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An Employee-Owned Specialty Publications International, Inc. Magazine

July 2017 2016


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July 2017 • Vol. 38 No. 7

Dean Millius General Manager/Publisher

20 |  Your Business Eileen Schmidt  TVH: Making great strides with customer focus

22 |  Human Element Caliper Corp.  Let’s get honest about resumes Stock photos provided by

Cover Story

10 |  Bottom Line Garry Bartecki

Industry News 26 Nuts & Bolts

28 Shifting Gears

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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32 Classified

16 |

47 Source Directory 50 Advertiser's Index

 How are you educating and training your employees… and yourself?

Spencer Birkenholz / Eric Faramus Production Lead / Graphic Artist

Reader Resources

 Educated staff = more $$

Sales Trends Jeffrey Gitomer

Kathy Regan Editor

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




4 |  Listen to the voice of the Dave Baiocchi

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By Dave Baiocchi

“The ability to listen, and the willingness to stick your neck out and ask the obvious question, are criminally underrated business essentials." Sir Richard Branson Last month we discussed the importance of listening to our customers in ways that were active and purposeful. The importance of listening to understand instead of listening to reply cannot be overstated. When we take the time to ask the right questions, pay attention to the details and keep focused on data instead of deadlines we give ourselves the best possible opportunity to get it right the first time, and provide the customer experience we all are striving for. Listening to our customers, and understanding their needs is important. Dealers must focus on the customer, his needs, and how we can use our efforts and resources to solve his problems. As critical as the voice of the customer is to our success, as aftermarket managers, it is equally important to focus on another important voice. This is the voice of the employee. In order to run an effective, efficient and safe aftermarket department, it takes more than policies, procedures, initiatives and planning. It takes people. All the best strategies that we work so hard to assemble, are useless unless we have employees that can execute the plan. An employee’s level of commitment, engagement and personal buy-in to the goals of the department and the processes that help us meet those goals is in great part determined by the following factors: 1. Our skill in constantly communicating both the goal and the importance of adhering to our processes. 2. Our ability to keep that messaging clear and consistent. 3. Our willingness to relentlessly enforce the policies and processes we have committed to. 4. Our willingness to accept feedback from our team, and draft changes based on that input if we discover new and better ways to operate. 4

July 2017

5. Our willingness to respond to feedback every time we receive it. This is a collaborative leadership style that does not suit everyone, but there are benefits to embracing it. A true open door policy will set a tone and a posture in your department that promotes the idea that “none of us, is as smart as all of us.” If you can be successful in establishing this environment, you will be surprised at the results. When they really feel that their contribution to the team is appreciated, and their input is respected, employees many times cross the line from making a living, to making a difference. The constant feedback and response model of leadership comes at a cost. Communication will increase to be sure, which will mean that you will have to commit extra time and energy to increasing facetime with your team members. More communication is a given, but all of it won’t be meaningful, and you will have to develop the unique skill of rejecting a bad idea, but supporting the team member it came from. If you have that interaction focus on the appreciation you have of the willingness of the employee to participate, (regardless of the actual content) it can help you avoid the ideas that won’t work, while not squelching the process of active engagement. It is also extremely important to dedicate yourself to follow through. Failing to follow up and follow through is a momentum killer. When you commit to any team member that you will think it over or consider it or bring it to the management, you must circle back to that team member, and (good news or bad) let them know the outcome. Managers say “I’ll consider it” many times just to avoid having to say “no.” So there it dies. All the while your team member is wondering what happened, and finally gives up contributing to the process because they feel that their input was ignored, or dismissed. It’s much better to say no today while expressing appreciation for the input, than to deflect the issue and put your progress at risk.

JULY 20, 2017





Material Handling Wholesaler, our sponsor - Intella Liftparts, Inc. and our Aftermarket columnist - Dave Baiocchi, president of Resonant Dealer Services are pleased to offer this 1-hour webinar July 20 on the role of aftermarket sales in equipment dealerships. Register Now! The role of aftermarket sales in the equipment dealership is changing. In this free one-hour webinar, Dave Baiocchi, Wholesaler Aftermarket columnist, reviews the common “blind spots” in our industry offerings and an understanding of how and why we continue to “do what we’ve always done.” Dave will cover culture and sales posture, core competencies and the hierarchy of sales priorities within the dealership.

1) Professional, comprehensive, and effective equipment delivery practices (Day One Program) 2) The role of the technician in today’s marketplace (Service Menu Program) 3) Aftermarket Management Compensation that encourages the behaviors that create results in concert with the goals of the dealership 4) Increased sales and greater customer satisfaction through well designed and properly promoted internal incentives 5) Educating account managers in the areas of sales skills, negotiating gambits, time management and territory segmentation methods for the digital marketplace 6) Inventory consolidation and vendor management 7) An onboarding process for MH employees that includes a “first things first” strategy, including industry history, practices, jargon, and applications.

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July 2017


Cover Story The June issue of MHW focused on SAFETY. There is no better subject for meaningful communication than creating and maintaining a safe work environment for your employees. Active engagement, conversations, suggestions, and consistent feedback are all keys to making changes to your workplace that actually make a difference in the safety arena. Whether it is safety, efficiency or problem solving, all leaders must understand that you can’t fake or shortcut this process. Employees will see right through it. Communication never chooses a convenient moment to occur. I have been there myself when the phones were ringing off the hook, two people just called in sick, and the computer system just went down, then a team member pokes their head around the corner and says: “Got a minute?” In these moments you may feel compelled to multitask in the name of efficiency. I learned through experience that although multitasking is a skill that may serve to make you more efficient in the short term, it loses its luster in situations where you need to give your full attention to interfacing with your team.

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Earlier in my management career, employees would come to discuss something with me, and for most of the interaction, I would rarely make eye contact with them. I would listen with one ear, nod approvingly, and glance at them occasionally, while my fingers kept pecking away the keyboard. I justified my actions in the name of efficiency. I failed however to see that the practice (in addition to being just plain rude), failed to give the team member the confidence and support they were seeking in coming to see me directly. Reflecting on my career, I remember the people who listened to me. They made an impact on me. When I entered the room they put their pencil down, or pushed their keyboard back and turned to face me. It made a difference. I remember in the mid 80’s I was working as a rental manager for a large Caterpillar dealer in the San Francisco Bay area. Our division manager (Ernie) amazed me with his ability to focus on each person’s individual concern. One afternoon I was standing outside his office, wanting his opinion on my crisis of the moment. While I was there, I couldn’t help but eavesdrop on the conversation he was having with the service manager from the power systems division. This service manager was delivering very bad news. The disaster that he was describing was very likely going to cost the company tens of thousands of dollars, and a potential lawsuit! As I listened to this sad tale, my crisis seemed less and less important. When it was my turn to go in, I was almost embarrassed by my little issue, and made a comment that it looked to me like he had bigger fires to put out than mine. Ernie waved that off immediately, invited me in, organized and put away the file he was dealing with, got a fresh pad of paper and a pen, then he looked at me and said…You deserve to be heard just like the last manager that was in here. His problems are no more important than yours. So David, what’s on your mind? I will never forget that moment. Ernie had every right to dismiss my issue in light of what seemed to me to be incredible problems, but instead he chose to exercise his listening skills. He did give me his full attention; rendered the opinion I needed, and then went on his way, ostensibly to deal with the catastrophe at hand. What he did however made an indelible

July 2017


Cover Story impression on me. I felt important, needed, and significant. From that day forward, if Ernie had asked me to go to hell and back, my only response would be “what time do you want me there?” He earned my loyalty, and my commitment because he listened to me. It was an important lesson that is still difficult for me to replicate in my own life, but I’m making progress. Listening makes a difference. 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 to contact Dave.

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Bottom Line Garry Bartecki

Educated staff = more $$ If I had to bet on the title of this column I suspect I would win at least 90% of the time. What do you think?

•W  e are facing a period of rapid change related to IofT making it almost impossible for current employees to keep up.

Why do I suggest that spending more time and dollars on training and education will generate more dollars to either the top line or bottom line or both? It is because:

•F  alling behind on training and the use of technology is a sure way to deplete the value of your company.

• 7 0% of employers trying to fill open positions say they cannot find qualified candidates. •C  ompared to other major economies the US only spends 20% of what they do on training. • In your industry it is common to find department managers behind the curve when it comes to maximizing profits from the use of the latest technology. •R  ecent Forbes articles explain how much training matters and used examples of how sharing company financials leads to better performance and profits.

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The three issues that cause the biggest concerns are: • The scale and timing of the changes taking place • The continual creation of new IofT applications • Losing Boomer experience What this all means is that if you plan to upgrade your company to the use of the latest technology you best GET STARTED NOW, MAKE IT AN INTEGRAL PART OF YOUR ANNUAL BUSINESS PLAN AND CONTINUALLY REVIEW UPGRADES OR NEW SOLUTIONS AS NECESSARY TO KEEP YOU AT THE FRONT OF THE PACK.

Where would you start? Good question, but I believe I would want to survey people in the industry to see what they are doing and how it is working. I guess I would:

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• I would contact MHEDA and ask the same question, and at the same time find out what changes they are making in their training offerings that may be of interest. • I would consider joining a performance group because participants in these groups

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• I would hire Millennial's who could help formulate a tech-savvy program. • I would get Six Sigma Lean data and see how that could be applied to your business. The goal here is to upgrade current employees and introduce them to the latest technology. To have a training program available for new hires covering all departments. To provide adequate departmental metrics to department employees and encourage their feedback to improve the process and operating results. And finally, to annually update the current program and make changes as necessary to keep your team at a reasonable competitive level.

Most dealers need people. Sales people that can get the job done. Parts personnel who know how to handle customers both internal and external. Service techs who can proceed up the ladder as soon as possible. Having training programs for each new hire geared to their department will go a long way to making that employee both efficient and confident that he/she can get the job done.

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• I would search the internet for courses or training materials that might be helpful to your particular needs.

Not only do you have on-line training programs for every department in your company, you also have group sessions sponsored by MHEDA or some other industry organization. Coaches are also available to help manage both the parts and service and rental departments. The point here is that the training materials are there for the taking along with coaches who can assist with implementation. It will be up to management to monitor the process to make sure that the training courses are completed and that managers are buying in to the new techniques being displayed.

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July 2017

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Sales Trends Jeffrey Gitomer

How are you educating and training your employees… and yourself? I just read a pathetic sales pitch from an email where a “training company” was telling me why training fails, and offering what THEY thought was the best way to approach the process. Seems as though they solicited the opinions of ten or twelve people – most of whom haven’t sold anything in years (or ever) nor have they ever trained anyone – and are offering their advice in an email – in other words, not enough of a relationship, or lack of guts, to make a phone call. YIKES! Sending this type of random information to random people is bound to have a few short-term successes, but the vast majority of people will hit the “delete” key without a second thought. YIKES! Here’s the essence of their claim about why training fails: Monotonous: Training was developed based on one or a few individuals experience Overpriced: Too expensive in terms of a financial commitment or human capital requirement No true blended learning solution (Was either too much online or in the classroom) Unaccountability: Was not being supported, tracked or reinforced by management Learning wasn’t being tied into current business metrics Huh? This information is not only totally inaccurate; it’s also dangerous. And buzzwords like blended learning and business metrics without explanation are as empty as the results will be for the people that take this type of training. Can someone please tell me what a business metric is anyway? REALITY: I just did a four-day, 23-hour marathon boot camp and had 100% of the people paying 100% attention, 100% of the time. The attendees paid plenty, got 100 times their money’s worth (captured in video testimonial), and didn’t care about blending, metrics or any other convenient training buzzword. What they got was value. What they got was real world. 16

July 2017

What they got was new information. What they got was immediately applicable. And that’s what they were hoping for. The reality is, the new world of learning requires much more than rhetoric to be effective. It requires a series of elements that MUST be present, or the training won’t produce the results that senior management is hoping for. It’s not about opinion. It’s not about buzzwords that no one can understand, let alone relate to. Today’s training is about using voice of customer, value transference, emotional engagement, and understandable concepts that can be converted into sales. Money. Here are the uncompromising elements that training must include: •T  he world-class, real-world expertise of the trainer – one or many • Acceptability of the trainer to the students. • Willingness of the students to learn and apply. •R  elatable ideas and concepts transferred to each participant. • Proven strategies – no theory or pie in the sky. • Individual elements of the selling process that don’t manipulate – a process, not a system. •R  eal-world personalized information in harmony with the market and the customer. •T  ransferable concepts that learners agree with and can see themselves doing •A  learning environment that encourages students to succeed. •A  ctionable elements that can be used immediately and successfully. •T  imed, online, easily accessible, reinforcement that exists beyond the classroom lessons. •U  sing the voice of the customer to reinforce the lesson and salespeople belief

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Sales Trends Jeffrey Gitomer •M  easurable success by two simple measurements — increase in sales and increase in customer loyalty, NOT ROI or some other phony justification measurement •B  efore, during and after the training, leadership that coaches with encouragement on a daily basis. That’s training. That’s education. That’s interactivity. That’s layers of learning. That’s transferable concepts. That’s real world applicable. That’s money in the bank. REALITY: In this economy you need real answers. You cannot take a chance on unproven facts or people. CAUTION: If you’re looking for real-world sales training that works and earns a measurable return, don’t get the opinions of executives- don’t listen to selfproclaimed “experts” that haven’t made millions of


dollars-worth of sales themselves – and don’t have at least six (coherent) bestselling books on the subject. ANSWER: Identify the needs of your salespeople by assessing them, and create answers based on your customer’s opinions and reasons for buying. OUTCOME: Find someone who can deliver a compelling, inspirational message that encourages your sales team to create the only thing that will win in this economy or any economy: New sales. Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at For information about training and seminars visit or, or email Jeffrey at Subscribe to Jeffrey’s free weekly email magazine, Sales Caffeine, at


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July 2017


Your Business Eileen Schmidt

TVH: Making great strides with customer focus In 1969, TVH got its start in Belgium when Paul Thermote and Paul Vanhalst began maintaining and selling machinery for agriculture and construction, as well as for forklift trucks. In the near half century that followed, TVH has maintained its Belgian roots while also growing into a global company – doing business in Europe, North America, South America, Asia, Africa and Australia – all while building an inventory of over 8 million parts and a name well-known across industrial equipment industries. It has been an ongoing growth pattern that one company leader says is driven by multiple factors: acquisitions of various sizes, organic growth, engaged employees, and a company vision that includes a willingness to expand. “We never say 'no' to a good opportunity. If there are opportunities to enlarge our product offering, we would certainly look into that,” said Dirk von Holt, vice president of marketing and sales for TVH Parts Corp. in the U.S., when asked about whether the future years may hold new avenues of expansion or acquisitions. TVH products are used in equipment like forklifts, aerial work platforms, sweepers, floor scrubbers and personnel and burden carriers. The company also boasts an extensive collection of custom-machined products and manufactured and assembled goods, according to the business website. The growth of TVH in North America largely followed the acquisition of Systems Material Handling Co. in 2003. “For the North America market that was a significant breakthrough,” said von Holt, in a phone interview with Material Handling Wholesaler. The acquisition of IMC Holdings Inc. in 2006 was also a major growth point, according to von Holt. Yet although it offers much diversity in product and service offerings, TVH has a fairly specific customer profile. “We sell only through companies servicing the industries. Distributions, parts distributors, independent service companies,” said von Holt, who 20

July 2017

explained it is TVH's customers who work with end users. In the Americas, von Holt said TVH has affiliates in Canada, Mexico and Brazil. He said company leaders are generally staying out of recent political discussions regarding changes to NAFTA and other American trade systems. “In general, we are not that much affected by” those proposed changes,” he said, “We do still source the majority of our parts locally.” TVH has about 1,000 employees in the Americas and 5,400 worldwide. The company is still headquartered in Belgium and is family-owned, now in its second generation of leadership. von Holt said company leaders work to utilize synergies in processes and sorting parts when possible, but also account for market differences in business operations. “The European market has been developing differently regarding equipment,” he said, citing one example. TVH therefore is structured so each region is responsible for its own area to account for such differences, including culture, according to von Holt. In the U.S., TVH has a large number of distribution centers close to the customers. With more than 90% of the industries’ truck population within one-day ground service, TVH offers an elevated level of service. This kind of proximity is widely expected, and is a business practice that von Holt said predates the fast shipping now expected in the consumer markets. “It has been there for some time already. It's getting enforced now and is of higher importance,” von Holt said. It is the type of service TVH's customers value. “Thanks to the local warehouses, we can get the orders really fast,” said Eric Rowlett, of Westminster Lift Trucks, in a testimonial on TVH's website. “Even if we order them overnight, the orders reach us the next day, which obviously speeds up our work pace,” he said. In the U.S., TVH strives to be as involved as possible in the local communities it serves through a variety of service efforts.

Your Business Eileen Schmidt And when it comes to attracting and retaining employees, von Holt said the company offers an in-house clinic with a nurse practitioner where employees and families can check in for no cost, a gym, wellness program and wellness adviser.

Manufacturers of Electrical Contacts, Contact Kits & Contactors

For customers, TVH offers education programs both online and in-house to assist with training. TVH has been “making great strides forward” in all of these areas, and will continue to stress the importance of customer service going forward, von Holt said. “I think our customers are realizing that, and that the growth which we have had is also the result of the focus on the customer,” he said. 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@ or visit to contact Eileen.

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July 2017


Human Element Caliper Corp.

Let’s get honest about resumes It turns out a lot of people lie on their resumes. If you work in HR, recruiting, or some other aspect of talent acquisition, this probably isn’t a surprise. It works like this: you post your open position along with a list of qualifications, would-be applicants see the list and realize they aren’t qualified, and—voilà!—a resume with invented credentials materializes. Works like a charm! Actually, it doesn’t work like a charm, especially in the internet age when it’s so easy to investigate people’s work history and track down their LinkedIn and Facebook contacts. But given the disconnect between what companies need and what job-seekers think companies need, a bit of resume padding is bound to happen. We’re not talking about Frank Abagnale-level falsehoods. There’s no excuse to invent degrees that were never earned from universities that were never attended. But some applicants might bend the truth about the duties

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July 2017

of a former position to sound more like the duties of the position they want… and end up getting burned for it. They probably don’t realize that a lot of companies are posting ideal qualifications rather than a stone-cold list of skill demands. An impressive candidate is worth an investment in training to fill a few gaps. What would help both sides—applicants, so they don’t feel compelled to compromise their ethics and risk further damaging their chances at meaningful employment, and employers, so they don’t have to clog the system interviewing unqualified people and authenticating resume claims—is a paradigm shift. A paradigm shift in the way the hiring works. Small aim for a blog post, eh? Yes, a paradigm shift that takes the emphasis away from “You need (an arbitrary) 5-7 years of experience carving lettuce, selling insurance to goat herders, and designing integrated circuits” and toward diversifying teams and looking at people’s motivation and potential. For example, research shows that conscientiousness is a (partial) predictor of job success in many roles. Good interpersonal dynamics are often a success factor too, as is learning agility, and so on. Job seekers are under pressure to customize their resumes to suit the jobs they are seeking, and this pressure comes from the business world itself. This same business world scrutinizes those resumes to identify the fine line between customization and embellishment. If we all show some learning agility and adapt our thinking about what makes a good job candidate, we might see fewer white lies on resumes and more candidates who are confident in their intrinsic abilities to handle the challenges of the jobs that are out there for the taking. 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 or call us at 609-524-1200. Email to contact Caliper. performance, please visit us at or call us at 609-5241200. Email to contact Caliper.








19402 19403 19549 19016 19647 19419




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100/209 100/209 108/238 84/173 84/173 84/173 84/173 84/173 84/173 88/128 87/185 85/163 85/163 83/163 92/185

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IC CUSHIONS 19661 19576 19655 19654 18884 19648 19703 19704 19706 19694 19577 19602 19080 19180 19181 19458 18559 17796

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

Caterpillar 2C5000 Cat 2C5000 Crown C5-1000-50 Hyster S40FT Hyster S40FT Hyster S55FT Hyster S50FT Hyster S50FT Hyster S55FTS Hyster S60FT Mitsubishi FGC25N Mitsubishi FGC25N Yale GLC050VX Yale GLC060VX Yale GLC060VX Yale GLC060VX Yale GLC070VX Yale GLC070VX

2011 2011 2010 2011 2011 2011 2011 2011 2011 2011 2012 2011 2011 2011 2013

Cat GC45K-SWB Cat GC45K-SWB Cat GC55K-STR Hyster S80FT Hyster S80FT Hyster S80FT Hyster S80FT Hyster S80FT Hyster S80FT Hyster S80FT-BCS Hyster S80FT Hyster S120FT-PRS Hyster S120FT-PRS Hyster S120FT-PRS Hyster S120FT-PRS

Hyster S120FT Hyster S120FT Hyster S135FT Yale GLC080VX Yale GLC120VX Yale GLC120VX

S-S, Forks 4 Way No Att.s

19659 19558 19559 19303 19304 19309 19310 19311 19622 19534 19556 19652 19658 19374 19104 19317 19318 19320 19322 19323 19324 19325 19327 19328 19329

2013 2013 2014 2013 2013 2013 2013 2013 2013 2013 2013 2013 2013 2013 2013 2014 2014 2014 2014 2014 2014 2014 2014 2014 2014

Hyster H50FT Hyster H60FT Hyundai 50DA-7E Yale GLP030VX Yale GLP030VX Yale GLP030VX Yale GLP030VX Yale GLP030VX Yale GLP030VX Yale GLP030VX Yale GLP050VX Yale GLP050VX Yale GLP050VX Yale GLP050VX Yale GLP050VX Yale GDP050VX Yale GDP050VX Yale GDP050VX Yale GDP050VX Yale GDP050VX Yale GDP050VX Yale GDP050VX Yale GLP050VX Yale GLP050VX Yale GLP050VX


17950 2005 Hyster H300HD 19580 1997 Taylor TE-300M

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

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84/189 83/170 112/154 84/187 84/187 84/187 84/187 84/187 84/187 84/187 84/189 84/189 84/189 84/189 84/189 84/189 84/189 84/189 96/218 96/218 96/218 96/218 84/189 84/189 84/189

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

S-S, Forks 3rd Valve, Forks 4Way, S-S/F-P, 72” Forks

4Way 4 Way


IC BIG CUSHIONS 19526 19525 19561 19162 19163 19331 19332 19336 19338 19365 19103 19100 18900 19376 19266

2014 2014 2013 2011 2012 2013


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S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks 4 Way 3Way S-S, Forks S-S, Forks 4Way, S-S 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, Forks S-S, Forks

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July 2017




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STK# 20774 2008 Caterpillar DP50K Fort Lauderdale FL (800) 648-1891

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1351 Nagel Blvd., Batavia, IL 60510 Ph: (630) 879-7008 | Fax: (630) 879-8068

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July 2017

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to buy & sell equipment!

July 2017


Nuts & Bolts

Acquisitions, expansions & other business news

North American robotics market surges North American robotics companies posted the strongest ever first-quarter results, according to the Robotic Industries Association (RIA), the industry’s trade group. Both robot orders and shipments achieved record levels. An all-time high total of 9,773 robots valued at approximately $516 million were ordered from North American robotics companies during the first quarter of 2017. This represents growth of 32 percent in units over the same period in 2016, which held the previous record. Order revenue grew 28 percent over the first quarter of last year. Robot shipments also reached new heights, with 8,824 robots valued at $494 million shipped to North American customers in the opening quarter of the year. This represents growth of 24 percent in units and five percent in dollars over the same period in 2016. “The automation industry continues to grow robustly as companies invest to increase productivity and boost competitiveness while also providing opportunities for workers,” said Jeff Burnstein, President of RIA.

Terex Corporation completes sale of 7.0 million shares of Konecranes Plc Terex Corporation announced it has completed the sale of 7.0 million Class A shares representing approximately 8.9% of the total shares outstanding of Konecranes Plc at a price of EUR 37.40 per share, a 0.9% discount to today’s closing price. Total shares outstanding includes both Class A and Class B shares but does not include Konecranes treasury shares. The trade date of the transaction will be tomorrow, May 24, 2017, and settlement of the transaction is expected to occur on May 30, 2017. Following the offering, Terex will continue to hold approximately 5.15 million Class B shares, representing approximately 6.6% of the total shares outstanding of Konecranes.

Material Handling Education Foundation 2017 Scholarship awards announced The Board of Directors of the Material Handling Education Foundation, Inc. (MHEFI) recently announced its 2017 Scholarship Winners. A total of 45 scholarships, (31 undergraduate, 7 masters and 7 PhD's) worth $146,100 were issued. For over 40 years, MHEFI has supported material handling and logistics sciences students at many universities. MHEFI scholarships are awarded each year to students dedicated to entering the material handling and logistics field, either within MHI member companies or the user community. These students are pursuing careers 26

July 2017

in the industry as engineers, project managers, management and professors. Many will be employed in manufacturing and the supply chain. Scholarship Name, Amount, Student Awarded, School Crane Manufacturers Association of America Honor Scholarship $6,000 Brianna Malczewski Clarkson University Rack Manufacturers Institute/John Nofsinger Honor Scholarship $6,000, Michael Drabowicz, Pennsylvania State University Tompkins International Honor Scholarship $6,000 Rey Andrew Doctora, California Southern University Frazier Industrial Honor Scholarship $5,000 Sandeep Kumar University of Wisconsin - School of Business Howard Bernstein Scholarship sponsored by EnerSys, $5,000, Tudor Raducea, Michigan State University Howard Bernstein Scholarship sponsored by TVH Parts Company, $5,000, Zechariah Shrum, Oklahoma State University Howard Bernstein Scholarship sponsored by Worldwide Material Handling, $5,000, Christine Bodenheimer, Virginia Tech Howard Bernstein Scholarship sponsored by Toyota Material Handling USA, $5,000, Daniel Latty, Central Michigan University Howard Bernstein Scholarship sponsored by T.D.T., Inc., $5,000, Julie Shields, University of Pittsburgh Howard Bernstein Scholarship sponsored by Conger Toyota Lift, Morrison Industrial Equipment, Gary T. Moore, Hy-Tek Material Handling, $5,000, Adam Lecznar, Kettering University Howard Bernstein Scholarship sponsored by CMH Services, Wisconsin Lift Truck Corp., Steel King Industries, Material Handling Wholesaler, Atlas Toyota Material Handling, Hanel Storage Systems, Howard Bernstein Fun, $5,000, Brendan Newcomb, Maine Maritime Academy Howard Bernstein Scholarship sponsored by CubiScan, MHI, Advance Storage Products, Raymond of New Jersey LLC, Atlanta Forklifts, Southwest Materials Handling, Howard Bernstein Fund, $5,000, Kevin Davenport Jr, Virginia Tech

Nuts & Bolts

Acquisitions, expansions & other business news

Material Handling Equipment Distributors Association Honor Scholarship, $5,000, Jose Anhalzer, Virginia Tech

Hytrol Conveyor Honor Scholarship, $2,000, Amal EL Harouche, University of Arkansas

Material Handling Equipment Distributors Association Honor Scholarship, $5,000, Ikia Richardson, Kennesaw State University

Material Handling Education Foundation Honor Scholarship, $2,000, Alexander Campano, University of Florida

Material Handling Equipment Distributors Association Honor Scholarship, $5,000, Christian Collier, IUPUI

Material Handling Education Foundation Honor Scholarship, $2,000, Sarp Ersoy, Pennsylvania State University, University Park

Spanco, Inc. Honor Scholarship, $5,000, Laura Holleran, Pennsylvania State University

Automatic Guided Vehicle Systems Honor Scholarship, $2,000, Kevin Krieger, Pennsylvania State University

Automation Solutions Group (ASG), $5,000, Amanda Herrera, University of Houston

Hanel Storage Systems Honor Scholarship, $2,000, Noah Kaib, University of Pittsburgh

Storage Manufacturers Association Honor Scholarship, $3,000, Ashutosh Atre, Oklahoma State University

Conveyor & Sortation Systems Honor Scholarship, $2,000, Ellyson Uldrich, University of Oklahoma

Rack Manufacturers Institute/John Nofsinger Honor Scholarship, $2,500, Akshay Nigade, Oklahoma State University

Order Fulfillment Solutions Honor Scholarship, $2,000, Laurel Rawley, University of Houston

Rack Manufacturers Institute/John Nofsinger Honor Scholarship, $2,500, Ni Ni, Rensselaer Polytechnic Institute Rack Manufacturers Institute/John Nofsinger Honor Scholarship, $2,500, Kirstin Olesen, University of Oklahoma Automated Storage/Retrieval Systems Honor Scholarship, $2,500, Katie Kelly, Montana State University Electrification and Controls Manufacturers Association Honor Scholarship, $2,500, Kolt Knutson, University Wisconsin Stout Southworth International Group, Inc. Honor Scholarship, $2,500, Emily Leight, The Pennsylvania State University St. Onge Company Honor Scholarship, $2,500, Seyed Shahab Mofidi, Rensselaer Polytechnic Institute Material Handling Education Foundation Honor Scholarship, $2,500, Amir Massoud Aboutaleb, Mississippi State University Expert Crane Honor Scholarship, $2,250, Ankitkumar Patel, The University of Texas at Arlington UNEX Manufaturing Inc. Honor Scholarship, $2,250, Calvin Hawkins, Wayne State University Hoist Manufacturers Institute/Monorail Manufacturers Association Honor Scholarship, $2,100, Clifford Bannon, Norwich University

Ridg-U-Rak Honor Scholarship, $2,000, Tyler Kleinsasser, South Dakota School of Mines and Technology Steel King Industries Honor Scholarship, $2,000, April Horton, University of Texas at Arlington Ergonomic Assist Systems & Equipment Council Honor Scholarship, $1,500, Valeria Garza, St. Mary's University Prest Family Honor Scholarship, $1,500, Kavinesaan Karpaya, University of Minnesota Gorbel Inc. Honor Scholarship, $1,500, Kate McKinley, Clarkson University Lee Wood Scholarship (ICWM), $1,500, Chibueze Enyinnaya, University of Texas at Arlington Lift Manufacturers Product Section Honor Scholarship, $1,500, Ronny Pacheco, Oklahoma State University Protective Guarding Manufacturers Association Honor Scholarship, $1,500, Mark Trevena, Rutgers University-New Brunswick Seizmic, Inc./LAMHMS Scholarship, $1,500, Jackie Kang, Stanford University

July 2017


Shifting Gears

Industry personnel and organization news

CLARK supports centennial year Habitat for Humanity home

Raymond donates forklifts to support needs of American Red Cross

CLARK Material Handling Company announced that its fund-raising efforts to support a dedicated Habitat for Humanity house have exceeded target goals. The company which began fund raising for this initiative in November of 2015 has been a traditional participant in Habitat builds. This is the first time the company has solely funded a Habitat home. The build which began on March 29, 2017 is scheduled to be completed June 10th. Alan Sutherland, Public Relations Manager for CLARK notified employees at a company meeting on April 20th that because of their fund-raising efforts CLARK had in fact exceeded its financial target to complete the build. Said Sutherland, “I cannot thank our employees enough. They have been so focused on this effort. We have washed cars, held countless raffles and asked for all loose change. To meet our goal is so wonderful; to exceed our goal is a blessing. The company and our people have been “all-in” for this project since day one. To know that we are making a positive difference for a local family is very satisfying to all of us.”

The Raymond Corporation and its authorized network of Sales & Service Centers are donating 11 lift trucks to support the needs of 10 American Red Cross warehouses across the United States. New and renewed designs of Raymond® Model 8210 walkie pallet trucks will help streamline operations, so each facility can continue serving their communities. The walkie trucks will be used to move and transport emergency supplies, water and other necessities within each Red Cross warehouse. “When the American Logistics Aid Network (ALAN), a network that supports logistics requests for unmet needs of relief organizations, reached out to obtain assistance for a number of our American Red Cross warehouses, Raymond was more than happy to see how they could help,” said Rosie Taravella, American Red Cross, Western and Central New York Regional Chief Executive Officer. “We are grateful to Raymond and its network of Sales & Service Centers for being able to meet the needs of our regional warehouses.”


July 2017

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





Vacuum Lifter Stacker

Stacker W/Concrete Plate Clamper

Vacuum Smart Lifter

Vacuum Lifter





Drum Clamper/Tipper

Paper Roll Rotating Clamper

Drun Clamp / Front Reacher

Counter Balance Bale Clamp





Veshai Handling Equipment Co., LTD.

434 YueXiu Road North, Guangzhou, China


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

July 2017


Shifting Gears

Industry personnel and organization news

2016 Dealer of Excellence recipients •A  lta Equipment • NITCO – Maine Area Michigan Though popular movie and music awards have come • NITCO – Hartford CT and gone, this awards season is not quite over. Yale Materials • Berry Material Handling • Riekes Equipment Handling Corporation announces the recipients of its • Black Equipment - Indiana • T  ynan Equipment 23rd annual Dealer of Excellence Award, recognizing top • B  urns Industrial Company performing dealers that have exhibited focused leadership and Equipment - Pittsburgh • Voss Equipment continuous commitment to customers. •E  astern Lift Truck Co., •W  heeler Material “Our entrepreneurial independent dealer network

Yale honors 2016 Dealer of Excellence award winners

provides a tremendous competitive advantage, offering the expert knowledge and support to drive customer satisfaction and attract new business,” says Bob Sattler, Vice President of Dealer Business Development. “The Dealer of Excellence Award signifies an exceptional commitment to provide quality service, exceed customer expectations and stand out in an increasingly competitive industry.” Since 1994, the Dealer of Excellence Program has served as a blueprint for successful Yale® dealers. Recognized dealers must meet a set of constantly updated performance criteria that set rigorous benchmarks to ensure alignment with evolving customer expectations and industry demands.


• F airchild Equipment -

• • • • • • • •

Wis./North Gregory Poole - Carolinas Gregory Poole - Virginia HILO Materials Handling Hy-Tek Material Handling Insley-McEntee LiftOne - North Medley Material Handling NITCO - Boston

• •

Handling – East W  heeler Material Handling - West Y  ale Equipment & Services - Wisconsin Yale Kentuckiana YMH Torrance

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July 2017


SUCCESS IS EASIER WHEN YOU HAVE  A customer-focused supplier that understands your needs.  Satisfied, loyal customers that can depend on you.  A diversified customer base.  Increased bottom line profit. Thombert is your SINGLE SOURCE SOLUTION for less frustration and more profit. Give us a call, kick back, and rest easy. It’s that simple! 316 E. 7th Street N. Newton, IA, 50208


July 2017


Classifieds FOR SALE

Series 1 Workhorse Single Shift rating

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Full 2 yr. warranty


(10 yr. transformer coverage)

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• Specialty Material Handling, Inc.



Used 3-phase chargers also available


(440) 232-1422

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

Gregg Zdan (734) 641-1800 Associated with DREXEL Industries since 1972



The next classified ad deadline is THURSDAY, JUNE 30TH Call Alva or Dean for rate information at 877.638.6190

Industrial Forklift Batteries and Chargers In Good Condition!!


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July 2017

Material Handling Wholesaler

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Visit for more equipment

Shifting Gears

Industry personnel and organization news

Hyster to electrify big trucks Testing is underway on high capacity lift trucks with electric motors. The scale of electric powered vehicles is about to take a giant leap as Hyster Company announces that testing is underway on high capacity lift trucks with electric motors. The company suggests that, in the near future, ports and heavy industry will be able to electrify their Big Truck fleets, producing zero emissions while achieving comparable full shift performance. “The Hyster® brand is synonymous with heavy duty trucks, so we are the natural candidate to champion this new generation of large electric trucks,” says Brett Schemerhorn, President Big Trucks, Americas for Hyster. “Using a modular approach and innovative technology, applications will soon have maximum flexibility when selecting trucks to provide the best zero emissions solution for their needs.” “The modular approach to the design will allow flexibility in the onboard power source,” he continues. “Initial introductions are likely to be based on lithium-ion batteries. However, through our relationship with Nuvera Fuel Cells, we expect that implementation of hydrogen fuel cells will be achieved in the next phase. Hydrogen fuel cells will allow for rapid refueling, increased productivity and longer run time between refills.” To help heavy industry and ports maintain a low total cost of ownership, Hyster pioneered profitable low emissions with Tier 4 / Stage IV diesel engines on its Big Truck range. It is now leading the industry by developing solutions to enable applications to move from profitable low emissions, to profitable zero emissions using electric trucks. To drive efficiency and manage costs, the new electric trucks will be built to match the needs of the specific application. Previously the duty cycle of the application drove the power output determination, including factors such as engine power, tractive effort, load capacity and speed.

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Web ID to 27414 STK# FC7FBEU15 2012 Toyota 7FBEU15 Irving TX (972) 438-5438

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STK# U18062 2008 Toyota 7FBCU25 Fort Worth TX (844) 311-6612



STK# GC35999 2011 Yale GC035VX Livonia MI (248) 804-8842 6

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




STK# 20749 2011 Caterpillar 2C5000 Fort Lauderdale FL (800) 648-1891



STK# XX0042651 2011 Yale ESC040FA Des Moines IA (888) 564-2191 3

STK# 103-620 2014 LINDE H45D Winnipeg MB (204) 633-8065 2

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STK# U18416 2013 Toyota 8FGCU15 Fort Worth TX (844) 311-6612


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STK# 19402 2014 Hyster S120FT Pineville NC (877) 725-4461






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STK# 19638 2005 Yale OS030ECN Pineville NC (877) 725-4461

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July 2017Products Website

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New Products

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ECCO releases new camera kits ECCO has added two new camera kits to its camera system product line. The EC4210B-K combines a LCD highresolution color mirror with a color license plate camera, which delivers excellent picture quality and is ideal for most non-commercial applications. The mirror-integrated monitor allows for unobtrusive installation without compromising viewable screen area. This kit can expand up to two cameras and meets all FCC, CE and RoHs standards. For a wider view, ECCO has launched the EC500B-K 5” LCD Color System. The highresolution color monitor and camera combine to provide outstanding picture quality. The compact camera offers a 170 degree view and is recommend for non-commercial applications.

Southworth PalletPal® level loaders provide easy pallet loading With a PalletPal® 360 from Southworth the height of the load adjusts automatically as boxes are added or removed to eliminate bending, reaching, and stretching, making workers more productive and less prone to fatigue and injury. Mechanical spring actuation. No power required. Turntable top for nearside loading. Works with loads from 400 to 4,500 lbs.

New extended vertical travel scissor lift table Presto ECOA’s extended vertical travel lifts achieve maximum lifting heights with minimum footprint by utilizing multiple scissor mechanisms. Double, triple and quad scissor configurations are available in capacities from 2,000-6,000 lbs. with lifting heights of 70” up to 356”. Standard platform sizes range from 30” x 48” up to 84” x 144”. All models are built with heavyduty structural tube scissor legs and torque tubes for maximum stability and minimum deflection. They also feature UL and/or CSA approved controller components, hydraulic limiter valves at the base of each cylinder, mechanical upper travel stops and safety restraint maintenance bars.

New user-friendly AquaBlue™ floor cleaner & degreaser Madison Chemical introduces AquaBlue™, an alkaline detergent for general floor cleaning. This water based degreasers has excellent penetrating and wetting properties, allowing fast removal of dirt, oil, grease, tire marks, and other soils from industrial floor surfaces – even painted ones. This environmentally friendly product has no SARA 313 reportables (no butyl cell or glycol ethers), zero V.O.C. content, no caustic mists, and a health hazard rating of 1 so it does not impact waste treatment. It rinses easily and completely so there is no slippery residue. Versatile AquaBlue is ideal for use with floor scrubbers, mop buckets or spray wand.

Level loader with turntable can be fed with a hand pallet truck The PalletPal RollOn™ with turntable from Southworth Products Corp. features a platform that lowers to floor height so that pallets can be placed and removed using a hand pallet truck. A built-in turntable allows users to effortlessly rotate loads so that they are always loading or unloading pallets from the near side. The unit’s capacity is 2500 lbs. and its 44” x 48” platform accepts a variety of pallet sizes. The fully raised platform height is 30”. In loading operations, a pallet is placed on the platform and the platform is raised by hydraulic power to its full up position.

Kinedyne unveils E-HOOK wall-mounted, freight loading storage solution Kinedyne LLC announced the new E-HOOK brand wall-mounted, freight loading storage solution. The unique product holds two patents and solves a problem that has plagued those loading heavy-duty trailers, box trucks, service vehicles and light-duty trailers from the beginning; how to safely and securely stow long and unwieldy cargo and keep it off the floor. E-HOOK mounts securely to any vertically installed A-Track, E-Track or logistic post system. Users simply insert E-HOOK’s patented brackets into the track slots and slide them down until they are securely seated.

July 2017


New Products

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Latest Skullerz® model is low on cost, high on quality

New finish for versatile hoist range is environment optimized

Ergodyne introduced a new single lens model to its Skullerz® sfety glasses line. Sköll provides all the same safety features as the other Norse God-named, high-performance Skullerz® models at an exceptional value. Like all Skullerz® safety glasses, Sköll meets the MIL-PRF 32342 Ballistic Impact protection requirements, providing more than four times the level of protection required by occupational standards. “Many jobsites are swimming in cheap, throw-away safety glasses,” said Jim Grider, product manager, Ergodyne. “Sköll is high-quality, safety eyewear that’ll make you feel good about what you’re giving your employees without busting your budget.”

J D Neuhaus (JDN) is implementing a new Hydro Coating on its industryleading hoist range. The coating not only enhances quality and appearance, but is far more environmentally friendly. JDN takes its corporate and social responsibilities extremely seriously, and moving from a standard hammer finish to the Hydro Coating will contribute to sustainable protection of the environment. In fact, the new Hydro Coating features a percentage of organic solvents that is less than 3%, which is significantly more environmentallyfriendly than the former hammer finish. In addition, the coating is silicone-free, which means no wetting failures, an important consideration for automotive or coating plants.

New autonomous mobile platform optimizes smart factory logistics Comau has commercialized an innovative AGV (Automated Guided Vehicle) platform that is flexible enough to be deployed across a wide range of manufacturing and nonmanufacturing scenarios. Agile1500 is the first automated guided vehicle within the new AGV platform and fully expresses Comau’s open automation design approach. Modular, scalable and completely re-configurable, Agile1500 can carry up to 1,500 kg with a maximum speed of 1.7 m/s. Thanks to these characteristics, the new AGV can significantly facilitate core operations including just-intime and just-in-sequence production, as well as optimized logistic flows inside the factory, improved warehouse management and better overall production efficiency.

New Pipe rack scales from Alliance Scale Custom manufactured portable rack scales for weighing pipe or bar stock up to 12,000 lbs. inside a facility or at a construction site and accumulating the data are available from Alliance Scale, Inc. Alliance Portable Rack Scales feature a rugged steel frame, pipe carriages, locking wheels and casters, and are equipped with a CAS CI-201A weighing indicator with a full keypad, an LCD display, and accumulation counting. Combining weigh, count and transport functions, these rack scales can be custom designed and built for weighing pipe or bar stock up to 12,000 lbs. Featuring a 6-digit 1” LCD with 10 numeric-, two function-keys and an RS232 interface. 46

July 2017

J.W. Winco introduces metric size aluminum mounting clamps J.W. Winco, Inc., supplier of standard industrial machine components, announced it now offers GN 784 Metric Size, Aluminum Mounting Clamps with Swivel Ball Joint. The GN 784 aluminum mounting clamps, which are RoHS compliant, allow precise and variable adjustment of the ball pivot within the rotation range. This is a particular advantage when adjusting scanners, cameras, lighting, monitors, etc. Due to the efficient clamping mechanism, only small amounts of torque with the clamping screw result in comparatively strong clamping pressure on the ball, as the force is easily applied by the clamping lever.

Conveyor solutions to move full cases of beer Multi-Conveyor LLC recently provided a series of conveyor systems for the reconfiguration of an existing full case transportation line at a major brewery in the Midwest. The original system was a mild steel constructed belt driven live roller conveyor. Multi-Conveyor worked with the customer's engineers to add three diverters and several general transport conveyors to divert multiple lines of cased product to a variety of palletizing machines. The incline and decline conveyor were equipped with friction top belt to keep positive contact with the product during the 15° elevation change.



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GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . . 5

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July 2017 Material Handling Wholesaler  
July 2017 Material Handling Wholesaler