August 2018 Material Handling Wholesaler

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An Employee-Owned Specialty Publications International, Inc. Magazine

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August 2018

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August 2018 • Vol. 39 No. 8

18 |

Sales Trends

Dean Millius General Manager/Publisher

Jeffrey Gitomer

Alva Coffman Account Executive

Will the real objection please stand up!

dmillius@MHWmag.com acoffman@MHWmag.com

Kathy Regan Editor editorial@MHWmag.com Spencer Birkenholz / Eric Faramus Production Lead / Graphic Artist art@MHWmag.com Material Handling Wholesaler: (ISSN # 2155-3467) is published monthly for new and used equipment dealers, equipment manufacturers, manufacturer’s reps, parts suppliers, and service facilities serving the material handling industry. Editorial opinions expressed herein are the author’s and do not necessarily reflect the opinions of Material Handling Wholesaler. All material contained herein is protected by copyright laws and owned by Specialty Publications International Inc.

Stock photos provided by ingimage

Cover Story 6 | Understanding team roles can improve team results

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

24 Nuts & Bolts 26 Shifting Gears

Reader Resources

Eric Baker

Columns

36 Classified

10 | Aftermarket Dave Baiocchi Managing your image

14 | Bottom Line Garry Bartecki Time for a check up

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www.MHWmag.com Material Handling Wholesaler, P. O. Box 725, Dubuque, IA 52004-0725 Toll-free: 877.638.6190 Phone:563.557.4495 Fax: 563.557.4499

Garry Bartecki examines the industries current rental and leasing trends as it pertains to financial challenges and regulation changes.

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team objectives, Implementers have it covered. Their responsibilities might not always be glamourous, but everything falls apart without them.

Facilitator – Teams are made up of people with different mindsets and approaches that can come into conflict. Facilitators are the glue that holds things together; they manage relationships within the team and externally, and they make sure people have the required support.

Understanding team roles can improve team results

Eric Baker, Caliper Corporation

A business team is a strange entity. You can gather all the right experts and specialists, put all the accountabilities in place, and even set the ground rules for how to manage meetings and handle conflict … and still end up with dysfunction.

Given the increasing importance of cross-functional teamwork across all industries, it has never been more important for organizations to figure out what’s working and what isn’t and to take steps toward improving team efficiency and effectiveness. If you really want the results you’re looking for, take the time to explore and define team roles.

Team roles are different from assignments. Each team member has an agreed-upon set of responsibilities, of course, but team roles are organic and relate to the “health” of the team as an entity. An unhealthy team is one where people are continuously frustrated or are struggling to deliver, and the results suffer accordingly. Fortunately, this (metaphorical) illness can be cured when people are placed into the team roles for which they are best suited. Those roles include Champion, Creator, Implementer, and Facilitator. Let’s look at each in turn: Champion – These are the people who promote ideas, rally the group, and drive change. They tend to focus on the big-picture goals. Without them, teams often lack vision and direction.

Creator – Creators generate ideas, design solutions, and welcome creative challenges. They tend to be about action rather than talk, and a team without Creators may struggle to deliver innovation.

Implementer – When it comes to the daily work activities and administration required to make good on 6

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August 2018

Your team role is determined by a combination of your thinking style (divergent vs. convergent) and work focus (people vs. tasks). This graphic helps visualize it.

Do you have a sense of where you might fit?

Divergent thinkers tend to approach problems creatively (“What are all the possible solutions?”), whereas convergent thinkers are inclined to approach problems logically (“What’s the ideal solution?”).

Divergent thinkers are usually more inventive.

Convergent thinkers are typically more efficient at making practical decisions.

When you combine divergent thinking with a people orientation, you’ll get the Champion described above. Switch out people orientation with a task orientation, and you’ll get a Creator. And so on.

These distinctions are critical to several aspects of team effectiveness: • I f a team has too many of one team role and not enough of another, the team has a talent gap.

Depending on the gap, you may lack a rallying voice and a vision (not enough Champions); struggle to meet complex business challenges and adapt to change (not enough Creators); fall short of quality expectations and leave loose ends (not enough Implementers); or break off into less collaborative factions (not enough Facilitators).

• I f people are in the wrong roles (Creators having to act as Facilitators, for example), those team members will not be playing to their strengths and could be both unhappy and ineffectual.

• I f you are aware of your role and what you bring to the team, and discover others’ roles and what they bring, it becomes easier to understand where people are coming from and the value they offer.

That last point is relevant even if the first two have already been addressed (i.e., your team is balanced and everyone is serving in their ideal role). An Implementer, by nature, is about process and systems and is often immersed in spreadsheets and files and

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August 2018

7

Cover Story schedules, perhaps looking at Champions and thinking, “That person does a lot of talking. Meanwhile, I’m doing all the work.”

At the same time, the Champion is busy seeking organizational commitment and negotiating for budgets and resources without realizing how the agreements and compromises they make could lead to upheaval and additional work. By seeking a more meaningful understanding of each other’s roles, both the Champion and the Implementer can act more responsibly and respectably. The same goes for Creators and Facilitators and other combinations of roles. Ultimately, it’s about improving team health through self-awareness and learning how to meet in the middle.

corner and people who land near a line between two quadrants.

The insights you gain from identification and analysis of team roles can be the key that unlocks the door to true collaboration and teamwork. You’ll come up with better solutions, improve employee engagement, and finally address your most challenging business needs.

Based on each team member’s unique blend of personality traits, they’ll land somewhere on the convergent/divergent scale in regard to thinking style and somewhere between task oriented and people oriented in terms of work approach. The next step is finding a way to use that information for improving team effectiveness.

Plot your entire team into quadrants on the 4-Box, enabling you to see the breakdown of Champions, Creators, Implementers, and Facilitators. It also shows your group’s distributions in thinking styles, people skills, and task focus as well as individual team members’ strengths and limitations in those areas.

This report can be a revelation for your team.

Not only do you see what’s missing overall (too few people in one quadrant, for example, or too many in another), but you also discover which team members are in the wrong roles. Once the nuances of the results become clear, you’ll also notice the differences, within a quadrant, between people who plot in the extreme

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August 2018

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. Email editorial@mhwmag.com to contact Caliper.

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Aftermarket Dave Baiocchi

Managing your image Challenges that affect our business consist of three basic elements. Things you have no control over, things you have limited control over and things that are completely under your control.

Understanding and coming to accept these items takes time, patience and a measure of courage.

Some things just happen TO you. Taxes have to be paid. State or Federal regulations have to be adhered to. Your best customer files for bankruptcy.

Somebody just t-boned your newest service van.

Other challenges can be affected by your decisions and actions • Insurance rates (do you have a safety program?)

• Utility bills (put a lock box on the thermostat) • Interest Expenses (control your inventory) • Receivables aging (tighten your credit standards) Some items are COMPLETLEY within our control • Staffing levels

While we are doing all that we can to create and cultivate our value message, we many times ignore very visible but often overlooked areas where our message of quality and value can be supported. I want to touch on two of these things that are ALWAYS in view of the customer, and they either support or detract from the hallmarks of quality and value that you are seeking to build.

Uniforms Nearly all dealerships provide some level of uniform garments for their staff. Our dealership provided shirts, pants and coveralls through a local uniform vendor. The uniform business is much maligned in our industry, and for good reason. The sales promises made by uniform companies are seldom kept. We are entrusting our image to a vendor whose profitability is based on getting the maximum wear out of a garment.

We on the other hand are expecting that this supplier will replace garments that don’t connote the image of quality and value we want to portray.

•T he tools we use to convey our image (people, and advertising).

The goals of the dealership, and the goals of the uniform supplier are really at cross purposes. The very nature of the motivations on both sides of the transaction create an adversarial relationship. You want your men to look better, but the uniform vendor wants you to put up with how they look, to get maximum wear out of the garment.

Since we can do little about the first two categories listed above, this month, I want to focus only on items that, by and large, are totally under our control.

As a business you have the unique opportunity to create, support and promote the image you want your customers to have. Like it or not, customers have an opinion of your company, and its standing in the marketplace. Customers arrive at this image based on what they observe, how they are treated and how well we communicate with them. We have spent a great deal of time this year talking about all of the customer engagement factors that help to build the image of your dealership in the mind of the customer. We have discussed crafting a definable value proposition and using both internal and external venues to communicate this value message to both employees and customers.

There are ways this relationship can be managed, in order to motivate both sides toward alternative goals. One way would be to arrange your agreement to include mandatory replacement garments as part of the initial negotiation. Let’s say that six months after a new agreement is signed, the uniform vendor is duty bound to prove that they had replaced 10% of all rental garments every calendar quarter. This would cycle all garments over the period of 2.5 years; a much faster cycle than they normally want to see. Yes, costs would be higher, but your image would be protected! How valuable is that to your organization? I’d be willing to spend 20% more for uniforms, if I was perpetually proud of the way the crew looked every day. If all of the companies competing for the business had to provide the same level of compliance and service, you should be able to negotiate a pretty good deal

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August 2018

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Aftermarket anyway. Having a compulsory replacement policy will actually allow the uniform vendor to have the latitude to deliver on what they promise. They now have the tools to care for your image.

You can also use purchase incentives to sweeten the deal. Uniform companies sell more than just uniforms.

All of the companies we dealt with offered janitorial supplies, carpet runners, mops and buckets, hand towels, toilet paper, hand soap, shop rags, cleaning supplies, first aid kits and promotional items from hats, to shirts, to jackets, to belt buckles.

Some dealerships purchase these items from the uniform company in addition to uniform rentals. There are however probably some, if not many, of those items that the dealership acquires from other suppliers.

What if we tied the purchase of these items from the uniform company to their willingness to increase replacement rental garments? Leveraging the purchase of these promotional items could be a way not only mitigate overall costs, but also consolidate vendors, while securing your image.

As great as clean uniforms are, its even more important for the crew to actually wear them. This should be mandatory. At minimum, every tech should have a company shirt and a clean hat with a company logo. Hats get dirty quickly, and yes, they are an expense, but consider that it’s the first thing your customer sees. A technician showing up in a greasy worn out hat just does not support the image you are trying to build.

Rolling billboards Service vans are expensive to acquire, expensive to equip and expensive to operate. One of the ways we can get a little value for the money we invest in rolling stock is to properly use the visible surfaces of the van as an advertising medium.

Many of you already do this. Vehicle wrapping has become very popular and costs are reasonable for the quality and visual appeal that normally results from a good wrap. The visual image portrayed by your service vans should do three things.

1. Promote a unified image. The colors, the content and the theme of the graphics should be similar. They don’t have to be identical, but they should fit a visual standard that supports the image you want to portray.

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August 2018

2. Include contact information that is clear and definable. This isn’t just passive image advertising. It should be designed to have people contact you. Both your website and your phone numbers should be prominently displayed.

3. Sell something tangible. Offer one thing of value that would motivate a customer contact. This is where you can show some differences between the vans. Each van can have its own unique message.

• We carry pallet rack in stock – call for a quote •L et us train your lift truck operators – contact us for information • Pallet jacks for as low as $295.00 – always in stock •T ires that pay for themselves with the fuel they save – contact us •W e rent forklifts by the day, week or month – delivery available All this said, one thing I have observed is that less is more. Don’t get too wordy or try to put too much sales messaging on the van. One tangible item of value is really all that is needed. A litmus test might be to look at your vans with a critical eye. Ask yourself, is this really the image we want representing our company? Sometimes it’s a thin line between sharp and obnoxious.

One last item. The sharpest looking truck in the world is wasted money if it’s dirty. This is an image killer. If you don’t have a system of accountability to ensure that your vehicles show up clean at the customer’s place of business every day, you may as well not wrap them at all.

Image many times is difficult to manage. There are so many things that can affect it. It is however something that we do have a measure of control over.

It’s up to us to continually care for it, promote it, protect it and use it to add value to all of our other customer offerings.

Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 35 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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13

Bottom Line Garry Bartecki

Time for a check up Time to do some of that financial stuff!

•C omplete internal financial statements and supporting schedules for June and then Q2.

•T ime to review actual results against the plan for 2018.

•T ime to update the plan for the rest of the year with specific goals in mind.

•T ime to review new and used sales results to see which sales personnel need help.

•T ime to check out what inventory you have and what you have ordered for the rest of the year.

•T ime to review the rental fleet to see which units will be turning over within the next 12 months.

•T ime to decide which rental units should be sold off.

•T ime to set aside some time to study what technology you can make use of to make the company more profitable and easier to do business with •T ime to study what the competition is doing in terms of new technology.

Some will apply to you and some not. But there are about 30 major changes you need to consider seeing how your tax situation will change for 2018. Doing this NOW gives you about six months to do some planning to mitigate negative results. DO IT! For those of you thinking you will just switch to a C-Corp to avoid the whole tax personal tax issue…..

STOP THINKING THAT….. In most cases the total cost of doing the switch will not offset any additional tax you may pay now. And, we all know that the tax laws change regularly, and you would not want to make the costly change to a C-Corp and then have the reason you changed disappear because they changed the law again.

Back to the covenant issue.

Management should take an interest in the covenant calculations because if things are tight it may cause a change in plans.

There are normally two covenants dealers need to contend with: Fixed Charge Coverage and Maximum Total Funded Debt to EBITDA

Both calculations use the same calculated EBITDA number which is usually a trailing 12-month (TTM) • Time to consider getting an annual appraisal calculation, which follows a formula developed by the report for rental units as well as used equipment bank for your personal situation. The point I want to inventory. make is that the TTM figure is net of special situations • It is also time to prepare reports required by your and other normalizing adjustments. So, you want to be banks, primarily financial covenants regarding debt certain you understand how the formula was developed service coverage ratios as well as debt to equity and if any further changes are required. ratios.

Fixed Charge Coverage is the adjusted EBITDA •A nd finally, it is time to get the management team together to discuss what has happened so far and what to expect for the balance of the year.

for the TTM/debt service requirements for the same period. This calculation is one management wants to pay attention to because when the coverage is close to the bank’s minimum it is time to come up with a plan I want to get into the covenants a bit more, but before I do that I want to remind you again to ask your to improve the situation before you wind up blowing a covenant which requires a waiver to avoid a default accountant to run an estimate of your 2018 tax return on the loan. In short, this is a GOOD COVENANT using the 2017 data they just used to prepare your 2017 return or an estimate you can give them for 2018 because it has the company’s best interest to avoid cash including changes in rental assets (bought purchases and flow problems. deletions.) Preparing an estimate for a C-Corp should The Total Funded Debt to EBITDA covenant is be straight forward, but for flow-through entities it is the banks way of stopping you from taking on more an entirely different matter. The Tax Cuts and Jobs Act debt than you can handle. It is calculated as Total made significant changes to tax rules for individuals.

Funded Debt/Adjusted EBITDA for the TTM. It 14

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August 2018

UNIT

YEAR MODEL

MAST

HYD

UNIT

NOTES

IC CUSHIONS 20589 20839 20635 20805 20803 20707 20186 20055 20116 20868 20885 20945 17795

2011 2011 2011 2012 2012 2004 2013 2012 2007 2006 2014 2012 2012

Clark C25CL Clark C30C Clark C32CL Hyster S60FT Hyster S70FT Mitsubishi FGC20K Mitsubishi FGC20N Mitsubishi FGC25N Nissan C35PL Yale GLC030VX Yale GLC050VX Yale GLC060VX Yale GLC070VX

83/189 83/186 85/189 83/181 88/188 78/216 88/199 83/187 61/80 82/187 83/189 88/188 88/187

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

3Way SS, forks, New cushion tires S-S, LBR, Forks S-S, Forks Coil Ram S-S, LBR, 48” Forks 3rd Valve, 48” Forks PAINT, S-S, 42” Forks S-S, Forks S-S, 42” Forks 4Way, S-S, 42” Forks 4Way, S-S, LBR, Forks 3Way

IC BIG CUSHIONS 19899 19597 19861 18168 20813 20735 20246 20247 20250 20743

2006 2008 2015 2008 2007 2008 2010 2010 2008 2006

Hyster S80XM Hyster S80FT Hyster S120FT-PRS Toyota 7FGCU35 Toyota Yale GLC080VX Yale GLC080VX Yale GLC080VX Yale GLC100VX Yale GLC120MJ

84/174 88/186 127/270 88/187 88/187 96/206 84/120 84/120 98/202 84/112

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

S-S, Forks 4th Valve, S-S, 72” Forks PRS, 4Way S-S, 48” Forks S-S, 48” Forks Wide S-S, 4x 42” Forks S-S, Forks S-S, Forks S-S, Forks 4Way

IC PNEUMATICS 20296 20332 20750 20498 20370 20845 20615 19839 19311 19192

2010 2012 2011 2008 2012 2013 2004 2012 2013 2010

Cat 2P3500 Clark CQ30L Doosan G30P-5 Hamech G25T-16 Hyster H60FT Hyster H60FT Hyster H80XM Mitsubishi FG15N-LP Yale GLP030VX Yale GLP040SVX

84/188 86/189 85/186 89/198 87/181 91/187 96/146 84/188 84/187 84/187

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

S-S 4Way, S-S/F-P, 70” Forks NEW PAINT & TIRES, S-S, 42” Forks S-S, LBR, 48” Forks S-S, Forks Rotator, 48” Forks S-S, 42” Forks S-S, Forks PAINTED, S-S, 48” Forks

IC BIG PNEUMATICS 20405 20426 20264

2007 2010 2007

Hyster H155FT Hyster H155FT Komatsu FD70-8

127/173 148/212 148/212

3 Way 4 Way 4 Way

S-S, 48” Forks 4Way, IV Carriage, Full Cab 4Way, S-S/F-P, 44” WP Forks

YEAR MODEL

MAST

HYD

NOTES

4 WHEEL RIDER ELEC 20795

2006

Crown FC4020-50

84/240

4 Way

4Way

19870

2011

Hyster E30XN

94/216

3 Way

S-S, 42” Forks

19441

2007

Hyster E50Z

82/189

4 Way

4Way, S-S, Forks

19033

2008

Hyster E65Z

88/194

4 Way

S-S/F-P, 60” Forks

20221

2012

Yale ERC030VA

94/216

3 Way

S-S, LBR, 42” Forks

20223

2012

Yale ERC030VA

94/216

3 Way

S-S, LBR, 42” Forks

18877

2012

Yale ERC045VG

82/189

4 Way

4Way

STOCKPICKERS 17839

2010

Atlet PPC

0/56

2 Way

Forks

20830

2008

Crown SP3505-30

90/195

1 Way

Pallet Clamp, 42” Forks

20778

2006

Hyster R30XMS2

95/213

1 Way

42” Forks, Pallet Clamp

20766

2006

Hyster R30XM2

95/213

1 Way

42” Forks, Pallet Clamp

20641

2006

Hyster R30XMS2

95/213

1 Way

42” Forks, Pallet Clamp

20768

2008

Hyster R30XMA2

105/240

1 Way

42” Forks, Pallet Clamp

20531

2012

Hyster R30XM3

105/240

1 Way

42” Forks, Pallet Clamp

20312

2003

Yale OS030ECN

95/213

1 Way

48” Forks, Pallet Clamp

20731

2006

Yale OS030ECN

89/195

1 Way

Pallet Clamp, 42” Forks

20732

2006

Yale OS030ECN

89/195

1 Way

Pallet Clamp, 42” Forks

20774

2006

Yale OS030ECN

105/240

1 Way

42” Forks, Pallet Clamp

20775

2006

Yale OS030ECN

105/240

1 Way

42” Forks, Pallet Clamp

20776

2006

Yale OS030ECN

105/240

1 Way

42” Forks, Pallet Clamp

18774

2006

Yale OS030ECN

89/195

1 Way

42” Forks, Pallet Clamp

19538

2006

Yale OS030ECN

89/195

1 Way

42” Forks, Pallet Clamp

19350

2006

Yale OS030ECN

89/195

1 Way

PAINTED, 42” Forks, Pallet Clamp

19869

2007

Yale OS030ECN

89/195

1 Way

42” Forks, Pallet Clamp

19817

2007

Yale OS030ECN

89/195

1 Way

42” Forks, Pallet Clamp

19818

2007

Yale OS030ECN

89/195

1 Way

NEW PAINT 42” Forks, Pallet Clamp

20832

2007

Yale OS030ECN

89/195

1 Way

Pallet Clamp, 42” Forks

20532

2007

Yale OS030ECN

89/195

1 Way

Pallet Clamp, 42” Forks

20534

2007

Yale OS030ECN

89/195

1 Way

Pallet Clamp, 42” Forks

20535

2007

Yale OS030ECN

89/195

1 Way

Pallet Clamp, 42” Forks

20542

2007

Yale OS030ECN

89/195

1 Way

Pallet Clamp, 42” Forks

20501

2007

Yale OS030ECN

89/195

1 Way

Pallet Clamp, 42” Forks

20502

2007

Yale OS030ECN

89/195

1 Way

Pallet Clamp, 42” Forks

20503

2007

Yale OS030ECN

89/195

1 Way

Pallet Clamp, 42” Forks

20780

2011

Yale OS030ECN

95/213

1 Way

42” Forks, Pallet Clamp

TIM’S

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20426 – 2010 Hyster H155FT, 6096 hrs

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August 2018

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Bottom Line will probably fall into the 5-7 times range. While meaningful I normally don’t get too excited about this one if the Fixed Charge Coverage is within the covenant limit, BUT……THIS SITUATION COULD CHANGE DRAMATICALLY ONCE THE NEW LEASE ACCOUNTING RULES ARE REQUIRED TO BE ACCOUNTED FOR. Even though the new lease accounting rules don’t take effect until 2019 for non-public companies it is time to start estimating where you will be should you have to capitalize all your leases and start a dialog with the bank on what they expect you to do to comply with the new rules and what their policy will be in applying the new lease rules with existing customers.

For many of you it is entirely possible you will be in violation of the one or the other of these annual covenants if you add a significant number to the liability side of your balance sheet.

adjustments to use to improve covenant results. And finally, this meeting would also be good time to discuss how customers will treat leases related to your longterm fleets.

So, look at where you stand now in term of covenants and then plan out what you will look like after the new rules take effect. Doing this work now will also help you understand what our customers will be asking for to calculate the impact of your leases on their books.

Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.

I suggest that dealers selling one OEM’s product get together to decide how to deal with this issue so that the accounting between them is somewhat standardized. It would also be a good exercise to find

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August 2018

17

Sales Trends Jeffrey Gitomer

Will the real objection please stand up!

The customer says, "I object!" or does he? Is it the true objection, a stall, or a lie? Euphemistically called objection or concern, it's actually the real reason a prospect won't buy now.

What the prospect or customer is really saying is, "You haven't sold me yet." The prospect is actually requesting more information or more reassurance.

There are very few actual objections. Most are just stalls. This is further complicated by the fact that buyers will often hide the true objection. Why? They don't want to hurt your feelings, they are embarrassed, or they are afraid to tell the truth. A white lie is so much easier, more convenient, and less bloody than actually having to tell the truth, so they just say something to get rid of you.

These are the top ten stall/white lie examples from David Letterman's home sales office in Lincoln, Nebraska:

The Dealers’ Source For Portable RacksTM

1. I want to think about it.

2. We've spent our budget.

3. I have to talk it over with my partner, wife, cat, mistress, broker, lawyer, accountant, shrink.

4. I need to sleep on it.

5. I never purchase on impulse – I always give it time to sink in.

6. G et back to me in 90 days, we'll be ready by then.

7. I'm not ready to buy yet.

8. Quality is not important to me.

9. Business is slow right now.

10. Our ad agency handles that.

So, what is a true objection? Most true objections are never stated. 90% of the time when the prospect says "I want to think it over," or gives you a stalling line, it really means he or she...

• Doesn't have the money.

• Can't get the credit needed or can't afford it.

• Can't decide on his or her own.

• Saves valuable floor space for other use.

•D oesn't have authority to spend without budget, prior or someone else's approval.

• Supports thousands of pounds.

•T hinks (or knows) he can get a better deal elsewhere.

• Move more material with fewer moves.

• Has something else in mind, but won't tell you.

•H as a friend, connection or satisfactory relationship in the business.

• Stacks 4-5 high.

• Nest or knock down when empty.

• Wants to shop around.

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•D oesn't need (or thinks he doesn't need) your product now.

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• Thinks (or knows) your price is too high.

• Doesn't like your product.

• Doesn't like or trust your company.

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August 2018

• Doesn't like or trust you.

Qualifying the objection and overcoming the objection are of equal importance. Finding the real

Sales Trends objection is the first order of business. Then, and only then, is successfully overcoming it and making a sale possible. You can overcome an objection perfectly, but if it isn't the real objection, you'll be shaking your head wondering why the sale hasn't been made. When you get an objection, you must qualify that it is true and the only one.

The problem is most salespeople are not able to get to the true objection, and are not prepared to overcome objections when they occur. Why?

Part two next week is a seven step method of identifying, qualifying and overcoming any objection.

Qualifying the objection and overcoming the objection are of equal importance.

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.

• They lack the technical (product) knowledge.

• They lack the sales tools.

• They lack the sales knowledge.

• They lack the self-confidence.

•T hey have not prepared in advance (often for the same objection they've heard ten times before.)

• Their presentation is lacking.

FOR MORE SALES TRENDS ARTICLES GO TO www.MHWmag.com

Or any combination of the above.

The price is too high - is the classic sales objection. To overcome it, you must find out what the prospect actually means or how high is too high.

Assuming he/she wants to buy now, there are actually four meanings to this objection: • Your price is too high... I can't afford it.

•Y our price is too high... I can buy it elsewhere cheaper (or better).

•Y our price is too high... I don't want to buy from you (or your company).

•Y our price is too high... I don't see, perceive, or understand the cost or value of your product or service.

About half the time you get a price objection you will not make the sale. The other side of that coin says that 50% of the time you hear a price objection, you have a shot at a sale, and the prospect can be sold with the right words or phrases.

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August 2018

19

Introduces

“Team-Up” Safety Initiative FE A S N U T R O P E R & E IZ N G RECO S N IO IT D N O C K C A R E G A R STO REPAIR WHEN:

COLUMN

STRUT

corner deflection is greater than ½"

down aisle deflection is greater than ½"

front to back deflection is greater than ½"

missing or torn struts broken welds

diagonal deflection is greater than ½"

horizontal deflection is greater than ½"

FOOTPLATE sheered or missing

loose anchor nuts

twisted/ missing anchors

disengaged or damaged beam end plate

LOAD BEAM

missing or damaged safety clips/ retainers

damaged

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LEctIoN bEAM DEfStan dard:

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Examples: 1/2" 96" ÷ 180 = .53" or 13/16" 144" ÷ 180 = .8" or

Reference Line

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Visit Our Website

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August 2018

21

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August 2018

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August 2018

23

Nuts & Bolts

Acquisitions, expansions & other business news

WIT Foundation awards thirteen scholarships The Women In Trucking (WIT) Foundation is proud to announce the selection of thirteen recipients of its scholarship program, providing $1,000 each to winners to further their careers in the trucking industry. The awardees come from across the U.S. and are enrolled in schools or training programs in categories of driving, leadership, safety or technical fields of study. Four of the thirteen are using the money to earn a Commercial Drivers License (CDL), which will help address a critical shortage of drivers facing the industry. Significant contributors to the WIT Foundation include the Ryder Charitable Foundation, UPS and the J.J. Keller Foundation, which gave a grant in the name of a longstanding employee, Jan Hamblin.

The recipient of the Jan Hamblin scholarship is Perla Acuña, who is studying for a Masters in Integrated Supply Chain Management at the University of Wisconsin-Platteville. The next round of applications for scholarships will open in August www.womenintruckingfoundation.org

AAR applauds federal grant to improve Chicago rail traffic Edward R. Hamberger, president and CEO of the Association of American Railroads (AAR), issued the following statement in response to the U.S. Department of Transportation’s (USDOT) decision to award $132 million in federal funding for the Chicago Region Environmental and Transportation Efficiency (CREATE) Program’s 75th Street Corridor Improvement Project (CIP). This project will address one of the most congested points in the U.S. rail network by improving traffic flow through the region and freight efficiency across the nation. Each day, nearly 500 freight trains — with over 37,000 railcars — and 760 passenger trains pass through the region.

For 150 years, Chicago has remained the nation’s busiest rail hub and the world’s third most active rail intermodal hub, moving 25 percent of U.S. freight rail traffic and 46 percent of all intermodal traffic that begins, ends or travels through Chicago. When 24

www.MHWmag.com

August 2018

completed, the CREATE program is estimated to add 44,000 jobs and generate $31.5 billion in economic benefits over the next three decades. Additionally, CREATE will allow the region to handle up to 50,000 more freight trains by 2051. www.aar.org

Timely shipment delivery a major concern for US transporters American Trucking Association reports that more than 70% of freight in the US is moved by trucks. The industry currently hires close to 1.46M drivers but is still falling short in order to meet rising demand due to the increase in online shopping.

The unyielding increase of eCommerce is posing a huge challenge for freight forwarders, transport and logistics companies to find capacity and ensure timely delivery. The shortage of roughly 50,000 truck drivers across the country is hitting both retailer’s wallets and consumer experience. Retailers are experiencing delayed shipments and incurring higher costs to have goods delivered on time. Retailers risk losing out on the busy shopping period, if delivery timeframes are not met.

To offset truck shortages and counter thinning margins driven by Amazon’s influence on the delivery market, legacy logistics and transport companies are facing increasing pressure to become more efficient.

Logistics and transport companies are partnering with technology experts for deployment of Robotics Process Automation (RPA) and Artificial Intelligence (AI) solutions to boost cost savings and better facilitate the flow of goods throughout the world's largest consumer market. www.intelenetglobal.com

FOR MORE NUTS & BOLTS ARTICLES GO TO www.MHWmag.com

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August 2018

25

Shifting Gears

Industry personnel and organization news

Sun Automation Group® names new vp of global sales and aftermarket SUN Automation Group® announced that Greg Jones, formerly director of sales & marketing for SUN Automation, has been promoted to vice president of global sales and aftermarket. In his expanded role, Jones will oversee SUN’s international sales teams as well as operations of its Guangzhou, China and Bristol, UK locations. His focus will also be on identifying strategic acquisitions and maintaining his strong relationships with global OEM partners to further support customer aftermarket needs worldwide. With a pulse on corrugated market demands, Jones also sits on the board for SUN Automation Group and is an active member of TAPPI, FBA and AICC. Prior to joining SUN in 2012, he spent over 15 years in the manufacturing and packaging sector focused on delivering equipment and material load containment solutions to clients across various sectors. www.sunautomation.com

Crown Equipment expands network of service training centers With a salute to National Forklift Safety Day, Crown Equipment Corporation has announced the opening of a new regional forklift service training center in Toledo, Ohio. The facility increases the company’s training network to 14 sites globally, including nine regional service training centers across North America. Located within the Crownowned branch in Toledo, the new training center is overseen by Rod Schenck, regional service trainer, Crown Equipment. It joins the company’s existing U.S. regional training centers in California, Georgia, Illinois, Massachusetts, Ohio, Kansas and Texas in offering Crown’s Demonstrated Performance® (DP) Training programs for service technicians. Crown’s DP Training for service technicians goes above and beyond traditional classroom lectures by providing intensive, one-on-one instruction that is customizable 26

www.MHWmag.com

August 2018

to match the needs of each technician. Through handson learning, participants work directly on forklifts with instructor supervision, to learn firsthand the skills and knowledge necessary to keep a fleet up and running. www.crown.com

Keeping an eye on batteries and chargers - key to forklift safety AMETEK Prestolite Power is reminding material handling industry participants at all levels about the need to put safety first in their forklift fleet – as well as their batteries and chargers – within all operations. According to the National Institute for Occupational Safety and Health (NIOSH), the most common forklift injuries occur when workers are hit, struck, crushed or pinned by the vehicle or fall from one. Also at the top of the list are burns and electrocutions resulting from accidental fires, explosions and mishaps involving lift truck batteries and chargers. In addition to ensuring a warehouse has proper in-house safety signage, forklift operators need to make sure to assign staff members to a safety team to ensure compliance with local, state and federal regulations. www.prestolitepower.comd

MH Equipment welcomes regional sales manager MH Equipment announced John Judd as a regional sales manager for MH Equipment. Judd will be responsible for sales team leadership and driving revenue at MH Equipment's Evansville, Indiana location. John comes to MH Equipment with more than 17 years of sales, sales management and operations experience in the industrial laundry and finished lubricants/fuel industries with Chevron and Phillip 66 distributors. Customer segments include industrial, manufacturing, power generation, agriculture, automotive, heavy duty trucking and construction in the western/central Kentucky and southern Indiana/ Illinois areas. www.mhequipment.com

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August 2018

27

Shifting Gears

Industry personnel and organization news

Shoppa's Material Handling boosts sales team Several key sales people have been hired and promoted at Shoppa’s Material Handling in order to meet and exceed the expectations of customers at the company’s nine locations in Texas and Missouri.

Shoppa’s continued growth is reflected in the constant expansion of the DFW Metroplex and surrounding areas. Alex Rodriguez was promoted to territory manager. Mr. Rodriguez has been an asset in helping customers optimize warehouse flow solutions. He has experience in designing, engineering, project managing and installing systems. This experience will be invaluable to customers as they design their warehouse solutions.

Sam Murray has been promoted to specialist in industrial and commercial floor cleaning equipment and products. Mr. Murray is goal oriented and customer focused, traits that will serve him well in his position.

Angela Valliant joined the Shoppa’s Odessa location in May as a territory manager and has been using her leadership skills and sales experience for several years in the Odessa/Midland area, most recently as an outside sales representative for Bruckner Truck Sales. www.shoppasmaterialhandling.com

MCFA encourages operators to receive proper forklift certification Mitsubishi Caterpillar Forklift America Inc. (MCFA) announced its support for the fifth-annual National Forklift Safety Day held by the Industrial Truck Association. The nationally recognized day showcases the safe use of material handling equipment and the need for daily maintenance. Demonstrating an ongoing 100% commitment to safety, MCFA encourages forklift safety and operator training through their campaign “Engaged in Safety.” The campaign will reinforce the message that forklift certification helps ensure that forklift operators are properly trained and aware of the risks and dangers associated with operating a forklift in their environment. To help raise awareness for proper forklift certification, MCFA has also released a new Forklift Certification Guide and provides dealer-led Forklift Safety Training and Certification Programs year-round. The certification program properly trains operators based on the Occupational Safety Health Administration (OSHA) regulations to help improve operator efficiency, reduce accidents and lift truck downtime. Training is available through local MCFA forklift dealers across North, Central and South America. www.mcfa.com

FOR MORE SHIFTING GEARS ARTICLES GO TO www.MHWmag.com

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August 2018

Robust and clean Continental Solid Tires Features

Benefits

› Up to 50% less rolling resistance compared to competition.

› As much as 9% reduction in energy costs along with a significantly reduced carbon footprint.

› Up to 50% lower running temperature compared to competition.

› Reduced running temperature equals less tread wear and greater retention of load capacity.

› Excellent wear and chunk resistance.

› Little to no difference in performance of non-marking tires as compared to standard black tires.

› Highly elastic, shock absorbing rubber. › Advanced engineered non-marking tire.

› Excellent ride comfort and stability. › In many applications end users note Continental Solid Tires last up to twice the life of our competitors’ tires.

New er custom r e ff o

For details on receiving 10% off your first order of up to 12 tires, send code MHWAUGUST18 to CST.Promotions@conti-na.com. www.continental-specialty.com

CST_Continental_Material Handling Wholesaler_7.625x9.875_F.indd 1

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August 2018 6/19/2018 3:29:13 PM29

QUALITY MATTERS

When “Close Enough” Isn't Good Enough...

QUALITY. PRECISION. PERFORMANCE.

At MVP, we pride ourselves on providing outstanding quality, drop-in replacement parts. We don’t use phrases like “close enough” or “will fit.” Our staff scrutinizes over parts before we add them, making sure that we can be proud to put our name on each one.

The extra investment and commitment to quality means your customers will get a part that will fit and perform just as the original did -- making you look like the expert!

For over 20 years, equipment dealers and service centers have trusted MVP with their business. You, too, can count on MVP’s PROVEN, quality and performance to make your customers happier and your job easier!

At MVP, You’re the Most Valuable Person!

1.800.870.0687 mor-value.com E-mail: info@mor-value.com Fax: 616.406.3125

PUT THE MVP SPECIALIST TO WORK FOR YOU! 30

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August 2018

Wholesale Only.

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

August 2018

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August 2018

704-493-4398

frank.russo@hcforklift.com — PLEASE CALL FRANK RUSSO —

www.MHWmag.com

August 2018

33

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 34

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August 2018

QUALITY& VALUE For Over 50 Years

Power Steering Units Cylinders Pumps Valves

New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts

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

www.MHWmag.com

August 2018

35

Classifieds FOR SALE

Double Headed Operator Cooling Fans

Series 1 Workhorse Single Shift rating

Keep your forklift operators cool and productive all summer!

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 THE NEXT CLASSIFIED AD DEADLINE IS

BATTERIES WANTED

WEDNESDAY, AUGUST 1ST

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

36

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We BUY & SELL NEW & USED

Email: ohiorack@cannet.com

www.ohiorack.com

August 2018

CALL ALVA OR DEAN FOR RATE INFORMATION AT

877.638.6190

Materials Handling Solutions for Your Industry Combilift, leaders in providing innovative material handling solutions including Sideloaders, 4-Way Forklifts and Straddle Carriers offer products designed to handle long and oversized loads better than anyone else, guaranteeing considerable improvements in space utilization and safety.

With capacities ranging from 3,200 to over 180,000lbs, it’s a safe choice to go with Combilift.

• Improved storage utilization • Safer product handling • Increased productivity • Indoor / Outdoor Introducing the

COMBi-MR

The compact multi-directional reach truck with superb maneuverability

Featuring 360° steering and a multi-functional joystick allowing smooth seamless motion and change of direction, in addition to full control of all the hydraulic functions. This contributes to faster procedures and safety for manufacturing, distribution and logistics operations.

Contact us Today to schedule a Free Site Survey on 877-COMBI-56 or combilift.com

www.MHWmag.com

August 2018

37

BUY, SELL, MANAGE YOUR INVENTORY ASK ABOUT OUR

TWO-MONTH TRIAL! powered by

877.638.6190 | www.MHconX.com

www.superioreng.com

38

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August 2018

New Products

See more new products online at www.MHWmag.com

LISTA® and Vidmar® introduces tall cabinet line LISTA® and Vidmar®, Stanley Black & Decker Storage Solutions brands, extends its product portfolio today with the launch of the new tall cabinet line of customizable storage options. This new line is an extension of the Stanley Black & Decker Storage Solutions approach to provide a taller, more robust solution to its customers. The tall cabinet line has been designed as the company's tallest single-housing to date, making it ideal for customers in the automotive/vehicle services industry, such as dealership owners, technicians, service/parts managers, as well as in industrial facilities. www.stanleyblackanddecker.com

New radio remote controls for hoists and cranes J D Neuhaus (JDN) has further enhanced their remote control capabilities. This innovation will bring exceptional ease-of-use and convenience to users across all industries.

Three remote control models are now available, RC-X, RC-S and RC-SP, each comprising of a transmitter and receiver and all can either be integrated in existing JDN solutions or directly combined with a new JDN hoist. One of the many advantages of the new JDN receiver is its rigid and extremely compact design.

All components are housed in a space-saving, shock-resistant GRP casing featuring protection class IP65. www.jdngroup.com

In motion truck scale weighs each axle & calculates total Alliance Scale’s new truck scale will dynamically weigh each axle and print a receipt with individual axle weights and the total without requiring a driver to stop. The axleWEIGH In Motion Truck Scale weighs individual axles by simply driving over the scale at ~3 MPH and calculates total vehicle weight regardless of truck length or configuration. A driver stops at the controller, enters their known tare weight or truck I.D. to recall a stored tare weight in a single pass, or can use two-pass weighing and the controller will calculate the gross, tare, and net values. www.alliancescale.com

TVH shines bright with new lights TVH in the Americas (TVH) has introduced the new 100 LED series to their extensive line of beacons. Shine bright with these lights that feature 11 built-in flash patterns, a Class II rating for industrial uses, and a 1-year warranty. This new series has the same footprint as xenon style ML100 but include LEDs that allow for longer usage and lower current draw. The small footprint and higher voltage result in more application options for your vehicles. This Class II rating means that it is bright enough for outdoor usage but not so bright that it cannot be used inside. www.tvh.com

New inline control system ensures packaging quality SICK launched the Inline Code Matcher, a stand-alone quality control system featuring SICK Lector®6xx image-based code readers that reliably read 1D and 2D codes on packages to match packaging with the correct products. The Inline Code Matcher system software uses a 7-inch touch screen with an intuitive user interface for operation and to visualize data. In addition, due to the Inline Code Matcher’s modular design and auto setup feature, it is easy to integrate into existing plants. Products can be changed over during a live operation on basis of an example product or manually with a hand-held scanner. www.sick.com

Barcoding collaborates to accelerate mobile transformation Barcoding, Inc. announced a collaboration with Samsung Electronics America, Inc., to provide Barcoding customers with increased reliability at all stages of the supply chain through the use of select Samsung Galaxy tablets, devices and solutions, including the Galaxy Tab Active2, Galaxy Note unlocked smartphones, and Knox enterprise mobile security solution. The collaboration enables Barcoding to assist clients in the distribution, events and hospitality, fleet, manufacturing, retail and transportation logistics fields with mobile transformation. This collaboration will include support services through Barcoding’s GoLive Services™ and StayLive Services™ which initiate and manage the lifecycle of devices for customers. www.barcoding.com

www.MHWmag.com

August 2018

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New Products

See more new products online at www.MHWmag.com

New steel telescopic slides available from JW Winco

Magnetek offers DC Crane modernization solution

JW Winco, Inc. offers an assortment of GN 1400 series steel telescopic slides with full, partial and double-sided full extensions. These RoHS compliant slides can handle loads of between and 50 and 700 pounds (220 and 3100 N) of force per pair. The 13 new variations, which feature telescopic rails made of rolled sheet metal, are suitable for use in a number of different applications. Depending on the length of the extension, between 250 (9.84”) and 1,500 mm (59.06”), the steel telescopic slides are made up of two, three or four interconnected slides. www.jwwinco.com

Magnetek’s new OmniPulse™ DDC Series 2 Drive is a microprocessorbased, solid-state, four-quadrant, DC-toDC control designed for series, shunt or compound wound motors, and is ideal for DC crane modernizations. OmniPulse DDC Series 2 features Magnetek’s DataLogger Series 4 Keypad (DLS4), which allows users to access run, fault and alarm histories, enables drive configuration without the need to switch between devices, and simplifies troubleshooting faults and alarms. www.magnetekmh.com

Smart Vision Lights ring light targets radial, bright field uses

Yale celebrates GOOD DESIGN award win for innovative reach truck

Smart Vision Lights new RMX75 miniature ring light offers a working distance of 100–500 mm and is specifically engineered for radial and bright field applications and the light’s silicone lens provides an extra-tight seal and IP65 rating. Unlike glass and plastics, silicone won’t yellow, craze, or react to UV light. Additional benefits include a lack of chemical reactivity, robustness in harsh environmental conditions and high transmission from 365 nm (UV) to 2000 nm (IR). The RMX75 features 72 high-output LEDs, overcurrent protection and built-in Multi-DriveTM controller, which allows the light to operate continuously or in OverDriveTM strobe mode. www.smartvisionlights.com

From SKU proliferation to rising land costs, warehousing operations require a solution designed to address industry challenges. The Chicago Athenaeum recognizes the Yale® MR14-25 moving mast reach truck as such a solution, naming it a GOOD DESIGN™ award winner in the industrial category. The MR14-25 offers increased performance, maneuverability and stability to enable faster put away and retrieval times. The heavy-duty mast provides a lifting height of 41 feet at speeds up to 143 feet per minute, helping operations maximize the use of vertical warehouse storage. www.yale.com

Signode introduces BXT3 plastic strapping tool

U.S. forklift market size and forecast and trend analysis to 2025

Signode Packaging Systems introduces the BXT3 plastic strapping tool boasting a lightweight and balanced design. The drop, dust and moisture-proof tool is easy to assemble and features a full touch, 3 color display. The BXT3 is for all types of applications, including applications requiring high tension force and extremely rough and tough environmental conditions as well as sensitive, light-duty applications requiring soft tensioning and small and thin straps. The BXT3 is the first strapping tool with a number of features including; real-time indication of tension force, variable tension speed, strap alignment indication, three color information display and acoustic signal. www.signode.com

The U.S. Forklift market size to reach USD 11.94 billion by 2025, owing to the rise in the construction, building and infrastructural activities in the country. The U.S. forklift market is expanding due to the swift infrastructural development, mainly in the industrial, commercial and housing industry and is expected to grow significantly over the forecast period. The Forklift industry in the U.S. is undergoing constant innovations and technological advancements owing to the rapid advancement of fabrication techniques and high end use of forklifts in the construction industry, which is expected to fuel the forklift market growth over the forecast period. www.researchandmarkets.com/ publication/m8afk3s/4575998

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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

August 2018

41

▶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 (REMAN)

www.tvh.com (800) 255-4109

Reman Engines/Gas, LP & CNG

800-447-3967 | www.charnor.com

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 and Transmissions

SAME DAY SHIPPING

215.773.9111

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

800-447-3967 | www.charnor.com ▶ LIFT TABLES ▶ Steer Axle Assembly

www.tvh.com (800) 255-4109 Steer Axles

800-447-3967 | www.charnor.com ▶P ALLET JACKS ▶ Pallet Trucks

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

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

▶ Pallet Jacks

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

▶ 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

42

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August 2018

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

▶P OWERED INDUSTRIAL TRUCKS

▶ STORAGE EQUIPMENT ▶ Carts

800 Trucks In Stock

All Makes and Models Chicago and California Stock

•

ATLAS INTERNATIONAL LIFT TRUCKS

•

•

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

Toyota Forklifts

Over 1,000 in Stock

Wholesale Packages Available

Bell Fork Lift, Inc.

34660 Centaur, Clinton Township, MI 48315 586-415-5200 . www.bellforklift.com

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

▶ TIRES / WHEELS

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

▶ RACK / SHELVING

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

▶ New • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

Lift Up Your Business ✸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

▶ REPAIR SERVICES ▶ Motors (Electric) ...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 www.warfieldelectric.com

▶ Transmissions

Reman Transmissions, Drive Units, Differentials & Torque Converters

800-447-3967 | www.charnor.com

ADVERTISE IN OUR SOURCE DIRECTORY!

NEXT AD DEADLINE:

WED. AUGUST 1ST

▶ SAFETY PRODUCTS

CALL ALVA OR DEAN AT www.tvh.com (800) 255-4109

877.638.6190

www.MHWmag.com

August 2018

43

NEW & USED

Resonant Dealer Services

Forklifts | Coil Tractors | Railcar Movers Yard Tractors | Container Handlers & More

Dave Baiocchi | 209.652.7511

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

FORKLIFT INDUSTRY BOOT CAMP Designed for employees NEW to the Material Handling Business 2 Separate Sessions of 90-120 Minutes Next open sessions scheduled: July 30th, 2018 (first) and August 1st, 2018 (2nd) All sessions start 9:00 AM PST. AFFORDABLE! $199.00 for the first participant, $99.00 for each additional from the same dealership.

For more information go to www.resonantdealer.com/programs/onboarding-webinar To see a complete list of our inventory, visit our new online showroom at

WWW.HKEQUIPMENT.COM 800.708.9765 | 412.490.5311

TO ENROLL: Send the following information to dave@resonantdealer.com 1.) Participant Name and email 2.) Managers Name and email 3.) Name and email for the person providing credit card payment.

Advertiser’s Index 3D STORAGE SYSTEMS LIMITED. . . . . . . . . . . . . 34

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 44

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 19

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

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 35

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

AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 31

HC FORKLIFT AMERICA CORP. . . . . . . . . . . . . . . 33

STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 21

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 23

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . . 8

BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . . 8

JH THOMAS INDUSTRIES LTD. . . . . . . . . . . . . . . 27

BEATON INDUSTRIAL . . . . . . . . . . . . . . . . . . . . . 28

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 23

SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 38 SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 32 THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 15

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . 37

MAC RAK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 20

CONTINENTAL TIRE THE AMERICAS, LLC.. . . . . . 29

MHCONX.COM. . . . . . . . . . . . . . . . . . . . . . . 17, 38

DC SERVICE SYSTEMS INC. RACKMEDX . . . . . . . 27

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

DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . 18

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 30

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

PANACEA AFTERMARKET COMPANY. . . . . . . . . . 1

VESTIL MFG. CORP. . . . . . . . . . . . . . . . . . . . . . . . 9

FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2, 16

RESONANT DEALER SERVICES . . . . . . . . . . . . . . 44

WEST POINT RACK, INC.. . . . . . . . . . . . . . . . . . . 13

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

RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . 45

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

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 22 TRI-BORO SHELVING & PARTITION CORP. . . . . . . 3 TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4, 23, 48

MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 44

www.MHWmag.com

August 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

www.rhinorubbertires.com and be sure to click on the Quick Quote button.

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

**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

2014 TOYOTA 8FD45U

2014 TOYOTA 8FG50U

132” Mast, Hours: 740

133” Mast, Hours: 9,000

2 UNITS IN STOCK

2 UNITS IN STOCK

$

30,900

$

2012 TOYOTA 8FGCU25

Hours: 7,000, With Clamp 1 UNIT IN STOCK

$

16,900

11,900

2013 TOYOTA 7FGKU40

1998 HYSTER H280XL

2008 TOYOTA 8FGCU25

Hours: 7,700 (Key Hours)

220” Mast,

189”FSV Mast, Hours: 11,000

2 UNITS IN STOCK

1 UNIT IN STOCK

2 UNITS IN STOCK

$

18,500

$

49,900

$

6,900

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

Printed in the U.S.A. ©2018 The Ousset Agency, Inc. wo#5690

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

NEXT GENERATION

POLYURETHANE WHEELS

BREAK THROUGH

CHEMISTRY

LOWERS

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-

MAINTENANCE COSTS

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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 . ®

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UNPARALLELED LOAD CAPACITY GO FARTHER, RUN LONGER

GUARANTEED

Toll Free 800 421-1180 www.millenniumtire.com