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MO INS DE IDE X2 01 8 An Employee-Owned Specialty Publications International, Inc. Magazine

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April 2018

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April 2018 • Vol. 39 No. 4

Dean Millius General Manager/Publisher

22 |  Human Element

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Caliper Corporation

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Jeffrey Gitomer

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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Cover Story 6 |  The foolproof way to

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W.W. Cannon makes a mark in material handling

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Industry News

MODEX 2018

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30 Nuts & Bolts 32 Shifting Gears

Columns 12 |  Aftermarket Dave Baiocchi

Customer engagement – On the phone

16 |  Bottom Line Garry Bartecki What’s in your projection?

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Preplanning for one of the industry's largest conventions....the MHEDA Annual Convention

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THE EXPO MODEX 2018 will provide attendees access to the latest manufacturing and supply chain equipment and technologies. MODEX 2018 will be held April 9-12, 2018 in the Georgia World Congress Center in Atlanta, GA. You can register to attend at no cost by completing a brief online form. EXHIBITS

THE BEST SUPPLY CHAIN SOLUTIONS THE LATEST EQUIPMENT AND TECHNOLOGY  THE SMARTEST THINKING  FIND IT ALL AT MODEX 2018  April 9-12, 2018  Atlanta's Georgia World Congress Center As the speed of manufacturing and supply chain operations continues to accelerate, the future of our industry depends on today’s forward-thinking decisions. From illuminating education to next-generation technology and equipment in action, MODEX lets you see what’s coming — and take advantage of it to FUTUREPROOF your supply chain for years to come.

Over 800 exhibitors from industry, commerce and government will display their supply chain solutions and innovations on the 250,000 square foot show floor. Material Handling Equipment and Systems: Automated Storage and Retrieval Systems, Automatic Guided Vehicle Systems, Alternative Fuel Systems, Casters/Wheels/Tires, Hydraulic and Electrical Components and Controls, Robots, Personnel/Burden Carriers, Racks, Forklifts, Batteries, Flexible Manufacturing Systems, Unit Handling Systems, Conveyors and Sortation Equipment, Ergonomic and Safety Equipment, Scissor Lifts, Order Picking, Carousels, Modular Drawer Storage, Sustainable Facility Solutions, Tool Handling, Shelving and Workstations

Packaging, Containers, and Shipping Equipment: Box and Carton Makers, Packaging Powered by MHI, MODEX 2018 will allow you Machinery, Wrapping, Inspection of Products by to make new contacts, discover cutting-edge solutions, Weight or Scanning, Pallets, Wire Baskets, Plastic and and learn the latest trends that are sure to give you a leg Metal Containers, Palletizing Equipment. up on the competition. Here, you’ll encounter the best Inventory Management and Controlling our industry has to offer to: Technologies: Computers, Controllers, Software CONNECT with over 850 of the leading providers and see in-person, in-action how their efficiency-enhancing and cost-cutting equipment and technology solutions can futureproof your supply chain. LEARN from the industry’s best minds how key industry trends and innovations can transform your manufacturing and supply chain operations during 100+ free education sessions and four powerful keynotes. MEET FACE-TO-FACE with your industry peers from the U.S. and over 110 countries across the globe. Whatever manufacturing and supply chain solutions or insights you need to FUTUREPROOF your business, you’ll find them at MODEX 2018. 6

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April 2018

Programs, Systems Integrators, Manufacturing Execution Systems, Warehouse Management Systems, Supply Chain and Logistics Execution Systems, Wireless and Remote Control Systems, Order Management Systems, Enterprise Resource Planning and Transportation Management Systems. Dock and Warehouse Equipment and Supplies: Dock Levelers, Dock Pads, Doors, Forklift Trucks, Racks, Flooring, Handling Systems, Forklift Attachments, Conveyors, Hoists, Cranes, Monorails, Below/Hook Lifting Devices. Consultants and Distribution System Planners: Simulators, Modelers, System Designers, Distribution Consultants, Reverse Logistics and Third Party Logistics.


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Cover Story Automatic Identification Equipment and Systems: Bar Code Printers and Scanners, Vision Systems, Voice Recognition Systems, Radio Frequency Identification (RFID) Systems, Systems Integrators. Supply Chain Management: Alternative Fuel Systems, Parcel Management and Distribution, Reverse Logistics, Third Party Logistics, Sustainable Facility Equipment, Supply Chain and Logistics Execution Systems, Enterprise Resource Planning and Transportation Management Systems, Inventory Security Services. Smart City Logistics and Connected Supply Chain: Sensors, software, cloud computing, driverless vehicles, robotics and automation, predictive analytics, artificial intelligence, omni-channel fulfillment, augmented reality wearable and mobile technologies. Transportation & Logistics: Road, rail, sea and air freight transportation, parcel delivery, security, autonomous vehicles, robotics, sensors, supply chain management software, third party logistics and reverse logistics. SUPPLY CHAIN CONFERENCE The MODEX Supply Chain Conference brings together leading experts from the industry to give you the latest information on manufacturing and supply chain trends, technologies and innovations. The conference also includes valuable opportunities to network with your peers. • S how floor seminars that complement the solutions you see on the exhibit floor • Keynotes on leading supply chain topics  nticipating Tomorrow’s Supply Chain A Challenges – Today Monday, April 9 8:45 am – 9:30 am Juan Perez, Chief Information and Engineering Officer, UPS Welcome to MODEX 2018 Monday, April 9 9:30 am – 10 am  he Honorable Governor Nathan Deal, T Governor of Georgia 8

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April 2018

Harnessing Our Digital Future Tuesday, April 10 8:45 am – 9:45 am Andrew McAfee, Co-Founder and Co-Director of the Initiative on the Digital Economy and a Principal Research Scientist at the MIT Sloan School of Management  eynote Panel – MHI 2018 Annual Industry K Report Wednesday, April 11 8:45 am – 9:45 am  oderated by: George W. Prest, CEO, MHI & M Scott Sopher, Principal, Deloitte Consulting LLP’s Supply Chain practice. Panelists Include: •R  andy Bradley, Assistant Professor of Information Systems and Supply Chain Management, University of Tennessee •K  evin Vliet, VP Supply Chain Engineering, Automation and Design, Target •B  arbara Ivanov, Chief Operating Officer and Director, University of Washington Urban Freight Lab •K  evin Condon, Director Engineering & Network Strategy, Kroger Why Dirty Jobs Matter Wednesday, April 11 1:00 – 2:00 pm Mike Row, Founder of the mikeroweWORKS •C  ollocated educational sessions from premier authorities in manufacturing and the supply chain industry • S ocial opportunities for networking with solution providers and other industry professionals NETWORKING If you are involved in manufacturing and the supply chain you will benefit from meeting with other professionals in your field on the show floor and in education and networking events. Attendees include: •C  -level and VP-level manufacturing, distribution, logistics and supply chain executives


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April 2018

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Cover Story • Manufacturing and production managers

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• Industrial, plant and manufacturing engineers • IT, logistics and supply chain directors • Third-party logistics professionals

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Thursday, April 12: 10:00 AM - 3:00 PM

Mhi Industry Night With Jim Gaffigan Wednesday, April 11 | 4:30 PM - 7:00 PM Join us for live music, food, drinks and entertainment by comedian Jim Gaffigan. Tickets are sold for $50. Ticket price will include beer, wine and hors d'oeuvres. A portion of ticket sales will be donated to the Material Handling Education Foundation, Inc. (MHEFI). Jim Gaffigan is a Grammy nominated comedian, actor, writer, producer, two time New York Times best-selling author, top touring performer, and multi-platinum-selling father of five. He is

FOR MORE ARTICLES GO TO www.MHWmag.com

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April 2018


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April 2018

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Aftermarket Dave Baiocchi

Customer engagement – On the phone Two months ago, I started a multi-part series about how “details matter” in our current business environment. A dealership’s image and ongoing reputation is formed by what customers SEE, how they are ENGAGED, and how they are COMMUNICATED with.

Sales Solutions. He assists dealers in training customer service employees so that they can craft successful telephone engagements. With his permission, I’ll share some of the ideas within his program that I found instructive.

The first article discussed the visual impact of your dealership. Last month, we reviewed the keys to an effective and purposeful customer engagement experience. This month I want to expand on the customer experience, but from the perspective of how a customer is engaged using the telephone.

This falls under the category of - first things first. It’s important to understand that when a customer calls us for help, they are normally under some kind of pressure. They are not calling to shoot the breeze, or tell us what a great job we are doing. The service industry exists to solve problems. That being said, the person on the other end of the phone is usually dealing with a broken machine and time deadlines that require the equipment to be back up and running in the shortest possible time frame.

There are many dealerships that do not have a market that gives them the opportunity for a lot of front counter retail parts business. I have seen dealerships that routinely do over 90% of their parts business over the phone, or through their field based technicians. This percentage can ebb and flow based on the type of market being served. Agricultural and construction equipment markets normally have a higher volume of front counter parts sales, where materials handling and engineering firms, usually don’t. Either way, a significant number of customers are engaged every day using the telephone. In order to improve customer engagement, we should investigate what measures we have in place to ensure that these phone contacts engender the same feelings customer trust and care, that our face-to-face encounters do. A friend and colleague I know in this industry runs a consulting service that helps dealers streamline their telephone efforts, and ensure a high degree of customer satisfaction in the process. Jim Facente owns Creative

1. Data collection

The first order of business when talking to a customer that is under the gun is to slow them down, and not adopt their manic sense of urgency. This can be a difficult task, but there are verbal tools that you can use to help you to get them in the right frame of mind. First, express to the customer: “Yes, I understand your situation, and we are committed to acting as quickly as possible to get things up and running for you. Just as important, I want to ensure that we get it right the first time. That requires us to choose the right technician, who has the proper training, and has the right parts onboard. In order to do that we need to collect some information. Beginning your response with this preamble will help to calm a customer who is primarily worried about two things: • They won’t be heard or taken seriously. •T  he dealership won’t understand the urgency of the need. Actions to slow them down, and assure them that we are committed to solving their problem, will result in much better accuracy of the information you need to process the work. Now it’s possible to start an effective customer engagement experience.

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Aftermarket 3. Quality diagnostic questions

1. Data collection •C  ompany name – Name of the caller – Call back number • Check immediately for an account number •C  ollect machine data – make, model and serial number or other distinguishing characteristics •C  onfirm the address of the machine. Many times, it is in a different location than the billing address. Include warehouse or building numbers and other data needed to access the equipment. •N  OTE – If the customer does not have an account, or is a COD customer, or has credit issues with his account, deal with that immediately! • S ample Script: “I don’t see that that an account has been set up for your company, but that does not mean that we cannot solve your problem. Our policy in these cases is to secure a credit card authorization for $XXX dollars for this repair, and we will inform you of the total just prior to completing the repair. We will then charge the balance to the card. In the meantime, we can email a copy of our credit application to you right away. Do you have an email address we can use for that purpose? (Or insert your standard company policy for dealing with these customers as needed.) •D  oing this prior to asking any pre-diagnosis questions, or scheduling of technicians, is a key factor to creating an effective and positive customer engagement. 2. Etiquette and patience • If you need to put the customer on hold for any reason, please ask if it’s OK to put them on hold. This will work 99% of the time. If you have successfully prefaced your conversation as shown above, the customer is less likely to feel like he is getting sidelined. Getting permission also allows them to have a measure of control in the decision, and you will find that they will be much more patient in the process. Also, try to estimate how long they will expect to hold and if you find that time has expired, get back on the line and let them know if will be a few more minutes. •P  atience is the key to success. If you start to adopt the customer’s sense of panic, you are much more likely to get it wrong, or guess incorrectly, which will lead to a very negative customer experience in the end. 14

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April 2018

•F  irst rule of diagnostics – Never believe the customer’s diagnosis at face value! Invariably there is more to the story. You need to drill down to have the best chance for success. •W  hat noises is it making? What color is the fluid that is leaking? Is the fuel tank valve open? Did it turn over when you first tried to start it up? Are the hydraulics working? Have you checked the dipstick? Do the headlights come on? Is there any debris caught in or under the unit? •O  ne of my favorite quotes by Ronald Reagan is: “Trust…but verify!” 4. C  ross departmental offerings – Consultation selling • If the customer reports that the water pump is leaking, we need to suggest that in most cases, we also replace the thermostat and gasket. Secure approval for whatever additional items may be necessary (or helpful) to ensure a first time fix. Doing this before scheduling the repair is critical. •W  hen talking to a parts customer – perhaps you can suggest that the needed parts can be installed by a road technician. “The repair comes with a warranty, and the assurance that it’s been installed and calibrated properly.” 5. Closing the deal • In those cases where a customer is calling to get prices, we need to find a way to ask for the order. This is a skill that is seldom taught to aftermarket personnel, but it’s requisite to success and productivity. There are several ways to accomplish this without it feeling awkward. • “ I’d be happy to pull these parts for you and have them waiting for you in will-call. Will that be OK?” • “ We can schedule to do this work tomorrow afternoon. Will that work for you?” •W  hen a customer declines your offer, ask him why? Are the prices too high? Is it a delivery issue? “What else can we do to take care of you?” “Shall I call back tomorrow to check on this?” 6. Circling back •E  specially in the parts department, calling back to try and re-engage the customer after a declination can be very effective. Not many parts departments


Aftermarket do this as a standard business practice, and even if you find out that the order is lost, you can confirm why you lost the order, and track your lost order history. More importantly the customer will NOTICE that you followed up, when nobody else did. This makes it much more likely that you will get a return call, when the customer is again in need. Just like with face-to-face customer interactions, engaging customers on the phone needs to be a point of training and policy. It just does not happen on its own. A majority of your customer touches will happen over the phone in this business. Taking the time to analyze and improve this process with all employees is a key to success. Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 33 years in the equipment business as a sales manager, aftermarket director and dealer principal.  Dave now consults with dealerships nationwide to establish and enhance best practices, especially in the area of aftermarket development and performance.  E-mail editorial@mhwmag. com to contact Dave.

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April 2018

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Bottom Line Garry Bartecki

What’s in your projection? Why am I asking about your plans for 2018? Because based on everything I hear, read or see company owners are anticipating a strong 2018, and I assume you are too. What peaked my interest in business planning for 2018 was my attendance at an annual wealth planning meeting for bank customers to review 2017 investment performance and expectations for 2018. After a brief introduction one of the main speakers asked the attendees the following questions: •H  ow many of you believe the economy is on the right track? • How many of you anticipate a bigger top line? •H  ow many of you are planning to hire more employees? •H  ow many of you are planning wage increases in 2018? •H  ow many of you will be making investments in your business in 2018? •H  ow many of you believe the tax cuts will help improve your business? •H  ow many of you are reviewing potential acquisition candidates in 2018?

But, at the same time I hope you planned out this continued growth cycle with the thought in mind that it could end rather quickly 18-24 months from now. In other words, taking on debt service commitments or contracts that cover an extended period well over 18-24 months out should be given careful thought before signing on the dotted line. What we are talking about is increasing fixed costs which will remain in place once the correction is upon us. Rents, lease payments, investments funded with long-term debt, investment funded with five-year debt. That monthly EBITDA number you review on your monthly financials, as you well know, has to cover your debt service or you will incur cash flow problems that can lead to financial distress. So what is in your projections for 2018-19 and HOW WILL YOU FUND the investments and expense increases related to the questions? Good question, and one where you should have the answer for on the tip of your tongue. And if you don’t I suggest you spend some time with your management team to get the answers to the question. Funding comes in many different packages. • Sales increases of existing products and services

For all except the last question the majority of attendees raised their hands. And, the hands for the last question was also in excess of my expectations.

• New products and services

Quite frankly I was taken aback by the responses after listening to the media talking heads telling us repeatedly about bubbles and the next recession that is right around the corner. Obviously, the attendees at this meeting didn’t see it that way. And after the two presentations regarding the economy in general and the stock market metrics for 2017 and those expected in 2018 the general consensus was that any correction is probably at least two years off. In summary, two professional presentations, supported by historical and current metrics reflected some really GOOD NEWS.

• Bank financing

So let’s assume that you would respond in the same way as the attendees at the wealth planning meeting. If so I hope you attain the results you expect. 16

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April 2018

• Margin increases (Price increases) • Expense reduction • Bank refinancing • Shareholder loans • Shareholder capital • Partnerships • Increased productivity • Personnel adjustments as result of IofT • Sale of business segment • And, so on


Bottom Line So many opportunities and so many options. Where do we start? We start by assessing our own company to see where we stand in terms of both balance sheet status and cash flow status. If we are in good shape with plenty of bankable assets and hi-profit dealer cash flow, our risk tolerance may be higher than a dealer with a high leverage balance sheet and performance on the low end of the MHEDA DiSC report operating results. What we want to avoid is overextending ourselves no matter what our current financial status is, but rather work with what we have to improve operating results for 2018 and 2019 while hedging and protecting cash flow for when the correction actually comes.

to be minimum…..because if you make a mistake it may take ten years before you are again in a position to sell at a price that works for you. So may questions……so many options….. Consider all of them when projecting out the next 24 months. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.

Multiple Solutions... Single Source

Most of the funding required for the changes noted in the questions are clearly variable. You can implement changes and increase expenses but can also reverse those cash outflows if you need to. Don’t forget the lead time required between the cash outflow for products and services delivered and the actual collection of cash. Leveraged dealers may not even want to invest at any level if immediate positive results are required to fund the expenditures. REMEMBER….. EVERY DOLLAR OF ADDITIONAL SALES REQUIRES ADDITIONAL CAPITAL. If you are fully leveraged you may want to work on the less costly alternatives to improve operating results. Believe it or not …..YOU CAN SELL YOURSELF INTO BANKRUPTCY. Obviously, acquisitions and other investments requiring substantial amounts of capital are where the bear traps lay. If you are a shareholder with many years of business before you, the risks can be overcome with a well-managed operation that can withstand a downturn. If, on the other hand, you are in a transition mode you may want to avoid such investments unless you can really assess the risk factor

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April 2018


UNIT

YEAR MODEL

MAST

HYD

NOTES

UNIT

IC CUSHIONS

YEAR MODEL

MAST

HYD

NOTES

IC PNEUMATICS

20202 2012 Cat 2C5000

83/188 4 Way 4Way

20439 2011 Hyster S60FT

88/240 3 Way S-S, Forks

20186 2013 Mitsubishi FGC20N 88/199 3 Way 3rd Valve, Forks 20055 2012 Mitsubishi FGC25N 83/187 3 Way S-S, Forks

20332 2012 Clark CQ30L

86/189 3 Way S-S, 72” Forks

20497 2008 Hamech G25T-16

89/18

20498 2008 Hamech G25T-16

89/198 3 Way PAINT, TIRES, S-S, 42” Forks

3 Way S-S, 42” Forks

20473 2009 Hamech G32HT-16 98/203 3 Way S-S, LBR, Forks

20156 2012 Yale GLC050VX

83/189 3 Way S-S, 42” Forks

19920 2013 Yale GLC060VX

85/181 3 Way PAINT, S-S, 42” Forks

18623 2010 Hyster H50FT

84/189 4 Way 4Way

17140 2008 Yale GLC070VX

85/181 3 Way S-S, LBR, 48” Forks

19767 2012 Hyster H50FT

84/189 3 Way S-S, Forks

17795 2012 Yale GLC070VX

88/187 3 Way 3Way

20366 2012 Hyster H50CT

87/188 3 Way S-S, LBR, Forks

17796 2012 Yale GLC070VX

88/187 3 Way 3Way

19076 2010 Hyster H60FT

118/181 4 Way S-S/F-P, Forks

17797 2012 Yale GLC070VX

88/187 3 Way S-S

19839 2012 Mitsubishi FG15N-LP 84/188 3 Way S-S, 42” Forks

IC BIG CUSHIONS 19965 2005 Hyster S80XM-BCS 100/218 3 Way BCS, S-S, Forks

20430 2012 Utilev UT25P

84/188 3 Way S-S, Forks

20427 2013 Utilev UT25P

86/189 3 Way S-S, Forks

19303 2013 Yale GLP030VX

84/187 3 Way S-S, LBR, Forks

18575 2013 Yale GLP030VX

84/187 3 Way 3rd Valve, Forks 84/187 3 Way S-S, 42” Forks

20050 2005 Hyster S80XM

84/174 4 Way S-S, Forks

19899 2006 Hyster S80XM

84/174 3 Way S-S, Forks

20409 2007 Hyster S80FT-BCS

92/194 4 Way BCS, 4Way

19660 2010 Hyster S80FT

85/173 3 Way S-S, Forks

20142 2014 Yale GLP030VX

19332 2011 Hyster S80FT

84/173 3 Way S-S, Forks

19192 2010 Yale GLP040SVX

84/187 3 Way PAINTED, S-S, Forks

19366 2011 Hyster S80FT

84/121 3 Way

19194 2010 Yale GLP040SVX

84/187 3 Way S-S, Forks

20267 2014 Hyster S100FT

92/185 3 Way S-S, LBR, 48” Forks

20245 2005 Yale GLP050VX

90/200 3 Way S-S, Forks

19824 2011 Hyster S120FT-PRS 108/220 5 Way 5 Way

20540 2007 Yale GLP050VX

90/200 3 Way S-S, 42” Forks

19765 2013 Hyster S120FT-PRS 100/214 4 Way 4Way

20372 2012 Yale GLP050VX

84/189 3 Way S-S, LBR, Forks

20442 2012 Yale GLP060VX

86/181 4 Way 4Way, S-S, Forks

18168 2008 Toyota 7FGCU35

88/187 3 Way S-S, Forks

19015 2010 Yale GLC080VX

85/174 3 Way BCS, 4Way

20247 2010 Yale GLC080VX

84/120 3 Way S-S, Forks

19016 2011 Yale GLC080VX

84/173 4 Way BCS, 4Way

19018 2011 Yale GLC080VX 19024 2011 Yale GLC080VX 20344 2011 Yale GLC080VX

4 WHEEL RIDER ELEC 20295 2013 Hyster E50XN-33

82/189 4 Way 4Way

85/174 4 Way BCS, 4Way

18596 2010 Yale ERC050VG

85/195 3 Way S-S, Forks

82/173 4 Way BCS, 4Way

3 WHEEL RIDER ELEC

92/194 4 Way BCS, 4Way, S-S/F-P, Forks

20143 2011 Hyster J30XNT

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5

Web ID: 6IOI

5

Web ID: 6MFN

82/187 3 Way S-S, 42” Forks

Pick of the Month

5

Web ID: 6UO9

20203 – 2012 CAT 2C5000, 4762 hrs.

Web ID: 6JP4

5

20301 – 2012 CAT 2C6000, 3461 hrs.

19861 – 2015 Hyster S120FTPRS, 5942 hrs.

20242 – 2014 Hyster H80FT, 4218 hrs.

Web ID: 6MG0

Web ID: 6JR7

20246 – 2010 Yale GLC080VX, 2630 hrs.

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5

5

20187 – 2013 Mitsubishi FGC30N, 3690 hrs.

CONTACT US BY EMAIL

5

20426 – 2010 Hyster H155FT, 6096 hrs.

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

Tim Smith | tim@theforkliftpro.com Vince Strum | vince@theforkliftpro.com Ashlee McCarty | ashlee@theforkliftpro.com

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April 2018

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STK# 20484 The Forklift Pro Hyster B60ZHD Pineville NC (877) 7254461

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STK# 1EQ10904 H&K Equipment 2014 Komatsu FD70-10 Coraopolis PA (800) 708-9765

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3F9G

D5FK

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STK# CES #20747 Coronado Equipment Sales Clark TM25 Colton CA (877) 830-7447

0TA6

STK# 18275 Ohio Lift Truck, Inc. Hyster R30XM Grand River OH (440) 354-1444

1

STK# 18575 Ohio Lift Truck, Inc. Hyster E60XN-33 Grand River OH (440) 354-1444

3LQ3

1

STK# 18679 Ohio Lift Truck, Inc. Komatsu FG18ST-17 Grand River OH (440) 354-1444

9QOJ

1

STK# 20671 Worldwide Forklifts Inc. Crown RR5220-35 Fort Lauderdale FL (800) 648-1891

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21


Human Element

Michael Pollack | Staffing, training and ownership thoughts

There’s more than one way to succeed in a job You’ve been gunning for that promotion: working hard, bringing ideas and making yourself visible and valuable to the company. The position you wanted finally opened, and you got the job. Uh-oh. Now what? The person you’re replacing moved onto another organization. She was effective in the role, well respected and conveyed natural authority. Perhaps you don’t possess as much of that same assertive, no-nonsense quality. You’re more personable and collaborative but maybe lacking in the aggressive nature to push things through and deal with opposition. What if people come to see you as weak? What if the company starts lamenting the loss of your predecessor and regrets promoting you? The good news is that there’s more than one way to succeed in a given role. The other good news is that companies often have a conception of an ideal performer in a position, but few applicants are ever going to check all the boxes. Just as you have perceived limitations, so did the person who held the role before you. Do you see any perfect employees walking around who never ask questions and do everything flawlessly from the get-go? Of course not. Play to your strengths Although emulating successful people is, in a general sense, a good philosophy, you can’t force yourself to be someone you’re not. The pretense eventually crumbles (try coaching someone who hates details to be more detail focused and see how long the new behaviors last.) Everyone has a personal work style, and the key is to make your style work for you. Depending on who you talk to in the organizational-development field, personal work styles may labeled as facilitator, implementer, delegator, director, expresser, thinker, creator and so on. Imagine you are a facilitator, whereas the person who held the role before you was a director. You might be less comfortable issuing orders and pressing people for results, but, on the other hand, you are probably better at bringing people together, fostering teamwork and identifying hidden skillsets in your employees. 22

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April 2018

This is not to imply one style is better than the other. The previous manager may have empowered people by saying, “Take ownership of this challenge and deliver a result in two weeks. The methodology is up to you.” You could empower the same employee by saying, “I noticed you are good at [skill]. Let’s work together to develop it so you can take on more interesting and varied responsibilities going forward.” [But maybe sound less like a fictive quote from a business blog when you say it.] Awareness breeds understanding Ideally, you will not only develop an awareness of your style but also the work styles of each team member, your manager and the cross-functional peers with whom you work closely. By understanding each other’s strengths, motivations and limitations (which all derive from our intrinsic personality dynamics), the entire group can become better at communicating and collaborating, and you’ll be able to define the role for yourself instead of trying to measure up to your predecessor’s accomplishments. The example above only looks at one work-style scenario, and it might not describe your situation. The point is to gain self-awareness so that you know how to leverage your strengths and motivations for success. Then, when you move farther up the ladder in the future, you’ll be able to look back on your experience and belt out, Sinatra style, “I did it my way.” Now that’s a style. About Caliper - For nearly half a century, Caliper has been helping companies achieve peak performance by advising them on hiring the right people, managing individuals most effectively and developing productive teams. The accuracy, objectivity and depth of our consulting approach enable us to provide solutions that work for over 25,000 companies. To find out more about how Caliper can help you identify and develop people who can lead your organization to peak performance, please visit us at www.calipercorp.com or call us at 609-524-1200. Email editorial@mhwmag.com to contact Caliper.


15

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April 2018

23


Sales Trends Jeffrey Gitomer

Are you a social sales pacesetter? Or are you losing business to one? Here are a few questions to get your social sales juices flowing: • Why are big companies interested in big data? •W  hy are formerly non-social companies suddenly scouring and analyzing social data? • Why is "mobile" the new "social?" • Why is "cloud" the new data room? Often referred to as pacesetters, companies that have chosen to embrace and engage cloud, analytics, mobile and social strategies are cleaning the clock of their competitors who have chosen the path of cautious resistance or even abstinence. NOTE WELL: The real pacesetters are using all four strategies - not one or two. PERSONAL NOTE: When I saw the statistic that 68% of Facebook usage is mobile, I realized the revolution was in full swing and those not playing hard would lose sales, loyalty, goodwill, reputation and profit. REALITIES: •C  ustomers are smarter. You must be at least as smart. •C  ustomers are social. You must be at least as social. •C  ustomers are mobile. You must be at least as mobile. •T  he availability of online information about you AND your competition is instant. • Customers expect an easy-to-buy process. • Mobile is not an option - it's an imperative. • 24-7-365 is the new 9-5. My good friend, Sandy Carter, is one of IBM's general managers, and their social selling evangelist. 24

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April 2018

Sandy fed me some support data from their recently published IBM's 2014 Business Tech Trends Report. The report reveals that previously emerging trends like Big Data and analytics, cloud, mobile and social are now being implemented across corporate enterprise beyond just experimentation and wait-and-see. The Tech Trends Report also found that the gaps in IT skills that used to exist within these core segments are starting to narrow as organizations are uncovering the skill sets needed to use these technologies to their full advantage. THE SECRET: These big pacesetter corporations have discovered that by partnering with smaller, specialized companies they are able to obtain the critical skills they need to gain a competitive advantage -- thus paving the way for innovation and increased market share. They also learned that total integration of all four pacesetter elements was their breakaway move. BOTTOM LINE FOR FASTER SUCCESS: Pacesetter organizations are now finding partners in a myriad of places including academia, start-ups, clients, citizen developers and established specialized leaders. Pacesetter corporations that integrate cloud, analytics, mobile, and social technologies across their business are four to seven times more likely to use cloud to deliver social, mobile, big data, and analytics. In short, pacesetters use technology for the competitive advantage and the results are more profitable business outcomes. Here are a few concepts beyond buzzwords that will help you think about and understand why these strategies are being deployed and bringing amazing returns: 1. C  loud strategies: Where can I store data and apps that are accessible on demand globally? 2. S  ocial strategies: How am I in touch with my customers to give them information and social


Sales Trends proof, and how can they be in touch with me to tell me all is well? 3. M  obile strategies: What are my customers using to communicate ideas, needs, and desires? How are they accessing my information? How are they purchasing? 4. A  nalytics strategies: Data helps make better and smarter decisions. Data shows the past, reveals the present, and helps predict trends in the future. Another word for analytics is profit. REALITY: An app without analytics is a washing machine without a motor or a car without gas. How is your EXISTING data being mined, analyzed, and used to target trends, analyze profits, and increase sales? 4.5 Partnering strategies: How are you using SEO experts, app builders, bloggers, and social awareness companies - global outside experts - that can help you achieve amazing success in a fraction of the time (and cost) it would take to do it yourself?

YOUR BOTTOM LINE: Now is the time to get your social mojo working in your favor. The opportunity is ripe and the expertise you need is at your fingertips. Carter told me, "The companies we deal with that listen to us with 'all ears' and eagerly implement the pacesetter solutions quickly convert their investment to 'all clicks' as their social interactions skyrocket and sales quickly follow suit." How's your conversion doing? "Get involved and get more." If you search the hashtag #IBMBTT you'll be able to access pacesetter ideas and answers - and maybe add a few of your own. 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 www.GitomerLearningAcademy.com. For information about training and seminars visit www.Gitomer.com or email Jeffrey at editorial@mhwmag.com.

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April 2018

25


Your Business Eileen Schmidt

W.W. Cannon makes a mark in material handling For eight decades, W.W. Cannon has been making a mark in material handling and storage equipment industry. The Dallas-based business was founded in 1938 by Bill Cannon and his brother Jack. The family sold the business in 1993, and in turn, Gregory (Greg) Brown purchased the operation in 1996.

industries. The company’s work is spread equitably throughout those industries, according to Brown.

Brown, who has a degree in industrial distribution from Texas A& M University, had worked for Black and Decker and Unisource Worldwide, before taking on an ownership role with W.W. Cannon. “When I bought it, it was pretty much a rack and shelving company with a pretty good emphasis on automotive dealerships,” said Brown, who said he explored different areas the business could make its mark and expanded quickly. “It got pretty broad pretty fast,” he said. 

The company bills itself as “a leader and innovator in the material handling, and storage equipment industry,” according to the business website, which emphasized “cutting edge material handling products” and “expert procurement, design, integration and installation services.” 

Today, W.W. Cannon has a staff of 30 and operates in the automotive, retail, manufacturing and warehouse

“We do business with all those people in a big way. Distribution is so huge in Dallas, but manufacturing is pretty big too. We’re pretty broad on the customer spectrum,” he said.

In addition to Dallas, W.W. Cannon has offices in Houston and San Antonio, but employees work on job sites throughout the U.S. “We are fairly regionally focused but sometimes our customers have locations all over the nation,” said Brown, who added that the

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April 2018

Totes & Bins


Your Business company also receives a worldwide range of requests online. After a time of sub-contracting installations the company returned to in-house installations, a move that proved key to the company’s recent success. “About 2005 we went into that in a lot bigger way, and today we’ve seven installation crews on the road,” Brown said. 

“We’re trying to be what the customer is looking for. Not just selling stuff, but being a total package deliverer,” 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@mhwmag.com or visit eileenmozinskischmidt.wordpress.com to contact Eileen.

It was an offering reinstated thanks both to customer requests and a desire to do the best job possible by installing the business’ own equipment.

See what's new with Akro-Mils

“It became a turning point for the company,” Brown said. “That really separated us from our competition.” The expansion to the service side of the operation has meant challenges in the form of human resources as the business has grown to meet customer demands, according to Brown, who named the expense of labor and the task of finding good employees as both being part of this effort.  In the coming years, Brown anticipates that labor capital challenges will also be top of mind for the business’ leaders. “Capital is always an issue and trying to make a profit is always an issue,” said Brown, who said on this score, the anticipation of some tax relief will be pitted against increased inflation. 

Visit us at

But as W.W. Cannon celebrates its 80th year, opportunities are also on the horizon.

Going forward, Brown said the company will remain focused on providing quality products and services.

Started in 1946, Akro-Mils has over 70 years of experience providing high-quality storage and material handling solutions. Our extensive industry knowledge allows us to provide valuable insights, helpful recommendations and innovative solutions, to help our customers boost productivity and improve efficiency.

©2018 Akro-Mils/Myers Industries Inc. AKM754

“We’ve grown, we’ve doubled in size since 2008. So I would say in five years we’ll double in size again,” said Brown, who said the company may also grow its geographic footprint. “We’re about at the limits of what the (current) building can do for us. We’re looking at real estate, trying to make some decisions in that area.”

Booth B3375

We have been undergoing some dramatic changes in the last year that will help you streamline your offerings and become a better solution partner for your customers. Stop by our booth at Modex #3375 or visit us online at akro-mils.com.

akro-mils.com

800.253.2467

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April 2018

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29


Nuts & Bolts

Acquisitions, expansions & other business news

Jamco acquires Forklift Garage Jamco Inc., Central Florida’s OEM distributor for Doosan, Heli forklifts, Skyjack and JLG aerial lifts has acquired the business activities of Forklift Garage Inc. Tim Jamal, vp of Jamco says the company will integrate Forklift Garage's operations and staff into its current location in North Orlando Florida. With continued economic growth in Florida, the acquisition is another step forward in strengthening their foot print in the Central Florida market. Jamco expects to see an immediate impact in increased rentals, and service revenue from this acquisition. Craig Smith, principal of Forklift Garage Inc. says during the integration period his primary responsibility will be to ensure a seamless transition for his staff and customers into the Jamco culture while continuing to maintain a high level of service.  We welcome Craig as he joins the Jamco team. www.jamco1.com

H.I.G. Capital agrees to acquire Wastequip Wastequip announced it has signed a definitive agreement to be acquired by H.I.G. Capital, LLC (“H.I.G.”), a global private equity investment firm. Wastequip has been owned by Centerbridge Partners, L.P. (“Centerbridge”) since 2012. Marty Bryant, chief executive officer of Wastequip, commented, “We want

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April 2018

to thank Centerbridge Partners for their invaluable partnership over the last five years. Centerbridge’s support has been instrumental in strengthening Wastequip’s position as the largest and most trusted supplier in the waste equipment industry with leading brands, top quality products and world-class customer service.” Wastequip’s existing management team will continue to run the business going forward. The transaction is subject to customary closing conditions and is expected to be completed by the end of the first quarter of 2018. Barclays Capital, Inc. (“Barclays”) and Credit Suisse Securities (USA) LLC are providing committed financing for the transaction. www.wastequip.com

YRC Freight Driver drive 5-million accident-free miles In his 45-year career with YRC Freight, Bobby Elrod has reached the elite safety milestone of driving fivemillion consecutive miles without a single accident. The company will recognize his safety record with an event at 10 a.m., on March 6, at its Chattanooga terminal. In honor of Elrod's achievement, he will be welcomed into the company's five-million miler Driver Hall of Fame. YRC Freight will also donate 50 children's car seats to the Tennessee Highway Patrol--one for every 100,000 miles he has driven without a single accident. A resident of Chickamauga, Ga., Elrod averages over 2,000 miles a week. He will be presented with a celebratory watch, die cast YRC Freight truck, plaque and a five-million miles accident-free commemorative jacket at the celebration. www.yrcfreight.com

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Nuts & Bolts

Acquisitions, expansions & other business news

Midwest Association of Rail Shippers elects 2018 officers The Midwest Association of Rail Shippers (MARS) elected its 2018 slate of officers at the annual winter meeting earlier in January. The 2018 MARS officers are: President: Harry Zander, Trinity Rail, Chicago, Illinois First Vice President: Tom Surma, Ingredion, Westchester, Illinois Second Vice President: Stefan Loeb, Watco Companies, Downers Grove, Illinois Newly elected to the MARS Executive Committee are: Luke Jones, GATX, Chicago, Illinois; Katie Tamisiea, Union Pacific Railroad, Chicago, Illinois; Kevin Zimski, Cargill, Wayzata, Minnesota; Robert Babcock, Indiana Rail Road, Indianapolis, Indiana; Chad Hartwig, Fairmount Sanitrol, Wedron, Illinois; Michael Kelly, Freight Car America, Chicago, Illinois; Matt O’Kray, Canadian Pacific Railroad, Chicago, Illinois; and Dave Murawski, Union Tank Car, Chicago, Illinois.   An outstanding attendance of 850 marked the two-day 2018 Winter Meeting in Lombard, Illinois, where the officers were elected.  www.mwrailshippers.com

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Resonant Dealer Services Dave Baiocchi | 209.652.7511

m dave@resonantdealer.com w www.resonantdealer.com

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April 2018

31


Shifting Gears

Industry personnel and organization news

2018 MHI Innovation Award finalists announced MHI just released the list of finalists for the 2018 MHI Innovation Award. After receiving 111 submissions for this year’s awards, five judges comprised of professionals from the material handling and supply chain industry completed the initial vetting process. Four finalists were chosen as the most innovative products in each category - Best New Innovation; Best Innovation of an Existing Product; and Best IT Innovation based on concept, value, and impact. Best new product: • Ancra Systems B.V. for SkateLoader in booth B9666 • River Systems Inc. for (6RS) Collaborative Fulfillment Solution in booth B4978 • The Raymond Corp. for Raymond Virtual Reality Simulator in booth B3747a • suitX for suitX Industrial Exoskeleton: MAX Systems in booth B1474 Best innovation of an existing product: • Komar Industries, Inc. for Komar Auger-Pak™ in booth C2551 • Caljan Rite-Hite for EXPRESS Snoot in booth B1647 • ELOKON GmbH for ELOshield - Proximity Detection System in booth B1762 • ID Label Inc for Clean Release - Removable Warehouse Barcode Label in booth B4257 Best IT innovation: • Yard Management Solutions for Eagle Eye Yard Management Software in booth C1839 • The Raymond Corp. for Pick2Pallet™ LED Light System in booth B3474a • Ubimax Inc. for Frontline Creator in booth B2626 • LogistiVIEW for Enterprise Augmented Reality Computing in booth C2272a The MHI Innovation Award serves to educate and provide valuable insights on the latest manufacturing and supply chain products and services to MODEX attendees. MODEX 2018 exhibitors were called to submit a new product, product line, technology or 32

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April 2018

service or new application of existing products or technology that create quantifiable and sustainable results in terms of ROI, cost savings, customer satisfaction, etc. www.mhi.org

Talbert Manufacturing names Top 10 Dealers of 2017 Talbert Manufacturing named Hale Trailer Brake & Wheel, headquartered in Voorhees, New Jersey, as its top dealer for the 10th straight year. This award recognizes a Talbert dealer for outstanding performance in selling trailers, service and parts. In 2017, Hale sold more parts than any other Talbert dealer. Hale is a fullservice trailer dealership that sells and new and used trailers and related equipment. The dealership also rents trailers, sells commercial trailer parts and accessories, and provides general trailer service and repairs. Talbert also named Remorques Lewis as one of the Top 10 dealers and its Most Improved Dealer of 2017. Remorques Lewis of La Présentation, Saint-Hyacinthe, Québec, is a full-service general and specialized heavyhaul trailer dealer. The remaining Top 10 dealers, based on 2017 sales, are in alphabetical order below. •C  olumbus Equipment Company, of Columbus, Ohio •C  oogle Truck & Trailer Sales, of Otterbein, Indiana •F  reightliner of Grand Rapids in Michigan •L  eslie Equipment Company, of Cowen, West Virginia •L  ucky’s Trailer Sales of South Royalton, Vermont •L  ynch Chicago, of Bridgeview, Illinois •M  artin Equipment is a John Deere dealer with nine locations across Illinois, Iowa and Missouri •R  oyal Truck & Trailer Sales & Service Inc., with four Michigan locations

Talbert boasts more than 80 dealers across North America. To find or learn more about Talbert dealers, check out Talbert’s dealer locator. www.talbertmfg.com


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QUALITY& VALUE For Over 50 Years

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15600 W LINCOLN AVE P.O. BOX 510269 NEW BERLIN WISCONSIN 53151 PH: 262-641-8000 FAX: 262-641-8010 A SUBSIDIARY OF HADER INDUSTRIES INC.

HYDRAULIC SERVICES AND MANUFACTURING www.haderind.com • e-mail: hadersales@haderind.com 34

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Drive Tires & Load Wheels OE-Specified Parts Improving service tech efficiency Minimizing warranty claims Driving profit

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SIMPLIFY YOUR LIFE

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

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Robust and clean Continental Solid Tires Features

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New er custom offer

For details on receiving 10% off your first order of up to 12 tires, send code MHW2018 to CST.Promotions@conti-na.com. www.continental-tires.com/specialty

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Classifieds FOR SALE

Series 1 Workhorse Single Shift rating

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

Full 2 yr. warranty

FORKLIFTS & TIRES

(10 yr. transformer coverage)

713.460.8197 • 800.687.3884 fax: 713.460.5941 www.forkliftsandtires.com

SAVE ON QUANTITY PURCHASE!

• Specialty Material Handling, Inc.

The

Experts

Used 3-phase chargers also available

ARCON EQUIPMENT INC We Accept

(440) 232-1422

www.ArconEquipment.com

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

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

LOOKING TO BUY BATTERIES WANTED Industrial Forklift Batteries and Chargers In Good Condition!!

OHIO RACK

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

Portable Stack Racks Flexible Packaging

ARCON EQUIPMENT INC.

800-344-4164 Fax 330-823-8136

440-232-1422

www.ArconEquipment.com

38

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We BUY & SELL NEW & USED

Email: ohiorack@cannet.com

www.ohiorack.com

April 2018


www.MHWmag.com

April 2018

39


Shifting Gears

Industry personnel and organization news

Columbus McKinnon announces new CM ASME and OSHA requirements in order to maintain the highest levels of product quality and safety. There authorized rigging centers Columbus McKinnon Corporation is making it easier than ever for customers to purchase, service and repair CM rigging products with its new CM Authorized Rigging Centers. CM Authorized Rigging Centers are part of an exclusive network of rigging product and service experts certified by Columbus McKinnon to build, service and repair mechanical and/or welded chain slings on behalf of Columbus McKinnon. The centers will perform warranty and repair work on all CM rigging products, including chain, mechanical chain slings and forged rigging attachments and perform warranty and repair work on manual hoists manufactured by CMCO, like CM, Coffing, Little Mule, Yale, Chester and Budgit. The centers will also supply and distribute CMCO rigging and manual hoist products. All CM Authorized Rigging Centers must adhere to strict procedures set by CMCO, ASTM,

Arcon

We Accept:

Equipment, Inc.

440-232-1422

www.ArconEquipment.com www.ArconEquipment.com Akron | Cleveland, OH 44146 www.arconequipment.com

440-232-1422

Over 35 years of satisfied customers!

We specialize inindependable reconditioned We specialize dependable reconditioned

batteries & chargers calibrated to BATTERIES AND CHARGERS factory specs by our certifi ed by technical staff. calibrated to factory specs our certified technical staff.

www.ArconEquipment.com Hobart—Enersys—Applied Energy Solutions—C&D —and more!

♦ Hobart ♦ Enersys The ARCON Difference Not just used chargers, but used ♦ Applied Energy The ARCON Difference chargers that are tested, calibrated, Solutions Not just used chargers, but used chargers thatinput are tested, and set to match the AC voltage ♦ C&D calibrated, and set to match the ACWorking input voltage youfor specify. you specify. & ready use! ♦ and more! Working & ready for use!

GoodUsed Used Batteries WANTED Good Batteries WANTED We will buy quantities! Call us with details – We will buy quantities! Call us with details— we want your GOOD surplus stock only! we want your GOOD surplus stock only!

40

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April 2018

are two types of CM Authorized Rigging Centers. The first, Authorized Rigging Weld and Service Centers, have the ability to repair both mechanical and welded chain slings. Authorized Rigging Service Centers can repair mechanical chain slings only. Additionally, the ability to perform work on manual hoists is available on a center-by-center basis. The repair work done by these centers carries the full factory warranty provided by CMCO. www.cmworks.com

New company offers forklift safety and load protection range With offices in the USA, Canada, the UK and Australia, SumoSafe Global is a new company offering a range of products that significantly reduce damage to palletized loads during the lift truck handling process and make forklift trucks safer to operate. “The SumoSafe range includes a number of ingeniously simple yet highly innovative designs that make a real difference to any forklift operator’s business – both in terms of safety and the cost savings that can be made by cutting or even eliminating product damage,” says SumoSafe’s co-founder, Simon Ross. He continues: “Any company that operates a forklift truck fleet – from a single truck upwards – has a duty to ensure that its lift truck operators and the personnel who work around forklifts have the safest possible working environment. “And, of course, forklift-related product damage within the supply chain is a significant and expensive issue for a great many businesses. In fact, it is probably a bigger problem than the industry is prepared to admit with companies in a broad range of sectors suffering huge bottom-line losses every year as a result of careless handling.” “The benefit to any organization that installs SumoSafe technology will be quickly realized,” says Simon Ross. “They improve operational efficiency and workplace safety to such an extent that payback is almost immediate.” www.sumosafe.net


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

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

Superior Workmanship • Customized Designs • Competitive Pricing

CUSTOM TRAILERS

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

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

SPECIALTY TRAILERS

TRANSPORTERS

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

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

TANK TRAILERS

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

TRAIL SKIDS

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

SCRAP BUCKETS

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

AGV TRANSPORTERS

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

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

Visit us in Atlanta at Booth 3721

PHILLIPS PRODUCTS P.O. BOX 409 IRWIN, PA 15642

PHILLIPS PRODUCTS

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

Part of the Industrial Sales Group of Irwin Car and Equipment

www.irwincar.com

www.irwincar.com

18248-IRWIN-MHW ad placement APR-FP-FC.indd 1

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April 2018 3/1/18

41

4:45 PM


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

Pallet Flow Carton Flow

Let Us Work For You! WE DON’T SELL OUR SOLUTION TO YOUR PROBLEM. IT’S OUR PROBLEM TO DEVELOP YOUR SOLUTION.

www.3dstoragesystems.com 42

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April 2018


www.MHWmag.com

April 2018

43


**FORKLIFTS WANTED** We W i l l B u y Q u a n t i t i e s ! C a l l U s W i t h D e t a i l s - We Wa n t Yo u r S u r p l u s S t o c k

2001 TOYOTA 7FGAU50

2011 TOYOTA 8FGU25

2012 TOYOTA 7FGCU35

187”FSV Mast, Hours: 6,200

189”FSV Mast, Hours: 9,000

Hours: 7,000

1 UNIT IN STOCK

2 UNITS IN STOCK

1 UNIT IN STOCK

$

10,900

$

11,500

$

10,900

2010 TOYOTA 8FGCU25

2013 TOYOTA 8FGU30

2012 TOYOTA 8FBCU25S

189” FSV Mast, Hours: 10,000

147” Mast, Hours: 12,000

Hours: 13,000 (Key)

2 UNITS IN STOCK

1 UNIT IN STOCK

10 UNITS IN STOCK

$

6,900

$

9,900

$

8,500

FORKLIFTS & NARROW AISLE EQUIPMENT

AERIAL EQUIPMENT

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

2006 Genie S40, 500 lbs., Diesel

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

2007 Genie Z45/25, 500 lbs., Diesel, 45’

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

TELEHANDLER

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

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

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

15217 Grand River Rd • Fort Worth, TX, 76155 • P: 817.359.1100 • F: 817.359.1110 44

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April 2018

Printed in the U.S.A. ©2018 The Ousset Agency, Inc. wo#5588

Available Used Equipment – More in Stock, Call Omar For Listing


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

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

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

• REMAN STEER AXLES

Fx 440-232-8142

www.aittransmission.com

sales@aittransmission.com

800-588-7515 www.MHWmag.com

April 2018

45


46

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April 2018


New Products

See more new products online at www.MHWmag.com

Raymond launches Reach-Fork® trucks with integrated intelligence

Vestil Manufacturing introduces new dock plate rack

The new series of Raymond ReachFork® trucks is integrated with technologies and telematics for an enhanced operator experience and increased warehouse productivity. These trucks feature an industry-exclusive 7-inch multifunction color display with touch-screen functionality and an intuitive interface. Designed for superior performance and productivity, Raymond® ReachFork trucks are engineered with fewer parts and more durable components with industry-leading lift, lower, acceleration and travel speeds. With the widest choice of operator stance options, Raymond’s Reach-Fork trucks have precise control with an intuitive single-axis control handle, superior suspension and stability system. www.raymondcorp.com

Vestil Manufacturing Corporation introduces a dock plate storage rack that is a great addition to any shipping and loading dock. Designed to provide a safe method of storing heavy and awkward sized dock plates, the vertical height of the rack protects the plates while holding them in a secured position.  The rack is constructed of schedule 10 steel with a smooth finish for maintaining long term use. The units simply attach to the designated surface for stability in a semi-permanent location. The bracket utilized for mounting also includes a roller for assistance in entry and exit of the dock plates. www.vestilmfg.com

Forklift attachment handles steel drums Liftomatic Material Handling, Inc. introduces FTA drum handling units. The FTA drum handling units are designed for loading, unloading, palletizing and storage of steel drums in nearly any size or configuration, including 30 gallon, 55 gallon and 85 gallon. The attachment fits directly onto the forks of any standard lift truck with Liftomatic’s exclusive “Parrot- Beak©” clamping system and cushioned belt-cradles. The FTA protects the drums during transport, provides a sure-grip and handles the drums safely to and from any location. Available in 1, 2, 3 or 4 drum models, the FTA improves productivity and safety in all steel drum handling routines. www.liftomatic.com

EasyLoad Hoist offers double-axis positioning and lifts up to 1,100 lbs National Fleet Products announced the unveiling of its new MAD EasyLoad Hoist. The MAD EasyLoad Hoist is the intelligent alternative to post-mounted cranes. The EasyLoad remains inside the vehicle, away from the elements, and can be stowed above shelving on either side of the vehicle or in the center of the cargo hold until needed. Its boom is easily positioned for the task at hand because it can move on two axes, sliding laterally up to 8 feet, depending on the vehicle, and extending up to 45.5 inches in length. www.nationalfleetproducts.com

New HL9200 high speed, inline palletizer Columbia Machine’s HL9200 is the most advanced and highest speed palletizer in Columbia’s high level, high speed family of palletizers. The HL9200 incorporates industryleading safety package, ultimate flexibility and highest performance levels available in a robust and reliable palletizer that is easy to operate. The HL9200 provides the ultimate in flexibility by incorporating new variable lane position technology with Columbia’s proven soft turn case handling and two configurable layer tables to provide accurate and stable layer forming. Columbia’s patented Variable Position Turner (VPT) technology is also available for applications that are enhanced by using drop down cushioned turners.  www.palletizing.com

MotionMeter enables warehouses to identify causes of waste Newcastle Systems launched a new app called the MotionMeter, a real-time activity tracker designed to quickly and accurately perform time studies within the warehouse and identify waste. The app can be deployed in minutes and generates a comprehensive overview, known as the “Savings Report,” which can be exported as a PDF and emailed directly to the app user or supervisors within your organization. Once waste is identified, warehouse managers can implement specific plans and technology solutions to reduce waste and improve productivity setting them on a path to a “Best in Class” operation. www.newcastlesys.com

www.MHWmag.com

April 2018

47


New Products

See more new products online at www.MHWmag.com

New LiuGong 3-series forklifts

LiuGong North America released a new line of forklifts designed specifically for the U.S and Canadian markets. The 3-Series 2020-35G/H forklifts come standard with premium features and increased capabilities that make them one of the most modern, ergonomic and durable lift trucks available. An enhanced operator experience maximizes comfort of operation.  These new forklifts are centered around a full suspension seat and a floating driveline which all but eliminate vibration, making operation a more enjoyable experience. Outstanding sight lines, auto return tilt steering column and rear grab handle add to the operator experience. www.liugongna.com

Upender conveyor technology wide to narrow edge leading Multi-Conveyor recently built this stainless steel table top system designed to rotate bag-in-box cartons from wide edge to narrow edge leading using simple gravity with minimal guidance for reorientation. A single lane slave driven timing belt supports cartons on the right hand side allowing the bottom of the cartons to rotate down counter-clockwise to a 4-1/2" wide table top conveyor. The Upender uses a simple adjustable deflector plate at the carton rotation point and adjustable stainless steel guide rail brackets for product control. Infeed and discharge LBP transitions are used to create a smooth conveying surface, improving product stability while minimizing package damage. www.multi-conveyor.com

New BulkPak® fits 28 positions per truckload ORBIS® Corporation introduced a new series to its BulkPak® product line: HDMP4845. This series offers maximum packout to eliminate wasted truck space, reduce freight costs and improve throughput. When compared with alternative containers, the HDMP4845 allows two additional positions per a 53-foot truck (28 total), while maintaining the internal capacity of a standard 45x48 bulk container. ORBIS BulkPak containers are manufactured to protect products during picking, assembly, processing, storage and distribution in a variety of industries, including automotive and industrial. These heavy-duty containers are collapsible and designed for medium to heavy weight, with a 1,800 pound maximum. www.orbiscorporation.com 48

www.MHWmag.com

April 2018

ELOKON introduces ELOshield™ Forklift Anti-Collision System ELOKON introduces several innovative lift truck safety products, including ELOshield™, its best-in-class anti-collision system for forklifts and pedestrians to the US. ELOshield is a UHF-based warning system that helps prevent industrial truck accidents (both vehicle-to-vehicle and vehicle-to-person). A fixedsite version monitors accident-prone areas, such as high-traffic aisle intersections. A mobile version monitors zones of up to 50 feet around moving vehicles. Based on the customer’s needs, these zones can be flexibly programmed, by vehicle, as circles, symmetrical rectangles, or asymmetrical polygons. Two zones, representing “warning” and “danger” risks, can trigger different system reactions. www.elokon.com

Magnetek offering next generation Flex EX2 wireless controls Magnetek announced the availability of their new Flex EX2 wireless controls. These next generation rugged wireless controls are ideal for use in material handling, overhead crane and industrial applications. Transmitters are available in four, six, eight and 12-button style options, while receivers will be available in 4/6 and 8/12 styles. “Flex EX2 wireless controls provide innovative and efficient performance, along with secure and dependable communications,” said Ben Stoller, director of radio controls. The transmitters feature an improved ergonomic design with a single thumbscrew for easy access to batteries and dipswitches, while retaining its IP66 rating for protection in the harshest indoor or outdoor environments. www.magnetekmh.com

Yale announces sales training program The past decade has seen a radical shift in the role of the B2B salesperson. With approximately 60 percent of customers now beginning their buying process online, digital access to product information means control lies in the hands of the customer. This transformation means customers now look to salespeople to deliver value as a consultative solutions provider. The Academy by Yale is a multi-phased training program designed to better position sales professionals as experts in distribution and fulfillment markets and draws on a variety of industry associations, academic programs and other expert sources to provide a comprehensive, well-rounded view of distribution and fulfillment environments, including racking and storage, batteries, warehousing, order picking and more. www.yale.com


YOUR MATERIAL HANDLING

SOURCE DIRECTORY

For a direct link to these websites, visit www.MHWmag.com and click on the corresponding display ad under the category you are browsing.

▶ Allied Products ▶ Attachments & Access. ▶ Auctions ▶ Automated Storage Systems ▶ Automatic Identification Equip. ▶ Batteries/Chargers ▶ Container Storage ▶ Controls & Information Handling Systems ▶ Conveyors ▶ Customer Fabricators ▶ Distributors ▶ Drug Testing Compliance

▶ Dock Equipment ▶ Drum Handlers ▶ Electrical/Electronic Controls ▶ Engines ▶ Finance Companies ▶ Fluid Power Equipment ▶ Insurance Companies ▶ Inventory & Production Control Systems ▶ Inventory And Bar Coding ▶ Lift Tables ▶ LP Gas Distributors

▶ ATTACHMENTS / ACCESSORIES

▶ Mechanical Power Transmission Equipment ▶ Non-Powered Floor Equipment & Access. ▶ Other ▶ Overhead Lifting Equipment & Access. ▶ Packing And Equipment ▶ Pallet Jacks ▶ Plant Facilities Equipment ▶ Parts ▶ Plant Yard Equipment

▶ Powered Industrial Trucks ▶ Rack/Shelving ▶ Rentals ▶ Repair Services ▶ Robots, Automated Equipment ▶ Safety Products ▶ Seats ▶ Storage Equipment ▶ Sweepers Scrubbers & Brushes ▶ Tires/Wheels ▶ Training Education/Assoc. ▶ Transportation & Hauling Equipment ▶ Warehouse Management

▶ BATTERY / CHARGERS

• Pallet Truck Modifications • Turret Mast Attachment • Mechanical Attachments • Special Design Request and Much Much More...

www.tvh.com (800) 255-4109

www.superioreng.com

www.tvh.com

▶ CONTAINER OPTIONS ▶ Container Storage •

(800) 255-4109

• •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

▶ Forks 119 Sizes

Specials Available Chicago & CA Stock

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

▶ DISPLAY RACK AND SHELVING

Corrugated Steel Rack Deck Punch Deck ® • Solid Deck Economical • Strong • Easy Install • Fast Delivery Painted • Galvanized • Stainless Steel

DACS

inc.

800-909-4937 dacsinc.com ▶ BATTERY / CHARGERS

▶ DISTRIBUTORS

Contact sales@xpb.ca

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

@FADNetwork

www.MHWmag.com

info@findadistrubutor.com

April 2018

49


▶E  LECTRICAL / ELECTRONIC CONTROLS

▶ Pallet Truck Parts

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS New & Remanufactured Controllers, FSIP Battery Chargers, Displays & Joysticks 1-800-333-1194 Exclusive Distributor of the www.fsip.biz Xtender Battery Regenerator

www.tvh.com (800) 255-4109

▶ Manufacturer/Suppliers

▶ ENGINES

www.tvh.com (800) 255-4109

800-447-3967 www.charnor.com

Reman Engines/Gas, LP & CNG

Fo r kl i f t En g i n ePa r t s .c om Highest Quality Engine Kits, Cylinder Heads and Parts from the Industrial Engine Specialists since 1971 K21 Nissan

H20-II Nissan

F2 Mazda

4G63 Mitsu

K25 Nissan

H20 Nissan

FE Mazda

4G64 Mitsu

and Many other parts & kits available

▶ Manufacturer/Suppliers (Rebuilt)

SAME DAY SHIPPING

215.773.9111

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

800-447-3967 www.charnor.com

▶ LIFT TABLES ▶ Steer Assembly (Reman)

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

Steer Axles

▶P  ALLET JACKS ▶ Pallet Trucks

▶ Tires/Wheels EZ-Lift Quality Scales and Scissorlifts too Chicago & CA Stock

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▶ Pallet Jacks

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

AMERICAN VULKO-TREAD CORPORATION

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

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

www.tvh.com (800) 255-4109

50

www.MHWmag.com

April 2018

...The Exhaust Experts Phone: 847-487-2780 • www.blankeindustries.com


▶P  OWERED INDUSTRIAL TRUCKS

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

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

▶ RACK / SHELVING ▶ New

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

▶ TIRES / WHEELS • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

AMERICAN VULKO-TREAD CORPORATION

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

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

▶ REPAIR SERVICES ▶ Motors (Electric)

Lift Up Your Business

...is the solution to all your Electric Lift Truck Motor needs. New • Rebuilt • Exchange • Motors • Armatures • Parts 8 Locations Coast to Coast 800-435-9346

✸Industrial Pneumatics-Radial & Cross-Ply ✸Super Elastic Resilient ✸Press-On Bands ✸Multi-Purpose Tires (MPT) 877-235-0102

www.continental-specialty-tires.us

Industrial Tire

www.warfieldelectric.com

▶ Transmissions

ADVERTISE IN OUR SOURCE DIRECTORY! Reman Transmissions, Drive Units, Differentials & Torque Converters

800-447-3967 www.charnor.com

▶ SAFETY PRODUCTS

www.tvh.com (800) 255-4109

NEXT AD DEADLINE:

FRIDAY, MARCH 30TH CALL ALVA OR DEAN AT

877.638.6190

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April 2018

51


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Advertiser’s Index 3D STORAGE SYSTEMS LIMITED. . . . . . . . . . . . . 42

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

REGENCY METALS . . . . . . . . . . . . . . . . . . . . . . . 13

AKRO-MILS. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27

HAMILTON CASTER AND MFG. CO. . . . . . . . . . . 53

RESONANT DEALER SERVICES . . . . . . . . . . . . . . 31

ALLTECH ELECTRONICS, INC. . . . . . . . . . . . . . . . . 7

HANNIBAL INDUSTRIES, INC.. . . . . . . . . . . . 28, 29

SHOPPA'S MATERIAL HANDLING . . . . . . . . . . . . 44

AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 45

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . 31

STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 35

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 40

INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . 39

SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 20

BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . 30

JH THOMAS INDUSTRIES LTD. . . . . . . . . . . . . . . 23

SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 43

CECOR INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 13

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 19

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . 54

MHCONX.COM. . . . . . . . . . . . . . . . . . . . 20, 21, 33

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 36

CONTINENTAL TIRE THE AMERICAS, LLC.. . . . . . 37

MHW . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 52

TRI-BORO SHELVING & PARTITION CORP. . . . . . . 3

CT PACKAGING SYSTEMS INC . . . . . . . . . . . . . . 18

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

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4, 13, 56

DC SERVICE SYSTEMS INC. RACKMEDX . . . . . . . 23

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 15

UNIRAK STORAGE SYSTEMS. . . . . . . . . . . . . . . . . 1

DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . 52

NARROW AISLE, INC.. . . . . . . . . . . . . . . . . . . . . 18

W.W. CANNON INC.. . . . . . . . . . . . . . . . . . . . . . 26

NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15

WAREHOUSING EDUCATION AND RESEARCH

ENGINE POWER SOURCE . . . . . . . . . . . . . . . . . . 11 FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2, 10

PHILLIPS MINE & MILL, INC. (IRWIN

COUNCIL (WERC) . . . . . . . . . . . . . . . . . . . . . . 46

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

TRANSPORTATION). . . . . . . . . . . . . . . . . . . . . 41

WEST POINT RACK, INC.. . . . . . . . . . . . . . . . . . . . 9

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

PRESTO ECOA LIFTS. . . . . . . . . . . . . . . . . . . . . . 17

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 25

MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 52

www.MHWmag.com

April 2018


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April 2018 Material Handling Wholesaler  
April 2018 Material Handling Wholesaler