dollar and we could be right back where we started since a stronger dollar will make imports cheaper and exports more expensive. Isn’t that just the opposite of the border tax impact discussed in the previous paragraph…..more to think about.

And, as I mentioned in a previous column, many companies in the equipment distribution and rental business 22

www.MHWmag.com

April 2017

are taking steps to extend the useful life of their assets which in turn reduces Cap X purchases and softens any interest rate hike while increasing cash flow. If you didn’t see that column you can look up last month’s column on MHW’s website and look it over. As usual, comments are appreciated.

After thinking about all these events scheduled to take place sometime in 2017, I go back to reaffirm my suggestion about adopting a quarterly planning process because as of today there are too many balls in the air to contend with to only have one plan that is probably 10 months old.

One more thing for this month.

As I was reviewing my accounting publications I came across an article titled “Figuring out transfer pricing: How to set terms of negotiation between departments.” Sounded kind of interesting even though transfer pricing usually has to do with tax planning… pushing profits to low tax environments. But in this case the discussion covered more than taxes by discussing the competing interests in the same company which if not balanced properly can have a negative impact on the company as a whole.

I don’t know about you but this certainly sounds like every lift truck dealer I know where the parts and service departments sell to the sales and rental departments.

So, what did we learn from the article: We know that department heads are often compensated based on departmental profit.

Thus, we understand there is a conflict of interest regarding internal charges.

And if pricing agreements can’t be put in place, it is possible the results may not be good for the business as a whole.

Management has to be able to convince department heads that they can determine performance levels even if internal pricing is distorted.

Management needs to explain reasoning for distorting internal pricing and basically get “buy-in” from the department head.

Costing conflicts can be resolved by comparing the market price versus the internal price. When it comes down to labor and parts pricing it should be somewhat easy to determine the true cost and rate to use for best customers (which are basically your sales and rental departments).

When part of a department head’s compensation is based on firm-level performance there may be a greater alignment between the department head and the company.

Food for thought.

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

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April 2017

23

Sales Trends Art Sobzcak

I annoy phone scammers This is hilarious, but maddening at the same time.

I listened to a brief call with a guy trying to pull a computer scam on me. I love getting these calls since I get great joy out of screwing with them. This guy was obviously not cut out for this type of work. Out of all the calls I’ve played over the years, this may have been the funniest.

It’s also maddening that this crap is still going on.

Obviously, some people must be falling for it, since they still do it. Some are quite clever and sophisticated in their tactics.

It’s maddening because every one of these calls contaminates the waters we all work in. Anyone who has been burned by a scam call becomes slightly more skeptical when they receive their next call from someone they don’t know. Which could be you.

My approach is to play along with these sleazebags.

Ask questions. See how far you can go with them without actually giving them personal information, and certainly not any financial or payment info. Waste their time. (It could be argued you are wasting yours. Personally, I look at is my entertainment time.) Piss them off. Lead them on to think they have a deal. If possible, see if you can earn enough

trust to get a phone number to call them back or have them email you something. There are ways to track down these idiots. I’ve had the email accounts of scammers closed down by contacting their provider and informing them of what’s going on.

These low-lifes are criminals. And they are indirectly affecting your ability to have more success in your profession.

What are your thoughts?

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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April 2017

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Your Business Eileen Schmidt

Hamilton Caster has mastered the key to longevity in business - a combination of innovation and consistency. This year, the Ohio-based manufacturer of casters, wheels, carts and trailers marks 110 years in business.

Certain aspects of the operation remain the same as when it was founded in 1907. The business is located in Hamilton, Ohio with a decided focus on its roots in American manufacturing, the fourth generation of the founder’s descendants are heading up the company, and an emphasis on hard work and the manufacture of quality products continues. However, today there is a decidedly major focus on engineering as the company has been awarded three patents in the past two years.

“My great-grandfather started the business out of his garage selling shoe rack casters,” said Mark Lippert, vice president of marketing, of founder John A. Weigel.

In the following generation, Hamilton president Ralph Lippert wrote - “The history of this business could be summed up in just two words: hard work.”

Currently, Mark Lippert and three other family members are in the fourth generation of company leaders, all having worked for the business for at least 20 years.

“We do have a family atmosphere. It’s a fairly open environment, open culture,” Lippert said, explaining that this approach has helped provide stability and a low turnover rate.

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After a start in the shoe rack caster business, Hamilton Caster eventually migrated to heavy industrial and large caster production during World War II. The changes the war necessitated proved helpful to the business, and the company has remained in the heavy caster sector ever since. A couple of years ago Hamilton designed and built four Colossus Casters with each caster rated for 100,000 lbs.

“We play in the very high end of the industrial marketplace, our sweet spot is 1,000 pounds per caster and up. We also sell quite a few medium duty casters,” said Lippert, noting products seen at retailers like Lowes or Home Depot.

Today, Hamilton Caster features two separate divisions; caster and wheel, and cart and trailer.

Lean manufacturing is a key component of company operations, with a focus on constant, continuous improvement.

“Lean is pervasive throughout our corporate culture” said Lippert, who said Hamilton Caster employs a lean manager to help achieve goals similar to the original Toyota lean manufacturing model.

All of Hamilton Caster’s operation remains in Hamilton, and Lippert stressed the company’s commitment to American manufacturing. Dave Lippert, Hamilton Caster’s president, recently co-authored a book on the subject - “Bringing Jobs Back to the USA: Rebuilding America’s Manufacturing Through Reshoring.”

Recently the company began leasing an additional 20,000 square feet of space off site to manufacture industrial trailers for hauling up to 50 tons.

Hamilton Caster also has a history of innovative business practices. Long before Amazon’s two-day shipping guarantee became famous, Hamilton was employing a quick ship service.

“My father came up with that plan in 1967 as a way to create a win-win situation to appease customers who wanted products sooner and to stabilize production flow,” Mark Lippert said.

“When we didn’t have immediate customer orders, we could build orders for stock.”

The program continues to this day, now offering sameday shipping on standard products, or about 85 percent of the Hamilton line. It is something customers have come to rely on. “I would say 75 or 80 percent are counting on that fast service,” said Lippert, noting supplying to maintenance or repair operations as a large segment in need of this kind of service. As delivery times shorten and other standards become more demanding, Hamilton Caster has shifted with them.

The business is working on the installation of a new powder paint system. Hamilton’s entire forged steel product line will be powder painted starting this summer – and a website rebuild is in the works. “We will be publishing product test data on our website,” said Lippert, who added it will allow users to look up a caster, determine start-up force, maintenance force, load distribution or footprint. He said this will be a first in the industry.

In the coming years, Lippert said Hamilton will continue to focus on the practices that have helped build a successful 110-year track record, while also growing in new ways.

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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April 2017

27

Human Element Caliper Corp.

Succession planning: It’s bigger on the inside Doctor Who is run like a business. On other scripted TV shows, when the actors age out of their roles or audiences get sick of looking at them, the show is cancelled. On Doctor Who, the producers simply replace the actors with new ones, as a company would swap out managers who retire (or are, uh, “asked” to retire).

The ingenious story device that allows for actor replacement on DW is called regeneration, a trick in which a mortally wounded Doctor can regenerate his body into a healthy new one with a different face, voice and personality. It worked great in 1966 when star William Hartnell had to leave the series unexpectedly to be replaced by Patrick Troughton, and it will work great in December of this year when current Doctor Peter Capaldi takes his final bow.

Indeed, fans of the long-running British television series learned this week that Capaldi, the twelfth person to play the iconic part (as a series regular), is making way for a new actor to step into the TARDIS, the Doctor’s temperamental time machine that appears as a 1960s-era police phone box yet sports an infinitely vast interior.

“It’s bigger on the inside!” his passengers exclaim when stepping on board the first time, the Doctor Who equivalent of the Star Wars franchise’s recurring line, “I’ve got a bad feeling about this.”

Per the show, the Doctor is a renegade alien from the planet Gallifrey, which means his ability to regenerate requires no explanation. The actor who plays him (or her, if the BBC decides to go in that direction this time) has no such skill. So you can bet the BBC keeps a short list of potential replacement performers under lock and key, monitors each actor’s availability, and keeps a hotline open to their respective talent agencies.

That’s another way Doctor Who is like a business … at least a well-run business with a succession plan in place, data available on

Resonant Dealer Services Dave Baiocchi | 209.652.7511

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top performers, and developmental programs to prepare the next generation of leaders for growing market share and improving profit margins.

The premise of Doctor Who has the 2000-year-old Time Lord travelling through space and time alongside his latest companion (typically a young, attractive woman. Go figure) and relying on his exceptional wits to overcome all manner of nefarious aliens and malevolent robots. The Doctor has had occasion to take a companion billions of years into the future, when Earth is either a charred cinder or gone entirely. Which generally leaves the companion despondent and questioning the meaning of life, understandably to us but not to the Doctor, who struggles to understand human emotion.

Now picture yourself taking a time machine into the future. Not billions of years but, say, 20. Not to see if intelligent alligators rule the universe (yet) but to see how your company is faring in a 2037 business environment. Perhaps there are two futures: an inspiring one that results from having implemented a meaningful succession program with good data analytics at its core, and another, far bleaker one that results from having put off the development of a succession plan because it seemed unimportant in the moment.

Don’t worry! These are the shadows of things that may be, not the shadows of things that will … oops, wrong British time-travel story.

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.

New & Used Forklifts • Coil Tractors • Railcar Movers Yard Tractors • Container Handlers & More

To see a complete list of our inventory, visit our new online showroom at www.HKEQUIPMENT.com

j Aftermarket Consulting j ‘‘Branded” Pre-Formatted Programs j Equipment Sales Skills Training j Inventory Consolidation j Management Compensation Programs j Benchmarking j Onboarding for new M.H. Employees Programs that start producing an ROI on Day One! 28

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April 2017

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THE FORKLIFT PRO

9801 INDUSTRIAL DRIVE • PINEVILLE, NC 28134

877.725.4461

WORLDWIDE WHOLESALER OF QUALITY LIFT TRUCKS

UNIT

YEAR MODEL

MAST

IC CUSHIONS 18063 18666 19210 19211 18881 19177 18978 19035 19152 19129 19239 19205 18621 18240 17671 19124 19179 17140

2011 2011 2011 2011 2013 2013 2009 2005 1991 1994 2009 2013 2008 2011 2012 2012 2006 2008

Cat 2C5000 Cat 2C6000 Hyster S30FT Hyster S30FT Hyster S40FT Hyster S50FT Hyster S60FT Hyster S70FT Nissan CPH02A25V Nissan KCPH02A2 Yale GLC030VX Yale GLC030VX Yale GLC050VX Yale GLC060VX Yale GLC060VX Yale GLC060VX Yale GLC070VX Yale GLC070VX

82/187 82/126 82/187 82/187 61/82 88/200 82/189 83/126 83/188 83/187 82/187 82/187 82/189 86/126 86/126 96/276 87/129 85/181

IC BIG CUSHIONS 19173 19174 18485 19103 19146 18643 18644 18646 18648 18900 19221 19222 18478 18168 17307 18078 18356 18919 19015 18698 17752 19089 19090

2010 2010 2001 2012 2006 2011 2011 2011 2011 2011 2012 2012 2007 2008 2010 2010 2011 2006 2010 2009 2009 2010 2011

Cat GC55K 92/189 Cat GC55K 92/189 ElwellParker ESI-160 112/219 Hyster S80FT 87/185 Hyster S80FT-BCS 88/185 Hyster S120FT-PRS 88/172 Hyster S120FT-PRS 88/172 Hyster S120FT-PRS 88/175 Hyster S120FT-PRS 88/175 Hyster S120FT-PRS 85/163 Hyster S120FTS 85/163 Hyster S120FTS 85/163 Hyster S155FT 88/149 Toyota 7FGCU35 88/187 Toyota 7FGCU35 88/187 Toyota 7FGCU45 99/199 Toyota 7FGCU70 118/219 Yale GLC080LJ 84/112 Yale GLC080VX 85/174 Yale GLC120VX 92/185 Yale GLC120VX 92/185 Yale GLC120VX 84/163 Yale GLC120VX 84/163

HYD

NOTES

UNIT

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

S-S, Forks, NEW Tires S-S, Forks S-S, Forks S-S, Forks S-S, Forks 4Way, S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S/F-P, Forks S-S, LBR, 42” Forks S-S, Forks FP, LBR, Forks S-S, LBR, 48” Forks

3 Way 3 Way 3 Way 3 Way 3 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 3 Way 4 Way 3 Way 4 Way 3 Way 3 Way 4 Way 5 Way 4 Way 4 Way

S-S, Forks S-S, Forks S-S S-S, 48” Forks S-S, Forks PRS, 4Way, No Att. PRS, 4Way, No Att. PRS, 4Way, No Att. PRS, 4Way, No Att. PRS, 4Way 4Way 4Way 4Way, No Att. S-S, Forks PAINTED, No Att. S-S, Forks 48” Forks 3 Way

¡SE HABLA ESPAÑOL!

YEAR MODEL

IC PNEUMATICS 18207 18830 19223 18702 18916 18917 18981 19076 19118 17705 18893 17663 18075 18076 18077 19224 19225 19226 19227 19117 19278 18959 18960 19069 17198 17820 17584 19203 18815 19148 19114 19115 19116 17608 18935

2006 2009 2012 2010 2011 2011 2012 2010 2010 2006 2007 2011 2011 2011 2011 2013 2013 2013 2013 2011 2004 2013 2013 2013 2011 2012 2006 2012 2008 2011 2012 2012 2012 2006 2013

Cat P5000D Clark C30D Hyster H80FT Hyster H30FT Hyster H50FT Hyster H50FT Hyster H50CT Hyster H60FT Hyster H60FT Hyster H70FT Hyster H80FT Hyster H80FT Hyster H80FT Hyster H80FT Hyster H80FT Hyster H110FT Hyster H110FT Hyster H110FT Hyster H110FT Mitsubishi FD40N Toyota 7FGU25 Yale GLP030VX Yale GLP030VX Yale GLP030VX Yale GLP050VX Yale GLP050LX Yale GLP060VX Yale GLP060VX Yale GDP070VX Yale GLP070VX Yale GLP090VX Yale GLP090VX Yale GLP090VX Yale GDP100MJ Yale GDP100VX

IC BIG PNEUMATICS 18212 18389 17950 19053 18851 18852

4 Way, No Att. No Att. PRS, 4way PRS, 4way

2010 2003 2005 2007 2006 2006

Cat P33000 Hyster H190HD Hyster H300HD Nissan VF05H70V Toyota 7FDU70 Toyota 7FDU70

Text WEB ID to 27414 Web ID: 4UHA

4

Web ID: K4Z5

4

Web ID: 0E6O

MAST

HYD

NOTES

84/188 86/189 99/140 82/187 84/189 86/194 87/188 118/181 89/187 87/181 85/120 90/185 90/185 90/185 90/185 99/133 99/133 99/133 99/133 90/189 84/188 84/187 82/187 84/187 84/189 84/188 93/199 98/142 87/181 87/181 110/167 110/167 110/167 110/159 111/157

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

S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks, “DS” S-S, Forks, “DS” S-S, Forks S-S/F-P, Forks S-S, Forks S-S, LBR, Forks S-S/F-P, Forks, Cab Full Cab, S-S, 48” Forks Full Cab, S-S, 48” Forks No Att. No Att. S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, 48” Forks S-S, Forks S-S, Forks S-S, Forks Painted, New Tires, S-S, Forks PAINTED, S-S, Forks S-S, Forks S-S, LBR, 48” Forks PAINTED, 3rd Valve, Forks 4Way, Attachment S-S/F-P, Forks F-P, 60” Forks F-P, 60” Forks F-P, 60” Forks 48” Forks S-S/F-P, 60” Forks

153/167 163/212 144/147 108/197 150/219 150/219

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

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

NEW SOLIDS, S-S, 96” Forks, P. Cab

S-S, Forks S-S, Forks S-S, Forks

BILL’S Pick of the Month

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Web ID: CBL3 18212, 2010 Caterpillar P33000

Web ID: 3WD9

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17950, 2005 Hyster H300HD

18084, 2010 Yale GLC155VX

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4

5

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18977, 2015 Genie GS-3246 17663, 2011 Hyster H80FT,

18078, Toyota 7FGCU45

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CONTACT US

BY EMAIL

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

Tim Smith | tim@theforkliftpro.com Vince Strum | vince@theforkliftpro.com

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April 2017

29

introducing

Custom Material Handling Equipment

SMS Services!

It’s the fast & easy way to learn more about specific equipment.

Web ID

• Look for the special Web ID code on selected equipment throughout the magazine

Number of photos online

LG9P

1

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Call

STK# 18733 2010 Hyster S35FT Grand River OH (440) 354-1444

These photos are representative samples of various custom design solutions that we have developed for our customers. Nutting has provided products for safer and more effiecient material handling to companies in most major market segments. If you would like more information please visit our website at www.acconutting.com or contact us at 1-800-533-0337, for a more detailed custom brochure.

877.638.6190 for more information! www.acconutting.com

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800-533-0337

Material Handling Solutions

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30

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April 2017

View these pieces of equipment & more on

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0BSD

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1

0AOG

2J0I

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3

Web ID to 27414 STK# 17049 2006 Nissan CK1B1L15S Grand River OH (440) 354-1444

More photos available

6KOB

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STK# 20609 2004 Nissan JP60LP Fort Lauderdale FL (800) 648-1891

LG9P

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STK# 18816 2010 Toyota 7FBCU15 Grand River OH (440) 354-1444 1

STK# 18733 2010 Hyster S35FT Grand River OH (440) 354-1444

06LS

LM7L

02SY

STK# RF0307 DOOSAN G70S5 Bensalem PA (888) 706-5070

6V56

STK# 19029 2012 Crown 3000ST Pineville NC (877) 725-4461

9UNX

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STK# 1EQ13165 2008 Kalmar DCE330 RoRo Coraopolis PA (800) 708-9765 3

STK# U0908 2011 BENDI B40/48IC-180D Bensalem PA (888) 706-5070 2

STK# 51606 1995 Autolift D5700 Coraopolis PA (800) 708-9765

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STK# 19087 2014 Yale ERC050VG Pineville NC (877) 725-4461

0BWA

STK# 53348 2008 Jungheinrich EFG430 Coraopolis PA (800) 708-9765

91CY

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STK# 2-09-302806 2001 KALMAR DCE90-45E6 Tukwila WA (888) 689-5831

N9E5

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STK# R04515002 2007 RAYMOND EASI R45TT Des Moines IA (888) 564-2191 1

STK# 17696 2005 Yale ERP030 Grand River OH (440) 354-1444

7U9Z

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STK# 20208 2009 Doosan D70S-5 Fort Lauderdale FL (800) 648-1891

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The

BETTER WAY

to buy & sell equipment! www.MHWmag.com

April 2017

31

Nuts & Bolts

Acquisitions, expansions & other business news

Toyota creates new division Toyota Industries Corporation (“TICO”) recognizes the changing dynamics in the North American material handling market related to e-commerce, labor cost and productivity requirements, which have created a permanent demand for new forms of logistics solutions, beyond forklifts. To align with market changes and customer needs, TICO has created a new business division to manage North American activities in the area of logistics solutions named “Toyota Advanced Logistics Solutions” (TALS). TALS shall be operated separately from the forklift business, except for coordination in strategic areas as appropriate. TICO is also pleased to announce the acquisition of Bastian Solutions, LLC, a leading systems integrator with regional US operations and presence in strategically significant international markets.

Bastian Solutions will be the first group company in the TALS operative structure, until further plans for strategic growth are announced. www.toyotaforklift.com

CERC enters into agreement to sell General Rental Assets to Cooper Rentals Canada Inc. Canadian Equipment Rentals Corp. has entered into an asset purchase agreement with Cooper Rentals Canada Inc., to sell all the assets of its wholly-owned subsidiary, 4-Way Equipment Rentals Corp., for cash proceeds of $8.5 million.

“This transaction is the next step in strengthening our balance sheet and narrowing the focus of the Company to the upstream and midstream energy services industry,” said Ken Olson, CFO of CERC. “The cash proceeds from the sale will be used to reduce bank indebtedness and provide us with greater re-financing flexibility.” Proceeds from the transaction represent approximately 73% of current tangible asset book value and approximately 5.2x twelve month trailing September 30, 2016 EBITDA. www.cerfcorp.com

Discovery Robotics signs exclusive agreement with Diversey Care Discovery Robotics Corporation announced that it has finalized an exclusive supply contract with the Diversey Care Division of Sealed Air Corporation. The contract

PROTECT-A-LIFT TRUCK™ t SHRINKWRAP PROTECTION FOR Go red! e e v v ’ We u Co TRANSPORT & OUTDOOR STORAGE Yo ★ Large Heavy Duty ~ 6 Mil ~ Clear Shrink Polyethylene Bags ★

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TUFF TRUK™ TRANSPORT BAGS t Deliver Electrics Safely In The Rain And Snow t Economical – Under $16 – Cheap Insurance t Cover All Types Of Lift Trucks And Equipment t Easier and Quicker To Use Than Tarps And Stretchwrap t Rust And UVI Can Be Added For Outdoor Storage

A Tight Form-Fit Covering That Really Stays On!!!

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PACKAGING SYSTEMS, INC • Toll Free 800-421-7225 • Fax 203-250-7700 www.shrinkfast.com/forklift • Email peter@ctpackagingsystems.com 32

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April 2017

covers Discovery Robotics’ model FX250 industrial-grade floor cleaning robot intended for large public spaces such as airports and convention centers. Under the agreement, Diversey will have the exclusive license to sell, distribute, train and service the FX250 robot in the Americas and Europe. Diversey will have non-exclusive rights in all other global territories. Discovery Robotics will spend much of 2017 performing field trials of the FX250 robot and gearing up production in Pittsburgh. Shipments are scheduled to begin in the fourth quarter 2017.

For more Nuts & Bolts articles go to

www.MHWmag.com

www.discovery-robotics.com

New ELFA infographic highlights why businesses lease and finance equipment The vast majority (78%) of U.S. businesses lease or finance their equipment, and today the Equipment Leasing and Finance Association (ELFA) released a new infographic highlighting why this method of equipment acquisition is so popular. The “8 Reasons to Finance Equipment for Your Business” infographic provides a readerfriendly, visually inviting explanation of some of the key benefits businesses enjoy when they lease or finance the equipment they need to operate and grow. This new tool is the latest resource from ELFA’s Equipment Finance Advantage website for end-users, a one-stop resource designed to help current and potential end-users of equipment financing make the best possible decisions.

The infographic showcases a variety of ways businesses can use equipment finance to their strategic advantage. www.elfaonline.org

When Two Industry Leaders Join Forces, the Result is Magic

ECOA The union of these two great brands gives material handling dealers the ability to offer customers an unmatched product line including stackers; manual palletizers; lift tables; tilters; dock lifts; double, triple, and quad-scissor lifts; as well as custom lifting solutions. In addition to an expanded product line Presto ECOA Lifts dealers also benefit from: World class application support Engineering services State-of-the-art manufacturing An expansive Always-In-Stock quick ship program Central US shipping point of origin For product details, catalogs, and price lists, contact your Presto or ECOA representative or visit PrestoLifts.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 crosssell 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 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

800-343-9322 | PrestoLifts.com

17-094 Presto ECOA Ad.indd 1

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April 2017

33

2/27/17 11:52 AM

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! $399 per person.

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 the 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

www.MHWmag.com

April 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.

LIMITE D SEATIN G ACT NO , W!

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:

Email:

Billing Address:

City:

State:

Check:

Zip: Mastercard

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Credit Card #:

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Company/Organization:

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Registration:

Presented by:

$399

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

Conference Sponsor:

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

www.MHWmag.com

April 2017

35

Shifting Gears

Industry personnel and organization news

BLG Logistics opens new location in SC BLG Logistics is pleased to announce the official opening of its South Carolina office. This news comes on the heels of

being nominated for the 2016 Supplier of the Year award by the Alabama Automotive Manufacturers Association. In Q4 of 2016 the office officially opened in Duncan, SC. It is conveniently located one exit north from the well-known BMW manufacturing plant. The new office comes with readily available warehouse space and is only 8 miles from the South Carolina Inland Port in Greer.

The new location is in anticipation of the booming economic growth provided also by the South Carolina Port in Charleston.

BLG’s prime location will allow customers of all industries access to a world leader in third party logistics. As the award winner of the 2016 European Logistics Association, it is clear BLG Logistics intends to carry the same practices and level of expertise into the Southeast. www.blg-logistics.com

Nest & Stack Pick & Pack

Sovella becomes Treston Inc.

Visit us at

Booth 2031

NEST & STACK TOTE

Akro-Mils’ Nest & Stack Totes are your ideal containers for storage, transfer, work-in-process or picking and shipping applications.

©2017 Akro-Mils/Myers Industries Inc. AKM700

Available in nine sizes, these totes stack with or without optional lids and nest when empty to conserve space. Manufactured from FDAcompliant materials.

36

To find out more about these versatile heavy-duty containers, visit us online at akro-mils.com!

akro-mils.com www.MHWmag.com

April 2017

800.253.2467

Sovella is now Treston Inc. Treston has been a European leader in workspace design since the late 1960s. In 2011, Sovella Group was acquired by Treston Group and the two companies joined forces. Since then, the North American branch, located in Canton, GA, has operated under the Sovella name. However, just as our customers seek to improve their work place efficiency, we also aim to operate more efficiently for our customers. Uniting under the Treston name will now allow us to provide the same high-quality products the industry has come to expect, with increased speed and flexibility. The over-all company structure will not change. However, operating under the Treston name, along with the new QuickShip product line, Treston will provide current and future customers with a faster lead time, and stronger customer support. The official change began January 1, 2017. www.treston.us

Setting The Standard

45

For Over

Years...

Quality Products • Friendly Customer Service • Availability

Flight Systems Industrial Products

FSIP

1-800-333-1194 • www.fsip.biz

Visit us at ProMat Booth #S218!

ClearCap Covers Every lift should be equipped!

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

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Call toll-free Wy’East Products 1-888-401-5500 or visit www.clearcap.com Call toll-free Wy’East Products 1-888-401-5500 or visit www.clearcap.com

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www.MHWmag.com

April 2017

37

Shifting Gears

Industry personnel and organization news

CLARK strengthens executive team

CLARK Material Handling Company recently bolstered its executive team with the promotions of Scott Johnson, Dale Guckian and Rick Dahlke.

Scott Johnson has been promoted to Vice President of Sales and Marketing, with overall responsibility for Clark’s new equipment and aftermarket parts sales teams, national accounts, government sales, dealer development, technical training and used truck sales. Scott joined Clark in 1995, and most recently served as Clark’s Vice President of Dealer Services. In his new role, Scott will continue to report to Chuck Mix, Vice President of Operations.

Dale Guckian has been promoted to Director of Dealer Development. Dale is also a material handling industry veteran, having begun his career in 1986. Dale has extensive experience in all aspects of dealer operations, and his knowledge of Clark and North American distribution will significantly enhance Clark’s ability to recruit and retain strong, independent dealers. Dale will report to Scott Johnson.

Rick Dahlke has been promoted to Director of New Equipment Sales. Rick will manage Clark’s regional sales team, and will be the key interface with key end user accounts. Rick is a respected material handling industry veteran, beginning his career in 1991, and has worked extensively with dealers and major account customers. Rick will report to Scott Johnson. www.clarkmhc.com

TVH welcomes new regional business development managers TVH in the America’s (TVH), provider of quality replacement parts and accessories for the material handling and industrial equipment industry is proud to welcome Brian Purdy as the new regional business development manager for the Western region and Steve Wilson as the new regional business development manager for the Northeast region.

Brian and Steve will be responsible for maintaining and growing sales by strengthening relationships with existing customers as well as developing new relationships with customers within their regions. www.tvh.com

38

www.MHWmag.com

April 2017

t Visit us a t, a ProM 057 o o b th #S1

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

CLEAN Tire Technology is the “Secret” to Continental’s press-on-band and resilient tires outperforming the competition — in many cases lasting more than twice as long as our competitors brands or longer.

Continental blends Natural Rubber and Silica together at the molecular level creating a New, Stronger Compound.

FEATURES

BENEFITS

• Up to 50% less rolling resistance

• As much as 9% savings in energy

• • • •

than the competition Up to 50% lower running temperature than the competition High wear & chunk resistance Highly elastic, shock-absorbing rubber Simply a better made, higher quality non-marking tire

costs and a reduced carbon footprint

• Cooler running, less tread wear, • • •

greater retention of load capacity Little or no compromise in performance versus standard black tires Greater rider comfort and protection of truck components A tire that often times lasts twice as long as our competitors’ tires

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

CT_SPEC_TIRE_AD2016.indd 1

www.MHWmag.com

April 2017

39

12/21/15 1:41 PM

Classifieds FOR SALE

Series 1 Workhorse Single Shift rating

New Single Phase Chargers 36-volt, 750 AH 48-volt, 600 AH other sizes available Original & Aftermarket Parts for Most Equip.

Full 2 yr. warranty

FORKLIFTS & TIRES

(10 yr. transformer coverage)

713.460.8197 • 800.687.3884 fax: 713.460.5941 www.forkliftsandtires.com

SAVE ON QUANTITY PURCHASE!

• Specialty Material Handling, Inc.

•

The

Experts

Used 3-phase chargers also available

ARCON EQUIPMENT INC We Accept

(440) 232-1422

www.ArconEquipment.com

Bought & Sold, Rentals, New & Used Parts, Appraisals, Technical Support

Gregg Zdan (734) 641-1800 www.useddrexels.com Associated with DREXEL Industries since 1972

•

•

LOOKING TO BUY

4

The next classified ad deadline is FRIDAY, MARCH 31ST Call Alva or Dean for rate information at 877.638.6190

BATTERIES WANTED Industrial Forklift Batteries and Chargers In Good Condition!!

OHIO RACK

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

Portable Stack Racks Flexible Packaging

ARCON EQUIPMENT INC.

800-344-4164 Fax 330-823-8136

440-232-1422

www.ArconEquipment.com

40

T8HE

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We BUY & SELL NEW & USED

Email: ohiorack@cannet.com

www.ohiorack.com

Iron Bull™ Waste Hoppers Can Pay You Back Added production efficiency, more floor space, workers love them ■ More durable, easier to use, safer too.

■ Big selection, or custom to solve waste handling problems.

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April 2017

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Visit www.MHconX.com for more equipment

Shifting Gears

Industry personnel and organization news

MCFA to break ground on new facility A joint venture of Mitsubishi Caterpillar Forklift America and Jungheinrich will soon break ground on a facility in Conroe Industrial Park, according to Origin Bank.

The bank, formerly known as Community Trust Bank, provided financing for the manufacturing and distribution center. Archway Properties is developing the 71,000-squarefoot project, which will be built by Arco Design on 10 acres. The 1,045-acre industrial park is on FM 3083, 2 miles east of Interstate 45. The venture, known as ICOTEX (Industrial Components of Texas) will provide metal components for forklifts, machinery and other applications.

Construction is expected to begin soon with completion planned by year-end, according to Origin Bank. Terms of the financing were not announced. www.mcfa.com

Shoppa's hires industry veteran to lead sales department Shoppa’s Material Handling, the Toyota Industrial Equipment distributor throughout Dallas-Fort Worth, North Texas and Kansas City, Missouri, announced that Scott Carlin has joined the company to lead its expanding sales department. Carlin comes with a wealth of experience within the industrial equipment industry, having spent 24 years with major forklift manufacturers. He comes to Shoppa’s from Toyota Material Handling U.S.A. (TMHU) in Indianapolis, IN, where he was the National Manager of Product. Prior to TMHU, Carlin worked for The Raymond Corporation for 19 years. He has extensive background in product support, new product development, project management, manufacturing, warranty and sales. “Scott’s well-rounded experience in the material handling industry is a great fit for our company,” said Jim Shoppa, President, Shoppa’s Material Handling. “He is a natural team builder, a proven leader, and will be a great asset in advancing our sales efforts in pursuit of our 2020 goals.” Carlin joins Shoppa’s at a pivotal time for the company as it continues to grow and pursue its collective vision with Toyota to double in size by 2020. www.shoppasmaterialhandling.com

For more Shifting Gears articles go to

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April 2017

41

ew a n of e ar ad tor We tribu ® thre dis ERT stem E-S al sy TIM new re

We make engines our business, see the difference

ENGINES. CYLINDER HEADS. PARTS.

GRINDSTAFF Engines Inc. NEW & IN STOCK NOW!

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TB45 Nissan engine assemblies

Mitsubishi – Models 4G54, 4G63, 4G64 Mazda – Model FE & F2 GM – Model 2.2 & 2.4 Nissan – H20-II, H25, Z24, K21, K25 and TB42 Toyota – 4Y Volkswagon – 1.9 Diesel Volkswagon – 2.0 Diesel

✓ Professional Staff ready to help answer questions, fast quoting service and the know-how to get the job done right the first time. ✓ Pre-arranged freight discounts.

✓ ALL engines are “hot run” tested assuring a quality product when it leaves our facility. ✓ Centrally located in the Midwest for convenient shipping.

engines Perkins • Continental • GMC • Cummins Hercules/White • Chrysler • IHC Waukesha • Mitsubishi • Peugeot Nissan • Wisconsin • Toyota • Mazda Ford • Allis-Chalmers

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April 2017

with the

Industry

J

In Touch

ARA Rental Show - Feb 26-Mar 1 Orlando, FL

Covering the Rental Industry 2017 Revenue’s of $48.9 billion in 2017*

ProMat 2017 - Apr 3-6, 2017 Chicago, IL 38% of attendees plan to spend $1 Million or more in the next 18 months on solutions they can find at ProMat.** See Wholesaler and MHconX.com at BoothS669

MH Huddle - June 7, 2017 Chicago, IL The Material Handling Huddle brings midwest dealers to a one-day conference to increase knowledge of industry trends and network with peers. Register at MHhuddle.com

Material Handling Wholesaler - A staple in the Industry covering the biggest events in 2017.

Sources *American Rental Association **MHI

Your Source for Material Handling Knowledge.

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April 2017

43

Multi-function series Veshai is one of the original designer and MFG for electric lifting equipments. We are not only providing the whole series of standard items but also developing more features and functions on our trucks for special material handling. These special features are designed to handle drum, paper pile and roll, glass, concrete pannel with less efforts and more efficiency, Functions including lifting and driving, clamping and rotating, side shifting, reaching and tilting up and down, tipping forwards and side slewing. Please feel free to contact us for professional solutions for your material handling needs.

Counter Balance Floor Crane

Paper Inverter

Rough Terrain Pallet Truck

Rough Terrain Pallet Stacker

Model:VH-WCR-075

Model:VH-WPR-15

Model:VH-WP-130/30RTL

Model:VH-WS-100/16RTL

Vacuum Lifter Stacker

Stacker W/Concrete Plate Clamper

Vacuum Smart Lifter

Vacuum Lifter

Model:VH-WS-60/15-GR

Model:VH-WS-60/15-PR

Model:VH-WCR-035-GR

Model:VH-WLA-20/73-GR

Drum Clamper/Tipper

Paper Roll Rotating Clamper

Drun Clamp / Front Reacher

Counter Balance Bale Clamp

Model:VH-WS-40/16/VDR

Model:VH-WS-130/16/RCF

Model:VH-WXS-60VD

Model:VH-WSC-50/45/RBC

Veshai Handling Equipment Co., LTD.

44

434 YueXiu Road North, Guangzhou, China

E-mail: export@veshai.com

Phone: 86-20-83547657 Fax: 86-20-83547658

http://www.veshai.com

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April 2017

**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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2008 Toyota 8FD25, 16407, Diesel, 189” Mast, Sideshifter

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

2011 Toyota 8FGU15, 3,000 lbs., LP, 189” Mast, Sideshifter

2005 Toyota 7FG25, 5,000 lbs., Gas, 169” Mast, Sideshifter

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

TeLehaNdLeR

2005 Toyota 6BPU15, 3,000 lbs., 36V, 270” Mast (4 in stock)

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

1.866.506.2200 • omsh@shoppas.com www.shoppasmaterialhandling.com

Printed in the U.S.A. ©2017 The Ousset Agency, Inc. wo#5271

available used equipment – more in Stock, Call Omar For Listing

15217 Grand River Rd • Fort Worth, TX, 76155 • P: 817.359.1100 • F: 817.359.1110

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April 2017

45

New Products

See more new products online at www.MHWmag.com

NEW Storage systems that save electricity Rising electricity costs and diminishing resources are creating a demand for energyefficient solutions in every industry. Logistics and distribution are no exception. For this reason, the sawing and storage specialist KASTO has developed an innovative energy recovery and storage concept for its automatic bar stock and sheet metal storage systems. It makes it possible to convert surplus kinetic energy into electricity and store it temporarily for later use as needed. This cuts operating and investment costs, and it reduces CO2 emissions. Energy recovery is now available as an option with all KASTO storage systems. The electric circuits for the drive shafts of the operating gantry crane (OGC) are connected through a DC link.

Surplus kinetic energy, such as that produced in braking of the OGC or lowering of lifting gear, can be converted into electricity and fed back into the grid. www.kasto.com

New aluminum torque limiting knurled knobs from J.W. Winco J.W. Winco, Inc., supplier of standard industrial machine components, announced it now offers GN 3663 aluminum torque limiting knurled knobs with steel threaded stud. The RoHS compliant torque limiting knobs are used when manually applied torque is to be limited.

When turned clockwise, the torque mechanical system of the knurled knob triggers an "overengagement" as soon as the specified torque is reached. When tightening, this insures that maximum permissible torque is not exceeded. When turned counter-clockwise, loosening the knob mechanism, the mechanical system locks so that the torque is not limited.

Torque necessary for release will always be transmitted properly. After removal of cover and loosening of the countersunk screw, insert with threaded stud can be dismantled, in addition, versions with inch size threaded are available upon request. www.jwwinco.com

Pallet transfer cart moves pallets easily Verti-Lift introduces a heavy-duty transfer cart quickly and ergonomically moves pallets and other heavy components (up to 4000 capacity) within production environments. This custom-designed solution includes a gravity roller conveyor, a pallet retaining bar to secure the load during transport, and a manual foot-actuated “locking/docking arm” for convenient hands-free operation. The cart is fitted with heavy-duty swivel casters which allow movement in all directions, to easily maneuver it into proper position, and stand up to heavy loads. A hitch and pin arrangement for towing is included so that multiple units can be used together. This cart technology is ideal for moving wood, plastic and aluminum pallets, as well as shipping containers, equipment skids, component frames & bases, production equipment and more. www.verti-lift.com

46

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April 2017

New Holland manufactures 250,000th skid steer loader New Holland Construction began skid steer manufacturing 45 years ago in its facility in Grand Island, NE. Skid Steer manufacturing eventually moved to Bellville, PA, and finally to a plant in Wichita, KS in 2002, where it is today. “We’re excited to celebrate New Holland’s milestone of assembling its 250,000th skid steer loader and its long and ongoing commitment to providing quality skid steer loader equipment,” said Bret Lieberman, Vice President of New Holland Agriculture North America. The L35, New Holland’s first skid steer loader, pioneered the use of a longer wheelbase for a smooth, steady ride for operator comfort and safety. New Holland also introduced ROPS/FOPS and boom lockouts for operator safety. Up until that safety innovation, all skid steer loaders were open-top designs, preventing the operator from being protected from falling material, loader arm pinch points, or machine rollover. www.newholland.com

NEW Ultimate Defender Gate Plus US Netting has expanded the Ultimate Defender Gate thanks to customer demand for a more conventional guardrail style covering.

This rail serves to block personnel from crawling under the gate, slips, trips and falls. Enter the new Ultimate Defender Gate Plus that allows us to exceed the OSHA guidelines for guardrails as well as the wall openings directive. We understand that this is an important factor to keep in mind when purchasing a barrier for your loading dock.

Applications for the Ultimate Defender Gate Plus are around Vats of liquid that may be molten, hazardous, or high temperature. The guardrail does not affect the Easy Glide technology of the gate. The Ultimate Defender Gate Plus opens and closes easily and quickly with minimal force. The Ultimate Defender Gate Plus is rated to stop a 13,000lb.

Forklift traveling 4mph. The additional guardrail does not compromise this rating. www.usnetting.com

3M™ introduces new SecureFit™ protective eyewear Job sites are unpredictable, with environmental conditions and tasks that can vary widely from day to day. In response, 3M™ Personal Safety Division has expanded its SecureFit™ protective eyewear line by offering more features and deeper personalization with the debut of the new3M™ SecureFit™ protective eyewear 600 series. Features such as 3M™ Pressure Diffusion Temple (PDT) technology—allowing for a secure, comfortable fit and the ability to self-adjust to a wide array of head sizes—comes standard with every piece of SecureFit eyewear. The 600 series will continue offering key features, including durable polycarbonate lenses that absorb 99.9 percent of UVA and UVB rays and meet the requirements of ANSI Z87.1-2015 Standard as an Impact Rated spectacle, an optional removable foam-lined gasket to keep debris out of the eyes while providing comfort and cushioning, a lightweight design and stylish yet sturdy frame for a touch of individualism. www.3m.com

New Products

See more new products online at www.MHWmag.com

Replace fluorescent industrial lighting with energy-efficient LED lighting High efficiency, reliability and longer life span have triggered the rapid growth in LED lighting demand over conventional fluorescent technologies. However, the perceived high cost of replacing fluorescent luminaires has inhibited some industrial facilities from switching over their fluorescent luminaires to next generation LED, despite the potential for more than 50% reduction in energy expense. To help provide a simpler, more costeffective path from traditional fluorescent lighting to energy-saving LED, Appleton, a trusted Emerson brand, is pleased to announce the new FELED Series of non-metallic, explosion-proof linear LED luminaires engineered for harsh and hazardous industrial locations. www.appletonelec.com

C3 Solutions releases dock scheduling ROI calculator C3 Solutions, a global provider of yard management and dock scheduling systems announces the launch of its revamped dock appointment scheduling ROI calculator. The C3 ROI Tool is a free online analysis tool to help business determine dock appointment scheduling cost savings opportunities. The online evaluation takes approximately five minutes to complete and, as a result, you'll receive a full ROI Calculator Report including current estimated appointment scheduling cost and total estimated savings per year. Also included below, a link to a whitepaper, Understanding Dock Scheduling, intended to help companies build their business case through a better understanding of the benefits of implementing a dock scheduling system: Understanding Dock Scheduling. www.c3solutions.com

Brady SPC debuts new specialty spill kits Brady, provider of industrial and safety printing systems and solutions, today announced its new Brady SPC Specialty Spill Kits. These new kits are designed for hard-to-treat spills, including formaldehyde, bodily fluids, mercury and battery acid. “Our Specialty Spill Kit line was created to align with the spill response needs of our customers,” says Courtney Bohman, global product manager for Brady SPC. “Based on customer requests and feedback, we developed this line with individualized solutions for the top four most common difficult spills that require unique components.” The contents of each of the four kits are provided in a re-usable, 6.5-gallon screw-top bucket that meets Department of Transportation (DOT) requirements. www.bradyid.com

Kardex Remstar bin handling solution designed for speed The new Kardex Remstar LR 35 is designed for fast retrieval making it the perfect fit for spare part and MRO inventory handling, which can be expensive. According to the Pareto principle, 80 percent of a company’s revenue is generated with just 20 percent of its inventory. In contrast to fast movers, medium and slow moving goods (often spare parts or MRO inventory) comprise a high percentage of process, storage, and picking costs. This is why it is essential for them to be stored efficiently, and available as quickly as possible when needed. The LR 35 Vertical Buffer Module is an innovative solution for cost-effective spare parts inventory management. www.kardexremstar.com

Camcode’s floor label handles 2,500 lb. drag test Camcode's Warehouse Floor Labels are the most durable floor marking solutions for bulk and staging locations. The frame protects the label from the abuse of pallets and vehicular traffic, and there are no screws to damage the floor. Camcode's Warehouse Floor Labels are more accurate and efficient than manual put away processes, and eliminates frequent and expensive location/slot painting. Camcode has warehouse label solutions for every application in your warehouse. Choose from our indestructible floor label systems, rack labels, long-range retro-reflective labels, hanging signs, and more. www.camcode.com

WSI Global announces PackMate WSI Global, manufacturer of finishing equipment for the carton converting, liquid packaging, and corrugated industries, announces PackMate, a simple, safe and effective way to put product into cases while keeping labor and set up times at a minimum. Ideal for any folder gluer that is being hand-packed, PackMate saves time and money by combining case erecting and positioning for packing in one convenient, semi-automatic operation. Requiring only an air connection, PackMate comes complete and ready to integrate into existing packaging systems, and sets up in minutes right out of the box.

With Packmate, one person can do the job that used to take two. When compared to a standard table, PackMate offers significant speed and efficiency benefits. Return on investment (ROI) is usually three months or less. www.wsiglobal.com

More New Products available on

www.MHWmag.com

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April 2017

47

R

R

“It’s a Revolution” +/- .005 TOTAL INDICATOR RUN OUT Maintained After Pressing

Minimizes Truck Vibration Reduces Mast Sway Smoother Safer Ride Less Downtime

High Speed High Load Urethane Stellana is exhibiting at

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To Learn More About Smoothy90...

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We Handle It All! Setting the Standard in Material Handling Equipment

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

CUSTOM TRAILERS

This one-of-a-kind was just what the customer ordered!

Superior Workmanship • Customized Designs • Competitive Pricing

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.

SPECIALTY TRAILERS

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

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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REPS & DEALERS WANTED CALL TODAY: 1-800-331-2973

Tiered Discounts for Sales Reps and Dealers Downloadable Sales Materials and Media Best Selling Loading Dock Safety Products Blind Drop Shipment Available Many More Products Available STOPS 13,100LB. FORKLIFT @ 4MPH

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Take the pain out of YOUR supply chain.

Rhino Rubber, LLC is a global distribution company that provides quality industrial tire products and services. We are looking for dealers and distributors to be a part of the Rhino team that represents “Excellence in Service” with a commitment to the principles of continuous improvement, quality and competitive products. Our team will take the “pain” out of the supply chain process.

Join the Rhino Team.

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Warehouse: 234-678 -7863 • Toll Free: 877-744-6603 Fax: 888-480-8611 • www.rhinorubbertires.com Rhino Rubber Warehouse • 275-299 N. Arlington St. • Akron, OH 44306

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April 2017

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

▶ ALLIED PRODUCTS

GET THE TOTAL PICTURE

Contact sales@xpb.ca

Sentinel has the right convex mirror for you.

Campus Crafts

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

www.campuscrafts.com

Celebrating over a decade as the global leader in New, Used and ReConditioned Industrial Battery Technology and Accessories.

▶ 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

▶ BATTERY / CHARGERS

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 ▶ DISTRIBUTORS

America’s Source for Affordable Forklift Batteries GREEN POWER BATTERIES, LLC. Tel +1 619 737 5944 E-mail: sales@greenpower-batteries.com Web page: www.greenpowerforkliftbatteries.com

@FADNetwork

www.MHWmag.com

info@findadistrubutor.com

April 2017

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

▶ Pallet Truck Parts ▶E LECTRICAL / ELECTRONIC CONTROLS

Flight Systems Industrial Products Remanufactured Controls

FS F SIP

www.tvh.com (800) 255-4109

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

www.fsip.biz • 1-800-333-1194

▶ Manufacturer/Suppliers ▶ ENGINES

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

Reman Engines/Gas, LP & CNG

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

▶ Manufacturer/Suppliers (Rebuilt)

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

▶ LIFT TABLES

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

800-447-3967 www.charnor.com

▶ Steer Assembly (Reman)

www.tvh.com (800) 255-4109

▶P ALLET JACKS ▶ Pallet Trucks

▶ Tires/Wheels

VULKO TREAD

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

58

www.MHWmag.com

800-447-3967 www.charnor.com

Steer Axles

April 2017

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

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

▶ STORAGE EQUIPMENT ▶ Carts •

...The Exhaust Experts

• •

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

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

▶P OWERED INDUSTRIAL TRUCKS 800 Trucks In Stock

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

▶ TIRES / WHEELS

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

AMERICAN VULKO-TREAD CORPORATION

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

▶ RACK / SHELVING

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

▶ New • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

▶ REPAIR SERVICES ▶ Motors (Electric)

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

Industrial Tire

▶ TRAINING / EDUCATION

...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

Attend The Inaugural Midwest Material Handling Huddle Conference June 7, 2017 In Rolling Meadows, Il.

www.warfieldelectric.com

More details at www.MHhuddle.com

▶ Transmissions

800-447-3967 www.charnor.com

Reman Transmissions, Drive Units, Differentials & Torque Converters

▶ SAFETY PRODUCTS

GET THE TOTAL PICTURE

Sentinel has the right convex mirror for you.

Campus Crafts

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

www.campuscrafts.com

Advertise in our Source Directory!

NEXT AD DEADLINE Friday, March 31st

Call Alva or Dean at 877.638.6190

www.tvh.com (800) 255-4109

www.MHWmag.com

April 2017

59

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Magazine

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TITAN FORKLIFTS 866.916.5438 Home of the Titan Forklift www.titanforklifts.com

Advertiser’s Index 3D STORAGE SYSTEMS LIMITED. . . . . . . . . . . . . 62

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

RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . 55

AKRO-MILS INC.. . . . . . . . . . . . . . . . . . . . . . . . . 36

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 28

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 17

ALLTECH ELECTRONICS, INC. . . . . . . . . . . . . 10, 16

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 21

SHOPPA'S MATERIAL HANDLING . . . . . . . . . . . . 45

AMERICAN INDUSTRIAL TRANSMISSION INC . . . 19

HAMILTON CASTER AND MFG.. . . . . . . . . . . . . . . 3

SPRINKGUARD, LLC . . . . . . . . . . . . . . . . . . . . . . 38

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 12

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . . 8

STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 48

ATLAS INTERNATIONAL LIFT TRUCK. . . . . . . . . . 15

HOIST LIFTRUCKS MFG., COMPANY, INC.. . . . . . 11

SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 30

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

INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . 20

SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 56

BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . . 8 CHARNOR INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . 9 COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . 27 CONNELL FINANCE CO. INC. . . . . . . . . . . . . . . . 24 CONTINENTAL TIRE THE AMERICAS, LLC.. . . . . . 39 CT PACKAGING SYSTEMS INC . . . . . . . . . . . . . . 32 DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . 20 ENGINE POWER SOURCE . . . . . . . . . . . . . . . . . . 13 FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2, 37

JH THOMAS INDUSTRIES LTD. . . . . . . . . . . . . . . 10 JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 20 MH HUDDLE CONFERENCE. . . . . . . . . . . . . . 34, 35 MHCONX.COM. . . . . . . . . . . . . 30, 31, 49, 51, 53 MHW . . . . . . . . . . . . . . . . . . . . . . . 25, 41, 43, 60 MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . 63 MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 42 MOTOR TECH, INC.. . . . . . . . . . . . . . . . . . . . . . . . 5 NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 29 THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 52 TITAN LIFT TRUCKS. . . . . . . . . . . . . . . . . . . . . . . 60 TRANSAMERICAN EQUIPMENT CORP. . . . . . . . . 17 TRI-BORO STORAGE PRODUCTS. . . . . . . . . . . . . 61 TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4, 14, 64 U.S. NETTING, INC. . . . . . . . . . . . . . . . . . . . . . . 54 UNIRAK STORAGE SYSTEMS. . . . . . . . . . . . . . . . . 1 UNITED CONTACT . . . . . . . . . . . . . . . . . . . . . . . 26

FORK-CO USA SALES, LLC. . . . . . . . . . . . . . . . . . 18

PHILLIPS MINE & MILL, INC. (IRWIN TRANSPORTATION). . . . . . . . . . . . . . . . . . . . . 50

GATEWAY RACK CORP. . . . . . . . . . . . . . . . . . . . 16

PRESTO ECOA LIFTS. . . . . . . . . . . . . . . . . . . . . . 33

WEST POINT RACK, INC.. . . . . . . . . . . . . . . . . . . . 7

GEORGIA LOGISTICS. . . . . . . . . . . . . . . . . . . . . . 23

RESONANT DEALER SERVICES . . . . . . . . . . . . . . 28

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 37

VESHAI HANDLING EQUIPMENT CO. LTD.. . . . . . 44

More advertisers & resources at www.MHWmag.com 60

www.MHWmag.com

April 2017

TRI-BORO

THE SOURCE

SEE US AT PROMAT 2017 BOOTH S 414

TRI-BORO RACK & STORAGE PRODUCTS TRIBOROSHELVING.COM 800.633.3070

1 (877) 830-0003 SALES AND SERVICE COAST TO COAST Pushback • 24 Hour Quote Turnaround • Turnkey Systems Available • We Sell Exclusively Through Distributors

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