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January 2018 • Vol. 39 No. 1

Dean Millius General Manager/Publisher

16 |  Human Element

Alva Coffman Account Executive

Caliper Corporation

Hiring for “soft skills” in the robotic age

22 |

Sales Trends

Jeffrey Gitomer

This place couldn’t survive without me….Not. Stock photos provided by

Cover Story 6 |

Industry News

26 Nuts & Bolts 28 Shifting Gears

Waiting on the tax man

Reader Resources

Garry Bartecki

36 Classified

Columns 10 |  Aftermarket Dave Baiocchi Disention in the ranks

14 |  Your Business Eileen Schmidt

39 New Products

41 Source Directory 44 Advertiser's Index

Kathy Regan Editor Spencer Birkenholz / Eric Faramus Production Lead / Graphic Artist 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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January 2018


Probably. Dealers should pay less in taxes if their dealership is a flow-through entity (LLC or S-Corp), and if the dealership is a C Corp it should pay less tax as well. How much will you save is obviously relative to how much you make and what other sources of income you have.

Cover story: Garry Bartecki Here I am attending a Currie Performance Group meeting waiting on Congress to make up their mind about a tax bill spelling out the new simplified tax code that is supposed to save us a chunk of cash we can then spend to provide a spike in the economy. This has been a very frustrating week because I asked my dealer tax guy, Steve Pierson, to address the performance group regarding the new bill, with the thought that there may be some tax planning action the attendees could implement before year end. To make matters worse, I was supposed to outline the tax bill for you in this month’s article with the same goal in mind, to give you a heads up about any last minute transactions to complete in 2017 that would reduce your 2017 tax bill. The problem is we don’t have a final Senate plan as I write this because one Senate member is holding up the bill for whatever reason, thus holding up the process of reconciling both bills to arrive at a final bill to send to the President for signature.

A number of you will be asking if you should switch their flow-through entity to a C-Corp. Good question, but one that is beyond the scope of this article because even though a C-Corp pays less tax there are other complications that offset the immediate tax benefits, with the major one being the potential double tax you pay taking distributions out of a C Corp. I would suggest not letting the tax tail wag the dog because there are plenty of tax planning opportunities in these bills to get you where you need to be. Here are the tax issues dealers’ needs to understand State and local taxes - only small amount allowed with the possibility that they are no longer deductible at all. Mortage interest - Could be reduced from where we stand now. NOL deduction - No more carrybacks….only carry forwards. (This could be big deal for some) Like-kind exchanges - Eliminated for all but real property…. A big deal if you use this tool to defer gains on sale of used equipment. Interest expense - Limitation on what you can deduct. This will get complicated depending how the bill winds up.

So on to Plan B we go. Mr. Pierson has been kind enough to provide a comparison of our current code against the latest Senate bill (which is still in limbo) and the House bill on the table. This is still a very moving target so I will use Steve’s work to highlight areas dealers should be concerned about. To help you follow along I have asked Kathy Regan to attach a copy of Steve’s presentation to MHW’s website. But keep in mind we are working with two bills that are still a work in process. Once we have a final version I will update this discussion using the final version.

Bonus depreciation - 100% bonus for new and maybe used depreciable assets. Some strange exclusion language dealing with floor plan interest.

So the question of the day becomes …Will this new tax bill save me some money? And the answer is……………………..

Cash basis accounting - I don’t get it but they are suggesting that smaller companies could use cash basis accounting. No more inventories on your books….??


January 2018

SEC 179 - Limit to increase to at least $1 million Flow-through tax rates - Two different plans that are supposed to get you to the equivalent of the 20% rate on C-Corps. You will have to run your numbers to see how it works. Examples are provided in the Powerpoint exhibit on the website. Lower rate may be delayed until after 2018.

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Cover Story AMT- repealed. If you pay AMT this alone will generate tax savings. The flow-through examples show a reduction compared to the current program. Nothing to write home about but with the new limits on Bonus and Sec 179 you really have more ways to reduce taxable income. For example, a family with $250,000 in wages and $250,000 of flow through income could save $30,000 in taxes. Not bad, but remember that you now have more options to reduce the flow-through income that could make the change larger. BOTTOM LINE----YOUR TAX CALCULATIONS GOING FORWARD WILL CHANGE. YOU WILL HAVE TO RUN THE NUMBERS TO SEE WHERE YOU STAND AND WORK FROM THERE TO DETERMINE WHICH NEW OPTIONS WORK FOR YOU. BUT IF YOU DON’T HAVE YOUR OWN STEVE PIERSON YOU BETTER FIND ONE. ALERT-ALERT-ALERT- As important as it is to get a handle on the new federal tax laws, it is just as important to review your state and local tax laws

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January 2018

to see how they work with the new federal rules. Nobody likes surprises on April 15, especially if the surprise could have been avoided. And as long as you are seeing how the federal rules interact with the state and local rules it is probably a good idea to give your state and local tax position a hard review to make sure you are not overpaying or handling dealer transactions the wrong way to the detriment of your wallet. This is especially true if you operate in multi tax jurisdictions because it is easy to think you apply all transactions the same way when in fact that is not the case. Hopefully you work with a professional state and local tax person. Do not assume that the person doing the federal work knows the state and local rules as well as a SALT (State and Local Tax) person does. If you are dealing in multiple states a true SALT professional is worth their weight in gold. There you are…a short version of how the new tax bill will impact dealers. We will have the PP slides on the MHW website along with some worksheets that show the tax savings for those with flow-through entities. But please remember these are examples which assume the dealer taxable income could not be offset by Bonus or Sec 179. We will add one to show the difference between C-Corp and Flow-through using the same assumptions. Any questions that are dealer related, please call me and I will follow up with my dealer tax people, both federal and SALT. You can add tax planning to your list of things to do in 2018. Take your time and do it right. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail to contact Garry.

More articles are available at

January 2018


Aftermarket Dave Baiocchi

Dissention in the ranks “If you don't make a total commitment to whatever you're doing, then you start looking to bail out the first time the boat starts leaking. It's tough enough getting that boat to shore with everybody rowing, let alone when a guy stands up and starts putting his life jacket on.” Lou Holtz – Legendary College Football Coach Let me first start by saying that your “boat” will ALWAYS be leaking in some form or fashion. Expecting otherwise is unreasonable. Aftermarket departments by their nature are constantly challenged by customer expectations, internal pressures, deadlines, lack of resources and personnel issues. The question of the day may not be “Are we leaking?” The question very well could be “Are we sinking?” Boat repair is a full-time occupation, and running a sustainably profitable operation will require you to not only “plug the holes” but also “prevent” the leak by reinforcing your hull. It’s also important to note that during those difficult moments when the leak goes from a trickle to a fullon stream, it’s not enough to just tell everyone that “everything will be OK”. Your team is not stupid. They see the water rising, and fear starts to fuel desperation. In these circumstances leaders cannot afford to placate their team. They must lead them. If your boat is sinking, the team needs to know: 1. T  hat you see the leak and recognize its importance. 2. T  hat you have a plan to seal the hull and drain the water 3. T  hat every member of the team has a role to play getting things dried up. Then don’t delay. Formulate and complete both a short-term plan, followed by a longer-term plan, and delegate at least some of the tasks to the team. If you don’t even understand the reasons for the leak, then use all your energy and team focus to research where the trouble is coming from. Locating the source must be accomplished before any plan can be implemented. When we don’t focus all of the team’s energy and 10

January 2018

resources on first discovering what is causing the leak, the team will naturally start only focusing on addressing the symptoms. Bailing water never stops the flow. Once the source of the trouble is located, split the work into pieces that can be distributed so that as many people as possible are involved in solving at least part of the problem. This is a key to your success. If you don’t have everyone working on the problem, or at least knowing what portion of the load they are carrying, then you effectively have observers on board that can think of nothing better than fitting themselves for a life jacket. It is important to understand that there are times when team members can adopt a “herd” mentality. If a few start running, they all start moving toward the door. This only underscores the importance of remaining in control of your emotions, and your responses in times of trouble. During our busy season, we had a situation develop in our southern territory. We had three technicians that normally cover that area extremely well, and have always worked well as a team. As the season grew busier, we started hearing regularly from two of the three techs, complaining that the third was not carrying his weight. At first, we dismissed it as a bad day and hoped that the situation would be resolved between them. After a day or two however the complaints resurfaced, and became more intense. We then realized that we might be looking at a potential problem or leak. Employee infighting can be the worst kind of leak to repair. The very people you would want to call on to solve the problem, are actually part of the problem. Following the model of focusing on the facts first, we immediately looked into the productivity of the tech in question, and found that he was indeed being as productive, (if not more productive) as he had ever been. From a factual standpoint, these complaints could not be substantiated. During the time that we spent reviewing the data, we found that the techs doing the complaining were

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Aftermarket starting to recruit other techs into their cause. This was only serving to make the leak bigger by spreading division, and sacrificing productivity from every employee being approached. We had to take action. Short term plan: Get the facts on the table. We first notified the territory CSS representative about the problem, and informed him that we would like for him to be involved in resolving the situation. We then contacted each technician, and informed them that we would like to have a word with them. During the first hour of the working day, we had all three techs and the CSS rep in the office. We laid all the performance metrics out on the table for all three to hear at once. • Billing efficiency • Labor utilization • Customer satisfaction • Gratis In every category the three techs had similar and acceptable scores. There was less than a 4% variance between all three techs for every category of performance and productivity. Of course, the technician that was being questioned had no idea of the unfair criticism he was receiving from his peers, and was stunned to hear about it. I then allowed that particular tech to explain to the other two what his daily work load consisted of. This technician was routinely sent to remote locations to repair equipment for which he had special training and tools. The schedule for his day was different than the others, but by no means was it less productive. We then allowed the CSS rep to address all three of them in a positive, motivational way. At that point the techs that were complaining realized and admitted that they were a bit too quick to judge.   After everything was cleared up, and everyone in the room had a chance to communicate, we made it clear to the three techs that they were veteran technicians. They all played an important role in setting a good example for our rookies. We were counting on them to sow seeds of unity within the 12

January 2018

group instead of division. We asked them to commit themselves to that mission. They agreed. Long term plan: Monitor and report We then excused the techs, and instructed the CSS rep to continue to monitor the situation, and be continuously involved in the communication process. For the next 6 weeks, he was to act as a conduit for the flow of communication between the techs, the customers, the dispatcher, the shop managers and the management. The reports that followed were exemplary, and this team still operates effectively to this day. It seems as if the leak was sealed, and everyone involved maintained their productivity. Although this was a real-time example, I want to stress that our tactics to resolve this situation were largely influenced by the fact that we had a very good understanding of the personalities involved. I am not suggesting that using the same tactic as a generalized means of resolving peer to peer complaints is the right solution for everyone.  It did illustrate however the process of recognizing an issue, assessing factual data, constructing short and long-term plans to solve the problem and delegating some of the duties to team members that have a stake in the process. 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.

For more Aftermarket articles go to

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January 2018


Your Business Eileen Schmidt

The main goal at "Save"ty Yellow Products is a simple one - value. But the execution of that simple goal is an extensive one. It means "giving the customer options," said Brandon Gentile, general manager. It means knowing customers well enough to anticipate their needs and "making products that make customers think 'This is my go to vendor." Gentile said.  This is "why we do have so much custom work going through," he said. "We're taking what we're being told by customers and trying to create or modify a product that works for everyone."  Now in its 15th year, "Save"ty bills itself as a leading producer of facility asset protection and safety products used in manufacturing, distribution centers, and warehouse facilities. "We design products to reduce the overall cost including installation," says the company website. "Our entire product line is powder-coated for long lasting durability."  The business sales and distribution center, including 20,000-square-feet of warehouse space, is located in Saint Charles, IL. The 90,000-squarefoot manufacturing facility is located in Rockford, Ill., and is ISO-9000 certified.  Dan Gentile, the current president, started the business in 2003 after 11 years as a manufacturer's representative. "After so many years of being a manufacturer's rep out on the street he thought, 'I know all my competitors' flaws, why don't I make my own guard rail?" his son, Brandon Gentile, said. "He put his mind to it and got it done. He's been very smart in business," he said.  Another son, Nick, handles production management for the company. Brandon Gentile has been working for his parents' business for a decade, moving from sales to custom work and to his current role as general manager. The business product lines include: industrial guard rails, collision awareness forklift warning systems, column/rack post protectors, building column protectors, industrial handrails, industrial dock and driveway gates, mezzanine and handrail gates as well as steel bollards and machine guards. 14

January 2018

"We take the approach to be a solution provider, so we offer several models for each product line giving you a choice when designing your facility, including custom applications," the business website says.  "Save"ty, which includes a staff of 15 and also has a group of sales reps out in the field, recently moved into a new 20,000 sq. ft. building at 3550 Legacy Blvd., St. Charles, Ill. "We were renting before. My parents built this building, they wanted something they could design themselves," said Brandon Gentile, who said the Midwestern location is beneficial as the region remains a hub for manufacturing.  "We have so many local customers," he said. "Save"ty has several thousand dealers and system integrators across the country, according to Gentile. He said the business is always working to expand its customer base and aims to get advertising to them while still protecting the needs of "Save"ty's distributors. The business does tend to be seasonal, and Gentile so "Save"ty works to keep a lot of materials on hand. "We do stock a lot of material. I've got over 600 skids of material in stock and we do our best to keep all the products in our 24-page catalog in stock at all times," he said.  Gentile said those in the business are thankful for "Save"Ty's customers and the family is all happy to be involved in the operation, including his mother Virginia, vice president, and father and company president, Dan Gentile.  "I think he wakes up every day glad to be succeeding in what he does and pleasing his customers," Brandon Gentile 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 or visit to contact Eileen. 

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January 2018


Human Element

Michael Pollack | Staffing, training and ownership thoughts

Hiring for “soft skills” in the robotic age Depending on your level of paranoia, you either think that robots are definitely going to overthrow humanity, Terminator style, or that they’re maybe going to overthrow humanity but it’s too early to tell, Westworld style. Or perhaps in the style of 1986’s Killbots AKA Chopping Mall (how’s that for movie-geek cred?), robots are going to be overzealous in going after shoplifters. [In retrospect, it was probably a bad idea to equip those mall security guard ‘bots with laser guns. What, you’ve never seen Killbots? I’ll wait.] Maybe you’re not thinking about robots at all, but if you’re involved in hiring and developing your company’s next generation of leaders and top performers, it’s time to start integrating these considerations into your recruiting strategy. Just as the last generation of robots has largely replaced assemblyline workers, and the current one is on the cusp of overtaking the service sector, tomorrow’s robots, imbued with artificial intelligence, will be performing at least some white-collar work currently done by people. We’re all aware of the rise of self-driving vehicles and can imagine the potential effect these breakthroughs will have the transportation and shipping industries. But there are also AI technologies in development that will replace human workers in healthcare, product engineering, and corporate office roles. To those of us who are bullish on artificial intelligence, we’re talking about a potential paradigm shift on the level of the industrial revolution. Fortunately, humans have proven to be remarkable at adapting to new or changing environments. So what kind of human employee will fit best in this near future? It’s an important question, because the person you hire today may develop into tomorrow’s leader at your organization. According to many experts, the focus for hiring will shift dramatically toward “soft skills” such as teamwork and interdisciplinary problem solving. Which sounds


January 2018

great, but how can you see soft skills in an applicant? How do we define them? “Soft skills” is really just a label for a certain group of behavioral competencies related to leadership, teamwork and cross-functional problem solving. Based on extensive research, here are some of the key behavioral competencies to look for in candidates who could become part of your organization’s long-term talent-development plan: Leading change – Having a forward vision, gaining buy-in from others, and guiding the change process. Team building – Showing the facilitation skills to bring people together and guide them toward using their individual strengths in support of achieving shared goals. Conflict management – Change generates friction, so someone demonstrating this competency is valuable in managing challenges and steering disagreements toward constructive results. Active listening – Listening to understand instead of listening to respond leads to higher levels of collaboration, empowerment and engagement. Learning agility – The human brain is far more adept than a computer is at connecting abstractions. The more that robots replace task work, the more valuable the agile human thinker will become in recognizing market and industry changes and developing strategic responses. Information seeking – Being driven by an underlying curiosity and desire to know more about things, people and issues … a trait displayed by the people who developed robots and artificial intelligence, for example. No one is suggesting the behavioral tendencies described above are meant to replace other skills, training and expertise. But when you’re looking to hire key positions for the artificial-intelligence era— and your applicants are equal in other respects—these

Human Element qualities could be the differentiator in maximizing human performance.

For more Human Element articles go to

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 editorial@ to contact Caliper.

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83/187 83/188 83/188 83/187 88/199 88/199 88/199 83/189 87/188 88/199 83/187 83/187 88/199 82/122 83/189 84/240

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84/174 100/218 84/174 88/186 85/173 84/173 84/173 84/173 84/173 84/121 108/220 100/214 92/185

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4Way PRS, 4Way PRS, 4Way PRS, 4Way PRS, 4Way 4Way, S-S/F-P, 48” Forks S-S/F-P, Forks S-S/F-P, Forks PRS, 4Way PRS, 4Way

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

S-S, Forks 4Way, Turn-A-Load 4Way, Turn-A-Load 4Way S-S, 42” Forks 4Way, S-S/F-P, 42” Forks S-S, LBR, 42” Forks S-S, Forks S-S, 42” Forks S-S, 42” Forks S-S, 48” Forks

5 Way 4 Way 5 Way 4 Way

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Hyster S120FT-PRS Hyster S120FT-PRS Hyster S120FT-PRS Hyster S120FT-PRS Hyster S120FT-PRS Yale GLC080LJ Yale GLC100VX Yale GLC100VX Yale GLC120VX Yale GLC120VX

IC PNEUMATICS 19767 20241 20242 19914 19839 20130 19720 19373 20142 20015 20057

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IC BIG CUSHIONS 20050 19965 19899 19597 19660 19331 19332 19336 19339 19366 19824 19765 19268


2012 2014 2014 2010 2012 2010 2011 2012 2014 2007 2007

Hyster H50FT 84/189 Hyster H80FT 85/173 Hyster H80FT 85/173 Hyster H120FT 84/120 Mitsubishi FG15N-LP 84/188 Toyota 8FGU25 84/189 Yale GLP030VX 84/187 Yale GLP030VX 84/187 Yale GLP030VX 84/187 Yale GLP050VX 90/200 Yale GLP050VX 88/200

IC BIG PNEUMATICS 19792 20264 19580 20068

2007 2007 1997 2011

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January 2018


Sales Trends Jeffrey Gitomer

This place couldn’t survive without me….Not. When I was 19, my dad made me production manager of his 75 employee kitchen cabinet manufacturing factory. Before I officially took the job, I worked in the shop at each job, and set production standards based on what I could produce at each station. On my first official day as boss, Ozzie, our superstar cabinet assembler (main guy in the most important position), came to me and asked for a 25¢ per hour raise. I went to my dad for advice and he said, “Give it to him, son.” So I did. A week later Ozzie returned and demanded another 25¢ raise, and he said he would quit if he didn’t get it. I went back to my dad for advice and he said, “Fire him, son.”  I went nuclear, “You can’t fire Ozzie,” I pleaded, “The place will fall apart.”  “Fire him, son,” he repeated. 

So I did. I dreaded the next day. But to my everlasting surprise, four guys came forward to claim Ozzie’s position. We had a contest to see who would get it. Production was up 25% and “Mr. Irreplaceable” was replaced in less than 24 hours - and was never missed. How irreplaceable do you think you are, Ozzie? I have heard salespeople boast on hundreds of occasions: • If it wasn’t for me this place would fold. • If it wasn’t for me we’d be out of business. • This place couldn’t survive without me. • I do all the selling so this place can operate. • My sales built this place. Those are warning chants that the end is near. Here are 9.5 early warning signals that your sales brain has stopped functioning. 1. You think sales reports are a waste of time. 2. Everyone else does wrong things except you. 3. Y  ou get blamed for things you’re certain are someone else’s fault.

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4. Y  ou think your sales production could be better - if you just got a few breaks. 5. Y  ou don’t listen to sales information in the car, or do anything to further your sales education. 6. You’re way too cocky, cynical and critical. 7. A  t night you socialize or watch TV instead of reading and planning your next day. 8. Y  ou go to sales calls unprepared (no personalized ideas for the prospect or information about the prospect). 9. Y  ou think most prospects and customers are dumb (or at least not as smart as you). 9.5 Y  ou think your boss is stupid. Many salespeople are failing or doing poorly and claim they don’t know why, or blame everyone and their dog. Many more salespeople get fired and claim

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Sales Trends or blame the same way. Truth is they can’t or won’t face themselves. They blame others and things instead of taking personal responsibility. • If you’re doing poorly and you blame “circumstances,” -- take a look in the bathroom mirror. • If you get fired and you leave thinking it’s someone else’s fault - you’ll likely repeat the process at your next job. • If you get blamed and you think it’s someone else’s fault - think again. It may take one face down spill in the gutter to wake you up. But it’s a whole lot easier (and less costly) to catch yourself before you fall. Success strategies Here are a few positive steps that will lead to better personal and team responsibility: •L  ook at your belief system. To succeed at sales you must believe that you’re the best, your


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company is the best, and that your product is the best. All three are needed to succeed. •R  ededicate yourself to be more customer focused -- not me focused. Customer dedication eliminates a lot of the ego problems. When you’re busy helping customers, your time to brag and complain diminishes. •R  ededicate yourself to get more educated. Listen to attitude and sales information an hour a day. •W  ork longer hours. Get there an hour before everyone else. People who struggle to get to work “on-time” never seem to make it. •G  et more “help” oriented. Help others get sales. Help others succeed. Help customers get what they want and need. •T  ransition from cocky to selfconfident. Show it with deeds, not words. •T  ransition from blaming others to taking responsibility. Most of the time when things go wrong, you could have done something to prevent it. Admit fault. Take the hit without a bunch of defensive whining. •R  ead (re-read) How to Win Friends and Influence People, by Dale Carnegie, and Think and Grow Rich, by Napoleon Hill. The two bibles of business and sales success. Rededicate yourself to those success principles. •A  dmit the truth to yourself. Admit fault. Then document what you could have done to have prevented the problem or made things better. Then make a daily (morning) plan to make a change for the better. In order for the things and circumstances of your life to change -- you must change first. Not much will happen without a change in your thought process, your attitude and maybe eating a piece of humble pie. Admit it -- it starts with you. 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 email Jeffrey at 


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January 2018


Nuts & Bolts

Acquisitions, expansions & other business news

Justrite® acquires First Safety Corporation Established in 1991, the Janesville, WI, company services the industrial, safety, and scientific markets with high-quality equipment designed for handling gas cylinders. Products include: barricade racks, handling trucks, cylinder pallets, cylinder security cabinets, fire barrier equipped products, and more. Due to the inherent nature of gas cylinders, all products offer robust designs to ensure safe handling during storage or transport. Engineered to meet the highest safety standards, all hand trucks, racks, and stands feature an exclusive zero lift height base, braced on three sides— no dangerous rolling or tilting of cylinders during placement.

Seegrid partners with Bell and Howell Bell and Howell announced that it has been selected by Seegrid, supplier of connected self-driving vehicles for materials handling, for technical service and support in North America. The partnership expands Seegrid’s service capabilities as the company’s manufacturing and distribution customer base continues to grow. Seegrid self-driving vision guided vehicles (VGVs) provide flexible and reliable material movement in large manufacturing plants and fulfillment centers. Bell and Howell supports Seegrid’s portfolio of VGVs, including the recently announced GP8 Series 6 self-driving pallet truck, which offers fully automated material movement from pickup to drop-off.

subject to customary closing conditions including HartScott-Rodino Act clearance. Dechert LLP acted as legal advisor to H&E. Catalyst Strategic Advisors acted as exclusive financial advisor to CEC, and Holland & Hart LLP acted as exclusive legal advisor to CEC.

Holland driver accepts ATA Mike Russell Trucking Image Award The American Trucking Associations honored Herschel Evans of Atlanta, Ga. as one of the ninth annual Mike Russell Trucking Image Award recipients. Evans, a professional truck driver for Holland and an ATA Road Team Captain, is the driving force behind the Safety Drive for a Cure, a truck safety and skills competition benefitting the Pediatric Brian Tumor Foundation. Herschel Evans was chosen for representing the industry through his role as an America's Road Team Captain, lifetime commitment to safe driving, and his establishment of the Safety Drive for a Cure truck driving competition in support of the Pediatric Brain Tumor Foundation which has grown to attract national attention and tens of thousands of dollars in donations.

H&E Equipment Services to acquire Contractors Equipment Center H&E Equipment Services, Inc. announced its entry into a definitive agreement to acquire Contractors Equipment Center (CEC), a non-residential construction focused equipment rental company located in the greater Denver, Colorado, area. Under the terms of the agreement, H&E is expected to pay approximately $122.4 million in cash for CEC, subject to customary adjustments. The transaction is expected to close in the late fourth quarter of 2017, and is 26

January 2018

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January 2018


Shifting Gears

Industry personnel and organization news

KION North America hosts dealer meeting KION North America Corporation hosted a meeting for its dealer network on Oct. 25-27 in Charleston, S.C. There were more than 150 attendees representing 63 dealerships from throughout the United States, Canada and Mexico equaling 85 percent of the company’s dealer network. Attendees were taken on a tour of KION North America’s facilities including its manufacturing plant and parts warehouse. The plant tour was followed by a pig and oyster roast welcome dinner. Day two was dedicated to learning about new products and technologies which included additions to both the company’s Linde and

Baoli product lines. Attendees also had the opportunity to test drive each of the new products along with some popular existing models. The Linde Series 1346 is a stand-up electric counterbalanced truck with a load capacity ranging from 3,500-4,000 pounds. In its economy segment, the company introduced the Baoli KBE25C (electric powered) and the Baoli KBG25C (LPG powered). Both cushion tire forklifts, they are designed to work in a variety of indoor environments. Additionally, Dematic showcased the new iGo neo, a dual-use automated guided vehicle. This vehicle can operate as both a traditional walker-rider machine or as a fully automatic AGV. These additions complete their goal of the largest new product release in company and material handling industry in a single year, which they began with the introduction of five new volume and economy segment forklifts at ProMat in Chicago earlier this year.

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January 2018


Shifting Gears

Industry personnel and organization news

Hy-Tek Material Handling appoints integrated systems director Hy-Tek Material Handling’s Integrated Systems (IS) Division is pleased to announce the appointment of Brent Tymensky as director of solutions development for the company’s Nashville, Tennessee office. Responsible for cultivating systems sales and designing complex material handling systems, Tymensky joins Hy-Tek Integrated Systems’ nationwide team of experienced engineering, sales, logistics and project management professionals. Based in Greater Cincinnati, Hy-Tek’s Integrated Systems Division has offices in Cleveland, Columbus, Indianapolis, Nashville, New Jersey and Philadelphia. Tymensky’s appointment was announced by Hy-Tek Integrated Systems Division President Tom Mann. Tymensky has over 37 years’ industry experience including apparel (soft lines), hard lines’ distribution, multichannel distribution, automotive aftermarket, grocery, food service, pharmaceuticals, and electronics. Prior to joining Hy-Tek, Tymensky was employed by Fortna, serving as Solutions Excellence Team VP and Engineering VP.

Hydra-Slide empowers customers through training In an age of technology-driven communication and internet-based learning, Hydra-Slide Ltd. Is taking training back to first principles, offering hands-on instruction on every piece of equipment they design and manufacture. At the forefront of Hydra-Slide’s training program are their Low Profile and Heavy Track skidding systems as well as the Canadian manufacturer’s specialized


January 2018

hydraulic power systems. Hydra-Slide skidding systems have proven to be one of the most cost-effective and safe methods for moving all types of heavy loads. The heartbeat of these skidding systems is the company’s conventional and synchronous hydraulic power units. The Hydra-Pac Synchronous 10,000 psi hydraulic power units provide synchronized control of multiple hydraulic cylinders, suitable for operation of all HydraSlide skidding systems, turntables, climbing jacks and most other double-acting jacking applications.

Raymond Handling hosts operation Santa supply chain food and toy drive Raymond Handling Concepts Corporation(RHCC) held its third annual “Operation Santa Supply Chain Food and Toy Drive” to benefit local charities during the holiday season. Held online and at all RHCC locations, Raymond Handling employees, customers, families and friends came together to spread the gift of giving by donating food and toys to local food banks and charities. “This is the best time of year as the ‘season of giving’ is upon us,” said Steve Raymond, president. “We are thrilled to be holding another heartwarming event that not only builds up our team, but reaches those in need.  The RHCC family enjoys giving back to our community through our annual Operation Santa Supply Chain.”  This year, all online proceeds went to the Alameda County Community Food Bank and the Sacramento County Food Bank. All food donations will serve local food banks, including Alameda County Community Food Bank, Sacramento County Food Bank, Auburn Food Bank and Faith Home Teen Challenge in Stockton, California.

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January 2018

New Products

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Hamilton Caster unveils new powder coating system Hamilton Caster announces a significant expansion of its manufacturing capabilities with an advanced powder coating system. The new system was installed in Hamilton’s 100,000 sq foot facility in Hamilton, Ohio and became fully operational November 1st.  The automatic powder application system represents the latest technological advancements in the industry and supports Hamilton Caster’s commitment to premium product quality and its “Toughest on the Planet” motto. The new powder coating operation also increases productivity, reduces waste, and is more environmentally friendly.

Pivot safety gate now available in a rack-supported design Mezzanine Safeti-Gates, Inc. announced the popular Pivot safety gate model is now available in a rack-supported design. The rack-supported Pivot safety gate secures pallet drop areas in rack-supported pick modules for picking positions and empty pallet or tote return bays. The rack-supported Pivot safety gate has few moving parts and includes a hydraulic damper for easy, ergonomic operation. The design attaches directly to the rack uprights in the module, which maximizes space in the bay and creates a secure connection that does not require anchoring the gate to the decking.

Introducing the Magliner ContolPRO™ hydraulic brake truck Magline, Inc. has launched a heavy-duty hydraulic brake truck. With this new design, the lever stroke required to activate braking power is reduced to the strength of a single fingertip. The ControlPRO technology provides unmatched brake activation.

With up to three times less muscle exertion required to slow the truck, hand and forearm fatigue is reduced. Stronger, heavy duty wheel brackets increase load capacity up to 600 lbs., and the added feature of an ergonomic kick bar assists with loading, unloading and breaking back loads.

Graphic user interface makes door control safer & easier The Graphic User Interface (GUI) by Rite-Hite is an easyto-operate door control box that enhances worker safety and provides real-time data. The new interface uses low voltage connections from the larger junction box near the motor to provide access to door settings without the risk of arc flash – eliminating the need for workers to wear personal protective equipment when making adjustments or troubleshooting. The Graphic User Interface system features a 7-inch, color LCD touch screen with easily understood icons and descriptions regarding adjustments. Intuitive graphics and design make troubleshooting simple for workers.

JLT Mobile Computers launches fully rugged tablet JLT Mobile Computers is adding the fully rugged MT2010™ tablet to its existing product portfolio. The expansion leverages JLT’s extensive rugged tablet knowledge in response to customer demand and is in line with the company’s strategy to increase business value to existing customers. The rugged MT2010 tablet comes with a large 10-inch, sunlight-readable, projected capacitive touchscreen display, is IP65 dustproof and water resistant, operates in temperatures of -10 to +50 °C (14 to +122 °F), and withstands a drop of up to 4 feet onto concrete.

January 2018


New Products

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WIX® Filters launches smart air filter monitor WIX® Filters is launching the world's first smart air filter monitor, Senzit. Through smart technology, this device provides a new method of monitoring air filter status. Senzit will deliver a new level of connectivity across vehicle types and brands with a central portal to reduce downtime and repair costs. Operators, mechanics, and heavy-duty fleet managers no longer need to physically inspect an air filter to determine its condition. Senzit will monitor, in real-time, the air filter status for each individual piece of equipment to reduce unnecessary filter maintenance.

ORBIS Corporation introduces laminate-sided foam dunnage ORBIS Corporation, has developed Proluxe™, a laminatesided foam dunnage designed to protect Class-A parts in the automotive industry. As part of the ORBIShield® line of custom, fabricated dunnage, Proluxe can be installed primarily in hand-held totes and also bulk containers and metal transport racks, to protect parts and components throughout the automotive and industrial supply chain. Proluxe dunnage is fabricated using a special proprietary adhesive to affix brushed poly laminate to crosslink foam, resulting in a durable, long-term dunnage solution for Class-A parts.

Fairbanks Scales announces new weighing instrument Fairbanks Scales Inc. announces the FB2550 instrument (the FB2558), which maintains its feature set while incorporating faster processing power, an updated operating system, and more memory. Up to five FB2558 instruments can be networked, sharing transactional data and traffic light controls from up to eight scale platforms. Transaction data is 40

January 2018

shared between each networked instrument. The new FB2558 features a powerful integrated web utility that gives technicians complete access to all menu options, including calibration, with a user friendly, web accessible interface.

TVH introduces dual color strobes TVH in the Americas (TVH) introduces the new dual color strobes in the ML2 LED, ML5 LED and ML55 LED series. These strobes come in four different color combinations, amber/blue, amber/ clear, amber/red and blue/red. The dual color option is the perfect solution for being able to alert other workers of the forklift’s action. If the forklift is moving, the strobe will flash one color. When the forklift is stopped and the forks are lifting, the strobe will flash the other color indicating that the forklift is in use and not just parked.

Aussie Eziloader trailer wins Vic WorkSafe Award The new Eziloader Trailier is different, one that loads and unloads at floor level. No need to use a forklift or manually handle products onto the trailer or to grapple with ramps that can move with potentially disastrous results to persons and plant. The Eziloader Trailer allows the stacker to be pushed on with no effort, and more importantly unloaded without the need for a forklift. The Eziloader can pick up and deliver heavy loads or deliver those urgent couple of pallets directly to a home. The Eziloader and one driver can do it all.



For a direct link to these websites, visit 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

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800-909-4937 ▶ BATTERY / CHARGERS

America’s Source for Affordable Forklift Batteries GREEN POWER BATTERIES, LLC. | 1.619.737.5944 |


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January 2018



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

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

Website: • E-mail:

▶ Emission Analyzers Visit our website to learn more about reducing carbon monoxide (CO), saving fuel and operating equipment at peak performance. (800) 255-4109


January 2018

...The Exhaust Experts Phone: 847-487-2780 •



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Cantilever Racks • Structural Pallet Racks Portable Stacking Racks • Specialty Transport & Storage Products 866.245.3630

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January 2018



20395 Hannan Pkwy. Walton Hills, OH 800-588-7515 • Fx 440-232-8142

Inc. International,

.com www.MHWmag


l. Please rush! dated materia ster: This is ATTN.: Postma

0725 IA 52004-

e Requested Change Servic

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tions Specialty Publica ee-Owned An Employ

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Merry Christmas


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! ge Problems Your Stora In Solving

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GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . 18, 22

RESONANT DEALER SERVICES . . . . . . . . . . . . . . 13

ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 17

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . 8, 33

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 38


HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 34

SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . 31

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 24

HAMILTON CASTER AND MFG. CO. . . . . . . . . . . 45

CAMSO. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25

INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . 37

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

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 33

STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 23 SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . . 7 SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 29

CLARK MATERIAL HANDLING CO. . . . . . . . . . . . . 9


CT PACKAGING SYSTEMS INC . . . . . . . . . . . . . . 33


DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

MHCONX.COM. . . . . . . . . . . . . . . . . . . . . . . 20, 21

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

MHW. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44

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

MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . 47

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13, 20, 48

ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . 11

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 28

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 18

FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3, 29

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

YODER AND FREY. . . . . . . . . . . . . . . . . . . . . . . . 32

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 19 THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 35 TRI-BORO SHELVING & PARTITION CORP. . . . . . 46


January 2018

The Toughest Carts on the Planet.


30 Tons . *

Then Throw Your Weight Around.

Stuck with a heavy load? You need a Hamilton. We start with our ultra-durable casters. Then we add a rugged structural frame, and the guts to handle 30 tons and years of abuse. Learn more about the toughest custom trucks on the planet at *80 ton trucks also available. Š 2018 Hamilton Caster & MFG. Co. Š 2 013 H am ilton Caste r & MFG . Co.













Keep your fleet on the floor and out of the maintenance shop. Finally there is a wheel engineered for the demands of today’s 24/7 warehouses. Falconium utilizes a revolu-



tionary break through in polymer chemistry to give you wheels that carry up to 40% heavier loads and can withstand the internal heat buildup that causes yesterday’s wheels to fail. €

polyurethane wheels Falconium boosts productivity by reducing downtime and costly wheel change outs. Contact your Millennium dealer to setup a test drive and find out why warehouse managers across the country are making the switch to Falconium . ®




Toll Free 800 421-1180

January 2018 Material Handling Wholesaler  
January 2018 Material Handling Wholesaler