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An Employee-Owned Specialty Publications International, Inc. Magazine

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May 2017 July 2016

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May 2017 • Vol. 38 No. 5

Dean Millius General Manager/Publisher

24 |

Sales Trends Art Sobzcak

 A super-simple way to respond to resistance

26 |

Your Business Eileen Schmidt

28 |

Human Element Caliper Corp.

 Andrews & Hamilton’s 30-year history, truly an evolution Stock photos provided by Ingimage.com

Cover Story 6 |  The Engagement Experience

62nd Annual MHEDA Convention

Columns 12 |

Aftermarket Dave Baiocchi

 Those that fail to plan...plan to fail!

22 |

Bottom Line Garry Bartecki

 Huddle up for ROI

 Strategic selling: Security in a business crisis

36 Shifting Gears

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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Are you 100% engaged with the customer, your peers and your organization’s mission? Living in the digital age means we are bombarded with a steady stream of data, changing technology and ever present social media. But having access to information is not the same as being actively engaged. It’s time to take a step back and look at the world in which we are living. It’s time to re-engage with our business, so we can better serve our most important stake holders: our customers, our employees and our families. MHEDA’s 2017 Convention will give you the tools and inspiration to live in the present, with an eye on the future. We invite you to spend a few days in the majestic mountains of Salt Lake City, breathe in the air of change and be part of the conversation. If you are curious about economic fluctuation, want to better understand the next generation, seek new technologies information and want to enjoy a number of local celebrations, then it’s time to submit your registration! Make plans today to be part of this powerful industry event….we promise you will leave feeing inspired and refreshed! Outlined below is a list of convention presentations, special events and fun networking opportunities. For more details and see who is already registered visit www.mheda. org/convention or call 847-680-3500. Inspiring general sessions Keynote presentation: Powerful portraits, an intimate look at humanity and leadership MHEDA invites famous photographer Platon to share his experience photographing an eclectic mix of world leaders, celebrities, military heroes and human rights champions. He takes his audience on a roller coaster of emotions—from laughter to tears—with the most poignant and mesmerizing stories behind the photos. Economic outlook: A new world? Changes have occurred in Washington, and changes are occurring in Europe, the UK, China, commodity prices, oil prices and in other key sectors of the global economy. We will look at these changes with an eye to what they will mean to the US economy and to your business. There are good days coming – the key will be to ready for them. Presented by Alan Beaulieu, ITR Economics 6

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Everything has changed and nothing is different We live in the age of disruption. Every week, it seems there is a new strategy, social media site or technology that is a game-changer. What we lose in this endless quest for the next bright shiny business object is that at the core of business while everything has changed, nothing is different. Presented by Scott Stratten, President of Un-Marketing The Promise: Three commitments of the engagement experience The engagement experience is what keeping promises is all about, while answering the following questions: How present are we in every engagement? As team members, do we trust one another? Finally, do we keep promises to ourselves and to the most important people in our lives? Using humorous stories and musical impressions, Jason will change the language in your company, your home life, and within yourself. Presented by Jason Hewlett, CSP, CPAE Speaker Hall of Fame Roundtables Discuss the challenges and opportunities that matter most to you and learn how others in the industry are handling the same issues. Exhibitor showcase The Exhibitor Showcase is a tabletop showcase featuring many of the material handling industry’s top companies. This event provides attendees with an intimate venue designed for peer-to-peer networking and relationship building. It is also a great way to learn about the latest products and services available to help you better serve your customers. Over 80 companies are exhibiting at MHEDA’s 2017 Convention. MHEDA gives back Blessings in a Backpack mobilizes communities, individuals and resources to provide food on the weekends for elementary school children across America who might otherwise go hungry. MHEDA Convention attendees are invited to be part of this Give Back event and help assemble back packs which will be donated to local children in need.


Women in industry 10 Secrets to a Healthier You – A Special Event for Women Attendees This high-energy program is filled with practical tips for a balanced, positive lifestyle that will change the way you think about growing older and enhance your appreciation for life's small joys. Presented by Dr. Elaine Dembe, Chiropractor and Longevity Specialist Dynamic workshops Material handling industry trends: 2017 critical impact factors Members of MHEDA’s Board of Directors will lead the discussion centered on the 2017 Critical Impact Factors. This casual conversation will give you the opportunity to engage with your industry peers, share ideas and gain a new perspective.

Money on the table: Using data to boost sales & margins We will look at ways to enhance several key sales processes: prospecting; identifying decision-makers; account penetration; and more. Presented by Joe Ellers, Sales Expert, Consulting Associates Workforce development initiative for supply chain technicians Learn about steps the National Center for Supply Chain Automation is doing to work with industry and local

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Preparing for 2020: Recruiting and retaining top talent Hiring and retaining good talent has never been easy, but the rapid pace of change is going to make this task even more challenging. Is your organization ready? Presented by Kathryne A. Newton, Ph. D., Professor, Supply Chain Management Technology, Purdue University. What’s my company worth? How to value your company Do you know what your business is worth? How can you plan for the future of your company, your family, and yourself, if you don’t know the answer to that question? Presented by Roman Basi, President of The Center for Financial, Legal & Tax Planning, Inc.

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So, what else is new? Modifying your sales approach to reflect changes in business & technology Examine some of the fundamental changes in business and technology and what you need to do about it. Presented by Joe Ellers, Sales Trainer, Consulting Associates Leaders are not born. They are built. Participants will leave empowered to develop the leader within and to create the high-performance culture. Presented by Randy Disharoon, Speaker, Author, Trainer

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Cover Story community colleges to address the shortage of supply chain technicians. Presented by Steve Harrington, Industry Liaison, National Center for Supply Chain Automation Member idea exchange: Customer & employee engagement Hear how fellow MHEDA Members are engaging with customers and employees. This interactive session will give you the opportunity to network, brainstorm and generate new ideas. Presented by the MHEDA-NET group, The Pace Setters. Fun networking opportunities and local attractions Opening party at top golf MHEDA’s Opening Party will be a private event at this premier golf entertainment complex! Top Golf has over 100 golf bays, 3 high tech floors, a rooftop terrace as well as 200+ HDTV’s. Enjoy dinner, games and re-connecting with your MHEDA friends.

Utah Olympic Park Located in beautiful Park City, Utah and cradled by the Wasatch Mountains, the 389-acre Utah Olympic Park venue is a must see! Golf tournament at the Eaglewood Golf Course Enjoy networking with your peers during a golf tournament at Eaglewood Golf Course. Mormon Tabernacle Choir performance & Salt Lake City tour Enjoy a performance by the world-famous Mormon Tabernacle Choir. After the performance, a local expert will guide you through Salt Lake City showing all of the must-see sights. Mountain biking Enjoy a scenic ride through the Wasatch Back on a mountain bike. Lunch & libations at the Leonardo Museum (spouse program) Spend an inspiring morning exploring the many science, technology and art exhibits. Afterwards, enjoy lunch in a private dining room then attend a libations class led by a master bartender.

The Ecopoint charger from Ecotec is a full featured industrial battery charger available in 2 models for 8 hr. and 10 hr. recharge. The standard ECO-250 control offers data management normally found only in much more expensive chargers. For pallet jacks, consider the fully automatic STC taper charger. Plugs into any 120V outlet for convenience and portability. For the ultimate in efficiency and flexibility, consider the Access high frequency charger. Models are available for both conventional and opportunity charging.

Park City shopping & lunch at Nelsons Cottage (spouse program) This tour will drop guests at the top of Main Street, (home to the world renown Sundance Film Festival) for some shopping fun. Guests will then make their way to a fantastic lunch at Nelsons Cottage. Closing party: MHEDA after dark End your MHEDA Convention experience with a fun evening of fine dining and a live band performance.

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Cover Story Beautiful location: The Grand America Hotel in Salt Lake City, Utah Framed by the Wasatch and Oquirrh Mountain Ranges, The Grand America Hotel is on ten landscaped acres in the heart of downtown Salt Lake City, within walking distance of shopping, restaurants, light rail, nightlife, cultural, and sporting events. All of Utah’s major ski resorts and Salt Lake City’s excellent golf courses are less than an hour’s drive from the hotel. Recreational opportunities abound nearby in the magnificent national forests and state parks, several of which can be accessed from the hotel in 40 minutes or less. Historic Temple Square, the world-famous Great Salt Lake, major sporting events and several national monuments are also nearby. Salt Lake International Airport is only 7 miles from the Grand America Hotel. To learn more about MHEDA’s convention, visit www.mheda.org/convention or call 847-680-3500.

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Aftermarket Dave Baiocchi

Those that fail to plan...plan to fail! Back in March, I wrote a column on measurements, and we discussed how important they were especially when treading through difficult times. My April column talked about building the foundation of proper forecasting using a SWOT analysis. This month it’s time to finally set those goals, with a system that includes a specific strategy of how those goals can be accomplished. Using a three-step process to chart the course, can provide answers to the three questions that all of your managers and your employees instinctively want to know: 3 Where are we? (Addressed) 3 Where are we going? (Addressed - SWOT) 3 How are we going to get there? (Action plans and initiatives) Goal setting and action plans: I have observed this process in several dealerships including my own. What I find most often is that without a specific and robust SWOT analysis (discussed last month), the process tends to rely on assuming growth of historical data in revenues, expenses and profitability. I call it the old 5% rule. Take last year’s figures and add 5%. This becomes a habit, and in the final analysis, a useless exercise. Starting with a well-reasoned SWOT analysis will provide a pretty good idea, (or at least an educated guess), as to what the market will hold, and where you can apply your resources and talent. Properly analyzing your opportunities will lead you away from the 5% rule, and toward forecasting based on the activities that are consistent with your SWOT opportunities. Back in 1990, I was hired as a new sales manager. I started on January 2nd, and one of my first tasks was to develop a sales forecast for the New Year. Our company president scheduled meetings with all of the salespeople to discuss their forecast. I was not really prepared for what happened next. Salespeople would come in, and we would have a cursory discussion about the customer activity over the past 12 months, and who they thought they might be targeting for the ensuing year. Then the boss asked a single question: “So Bob, how many units are you going to sell this year?” Bob looked at the boss and replied “50?” The boss questioned “50?” Bob replied “OK….60?” On it went…..salesperson after salesperson, trying to tell the boss what he wanted to hear. After meeting with all of them, the boss asked me what I thought of the forecasting sessions. Being a new sales manager, I had to choose my words carefully, but I had to convey the idea that the process was pretty close to a complete waste of time. The salespeople really had no idea about how they were going to produce the results that the boss shamed them into committing to. We had a long discussion about this process, and in the final analysis I shared that when planning and forecasting with salespeople, the focus of the conversation should never 12

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May 2017

start with how many units they were going to sell, or even how much sales revenue they would generate. The most productive way will always start with a discussion about how much money they wanted to make. Commissions are the chief motivational tool in the engagement of salespeople. Once we established what kind of annual income they wanted to forecast, they were fully involved in the process of “working the math backwards” to establish how many machines, or service dollars had to be generated to meet that objective. Using an income driven matrix is the start of having a productive discussion with salespeople about their sales mix, the effect of profit margins on their goals, and most importantly what the corporate SWOT analysis uncovered about the areas the dealership wants to focus on, and invest in. It is my considered opinion that every salesperson should submit their own SWOT analysis for their territory. This helps to focus the discussion on individual action plans, campaigns and initiatives. Use your historical sales only to help you chart quarterly sales trending so that you can break up that annual sales figure into manageable quarterly pieces. Once quarterly targets are in place, simply divide all quarterly goals into 13 equal pieces. Why? Because there are 13 weeks in every quarter! Nobody can reasonably predict what will happen over an entire year. They can however wrap their brain around a plan that charts out the next 13 weeks. I created a proprietary Excel based matrix that I use in my training sessions to allow salespeople to custom design their forecasting plan. All of the goals on the sheet are driven by a few simple entries. For machines sales 1.) Annual income goal 2.) Percentage of new vs used equipment 3.) Percentage of total annual sales by quarter (four quarters must equal 100%) 4.) Percentage of total annual sales by product type 5.) Estimated average profit margin 6.) Estimated spiffs and bonuses For aftermarket 1.) Annual income goal 2.) Percentage of parts and service vs allied sales 3.) Percentage of total annual sales by quarter (four quarters must equal 100%) 4.) Percentage of total annual sales by product type (PM, contract maintenance, P/S revenue) 5.) Estimated average profit margin 6.) Estimated spiffs and bonuses All of these parameters could be adjusted by the salesperson to meet their individual action plan.


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Aftermarket On top of the compensation based forecast, I also advise adding a target account selection process. This process should include a quarterly contact calendar that provides target contact planning on a quarter-by-quarter basis. The sales managers have to enforce this activity. If you are rigorous about salespeople posting weekly itineraries, and reviewing weekly progress and forward planning, you will find that most of the salespeople will meet or exceed their goals. First however, they have to set those goals, and do so in a way where they are personally connected to them. The final step is constraining the salespeople to chart their progress. The 13-week matrix is the tool that I use to have them do this. There is no more powerful tool for your people than for them to know where they stand, and whether they are ahead of the curve‌.or behind it. Once all of this is done, it is very important for service managers to do some calculations to make sure that they have the resources (especially manpower) in place to support the business plan. If the forecasts determine that the target is a $225,000 increase in annual retail service revenue, then the department has to either have the billable hourly capacity available to absorb that increase, or they have to add personnel. Resource planning is necessary, and understanding the component pieces that lead us to these decisions is important. Successful service departments use math to make these decisions, not gut feelings or historical precedent. The components of the equation include the following: 1.) Determining your total available hours per technician. These are hours that are available for customer billing. After accounting for vacations, sick time, holidays and training, there are a total of between 1850 -1880 actual billing hours in a year per full time technician. 2.) Determining your effective billing rate. This is not your published rate! This is your actual average retail billing rate including PM’s, discounted rates, internal billing (rental and sales dept.) and travel time. Think of it as total revenues divided by total hours billed. 3.) Determining billing efficiency. This is the calculation that compares hours billed, to hours paid. It’s not reasonable to expect that we can have 100% billing efficiency. There will always be time that must be paid, that cannot be ascribed to customer work. This unbilled time is usually reflected as a direct expense. This can include shop cleaning, truck washing, building maintenance, yard duties, gratis and policy adjustment. 4.) Determine your forecast confidence. This is a mechanism for the service manager to exercise discretion and input into the resource planning process. I like to think that every income-based forecast has a 100% probability of success. Not every service manager will agree, so I allow a subjective percentage to be applied to the process in order to account for any uncertainty that may exist. Remember that this number may be lower or higher than 100%. 14

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Aftermarket Using these four parameters, we can now do some math that will lead us to a fact-based decision about manpower. • Forecast: Increase of $225,000 in total annual retail service revenues. • Forecast confidence: 90% • Effective billing rate: $100 • Billing efficiency: 92% • Total annual available hours per technician: 1850 • $225,000 x 90% = $202,500 net forecast increase in retail revenues • $202,500 divided by $100 effective billing rate = 2025 hours • 2025 hours x 92% billing efficiency = 1863 hours • 1863 hours divided by total available hours of 1850 = 1.007 • Men needed = 1 The obvious question is what to do when this number is only 0.5? This is where you have to produce an increase in your billing efficiency, or a judicious use of overtime to even the scales. If you need half a technician, but your efficiency rate is only 78%, then you need to use the available billing capacity already in place, before adding additional staff.

I hope this three-part series has helped you in charting your way forward. Ready, aim, FIRE!! Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 33 years in the equipment business as a sales manager, aftermarket director and dealer principal. Dave now consults with dealerships nationwide to establish and enhance best practices, especially in the area of aftermarket development and performance. E-mail editorial@mhwmag.com to contact Dave.

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May 2017

21


Bottom Line Garry Bartecki

Huddle up for ROI I don’t know about you but I believe that every issue of MHW supplies dealers with a substantial amount of “profit or ROI enhancing ideas” each and every month. I would hope that you take the time to read and pass around the monthly columns supplied by David Baiocchi, Yours Truly, Art Sobzcak, Eileen Schmidt and other freelance writers that provide industry specific content. For example, in the February 2017 issue Mary Glindinning’s contribution about how technology is developing to streamline warehouses indicates what is coming down the pike in short order. Self-driving vehicle technology (in lift trucks) will become a necessity for customers looking to do more with less, capture data to better manage their warehouse operation, create a safer work environment and of course increase ROI. As indicated in Mary’s article implementing OTTO provides a return on investment that covers the cost in integrating the system in a 12-18 month timeframe, which is very cost effective. Think about this for one minute. How will this one change or impact your business? I can think of at least fourfive issues that will take your time and money to properly deal with. How many do you come up with? Like to hear what your list contains. If you get a chance send your list to gbartecki@comcast.net and I will share them with our readers next month. Topics such as how the IoT will impact the material handling business, as indicated in Mary’s article, along with other financial, operations and marketing concepts that work will be the focus of the up and coming MHW Huddle taking place on June 7th in Rolling Meadows, Ill. The program is open for all C-level dealer employees and especially COO’s CFO’s, sales managers and service personnel. There will be meaningful programs for all that attend at a very attractive price compared to other venues. Being 15 minutes from O’Hare makes it even better. From my perspective I ask attendees to send me topics they want covered which can range from dealer valuations, financing, accounting issues they are having with their accountants or banks, cash flow issues, how the IoT will impact cash flow, the new tax rules (which we should have a handle on by then), inter-department issues calculating departmental profits and just about any other topic I have covered in these columns in the past. Get me the question and I will get you some solutions to consider. In terms of specific topics, I will spend some time on the new lease accounting rules because most leases entered into today will fall under the new lease rules coming on board in 2108-19. I am concerned about this because your major, large customers will be the ones affected by the changes and may be looking to you to help them out when it comes to structuring leases that provide more favorable 22

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May 2017

financial results. Getting a handle on this now may help with that process. I am also hoping that by June 7 we will have a list of the likely tax changes you will have to implement so that we can discuss them in terms of 2017 impact as well as years going forward. This is sure to be a complicated topic but we will zero in on what is important in terms of dealer cash flow and customer cash flow as well. I will have my longterm dealer tax expert (Steve Pierson) at my side when we discuss this topic. And, of course, if you have any specific tax issues Steve can address please let me know what they are so I can give him a heads-up on what to prep for. I see that David plans to cover aftermarket issues as well as sales training in this new environment we are entering. Please check the conference details for the specific topics he will cover. And I am sure I can suggest you contact David with topics you would like him to cover. I see that Debbie Frakes of Winsby will be there to inform you about very cost effective methods to market your company, keep customer contact information current, upgrade your goggle scores, and track actual customer activity to assist sales management and sales personnel generate more leads for new business. I have mentioned Winsby before and based on talking to dealers that use their services …it works. All in all, you have to admit that this MHW Huddle program has the ability to help dealers increase sales, lower costs and put more cash in their bank account. It will also inform dealers what steps they will need to take to deal with the industry changes that will surely change customer needs and what they expect from their lift truck provider. So send me your questions or topics for discussion and plan to attend MHW’s Huddle June 7 in Chicago. Looking forward to seeing your there. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.

See Garry Bartecki live at the MH Huddle on June 7

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May 2017

23


Sales Trends Art Sobzcak

A super-simple way to respond to resistance The simplest techniques can be so effective. I heard a call where a prospect voiced an objection, but seemed a bit shaky in his conviction regarding what he said. The sales rep responded, “What was that again?” The prospect then hemmed and hawwed a bit, continued talking and actually admitted that he probably could go with the caller’s proposal. Brilliant. So what happened here? If you have a strong belief about something, chances are you’re able to explain why, with conviction. On the other hand, if someone says something that is not completely truthful, or something they don’t believe strongly in, they will hesitate, hem and haw or exhibit other nervous behavior when questioned. The same is true if they don’t have reasons for their beliefs. Likewise, some prospects may not be clear in their expression of objections, or they might throw out some objections as stalling techniques. To clarify the situation, ask them to repeat, or explain their statement. For example,

“I’m not sure I fully understood what you just said. Will you please repeat that for me?” “Or, “Pat, I heard what you said, but I’m not following the reasoning. Would you mind explaining it for me?” “I’m not following. Could you explain?” If their objection is truly a legitimate one, their explanation will provide you with information which will help you address it. If, on the other hand, they are just stalling, your question will help to smoke out the real objection. Either way, you win! 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.

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May 2017


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Your Business Eileen Schmidt

Andrews & Hamilton’s 30-year history, truly an evolution Andrews & Hamilton began in a small warehouse, selling metal lockers and shelving from Republic Storage Systems. The North Carolina-based business was founded in May of 1987 when Bernie Andrews and his wife Cathy Andrews partnered with Bill Hamilton. Hamilton "passed that year, leaving Bernie and Cathy to manage the business," said Alice Lynch, daughter of Bernie and Cathy Andrews, who has served in several marketing and office roles for the business. Bernie served as president and co-owner Cathy worked in accounting as the material handing business got its start. The move was a natural one for Bernie Andrews, who at that time had a 30-year history in the material handling industry and had recently retired from Republic Storage Systems. Andrews & Hamilton's start coincided with a boom economic period in the Raleigh, North Carolina region. "The area was flourishing with computer industry and pharmaceutical research," Lynch said. "There was tremendous growth among these industries along with the universities, public schools and hospitals surrounding the area." Now in its 30th year, Andrews & Hamilton has built a statewide base of customers in the automotive, aerospace and defense, and energy industries. Other family members have joined in the business in the past three decades. John Andrews, son of Bernie and Cathy, has worked in installation, as a warehouse

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manager, and in sales and operations. He is currently head of operations. Son, Jim Andrews, has also worked thirty years in the family business. His roles have been in installation and contract sales. He is serving currently as a contract salesperson. "John and Jim were recruited to help install the products since this seemed to be a big selling point in the area," Lynch said. Lynch has maintained roles in marketing, purchasing, CAD drawings, website maintenance and other office positions in her years with the business. Prior to 2010, Andrews & Hamilton had two warehouse locations - one housing new material and the other holding office space and used materials. But as the Great Recession was ongoing, company leaders saw an opportunity and purchased a used material handling business based in Fuquay-Varina, North Carolina. The move was a good one. As other distributors in the area downsized, Andrews & Hamilton began growing inventory, according to Lynch. In the combined warehouses, business sales expanded "tremendously," she said. "We were able to combine both locations into our current, more visible location our business really picked up," Lynch said. Today, Andrews & Hamilton is a distributor with about 25 employees between the warehouse and offices. "Our business is small but mighty," Lynch said. "Andrews & Hamilton has been able to develop loyal employees in key office and installation positions." Cathy Andrews retired in 2000. Company president Bernie Andrews now has 60 years of experience in the material handling industry. The business' current 50,000-square-foot warehouse includes, in part, pallet racks, bulk shelving, metal shelving and lockers, giving customers "opportunity to view products allowing Andrews & Hamilton to educate them on different applications," Lynch said. The business also stocks pallet racking from Husky Rack & Wire and wire decking from Nashville Wire. In addition to products, Andrews & Hamilton offers customers: onsite counseling, in-house drawings, stocked material, delivery, assembly and installation. Over Andrews & Hamilton's history, the business region has evolved into a computer software industry and biotech hub. "Same types of companies, different applications," Lynch said. "Our schools, hospitals and universities still continue developing." Business offices in Durham are only a few miles from the original warehouse. A focus on safety permeates, which Lynch said has enabled the company to access more projects. "Safety is a priority we strongly encourage with all our employees," she said. In addition, Andrews & Hamilton's local service and stock of quality material handling products has been "a big key" to the business' success, according to Lynch. "It gave us the advantage our customers wanted," she said. "When other distributors in the area downsized and reduced inventory, we started to grow." 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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May 2017

27


Human Element Caliper Corp.

Strategic selling: Security in a business crisis Losing your biggest account. It’s something no organization wants to think about, least of all small companies and start-ups … perhaps to the degree that they literally don’t think about it and are floored when it happens. To vendors that depend on a few key accounts for survival, it seems like a no brainer to say, “Be prepared.” The fact is, though, things happen beyond our control. Our gravy-train account might merge with another organization and decide, as a new entity, to obtain the products and services we provide elsewhere. Or it may undergo a leadership shake-up, after which the new executive group envisions a plan that doesn’t include us. In a utopian world, we would have the time and resources to diversify our revenue streams so we can absorb these market shifts, but realistically, we often lean on too few bread-andbutter accounts to stay above water. One thing we can do today to improve our fortunes in an unpredictable business environment is make sure we have the right type of salespeople on staff to handle whatever comes our way. Organizations that sell B-to-B and still employ transactional cold-callers or account relationship specialists (hunters and farmers, in other words) in 2017 do so at their peril. After losing a major account, they may find themselves in panic mode, scrambling to bail water out of a sinking boat. Lowpercentage, high-volume sales activities like cold-calling aren’t going to bring in timely revenue during a crisis, and pressuring old contacts for referrals without leverage might be even less effective. Fortunately, there are better, newer sales models to tap into besides hunter and farmer, which are seldom adequate in today’s complex sales arena anyway. Perhaps the model that best fits an ever-changing market—one that reduces the likelihood of losing a big account and provides agility and adaptability if it does happen—is the Strategic Sales model. Built from extensive, and current, research into the intrinsic strengths, motivations, and job competencies of top sales performers across multiple industries, the Strategic Sales model describes what we at Caliper refer to as a “knowledge broker.” This is the individual who brings the traditional qualities of relationship building and influential communication to the sales interaction but also displays competencies related to organizational savvy, strategic thinking, and high-level business acumen. In practice, the person whose attributes line up with this model should be able to gain a comprehensive understanding of the client’s industry, integrate herself into the client’s organization as a trusted partner, and bring new ideas that overturn convention. The Strategic Sales model intersects with the issue at hand in three ways: 28

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May 2017

1. If your salesperson is a trusted advisor with strong business savvy who provides meaningful solutions and ROI to her accounts, your company is much less likely to lose that account in the first place. 2. If you are at risk of losing an account thanks to a pending merger or leadership change, champions within your client organization are much more likely to advocate for your strategic salesperson because of the aforementioned benefits she brings. 3. If you do lose the account, your salesperson’s comprehensive understanding of the industry and the organizational challenges it presents to companies will help her bring superior knowledge and presentational strength to efforts around replacing the lost account. Your organization may still struggle for a while, but new revenue sources will emerge more quickly this way than with cold-calling from a transactional salesperson who doesn’t exhibit a meaningful understanding of prospects’ experience. The good news is that such sales people do exist (the smart people in R&D could not have built the model without them), and they can be evaluated with a high degree of accuracy using the scientifically validated assessment tools that are currently available. By looking at current sales team members and future applicants through the lens of strategic selling, small B-to-B vendors who depend on key accounts can be better prepared to deal with a variety of challenges. About Caliper - For nearly half a century, Caliper has been helping companies achieve peak performance by advising them on hiring the right people, managing individuals most effectively and developing productive teams. The accuracy, objectivity and depth of our consulting approach enable us to provide solutions that work for over 25,000 companies. To find out more about how Caliper can help you identify and develop people who can lead your organization to peak performance, please visit us at www.calipercorp.com or call us at 609524-1200. Email editorial@mhwmag.com to contact Caliper.

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UNIT

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IC CUSHIONS 18666 18881 18882 18883 18884 19026 18065 18066 19109 18978 17140 17795 17796 17797

2011 2013 2013 2013 2013 2008 2010 2010 2011 2009 2008 2012 2012 2012

Cat 2C6000 Hyster S40FT Hyster S40FT Hyster S40FT Hyster S40FT Hyster S50FT Hyster S50FT Hyster S50FT Hyster S50FT Hyster S50FT Yale GLC070VX Yale GLC070VX Yale GLC070VX Yale GLC070VX

IC BIG CUSHIONS 19103 19146 18677 17947 19162 19163 18176 17674 18510 19100 18900 19266 19267 19268 19269 17985 17973 17974 18084

2012 2006 2010 2011 2011 2011 2008 2010 2011 2011 2011 2013 2013 2013 2013 2010 2012 2012 2010

Hyster S80FT Hyster S80FT-BCS Hyster S80FT Hyster S80FT Hyster S80FT Hyster S80FT Hyster S100FT Hyster S120FT-PRS Hyster S120FT-PRS Hyster S120FT-PRS Hyster S120FT-PRS Hyster S120FT-PRS Hyster S120FT-PRS Hyster S120FT-PRS Hyster S120FT-PRS Yale GLC100VX Yale GLC120SVX Yale GLC120SVX Yale GLC155VX

IC PNEUMATICS 18207 18830 18703 17715 17431 17754 17647

2006 2009 2010 2006 2007 2008 2008

Cat P5000D Clark C30D Hyster H30FT Hyster H50FT Hyster H50FT Hyster H50FT Hyster H50FT

MAST

HYD

NOTES

UNIT

82/126 61/82 61/82 61/82 61/82 83/189 83/129 83/129 83/189 82/189 85/181 88/187 88/187 88/187

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

S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks 4Way, No Att. 4Way, No Att. S-S, Forks S-S, Forks S-S, LBR, 48” Forks No Att. No Att. No Att.

87/185 88/185 88/185 99/218 84/173 84/173 92/185 100/208 100/208 85/163 85/163 92/185 92/185 92/185 92/185 84/119 100/208 100/208 100/185

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

S-S S-S, Forks 4 Way, No Att. S-S, Forks S-S, Forks S-S, Forks No Att. PRS, No Att. 4Way, No Att. PRS, 4 Way PRS, 4Way 4Way 4Way 4Way 4Way 3rd Valve, 60” Forks 4Way, No Att. 4Way, No Att. 4Way, No Att.

84/188 86/189 82/186 84/189 84/189 84/189 84/189

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

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18375 18391 18623 18916 18959 18960 18467 19116 18935

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18212 2010 Cat P33000 17950 2005 Hyster H300HD 19053 2007 Nissan VF05H70V 18851 2006 Toyota 7FDU70 18852 2006 Toyota 7FDU70

PNEUMATIC ELECTRICS

18968 2010 Yale ERP050VL 18969 2010 Yale ERP050VL

4 WHEEL RIDER ELEC

18113 18364 18927 18928 18929 18930 18514 19033 18842 19082 18568 18727 18546 18596 19067 19068 19102 19113 18750 18305 19106 19043 19044

2006 2008 2010 2010 2010 2010 2005 2008 2012 2012 2012 2010 2010 2010 2011 2011 2012 2012 2007 2009 2010 2008 2008

Hyster E30Z Hyster E30Z Hyster E30Z Hyster E30Z Hyster E30Z Hyster E30Z Hyster E65Z Hyster E65Z Hyster E65XN-36 Yale ERC030VA Yale ERC030VA Yale ERC050VG Yale ERC050VG Yale ERC050VG Yale ERC050VG Yale ERC050VG Yale ERC050VG Yale ERC050GH Yale ERC060GH Yale ERC060VG Yale ERC060VG Yale ERC065GH Yale ERC065GH

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HYD

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

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1

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S-S, 4265 Pre-VSM S-S, Forks 4Way S-S, Forks, “DS” S-S, Forks S-S, Forks S-S, Forks F-P, 60” Forks S-S/F-P, 60” Forks

153/167 4 Way 4Way, S-S/F-P, 96” Forks 144/147 3 Way NEW SOLIDS, S-S, 96” Forks, P. Cab 108/197 3 Way S-S, Forks 150/219 3 Way S-S, Forks 150/219 3 Way S-S, Forks 83/189 3 Way S-S, 42” Forks 83/189 3 Way S-S, 42” Forks 82/187 94/216 88/198 88/198 88/198 88/198 85/181 88/194 88/187 82/126 82/127 85/194 85/194 85/195 85/195 85/195 85/194 85/194 94/146 88/187 88/187 88/193 88/193

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

4Way, No Att. PAINT, S-S S-S, 32” Forks S-S, 32” Forks S-S, 32” Forks S-S, 32” Forks 4 Way S-S/F-P, 60” Forks 4 Way S-S, Forks S-S, Forks 4Way, S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks 4 Way S-S, Forks No Att. 60” Forks S-S, Forks S-S S-S, Forks

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May 2017

29


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31


Nuts & Bolts

Acquisitions, expansions & other business news

The rental revenue forecast strengthens The American Rental Association's (ARA) Rental Show was held in Orlando FL with a very upbeat optimism for 2017. The ARA five-year forecast for equipment industry revenues were released in January showing a moderate strengthening compared to the November forecast. ARA now projects U.S. equipment rental revenue will reach $48.9 billion in 2017, but then grow at an average annual rate of 4.3 percent over the forecast to top $56 billion in 2020. "We continue to see strength in key economic data that drive our rental revenue estimates," said John McClelland, ARA vice-president for government affairs and chief economist. "The economy continues to gain strength and promise of tax reform, reductions in regulations, a more accommodative energy policy and additional infrastructure will only add to that strength. The big question continues to be how fast these changes will occur and go into effect," McClelland said. www.ararental.org

Dematic announces Egemin Automation integration plan

Automation, and NDC (recent Dematic technology acquisition in Australia) AGV products into one global group. The COE will also include Egemin's in-floor chain conveyor (E'tow) offerings. www.dematic.com

Caterpillar closes Iowa facility

International manufacturing company Caterpillar Inc. will close its Elkader, IA facility by the end of this year. In a statement released this afternoon, company officials announced plans to consolidate the plant's operations with a location in Wamego, Kan. About 75 management and production positions will be affected. "The actions taken today will help optimize current and future manufacturing operations and leverage the existing support structure in order to make the best use of manufacturing capacity," spokeswoman Janice Walters wrote in the statement. Workers were notified Thursday of the impending closure. "Caterpillar knows this is difficult for its employees and their families, but steps must be taken to position the company for long-term success," Walters wrote. www.cat.com

Rail industry sets new safety record

Following the acquisition by the KION Group, Dematic, supplier of integrated automated technology, software and services to optimize the supply chain, announced plans for integrating Egemin Automation into its organization. The integration, which is targeted for completion by the end of calendar year 2017, will result in the world's largest Automated Guided Vehicle (AGV) supplier while enhancing Dematic's system integration capability in Europe. The resulting combination of technologies, talent and experience will provide customers enhanced warehouse automation and AGV solutions. Egemin Automation had been acquired by the KION Group in 2015. In the first of two major integration moves, Dematic will be creating a "Mobile Automation Center of Excellence (COE)" which will combine the Dematic, Egemin 32

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May 2017

U.S. railroads had the lowest train accident rate on record in 2016, according to data from the Federal Railroad Administration (FRA). Derailment rates, which declined 10 percent in 2016 from 2015, as well as track-caused accident rates, are also both all-time lows. The 2016 rail safety statistics continue a string of record-setting years, showing this period has been the safest ever for the rail sector. The freight rail industry believes there is a strong correlation between safety gains and the research, development and implementation of new technologies, as well as sustained private spending averaging $26 billion annually in recent years. Notable statistics, calculated per million train miles using March 2017 FRA data, include: Train accident rate is down 44 percent since 2000, equipment-caused accident rate is down 34 percent since 2000, track-caused accident rate is down 53 percent since 2000 and derailment rate is down 44 percent since 2000. www.aar.org


Terex announces sale to Manitou BF Terex Corporation announced that it has agreed to sell its India-based compact construction business to Manitou BF (Manitou). Manitou is a leader in all terrain material handling products. Terex Equipment Private Limited (TEPL) manufactures and sells backhoe loaders, engages in the sale of wheel loaders and contract manufactures and sells skid steer loaders. The sale is subject to customary closing conditions and is expected to be finalized in the first half of 2017. www.terex.com

For more Nuts & Bolts articles go to

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May 2017

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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.

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May 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.

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May 2017

35


Shifting Gears

Industry personnel and organization news

New trade deal will make USA a safer place SumoGlove International Ltd (Sumo) – the UK-based producer of forklift safety equipment – has announced the appointment of BWS Industrial Services Inc (BWS ISI) as its distribution partner for the East Coast of the USA. BWS ISI will be responsible for growing sales of the Sumo Glove brand of lift truck fork attachments in an area that stretches from the Canadian border in the north to the Florida coast in the south of the USA. BWS ISI is a family-owned and operated company and is well respected for delivering effective services and solutions that meet the wide material handling needs of its extensive client base. “We are delighted to be working with BWS ISI and look forward to a long and mutually beneficial relationship between our two businesses,” said Sumo’s principal, Simon Ross. www.sumoglove.us

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

KALMAR DCD136-6 Yr. 1998, Mast 158/196, 30,000 Lb Cap, Diesel, Powershift, 96” Forks, Pneu Tires, Cab, Side Shift, Fork Positioner, Painted. HYUNDAI HDF50-7S Yr. 2007, Mast 131/177 Wide View, Diesel, Auto, Cab, Side Shift, Fork Positioner, No Smoke, Good Strong Truck.

TCM FD70-9 Yr. 2007, Mast 113/147 Wide View, 15,000 Lb Cap, Diesel, Auto, 96” Forks, Pneu Tires, Ohg, 3Rd Valve, No Smoke, 3352 Hours.

HYSTER H155XL Yr. 2007, Mast 127/174 Wide View, 15,500 Lb Cap, Perkins Diesel, 2 Speed, Powershift, Side Shift, Fork Positioner, Ohg, No Smoke, Nice Clean Low Hour Unit. TAYLOR TXB180S (2 UNITS) Yr. 2009, Mast 162/180 Wide View, 18,000 Lb Cap, Diesel, Powershift, 48” Forks, Pneu Tires, Cab, Side Shift, Fork Positioner, No Smoke.

Crown Equipment opens new, larger sales and service location in Indiana Crown Equipment Corporation, one of the world’s largest material handling companies, announced the opening of a new sales and service location in Fort Wayne, Indiana. The facility will help the company meet growing customer needs in Northeast Indiana, including the Fort Wayne and South Bend areas, and a portion of Southwest Michigan. Situated at 9110 Avionics Drive near the Fort Wayne International Airport, the Crown Lift Trucks location offers customers a complete selection of material handling technologies, products and services. This includes awardwinning forklifts, warehouse design solutions, Integrity Parts and Service System™, automation technology and Crown’s wireless InfoLink® fleet and operator management system. The location also offers a variety of dock and door products, including dock bridges, levelers, seals and shelters. www.crown.com

TAYLOR T330M TAYLOR TX360L TAYLOR TEC950L Yr. 2005, Mast 167/180 Wide View, Yr. 2013, Mast 167/180 Wide View, Yr. 1994, Mast 4 High, 95,000 Lb Cap, 33,000 Lb Cap, Cummins Diesel, 36,000 Lb Cap, Diesel, Powershift, Cummins Diesel, Powershift, Pneu 96” Forks, Pneu Tires, Cab W/Air, Side Powershift Trans, Cab, Side Shift, Fork Tires, Cab, 9’6” Containers, 3 Speed, Positioner, 96” Forks, 95% Tires, Just Shift, Fork Positioner. Painted. Off Rent, Strong Unit.

HYSTER H210XL Yr. 1995, Mast 132/147 Wide View, 21,000 Lb Cap, Diesel, Auto, 72” Forks, Pneu Tires, Cab No Doors, Side Shift, No Smoke, Painted, 3977 Hours.

TAYLOR T300M Yr. 2006, Mast 178/216 Wide View, 30,000 Lb Cap, Diesel, Powershift, Cab W/Air, Side Shift, Fork Positioner, 96” Forks, Rebuilding Engine.

HYSTER H280XL Yr. 1997, Mast 174/212 Wide View, 28,000 Lb Cap, Perkins Diesel, Powershift Trans, Cab, Side Shift, 96” Forks, No Smoke, 60% Plus Tires, Strong Unit.

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.

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. KALMAR KLMV23.6-1200 Yr. 1980, Mast 160/157, Diesel, Powershift, 96” Forks, Pneu Tires, Cab, Side Shift, 4Th Valve.

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May 2017

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May 2017

37


Shifting Gears

Industry personnel and organization news

Parker Hannifin celebrates 100 years Parker Hannifin Corporation, the global provider of motion and control technologies, is celebrating the 100thanniversary of its founding on March 13, 1917. “This year we honor the past and the great achievements that have come before us, and celebrate the people, culture and values that have made Parker the company it is today,” said Tom Williams, Chairman and Chief Executive Officer. “Our remarkable team members are the foundation of Parker’s success, and they will continue to drive the company’s growth as we look ahead to a promising future over the next 100 years.” The Parker Appliance Company, a manufacturer of pneumatic brake systems and leak-free fittings, was founded by visionary engineer Arthur L. Parker and developed in the early years with his business partner Carl Klamm in a small loft in Cleveland, Ohio. www.parker.com

oldest, most recognized programs for design excellence worldwide. The MPB045VG walkie pallet truck with lithium-ion battery offers the first commercially available Underwriters Laboratories (UL) recognized lithiumion battery pack in the forklift industry. The lithium-ion powered walkie was selected based on its extended run times, fast and convenient charging capabilities, exceptional maneuverability and reduced environmental impact. Compared to lead-acid batteries, the new lithium-ion option is designed to last five times longer, drastically reducing downtime, expensive battery replacements and the associated landfill waste. It can also be charged repeatedly to 100 percent capacity without an equalization charge, allowing for opportunity charging without any negative memory effects. www.yale.com

Yale celebrated 2016 GOOD DESIGN award Yale Materials Handling Corporation is honored to accept a 2016 GOOD DESIGN award for the MPB045VG walkie pallet truck with lithium-ion battery, announced at the GOOD DESIGN gala in New York. Since its inception in 1950, the GOOD DESIGN awards remain one of the

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May 2017

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May 2017


Shifting Gears

Industry personnel and organization news

enterprise sales for Samsung Electronics America. In his 30 years of experience, Dave has held a variety of sales leadership roles where he accelerated revenue growth and drove the adoption of enterprise mobility, cloud services and software as a service (SaaS) within large enterprise accounts.

OTTO Motors named a company to watch Robotics Business Review (RBR) has unveiled its sixth annual RBR50 list, naming OTTO™ Motors as one of the most noteworthy companies in the global robotics industry for 2017. The global robotics industry is more competitive than ever, and new companies are emerging constantly. The RBR50 list is made of companies who are visionaries, trend setters, and companies to watch. They are recognized based on their groundbreaking applications, market influence and industry potential. The list represents many different levels and facets of the robotics ecosystem. www.ottomotors.com

Honeywell Safety & Productivity Solutions announces new vp of sales Dave Lowe has joined Honeywell in March 2017 as the vice president of sales for U.S. and Canada for the company’s Productivity Products business. Dave joins Honeywell from Samsung where he spent the last six years most recently as the vice president and general manager of

www.honeywellaidc.com

Raymond welder awarded gold medal in inaugural Toyota skills competition The Raymond Corporation was represented by Raymond welder Mark Hartwig at the inaugural Toyota Material Handling Group (TMHG) Skills Competition in Takahama, Japan, on March 16, 2017. To showcase their skill sets, participants had to weld a steel pressure vessel performing tack welding, semi-automatic welding and finishing of the surface. Hartwig placed first in the competition among seven other competitors across TMHG facilities in the United States, Italy, Sweden, France and China.

www.raymondcorp.com

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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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May 2017


New Products

See more new products online at www.MHWmag.com

Brady introduces PaintStripe™ floor marking stencils

New explosion proof C rails & light crane systems

Brady, global provider of industrial and safety printing systems and solutions, announced its PaintStripe Floor Marking Stencils. These easy-to-apply stencils offer precise control and measurement when using paint to mark industrial floors. PaintStripe stencils augment Brady’s current offering of floor-marking solutions with a paint-compatible alternative for use in areas where abrasive traffic, wet floors, wash-down conditions or aesthetics make paint preferable over line-marking tape. They’re available in continuous or dashed line formats with line widths of 2, 3 or 4 inches. The stencil face features a repeating 12-inch ruler for accurate measurement and printed cut-lines for rapid alignment of 90° corners. Two adhesive options offer either low adhesion for clean, polished floors or higher adhesion for dull, worn or rough floor surfaces. www.bradyid.com

J D Neuhaus, supplier of air hoists, cranes, trolleys and monorail hoists, is now introducing a range of C rail and light crane systems for operation with the company’s established and successful mini air hoist range. Both the C rail/suspension tracks and the light crane systems are rated for use in explosion and hazardous dust-laden areas up to ATEX Zone 2, 22. Featuring high quality standard elements, the modular C rail systems/suspension tracks make for simple assembly and smooth movement of loads in accordance with individual customer requirements. The units, which are ideal for flexible material transport applications, are purpose-engineered to offer high durability when deployed in challenging environmental conditions. www.jdngroup.com

Dorner launches next generation 2200 series precision move conveyors

Club Car introduces new, upgraded cab for two-wheel drive Carryall® utility vehicles

When applications call for precise movement of product, then Dorner’s newly redesigned 2200 Series Precision Move Conveyor is the answer. Dorner’s new 2200 Series Precision Move Conveyor is engineered for accurate movement of product at specific times, distances and intervals that are critical for components in the manufacturing and packaging processes of small- to medium-sized parts. Precision Move gives greater product control and accuracy to automated applications including machine integration, robotic pick-n-place, precision indexing, accurate part positioning, timed conveying, vision inspection and part handling. The timing belt and servo motor combination adds a level of precision capability to the proven 2200 Series platform. www.dornerconveyors.com

Club Car has upgraded its extensive portfolio of commercial accessories with an addition to its commercial cab offerings. “Manufactured by Curtis Cab exclusively for Club Car, the new allsteel cab delivers a true seal for excellent cold-weather protection. And it is designed to maximize airflow in warm climates,” says Jerod McDowell, utility product manager. Engineered specifically to fit two-wheel drive Carryall® 300, 500, 550 and 700 utility vehicles, the cab offers a series of upgrades including: ROPS certification, seatbelts, plug-and-play wiring harness, door locks that match the ignition system. www.clubcardealer.com

Havis partners with Dell and Mueller Co. to increase productivity in the rugged warehouse Havis Inc., manufacturer of mobile office solutions, has released a new case study of its partnership with Dell and Mueller Co. to increase productivity and shipping speeds in a rugged warehouse environment. Results from the case study helped to develop Havis’ new IP65-rated fixed docking solution for Dell Latitude 12 Rugged Tablets. Mueller Co., North America’s largest supplier of potable water distribution products, partnered with Dell and Havis to identify a rugged tablet, docking and forklift mount solution that would enable employees at its Chattanooga, Tenn. plant and warehouse to stay connected to devices in rugged conditions. Havis’ case study reviews how Mueller tested the solution’s ability to withstand and operate through extreme heat, moisture and vibration, resulting in a more productive warehouse. www.havis.com 42

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May 2017

IDEC releases world’s smallest safety laser scanner IDEC Corporation introduces the SE2L safety laser scanner, the world’s smallest, and the world’s first with master/slave functionality and dual protection zones. A laser scanner is a safety device that uses the reflection of laser beams to detect the presence of objects or people. The scanner is certified for use in safety applications including AGVs, forklifts, robots and other items of moving equipment found in industrial facilities. Master/slave functionality allows one SE2L scanner to act as master and communicate with up to three other scanners. The safetycontroller only needs to communicate with the master, reducing the required number of input and communication channels on the controller. www.idec.com/usa


New Products

See more new products online at www.MHWmag.com

Industrial crane scale features bluetooth handheld indicator

APEM introduces its smallest single axis BL series paddle controls

A wireless crane scale that features a bluetooth handheld indicator which can operate at up to 300 feet away and has a bright, high-contract display is being introduced by Alliance Scale, Inc. of Canton, Massachusetts. The Alliance/CAS Caston II Plus Crane Scale and TWN Handheld indicator let users stand safely away from the heavy load and control operations and view results on a high-contrast 320 x 240 TFT LCD display. Featuring on-board memory for 100 items and 5,000 transactions, including time, date and gross weight, this bluetooth handheld indicator has a built-in rechargeable battery and a USB port for connecting to a PC, laptop, or printer. www.alliancescale.com

APEM introduces the newest addition to the single axis paddle series: the small & sleek BL series. Following the recent launch of the BH series paddle, the new BL series features the same exciting new design, but in a smaller package... measuring at just 48mm above panel. The compact footprint of the paddles allows for closer group installation of multiple paddles, perfect in applications such as vehicle arm rests, remote control portable boxes and various agricultural applications. The BL series sculpted, ergonomical handles are available in five different color features and in a removable, soft touch rubber or plastic insert that remains secure during operation. www.apem.com

Advance introduces the next generation automated storage and retrieval system Advance Storage Products, provider of pallet racking solutions, introduces Rover, the next generation of automated storage and retrieval systems. Rover is a highly configurable, 3-dimensional shuttlebased AS/RS that is cost effective, flexible and scalable. The system is ideal for manufacturers and distributors, including those in the food, beverage, and frozen food industries whose operations demand flexible high density storage with great throughput. According to John Krummell, President and CEO of Advance, "Rover provides extremely high throughput and is easily reconfigured to accommodate changing storage needs, SKU profiles and production demands. Rover can help distribution and production facility operators dramatically improve the storage density and performance of their warehouses." www.advancestorage.com

TVH offers polywheels and tires in the compound Smoothy90 TVH in the Americas (TVH), provider of replacement parts and accessories for the material handling and industrial equipment industry, is now offering Smoothy90 polywheels and tires. The polyurethane design provides an efficient, safe, and comfortable performance that is ideal for high-speed and high-load applications. Engineered to a precise +/- .005 Total Indicator Run Out, Smoothy90 minimizes truck vibration and reduces mast sway to provide a smoother ridefrom Stellana. www.tvh.com

Eighth generation chain design brings new performance and endurance standards RS roller chain is the company’s standard, designed to meet the needs of most applications. Heavy duty drive chain is an endurance chain with a high maximum allowable tension for particularly demanding situations. The G8 RS roller chain offers a 20% improvement in service life over the previous designs and a special corrosion suppressing oil is applied to the chain in the final stage of manufacture to inhibit rust and improve durability. Developed in-house, this oil does not leave a sticky residue on the chain surface, making handling cleaner and more pleasant. The new G8 chain is available in 11 sizes from RS40 to RS240. www.tsubaki.eu

New PEM® concealed-head self-clinching studs and standoffs for thin metals PEM® concealed-head self-clinching studs and standoffs from PennEngineering® install permanently in thin metal assemblies to provide strong and reusable threads for mating hardware while preserving a smooth and unmarred appearance on the side of the sheet opposite installation. The concealed-head feature additionally will satisfy strict ingress protection requirements in assemblies where a sheet must remain completely sealed from air, liquid, dust, gases, and other potential contaminants. The fasteners install reliably in steel or aluminum sheets as thin as .062” / 1.6mm. Studs (aluminum or stainless steel) are available in thread sizes #4-40 through #10-32 and M3 through M5 and in lengths from .250” through 1” and 6mm through 25mm. Standoffs (stainless steel) are offered in thread sizes #4-40 through 1/420 and M3 through M6 and in lengths from .187” through 1” and 4mm through 25mm. www.pemnet.com

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May 2017

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May 2017


The next wholesaler ad deadline is

MONDAY, MAY 1ST Call Alva or Dean for rate information at

877.638.6190

ur ko ra c o e ! Ch site f age P b we Spec w ne

We make engines our business, see the difference

ENGINES. CYLINDER HEADS. PARTS.

GRINDSTAFF Engines Inc. NEW & IN STOCK NOW!

new cylinder head with valves IN STOCK!

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

new • rebuilt • exchange

1041 S. Vista Ave. • Independence, MO 64056 Call Rick or Dedee • Toll-Free: 800.896.7676 • Phone: 816.796.7676 Fax: 816. 796.6053 E-mail: rick@grindstaffengines.com • dedee@grindstaffengines.com

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May 2017

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**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

2010 TOYOTA 8FGL20

2013 TOYOTA 8FGCU15

118” Mast, Hours: Less than 1,000

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4 UNITS IN STOCK

8 UNITS IN STOCK

$

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$

9,500

1 UNIT IN STOCK

2012 TOYOTA 8FGCU30

171” FSV Mast, Hours: 3,000 $

1 UNIT IN STOCK

1 UNIT IN STOCK

1 UNIT IN STOCK

2008 YALE GDP155

2011 TOYOTA 8FGU25

2008 CAPACITY TJ5000

180”V Mast

$

19,400

189”FSV Mast

$

10,400

DOT Rated

$

8,900

35,900

FORKLIFTS & NARROW AISLE EQUIPMENT

FORKLIFTS & NARROW AISLE EQUIPMENT

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

15217 Grand River Rd • Fort Worth, TX, 76155 • P: 817.359.1100 • F: 817.359.1110 46

www.MHWmag.com

May 2017

Printed in the U.S.A. ©2017 The Ousset Agency, Inc. wo#5311

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May 2017

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48

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May 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

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May 2017

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▶ Pallet Jacks

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

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▶ 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

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

50

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May 2017

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

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▶ TIRES / WHEELS

VULKO TREAD

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▶ REPAIR SERVICES ▶ Motors (Electric)

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GET THE TOTAL PICTURE

Sentinel has the right convex mirror for you.

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

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Advertise in our Source Directory!

NEXT AD DEADLINE Monday, May 1st

Call Alva or Dean at 877.638.6190

www.tvh.com (800) 255-4109

www.MHWmag.com

May 2017

51


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Advertiser’s Index ADVANCE METALWORKING COMPANY, INC.. . . 10

GATEWAY RACK CORP.. . . . . . . . . . . . . . . . . . . 44

SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . 46

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

GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . 45

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

AMERICAN INDUSTRIAL TRANSMISSION INC. . . 25

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 20

SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . 16

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 20

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 39

SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 24

ATLAS INTERNATIONAL LIFT TRUCK. . . . . . . . . . 23

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 26

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

KION NORTH AMERICA CORPORATION . . . . . . . . 2

BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . 16

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

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

MEIJER HANDLING SOLUTIONS. . . . . . . . . . . . . . 21

CLARK MATERIAL HANDLING CO. . . . . . . . . . . . 15

MHCONX.COM. . . . . . . . . . . . . . . . . . . . 30, 31, 47

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

MHW. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20, 52

DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . 55

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

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 44

ECOTEC LTD. LLC. . . . . . . . . . . . . . . . . . . . . . . . . 8

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

UNIRAK STORAGE SYSTEMS. . . . . . . . . . . . . . 9, 11

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

PRESTO ECOA LIFTS. . . . . . . . . . . . . . . . . . . . . . . 7

UNITED CONTACT . . . . . . . . . . . . . . . . . . . . . . . 30

FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3, 17, 38

RESONANT DEALER SERVICES . . . . . . . . . . . . . . 52

VESHAI HANDLING EQUIPMENT CO. LTD.. . . . . . 19

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

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

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 41

SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 48 THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 29 THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 37 TRANSAMERICAN EQUIPMENT CORP. . . . . . . . . 36 TRI-BORO STORAGE PRODUCTS. . . . . . . . . . . . . . 4 TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14, 56 U.S. NETTING, INC. . . . . . . . . . . . . . . . . . . . . . . 54

MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 52

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May 2017


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