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An Employee-Owned Specialty Publications International, Inc. Magazine

May 2018


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May 2018 • Vol. 39 No. 5

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22 |  Human Element Caliper Corp.

Alva Coffman Account Executive

Four steps for avoiding a bad hiring decision

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Sales Trends

Spencer Birkenholz / Eric Faramus Production Lead / Graphic Artist

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.

26 |  Your Business Eileen Schmidt

Cover Story

FSIP celebrates five decades of operation

6 |  What's Your Vision?

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SUBSCRIPTIONS: Third class subscriptions are free to qualified

43 Industry Insight

12 |  Aftermarket Dave Baiocchi Customer engagement – Delivering on promises Use golden handcuffs to grow business

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Reader Resources 34 Classified

16 |  Bottom Line Garry Bartecki

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


Industry News

2018 MHEDA Convention

Kathy Regan Editor

Value is the king of sales and the queen of service Stock photos provided by MHEDA

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Controlling material handling risks. Celebrating National Forklift Safety Day - June 12, 2018

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Economic Forecast: Winds of Change Where the economy is heading? This session will reveal both opportunities and challenges. Presented by economist Brian Beaulieu, CEO/Principal of ITR Economics

MHEDA’S 63RD ANNUAL CONVENTION & EXHIBITOR SHOWCASE May 5-9, 2018 The Loews Miami Beach Hotel Miami Beach, Florida Technology, Automation and e-Commerce are dramatically changing the way material handling companies are planning for the future. Are you ready for what’s ahead? Having a strong e-commerce platform, providing customers with quick solutions and hiring smart, capable employees are critical for your survival. MHEDA’s 2018 Annual Convention & Exhibitor Showcase will provide the tools and insights you need to face tomorrow’s lightning speed world. This memorable event features visionary speakers, action oriented presentations and numerous networking forums to help you prepare for the future. Beyond the learning and networking, you will enjoy being in the heart of Miami Beach at the beautiful Loews Miami Beach Hotel; steps from sizzling South Beach, highenergy night-life and world-class shopping. Outlined below is a list of convention sessions, special events and fun networking opportunities. For more details visit or call 847-680-3500. VISIONARY GENERAL SESSIONS Designing Your Business for the 21st Century Learn megatrends shaping the future and lessons learned from successful companies on leveraging disruptive innovation, adopting a data-driven mindset and leading change through digital transformation. Presented by futurist Mike Walsh, CEO of Tomorrow


May 2018

Profiting from the Profound Demographic Shifts Ahead Explore the counter-intuitive and fascinating realm of demography. How will the workforces change? What is the future of communications? Will big data change marketing and branding forever? Presented by demgrapher Kenneth W. Gronbach, President of KGC Direct LLC Digital Solutions for the Material Handling Industry Online marketing moves so quickly that it can feel overwhelming. Understand where the market is going, what trends are driving the industry, and how to stand out from your competition. Presented by Jay Majithia of Strategic Partnerships at Google and Aaron James, co-owner of Adpearance The Power of S.E.L.F. Hear the inspirational story of an Ugandan refugee turned entrepreneur. Take an emotional journey filled with both tears and laughter; then learn how to create an environment in your organization where everyone is empowered to thrive. Presented by Derreck Kayongo, Founder of the Global Soap Project EXHIBITOR SHOWCASE The Exhibitor Showcase is a tabletop trade show featuring over 80 companies who provide products and solutions for material handling distributors. You are invited to walk the show floor to network with exhibitors and learn how they can help your company succeed and better serve your customers. It’s a great way to enhance your convention experience on a personal and professional level.

May 2018


Cover Story DYNAMIC WORKSHOPS 2018 Material Handling Business Trends: Member Panel Discussion This open forum member panel will give you the opportunity to engage with your industry peers, share ideas and gain a new perspective on important industry trends. Presented by Members of MHEDA’s Board of Directors

processes are falling short. Presented by Amy Kinnaird, Uncommonsense Marketing Value Added Selling in Disruptive Times Gain a high-level overview of value-added selling; learn how to build and sustain a value-added culture; and disucss top challenges facing salespeople. Presented by Paul Reilly, Reilly Sales Training

How to Drive Culture Intentionally Top-performing companies don’t leave culture to Ignite Brilliance in Your Leadership chance. Instead, they’re extremely intentional about What are the secrets behind brilliant leadership and breakthrough thinking? Learn strategic innovation tools how they create and drive the culture they want that will have immediate practical applications for your to have. Learn why culture is your one sustainable differentiator and how culture impacts your bottom organization and help you become a better leader. Presented by AmyK, Speaker, AmyK International, Inc. line. Presented by Bill Kaiser, High Performing Culture On-Boarding: What Do We Do With The New Guy/Girl? Did you know that 46% of new employees don’t last 18 months? An effective on-boarding program creates an environment where employees are 69% more likely to stay beyond three years AND be productive. Presented by Andy McNulty, Founding Partner of Communication Performance Management Associates Data Driven Techniques to Drive Digital Marketing Are you keeping up with the capabilities available to you? New techniques from the major digital ad platforms have made it possible for companies to do advanced targeting easily, even allowing you to use data you may already have. Presented by Nick Reid, Senior VP, Digital Services, Randall-Reilly The Digital Evolution: Member Panel Discussion Digital marketing and e-commerce are changing the way customers do business. We will present a Member panel featuring a variety of perspectives on how material handling busineseses are evolving to meet a changing world. Presented by a panel of MHEDA Members Process Improvement: When Things Don't Go As Planned Everything used to work just fine at your company until recently. Now, your business is experienceing growing pains. That means your processes need adjusting. Learn how to identify the places where 8

May 2018

SPECIAL EVENTS Women in Industry Breakfast & Presentation, Leading in Heels What qualities must the next generation of leaders possess and how might women candidates stand out? How might women communicate more effectively as they manage up and down the career ladder? These are just a few of the exciting questions that professional speaker AmyK will ask and answer as she shares insider secrets and strategies on how to lead in heels. Certified Forklift Technician, Program Update & MHEDA Member Perspective Learn the latest information about the development of a Certified Forklift Technician (CFT) designation and how you can benefit by promoting the certification to your local technical schools and high schools. During this session, you’ll hear from Leo Reddy, CEO of the Manufacturing Skill Standards Council, developer of the CFT and MHEDA member Van Clarkson, President of Fairchild Equipment on how they have built and strengthened their relationship with local schools.  Fishbowl Networking Looking for a new and different way to network with your material handling peers at MHEDA’s Convention? Join us for “Fishbowl Networking!” You will have the opportunity to share your perspective and experience on a variety of current industry issues ranging from recruiting, to customer experience, to managing a multi-gen workforce and so much more!

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Cover Story MHEDA Gives Back Clean the World is a social enterprise whose mission is to protect the environment and save millions of lives. Clean the World partners with 5,000 hotels and resorts to collect their used bars of soap These goods are sanitized and recycled in an environmentally safe manner, and then distributed to children and families all over the world. MHEDA Convention attendees are invited to be part of the Give Back event and help assemble hygiene packs which will be distributed to children in need. FUN NETWORKING OPPORTUNITIES AND LOCAL ATTRACTIONS Thriller Speedboat Ride & Bayside Marketplace This speedboat tour provides the ultimate sightseeing experience in true "Miami Vice Style." We cruise down the Port of Miami, then into Biscayne Bay and over to Star Island where we’ll slow down and give a short narration of some of the homes at "Millionaires row." Golf Tournament at the Miami Beach Golf Club Plush fairways and perfectly manicured tees and greens wind through carefully preserved mangroves, gumbo limbo trees, Jamaican dogwood, and are framed by tropical palms along with many other native species. South Beach Bike Tour Experience a distinctive, personalized bike tour of South Beach! Visit the famous Lincoln Road and enjoy the old-world charm of Espanola Way. Cycle Party Cycle Party is a 15 person pedal powered party-onwheels and easily one of the most fun and unique experiences in Miami. Lunch & Tarot Card Reader at Havana 1957 Havana 1957 combines the flavors of traditional Cuban cuisine with the enchantment and sophistication of Havana in the 1950’s. You will also have the opportunity to have your tarot cards read to learn “What’s Your Vision!” Opening Party – Casino Night Feeling lucky? Join MHEDA as we kick off the convention with a fun and interactive casino night! Enjoy playing Black-Jack, Roulette and Craps with 10

May 2018

your fellow convention attendees. We will also have plenty of food, drinks and music. Closing Party: Feeling Hot, Hot, Hot South Beach is known for it’s sizzling party atmosphere, and MHEDA promises to make it even hotter! We will end our 2018 convention with the fiery music of Private Stock live band, gourmet dinner and cocktails. BEACHFRONT LOCATION Miami is one of the most exciting travel destinations in the world. People come here for the sun, the beaches, the nightlife, the Art Deco architecture and to experience a unique blend of American, Caribbean and South American cultures. The Loews Miami Beach Hotel is situated on three acres of beachfront property. When you are not busy networking and learning, make sure you make your way down to the beach to enjoy: luxury cabanas, Banana Boat rides, kayaks, paddle and boogie boards, wave runners, parasailing, windsurfing, snorkeling, catamaran charter services and more! To learn more about MHEDA’s convention, visit or call 847-680-3500.


May 2018


Aftermarket Dave Baiocchi

Customer engagement – Delivering on promises Three months ago, I started a multi-part series about how “details matter” in our current business environment. As I have said in prior issues, a dealership’s image and ongoing reputation is formed by what customers see, how they are engaged, and how they are communicated with. The first article discussed how what a customer sees, affects his perception of what to expect from a dealership. In the second article, we reviewed the keys to an effective and purposeful customer engagement experience for those customers that visit your place of business. Last month we expanded on the customer experience, but from the perspective of how a customer is engaged using the telephone. This is the final chapter to this set of articles about how “details matter.” We have discussed at length how our dealership should look. We have also explored the best ways to engage the customer in order to create a positive customer experience. The final piece to this puzzle is to actually deliver quality products and services. Delivering what you promise is not just important, it’s crucial. The best customer engagement in the world is worthless if you can’t execute, or if you disregard the important details that people are likely to notice. Fit and finish are important, both in the product you sell, and the services you render. I want to share a couple of examples of companies I have visited where the image and mission statement they wanted to convey to their customers were greatly affected by missing some of the details and not paying attention to creating visual excellence and quality customer experiences. Example 1 - Commitment to quality Most everyone has visited, or at least heard of the Bass Pro Shops. This is a nationwide organization that sells everything from boats, to guns, to camping equipment. If you do it outdoors, Bass Pro Shops has what you need. Visiting one of these stores is an event. High quality taxidermy can be found throughout the store staged in a way makes you feel like you have walked into a high-country setting. Huge aquariums feature live saltwater game fish, and monster trout 12

May 2018

swimming in a replicated mountain stream. Fishing demonstrations, and educational events are sponsored almost every weekend. In all ways this store represents the best in outdoor apparel, equipment and supplies. Earlier this year I stopped by the Bass Pro Shop (which happens to be just a couple miles from my home), to purchase a fishing license. While waiting in line, I surveyed the store and watched the employees as they helped their customers. I then turned toward the counter and saw their “goal statement” proudly displayed behind the service desk. The goals listed were as follows: • Price • Service • Quality • Selection Then disappointment set in. A company that invests so heavily in the proud image of providing QUALITY, should at least repair the sign that touts their key objectives. If you notice in the photo below, the “T” in the word “Quality” had fallen off the sign. Is this a big deal in the grand scheme of things? No. Did I still buy the license? Yes. But the image of Bass Pro Shops that I had built in my mind was forever altered by one minor detail. Example 2 – High Brow Venus One Saturday morning, my wife, some friends and I decided to have brunch at the Grand Island Mansion. This facility is a remote mansion on the Sacramento Delta and is known for its sweeping views and beautiful architecture. It is a much sought-after venue for weddings, anniversaries and corporate events. The mansion was completed in 1920, and features four levels, expansive ballrooms and manicured gardens with multiple outside event spaces. The brunch was


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Aftermarket exquisite, prepared by a very popular local chef who limits his culinary appearance at the mansion to once a month. Everything about this place from the food, to the staff, to the well-preserved building portrays a high quality “top shelf” experience. After brunch, I took a walk around the grounds and watched as the staff prepared an outside area for an impending wedding later that day. I was appreciating the way they used topiary and local plants and flowers to enhance their theme of excellence and luxury. This was my view from the porch. Something caught my eye about the topiary in the planter that framed the stairs to the front porch. I looked more closely and saw this: So, the mansion that I had considered the pinnacle of “hoitytoity”“was actually using plastic topiary made in China. Don’t get me wrong, it was a high-quality reproduction. In fact, I would not even have noticed it, if they had just paid attention to the details and REMOVED THE TAG. These examples illustrate how the smallest of details can significantly alter the message that you want your customers to hear. So, what are we missing? Of all the customer touch points we encounter, I am convinced that we lose our message in failing to follow up properly. This is the key area where most dealers can separate themselves from the field. It can be the one area where customers become convinced that you do indeed deliver on what you promise. The end product in the aftermarket business consists of more than just a completed repair, or a signed counter tag. Let’s consider some of the ways the customer is engaged AFTER the sale. My observation is that it is in the process of follow up and follow 14

May 2018

through that many dealers relax, and in that moment, they can sorely disappoint a customer. 1. Will call notifications If parts are sitting in the will call area for over 10 business days, not enough is being done to communicate with the customer. The job actually ends when the parts are in their hands. 2. Worn out boxes and packaging Techs carry parts in their vans, and in the process, boxes rub together and the labeling and condition of the packaging deteriorates. Some of these parts end up being returned to the parts department for one reason or another. The contents may be perfectly fine, but the condition of the box may not be suitable for selling that part in an over the counter purchase. Is your parts staff tuned in to that? Do they have tools available to repackage parts? 3. Invoicing Are your invoices understandable? Do you have a review process in place prior to invoicing? Does the work description on the invoice make sense? Are there spelling errors? Does it tell a story you can defend? The best way to assess if an invoice is suitable for the customer is to read it, and then ask yourself “would I pay this bill?” If you wouldn’t pay it, I doubt that your customer will either. 4. F  ollow up on repairs by admin or sales staff Does someone on your team follow up on work performed and gauge customer satisfaction? Many times, we conclude that if we didn’t hear anything negative from the customer, then it must be OK. You can’t fix what might be wrong if you are afraid to look at the results. 5. PM coordination Do you call customer prior to showing up for a PM service? If not, how many times have you waited for a truck to be unloaded? How many customers decline and reschedule the service, when a simple phone call would not only save money, but represent to the customer that you respect his patronage? 6. Fleet management tools Do you offer fleet management tools? You can sell equipment, but if you don’t have a way to track

Aftermarket expenses and repairs after the sale, how can you prove your claims? How do you get the next order? This information allows the aftermarket department to have meaningful conversations with customers regarding their fleet on an ongoing basis. It should be a standard offering with every unit delivered.

with me any experiences that you have had that proved to you that “details matter.” I look forward to hearing from you. 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.

These are just a few examples of the details that must be attended to if you want to build and maintain an image of excellence and exceptionalism. I trust that you found this series useful. Please feel free to share

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May 2018


Bottom Line Garry Bartecki

Use golden handcuffs to grow business It is truly wonderful when business is good. You can pay down some bills. Have extra bucks to repair or replace needed equipment. Pay down bank loans. Pass out some bonuses. Take a vacation. Put some money in your retirement accounts. But then reality sets in. You have the business right there in front of you, but you don't have the manpower to do the work in a profitable, efficient manner. What is going on? Where are the experienced workers you need to operate a material handling dealership? Qualified techs are in short supply. Sales personnel without a non-compete are non-existent. And if qualified candidates are out there how come you are not getting a fair share of the talent pool? So, the question comes down to what you have to do to first attract people to your company and, once you sign them up, convince them to stay the course. It's the "convincing" part that gets tough because you are competing with every other dealer and rental company out there for worker services. That being the case your "convincing" has to be better than that being offered by the competition, but not to the extent where it puts you in the poor house. So how do you get there? Two ways based on what I am seeing out there. 1. Improve employee benefit plan offerings 2. M  ake your employees your partner. (Don't panic-there is a win-win solution.) Both suggestions are employee benefit plans. One is pretty easy to do and the other more involved, but in addition to being an employee benefit it helps shareholders get money off the table as part of the implementation (win-win.) Share the gains

I also suggest you consider a profit-sharing plan to increase your standing with potential recruits as

Both the 401K and profit-sharing plans are reviewed and managed by the IRS. There are annual compliance requirements, tax report filings, reporting requirements, investment decisions to make, and fiduciary liability issues if you manage the plans on your own. One option that is gaining popularity is the Multiple Employer Plan (MEP) which allows small employers to band together to obtain more favorable plan investment results and more efficient and less expensive management services. MEP's take all the work off of your shoulders; place you in a large, powerful group in a unified plan; and provide the advantages of a stand-alone sponsor with avoidance of the expenses and administrative burden of a single employee plan. Bottom line....a sophisticated plan to manage retirement benefits without the headaches and cost of managing it yourself. If you wish to focus on certain levels of management or individuals you can use various forms of deferred comp, also with vesting schedules to keep the golden handcuffs in force. If you need someone to help you devise a plan or plans that will work for you, one option is Tal Diekvoss with Fiduciary Management Group. He can be reached at (920)318-1007 or tdiekvoss@ ESOP benefits

When it comes to upgrading existing plans you can improve the services and information for managing retirement money. Most companies have a 401K where employees provide most of the funding along with whatever match the employer provides.


well as existing employees. If the contributions are large enough you can stretch the vesting and almost be assured that employees will stay, especially if such plans are not available at other potential employers. This is the partnering piece of the puzzle because the contributions should mirror profitability - you have a good year and the contribution is larger.

May 2018

I have seen the advantages of ESOP's for equipment dealers and rental companies. They can truly provide financial gains for both shareholders as well as employees, IF (and that is a big IF) your company qualifies for an ESOP transaction.

Bottom Line In an ESOP transaction shareholders sell their stock or equity to the ESOP for fair market value. The shares owned by the ESOP are then allocated to employees based on compensation levels. Over a 10-15 year time period, the shares have the ability to gain value which in turn is transferred to the employee owned shares. Upon retirement the employee vested benefits are paid out to the employees over a period of time.

about them in the marketplace. That’s why I have asked a few friends to sponsor a one-day ESOP Employee Benefit Seminar (at zero cost) on May 30, 2018 in Chicago. The purpose of the seminar is twofold: 1. T  o introduce you to ESOP’s and other tools to help with recruitment and retention of employees.

What is great for the employees is there is no cost attached to this financial opportunity. Just do your job and generate profits and cash flow. It’s not a short term investment, but one that can be quite lucrative in the long run. Many ESOP member employees I connect with say they are satisfied with the results. But I am sure if I look hard enough I will find ESOP employees that had negative experience. Of course, there are No guarantees here....the company has to continue to be profitable to make it work.

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ESOP's are also great for shareholders because of the tremendous tax and other benefits associated with an ESOP transaction. You all have to transition out at some point and even if you are not ready to retire the ESOP can make financial sense to complete now and keep working until you retire. Shareholders benefit, employees benefit and are inclined to stay for the long haul, and recruits will be enticed by the “shareholder” possibility. But before we get carried away let me say I am experienced in this area and have to tell you that you have to produce a clean set of books, a clean balance sheet, equity in the business and annual profits and cash flow. Otherwise it may be tough to complete an ESOP transaction.

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Bottom Line 2. T  o help you refrain from spending a ton of money investigating an ESOP transaction only to find out it is not going to happen.

If you are looking to take money off the table with tremendous tax breaks …this is an option.

Garry Bartecki is a CPA MBA with GB Financial Services LLC. Wintrust Commercial Banking and its national E-mail to contact Garry. ESOP Practice Group will be the host and sponsor of the event along with CSG Partners and Fiduciary Management Group. Wintrust has ESOP dealer and rental experience, CSG Partners is the ESOP expert. Tal Diedvoss will represent Fiduciary Management Group and I, along with Steve Pierson (my dealer tax guru), will answer questions about the process and what to expect along the way.

Wintrust Commercial Banking is next to O’Hare Airport and thus quite convenient for a one-day program. If you are interesting in attending, you can register on-line at Questions can also be addressed to me at (708) 347 9109 or


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NOTES S-S, 42” Forks S-S, LBR, 42” Forks 3Way 250 S-S, Forks 3 Way 3rd Valve, Forks 3 Way S-S, Forks 3 Way 250 S-S, 42” Forks 3 Way 250 S-S, Forks 3 Way 250 3Way 3 Way 250 S-S

20301 20585 20589 19413 20186 20055 19895

2012 2012 2011 2008 2013 2012 2008

Cat 2C6000 88/199 Cat 2C6000 88/199 Clark C25CL 83/189 Hyster S50FT 83/189 Mitsubishi FGC20N Mitsubishi FGC25N Yale GLC030VX

3 Way 3 Way 3 Way 4 Way 88/199 83/187 82/187

19239 17796 17797

2009 2012 2012

Yale GLC030VX Yale GLC070VX Yale GLC070VX

82/187 88/187 88/187

IC BIG CUSHIONS 19965 20050 19899 20409 19597 19765 19861 18168 19015 20246 20247

2005 2005 2006 2007 2008 2013 2015 2008 2010 2010 2010

Hyster S80XM-BCS Hyster S80XM Hyster S80XM Hyster S80FT-BCS Hyster S80FT Hyster S120FT-PRS Hyster S120FT-PRS Toyota 7FGCU35 Yale GLC080VX Yale GLC080VX Yale GLC080VX

100/218 84/174 84/174 92/194 88/186 103/214 127/270 88/187 85/174 84/120 84/120

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

BCS, S-S, Forks S-S, Forks S-S, Forks BCS, 4Way 4th Valve, S-S, 72” Forks 4Way PRS, 4Way S-S, Forks BCS, 4Way S-S, Forks S-S, Forks

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

Clark CQ30L Hamech G25T-16 Hamech G25T-16 Hamech G32T-16 Hyster H50FT Hyster H50FT Hyster H50CT Hyster H60FT Hyster H80FT Mitsubishi FG15N-LP Utilev UT25P Utilev UT25P Yale GLP030VX Yale GLP030VX

86/189 89/198 89/198 98/203 84/189 84/189 87/188 118/181 117/183 84/188 84/188 86/189 84/187 84/187

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PNEUMATIC ELECTRICS 18969 19460 19461

2010 Yale ERP050VL 2011 Yale ERP050VL 2011 Yale ERP050VL

19835 19870 20160 20162 20295 19033 20345 20347 19625 18305

2011 2011 2011 2011 2013 2008 2010 2011 2012 2009

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RIDER REACHES 20716 20594 20237 20078 18285 20520 20112 20445 19516 18964 19540 20504

2007 2007 1992 2007 2004 2012 1999 2001 2007 2008 2007 2007

Crown RR5210-40 Crown RR5210-40 Hyster N30FR Hyster N35ZR Hyster N40XMR3 Jungheinrich ETR230 Yale NR035ADN Yale NR035AE Yale NR035DA Yale NR035EAN Yale NR040AEN Yale NR040DAN

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May 2018



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May 2018


Human Element

Eric Baker | Staffing, training and ownership thoughts

Four steps for avoiding a bad hiring decision Let’s look, for a moment, at the process of buying a car. It’s a big decision with many steps. First, you have to determine your price range, compile a list of possible models, and compare specs. Then you research safety features, performance reviews and reliability ratings. Finally, you take test drives until you find the one that fits you and your lifestyle the best. Even after putting in all that work, you could still end up with the wrong car. Maybe you can cut your losses and trade it in on another one, but you still wasted a lot of time and money. Hiring a new employee is a lot like buying a car, and the consequences of a bad choice can be even more catastrophic. Time and money wasted, sure, but there’s also lost productivity and the hidden costs of turnover to consider. Yet you must make this hiring decision with far less information than you have when buying a car. There are no consumer reports on would-be employees, and you don’t get to try them out for free (and none of them come with a sunroof, either). However, there are steps you can take to limit the likelihood of hiring the wrong person. Companies that integrate clear steps into the hiring process not only increase their hit rate, they build up their bench strength of future leaders and other promotable contributors. 1. Define the success factors Many organizations focus on developing a detailed list of job tasks instead of determining what kind of person is best suited for a role. Instead of trying to find a person who checks a bunch of “experience” boxes, it’s a good idea to develop a specific success model for each open position. Before you even start looking at applicants, decide what the role needs to accomplish, how it interacts with other people and processes inside and outside the company, and how it fits into the overall company strategy. Is it a structured role steeped in process or an unstructured role? What’s the level of client contact? How much independent problem solving is involved?


May 2018

Once you have established the true position requirements, such as Manages projects independently or Follows rules diligently, you’ll have your success factors. Your top candidate is the one whose motivations and strengths align with the factors you have identified, not necessarily the one who has been trained in a specific task. 2. Use a valid pre-employment assessment Good HR professionals and recruiters, whether contracted or in-house, should be able to source a field of ostensibly viable candidates. However, a candidate’s past experience does not equate to future success. In other words, there are plenty of mediocre applicants who did enough to stick around somewhere and pad their resume. A scientifically validated personality assessment (i.e., one based on hard data and R&D-tested to ensure validity) will tear down façades and show a person’s intrinsic motivations. If one of your success factors is Sustains client relationships, for example, the assessment will show the difference between an applicant who is merely personable and one who is an attentive listener, service-minded and responsive to stakeholder input. If someone’s personality drivers line up with your success factors, you’ve found the connection that often translates into top performance. 3. Ask behavior-based interview questions Behavior-based interview questions effectively circumvent vague claims of accomplishment by asking candidates for specific examples about how they have handled job-relevant situations. Imagine that an applicant for a customer-service role writes “Achieved 94% customer-satisfaction rate” on his resume. That could be a made-up number, or it could be apropos of nothing that the individual actually did. A behavioral interview question here can be, “Talk about a time you dealt effectively with an upset customer on your own. What was the problem and how did you resolve it?” After a few questions along these lines, you’ll begin to gain clarity around the applicant’s ingenuity in service situations, his decision-making style, his

Human Element client focus, and his attentiveness as a listener. To take it further, come up with a consistent set of questions for each role and then determine a system for scoring responses (e.g., 1 for poor, 2 for fair, and 3 for good) so you can quantify which applicants delivered the strongest answers. Make sure you ask all the applicants the same questions, and preferably, have one person ask the questions and another do the scoring. This approach reduces bias.

for the first six months of tenure to keep potentially good hires from turning bad due to misalignment and lack of communication. Put together a true onboarding program that fully integrates new hires not only into the role but into the company culture as well. Moreover, use the personality data you’ve collected to build a customized development plan for each employee that maximizes strengths while compensating for limitations.

Sometimes, the problem isn’t a bad hiring decision; it’s bad post-hiring decisions.

By devoting a little extra time, money, and attention up front, you will return on your investment many times over when you have the right people in place who are not only motivated and productive but also willing to stick with you for the long haul.

A big mistake companies often make with new employees is to assume their training and development needs are the same as everyone else’s. As revealed by the results of the pre-employment personality assessment, people are different from each other (surprise!) Employee development, as a general concept, should be an ongoing focus. However, it is especially critical for hiring managers to stay involved

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.

4. Implement onboarding & developmental action plans

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May 2018


Sales Trends Jeffrey Gitomer

Value is the king of sales and the queen of service Value is perhaps the most illusive word in sales. Everyone will tell you how important it is, very few can tell you what it is. I've already gone on ad nauseam about my distaste for the words "added value." I recommend you leave them out of your sales lexicon forever. "Added value" has an evil twin: "value add," neither of which can be defined in terms of what the customer actually benefits or profits from. Added value is usually some minor service or hardto-define extra that the customer already expects, or takes for granted anyway. Things like: • • • •

In order for you to understand the word "value" as it relates to your ability to making a sale, put the word "perceived" in front of it. If you think it's valuable, and your customer doesn't perceive it to be valuable, it ain't value. Your customer is looking to increase THEIR sales, THEIR customer loyalty, THEIR employee loyalty, THEIR productivity, THEIR morale, THEIR profit, and to have no problems. Are those the values you bring to the table? No? Why not? Those are the value elements that any customer would consider worthy of the word. Your little add-on services are more of a bonus than a value. And don't just bring them one time - consistency is the key. My secret for delivering weekly value to my customers is this column. And throw in my weekly ezine, Sales Caffeine on top of that. Two weekly value messages. Throw in four tweets a day, that's 22 value

The value is missing from the MISSION. Most companies have a meaningless mission statement that was created by a marketing department. It's all about being number one, exceeding customer expectations, and building shareholder value. Barf. • • • •

What's your real mission? Is it different from your mission statement? Where's the value to the customer? Isn't that the real mission?

What you need is a value proposition and a value statement that explains fully:

same-day shipping online ordering parts in stock 24-hour service

Those are not VALUE - those are a GIVEN. Those elements are expected. They are NOT incentive to buy - rather they're just part of your business offering.


messages a week. Add LinkedIn, blog, Facebook and a YouTube video, and it's a value firestorm.

May 2018

• • • •

how how how how

you help others they win you serve in terms of the customer that leads to loyal customers and referrals.

And a mission statement that matches it. A value proposition states what you do in terms of how a customer benefits. For example: You might say, "We provide 4-hour service response." A "value proposition" way of stating the same thing is, "When equipment is broken or needs repair, production stops. That's why we instituted 4-hour or less service response. That way there is minimal loss of productivity and job profitability." Same words, stated in terms of how the customer wins. Value is important to a prospective customer for three reasons: 1. It differentiates you from the competition. 2. It gives the customer understandable reasons to purchase. 3. It gives the customer the peace of mind they need to move forward. To buy.

Sales Trends Value is important to an existing customer for three reasons: 1. It builds real relationship. One based on value. 2. It makes reorders more automatic and less bid driven. 3. It eliminates competition. Most competitors thrive on "saving a customer money." NOTE: Customers don't want to save money as much as they want to produce more and make more profit.

as value by the customer. The more you put value in terms of how they win, how they profit, and how they produce, the more it will be perceived as true value, or real value. And in the end, the value that you receive back will be the order. That's value. 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

At the end of any sales transaction, or when an existing customer has a need, that's when "perception of value" plays its heaviest role. If the customer perceives a difference in you, and perceives a reassuring value in terms of how he wins, the sale is yours. If not, the sale goes to the person with the lowest price. Lowest price always means lowest profit. The more you become proficient at stating value in terms of the customer, the more it will be perceived


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May 2018


Your Business Eileen Schmidt

FSIP celebrates five decades of operation In five decades of operation, Flight Systems Industrial Products has perfected the ability to evolve and grow. Starting in 1968 as an aircraft and strobe runway light designer and manufacturer, today the business serves a variety of industries globally. Flight Systems Industrial Products, also known as FSIP, provides electronic products for numerous markets and boasts a trained engineering and sales staff to offer assistance with new design applications, according to the company. The business makes new and remanufactured electronic products used in electric and gas-powered vehicles, as well as providing manufacturing services for original equipment manufacturer products to “help limit the potential for product obsolescence,” the website says.

The original operation, with its focus on aerospace, contributed electronics to five of NASA’s Apollo launch vehicles and two Skylabs. In the following years, the business expanded into material handling markets. FSIP now works with industries including industrial trucks, golf carts, scrubber-sweeper, mining cars/locomotives, electric boats, go-karts and support equipment. The 50th anniversary of the company is “a big deal for us,” said Pam Jones, director of sales and marketing for FSIP, who said the milestone offers an opportunity to appreciate how far the business has come. “The company started with just a handful of people,” said Jones, who said when FSIP changed ownership in 1999 and was renamed to include industrial products, it had $1.5 million in revenue. In the years since, that number has soared to over $20 million.

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May 2018


Your Business Today, FSIP employs 118 workers, both at its headquarters in Carlisle Penn., and in Addison, Ill. The second location is a relatively new addition to the FSIP fleet and follows the purchase of ARS Solutions, LLC in 2017. The purchase afforded the business the opportunity to have a site in the Chicago area, Jones said. Of paramount importance to the FSIP operation is its longstanding relationships with its OEMs. Many of these include agreements with vehicle OEM’s, and the manufacture of the electronic parts, according to Jones. “We remanufacture over 9,000 different part numbers. We also manufacture over 2,000 parts and distribute about 1,000 new products,” she said, adding that design work is another important component of the business. Jones stressed that when FSIP remanufactures a product, the team does a complete analysis and full rebuild, ensuring the product is upgraded to the latest standards. FSIP puts extra emphasis on customer service and staffs a full sales, marketing and customer service team, according to Jones. “Quality products are important to us, and customer service. We highly stress that here,” she said. “No matter how small or large the customer is, they are extremely important to us.” In 2010, FSIP acquired all assets of GE Motion Control, and electric vehicle control and parts are now exclusively manufactured in the Carlisle location. And in the last two years, the company has forged its way into battery maintenance and product lines.

The business will continue to mark its 50th year with staff and customers, Jones said, through hosting celebratory events and sharing promotional offerings. 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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The majority of the operation’s customers are in the U.S. but Jones said FSIP also does a lot of international business with its distributors and dealer network. As FSIP looks to the coming years of operation, Jones said the company will continue to maintain and develop relationships with OEMs. “It’s important for us to keep growing relationships as technology changes so we can change along with it,” she said. Along those lines, this year FSIP released an e-commerce store at, which will allow customers to order online, and have access to their accounts to check the status of their orders and track shipment. The store is “a big advancement,” according to Jones.

To see a complete list of our inventory, visit our new online showroom at

WWW.HKEQUIPMENT.COM 800.708.9765 | 412.490.5311

May 2018


Nuts & Bolts

Acquisitions, expansions & other business news

Rail industry maintains strong safety record Newly released data from the Federal Railroad Administration (FRA) confirms that recent years remain the safest ever for U.S. railroads. Through employee commitment to safety and investments in maintenance and new technologies, the industry has maintained the strong safety record of recent years, with the train accident rate down 28 percent in the last decade and last year marking the lowest rate of trackcaused and human factor-caused accidents ever. Notable statistics, calculated per million train miles using March 2018 FRA data, include: • Train accident rate is down 44 percent since 2000. • Equipment-caused accident rate is down 38 percent since 2000. • Track-caused accident rate is down 55 percent since 2000. • Human factor-caused accident rate is down 45 percent since 2000. • Derailment rate is down 42 percent since 2000. “Every day, the men and women of the rail industry are making a safe network safer,” said Association of American Railroads (AAR) President and CEO Ed Hamberger. “Investments in technology and employee training to advance safety in recent years have yielded significant gains that make railroading in America safer and more reliable than ever.” The industry remains concerned about driver and pedestrian safety as this most recent data shows a 22 percent increase in trespassing deaths compared to 2016. Every three hours someone is hit by a train in the United States, and these accidents are almost entirely preventable. Every year, railroads spend millions to maintain and improve grade crossings as well as work directly with communities and law enforcement to educate the public about safe behavior near tracks. “While the safety of rail operations remains strong, our job is not done,” said Hamberger. “The rise in pedestrian deaths in 2017 is a stark reminder of the perils of risky behavior around railroad tracks. Don’t 28

May 2018

tempt fate; remember when you see tracks, think train.” Railroads also participate with Operation Lifesaver, whose education initiatives play a critical role across the U.S. in reducing collisions, fatalities and injuries at highway-rail crossings and trespassing on or near railroad tracks.

Equipment leasing and finance industry confidence eases in March The Equipment Leasing & Finance Foundation (the Foundation) releases the March 2018 Monthly Confidence Index for the Equipment Finance Industry (MCI-EFI). Designed to collect leadership data, the index reports a qualitative assessment of both the prevailing business conditions and expectations for the future as reported by key executives from the $1 trillion equipment finance sector. Overall, confidence in the equipment finance market is 72.2 in March, easing slightly from 73.2 in February. When asked about the outlook for the future, MCI-EFI survey respondent Anthony Cracchiolo, President and CEO, U.S. Bank Equipment Finance, said, “We are seeing growth in capex spending across a broad segment of the economy. While some areas are expanding more quickly than others, all are moving in a positive direction. Businesses are more positive then we have seen in over a decade and activity is picking up momentum. The equipment finance industry is healthy and poised to support the expanding economy.” March 2018 survey results: The overall MCI-EFI is 72.2 in March, easing from 73.2 in February. When asked to assess their business conditions over the next four months, 54.8% of executives responding said they believe business conditions will improve over the next four months, an increase from 46.4% in February. 45.2% of respondents believe business conditions will remain the same over the next four months, a decrease from 53.6% the previous month. None believe business conditions will worsen, unchanged from the previous month.

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May 2018


Shifting Gears

Industry personnel and organization news

Peak Equipment to represent Columbia Machine Columbia Machine is excited to announce that Peak Equipment has joined the Columbia family as an outside sales agency representing Columbia’s complete line of palletizing and load transfer solutions throughout Colorado, Wyoming and New Mexico. Peak Equipment, headquartered in Mead, CO, was established in 1994 and is a family run full service manufacturer’s representative agency. As a customer focused company Peak Equipment is a great addition as they bring over 20 years of experience and already serve a variety of industries including food, bakery, chemical, pharmaceutical, nutraceutical, and more. Columbia Machine manufactures inline high speed, high-level, floor-level and robotic palletizers, load transfer stations and provides system integration.

TVH achieves Premier Blood Partner status for its work with Red Cross TVH in the Americas (TVH has been recognized by the American Red Cross as one of its Premier Blood Partners for 2018. As part of its deep-rooted commitment to help save lives in the community, TVH hosted blood drives at its Olathe and Grayslake locations where they helped the Red Cross collect 61 units of blood. To date, TVH employees have donated over 200 gallons of blood. TVH will continue its commitment by hosting a total of three blood drives in 2018. TVH is proud to be a part of the Red Cross’s mission that helps ensure lifesaving blood is available for hospital patients in need. Our organization shares that same humanitarian value to help our neighbor and we are grateful for the opportunity to host blood drives that will do just 30

May 2018

that right here in our community. According to the Red Cross, blood and platelets are needed for accident and burn victims, heart surgery and organ transplant patients, and those receiving treatment for leukemia, cancer or sickle cell disease.

Dematic launches Robotics Center of Excellence Dematic announces the formation of the Robotics Center of Excellence business unit, dedicated to the development and engineering of robotic automation. The new business unit is responsible for the application and implementation of robotic solutions that make order fulfillment operations more efficient, productive and responsive to today’s on-demand omni-channel distribution environment. The Dematic Robotics Center of Excellence provides a wide variety of automated solutions built around process improvements, robotic technology, vision and software. These solutions are applied in all functional areas of the warehouse from receiving to shipping. Typical solutions include de-layering, de-palletizing, bin replenishment, goods-to-robot piece picking, kitting, crossbelt and pouch sorter induct, palletizing and trailer loading. Solutions are designed to handle pieces, cases, totes, layers and pallets. Crystal Parrott joins the new entity as Vice President, Robotics Center of Excellence. Parrott brings more than 28 years of robotics and automation experience to the role and will be responsible for leading all robotics initiatives, driving the robotics road map and guiding, coordinating and supporting the generation of robotic solutions.

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corner deflection is greater than ½"

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missing or damaged safety clips/ retainers


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May 2018


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Shifting Gears

Industry personnel and organization news

Toyota Forklift dealerships achieve ASEC Certification Several dealerships throughout the U.S. and Canada recently achieved Toyota Forklift’s Aftersales and Service Evaluation and Certification (ASEC). The ASEC certification is a process to help dealers focus on improved safety, productivity and customer satisfaction to grow their parts and service business, increase profitability and deliver the industry’s best customer service. The program supports dealers in their journey toward a culture of continuous improvement. It encourages dealers to focus on key areas of aftermarket operations and meeting critical standards by practicing Kaizen, a Japanese business philosophy of continuous improvement of working practices and personal efficiency. “To successfully complete the ASEC process dealerships commit to two things: hard work and a change in the way they approach business,” said Toyota Forklift’s Director of Aftermarket Sales Bret Bruin. In 2017, 14 Toyota dealerships successfully completed the standards to be ASEC certified or recertified: • Atlas Toyota Material Handling - Elk Grove Village, Illinois • Bell Fork Lift, Inc. - Clinton Township, Michigan • Industrial Truck Service Ltd. - Winnipeg, Manitoba • ProLift Industrial Equipment - West Chester, Ohio • Southeast Industrial Equipment, Inc. - Duncan, South Carolina • The Lilly Company - Tupelo, Mississippi • Toyota Lift Northwest - Clackamas, Oregon • Toyota-Lift of Minnesota - Byron, Minnesota • Vesco Toyotalift - Hickory, North Carolina • Allied Toyotalift - Knoxville, Tennessee • Conger Toyotalift - Green Bay, Wisconsin • Toyota Lift Northwest - Kent, Washington • Toyota-Lift of Minnesota - Brooklyn Park, Minnesota • Welch Equipment Company, Inc. - Denver, Colorado 36

May 2018

Konecranes partners with The Pack Shack to pack and donate over 102,000 meals Global crane manufacturer, Konecranes builds overhead cranes and industrial lifting equipment for virtually every industry in Springfield, Ohio. But at Konecranes 2018 Region Americas sales meeting in Columbus, employees pitched in to lift something new: the spirits and situation of their Ohio neighbors. Jennifer Dine, Konecranes vice president of human resources, Region Americas, discovered a teambuilding event called Feed the Funnel through an organization known as The Pack Shack. The event’s goal is to combat food insecurity in nearby communities by recruiting corporate partners to donate and pack nutritious meals. “In years past, Konecranes has continuously searched for ways to incorporate community involvement into our Regional Sales Meeting,” says Dine. “Feed the Funnel was exactly what we were looking for. It gave our people the chance to connect with colleagues with whom they don’t normally interact while feeling good about helping the community.” At a Feed the Funnel party, secretaries and CEO’s work shoulder-to-shoulder to assemble and package meals that feed eight people. Each meal includes 19 vitamins and 10 grams of protein. More than 400 Konecranes employees from all across the globe competed in 16 teams, packing more than 102,000 meals in an hour.



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May 2018

Industry Insight Data provided by EDA, a product of Randall-Reilly BY RANDALL-REILLY

Lift Truck Market Trends  ach month EDA, a product of Randall-Reilly, provides a snapshot of industry data that’ll let you see where E buying activity has been, and forecast where it might be heading so that you can proactively stay in touch with the needs and habits of your market. Understanding how and where buyers have been spending their money can help determine the scope of consumer spending, project growth for a certain product line, or identify the signs of a future downturn. 2/28/2018 IndustryInsight - EDA New


36000 31000 26000 21000

New: 27117 Used: 23191

16000 11000 6000 1000 Nov 2015

Feb 2016

May 2016

Aug 2016

Nov 2016

Top 5 Equipment Buyers

 isplays the top five buyers nationwide for each of EDA’s eleven D industries, based on financing activity results added by EDA last month. The results are based on distinct serial numbers of sale and lease transactions for new equipment only. Oh Vly Med Ctr Inc B&W Mfp Copier Color Mfp Copier

Wheeling, Wv Konica-Minol Konica-Minol

140 132 8

Calvert Memorial Hosp Prince Frederick, Md B&W Mfp Copier Hp B&W Mfp Copier Sharp Color Mfp Copier Sharp Color Mfp Copier Hp

119 59 26 24 10

Pebble Bch Co Gp B&W Mfp Copier Color Mfp Copier

Pebble Beach, Ca Kyocera-Mita Kyocera-Mita

J C Eqt Llc Wheel Loaders Skid Steer Loaders

Atleboro Falls, Ma Cat Cat

Bond & Steele Clinic Pa Winter Haven, Fl B&W Mfp Copier Lexmark Color Mfp Copier Konica-Minol

Jan 2017 Feb 2017


May 2017

Aug 2017

Nov 2017

Jan 2018

Powered by ZingChart

Top 20 Equipment Lenders

 isplays the top 20 lenders nationwide for each of EDA’s eleven D industries, based on financing activity results added by EDA last month. The results are based on all financing statements of sale and lease transactions for new equipment only. Kubota Credit Corp Usa.1,797

C I T Bank.........................335

Caterpillar Fin Svc Corp.. 1,254

Everbank Commercial Fin Inc. 305

John Deere Indl Credit....1,051 Kubota Credit Corp Usa....762

Toyota Inds Commercial Fin Inc......................................300

Xerox Fin Svc....................745

Farm Credit Svc.................297

U S Bank Eqt Fin...............721

Komatsu Fin.......................283

103 57 46

John Deere Indl Credit.......692

D L L Fin Llc.....................248

Wells Fargo Vendor Fin Svc Llc. 635

Agco Fin............................243

100 80 20

C N H Indl Capital Amer...546

99 98 1

Mahindra Fin Usa...............345

Konica Minolta Premier Fin.397

C N H Indl Capital Amer...240 Wells Fargo Eqt Fin............236

Data provided by EDA, a product of Randall-Reilly. For more detailed information visit

May 2018




The stock market is rising to levels never seen before, consumer confidence is at record highs and the just-released MHI-MHEM (Material Handling Equipment Manufacturing) quarterly forecast update says “material handling has improved in consumer confidence, industrial economic expectations, U.S. purchasing, the MHI business activity and continued growth in e-commerce.”


Now is the time to capture your share of this by promoting your products and services now. According to Prestige Economics, LLC January 2018.


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May 2018

New Products

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New testing shows ORBIS® plastic pallet JW Winco offers inch size steel and can withstand up to 200 cycles stainless steel gear lever handles ORBIS® Corporation learned its 40x48-inch RackoCell® plastic pallet has approximately 18 times the life span of a 40x48-inch whitewood stringer pallet, according to a recent study. Researchers from the Virginia Tech Center for Packaging and Unit Load Design used the center’s FasTrack life-cycle analysis to compare relative durability. The FasTrack life-cycle analysis included a 10-step handling sequence, which involved routine pallet handling activities, followed by inspections of the plastic and whitewood pallets. In testing, the RackoCell plastic pallet completed the sequence up to 200 times without failure, while the wood pallet’s average failure was after 11 cycles.

Camso announces AIR tires for forklifts and ground support equipment

JW Winco, Inc., a Ganter Company and supplier of standard industrial machine components, now offers GN 310 Steel and Stainless Steel Gear Lever Handles, available in inch as well as metric sizes. Both versions of the Gear Lever Handles are RoHS compliant. The steel lever option is zinc plated with a blue passivated finish and there is a variety of operating knobs to choose from dependent on their function and/or their design. The stainless steel version has a sandblasted satin finish and is an excellent choice for applications requiring corrosion free environments.

UniCarriers launch PD Series pneumatic diesel forklifts

Camso announces three new industrial pneumatic tires for forklifts and ground support equipment, aimed primarily at markets in Europe, the Middle East, Asia and Africa. The Solideal AIR 550, AIR 570 and AIR 561 manufactured by Camso strengthens Camso’s pneumatic product lineup to offer customers the best performance based on their application at the lowest operating cost. These tires will replace Solideal ED Plus, Solideal RIB LUG and Solideal ZZ RIB respectively, promising greater durability and performance without compromising price. The new Solideal AIR tires by Camso last longer and combine improved operator comfort on rough, uneven surfaces with lower rolling resistance.

UniCarriers Americas (UCA) announces its PD Series Pneumatic Internal Combustion (IC) Diesel forklifts. This next-generation IC diesel series provides the horsepower and torque needed for demanding work applications, while delivering lower emissions and higher fuel economy. Standard features maximize operator comfort and productivity and include full suspension seats with adjustable lumbar, multi-function LCD/LED display, fuel saver mode, ground speed control, operator presence system and standard memory tilt steering. Under the hood is an ultra-efficient 4EG 3.3L Tier 4 Final compliant diesel engine that provides a high-pressure common rail fuel injection system, a diesel oxidation catalyst (DOC) and an exhaust gas recirculation (EGR) system.

New LEDtronics all-weather filamentlook LED string lights

Alpine Power Systems launches battery and charger fleet

LEDtronics® announces its new allweather, UL-Listed filament-look LED string lights that answer the demands for brilliant, mood-setting lighting with all the benefits of energy-efficient LED technology. These versatile LED string lights are ideal for applications such as special outdoor occasions, garden or backyard parties, or providing a decorative flair to outdoor restaurant porches, shopping plazas, hotel pool areas, decks, driveways and patios, as well as for sign perimeter lighting. The 48-foot, IP65-rated waterproof black string cord holds 24 1.5-watt S14 LED lamps with a bulb separation of 2 feet.

Alpine Power Systems announces its PowerMAX battery and charger fleet solutions with an unrivaled up-time guarantee and same-day shipping. Alpine has invested millions of dollars into one of the nation's largest inventories, providing an unmatched 'up-time guarantee', and shipping from our state-of-the-art facility. All of Alpine's PowerMAX Fleet offerings are put through a rigorous certification process to ensure the customer gets the best products available.

May 2018


New Products

See more new products online at

New continuous monitoring and maintenance with remote support

Kardex Remstar is launching a new cloudbased remote support platform, which focuses on continuously monitoring the status of a customer’s installed systems and remotely maintaining them when necessary. This new digital solution for condition monitoring and maintenance of automated storage systems will enable customers to use their machines at maximum efficiency. In times of increasing competitive pressures and a need for optimal productivity, it is essential for companies to guarantee the permanent operational readiness of automated storage and retrieval systems in the warehouse. Remote Analytics provides users with all unit data on an online service portal.

GreyOrange launched AI-powered Butler PickPal GreyOrange announced its beta launch of the new-gen Butler PickPal, an autonomous picking solution. Powered by Artificial Intelligence (AI) and Machine Vision to unlock the next level of efficiency in the order picking process, it works seamlessly with the goods-to-person GreyOrange Butler™ robotics system which enables warehouses to manage high-speed operations by automating order picking and fulfilment. The Butler PickPal addresses the challenges arising from the global boom in e-commerce as orders need to be fulfilled faster and accurately with more cost-efficiency as competition intensifies.

New high voltage LED worklights from TVH TVH in the Americas (TVH), has expanded their LED worklight selection to include the SY5LCWLS-80 and SY6LCWLR-80. These worklights feature a high 10-80 voltage to better suit your industrial needs. These lights are great for a wide variety of applications such as construction machinery, forklifts, mining machinery, building projection lights, outdoor commercial lighting, farm equipment, emergency lighting, 4x4 off-road vehicles and other heavy equipment. The SY5LCWLS-80 is a square worklight measuring 3.93” long with 5 LEDs, 600 lumens, and 7.5 watts while the SY6LCWLR-80 is a round 4.21” worklight with 6 LEDs, 650 lumens, and 9.0 watts.


May 2018

JLT Mobile Computers launches vehiclemount computers JLT Mobile Computers launches the JLT6012™ logistics computer, the first product of a new generation of rugged vehicle-mount computers with innovative platform design. The JLT6012 presents a major step change in rugged computing, as the new terminal not only delivers unparalleled productivity and better user acceptance today, but also constitutes a platform for building innovative mobile IT solutions, including hardware, software and services for the needs of tomorrow. Featuring the industry’s most compact design, modern Windows, Android or Linux operating systems, and the user-friendly JLT PowerTouch™ PCT technology, the JLT6012 computer takes user productivity to new levels.

EVERLINE PA LED drivers bring auxiliary output power to 0-10V applications Universal Lighting Technologies, Inc recently introduced its PA Series of LED drivers. Designed for the smart fixture, PA drivers eliminate the need for a separate power supply for sensors by providing 12 Volts DC (12Vdc) or 24Vdc auxiliary output power. These drivers are compatible with any standard 0-10V analog dimming control signal. They can be programmed down to minimum dimming level of 5 percent using the popular EVERset tuning software. The software allows designers to customize PA driver parameters, such as minimum and maximum output currents, dimming curves, dimming control voltages and a dimto-off command. Specific configurations can then be saved for production use.

New Honeywell wearable device helps improve speed and accuracy Honeywell announced its new smart wearable, which helps supply chain workers complete their high-volume tasks more efficiently and ergonomically. The 8680i wearable Mini-Mobile is a compact, high-performance and hands-free cordless device that helps improve efficiency and productivity for scan-intensive tasks. By eliminating the need to pick up a handheld scanner, scan the item and then set the scanner down, the new wearable device helps improve workers’ scanning times by approximately five seconds per typical transaction. The lightweight, Wi-Fi-enabled device is worn on one hand and provides workers with a twobutton interface and a clear display of information such as battery status and scan results.



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


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May 2018





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RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . 53

ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 15

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 31

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 52


INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . 11

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 13

INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . 40

CECOR INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 20

CLARK MATERIAL HANDLING CO. . . . . . . . . . . . . 7


DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25

MAC RAK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 33

SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 38


MEIJER HANDLING SOLUTIONS, INC. . . . . . . . . . 37

THE BIG RACK SHACK . . . . . . . . . . . . . . . . . . . . 54

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

MHCONX.COM. . . . . . . . . . . . . . . . . . . . 20, 21, 46

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FORKLIFTS & EQUIPMENT. . . . . . . . . . . . . . . . . . 23

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

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

RESONANT DEALER SERVICES . . . . . . . . . . . . . . 42

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 29

SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . 39 STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 35 SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . 20

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 19 THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 41 TRI-BORO SHELVING & PARTITION CORP. . . . . . . 3


May 2018

Best in Class

When press-on tire performance is your priority use Rhino.

Rhino R1 Press-On Tires •

Best design to optimize traction, stability and wear

Best compounding for optimal low-rolling resistance, shock absorption and tire life

Best overall performance and lowest cost of ownership Rhino is Best in Class

Move it fast… Move it safe… MOVE IT ON RHINO. Easy to Find...Tough to Beat.

Warehouse: 234-678 -7863 Toll Free: 877-744-6603 Fax: 888-480-8611

Checkout our new website at and be sure to click on the Quick Quote button.

Rhino Rubber Warehouse • 275-299 N. Arlington St. • Akron, OH 44306

DEALERs WANTEd Workbenches, Welding Tables, and Cabinets. BUILT IN THE USA!

Badass Workbench, A Division of ELF Enterprises Inc. 3210 Antelope Ave Suite A, Kearney NE, 68847 P: 1.866.547.1123

F: 308.234.3420







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

May 2018 Material Handling Wholesaler  
May 2018 Material Handling Wholesaler