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An Employee-Owned Specialty Publications International, Inc. Magazine

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October 2018

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October 2018 • Vol. 39 No. 10

Dean Millius General Manager/Publisher

22 |

Sales Trends Jeffrey Gitomer  Oh No..Not voice mail-AAHHHH!

24 |

26 |

Stock photos provided by ingimage

COVER STORY 6 |

Material Handling a fast paced, rewarding profession for women Eileen Schmidt

Feature Article Nathan Perkins ESOPs for Material Handlers

34 |

Annual Salute to Women

Material Handling Wholesaler: (ISSN # 2155-3467) is published monthly for new and used equipment dealers, equipment manufacturers, manufacturer’s reps, parts suppliers, and service facilities serving the material handling industry. Editorial opinions expressed herein are the author’s and do not necessarily reflect the opinions of Material Handling Wholesaler. All material contained herein is protected by copyright laws and owned by Specialty Publications International Inc.

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and researchers. “Knowing, now, how (material handling) affects so many people daily, it is kind of mind boggling,” she said. “You sit at home and order things online and they magically arrive two days later. While behind the scenes, people and equipment are working 24/7 picking, placing, conveying, shipping, to make that delivery happen.” Shepard said she enjoys her job, particularly being able to impact the success of candidates and companies through job placements. “The rewards and the challenges kind of give me a little bit of fire to do the work,” she said.

Material Handling a fast paced, rewarding profession for women

Eileen Schmidt

Carol Fontanez is always enthused about her work. “In the morning I’m eager to go to work and talk to the next person, the next business. It’s very exciting, never a dull moment,” said Fontanez, rental manager for Jamco Inc. Although her role can sometimes be challenging, Fontanez said she “absolutely adores” and enjoys her job. The ranks of women like Fontanez in material handling has grown in recent years. These women and their male colleagues are part of an industry that is rapidly expanding, buoyed by technology to become ever more fast-paced and ready to meet shifting customer expectations. For the past 18 years, Material Handling Wholesaler has published a cover story recognizing the work of women in the industry. This year, the magazine interviewed several women in material handling businesses. Like Fontanez, they expressed enthusiasm for their work and encouraged confidence and dedication as the keys to success. Here are their profiles: Cherie Shepard Shepard is the Director of Material Handling, Packaging and Processing at Direct Recruiters, Inc. She began in the company as a researcher when the business was a 12-person operation and quickly learned more about the industry through her work with clients, candidates and trade show visits. Today, Direct Recruiters is a company of over 50 people and Shepard manages a team of five recruiters 6

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October 2018

About five years ago, Shepard read Sheryl Sandberg’s book “Lean In” and decided to take an active role in promoting a culture of support among the women at Direct Recruiters. This group meets to discuss professional and personal development of women in business. They bond over activities like a book club, where a business book is read and discussed. They also participate in charitable events and social activities as a means for developing relationships with coworkers. “We work in different parts of the building, so it is a nice way to stay connected,” she said. Shepard advises that other women in the industry take opportunities to help build up their female coworkers and to make sure they have a voice in their companies. “You are smart, don’t be afraid to speak up and take your seat at the table,” she said. Karrie Simonton Simonton worked in a HVAC business for 20 years before her position was downsized in the economic downturn of 2009. Following this, Simonton joined Heli Americas. The Memphis-based business delivers material handling products for dealers and customers, including a forklift line the company bills as “rugged in both design and componentry, but without the overly complex technology and associated high acquisition and repair costs commonplace in the material handling industry today.” Her new role meant a “real learning curve” Simonton said, as she didn’t have familiarity with forklift equipment. But she said the transition turned out to be a good one. “It’s been really great, I went from one family to another,” she said.


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Cover Story Now as the operations administrative assistant, Simonton handlings machine orders, sales orders, and all aspects of assisting customers with order placements. She also handles logistics, billing, coordination of items for Company President Bruce Pelynio, sales commissions and more. “I’m kind of a middleman,” said Simonton, who said she appreciates that Heli Americas is “an employee-oriented” company. Although Simonton said she believes the material handling industry is still primarily staffed by men, it is an environment in which women can succeed. “As long as you talk the talk and walk the walk, you can make it your own if people know what you’re talking about,” she said. “Research and learn all you can and put it to use.” Virginia Gentile Gentile and her husband Dan opened “Save”ty Yellow Products in 1994, with an ownership plan. “When we opened the company, we made a conscious decision we

Congratulations to all these outstanding Women Leaders in the Material Handling industry.

would make me the majority owner. It was something we collaborated on,” she said. Gentile put into practice her firmly-held belief that leadership is earned by working hard. “There’s no job too big or too small that I won’t take on the challenge,” she said. “When I wake up, my feet hit the floor running.” Her focus is on service; providing quality service to every size order that “Save”ty Yellow works on. This means taking work with her after hours, an approach she and her husband share. “We met when we were 14, married at 18. We just have not stopped. We are both go-getters. Together there is nothing we can’t achieve,” said Virginia Gentile, currently owner and vice president of operations for “Save”ty. The company is on pace for its 15th consecutive year of growth, and last year moved into a new 20,000-square-foot in St. Charles, Ill. “Save-ty” bills itself as a leading producer of facility asset protection and safety products used in manufacturing, distribution centers, and warehouse facilities. It’s all about perseverance, Gentile said. She has seen both the number of women working in the industry and the respect they are afforded increase during her the time in the business. “I find that women are just as respected as men,” said Gentile, advising confidence to women entering the industry.

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“They need to be confident when applying for the position, (show) that they’re able to learn about the material handling industry,” she said. It is advice she has followed throughout her life. “Anything I’ve ever done, I put my heart in to doing it with all I’ve got. I study. I know what I’m talking about. I don’t want to give somebody a quote and not be able to talk the talk,” Gentile said.

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Cover Story Dawn Adams Dawn Adams has been in the material handling business since 1984, working her way to business ownership of Midway Industrial Equipment. The business services, rents and sells forklifts and industrial equipment. It includes two facilities - on the western and south sides of the Chicago metro area - and employs 45 workers. Adams said the business is fast-paced and sometimes challenging, but she enjoys problem-solving. “We exist to solve people’s problems,” she said. Her son, Mark Olson, also works in the business and Adams said she appreciates the family-based component to the operation. “He’s been around this his whole life,” said Adams, who said in his school years, her son would help out around the company when on breaks from the school schedule. “He decided to go into business and he loves this. I’m learning a lot from him now,” Adams said. When she started in the industry, Adams said there were almost no other women in the business. “People would say, ‘Can I talk to your boss? Is there a man there?” Said Adams, who as a business owner, also had to learn to manage men who were older and more experienced than she. In the years since, Adams said she has experienced the culture shift as more women started working in material handling and a more receptive atmosphere also became the norm. She said being well-versed in the business is key. “You get respect when you know what you’re talking about,” Adams said. Sally Hughes In 1987, Sally Hughes launched her business selling chair casters out of the trunk of her car. She was recently returned from L.A., where she had relocated after college to pursue a career in music and theatre. “I made a decent living at it, but after six years pursuing this dream, it wasn’t going to happen,” said Hughes, who said she was grateful to understanding parents who allowed her to follow the dream that set her on an entrepreneurial 10

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October 2018

path. “It taught me the value of perseverance and the ability to avoid and silence the naysayers,” she said. Today she is president and CEO of Caster Connection, a manufacturer of casters and wheels, and a master distributor of elite brandcasters, wheels and other material handling products. The launch of Hughes’ entrepreneurial efforts resulted from her father, himself a business owner, telling her of a contact who knew of schools needing casters for chairs. “I was always pretty creative anyway, so I decided to see if I could sell them to schools, office buildings and restaurants. I would take a bag of chair casters on consignment from my father’s company, a fishing tackle box to keep the stems and the various casters organized and a hammer, screwdriver and channel lock. “I’d introduce myself to the maintenance guy and tell him if he bought the casters from me, I’d put them on,” said Hughes, who sold quite a few chair casters and supported herself by playing piano in a piano bar. This work led her to a contact in need of some industrial wheels, which she bought and resold from a distributor. Then, she found a manufacturer who “decided to bet on a female from Cleveland who was motivated and energetic,” she said. The industry has changed over the years, with the development of elastomers, polyurethanes and other compounds, according to Hughes. “That’s where the industry began to change and the client expected a lot more from wheels to solve their challenges,” she said. Hughes believes there are lots of opportunities for women in the material handling field. “Like any business you get into, the same rules apply, at least in my mind: be relentless and persistent, have a good product, tell the truth, do what you say you’re going to do and always take care of the client,” she said. Carol Fontanez When Fontanez began as rental manager for Jamco Forklift Rentals four years ago, the business had just 10 forklifts and two customers. Today, the Florida-based business has almost 200 pieces of equipment and over 800 customers. She helped oversee Jamco’s transition from a used forklift


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October 2018

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Cover Story wholesaler into a dealership offering sales, service, and rentals across Central Florida. Fontanez is in charge of bringing in new business and keeping business through follow-up efforts. It is challenging, but Fontanez said she takes pride in her work. She particularly enjoys when she is able to direct a customer to a necessary product. “A lot of customers, when they call they know what they want, but there’s a few that don’t know and I enjoy being able to say, ‘Yes, this is what you need, this is what will work for you,” Fontanez said. Jamco services customers throughout central Florida and also manufactures chargers that are sold to customers worldwide. Fontanez said she believes personality has a lot to do with success in the industry, including being able to talk to customers and empathize with their needs and schedules. “A lot of customers, they needed everything yesterday” said Fontanez, who said customers appreciate that she never marks up prices for those under a time crunch. “Being able to meet those needs and not take advantage of those needs is huge,” she said.

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Quick follow-ups are also key. “A lot of (our customers) before they called Jamco, they’ve called other companies, and say ‘I can’t get anybody on the phone. They don’t answer emails. I can’t get a quote,” said Fontanez, who said she makes it a goal to respond to queries at any time, whether at work or at home. “We are on top of it,” she said. “With regards to my job, I don’t get tired. I’m where I’m at because I have the support of the staff and the owners. They put their full trust in me and I couldn’t be here without them.” Fontanez said she is speaking with more women through the course of a typical work day, as more in work in the industry and also own and operate material handling companies. “It’s slowly changing and I think that’s great,” said Fontanez, whose advice to women in the business is not to ever feel intimidated. “If you go in with your head held up high and put your best foot forward, regardless, you will make it,” she said. Eileen Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 12 years. Email editorial@mhwmag.com or visit eileenmozinskischmidt.wordpress.com to contact Eileen.

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Aftermarket Dave Baiocchi

Operator Training – In or Out? Since March 15th, 1999 OSHA has done their best to complicate life for the forklift consumer. Not that their best efforts haven’t been needed! Gone are the good old days when anyone who worked for the company (and even those that didn’t) could jump on the forklift and unload freight, rearrange the inventory or give a co-worker a ride through the warehouse. The only requirements were two hands, one foot, and a “sense of adventure”. Nobody would argue that there have been too many accidents, too many tragedies, and too many losses not to put some kind of limits in place. The regulations found in CFR 1910.178 outline hard and fast requirements for all companies that intend to have forklifts operating within their facilities. The regulations “changed the game” for many forklift users. Gone were the days of simply holding a safety meeting and having the company’s insurance agent give everyone a primer of the dangers of industrial equipment. Training now needs to be specific. That specificity has targets. Individual operators have to be trained, tested, evaluated and certified on every type of forklift equipment they would have the opportunity to operate. The testing and evaluation has to be done at the actual facility where the machinery will be used. Documentation that operator training was both “site specific” and “machine specific” are the two things that OSHA inspectors look for on nearly every visit they make. Add to all of this, the fact that even previously trained operators have to be re-trained every 3 years. Overnight, a new industry was born! Powered Industrial Truck Operator Training (PITOT)! Training was not only a good idea, it was compulsory. Customers, rankled by the change to the status quo, immediately reached out to their forklift suppliers to help them comply with a complicated and costly federal statute. OEM’s started to supply their own version of training materials. I called it “the paper blizzard of 1999”! Here we are nearly 20 years later. PITOT is still the law of the land, and most all customers (yes, there still are some renegades out there) are doing their due diligence to continue to be compliant with the law. Is it working? It’s improved, but not nearly 14

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enough. Much of the improvement can actually be credited to OEM’s engineering some changes in their forklift seats. All responsible OEM’s now equip new forklifts with multiple restraint devices (seat belts, and hip or shoulder restraints). This has prevented numerous fatalities. The number one cause of death in “tip-over” forklift accidents is the overhead guard “mousetrapping” the operator against the floor. Even with the improved devices, forklift operation still accounts for about 85 annual deaths and nearly 97,000 annual injuries, a third of which are serious. Today many if not most dealers in the US offer their own version of PITOT training. At minimum, dealers are prepared to respond to customers that need this service. My concern about this issue has always been about three things. •L  iability connected with OSHA compliance and accidents • Competence and retention of the trainers • Coverage of the required material Liability While watching the kids in my neighborhood dare each other to perform skateboard stunts in the street, I often recall the repeated warning parroted by generations of parents: “It’s all fun and games…until someone ends up in the hospital”. I think that the same warning may apply here. Including PITOT training in your customer offerings is not necessarily a bad thing. The customer needs it. We have the materials. We are IN this business. We can make money at it. In fact, some customers may make it a requirement in order to do business with them. Why wouldn’t we do this? I’m not saying dealers shouldn’t. I am saying that if they do, they need to have a clear understanding of the implied liability involved. You know how it works…. some driver slams on the brakes with an elevated load, and the resulting injury is serious. The first thing the driver says…. the trainer didn’t mention “THAT”. BOOM, the customer now expects that you will participate (at least in part) in paying his OSHA fine and limiting his losses. Are you legally liable? Probably


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Aftermarket not. I’m not a lawyer, but I would expect that training negligence or incompetence would have to be proven to award damages Your dealership’s image however is sure going to take a hit. Bad news travels at light speed and this….is bad news. It may serve you well to make sure that your insurance coverage has adequate E&O protections in case an event like may put you at risk.   Competence How competent is your trainer? Is training ALL they do? Do they have ANY certifications from outside agencies? What are their motivations to train? Is it an “assigned” task, or are they really in the training business to make a living? Do they make a good living? Are you constantly rehiring and retraining the trainers? The biggest thing I don’t like about CFR1910.178 is that it does not specify what is and what is not adequate and appropriate training “for the trainer”.  How many dealerships have “train the trainer” courses? What credentials do the “trainers of the trainers” have to have in order to be “trainers”? OSHA has two criteria for trainers. 1. Knowledge 2. Experience Wow, those are not exactly measurable metrics! This just adds a level of “whatever you think is best” mentality that starts me worrying about my first concern all over again (liability). Proper coverage of the material My worry here is allayed by the fact that many dealers actually use the OEM supplied materials when they perform training services. The OEM’s have taken the time to vet the regulation and ensure that all of the proper materials are provided. As a dealer principal, it always gave me a measure of comfort to have the OEM as a partner in this process. My remaining question: Is the designated trainer actually using ALL of the material provided? Do they have the proper equipment? Are they performing training at the customers location, and with the customers own lift trucks? Are we including Class 2 and 3 units? Battery Handling? Inspections? Site maps? It’s human nature for people to cut corners and save time when they are doing things that they feel must be done just to meet an arbitrary standard. Check 16

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October 2018

the boxes and get back to work? This is the danger zone. By now, you may have concluded that I am not a proponent of dealer-based PITOT training. Allow me to clarify my position and recommendation.   • I am fully in agreement that PITOT training should be part and parcel of a forklift dealers customer service offering. •T  his service should be paid for by the customer. (The retail price of the training can also be folded into the sale price of the equipment). •A  full-time trainer, preferably with ASME or other training certifications should perform the training. They should be equipped with the proper AV equipment, and supported with demo or rental equipment when needed. Training should be their ONLY job. They should be well paid and allowed to participate in some sort of commission or bonus program. They should account for each training session with a review of all training activities undertaken and completed. This document should be signed by the customer. • S hort of providing this level of support to a training department, dealers should seek to form a strategic partnership with a certified training company and outsource this function (and its associated liability). Dealers should demand that the supplier use only OEM supplied materials, and have a firm understanding and agreement of what will be included in every training seminar. I know that if taken seriously, this advice will shake up some status quo. Yes, I’m talking to the dealers who are assigning training duties to their CSR’s.  You need your CSR to be on the street selling PM’s, bringing in maintenance contracts, selling major service, and cultivating customers. They can’t do that if are burdened with the “duty” of supplying PITOT training.  And truth be told, I would be concerned that the training isn’t as comprehensive as it needs to be. 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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October 2018

17


Bottom Line Garry Bartecki

Where are you going? Ever think about that? Where your company will be two years from now, five years from now or even ten years from now. But for this exercise lets stay with the two-fiveyear time frame. This is really a two-part process. Thinking about where you want to be in two-five years from now (assuming you know what specifics need to be addressed) and how you plan to get there. Figuring out the answer to part 1 plus the process to wind up at the end of part 2 will be both time consuming and maybe even a little expensive. But there is little doubt that things must change if you plan to stay at the front of the pack. A good example of this process provided by Best Buy. As you recall they were is some trouble and the market was saying that they to were about to get Amazoned. But as it turns out Best Buy is doing very well because they turned themselves from being a “retailer” to basically a consulting firm that happens to supply product as well. How would you go about changing your MISSION to insure future growth and profitability? What could you do in your industry to modify your unique selling proposition? Probably more than you think. Up until a few years ago all an employee needed to know was their role in the company plus have a basic knowledge of the industry. But now, more is required, and more is required by everybody that works for your company. Now you need to know a lot more about the marketplace, what you customers and doing to change their business, what your competitors are doing and what if any new competitors are trying to pick off your customers. And let’s not forget about technology. Better find out what’s available to help you deliver better products, servicing and pricing to your customers. Is there any doubt that the way you communicate with customers must be easy to do and informative? Is there any doubt that customers will wind up doing business with vendors who make it easiest to deal with? Think twice before you answer “No” to that question. Every industry publication you read contains data about technological advances that can be applied to your business. And industry conferences give you the ability to test drive a product or service as well as talk to other dealers who use the product or service. Performance groups also provide 18

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October 2018

the opportunity to see new ideas being brought into your industry. You would be amazed how many new ideas are discussed at these types of meetings because group members use the product or service and thus can point out the pros and cons of benefits of the new idea. Your new younger employees relish these types of changes and want the chance to dive into the effort to see what new benefits can be obtained by both your company and your customers. Multimedia literacy is a must going forward where you can use all forms to communicate with existing as well as potential customers. Multimedia devices can also be used to improve your parts and service business. With the use of videos and AI both training and actual service work can be made more productive. Data analysis is a process more people are using in just about every business and industry to gain more insight about what customers and thinking, what they are doing, and what they are changing in their own organizations to improve their unique selling proposition. Is data analysis in your game plan? It should be, because if you don’t do it your competitor will and, in the process, get the jump on you when that next big deal comes down the pike. In the end dealers are going to find it harder and harder to compete. And the harder it is to compete the lower your margins become, which translates into doing more with less people to keep overall profitability in line. Using the Best Buy example means figuring out how you can “out compete” your competitors going forward. I encourage you to think about your future. Where you are today and where you want to be tomorrow. It will take some homework to come up with a plan, but it will be worth it in the long run (2-5 yr.). Start with a couple of changes and really make them work to your benefit. With that starting point behind your future projects will be easier to complete. Where are you now? Where do you want to be? Do you know where you want to be? Can you prepare a plan to get there? Give it a shot…..because you really have no choice. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.


UNIT

YEAR MODEL

MAST

HYD

UNIT

NOTES

IC CUSHIONS 20870 20871 20839 20635 20619 20883 20707 20186 18168 20955 19181

2013 2013 2011 2011 2010 2013 2004 2013 2008 2007 2011

Cat 2C6000 Cat 2C6000 Clark C30C Clark C32CL Hyster S50FT Hyster S50FT Mitsubishi FGC20K Mitsubishi FGC20N Toyota 7FGCU35 Yale GLC040SVX Yale GLC060VX

82/185 82/185 83/186 85/189 83/189 83/189 78/216 88/199 88/187 94/216 88/187

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

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

87/172 87/172 84/174 88/186 84/120 84/120

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

F-P, 48” Forks F-P, 48” Forks S-S, Forks 4th Valve, S-S, 72” Forks S-S, Forks S-S, Forks

86/189 84/186 85/186 89/198 84/189 85/182 87/181 91/187 91/187 117/183 108/220 107/220 84/187 84/187 84/187 84/187 87/181 87/181 86/121

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

4Way, S-S/F-P, 70” Forks S-S, Forks

148/212 123/244

4 Way 3 Way

4Way, IV Carriage, Full Cab S-S, 72” Forks

IC BIG CUSHIONS 20896 20897 20050 19597 20246 20247

2011 2011 2005 2008 2010 2010

Cat GC45KS Cat GC45KS Hyster S80XM Hyster S80FT Yale GLC080VX Yale GLC080VX

IC PNEUMATICS 20332 20737 20750 20498 19659 20760 20370 20844 20845 18076 20971 20972 19373 19310 18575 19622 20859 19148 20895

2012 2009 2011 2008 2013 2011 2012 2013 2013 2011 2014 2014 2012 2013 2013 2013 2013 2011 2014

Clark CQ30L Doosan G25E-5 Doosan G30P-5 Hamech G25T-16 Hyster H50FT Hyster H60FT Hyster H60FT Hyster H60FT Hyster H60FT Hyster H80FT Hyster H100FT Hyster H100FT Yale GLP030VX Yale GLP030VX Yale GLP030VX Yale GLP030VX Yale GLP060VX Yale GLP070VX Yale GLP080VX

NEW PAINT & TIRES, S-S, 42” Forks S-S 4Way S-S, LBR, 48” Forks S-S, Forks S-S, Forks Full Cab, S-S Singles, 4Way, S-S/F-P, LBR, Forks Singles, 4Way, S-S/F-P, LBR, Forks S-S, Forks S-S, Forks 3rd Valve, Forks S-S, Forks S-S/F-P, 42” Forks S-S 3Way, Forks

IC BIG PNEUMATICS 20426 20841

2010 2011

YEAR MODEL

MAST

HYD

NOTES

83/189 83/189 84/240 84/240 84/240 84/240 88/198 88/198 88/198 82/126 88/187 90/258 83/130 94/218 83/189

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

S-S, Forks S-S, Forks 4Way 4Way 4way 4way S-S, 32” Forks S-S, 32” Forks S-S, 32” Forks 3Way, Forks 4 Way S-S, 45” Forks 3Way S-S, 42” FORKS S-S, 48” Forks

95/213 105/240 95/213 95/213 105/240 105/240 95/213 95/213 89/195 89/195 89/195 95/213

1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way

42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 48” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp Pallet Clamp, 42” Forks 42” Forks, Pallet Clamp

95/212 95/212 95/212 107/242 119/272 131/302 95/212 119/266 119/266 95/210 95/212 110/251

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

S-S, 42” Forks S-S, 42” Forks S-S, 42” Forks S-S, 42” Forks S-S, LBR, 42” Forks Forward St., S-S, Forks 42” Forks Side St, S-S, Forks Side St, S-S, Forks S-S, 42” Forks, Large Entry Rollers 42” Forks S-S, LBR, 42” Forks

4 WHEEL RIDER ELEC

Hyster H155FT Yale GLP155VX

19828 19835 20837 20838 20794 20795 18927 18928 18929 20160 18842 20751 18095 18205 18962

2012 2011 2006 2006 2006 2006 2010 2010 2010 2011 2012 2006 2006 2007 2010

Cat E3500 Cat E4000 Crown FC4020-50 Crown FC4020-50 Crown FC4020-50 Crown FC4020-50 Hyster E30Z Hyster E30Z Hyster E30Z Hyster E30XN Hyster E65XN-36 Linde E20C Yale ERC050GH Yale ERC050GH Yale ERC050VG

STOCKPICKERS 20641 20642 20766 20778 20773 20768 20769 20312 20640 19869 20832 20777

2006 2006 2006 2006 2008 2008 2010 2003 2005 2007 2007 2007

Hyster R30XMS2 Hyster R30XMS2 Hyster R30XM2 Hyster R30XMS2 Hyster R30XMS2 Hyster R30XMA2 Hyster R30XM2 Yale OS030ECN Yale OS030ECN Yale OS030ECN Yale OS030ECN Yale OS030ECN

RIDER REACHES 20594 20716 20726 20237 17206 20078 18285 19779 19781 20906 20112 20967

2007 2007 2007 1992 1999 2007 2004 2012 2012 2014 1999 2005

Crown RR5210-40 Crown RR5210-40 Crown RR5210-40 Hyster N30FR Hyster N30XMR2 Hyster N35ZR Hyster N40XMR3 Hyster N45ZR-18.5 Hyster N45ZR-18.5 Mitsubishi Yale NR035ADN Yale NR035AEN

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October 2018

19


Human Element

Eric Baker, Caliper Corporation

What we learned about Successful Women Leaders The disparity is stark. Women represent 57 percent of college students and 47 percent of the workforce in the United States, yet fewer than seven percent of women are CEOs at Fortune 500 companies. The percentage of women elected to Congress continues to hover around 20 percent. To say “Women don’t seek high-level positions” is to make a hollow claim. The U.S. Department of Education estimates that nearly 60% of all master’s degrees are earned by women and slightly more than half of the PhDs. This is clear evidence that millions of women have professional ambition, and a core component of career success is rising through the ranks of leadership. So why are so few women able to break through the glass ceiling? Common obstacles There are at least four major obstacles that women face in trying to achieve and succeed in leadership positions. These include: 1. Stereotype threat – This obstacle affects members of any group impacted by negative stereotypes. The threat arises when the affected individual is aware of the stereotype, develops anxiety over being treated through the lens of the stereotype, perceives events as confirmation of the stereotype, and then begins to behave and perform according to the stereotype. In the case of women leaders, they must contend with the stereotype that women are “too emotional,” often to the extent that they start questioning their responses to stimuli. Eventually, emotional reactions become triggered more easily, thus confirming to the individual that the stereotype is indeed accurate and that, by extension, the individual not qualified to lead others. 2. Status threat – Many people’s automatic reaction toward women leaders is skepticism. That is, instead of accepting a woman’s authority, they question and test it and look for flaws in order to confirm existing biases about women’s leadership capabilities. For the person on the receiving end of these doubts, such threats to status and autonomy—and the resulting perceptions of unfairness—can affect 20

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October 2018

brain chemistry in ways that usually manifest as anxiety or reactiveness. In reality, both men and women often display anxiety and reactiveness in these scenarios, but for women who are already stereotyped as “emotional,” it becomes a closed loop. The only way for her to escape the loop is to resign and seek work elsewhere, likely at a position of lower status. 3. Favored leadership qualities being viewed as “masculine” – In general, people tend to admire leaders who are confident, assertive, decisive, and perhaps even demanding or forceful. If those leaders are men. Women who exhibit those same attributes are often viewed negatively and elicit resentment from staff members rather than respect, leaving those women leaders with the challenge of trying to appear strong, but not too strong, and remaining sensitive and responsive without coming across as weak or too soft on underperforming employees. 4. Work-life balance – The business world is structured to favor men’s lifestyles. Whether it’s traditional office hours, travel requirements, or the lack of policy around paid maternity leave, men can usually carry on as usual, whereas women face a hard choice: work or family. Of course, not all families adhere to this classical dynamic, but the vast majority do, and the domestic burden generally falls on women. Caliper’s study To learn more about the obstacles women leaders encounter in the workplace and find out what the successful ones have done to push through, Caliper conducted a study of 85 female executives. Participants were asked to complete the Caliper Profile along with a series of short surveys to uncover perceptions related to leadership barriers, threats, and styles. The overall results of the study showed worklife balance to be the greatest obstacle for women leaders. Specific difficulties cited were lack of support in the household (i.e., being expected to take charge of domestic responsibilities regardless of workload), interference from family responsibilities, and feelings of guilt for not devoting enough attention to domestic


Human Element responsibilities. Many of the women leaders surveyed also felt they had to outperform male colleagues to be considered equally effective. Other challenges, such as stereotype threat, were not as significant for this group of leaders. The qualities of successful women leaders Perhaps not surprisingly, the most successful women leaders were those who display similar personality attributes as top-performing male leaders. From a psychometric perspective, this means scoring highly in traits that support direct communications, decisiveness, strategic thinking, and results orientation. Like many successful men, these women were less inclined to be rules followers. The takeaway should not be that women have to act like men to be successful, but, rather, that assertiveness, action-mindedness, and problem-solving skills are universal qualities of good leaders. Based on the framework established by the Multifactor Leadership Questionnaire (MLQ), effective women leaders tend to show a Transformational Leadership style, which involves encouraging employees to take ownership of their

responsibilities and providing the intellection challenges and stimulation to keep them motivated and inspired. Many believe that this leadership method will be most effective in the coming years, as technology replaces more and more task work and cross-functional collaboration and creativity will be increasingly relied upon to keep companies competitive. There’s no easy answer to the question, “What must women leaders do to break through?” Many women currently in leadership positions advise the next generation to find mentors and allies, confidently build their brand, and, perhaps most importantly, block out as much of the external (and internal) noise as possible and stay focused on the bottom-line goal. About Caliper - For nearly half a century, Caliper has been helping companies achieve peak performance by advising them on hiring the right people, managing individuals most effectively and developing productive teams. The accuracy, objectivity and depth of our consulting approach enable us to provide solutions that work for over 25,000 companies. To find out more about how Caliper can help you identify and develop people who can lead your organization to peak performance, please visit us at www.calipercorp.com or call us at 609-524-1200. Email editorial@ mhwmag.com to contact Caliper.

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27-08-2018 October 2018 13:04:36 21


Sales Trends Jeffrey Gitomer

Oh No..Not voice mail-AAHHHH! No... Not Voice Mail - AAHHHHH!!! Press one if you want to leave a message. Press two if you don't think your call will ever be returned. Press three if you've already left three messages, haven't had your call returned, and want to send a bolt of lightning directly through the phone and strike the butt of the person who won't return your call. Press four if you want to shoot the person who installed this voice mail. Voice mail can be the scourge of the salesperson, but it doesn't have to be. Voice mail is a tool used to establish contact. It is not used to make a sale. Your objective is to leave a message that will elicit a return call. Your option is to ignore voice mail and use your resourcefulness to get in direct contact with your prospect.

Here are five guidelines that define the sales perspective of voice mail: 1. It's a game – play to win. 2. It's here to stay – know how to get around it. 3. K  now when to leave a message (and when not to). 4. K  now how to leave a message that will get a response. 5. Be resourceful. Be creative. Don't be ordinary. The big question is: Do you leave a message or not?  The big answer is: It depends! Since there is no cut and dry answer, why not develop a method that works for you? Don't listen to what everyone else says. There is always a way around it and there is always a way to get your call returned. Figure out a way to make voice mail work for you. Do leave a message if:

The Dealers’ Source For Portable RacksTM

•Y  ou've spoken with them before and gotten positive feedback. • You're following up a good (interested) lead.

• Saves valuable floor space for other use.

•Y  ou have valuable information the prospect really needs to know.

• Supports thousands of pounds.

•Y  ou have a prepared message that has enough impact to get the prospect to respond.

• Move more material with fewer moves.

Don't leave a message if: • It's a cold call or exploratory call.

• Stacks 4-5 high.

• It's likely you're selling something the prospect already has.

• Nest or knock down when empty.

• It's likely you're up against an existing relationship.

• Custom designs are our specialty.

• You're trying to raise funds for a charity.

Stock program available on some sizes & designs.

•Y  ou're selling insurance, stocks, or financial planning services. Getting around voice mail, getting directly to the prospect...

Contact Dyna Rack for your customer’s storage needs. 800-939-3962 | sales@dyna-rack.com | www.dyna-rack.com 22

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October 2018

•P  ress "0" to get live to an operator or secretary. Ask if they can page.


Sales Trends •T  ell the operator you don't want voice mail, and ask how you can reach your prospect live. •T  ell an administrative person you got lost in the voice mail options, you're not a college graduate, and can they please help you. If you nicely act exasperated, you can get someplace – especially at the CEO executive administrative level. •F  ind the administrative person and get the prospect's schedule of normal arrival and departure. •G  et someone else to book a tentative appointment. • Call before the gatekeeper arrives 7:45–8:30am • Call after the gatekeeper leaves 5:15–6:30pm •C  all the sales department – they'll tell you everything if they think you can help. • In a larger company call the publicity or public relations department – it's their job to give out information. •F  ind a champion or comrade – someone within the company who likes you, or believes in what you do. Voice mail is not all bad. It's great when you're in the middle of a sale and need to get important or timely information to a customer. Voice mail is helpful when you are trying to reach an existing customer. It just hurts (frustrates) at the beginning of a sales cycle. Your challenge is to beat it by using the one sales tool you always carry with you – your brain. Just a note on hypocrisy. Part of Total Quality is totally returning phone calls. If I had a dollar for every executive preaching "TQM" who doesn't have the courtesy to return a call, I could buy my own voice mail system and not return his call. It's a shame returning phone calls can't be made mandatory. 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.

www.MHWmag.com

October 2018

23


Your Business Eileen Schmidt

Mac Rak and Mac Rak Safety expands with emphasis on quality materials and safety repair With an emphasis on quality materials, Mac Rak Inc. has steadily grown in the nearly two decades it has been in operation.  Mac Rak, which provides custom engineered fabricated warehouse rack repair kits and warehouse equipment protect, was founded in 2001. The company started using contract fabricators, according to Shawn MacDonald, president of Mac Rak. He said after four years, the business opened its first leased manufacturing facility, at 4000-square-feet. The next seven years saw expansions to 8,000 and 11,000 square feet and in 2012, the business purchased a 25,000-square- foot facility in Joliet, Ill. “We had no idea what we do with all the space, it was so big,” said MacDonald, in an email to Material Handling Wholesaler.  But Mac Rak Inc. added a powder coat operation, allowing for controlled lead times and better shipping procedures, and MacDonald said soon the business was primed for another expansion. “By 2017, we started looking for additional space because this big facility shrunk so much that we were tripping over ourselves,” he said, noting growth of 42 percent in 2017 and adding that 2018 has been “stronger yet.” After an extensive search, MacDonald said Mac Rak closed on a 68,000-squarefoot manufacturing facility in Moberly, Mo. He said administrative operations remain in Joliet. The new facility sits on 12 acres, which will make accommodating future expansions easy, according to MacDonald. He said the site and its potential for growth represent the company’s commitment to keeping up with the demand for its products. Mac Rak Inc. serves customers throughout North America, including businesses across the spectrum of manufacturing and distributing industries, MacDonald said. “From the largest hardware chains to auto part companies to food service distributors, Mac Rak continues to expand into every type of storage facility,” he said, adding that the company has always excelled at both medical and food manufacturing distribution, and provides expertise in coolers and freezers.  The company employs over 55 experts in storage rack repair and protection, and includes a large dealer and installer network that covers all of North America 24

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October 2018

and a sales team with well over 100 years of combined industry experience, MacDonald said. “We can repair any type of rack on the market, current or past. Our innovative solutions keep us on the cutting edge of engineering rack repair and protective guarding solutions,” he said.  Mac Rak makes over 30 column types in-house, outsourcing one or two types of post stock. “Our products are 100 percent American made, in house from American-sourced industry compliant, certified, 55,000 psi minimum yield steel and commercial quality tubing, plate, flats, angles,” and more,” MacDonald said. “Mac Rak does not import or use sub-standard steel.” Commitment to safety is also paramount to the company. “At Mac Rak, rack repair is second to storage rack and facility safety. Life safety is the only reason that any responsible repair company should be in business,” MacDonald said. To that end, Mac Rak launched Mac Rak Safety earlier this year, providing a compilation of safety tools and information and promotes facility-wide efforts in regards to safe practices. Eileen Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 12 years. Email editorial@mhwmag.com or visit eileenmozinskischmidt.wordpress.com to contact Eileen.

FOR MORE YOUR BUSINESS ARTICLES GO TO www.MHWmag.com


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

To purchase posters and to get additional information on storage rack safety, visit

LEctIoN bEAM DEfStan dard:

Reference d with product When the beam is loade than the allowable and bends down more be replaced. must beam the , ction defle ALLoWAbLE LENGtH of bEAM = DEfLEctIoN 180

MacRakSafety.com Deflection Gap

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

Reference Line

1 - 2012 specifications

Based on RMI/ANSI 16.

Member

SAFETY

MacRakSafety.com

Visit Our Website

Watch Our Video

SAFETY

SAFETY

© 2018 Mac Rak, Inc.

All rights reserved.

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October 2018

25


Feature Story Nathan Perkins

ESOPs for Material Handlers ESOPs for Material Handlers—a more logical way to sell your business If you run a Material Handling business – or a related equipment leasing/dealership company – and have considered succession planning options, you may be left with a lot of questions. Most owners look at selling to their current management teams or selling to a competitor. Both approaches present significant challenges and most owners end up doing nothing. Selling to a competitor sounds great in theory, but this approach most likely represents an asset sale, and accountants will tell you that you’ll face a large depreciation recapture expense and pay capital gains taxes on your proceeds of the sale – two large bills that will eat away at a significant amount of cash you would receive from the sale. In addition to the tax bill, there’s a good chance that your employees’ jobs could be consolidated with the competitor’s operations, risking the livelihood of your team. By the time all is said and done, most owners who take this approach walk away with a fraction of the sale price, and you can see why most people would just do nothing and keep running the firm. The other approach is to sell to your management team, which in some cases looks like a better option. The challenge here is that unless your management team has the cash to buy your stock from you, they’ll need to borrow it from a bank. The company will still make distributions to the shareholders and they’ll owe tax on their income, but they’ll have to repay that bank loan with their after-tax earnings, which is a drain on their personal finances and would also limit their ability to reinvest in the business and continue to grow it. There are other options as well (like private equity buyers or a strategic third-party buyer) but those too include many of the same risks as above and also require a lengthy and uncertain process which involves sharing sensitive information about your business in a transaction with no certainty of closing. A unique alternative is to sell the business to an Employee Stock Ownership Plan (“ESOP”). ESOPs are gaining popularity amongst owners of material handling businesses, but still many don’t understand how it works or why. 26

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October 2018

Selling to an ESOP is a tax-advantaged sale to a built-in buyer, an employee retirement trust. As opposed to other options, an ESOP sale is a stock sale rather than an asset sale, and along with that comes several notable tax benefits. At the personal level, depending on how the sale is structured, the selling owner can sell to an ESOP and exercise section 1042 of the tax code, allowing them to defer and potentially eliminate all capital gains taxes they would otherwise pay in exchange for meeting reinvestment requirements. Secondly, the owner in this case would not face a depreciation recapture expense, which can be significant for material handlers who have taken accelerated depreciation against the assets to limit their tax liability over the years. The next big advantage benefits the corporation, which can continue to operate independently after the sale, except it can operate entirely free from federal and state taxes. In most cases, even when a company is operating tax-free, the selling owner can continue to enjoy upside in future business growth. ESOPs have very little impact on business operations, and in many cases owners maintain their leadership positions and continue to operate the company after the sale is done. Employees also benefit substantially when an owner sells to an ESOP. Over time, as the ESOP repays the owner for the stock it purchased, stock gets allocated to employees within their individual ESOP accounts. Stock is allocated to each employee based on his/her percentage of overall company payroll, and like a 401k plan, the employees can “cash out” the shares that were allocated to them upon retirement, death, disability, or other qualifying life event. ESOPs are typically designed as long-term benefit plans with vesting schedules, to incentivize employees to continue working and generating value for the company. Although, a key distinguishing feature is that unlike other retirement plans, employees never have to put their own money into an ESOP – the government views it much like a pension from the company, and the employees are taxed when they take the money out. Another factor to consider when looking at selling your business is timing. The US has officially entered


ESOP’S For Material Handlers, Equipment Rental Companies/Dealership and Related Businesses

Pros, Cons and how ESOP’s Work

This webinar is a MUST if you are an owner or top executive of your equipment dealership or rental company

Material Handling Wholesaler and CSG Partners present a special no-cost one-hour webinar on ESOP’s on Wednesday, October 10, 2018 at 1:00 PM (Central Time). Featured speakers include Nathan Perkins, Managing Director at CSG Partners in Washington, DC and Garry Bartecki, Material Handling Wholesaler monthly columnist and CFO at Illini Hi-Reach in Chicago, IL. Did you know that many leading equipment dealers and rental companies are employeeowned businesses? Firms like yours typically make excellent ESOP companies, but few people understand how and why. Selling to an ESOP can eliminate the entire tax liability for equipment leasing firms and still leave the owners in control.

Nathan Perkins

Garry Bartecki

Ultimately, an ESOP is a tax-efficient liquidity strategy for business owners that offers a fair valuation, orderly succession planning, talent retention, legacy preservation, limits the business’ corporate tax liability, offers owners the ability to eliminate capital gains tax on sale proceeds and provides a powerful tool to motivate employees. Join this webinar to learn: HOW AN ESOP ELIMINATES CORPORATE TAXATION • Why ESOPs are an attractive liquidity strategy; alternative to M&A • Financing options for equipment rental company ESOPs • How an ESOP boosts morale and increases talent retention

AGENDA • Why ESOPs are popular in your industry • Structures to reduce/eliminate taxes • ESOP as a liquidity strategy; alternative to M&A • Financing options for equipment companies • Employee benefits and talent retention

To register for this special ESOP webinar log into WWW.MHWMAG.COM/ESOP.

For more information contact NATHAN PERKINS at NDPERKINS@ CSGPARTNERS.COM or call (202) 480-7720

C S G PA RT N E R S L E A R N

M O R E

A B O U T

E S OP ’ S

D U R I N G

O C TO B E R

E S O P

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M ON T H October 2018

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Feature Article the longest running bull market in its history, valuations for companies are strong, and interest rates are still low by historical standards. If the market makes a correction or we enter a recession and the business goes down, your valuation will be lower and there is no telling how long it will take to regain the value you built over the good years. There is an argument for selling at the top of a market when things are still strong, but we also know that it’s impossible to time the sale of your business perfectly and there are numerous other factors including your age, your historical growth, and your growth projections. Not everyone is suited for an ESOP, and ESOP sales have some downsides like any other approach. One hurdle for many owners is the complexity of an ESOP transaction – which is why it is important to hire advisors who understand ESOPs well to guide you through the process, analyze every scenario and answer every question. Another potential pitfall for owners is the fact that it typically takes around 3-5 years before they are fully paid out. Regardless whether the transaction was financed with bank debt or completely seller financed, the business still repays you with pretax dollars. Whereas, if you sold to someone else you would probably get all or most of your money up front, but it would likely come with earnout provisions or claw backs, etc and it would be taxed at capital gains, leaving you with substantially less sale proceeds. The last consideration is the ongoing maintenance expenses related to an ESOP after the transaction is done. The company is obligated to pay for an annual valuation to determine the value of its stock every year, an institutional trustee will charge a trustee fee, and a third-party administrator will charge a nominal fee for your annual recordkeeping. While these all add up to somewhere between $30,000 and $50,000 per year, it is still an expense the company will need to account for going forward.

• Business paying substantial income taxes • Interested in taking care of management team and employees Common ESOP Benefits • S elling owner can defer/eliminate capital gains taxes on proceeds from the sale • Increase the company’s free cash flow by eliminating state and federal taxes • Company remains independent after the sale •B  usiness owner continues to be involved in dayto-day operations •E  mployees’ jobs remain secure and no risk of losing due to acquisition • Employees gain a retirement benefit •H  igh likelihood of transaction closing and no need to share info with competitors Who should not consider an ESOP? • Companies that are growing but not yet profitable •B  usiness with fewer than 15 full-time W2 employees • A business projecting a decline in performance The first step for anyone interested in selling their business is to understand what your options are, and most people don’t even know that an ESOP is an option. If you are interested in understanding more about ESOPs and how they work for material handlers, learn more by joining our free webinar: www. MHWmag.com/ESOP Nathan Perkins is a Managing Director with CSG Partners, the nation’s leading investment bank specializing in ESOP transactions. He advises business owners across the US on ESOPs and succession planning strategies. Email ndperkins@csgpartners.com or visit www.csgpartners.com to contact Nathan.

Who Should Consider an ESOP? •O  wners looking to sell all or part of their business in a tax-efficient manner •O  wners interested in keeping the business independent/not interested in selling to a competitor •A  business owner interested in easing out over time • Profitable business with steady or flat growth 28

www.MHWmag.com

October 2018

FOR MORE ARTICLES GO TO www.MHWmag.com


PROUD TO BE

EMPLOYEE

OWNED DE AN M

ILLIUS

SPENCER BIRKEN H ALVA CO

FFMAN

ERIC FAR

OLZ O KATHY G

ETZINGE

AMUS

R

CELEBRATE OCTOBER

ESOP MONTH EMPLOYEE-OWNED

www.MHWmag.com

October 2018

29


Nuts & Bolts

Acquisitions, expansions & other business news

BHS introduces products with mobile showroom BHS, Inc., a provider of electrical, batteryhandling, and materialhandling equipment, has launched the new Electrical Equipment Mobile Showroom on its first tour which began July 9. This 48-foot trailer will introduce BHS’ latest collections of cable-and-wiremanagement equipment and electrical material carts to customers across Texas. The Mobile Showroom will stop in Houston, Dallas, and surrounding areas. Tours of the Electrical Equipment Mobile Showroom are designed to educate visitors on each product’s strengths and application potential. The tour includes operational videos, briefings on application guidelines, hands-on experience with the products, and open discussion with presenters.

KION North America participates in Youth Apprenticeship Signing Day In July, representatives from KION North America participated in Charleston Regional Youth Apprenticeship Signing Day. Students gathered at Trident Technical College to sign their employment letters to become apprentices with Charleston-area employers. Marcus Gore—a recent graduate of West Ashley High School, has since completed his first month as an apprentice with the Summerville-based forklift manufacturer. Gore will gain a minimum of 2,000 hours of industrial mechanic skills and will be approximately halfway through his Associate’s Degree from Trident Technical College – at no cost to him. This is KION North America’s second year hosting youth apprentices. www.kiongroup.com 30

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October 2018

Mack Trucks highlights Successful Women in Trucking in 'Breaking the Mold' "Breaking the Mold," the fourth episode of Mack Trucks' RoadLife series was released on roadlife. tv and Amazon Prime Video, shares the stories of two women blazing trails in the trucking industry, in which women make up just 12 percent of the workforce. "I never thought my life would be with trucks," said Raquel Renda, vice president of Fort Worth, Texas-based Renda Environmental, a wastewater residuals management company. "But I fell into it here in Texas, and I've been in love ever since." www.macktrucks.com

OSHA proposes rule to hide employee's sensitive information The Department of Labor's Occupational Safety and Health Administration (OSHA) has issued a Notice of Proposed Rulemaking (NPRM) to better protect personally identifiable information or data that could be re-identified with a particular individual by removing provisions of the "Improve Tracking of Workplace Injuries and Illnesses" rule. OSHA believes this proposal maintains safety and health protections for workers, protects privacy and reduces the burdens of complying with the current rule. The proposed rule eliminates the requirement to electronically submit information from OSHA Form 300 (Log of Work-Related Injuries and Illnesses), and OSHA Form 301 (Injury and Illness Incident Report) for establishments with 250 or more employees that are currently required to maintain injury and illness records. www.osha.gov


www.superioreng.com

shop.fsip.biz Sign in to view your account pricing, track shipments, save favorites, get special offers and more!

SHOP TODAY!

Flight Systems Industrial Products 1015 Harrisburg Pike, Carlisle, PA 17013 717-254-3747 • 1-800-333-1194 (Main Location)

FSIP

80 S Fairbank St Ste 7, Addison, IL 60101 708-546-3763 • 1-800-804-5711 (Midwest Branch)

www.MHWmag.com

October 2018

31


Shifting Gears

Industry personnel and organization news

Eastern Lift Truck named authorized Rail Yale announces 2017 Dealer of King dealer Excellence award winners Stewart & Stevenson Manufacturing Technologies (Houston, Texas) has entered into a joint agreement with Eastern Lift Truck Co., Inc. (Maple Shade, NJ) naming Eastern Lift as the sole authorized dealership to market, sell and service Rail King® railcar movers within the MidAtlantic region.www.easternlifttruck.com

Resonant Dealer Services 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: October 1st (1st Session) and October 2nd (2nd Session) October 25th (1st Session) and October 26th (2nd Session) 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 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. 32

www.MHWmag.com

October 2018

Yale Materials Handling Corporation has announced their 24th annual Dealer of Excellence Awards. The Dealer of Excellence Program judges dealers against rigid performance criteria and standards of operation for customer satisfaction, service, rental, training, new unit sales, aftermarket, engineered products and general management. 2017 Dealer of Excellence recipients • Alta Equipment Co. - Michigan Gregory Poole Equipment Co. – North Carolina • Berry Material Handling - Kansas HILO Materials Handling - New York • Black Equipment Co. - Indiana MacKinnon Equipment - Texas • Burns Industrial Equipment - Pennsylvania Medley Material Handling Co. - Oklahoma • Eastern Lift Truck Co. - Baltimore/DC/DE NITCO - Boston • Eastern Lift Truck Co. - Philadelphia/South Jersey Riekes Equipment Co. - Nebraska • Fairchild Equipment - Wisconsin Wheeler Material Handling - North Carolina • Fitzgerald Equipment - Illinois www.yale.com


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

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PUT THE MVP SPECIALIST TO WORK FOR YOU!

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October 2018

33


ANNUAL

SALUTE TO WOMEN

IN THE MATERIAL HANDLING INDUSTRY

ANDREA NIESEN

Project Coordinator, AK Material Handling Systems As Project Coordinator at AK Material Handling Systems, I work closely with The Design Group and make sure the execution phase meets the unique demands of the customer's business operations. Whether it’s making sure an order ships and installs on time or coordinating a multi-phase warehouse relocation, I ensure the project keeps to timeline and we provide a seamless delivery. Seeing a project complete is supremely rewarding for me.

BRENDA HARRISON

Senior Project Account Specialist, AK Material Handling Systems

LINDA ANLAUF

Director of Inside Sales, Wholesale Pallet Rack Products Learning, educating and problem solving is my passion. I am grateful I can do this with our Material Handling distributors each day through networking, our Would You Like Fries with That video series, MHEDA-NET groups and mentoring. It’s exciting to see the puzzle pieces of success come together with our Rock Star team!

BRIDGET WELSH-BAKER

Senior Operations Manager, Barcoding, Inc. I work closely with the sales reps and customers to ensure orders are accurately placed and delivered in a timely manner. My focus is on minimizing the time between and order is placed and invoiced.

Celebrating 29-1/2 years with AK Material Handling Systems is definitely something I have enjoyed and take the utmost pride in. One would say, the industry is what allows us to have a successful career, however, I would safely argue, It's the PEOPLE in the industry; co-workers, customers, vendors, etc. that empower us to be the best we can be!

CARRIE SWAM

DANIELLE STREGE

Service Contract Manager, Barcoding, Inc.

Accountant, Wholesale Pallet Rack Products

As a Service Contract Manager, I manage the service contracts for major accounts within Barcoding, Inc. My primary goal is to ensure that all customers assets are activated for repair so that production is not interrupted.

As the Accountant for AK Material Material Handling, I can honestly say that the team here is the best group I’ve ever worked with. As the accountant in a small business I’m not just “doing the books” but am involved in nearly every aspect of the company, and I love the variety. Accounting: solving problems you don’t know you have in ways you can’t understand!

SUE HOESE

JACKIE MARCHISIN

Enterprise Account Manager, Barcoding, Inc.

Pallet Rack Specialist, Wholesale Pallet Rack Products As a Pallet Rack Specialist for WPRP, I am excited to work with our distributors to help them provide optimal solutions to their customers. Our resources allow us to choose from different quick ship locations and manufacturers, so we have many options available to us. This makes it easy to ensure our customers have a positive buying experience. And this in turn makes me proud to be a part of the WPRP Team!!

34

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October 2018

My #1 goal is to understand my customer's process and those involved in the process. Being an Enterprise Account Manager experienced in Supply Chain allows me to position the right technology solution to my customers. With 20 years plus Industry experience in Supply Chain Consulting, RFID, Barcode Data Collection and Wireless implementations helps me understand my customer’s needs.  Being a solution sales professional with a proven track record in the supply chain, retail and healthcare markets helps me close profitable complex solutions to all levels within a Company.


ANNUAL

SALUTE TO WOMEN

IN THE MATERIAL HANDLING INDUSTRY

MICHELLE BUTLER

Sales Specialist, FSIP - Northeast & Central US Michelle started her career with FSIP in 2008. In 2014 she was promoted to the sales department as a Sales Specialist/Territory Representative. Michelle enjoys educating new and existing customers on FSIP’s products & services and helping them to grow their business. She also enjoys traveling to different parts of the US and meeting with FSIP customers face to face. With over 20 years of Customer Service experience, Michelle excels at being a customer oriented problem solver.

MICHELLE ZERPHEY

Sales Specialist, FSIP - Northeast & Central US Michelle became part of FSIP’s team in early 2016. She brought with her 10 years of experience in retail service sales, as well as expertise in client relationship building and account management. Michelle has worked in several positions during her time with FSIP, including as Customer Service Manager, then joining the sales team after relocating to the west coast. Michelle is now located in Phoenix, Arizona where she frequently travels to visit customers while working to grow FSIP’s business. She is a customer oriented problem solver with an ability to adapt to new situations quickly.

AMANDA TORRENCE Sales, Hannibal Industries, Inc.

For nearly 15 years, Amanda Torrence has been an important part of the team at Hannibal Industries.  Amanda’s creativity, hard work and follow-through has benefitted Hannibal in the company’s sales and marketing departments.  Employee-owned Hannibal Industries is a leading pallet rack and steel tube manufacturer that provides storage systems and ISO 9001:2008 certified tubing to industry leaders around the world.

ANNA COAUETTE

ANNETTE SPRINGER

Chief Executive Officer, Springer Equipment Company Annette Springer is the Chief Executive Officer of Springer Equipment Company in Birmingham, Alabama and Southfork Lift Truck in Nashville, Tennessee. Both are certified WBENC woman-owned businesses offering forklift sales, service, parts and rentals. Annette has worked in the material handling industry for more than thirty years, and she serves as advocate and mentor for other women-owned businesses. She is also passionate about supporting community-based non-profit companies that support women and children.

PAM MACDONALD

Co-Owner, Mac Rak Incorporated Pam MacDonald is the co-owner of Mac Rak Incorporated. Mac Rak is the largest American owned and manufactured, engineered storage rack repair company in north America. Since the start of Mac Rak in July of 2000, Pam has been overseeing the administrative and financial end of the company that has grown to two locations in two states and more than 100,000 square feet. Mac Rak offers the most complete product line of engineered rack repair kits and protective guarding solutions and serves customers throughout north America and Canada. Pam, known by most of our customers, and supported by a talented and dedicated team, is the reason that Mac Rak has continued to sustain tremendous growth for more than 18 years.

SHERRIANA KARIM-SALAS National Sales Director, MOTOS OS, Inc.

Sherriana’s role is in sales and development, enabling growth for our marketplace platform. She has a B.A in International Business & Relations and a M.S in International Cultural Studies. Her strengths are building strong customer relationships in sales, solving customer problems, and promoting benefits of the product.

Sales, Hannibal Industries, Inc. Anna Coauette is a seasoned material handling sales pro that is a true material handling and pallet rack expert. Her wealth of pallet rack experience in the industry is something that many of her customers rely upon.  Employee-owned Hannibal Industries is a leading pallet rack and steel tube manufacturer that provides storage systems and ISO 9001:2008 certified tubing to industry leaders around the world.

www.MHWmag.com

October 2018

35


ANNUAL

SALUTE TO WOMEN

IN THE MATERIAL HANDLING INDUSTRY

VIRGINIA GENTILE

Owner/VP of Operations, Savety Yellow Products

CATHY DIAZ

US Sales Manager, TVH

As Owner, and VP of Operations, Virginia is involved in every aspect of the day to day business. From finances to customer service and overseeing our shipping department, there is no task within the company that she feels is too big or too small for her to handle. Savety Yellow just finished our 16th consecutive year of growth, and we’ve moved into a brand new 20,000 sq. foot facility. This couldn’t have been accomplished without Virginia’s hard work and dedication.

JENNIFER SPERRAZZA

Inventory Planner, Trelleborg Wheel Systems I joined Trelleborg five years ago as an Inventory Planner in Akron, Ohio. I analyze sales, forecasts and manage product transitions. I work closely with our suppliers, sales and customer service teams to ensure we are serving customers in the best way possible. I have a Bachelor’s Degree in Psychology from KSU and over 20 years of experience in customer service. My role has offered many rewarding challenges and opportunities to grow within my profession and the tire industry.

HR Generalist, Trelleborg Wheel Systems

I have been with Trelleborg Wheel Systems and in the tire industry for the last four years and I currently hold the position of HR Generalist. My role mainly focuses on employee relations, training and development, benefits, compensation, organizational development, and employment. I am currently attending school for a degree while working full time.  One of my biggest professional accomplishments has been earning my PHR Certification with over 25 years of experience in the HR field. I enjoy the challenges we face each day and I look forward to the amazing opportunities and ways to grow our business.

www.MHWmag.com

REVA BILY

President, West Point Rack As president, Reva is involved in every aspect of West Point Rack, including configuring and pricing quotes, purchasing steel and, as she puts it, “doing whatever it takes to get the job done.” Her primary goal is “to support our dealers, satisfy their customers, earn trust and be the vendor of choice for rack products and racking systems.”

SHAWN NUTT

RITA SWEGHEIMER

36

Cathy Diaz started her career in the material handling industry right out of high school and is now the US Sales Manager for material handling products at TVH. Throughout her career, she has been mentored by the best in the industry and is thankful to be a part of TVH’s growth as a market leader. Cathy’s continued goal is to not only sell more parts but also build lasting relationships along the way.

October 2018

Customer Service Manager, ClearCap / Wy'East Products Many readers know Shawn Nutt, our Customer Service Manager at ClearCap since 2005. Shawn is the point person for all customer related matters big and small. Shawn has been the face and voice of ClearCap for nearly 14 years. We wanted to take this opportunity say, thank you Shawn for all you do. You are the best!


ClearCap & TuffCab! ClearCap Roof Covers!

Easy Install

Keeps Seat Dry • ClearCap Roof Covers Keeps Operator Dry • Sizes to Fit Various Trucks • Easy to Install • Reasonably Priced • Clear or Tinted • UV Polycarbonate • Domed Roof Diverts Rain • Blocks UV Rays • O.S.H.A. Compliant

TM

Clear Solutions to Common Problems TuffCab Panel Cab Enclosures

Vinyl Side Doors

Engineered to Fit Hyster, Yale, Cat, Mitsubishi, Toyota & Unicarriers • Full Enclosures or Individual Components • Affordable • Durable Steel & Safety Glass Construction • Easy Clamp-on Installation • Fast Lead Times • Windshield Includes 12v Wiper

Wy’East Products 1-888-401-5500 www.clearcap.com

www.MHWmag.com

October 2018

37


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 MHWOCTOBER18 to CST.Promotions@conti-na.com. www.continental-specialty.com

38 www.MHWmag.com October 12018 CST_Continental_Material Handling Wholesaler_7.625x9.875_F.indd

8/8/2018 11:45:11 AM


AGV Wheels

Zero Tir Technology • Zero TIR - Low Drift • Poly Dia. +/- .005 • Reduce Vibration • Zero Flat Spotting • Low Rolling Resistance

Specifically Engineered

For Today’s AGVs And Their

Environments. 1.888.734.7687 www.Stellana.com/US

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October 2018

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October 2018


**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 7FBCU35

2014 TOYOTA 7BNCU18

2011 TOYOTA 8FBCU20

187”Mast, Hours: 11,000

240” Mast, Hours: 6,000

189”FSV Mast, Hours: 16,000

6 UNITS IN STOCK

1 UNIT IN STOCK

2 UNITS IN STOCK

$

16,500

$

13,500

$

5,900

2012 TOYOTA 8FGCU30

2014 TOYOTA 8FGC35U

2014 TOYOTA 8FG50U

199” Mast Hours: 6K Key

148” Mast, Hours: 10,000

179”V Mast, Hours: 2,000

4 UNITS IN STOCK

1 UNIT IN STOCK

2 UNITS IN STOCK

$

10,900

$

10,900

$

19,900

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’

2012 Toyota 8FGU15, 3,000 lbs., LP, 189” Mast, Sideshifter

TELEHANDLER

1997 Toyota 6FGU5, 5,000 lbs., Gas, 189” Mast, Sideshifter

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

Printed in the U.S.A. ©2018 The Ousset Agency, Inc. wo#5758

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

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

www.MHWmag.com

October 2018

41


SIMPLIFY YOUR LIFE

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

42

www.MHWmag.com

October 2018

800-433-3572

thombert.com


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

October 2018

43


Classifieds FOR SALE

Series 1 Workhorse Single Shift rating

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

Full 2 yr. warranty

FORKLIFTS & TIRES

(10 yr. transformer coverage)

713.460.8197 • 800.687.3884 fax: 713.460.5941 www.forkliftsandtires.com

Inexpensive abuse protection for any machine. 3 axis accelerometer logs , alarms, programmable shut-down. Simple to install, calibrate + use. FREE PC software.

SAVE ON QUANTITY PURCHASE!

• Specialty Material Handling, Inc.

The

STAND-ALONE IMPACT  ABUSE MODULE

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

MONDAY, OCTOBER 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

44

www.MHWmag.com

We BUY & SELL NEW & USED

Email: ohiorack@cannet.com

www.ohiorack.com

October 2018

CALL ALVA OR DEAN FOR RATE INFORMATION AT

877.638.6190


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

October 2018

45


RackmedX™ Repairs + Protects Damaged Pallet Storage Racks

PREMIUM COMPONENTS & PROFESSIONAL SERVICE

SAVE 50% OR MORE OVER REPLACING. NO UNLOADING IN MOST CASES. 100% ALL TIME SAFETY RECORD. Every environment including cold storage. For information about RackmedX™ products and services contact us at 800-708-1249 or email: sales@rackmedx.com. Visit our website at www.rackmedx.com Rackmedx™, RackmaX™ and EconomaX™ are Trademarks or DC Service Systems, Inc

THIS IS THE NEW NORMAL RackmedX™

Proven Solutions That Work! Storage Racks Repairs + Protects Damaged Pallet The NEW NORMAL Trucks Are On The Road Now!

PREMIUM COMPONENTS & PROFESSIONAL SERVICE

SAVE 50% OR MORERENTALS OVER REPLACING. NO UNLOADING IN MOST CASES. Provide safe, secure, material handling 100% ALL solutions TIME SAFETY RECORD. SALES

• • • •

One truck that does it all! Everymasts environment cold storage. Various up to 360” including 3-Wheel SLT 22/30 up to SL120 Combilift 4-Directional Operates in 4 1/2 ft. Vna aisle Late models in stock 1984Sideloader C5,000 to For information about RackmedX™ products 2009 Reconditioned Includes C17,3000 C6,000GT Long load handling

PARTS

FL40EX & FL60EX Explosion Proof Ex Rated Limit your exposure to potential hazards. ANSI/UL583 Label

Warranty and services contact us at 800-708-1249 or email: sales@rackmedx.com. Drexel Swingmast, EX Rated Trucks & the Combilift Thomas Lift Truck For more information on Please contact John Gowland at Visit our website at www.rackmedx.com 1-800-651-5850 or e-mail jgowland@jhthomas.com

46

Rackmedx™, RackmaX™ and EconomaX™ are Trademarks or DC Service Systems, Inc

www.MHWmag.com

October 2018


New Products

See more new products online at www.MHWmag.com

Hawker provides leading edge of motive power solutions

Interthor stresses safety with electric Logitilt

HAWKER® power solutions are designed to reduce environmental impact, lower operational costs, increase productivity, and improve customer operations. Plus, HAWKER® is the largest brand of industrial leadacid batteries in the world. HAWKER® has manufacturing, assembly, and sales capabilities world-wide – with product solutions that are the moving force behind applications as diverse as telecommunications and aircraft, UPS systems, and submarines. HAWKER® offers the broadest range of power solution products in the industry, and provides the experts to turn those solutions into real cost savings in each unique operation. www.hawkerpowersource.com

The design focuses on the safety and ergonomic working conditions of the user. Interthor’s Logitilt can tilt boxes and crates up to 90º. The user does not have to bend down or stretch up to reach the components in the bottom of the crate or box - this applies both to standing and sitting work positions. High quality is ensured through an extended test program and in cooperation with experts in Health and Safety. www.interthor.com

Customized decals with TVH TVH in the Americas (TVH), a provider of quality replacement parts and accessories for the material handling and equipment industries, offers a custom decal program as well as industry standard decal options. All decals meet or exceed OEM requirements and are exact matches of OSHA colors. The decals cover all types of material handling, construction, mining and industrial equipment. Our high-quality decals are made in house with premium materials, Vinyl and Lexan. For more information on the TVH custom decal program or to order any of their industry standard decals please contact TVH at 800 255-4109. www.tvh.com

Saferack introduces new innovated line MarinaStep SafeRack, a manufacturer of truck and railcar loading platforms and safety equipment, has launched a premier safe access and fall protection product line. MarinaStep is an innovative line of ship and marine gangways and access ramps, specifically designed for the maritime marketplace. MarinaStep access ramps and gangways are constructed using a U-body frame which requires fewer welds, producing a stronger product. MarinaStep is built from sturdy marine grade aluminum, galvanized or stainless steel and offers both standard as well as customized solutions to fit specific customer needs. www.saferack.com

Stainless Steel Cabinet "U" Handles, angled, with tapped holes JW Winco, Inc., a supplier of standard industrial machine components, offers GN 565.7 Stainless Steel Cabinet "U" Handles, Angled, with Tapped Holes. The angled cabinet "U" Handles, which are RoHS compliant, have a 35° angled contact surface that allows improved access even in tight spaces such as corners. Produced from profiled aluminum extrusions, the U Handles special features are their rigidity and smooth surface. The desired profile is the result of superior design and being ergonomically shaped. The stainless-steel handle (European Standard No. 1.4301, AISI 304) is matte shotblasted with tapped holes for mounting from the back (threaded blind bore). www.jwwinco.com

Ingersoll Rand introduces the ELK Series Electric Chain Hoist Ingersoll Rand just introduced the ELK Series Electric Chain Hoist with unique, modular features that make it easy to maintain, thus reducing the time required for maintenance and employee training. T hoist’s modern design makes it so lightweight and accessible, it can often be serviced while still mounted. When it’s time for service, the hoist’s external motor is easy to remove and minimizes disassembly time. Whether lifting an automotive component onto an assembly line or a mold in a foundry, the hoist supports applications in general industry and manufacturing, oil and gas, heavy equipment manufacturing and wind generation. www.ingersollrandproducts.com

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October 2018

47


New Products

See more new products online at www.MHWmag.com

Continental announces major price reduction for VDO RoadLog ELDs

Robust Well-Specified hoists for general industry

Continental, a global supplier of systems, components, and tires to automobile and truck manufacturers, and the manufacturer of VDO RoadLog ELD  has announced a major price reduction for their popular VDO RoadLog™ ELD and VDO RoadLog™ ELD Plus devices. VDO RoadLog was one of the first stand-alone ELDs offered in North America, providing an affordable, simple, and secure solution for mandate compliance and reporting. VDO RoadLog ELD is offered without monthly fees for basic services. www.vdoroadlog.com

In an era when the industrial world is becoming ever-larger, there is a growing responsibility on equipment suppliers to make sure the market has everything it requires to function safely, reliably, efficiently and cost effectively. With this notion in mind, J D Neuhaus (JDN) has always had a policy of continuous investment in its class-leading range of hoists and cranes for the general industrial marketplace. Products available include pneumatic cranes, C-rail/ light crane systems, pneumatic hoists (Profi, Mini and M ranges), manipulators, trolleys (including low headroom versions), big bag handling hoists and monorail hoists. www.jdneuhaus.com

Bodine’s new Planetary BLDC Gearmotors: high torque, compact design Bodine Electric Company introduces the new type 22B4-60P planetary gearmotor. This integral gearmotor combines Bodine’s highperformance type 22B brushless DC motor with the new 60P (60mm) planetary gearhead. It is ideal for applications that require higher torque than conventional helical/spur gearheads of a similar size can provide, and where a very low backlash gearhead is not required. Typical applications include conveyors, pumps, packaging, industrial automation and wide range of solar- or battery-powered equipment. The Bodine 22B brushless DC motor delivers quiet, maintenance-free operation with low electromagnetic-interference (EMI). www.bodine-electric.com

Haulotte’s HTL9055 environmentally friendly telehandler Haulotte’s HTL9055 telehandler features lifting capacities of 9,000 pounds and a lifting height of 55 feet. It can lift 5,600 pounds to full height using its strengthened four-stage, chaindriven boom and an improved chassis construction. Powered by a Kohler Tier 4 Final diesel 56KW engine, which does not require a Diesel Particulate Filter (DPF) or Diesel Exhaust Fluid (DEF) additive, the HTL9055 is designed to be environmentally friendly with up to 20 percent more fuel savings, less CO2 and less NOx gases released and a noise level reduced by -2Db. HTL machines are equipped standard with a hydrostatic transmission. www.haulotte-usa.com 48

www.MHWmag.com

October 2018

Tri Lite introduces the Skybolt STLP The Skybolt STLP mini-strobe is a bright new warning beacon from Tri Lite . Driven by a powerful LUXEON LED, high intensity “pops” of light are seen through the finned lens of this unique beacon.A patent pending “light pipe” design ensures that light travels easily from an internal LED through the translucent outer fins, catching the eye of pedestrians, motorists, or shop personnel. Made from rugged polycarbonate, it’s virtually indestructible! Skybolt is watertight and will operate in all types of weather. Ideal uses include warning signaling for safety and utility vehicles, lift trucks, elevated work platforms, and heavy equipment. Choice of clear or colored lenses to indicate warning for a variety of 12-36VDC signaling applications. www.triliteinc.com

Invert an entire pallet load in seconds The PalletPal ® Rotator Inverter from Southworth Products Corp is the fast, safe, and easy way to invert a fully loaded pallet without the need for labor intensive, time-consuming manual restacking. The most common use of the PalletPal Rotator Inverter is for switching loads from in-house pallets to shipping pallets or slip sheets. Other uses include replacing broken pallets, replacing damaged boxes or bags (at the bottom of the load), or turning inventory for mixing. www.SouthworthProducts.com


YOUR MATERIAL HANDLING

SOURCE DIRECTORY

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

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

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

▶ ATTACHMENTS / ACCESSORIES

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

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

▶ BATTERY / CHARGERS

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

▶ CONTAINER OPTIONS ▶ Container Storage • • •

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

October 2018

49


▶E  LECTRICAL / ELECTRONIC CONTROLS

▶ Pallet Truck Parts

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

▶ Manufacturer/Suppliers

▶ ENGINES (REMAN)

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

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.

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

50

www.MHWmag.com

October 2018


▶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:

MON. OCTOBER 1ST

▶ SAFETY PRODUCTS

CALL ALVA OR DEAN AT

877.638.6190

www.MHWmag.com

October 2018

51


Remanufactured Transmissions, Engines, Torque Converters, Steer Axles, Overhaul Kits and Aftermarket Parts for: • Material Handling • Construction • Agricultural Equipment

Arcon

We Accept:

Equipment, Inc.

440-232-1422

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

440-232-1422

Over 35 years of satisfied customers!

We specialize inindependable reconditioned We specialize dependable reconditioned

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

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

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

800-321-9983 www.joseph.com sales@joseph.com Authorized Distributor

Authorized Distributor

Authorized Distributor

GoodUsed Used Batteries WANTED Good Batteries WANTED We will buy quantities! Call us with details –

Authorized Distributor

Authorized Distributor

We will buy quantities! Call us with details— we want your GOOD surplus stock only! we want your GOOD surplus stock only!

Advertiser’s Index 3D STORAGE SYSTEMS LIMITED. . . . . . . . . . . . . 54

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 45

RESONANT DEALER SERVICES . . . . . . . . . . . . . . 32

ALPINE POWER SYSTEMS. . . . . . . . . . . . . . . . . . 40

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

RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . . 1

AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 43

INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . 21

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 12

ARCON EQUIPMENT INC . . . . . . . . . . . . . . . . . . 52

J-TEC INDUSTRIES INC . . . . . . . . . . . . . . . . . . . . . 8

CAMSO. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9

JH THOMAS INDUSTRIES LTD. . . . . . . . . . . . . . . 46

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . 53

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 52

SHOPPA'S MATERIAL HANDLING . . . . . . . . . . . . 41 STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 39 SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 31

CONTINENTAL TIRE THE AMERICAS, LLC.. . . . . . 38

MAC RAK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 25

DC SERVICE SYSTEMS INC. RACKMEDX . . . . . . . 46

MEIJER HANDLING SOLUTIONS, INC. . . . . . . . . . . 3

DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . 22

MHCONX.COM. . . . . . . . . . . . . . . . . . . . . . . . . . 17

ENGINE POWER SOURCE . . . . . . . . . . . . . . . . . . 15

MHEDA. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13

FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2, 31

MHW . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27, 29

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4, 23, 56

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

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

WEST POINT RACK, INC.. . . . . . . . . . . . . . . . . . . . 7

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 12

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 33

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 37

SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 11 THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 19 THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 42

MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 52

www.MHWmag.com

October 2018


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


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


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

®

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 . ®

®

UNPARALLELED LOAD CAPACITY GO FARTHER, RUN LONGER

GUARANTEED

Toll Free 800 421-1180 www.millenniumtire.com


October 2018 Material Handling Wholesaler  
October 2018 Material Handling Wholesaler