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November 2018



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November 2018 • Vol. 39 No. 11

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Sales Trends

Dean Millius General Manager/Publisher

Jeffrey Gitomer

Alva Coffman Account Executive

 Elements of a Cold Call that can make

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Quintec Integration reinvents its

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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 ow will the warehouse of H the future look different from today? Brian C. Neuwirth


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14 |  Bottom Line Garry Bartecki Going once…going twice…

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November 2018


• Match staff to shipment volume. • Keep the dock floor clean and organized. •U  se materials handling tools to speed movement. Conveyors will allow cartons to travel directly from the unloading trailer to the loading trailer, eliminating travel time and extra handling.

Brian C. Neuwirth Warehouses are evolving and rapidly transforming to meet the challenges of today’s customers who want quick deliveries and real-time knowledge of where their orders are at all times. Warehouses are becoming smaller and locating closer to end customers to cut down on delivery charges. More brick and mortar stores are handling fulfillment of e-commerce orders to speed deliveries. Better efficiencies are gained through a mix of material handling equipment that speeds throughput, optimizes order picking and increases product flow. Warehouses of the future will become more like true distribution centers where supplies that come in, immediately go out without storage of the products. With less storage, more cross-docking operations will occur. Cross-docking is a practice in the logistics field of unloading materials from an incoming truck and loading these materials directly into outbound trucks, trailers, or rail cars, with little or no storage in between. The reason this is occurring is because more retailers are supporting omni-channel fulfillment operations that include fulfillment at stores instead of fulfillment from a warehouse. Stores will have visibility into inventory levels across all retail outlets and have the ability to fulfill orders in-house or get inventory from other stores to fulfill orders. In the immediate future, there will be a continued growth in cross-docking operations and true omnichannel operations. Retailers will have visibility into inventory across all operations and will share inventory to meet customer orders. Some cross-docking best practices include: • Handle each piece of freight only once. • Make dock layout as compact as possible. 4

November 2018

Inventory management is reported as the most challenging source of inefficiencies, as well as an area where it would be easiest to gain cost savings through technology. Most warehouses have issues with items that don’t get sold so they carry a stagnant inventory. These unsold items just continue to take up space in the warehouse, where their value is lost. To rectify this, warehouses need to act more like a distribution center and push these products out to the retail stores. They need to not hold onto the inventory and instead sell it in the stores. Retail stores, on the other hand, need to have areas within the store to handle fulfillment operations. Companies need to turn their warehouses into modern distribution centers focused on optimizing inventory. They need to know where inventory is, make sure it is replenished on store shelves so it will sell. Utilizing systems such as RFID-tags that identify, diagnose, and prevent out-of-stock conditions, will help to remove uncertainty from in-store inventories and prevent lost sales. Moving inventory out to the storefronts using automation to push products from the warehouse will help rectify the situation. Conveyors, picking systems, sortation units are all material handling automation equipment that can improve throughput and increase efficiencies. Order pickers spend about 60 percent of their time walking product or moving product around. Using conveyors or sortation systems can reduce travel time and improve throughput. Retailers can maximize the profit out of their inventory by increasing efficiency. Reducing inventory provides an increase in working capital, which leads to bottom line profits. More inventory will be moved closer to pickers for easier for more accurate picking, improving productivity with increased seasonal demand and utilize warehouse and worker assets to their fullest.  Streamlining product flow is an ongoing challenge in most fulfillment facilities. It’s more than simply having the right product on hand to fill orders, although that is certainly an overriding goal. Product flow affects inventory availability and accessibility, product rotation, replenishment and storage processes,



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November 2018


Cover Story travel time, handling and ergonomics, and picking speed and accuracy. For fulfillment operations that handle large volumes of fast-moving inventory consisting of a wide variety of SKUs, the proven turnaround solution is a well-designed carton flow rack system.

This first-in/first-out (FIFO) design not only ensures efficient inventory rotation, but also allows picking and replenishing operations to take place simultaneously from opposite sides of the rack. Ongoing replenishment means the correct carton always on hand, within reach and in clear view. Freed from the need to wait or travel, workers are able to pick more quickly, accurately and efficiently. For optimized turnaround, carton flow rack systems are the tool of choice.

Why carton flow? In today’s e-commerce environment, distributors are less likely to be handling full pallets; instead inventory is moved to the pick area in individual cartons, where pickers pull items to At the same time, it’s important to choose the fulfill the more typical smaller, multi-SKU order. In best carton flow system for your distinct application this type of application, using carton flow racks can increase operational efficiency by as much as 75%, often and product mix. A robust carton flow rack system will minimize product hang-up, which can result in immediately. How? operational delays, damaged inventory, risk to workers Carton flow rack systems are shelving units consisting of multiple levels of pitched tracks, complete and costly maintenance issues. Matching the carton flow system’s size and capabilities to your operational with either wheel beds or rollers. Cartons are loaded needs is important to achieving optimum space from the rear at the apex of the rack, where gravity utilization and pick productivity. The best systems are propels the carton forward on the rollers toward the picker, in the same sequence in which it was loaded. If modular, portable, adjustable, customizable, attractive there is already a carton in the queue, the newly added and guaranteed by warranty. carton simply falls in line until it is needed. 

Mobile Devices in the Warehouse

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November 2018


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Cover Story Smartphone and tablets are making their way into the warehouse to improve fulfillment rates and manage inventory. Because of the increase in e-commerce orders due to a better economy, SKUs are proliferating throughout the warehouse. Plus, new regulations are requiring more accurate product tracking and tracing. In a recent survey from Zebra Technologies, it is reported that only 12% of respondents expect to still be using pen and paper-based processes by the end of 2018. Paper-based processes are prone to error. Pickers with a printed pick list can easily pick the wrong item from a location that is adjacent or can mis-read the pick list and select the wrong SKU number. Or a product can be put in the wrong location, making it difficult to locate. When filling out forms, numbers may be transposed, leading to wrong order numbers, part numbers and quantities being picked. To remedy this situation, time-consuming physical inventories are taken often in the warehouse, requiring even more man-power and adding to costs. Paper-

based order picking is very inefficient, fraught with error and slow. Order Picking Systems The constant pressure to keep up with increased demand has driven a number of companies to improve order picking processes, leading to improved efficiency, accuracy and speed. Order picking involves various methods of bringing products to be picked right to the order picker, or closer to the pick face (in front of the order picker) for quicker picking. These systems include goods-to-person, pick shelves, carton flow, pallet flow, etc. Goods-to-person (GTP) involves bringing items to be picked to the picker. Statistics show that order pickers spend 60 percent of their day traveling within the warehouse and only 40 percent picking. With GTP, traveling is reduced, even eliminated because products are brought to the picker via conveyors, automated storage and retrieval systems, mobile storage shelves or sortation devices as directed by the order management system or WMS. Pickers take the items, place them in containers to fulfill orders. Eliminating

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November 2018

Cover Story picker travel by bringing the goods to persons helps companies to increase productivity and improve efficiencies.

of the future, leading to greater fulfillment and orderpicking speeds.

Pick shelves are angled metal shelves that allows items, boxes and containers to be stored. When the order picker takes the item closest to the pick face, the items behind slide forward, ready for the next pick. The first-in, first-out (FIFO) methodology of inventory rotation is perfect for pick shelves. With FIFO, the oldest products are used or picked first, ensuring product quality and safety. When products are picked for an order, newer arrived products slide forward from the back to replace the just-picked item. Pick shelves provides precise, flexible and accessible pick points for order pickers.

Brian C. Neuwirth is VP of Marketing and Sales at UNEX Manufacturing, the trusted industry leader in order picking solutions that maximize space usage, increase pick rates and improve ergonomics. UNEX offers a full range of order picking solutions, including their patented carton flow solution Span-Track, a full line of gravity conveyor products tailored to the order picking process and UNEX Flow cells for durable, modular and portable storage for the manufacturing floor. Email: to contact Brian.

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When choosing to automate picking operations, don’t just focus on the cost of the system; instead look into longterm maintenance, durability, flexibility and repair costs. Understand how easy or hard the system is to move and change; the easier and quicker the better. These systems should be able to be moved and expanded easily. Check the implementation, training and support processes to make sure everything works well and can be supported. Besides faster picking processes, better utilization of space, higher throughput and higher capacity should also be analyzed. The warehouse of the future will include a combination of automation in the form of robots, automated storage and retrieval systems, wearable devices and drones, along with non-automated systems like carton flow, conveyors and order-picking shelving. As many warehouses are getting smaller and placed nearer to customers, space is limited, which means big material handling systems are not suitable. Using pick shelves, carton flow systems and flexible conveyors that can be moved around in the space to where they are needed will increase efficiencies of the warehouse

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Aftermarket Dave Baiocchi

2019 awaits! This is the time of year when we turn our thoughts and efforts to trying to forecast what will happen in the upcoming year. 2018 brought this industry a lot of opportunity. Both OEM’s and dealers alike posted some record performances.

funds, or participate in a rate swap, in order to lock in lower rates on longer term financial obligations, instead of using short term operating capital that may be affordable today, but will no doubt get much more expensive in the future.

Will the ground in 2019 be just as fertile? We are all cognizant of recent political and economic developments that have had both positive and negative effects on our businesses. I want to take a minute and discuss some of the recent events and trends that should be on our radar as we attempt to develop our forecasting for 2019. Some of these are positive, some are negative, all need consideration.

4.) Section 179 accelerated depreciation! In recent years, the section 179 bonus depreciation provisions helped dealers and customers alike. The only downside was that the depreciation value was capped at $500K. These accelerated depreciation allowances were reinstituted by the government with the passage of the Tax Cut and Jobs Act in December of 2017. The new law increases the cap to $1M, and also widens the range of equipment that qualifies. These provisions have also been extended through the year 2022. The effect of the new law should provide ample incentive to lift truck customers to update their rolling stock as they look for ways to curb their tax obligation in an improving economy. The law also makes it more attractive for dealers to expand both their short and long-term rental fleets.

Geopolitical and Economic Events and Trends 1.) 2018 Tax Break! There isn’t a dealership in the country that wasn’t affected by the fact that the IRS will only require 20% of your hard-earned net profit in 2018! Many dealerships in expectation of this windfall reinvested in their businesses, improving facilities, updating rolling stock, and hiring additional team members to take advantage of a surging economy. Will this continue? It’s hard to say. By the time this column is published the mid-term elections will be upon us. Political power could swing one way or the other, with tax consequences surely hanging in the balance. 2.) GDP Growth! Without regard to the political outcomes, our economy has not seen this type of growth in a long time. Long term predictions of 3 to as much as 4% growth will continue to stoke the fire that drives our industry. 3. ) Interest Rates! The federal reserve will no doubt continue their 2018 trend by trying to control an overheated economy with multiple raises in interest rates. Many dealers have reaped the benefits of low interest rates for more than a decade. In doing so, we have grown accustomed to having plentiful inventory of both parts and machinery. It seems logical to me that the increasing cost of funds will lead to adjustments in OEM incentives and flooring programs. When formulating a forecast, adjusting your inventory expectations will be a key component of maintaining profitability. Now, may actually be the time to borrow 10

November 2018

5.) Tariffs! The 2018 tariffs on foreign steel and aluminum had a direct (and some would say devastating) effect on our industry. It still remains to be seen how all of this will play out. Existing inventories may give some OEM’s a short-term advantage, but the bottom line will most likely be an increase in price for all OEM’s, which subsequently will mean a larger than normal year over year increase in retail pricing. Both parts and machines will be affected. When forecasting for 2019, it makes sense to formulate a pricing policy that accounts for the effect rising prices will have on your inventory as a whole. It pays to remember that tariffs are a tool being used by the government to evoke a particular result. The short-term pain we may feel as a result of the tariff may in fact lead to a solution that serves us well in the years to come. It is however a reality to be dealt with. Proper inventory control and consistent pricing policies are the keys to success in this regard. Remember that EVERYONE in this industry is facing the same problem. Industry Specific Events and Trends 6.) Evolution of Lithium Ion technology! I’ve seen this coming for some time now. Lithium Ion is

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Aftermarket the technology of the future. We don’t yet have long term performance data, but by the end of 2019, we will know what kind of an effect L-ion batteries will have on our overall sales plan. Currently there are only a couple of manufacturers that have active current production equipment utilizing these batteries. L-ion lacks the minimum weight that most conventional electric forklifts require so units have to be completely reconfigured. New models are already being engineered and field tested by the major OEM’s, so we can expect that their next iteration of an electric forklift will be powered by the new technology. What does that mean to you? Think about it. L-ion is vastly different from lead-acid. Starting in 2019 you need to start crafting a game plan to phase out of old technology and phase into the L-ion world. Consider the ramifications it will have on your rental fleet, charging systems, customer fleet conversions, used equipment values, and lease returns, not to mention new equipment inventory. Knowing when your OEM plans to make the jump is a good place to start. Already having a conversion plan in process is even better. 7.) Manpower and Recruitment! This continues to be the crises of the moment. If customers who are sensitive to the rising price of equipment, choose instead to extend the use of their current machines, the benefit to the dealer is increased service opportunities. It’s difficult to exploit that opportunity when you can’t find qualified mechanics to perform the work. We all complain about the technician shortage, but there are very few easy answers. I would suggest the following 5 ideas to grow your service ranks: a. Automotive Technical Schools. Trade schools like UTI and Wyotech have expanded their curriculums in recent years to include more industrial training in hydraulics, diesel power, and electrical systems. Although many of these graduates want a job at the Ford dealer, you will always find some that are attracted to a more industrial setting. This however takes diligence and “showing up” and the job fairs and events that the schools sponsor. b. MHEDA education partnerships. MHEDA has partnered with the Manufacturing Skills Standards Council to create a program that trains and certifies technicians for our industry. The certified logistics technician (CLT) and certified forklift technician (CFT) programs will fully train competent candidates 12

November 2018

for the overabundance of technical positions currently available. To find out more on this program visit: c. FFA and 4H programs. Go to the county fair. Talk to the kids that won the awards for welding and farm power projects. These kids usually have a head start over your green apprentice PM employee, and like working with their hands. d. Military motor pool. Although the available talent here has been thinner than it was in years past, having contact with a liaison at the local air force base, or navy yard isn’t a bad idea. These men come with good training and are looking for life after the military e. Home Grown. If you don’t have a continuous development program with new employees ramping into entry level training on a quarterly basis you will run out of candidates in a hurry. The oil and grease guys at jiffy lube may not look like your best option, but if you invest in them over a longer term, you will have a better than 50% shot of developing a pretty good employee. This takes more time and money than most dealers have been willing to spend, but it really is your only long-term sustainable option. You must also task your shop foremen, and senior techs with training duties on an ongoing basis, and move these newer guys toward self-sufficiency as quickly as possible. 2019 will REQUIRE more boots on the street, and more vans on the road. I would estimate at least a 10 % increase over current FULL staffing levels. Put your tech development program in place as a part of your 2019 forecast. You cannot grow a service department without hiring technicians. Their hours are the department’s only stock in trade. Forecasting is no easy task, and it shouldn’t be. It should require a historical analysis, resource and investment planning, and consideration of industry, political, and economic conditions that could affect the final results. That’s a much more daunting process than adding 5% to last year’s numbers……but the outcome is normally worth the work. 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 to contact Dave.


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November 2018


Bottom Line Garry Bartecki

Going once…going twice… Material Handling Wholesaler (MHW) gave you an opportunity on October 10th to make a LOT OF MONEY within the next six months. I am referring to the webinar titled ESOPs for MATERIAL HANDLING, EQUIPMENT RENTAL COMPANIES /DEALERSHIPS, and RELATED INDUSTRIES. I hope you had time to attend and learn how this transition option can put a lot more money into your bank account and still allow you continue working with the same staff you currently have, knowing you have additional working capital in terms of the company income taxes you will no longer have to pay. I am sure you know that if you sell assets you need to pay the bank, the IRS and yourself. The “yourself” piece in this scenario is dramatically impacted by the sale of rental assets with zero or low tax basis. What the ESOP does is give you the opportunity to greatly reduce or defer any recapture taxes thus adding a significant amount to the “yourself” payout. A rough example: Asset Sale Sale price: $15 million Less debts: $6 million Less tax: $5 million Net to seller: $4 million

ESOP: Stock sale $15 million Remains as is $2 million (pay or defer) $7 cash to seller (new unsecured note) $8 Note to seller

This is a simple example of how it works. You sell stock to an ESOP….and keep your debt intact….and pay taxes at the capital gains rate if you choose. If you are a C-Corp you can roll-over the investment into corporate securities and defer the tax until you sell the corporate securities. The seller also gets a note for the portion of selling price that is not funded with new debt, which is normally paid after the cash payment (note) is paid off, usually in 5-6 years. The seller note also pays interest at a very acceptable rate which can produce a significant annual interest payment until the debt is paid. Once both notes are paid off, the employees have a company that could be worth $15 million, or more, 14

November 2018

or less depending on operating results of the company. Not bad for all concerned. But, and this is a BIG but you have to qualify to do an ESOP transaction. In other words, your EBITDA numbers historically and projected have to be able to fund the cash payout as well as other debt service and Cap x. If you can, you should investigate further to see if the ESOP works for you. As I have mentioned in the past….do your homework first and avoid spending a ton of money only to find out that you don’t qualify. Run your own numbers and get a valuation of your rental assets as well as other fixed assets (if a material number), and then present those findings to CSG Partners who can review them to determine if there would be a bank willing to finance your deal. If you didn’t get a chance to listen in to the webinar I am sure MHW has a link to allow you to do so. And if you have question or need help with the “numbers” give me a call and we will get you through the process. Just remember the point here is to maximize your personal return while the company value is at a high point, as opposed to pushing off a sale because you wish to continue to work and then trying to sell it for a lower value because the next recession is upon us. With the ESOP you can do both. So Going Once…..Going Twice……SOLD to your ESOP….if you qualify. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail to contact Garry.








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114/220 148/212 148/212 107/133 148/212 123/244 107/181

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

4Way, S-S/F-P, Forks S-S, NEW 96” Forks 4Way, IV Carriage, Full Cab 4Way, 60” Forks 4Way, S-S/F-P, 44” WP Forks S-S, 72” Forks TRIPLE, S-S, 48” Forks, OHG

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2010 2012 2012 2012 2012 2012 2006 2012 2012

Cat 2P3500 Cat 2P6000 Clark C15L Clark CQ30L Hyster H35FT Hyster H50FT Toyota 7FGU30 Yale GLP030VX Yale GLP050VX

S-S, 48” Forks 4Way, S-S/F-P, 48” Forks 4Way Wide S-S, 4x 42” Forks

IC BIG PNEUMATICS 21023 21015 20426 21075 20264 20841 21041

2010 2005 2010 2011 2007 2011 2013

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Cat E3500 Cat E4000 Hyster E30Z Hyster E30XN Hyster E40ZS Hyster E40XN Hyster E50XN-33 Hyster E50XN Hyster E50XN Linde E20C Nissan PE30Y Yale ERC030AH Yale ERC030VA Yale ERC030VA Yale ERC030VA Yale ERC040VA

83/189 83/189 88/198 94/216 82/187 88/198 83/189 102/223 82/189 90/258 83/187 82/126 94/216 94/216 94/216 85/127

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

S-S, Forks S-S, Forks S-S, 32” Forks S-S, 42” Forks S-S, Forks S-S, Forks 4Way, S-S, Forks, NICE S-S SS S-S, 45” Forks S-S, Forks S-S, 48” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks

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

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

95/212 95/212 110/251 131/302 140/320 131/302 95/210 95/210 95/210 139/318 95/212 107/242

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

S-S, 42” Forks S-S, 42” Forks Deep Reach, S-S, LBR, Forks Forward St., S-S, Forks Deep Reach, S-S, LBR, Forks S-S, LBR, 42” Forks S-S, 42” Forks, Large Entry Rollers S-S, 42” Forks, Large Entry Rollers S-S, 42” Forks, Large Entry Rollers S-S, 42” Forks 42” Forks NO S-S, Forks


IC PNEUMATICS 20296 21108 20924 20332 20912 20630 20703 19373 20886

2012 2011 2010 2011 2007 2011 2010 2012 2013 2006 2002 2009 2012 2012 2012 2012

20641 20642 20766 20778 20768 20312 20640 20731 20732 20774 20775 20776

2006 2006 2006 2006 2008 2003 2005 2006 2006 2006 2006 2006

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

RIDER REACHES 20726 20594 21096 20078 21094 19731 20907 20908 20906 20905 20112 20109

2007 2007 2010 2007 2010 2005 2014 2014 2014 2013 1999 2003

Crown RR5210-40 Crown RR5210-40 Hyster N30ZDR-16.5 Hyster N35ZR Hyster N35ZDR-18.5 Hyster N45XMR3 Jungheinrich ETR230 Jungheinrich ETR230 Mitsubishi Mitsubishi Yale NR035ADN Yale NR035AEN


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Web ID: 6UC1 20608 – 2016 Bobcat T750, 390 hrs

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Bill Zemak | Edwin Mora | Jake Agnew |

Nick Sosa | Seth Caldwell | Tim Smith |

November 2018


Human Element

Eric Baker, Caliper Corporation

7 Keys to successfully Onboarding New Employees Hiring-managers, recruiters, and HR professionals are understandably excited when they find a qualified candidate who also interviews well. Depending on the length of the search, it can be difficult to resist offering a job on the spot. It may take a few anxious days, but, once all the hurdles are cleared, an offer is made and the candidate accepts the terms.

to feel confident and capable of doing their jobs if they are to be productive and engaged.

Now it’s time to celebrate. The hiring team got the top performer it was looking for! What can go wrong?

3. Keep that personality assessment handy Many companies use pre-employment personality assessments for selection. But why put an assessment report in a drawer after the hire when it can be a terrific platform for development? With awareness of a person’s strengths, motivations, and behavioral tendencies, it becomes much easier for management to shape coaching and mentoring strategies, provide targeted guidance, and help the new hire thrive in the company’s culture.

Everything. Alas, many employers are missing (both procedurally and philosophically) a fundamental component of making a successful hire: an onboarding plan. Onboarding is the mechanism through which new employees acquire the necessary knowledge, skills, and behaviors to become effective organizational members and insiders. Employees who are systematically coached and supported from the beginning, via an onboarding program, will learn faster, contribute more, and feel a closer connection to the organization. Those are the employees who, not coincidentally, will stick around longer and perform better. Even high-potential employees can fail when they feel disengaged. And when employees are disengaged, productivity suffers and turnover increases. Not only that, management has to expend valuable time and resources replacing people who quit or get fired. The cost to employers can be catastrophic. The solution is to make onboarding an integral part of your hiring process. Fortunately, successful onboarding is not complicated. It simply requires that management recognize the importance of onboarding and commit to following through. Here are the seven keys to doing it right: 1. Don’t confuse orientation and onboarding Reviewing policies with the HR Manager, getting a tour of the building, doing a meet-and-greet with co-workers, and watching corporate videos is orientation. Onboarding is about communication, culture, and acceptance. It’s the overall process by which a new hire becomes a loyal employee. Orientation is just a tiny sliver of that. 2. Don’t equate training with onboarding Training new hires in processes, systems, and job requirements is an obvious and critical component of success. Employees need 16

November 2018

However, training isn’t onboarding (though it is perhaps the largest piece on a pie chart). Onboarding also involves proactive social integration, cultural fit, trust, and acceptance from management.

Even if you don’t use assessments for selection, you can still apply them during the onboarding process. Better yet, by looking at the assessment results for both the manager and the new employee, you can enhance mutual understanding, improve communication, and foster a strong partnership. 4. Set SMART goals New hires will struggle to succeed if hey don’t know what success looks like. Therefore, development goals should be Specific, Measurable, Attainable, Relevant, and Timebound. Specific goals are boiled down to their most basic component and should be free of vague or moving targets (“Getting up to speed” is not specific). Measurable goals are quantifiable and not subject to the whims or moods of management. Attainable goals are realistic; during onboarding is not the time to set up a brick wall and expect the individual to crash through it. Relevant goals should relate to the job and not be an arbitrary test of persistence. Timebound goals have reasonable, yet competitive deadlines so manager and employee can plan and pace the effort. 5. Involve new hires in their own development New hires tend to be “on their best behavior,” which sometimes manifests as agreeableness and letting managers take the lead in conversations. Thus, if an eager manager jumps right in and starts assembling a grand vision of success, the new hire might sit back and play a passive role to avoid appearing difficult or uncooperative. In reality, the best, happiest employees are the ones who feel empowered and take ownership. Management should

Human Element guide the development process but encourage new hires to contribute ideas, express professional goals, and, within the requirements and expectations of the given position, define their roles. 6. Set time aside for Q&A A good manager is tunedin to what employees are experiencing not through some mystical gift for mindreading but simply by asking openended questions. Doing so is especially important with new and recent hires, who might not feel comfortable vocalizing their feelings. Questions can include: What do you like best about the role so far? What has been the biggest challenge or difficulty? What can I (or the company) do to help? What resources do you wish you had?

About Caliper - For nearly half a century, Caliper has been helping companies achieve peak performance by advising them on hiring the right people, managing individuals most effectively and developing productive teams. The accuracy, objectivity and depth of our consulting approach enable us to provide solutions that work for over 25,000 companies. To find out more about how Caliper can help you identify and develop people who can lead your organization to peak performance, please visit us at or call us at 609-524-1200. Email editorial@ to contact Caliper.

Low Cost, High Capacity

And be sure to follow through, even if the answer is “We can’t do that, but what we can do is …” 7. Recognize that onboarding is ongoing Though every job and company are different, a general onboarding plan might include 30-day, 60-day, and 90-day meetings to formally assess progress, adjust plans, revisit goals if necessary, and determine next steps (just remember that the purpose of these particular meetings is to provide constructive guidance, not to demand accountability). But it shouldn’t end there. Policies and best practices need reinforcement. Company culture needs maintenance. Employee engagement needs to be monitored so management can accurately evaluate the organizational climate. In short, when new hires know management is invested in their long-term success, they are more likely to positively change and grow with the company.


©2018 Akro-Mils/Myers Industries Inc. AKM754

If you build a successful onboarding program and implement it systematically, both the organization and new hires benefit in a multitude of ways through improved communication, increased collaboration, and a reinforcement of company culture. You’re also clearing obstacles to learning, making policies understandable, increasing productivity and engagement, reducing turnover, and, ultimately, improving business results. Isn’t all that worth a little extra effort and attention in the beginning?

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Keep your facility clean and organized with the rugged Akro-Cart. Made to transport refuse or other bulk materials, these strong, dependable carts are available in 60 and 90-gallon sizes. Optional lids are offered to suit your needs. To find out more about our bulk waste transport offerings, visit us online at!


November 2018


Sales Trends Jeffrey Gitomer

Elements of a Cold Call that can make them Hot Cold calling is one of the most difficult parts of selling. To be successful at the science of cold calling you must first define the elements, functions and formulas that comprise the call. Then, like all other sciences, experiment (practice) until you have a method that works. The basic elements that comprise a cold call are:

•G  et to the point fast – The prospect is busy and will be insulted if you beat around the bush. • I f you are asked for price – give it immediately. Try to do it in the most creative way you can, but give it.

1. Deliver your opener.

• Determine what your prospect needs –

2. Ask power (thought provoking) questions to create meaningful dialog.

•b  y understanding the problems of their operation

3. Make power (benefit) statements to establish credibility.

• by appealing to their sense of greed

4. Qualify the prospect as to need, desire, decision making capability and money.

• by evoking their fears

• by appealing to their vanity

5. Gather information.

6. Get what you came for – make the next step in your sales cycle.

•b  y determining what the prospect's customer needs

•b  y finding (searching for) the hot button – then pushing it.

7. Have the right attitude and focus. Here are several cold calling elements, guidelines and techniques that have proven to be effective:

•T  hey will resist you – So what? It takes seven exposures, seven tries to get the prospect to become a customer. If you quit after just one or two, the sale will go to the next guy/woman who shows up.

•O  pening lines are important – Deliver a smooth sincere line. Say you're a single woman and a guy comes up to you in some social circumstance and says, "Don't I know you?" or "You're just the prettiest little thing I ever did see." The first thing you think is, "This guy's a jerk, get me out of here." It's the same in cold calling. The opening line determines if you get to dance or not.

•T  hey will buy to solve a business problem or satisfy a need – Statements and questions need to be pointed in that direction. Stress benefits (what's in it for them) – not features (how it works). Emphasize what they will gain – profit, pride, reputation. Prove that they will avoid – pain, loss, criticism. Failure to express benefits in terms of customer needs will preclude the sale.

•O  pening impressions are important – The way you look and come across in the first 30–seconds often (not always) determines your outcome.

•F  ocus on negative prevention – Get them to share what dissatisfies them. Motivate them to show discontent with their current situation. Tell how they miss out on profits, eliminate worry, overcome fear, and avoid the terror of customer complaints. Prospects are just as motivated to avoid losing something they already have, as they are in buying something new.

•A  fter you deliver the opener, make the prospect think – Your questions (power questions) and statements (power statements) are critical to gaining prospect confidence. Ask questions that show knowledge, imply prospect areas of weakness, and gather vital information. Make statements that are creatively descriptive, imply benefits and build your credibility. 18

Prospects are just as motivated to avoid losing something they already have, as they are in buying something new.

November 2018

Sales Trends •G  ain buyer confidence – Use every weapon in your sales tool arsenal. Bring in testimonials, references and similar situations whenever possible. •F  ear of failure doesn't exist if you believe it doesn't. You will be rejected – the prospect will reject your offer – big deal! Attitude, humor and action (persistence) will whip fears and rejection. Edison, Lincoln, Babe Ruth, Colonel Sanders – these guys failed miserably thousands of times. Where would they be without their attitude to succeed? (And where would we be without their successes?) You only fail when you quit! •S  et your own goals for achievement – How many calls per day, how many appointments per day. Selling is numbers, but they will only work if you are prepared. You must work your numbers consistently to get them to pay. Push yourself to win. If you cold call enough people, you will make appointments (your objective), and you will make sales (your purpose). •V  isualize it happening – Seeing is believing. Believing is the first step to achieving. It's easier to do what you can see. Visualizing success helps eliminate fear of the unknown. Re– create those visual pictures with your words when you talk to the prospect. •E  very time you go through a door, get what you came for – Know what your objective is for this cold call. Close the prospect on the next step in your sales cycle. The biggest fear isn't making the call, it's asking for the sale. Focus on asking and push for it until you get it. Here are a few asks that work:

• Which will be better for you...?

• Who should I...?

• If I... Would you...?

• When can I...?

The best technique I can give you about the cold call? – It's a big game... have fun & play to win! Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at For information about training and seminars visit or email Jeffrey at

November 2018


Your Business Eileen Schmidt

Quintec Integration reinvents its culture with new headquarters A year ago, Quintec Integration Inc. opened its new headquarters, bringing a bit of Silicon Valley-type atmosphere to the Milwaukee area. “This reminds me of a mini-Google,” said James Deppoleto, founder and president of Quintec, of the new headquarters. The 20,000-square-foot complex, located west of Milwaukee in Waukesha, is designed with the employees in mind. It features 20-foot ceilings, swings, massage chairs, glass doors in the offices and ergonomic work spaces, a 2,000-square-foot workout facility and half-court basketball hoop. There is a fullservice kitchen for employees and a cafe where Deppoleto said someone usually “tries to get the popcorn” going by 11 a.m. What drove the project?  Quintec, which was formed 20 years ago, is a full-service conveyor and material handling integrator. The business provides engineering, project management, installation and support “for any project that involves a conveyor,” the business website says. Quintec specializes in turnkey solutions, expansions and modifications, system optimization, system optimization, system upgrades and modernization, accessories and add-ons, updates for safety and spec changes and more, according to the company.  When Deppoleto was looking to build out to accommodate the growing business, he started thinking about the psychology of the work environment. “My mood would pick up when callers colors were lighter,” he said. While Deppoleto had an appreciation for the “man cave industrial feel” he also felt that such designs were not particularly upbeat. He found many workers responded to lighter colors and so sought to create a new space with a more modern feel. The result has been a good one, according to Deppoleto. “Pretty much whoever walks through the door is blown away. Young engineers have turned away bigger companies to work for us,” Deppoleto said. There was a culture shock for some of the longerterm employees after the relocation. “We went from a shoebox environment where we would work and had blank walls,” he said.  20

November 2018

The new headquarters seeks to promote a healthy environment where workers can both work and play, according to Deppoleto, who said employees come in ready to work hard with the idea in mind that “there’s a reward when they want to step away from their desk.” At the same time, Deppoleto said he sought to keep his own “old school values” intertwined through the new environment. “I come from the background of handshake deals, where your word is your bond. I like to maintain that here,” he said.  While the company has done a fair share of work in its home metro Milwaukee market and in nearby Chicago, the business has also worked on projects all over the country and in Canada, and is poised for substantial growth, according to Colin Daviau, business development for Quintec.  The business serves clients of all sizes, from small companies through Fortune 500 companies and the U.S. government, according to the Quintec website.   Daviau has been with the company for about a year, one of the employees drawn in by the renovated headquarters. “A big part of why I took the position was because of the atmosphere, the environment and culture here,” he said. “It’s important to me and important for the future of the company.” The new headquarters reflects how Quintec does business, Deppoleto said.  We’re creative and we’re always thinking outside the box. We try not to get shoehorned” into one certain way of doing things, he said. “You need that in the material handling world.” Eileen Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 12 years. Email or visit to contact Eileen.



“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:



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


missing or damaged safety clips/ retainers


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 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.



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All rights reserved. FETY

November 2018


RackmedX™ Repairs + Protects Damaged Pallet Storage Racks


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: Visit our website at Rackmedx™, RackmaX™ and EconomaX™ are Trademarks or DC Service Systems, Inc

Arcon Equipment, Inc.

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Custom Material Handling Equipment

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Over 35 years of sa tisfied customDamaged Protects ers!

Pallet Storage Racks


We specialize inindependable reconditioned We specialize dependable reconditioned

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SAVE 50% OR MORE OVER REPLACING. NO UNLOADING IN MOST CASES. Hobart—Enersys—Applied Energy Solutions—C&D 100% —and ALL TIME SAFETY RECORD. more! The ARCON Difference factory specs by our certifi ed by technical staff. calibrated to factory specs our certified technical staff.

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Excellent tracking characteristics plus the ease ofmanual movement. 6-Wheel Pivot Steer Trailers will turn in own diagonal length - perfect for tight confines. This dual-purpose function is particularly important when considering manual positioning requirements for order picking, work station and assembly cell replenishment, lean manufacturing, and other material handling requirements. Economical alternative to quad-steer trailers.

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November 2018

Material Handling Solutions

High Frequency, Energy Efficient

Battery Chargers


Portable Replacement Charger 12V-48V • 15A-25A



Three Phase Charger 24V-48V • 80A-150A

Single Phase Charger 24V-48V • 50A-120A

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


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

(Midwest Branch)

November 2018


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November 2018



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


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!

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November 2018


ClearCap & TuffCab! ClearCap Roof Covers!

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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

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November 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

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

2006 Genie S40, 500 lbs., Diesel

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THE INDUSTRY’S FIRST NON-MARKING ANTI-STATIC TIRE Resolves the important safety issue of static electricity generated by non-marking tires by eliminating static build-up which causes electric shock and truck damage


Patented anti-static technology Special device which allows static electricity to dissipate from the forklift to the ground

Find out more about this tire and discover our full range at


November 2018

Battery Restoration & Analysis Xtender

Automated constant current charger, load bank, desulfator

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November 2018

2/22/17 1:50 PM

View these pieces of equipment & more on Text the Web ID to 27414 for more equipment details.


Text the






Web ID to 27414 STK# 21104 2013 Caterpillar C6000 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

More photos available



STK# 18381 1986 Clark C500-120 Ohio Lift Truck, Inc. Grand River OH (440) 354-1444



STK# 21061 Yale GLC030 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891



STK# XX0051216 2012 Yale ERC060VG MH Equipment Company Des Moines IA (888) 564-2191



STK# 1EQ13921 2007 Kalmar DRF450-70C5XS **ON RENT** H&K Equipment Coraopolis PA (800) 708-9765



STK# 1EQ13690 2009 Hoist F300-30 H&K Equipment Coraopolis PA (800) 708-9765



STK# 21015 2005 Hyster H155XL2 The Forklift Pro Pineville NC (877) 725-4461

STK# 1EQ14523 2012 SMV SL251200B **PENDING SALE** H&K Equipment Coraopolis PA (800) 708-9765


STK# 1EQ14977 2006 Komatsu FD135-7 H&K Equipment Coraopolis PA (800) 708-9765


STK# CES #20851 2006 Raymond 520OPC30TT Coronado Equipment Sales Colton CA (877) 830-7447



STK# XX0050575 2013 Hyster H50FT MH Equipment Company Des Moines IA (888) 564-2191



STK# 21121 Toyota 7FGCU25 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891



STK# 5313-11966280 Cushman TITAN HD MH Equipment Company Des Moines IA (888) 564-2191



STK# XX0049768 2013 Yale ERC050VG MH Equipment Company Des Moines IA (888) 564-2191



STK# ES30108 2011 Yale ESC030AC Alta Equipment Company Livonia MI (844) 256-9684

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November 2018


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Nuts & Bolts

Acquisitions, expansions & other business news

Hyster receives grant for Fuel Cell Powered Container Handler for Port of Los Angeles Hyster Company has announced the receipt of a grant from California Climate Investments (CCI) to support the development of a zeroemissions container handling truck powered by a Nuvera® fuel cell. The funding, awarded by the California Air Resources Board (CARB), part of CCI, the state of California’s climate change-fighting, capand-trade program, aims to help Hyster and its partners develop a zero-emissions container handler for an end-user in the Port of Los Angeles. To receive the award, recipients must meet defined business practices and overall rigorous performance measurement standards. The Hyster® electric laden container handler entering development is intended to be powered by a Nuvera® fuel cell combined with a lithium-ion battery.

MH Equipment announces territory acquisition from YMH Torrance Equipment MH Equipment, based in Peoria, Ill., announced on September 1, 2018, that it has assumed responsibility for Yale brand forklifts in the Iowa and northwestern parts of Illinois from Cedar Rapids, Iowa based Torrance Equipment. The acquisition makes MH Equipment Hyster-Yale Group, Inc.'s dual brand dealership representing both the Hyster and Yale brands in the Cedar Rapids, Des Moines, Dubuque, Mason City, and Quad Cities markets. With this transaction, MH is buying all assets of Torrance and will become the Yale dealer for the territory. Joining MH Equipment will be more than 90 employees of Torrance including almost 50 technicians. 36

November 2018

Tesla meets with RUAN during tour with electric truck Last month, representatives from Tesla Motors visited with Ruan team members and several customers for a viewing of the new, wholly electrically powered tractor-trailer. Ruan has reserved five of the trucks. Prototypes of the semi have been traveling the country, making stops with key companies that have invested in the all-electric semis. The price per vehicle will be approximately $180,000. Most diesel-powered tractors cost around $100,000, but Tesla predicts that the electric vehicle will pay for itself within two years due to savings in aerodynamics, reliability, and fuel.

Toyota Material Handling NA accepting research proposals to advance NextGeneration Industry technology Toyota Material Handling North America (TMHNA) announced it has begun accepting applications for the third annual TMHNA University Research Program, a sponsored research program created to drive and advance the next generation of material handling industry technology. The program is accepting proposals via its website, www., now through Dec. 15, 2018. The TMHNA University Research Program's mission encourages and supports professors and researchers who apply their engineering and technical field knowledge to discover innovative solutions in the material handling industry. Research proposals from full-time professors or researchers at North American universities will be evaluated for their impact on the future of the industry, as well as the planning and feasibility of the timeline and budget. Professors or researchers with selected proposals will be notified in April 2019.

Nuts & Bolts

Acquisitions, expansions & other business news

Adrian’s Safety Solutions announces awards of Excellence for Safety Adrian’s Safety Solutions (Bednet®) is presenting four awards to outstanding companies with excellence in safety practice and culture. Steve Dew, president of Adrian’s Safety Solutions, announced this year’s award recipients: • S afety Innovator of the Year Award: The Home Depot •D  ealer of the Year Award: SJF Material Handling, Inc. •F  leet Safety Award – Passenger Vehicle: Bayer Corporation •F  leet Safety Award – Freight: Raymour & Flanigan | Mattresses Adrian’s Safety Solutions is dedicated to helping workplaces become as safe as possible, and the company is proud to present these awards to other organizations who also take workspace safety seriously.

KION North America adds Bissett Specialty Equipment to dealer network KION North America Corporation has announced the appointment of Bissett Specialty Equipment to its dealer network effective immediately. The material handling and farm equipment dealer is now authorized to sell and service KION North America’s full product line throughout New Mexico and in El Paso, Texas. Bissett Specialty Equipment has served New Mexico and southwest Texas for almost 30 years and offers a variety of material handling products. Carl Bissett, owner of Bissett Specialty Equipment, is an industry veteran who has made a career out of understanding


November 2018

and meeting the material handling needs of growers and warehouse operators for over three decades.

JBC North America acquires west coast dealer JCB North America announced today that it has acquired the business and goodwill of west coast dealer, JCB of Southern California (SoCal) from its current owner, Yale/Chase Equipment and Service, Inc. In the coming weeks, JCB North America will assume responsibility for dealership operations, including the sales and support of JCB construction equipment, to customers throughout the greater Los Angeles area and neighboring counties. The business will continue to operate under the trading name, JCB of Southern California.

Summit Power Systems, LLC announces new location Summit Power Systems, LLC, a division of Storage Battery Systems, LLC (SBS) has announced the relocation of its facility. Summit Power Systems is a Fort Waynebased provider of forklift batteries, battery chargers and testers, as well as energy storage products in Indiana, Illinois, Michigan and Ohio. Summit’s new location is part of a strategic decision to improve inventory levels on several product lines, such as its SBS High Capacity Tubular battery line. The new location also provides for more efficient delivery of services, such as battery disposition, repair and customer training. The address of the new facility is: Summit Power Systems, 7603 Honeywell Drive, Fort Wayne, IN 46825.

Shifting Gears

Industry personnel and organization news

Shoppa's appoints new Corporate Parts Manager

CLARK appoints C&C Lift Truck Southern New Jersey market

Shoppa’s Material Handling has announced the appointment of Jeff Moncrief in the role of Corporate Parts Manager for Shoppa’s Material Handling. After retiring from the U.S. Marines Corps in 2003, Moncrief attended Indiana University and was awarded a Bachelor of General Studies degree in 2007. He then received a Master’s of Business Administration degree in 2009 from Ashford University in Iowa. He comes to Shoppa’s from 19th Capital Group in Indianapolis where he was Corporate Operations Manager – Parts and Inventory. Moncrief and his wife have three sons and enjoy sports, music and spending time together.

CLARK Material Handling Company has announced it has appointed C&C Lift Truck, Inc. as an authorized distributor of CLARK products in the Southern New Jersey Market. “C&C Lift Truck, Inc. is a family owned business that has been servicing the material handling needs of the New Jersey market since 1977. The Casaletto family, has built and sustained the business through the years with a continued focus on customer service and support, we are pleased to have them represent CLARK,” commented Dale Guckian, CLARK’s Director of Dealer Development.

Dorner names new VP of Global Operations

TVH opens a new distribution center in Oregon

Todd Kaull has been named Vice President of Global Operations for Dorner Conveyors. In his new position, Kaull will oversee Dorner's manufacturing and assembly operations in Hartland, Wisconsin; Jülich, Germany; Guadalajara, Mexico; and Penang, Malaysia. Prior to joining Dorner, Kaull spent more than 20 years at Alliance Laundry Services, where he TVH in the Americas (TVH), has announced the most recently held the title of Vice President of Global addition of their new distribution center in Portland, Manufacturing. Oregon. In this industry, it is not enough to have great products. You also have to be the best at delivering the right parts around the world when promised. Due to an ongoing effort to improve logistics and service to their customers, TVH will now offer one-day ground service from the Portland location to all of Oregon and parts of Washington and Idaho. TVH Portland will also service a wide range of customers in two and three-day UPS Ground shipping. 38

November 2018

Shifting Gears

Industry personnel and organization news

Swift Industrial Power announces new Operations Manager

ALL Family of Companies names Rich Randall GM of Columbus Branch

Swift Industrial Power has announced a new addition to its team. Brandon Tatum has been hired to serve as the company’s operations manager in Alabama. “Brandon has a tremendous work ethic and is going to be a great leader for us,” said Chris Jourdan, Swift Industrial Power’s General Manager. Tatum’s responsibilities at Swift will include overseeing all service, administrative, and branch operations for Swift locations in both Dolomite and Mobile. Swift Industrial Power has multiple offices in Alabama, including Mobile and Dolomite.

A key, longtime manager with the ALL Family of Companies was named general manager of the company’s Columbus, Ohio, branch. Rich Randall most recently served as operations manager of the Cleveland branch, a position he held for 12 years. Prior to that, Randall spent 11 years on the sales team, primarily serving the heavy highway market. He has also spent time in logistics and dispatch with the company. With the Columbus branch, Randall oversees a huge geographical area, running west to the Indiana border, south to Kentucky, and east to Zanesville.

Kalmar breaks ground for new

Customer Experience Center Kalmar has broken ground on a Class A industrial build-to-suit project in North Charleston, South Carolina, with developer Landmark Enterprises. The new Customer Experience Center (CEC) will serve as a showroom, training facility, demonstration area and customer service center for Kalmar's North American mobile equipment business, including counterbalance and container handling products. "This new development will provide a unique opportunity for our North American customers to experience and train on our products," said Chris Booth, Vice President, Market Area North America, Kalmar.

Ryder Material Handling formally adopts Crown Lift Trucks Brand in Canada Crown Equipment Corporation has announced that Ryder Material Handling is now doing business throughout the Canadian provinces of Ontario and Quebec as Crown Lift Trucks. J.H. Ryder had served as an authorized Crown dealer for decades before formally becoming part of the Crown Lift Trucks organization in 2014. Since that time, the company had operated as Ryder Material Handling, part of Crown Lift Trucks.


November 2018


A unique solution for rack storage of furniture in a sprinklered warehouse environment Punch Deck® Plus from DACS is open area flat cap over open area Punch Deck®. • Ideal for storage of items with legs or point loads (furniture, equipment with wheels, etc.) • Easy to install in either pallet rack or cantilever rack • Galvanized finish is bright and maintenance free • Offered in a wide range of shelf sizes and load capacities

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Used parts Great deals on hard-to-find, early & late model parts for most makes and models

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November 2018


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Industrial Forklift Batteries and Chargers In Good Condition!!


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November 2018



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Web ID to 27414 STK# 18733 2010 Hyster S35FT Ohio Lift Truck, Inc. Grand River OH (440) 354-1444

More photos available



STK# RT80223 2013 Master Craft C-08-10106 Alta Equipment Company Livonia MI (844) 256-9684



STK# 17978 2009 Doosan BC30S-5 Ohio Lift Truck, Inc. Grand River OH (440) 354-1444



STK# 17983 2009 Doosan BC30S-5 Ohio Lift Truck, Inc. Grand River OH (440) 354-1444



STK# 18783 2011 Toyota 8FBCU25 Ohio Lift Truck, Inc. Grand River OH (440) 354-1444



STK# 20922 2012 Toyota 7FBEU15 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891



STK# EC50359 2012 Hyster E50XN Alta Equipment Company Livonia MI (844) 256-9684

STK# 18575 2009 Hyster E60XN-33 Ohio Lift Truck, Inc. Grand River OH (440) 354-1444



STK# 1EQ14977 2006 Komatsu FD135-7 H&K Equipment Coraopolis PA (800) 708-9765



STK# 21101 Toyota 7FGCU25 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891




STK# CES #20851 2006 Raymond 520-OPC30TT Coronado Equipment Sales Colton CA (877) 830-7447



STK# XX0049768 2013 Yale ERC050VG MH Equipment Company Des Moines IA (888) 564-2191


STK# 21114 2008 Case IH 75 XT Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

STK# CES #20886 2005 Crown RR5220-45 Coronado Equipment Sales Colton CA (877) 830-7447



STK# 000049892 2012 Hyster E70XN MH Equipment Company Des Moines IA (888) 564-2191

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to buy & sell equipment!

November 2018


Resonant Dealer Services

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

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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 25th (1st Session) and October 26th (2nd Session) November 19th (1st Session) and November 20th (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

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

Forklifts and Equipment Wholesale forklifts bought and sold




California: 909-239-2957 Georgia: 847-687-9143

P Rental retirements P Excess inventory



Toyotas For Sale Brudi 48x48 Carton clamp Cascade 48x48 carton clamp Loron single/double Cascade single/double 2006 Hyster E30Z 83/188 s/s 2010 Toyota 8FBCU20 83/188 s/s

2006 Toyota 7FBCU25 83/188 s/s 2013 Yale GDP050 83/130 s/s 2008 Yale OS030 118/270 1,840 hrs 2006 Hyster R30XMS 104/240 1,350 hrs 2008 Toyota 7FBCU30 83/188 s/s 2012 Skyjack 3219 scissorlift

CALL OR EMAIL for immediate offers on all types of forklifts.

CALL OR EMAIL with any forklift question...We’ve been around a long time!

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November 2018

Rebecca Bailey | 847-687-9143 | Tom Faxel | 224-277-2591 |

New Products

See more new products online at

Reduce material markings with COVAL Gripping composite materials with suction cups poses the difficulty of marking uncooked material. COVAL, partner since many years of the industrialists of the aeronautical and food-processing sectors, developed a suction cup answering these constraints. Their ultra-flat profile and innovative system of vacuum distribution across the surface of the cups provide optimized gripping with no mark and no deformation. The extra thin sealing lip contours to the product shape without restriction.

Combilift launches the Combi-PPT Combilift has launched a new high capacity powered pallet truck – the Combi-PPT. The powered pallet truck comes with standard lift capacities of 3,000 kg and 6,000 kg, with higher capacity models from 7,000kg to 16,000kg available on request. The Combi-PPT includes a feature common to all Combilift’s pedestrian models: its unique, patented multi-position tiller arm. This enables the operator to stand at the side of the unit rather than at the rear (as is the case with other walk behind brands), giving operators excellent visibility of even the bulkiest loads and their surroundings.

Reach higher levels with a KOOI-Mast Height Extension® attachment Meijer Handling Solutions is making forklifts lift to new heights with a KOOI-Mast Height Extension® attachment with up to 40" of extra lift height. The KOOI-Mast Height Extension attachment is available with standard mounting for ITA Class II or III forklift carriages, (4,400 lbs. & 6,600 lbs. capacities).  It mounts to the standard carriage and utilizes existing forks.  It requires just one additional hydraulic function or a solenoid valve for use with existing hydraulics.

Let Interthor's new Multi drum turner solve the handling of various drums Interthor Inc. has launched a new and unique product for the handling of a variety of drums! The new Multi drum turner handles steel and plastic drums with diameters from Ø11.75” to Ø23.6”. The Multi drum turner from Interthor can be fitted on stackers with electric and manual propulsion. Both models have electric rotation and electric opening/closing of the gripping arms, and are available as straddle models. Interthor also offers drum turners, being able to lift/turn both steel and plastic drums up to 360º, and special drum forks, being able to carry horizontal drums, paper reels and barrels.

Vestil's Electric Pallet Jack great for deliveries Vestil's Electric Pallet Truck are compact, smart, and light weight design is suitable for a variety of low duty applications in warehouses or delivery applications. Low service weight is ideal for tail lift use. Designed for downtown deliveries. It has a low noise, high quality, Italian drive motor. Robust design.  All parts are easily accessible and easy to maintain.  Non-marking rubber drive wheel gives better traction.

TVH offers Personnel & Burden Carrier Replacement Parts TVH in the Americas (TVH), offers a broad range of replacement parts for your personnel and burden carrier (PBC) commercial and industrial needs. TVH has a wide supply of replacement parts includes tires, wheels, seat kits, LED light kits, chargers, and steering wheels to help maintain many industrial or commercial applications such as flatbed burden carriers, stock chasers, and tow tractors to name a few. Get the most out of your equipment and sustain your productivity with TVH, your one-stop shop supplier of replacement parts for many PBC brands such as Cushman, Columbia, Taylor-Dunn, and many more.

November 2018


New Products

See more new products online at

Seegrid expands Automation Platform, introducing new Self-Driving Vehicle

JW Winco offers Steel and Stainless Steel Locking Toggle Clamps

Seegrid has announced a multiproduct launch with the release of a new vision guided vehicle, new data analytics and reporting offering, and enhanced functionality. The Seegrid Smart Platform helps manufacturing, distribution, and e-commerce companies streamline their supply chains with automated material movement. The Smart Platform, the GT10 Series 6 Plus, raises the autonomy level of self-driving vehicles by utilizing rear-facing sensors to detect obstacles while autonomously hitching to carts. The Performance Report, leverages data captured on self-driving vehicles. Dashboard views provide customers with actionable insight into the movement of materials in their facility and the productivity of their entire fleet.

JW Winco, Inc., has announced the introduction of Steel and StainlessSteel Locking Toggle Clamps. The RoHS compliant GN 820.3 Horizontal Acting Toggle Clamps, with a horizontal mounting base and safety hook latch, have a safety function whereby, during closing, a spring-loaded safety hook latch ensures a secure locking connection. The GN 851.3 Horizontal Latch Type Toggle Clamps, with horizontal mounting base, clamping arm, and safety hook and the GN 852.3 Steel & Stainless-Steel Latch Type Toggle Clamps, heavy duty type, with safety hook, are RoHS compliant. The clamps are compact in design and can be used to ensure high holding capacities.

New dimmable LED Mini Wall Packs reduce cost of Perimeter Security Lighting LEDtronics® introduces its series of sleek, dimmable LED Mini Wall Packs that put out a surprising amount of light for their compact size and low wattage. These DLC-listed, verticallyconfigured luminaires replace existing HID wall packs for wall washing and outdoor security lighting. The WLPV series Mini Wall Packs consume only 25 watts of power, replacing MH and HPS lamps up to 70W—an energy savings of up to 65%. The luminaires are compatible with most 0-10V dimmers, meaning not only are they DLC-listed, but also Title 24 compliant. The LEDtronics DLC-listed LED Mini Wall Packs come with an unconditional 5-year U.S. factory warranty.

ORBIS introduces new XP Grocery Pallet ORBIS® Corporation introduces a new pallet to its XpressPal® family. The XpressPal® (XP) Grocery pallet is designed to ship finished goods from distribution centers to retail in grocery supply chains. The new legs on the XP Grocery pallet are round, making the pallet compatible with similar pallets on the market and increasing the pallet’s impact performance in rugged grocery environments. The XP Grocery pallet’s top deck includes a molded-in texture to minimize load shifting. The texture increases friction, so goods are less likely to slip off the pallet. 46

November 2018

New Camera-to-Light Cable available for Next-Gen Cognex In-Sight Cameras Smart Vision Lights introduces a new cable that provides a directly wired connection between a light and the secondgeneration In-Sight 7000 vision system from Cognex. Part of SVL’s Camera to Light (CTL) series, the NSB black cable works with the new pin layout of the IS7000 Gen2 camera series. The cable comes in lengths of 300, 1000, and 2000 mm, with custom sizes available. SVL is developing a second version of the IS7000 Gen2 cable, which will have a separate connector for power. insight#wiring

Parrot-Beak® Drum Truck for handling all rimmed drums Liftomatic Material Handling, Inc. has introduced a new 4-wheel hand truck, the Liftomatic 10HT-4W. The Model 10HT4W is a 4-wheel hand truck designed to handle all rimmed steel, fiber and plastic drums weighing up to 1000 pounds. It is designed with ergonomic safety in mind, eliminating the need for an operator to bear the weight of the load during transport. The drum truck has two 10" main wheels with full roller bearings, and two 4" swivel casters to support the drum while moving through plants and warehouses, in addition to Liftomatic’s exclusive “Parrot-Beak®” clamping mechanism.



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

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

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


November 2018



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WWW.HKEQUIPMENT.COM 800.708.9765 | 412.490.5311 Advertiser’s Index ADVANCE METALWORKING COMPANY, INC..INSERT


RABIN WORLDWIDE. . . . . . . . . . . . . . . . . . INSERT


INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . 31

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

AKRO-MILS. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17

J-TEC INDUSTRIES INC . . . . . . . . . . . . . . . . INSERT

RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . INSERT

ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 41

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 44

RIG READY. . . . . . . . . . . . . . . . . . . . . . . . . INSERT


JW WINCO INC.. . . . . . . . . . . . . . . . . . . . . INSERT

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . . 6

ALPINE POWER SYSTEMS. . . . . . . . . . . . . . . . . . 29


SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . 27




ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 22

MAC RAK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 21

STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 34

CAMSO. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30


SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . . 8

DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 40


SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 23


MHCONX.COM. . . . . . . . . . . . . . . . . . . . 33, 35, 43


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

MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . 51

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 15

ECOTEC LTD. LLC. . . . . . . . . . . . . . . . . . . . . . . . . 6

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 25

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 13

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


TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 5

FORKLIFTS & EQUIPMENT. . . . . . . . . . . . . . . . . . 44 FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23, 31

NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22

TRI-BORO SHELVING & PARTITION CORP. . INSERT TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19, 52

GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . . 3

PHILLIPS MINE & MILL, INC. (IRWIN TRANSPORTATION). . . . . . . . . . . . . . . . . . . . . 32

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 50

PIONEER DOCK EQUIPMENT. . . . . . . . . . . . INSERT


HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 28

PRESTO ECOA LIFTS. . . . . . . . . . . . . . . . 9, INSERT

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 26

WEST POINT RACK, INC.. . . . . . . . . . . . . . . INSERT


November 2018






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



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

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




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Profile for Material Handling Wholesaler

November 2018 Material Handling Wholesaler