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JANUARY 2019 • VOL. 40 NO. 1

18 |

Sales Trends

Dean Millius General Manager/Publisher

Jeffrey Gitomer

Alva Coffman Account Executive

Value is the King of Sales, and the Queen of Service

20 |

Your Business

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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ADVERTISING CALL 877.638.6190

 019 Tax Planning-Not paying 2 attention can cost you Garry Bartecki

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Industry News 22 Nuts & Bolts

24 Shifting Gears

COLUMNS

26 Industry Insight

8 |  Aftermarket Dave Baiocchi

Reader Resources

Vendor Management Part 2

32 Classifieds

14 |  Human Element Caliper Corp. Organizational Culture vs. Organizational Climate

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compared to the 37% individual rate you would pay on income received from a pass-through entity. Even though you appear to have a material difference in C vs flow-through entities tax rates there is a complex tax review process required to truly understand if that rate difference is really a factor. The webinar provides a couple of examples comparing the tax bill for each type of entity. Comparing the two is a complex exercise which has you estimating business income, w-2 income and other factors. In fact, you may find yourself changing up how much you get paid and how much you take as a distribution to get the results you are looking for. Wow won’t that be fun!

Garry Bartecki Just sat through another well-done presentation about the TAX CUTS and JOBS ACT (TCJA), and as I made some notes for this article concluded that Congress drafted this bill to pick on equipment dealers.

I have come across multiple articles stating that you are better off with your flow-through status because of the double tax exposure you get from a C-Corp. These articles also note that a taxpayer receiving a K1 from a flow-through entity and using the new standard As you know I have been after you to get a deduction and filing a joint return would have to handle on the TCJA months ago to give you time have an Adjusted Gross Income (AGI) of $402,000 to to understand it and get maximum benefit from the changes. I HOPE YOU DID THAT BECAUSE THIS pay tax at the 21% rate. If they were able to use the full 20% QBI deduction the AGI would have to be TAX BILL IS REALLY COMPLICATED AND REQUIRES YOUR FULL ATTENTION AS WELL $808,000 before being taxed at the 21% rate. AS A TAX EXPERT WHO NOT ONLY KNOWS Also consider that C-corps are taxed on what is THE BILL, BUT ALSO WAYS TO MINIMIZE left in the Company. Compensation and rents give YOUR TAX BILL IN 2018 AND 2019. back all the marginal tax rate savings. In addition, a nondeductible payment such as dividend would be So, to get you started in the right direction I taxed at about 19% for a potential total tax rate of am going to point you to a podcast I listened to this morning because it really did a great job explaining the 39.8% compared to the 37% top rate for an owner of a pass-through entity. bill (using examples) and providing direction of how to deal with these complex provisions. After reviewing But in my estimation is the biggest risk you face is the podcast, you are still going be confused but at least a political about face that reverses the new tax rates to you will know what issues to zero in on that need where we were before TCAJ was passed. I would give discussion and guidance. that scenario a 75% chance of happening if Democrats had taken control of both houses of congress. Go to CONTRACTORMD.ORG where the program is listed under “webinars” in upper right Let’s spend a few minutes on Bonus Depreciation. corner. Contractor MD is a new venture I started to It changed to allow a 100% deduction for both new aid contractors using a group of industry experts I and used equipment. You can no longer generate an know that really know their business. I won’t get into operating loss carryback but can carryover any tax losses the details because if you are interested you can review created, with the losses able to offset business income the website and see what I am talking about. Who from other sources. knows, maybe we need one just like it for the material Many people now ask why we still have the handling industry. Section 179 write off and why would they use it if Pay attention to the discussion about the different Bonus is available. The fact of the matter is that 179 is tax calculations required for C-Corps and S-Corps. still useful because it applies to certain assets that Bonus This is probably the most complex section in the bill cannot be applied to. So, the rule of thumb would be because that 21% C-Corp rate looks real attractive 4

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Cover Story to use Bonus first and then 179 if you must, keeping in mind that 179 cannot create a NOL.

revenues for the prior three years are less than $25 million you are exempt from this rule.

But even if you use Bonus Depreciation and generate a loss carryover, be aware that a NOL can only offset 80% of taxable income with NO. Carryovers, however, are carried forward indefinitely.

Entertainment expenses are not deductible as they were before TCJA. Neither are reimbursed expenses paid to employees. Better clean up your entertainment expense accounts to make sure what you have in there is deductible.

One also must pay attention to Book/Tax differences generated by deprecating your fixed assets over 5-10 years when they have already been 100% deducted for tax purposes. It is easy to forget that the “tax deductions” on your Balance Sheet may not available to reduce taxable income. And of course, Congress also must play with your interest expense deduction. Interest expense is subject to a disallowance of a deduction of net interest expense in excess of 30% of the business adjusted taxable income. So, it is limited to the sum of (1) business interest income (2) 30% of adjusted taxable income and (3) the floor plan financing interest for the taxable year. The good news is that adjusted taxable income is basically your EBITDA number, which is a materially larger amount than taxable income. If average gross

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Cash Basis accounting is available to firms generating less than $25 million in gross sales. Doable ---yes. Practical ---maybe. Basically, only a one-year deferral. And let us not forget the latest major tax headache…..WAYFAIR. If you are selling parts or equipment into states where you think you have no nexus….think again. Unless you get an exemption certificate from your customer you are most likely going to have to pay sales or use tax. And the states will try to rope you in to file an income tax return. THIS IS A BIG ISSUE ….DO NOT SCREW IT UP because it can get really expensive if you do so. Not only do we have to consider the new tax laws (TCJA) but also the new accounting rules regarding Revenue Recognition Rules. You will probably have to fill out a survey or questionnaire to determine if you need to change the way you report income. If you do, guess what, you may also have to change the way you report taxable income. JUST WHAT YOU NEEDED! So, do yourself a favor and watch and listen to the podcast found in the CONTRACTORMD.ORG WEBSITE. It will go over all these issues (in English). Decide what you need to follow up on and make sure you are working with a tax person that knows these new laws. If the person you are working with does not sound like the folks in the video, then you are working with the wrong person. I am done. Any questions call me. If you need a referral for tax work, call me. Here is to a profitable 2019! Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.

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Aftermarket Dave Baiocchi

Vendor Management Part 2 Happy New Year! I trust that the turning of the calendar portends hope and success for all of you. We have challenges and opportunities in store for all of us in 2019. My personal “resolution” is to do all I can to improve industry value and dealer profitability in the coming year. If I can help you do that, please let me know. In the December issue article, we investigated managing the OEM- dealer relationship. This month we will dive into ideas on how to improve our relationships the wider range of suppliers who are not necessarily OEM’s, but still represent significant partnerships that are necessary for us to craft meaningful solutions for customers. I wrote an article on building strategic partnerships in early 2018. In that article, I explored these relationships from the standpoint of responding to customer needs that may not be within your core competency as a dealer. There are businesses you want

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January 2019

to be in and those that are easier and more financially palatable to outsource. Having qualified, skilled partners means that you can serve multiple customer needs without having to be “all things to all people”. There is however another way to leverage your supplier relationships for mutual gain. Doing so can be part of an annual initiative to pare down your vendor base, increase your buying power, and better manage overall dealer parts inventory. This initiative addresses what can be one of the stickiest issues in the dealership, but it’s an issue that if not addressed head on, will continue to worsen, especially in dealerships with multiple branch locations. Reducing or consolidating supplier channels should be a goal in every dealer organization. The width and depth of the vendor base in most dealerships is always surprising to me, even when I was running my own dealership. Just look the number of checks to be signed every month! Its staggering! The associated costs are also significant. Consider how many individual tasks, and individual employees are involved in the process of purchasing anything in the dealership. • Issuing the PO •R  eceiving the product and logging it into inventory • Tracking the packing slip • Reconciling packing slips to invoices •V  erifying correct pricing for both products and freight charges • Sending the verified invoice to payables • Processing payables • Issuing checks • Signing checks • Mailing checks • Filing the paid invoices I’m sure some of this has been streamlined in recent years with the advent of more sophisticated software, but it still represents significant cost, and the opportunity for errors is only exacerbated by the sheet number of individual invoices to be processed. The only way to improve efficiency in this process is to


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Aftermarket find ways to consolidate purchases using fewer vendors. Easy to say… not so easy to do. From 2004 to 2016, I ran the aftermarket division for a multi-branch dealership. Early on in this position, the importance of streamlining the vendor base was evident to me. I wanted desperately to use our buying power, and the only way to do that was to consolidate our purchases and use fewer vendors. The minute I would try and select a single vendor that could service all of our locations at a price point that actually leveraged our buying power, the branch store “phantom vendors “would appear. When questioned, there was always a special reason why the chosen vendor wasn’t good enough for the branch. The excuses were generally dubious. I attributed much of the resistance to long standing personal friendships between branch personnel and local suppliers. I’m sure the bruised egos of a parts manager trying to assert his own autonomy equally contributed to this condition. Most of us want our branch store leadership team to be well served, and we want to give them the ability to make independent choices that boost regional efficiency. The struggle over vendor selection however can be prodigious.

Some dealerships have tried to deal with this problem by centralizing their purchasing at the headquarters location. Doing this only further alienates branch parts managers, and infuriates the service managers who were convinced (and rightly so) that the main store location doesn’t understand the unique needs of the branch operations. By the way, wherever I have seen this tried, it’s been a monumental failure. Dealer principals are quick to see the savings they can enjoy by not having branch parts personnel, and the control they will have over vendor selection and pricing. What they often do NOT see are the voluminous errors and frustrations that are created due to the lack of urgency, and miscommunication normally inherent with this practice. Road technicians, service managers, and most of all CUSTOMERS are routinely irritated by the lack of support. No matter how much technology aids in this process, I have not yet seen a place where this is instituted and embraced wholeheartedly by either crew, or client. A better way to go about controlling and reducing the vendor base is by initiating a collaborative effort targeted at a selected number of vendor items. In order to move the needle on gaining purchasing efficiency, it will be necessary to first determine what products represent the lion’s share of the purchasing dollars spent (on non-OEM items). This initiative will be manageable if it is pointed at the top 10 to 20 products that you purchase from outside suppliers. Your list of vendor items may include: • Battery and chargers • Attachments • Tires

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• Forks • Fluids and Lubricants • Hardware • Hydraulic Hose and Fittings • Uniform Suppliers Stakeholders are key to this process. In order for it to be effective the committee chosen to make the decisions must consist of people who are directly affected by the choices. You may in fact have DIFFERENT committees for differing product categories. For instance, you may only have parts management on the committee for purchasing


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Aftermarket lubricants and hardware, while you may want to include service managers and techs when selecting a uniform supplier. The goal of the exercise is to get ALL of the needs on the table (especially from the branch store), and give middle management an opportunity to participate in the selection process instead of forcing them to live with an enforced mandate. Once you have your list of items selected, then you can choose your vendor candidates. You will find that you will usually have 2-6 separate vendors for each category you are currently purchasing. There should be a list of “minimum qualifications” required for a vendor to make the final cut. That list could include. •P  ersonnel and organizational infrastructure to adequately service all branch locations •E  asily understandable and cohesive pricing policy across all branch locations •P  erformance guarantee and clearly defined warranty • Inventory or flooring programs

• Invoice terms and early payment discounts • Periodic reporting • Incentive goals tied to purchases (rebates or future discounts) Invite each vendor to visit with the committee and present the best offering to the group. Let the vendors know that you wish to consolidate all purchasing and that is why they are being invited in. Do this as an annual or bi-annual process, and I think you will find that you can increase your profit margins, satisfy branch store agendas, and mitigate administrative workloads. Being efficient is the key to survival in the years ahead. Having trusted and repeatable processes in place is the key to creating efficiency. Wishing you success in 2019 and beyond! Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 38 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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Human Element Eric Baker, Caliper Corporation

Organizational Culture vs. Organizational Climate Creating a sustainable work environment where employees feel engaged, loyal, and satisfied should be the goal of every organization. After all, if people dislike their workplace, they’re going to be unproductive at best and perhaps even quit, taking their skills and knowledge with them and leaving you with the high cost of finding replacements. It should be well known by now that the long and involved process of recruiting, interviewing, selecting, and training ends up being rather expensive. It also brings the unpleasant side effect of lost production, not just because no one is doing the work once performed by the employee who left, but also because the new hire is drawing labor resources away from other tasks. In the hope of improving engagement and productivity through talent alignment and development, many conversations have been had, presentations and seminars delivered, and literal and digital ink spilled. Throughout this discourse, the terms organizational culture and organizational climate get thrown around a lot, often interchangeably. However, they’re not the same thing, and the difference is important. Organizational culture is your identity as a company. It’s your values and the norms that have arisen organically over time. A traditional bank, for example, is by necessity a structured environment, as the banking industry is heavily regulated by wellestablished laws. Banking is an old industry, which suggests the culture has had a long time to develop and is firmly ensconced. It follows that you’d probably find a culture where people are expected to follow proper channels and defer to the chain of command; where being too “entrepreneurial” in your methods and practices (i.e., making it up as you go) would be frowned upon; and where staff members present a calm, courteous face to the customer so as to convey trust and reliability. On the other hand, a tech start-up is likely to be more collaborative and unstructured. Disruptive conflict and ideas might be welcome. Everyone from the company president to the newest intern may communicate laterally and casually. Every organization is different, and while these examples might seem like they’re taken from a TV 14

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January 2019

show representation rather than real life, if you’ve had jobs in more than two industries, you know first-hand that cultural norms vary widely from one industry to the next. Organizational climate deals with how people are experiencing the work environment at any given moment. What is it like to work there and to operate in that culture? How are business conditions and management decisions and actions affecting the general mood? When you consider the collective experience of all the talent in the organization, you’re evaluating climate. Revenue swings, for example, can affect climate without changing the culture. If you work for a freight-transport company built around a culture of process and efficiency, and then revenue drops, you’d probably double down on improving processes and efficiencies; you’re not likely to abandon them. At the same time, employees might feel resentful or despondent that their bonuses were cancelled and a couple of their friends were laid off. The culture stayed the same, but the climate changed. Another way of looking at it: When people aren’t going to fit the culture, it’s usually obvious right from the interview. They might not get a job offer in the first place, and, even if they do, they are unlikely to stick around long because they will feel like outcasts or be miserable. If the climate is troubled, people who do fit the culture and would ordinarily be engaged and satisfied may become unproductive or quit. This distinction is important because problems with culture and problems with climate are resolved with different solutions. Problems of organizational culture arise when the existing culture is detrimental to achieving business goals or realizing the organization’s ideal state. For example, a tech company where the culture is collegial, collaborative, and academic—and where people who exhibit aggressive, autonomous, or competitive behaviors are marginalized—may be an engaging place for easygoing managers and low-key product engineers to work. However, the tech world is highly competitive and disruptive. This organization could find itself falling behind in its industry niche as edgier,


UNIT

YEAR MODEL

MAST

IC CUSHIONS 21106 20909 20826

2012 Cat 2C5000 2013 Cat 2C6500 2012 Hyster S40FT

IC BIG CUSHIONS 20938 20050 20961

2012 Cat GC40KSWB 2005 Hyster S80XM 2007 Hyster S80FT

IC PNEUMATICS 21250 21270 21228 20142

2013 2008 2013 2014

Cat 2P3000 Doosan G30P-5 Hyster H30FT Yale GLP030VX

IC BIG PNEUMATICS 20426 21153 20841 21110

2010 2011 2011 2014

Hyster H155FT Hyster H155FT Yale GLP155VX Yale GDP300EC

VNA ARTICULATING 20901 20512 21162 20650 20618

2013 0 2008 2006 2007

AisleMaster 44SH Atlet 125 DTFXG 550 Bendi B3/30E-180D Crown 40TSTN Drexel SLT35

MISCELLANOUS

21040 21209 21122 21236

2004 2013 2010 1999

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PNEUMATIC ELECTRICS 20319 21126 21127 18968

2014 2010 2010 2010

Hyster J40XN Yale ERP040VF Yale ERP050VL Yale ERP050VL

4 WHEEL RIDER ELEC 19835 19870 20221

2011 Cat E4000 2011 Hyster E30XN 2012 Yale ERC030VA

83/188 87/185 83/189

HYD 4 Way 3 Way 3 Way

UNIT

NOTES 4Way, S-S, Forks S-S, LBR, Forks S-S, Forks

20781 20067 20755

S-S, Forks S-S, Forks S-S, LBR, Forks

84/188 88/186 84/187 84/187

4 Way 3 Way 3 Way 3 Way

4Way, LPS S-S, LBR, Forks 3rd Valve, LBR, 60” Forks S-S, 42” Forks

148/212 107/133 123/244 144/147

4 Way 4 Way 3 Way 4 Way

4Way, IV Carriage, Full Cab 4Way, 60” Forks S-S, 72” Forks Full Cab, S-S/F-P, 48” Forks

153/334 115/217 106/204 173/303 119/269

3 Way 3 Way 3 Way

S-S, 42” Forks Man Down Turret, 42” Forks S-S, 42” Forks Man up turret truck Swing, S-S, LBR, Forks

/ 144/248 4 Way 108/157 4 Way 45/19 1 Way

4WD, 4WS, 3SP, Carry Crane NEW TIRES, F-P, 48” Forks 4Way, S-S/F-P, 42” Forks 19’ Scissor Lift w/ 30” Platform

108/246 78/187 83/189 83/189

4Way, S-S/F-P, 48” Forks S-S, Forks S-S, Forks PAINTED, TCP Batt, S-S, 42” Forks

83/189 94/216 94/216

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

2008 Hyster E80Z 2011 Yale ERC080HH 2012 Yale ERC080HH

3 WHEEL RIDER ELEC

100/209 3 Way 84/174 4 Way 84/173 3 Way

4 Way

YEAR MODEL

BIG RIDER ELEC

19900 20392 19688 20168 20343

Cat EP16KT Hyster J30ZT Hyster J30ZT Yale ERP030TH Yale ERP030VT

STOCKPICKERS 20641 20642 20731 20732

2006 2006 2006 2006

Hyster R30XMS2 Hyster R30XMS2 Yale OS030ECN Yale OS030ECN

RIDER REACHES 21096 20078 19731 21239

2010 2007 2005 2012

Hyster N30ZDR-16.5 Hyster N35ZR Hyster N45XMR3 Hyster N45ZR

WALKIE ELEC 21328 21196 20764 18492

2013 1984 2008 2009

Crown SHR5540 Crown 30WTL-S Hyster W40ZA Hyster W40ZC

STANDUP COUNTERBAL.

20071 20969 21111

2006 Crown RC3020-30 2007 Hyster E30HSD 2013 Hyster E30HSD2

ELECTRIC PALLET JACK 20488 20179 20496

2013 Hyster W40Z 2008 Raymond 102T-F45L 2011 Yale MPB040E

PARTS TRUCKS

20878 20415 20445 15767

S-S, Forks S-S, 42” Forks S-S, LBR, 42” Forks

2000 2008 2009 2010 2010

2012 2007 2001 2001

Hyster E40XNS Hyster N45ZR Yale NR035AE Yale NR040AE

MAST

HYD

NOTES

88/185 88/185 88/185

4 Way 3 Way 3 Way

4Way 3 Way S-S, LBR, 48” Forks

83/188 82/187 82/187 84/192 82/187

3 Way 3 Way 3 Way 3 Way 4 Way

S-S, Forks S-S, Forks S-S, LBR, Forks S-S, 42” Forks 4Way, S-S/F-P, Forks

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

1 Way 1 Way 1 Way 1 Way

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

110/251 131/302 131/302 131/302

4 Way 4 Way 4 Way 4 Way

Deep Reach, S-S, LBR, Forks Forward St., S-S, Forks S-S, LBR, 42” Forks S-S, LBR, 42” Forks, Side St.

84/127 72/106 72/100 72/100

2 Way 2 Way 1 Way 2 Way

Walkie reach, battery, Straddle, Forks 42” Forks 48” forks

83/190 84/189 88/194

3 Way 3 Way 3 Way

S-S, 42” Forks S-S, LBR, 48” Forks S-S, LBR, Forks

/ 0/0 0/0

1 Way 1 Way 1 Way

27” x 48” Forks, 24V Pack 27” x 48” Forks, B/C Pack 27” x 48” Forks, 24V Pack

/ 131/302 115/263 107/242

4 Way 4 Way 4 Way 4 Way

S-S, LBR, Forks S-S, Forks S-S, Forks S-S, LBR, 42” Forks

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January 2019

15


Human Element leaner, more venturesome start-ups hit the scene. Perhaps it would be time to change the culture. In this scenario, the company may consider a People Analytics solution to identify the talent gaps and spot high-potential employees as candidates for more responsibility and development. Furthermore, they could use pre-employment assessment tools to select outside applicants who demonstrate a motivation to innovate, drive change, and provide more demanding leadership. Problems of organizational climate arise when you’re not paying attention. At companies that seem relatively healthy, management tends to chug along and maintain the status quo. However, many organizations are vulnerable to slowly escalating problems because they aren’t tuned in to the daily experience out on the shop floor, in the field, or at the corporate office. It could be a problem with communication and messaging, general dissatisfaction with leadership decision making, or structural/ procedural flaws that are fomenting frustration and harming engagement and satisfaction. Somehow, a malaise is settling over the organization, and declines in

productivity, employee retention, and market share will probably follow. It’s a good idea for business leaders to keep a finger on the pulse of the organization, so to speak, and not allow themselves to be blindsided. Employee surveys are a good way to get a broad sense of staff members’ prevailing thoughts, and survey results can serve as a springboard for programs around improved transparency, greater collaboration, better alignment of talent, or greater potential to address business concerns. By taking steps to ensure a positive culture and a healthy climate, management can both move the company forward and perform the preventative maintenance needed to maximize business results. 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 them at 609-524-1200. Email editorial@mhwmag.com to contact Caliper.

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January 2019


QUALITY& VALUE For Over 50 Years

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January 2019

17


Sales Trends Jeffrey Gitomer

Value is the King of Sales, and the Queen of Service Value is perhaps the most elusive word in sales. Everyone will tell you how important it is, very few can tell you what it is. I've already gone on ad nauseam about my distaste for the words "added value." I recommend you leave them out of your sales lexicon forever. "Added value" has an evil twin: "value add." Neither of which can be defined in terms of what the customer actually benefits or profits from. Added value is usually some minor service or hardto-define extra that the customer already expects, or takes for granted anyway. Things like: • same-day shipping • online ordering • parts in stock • 24-hour service Those are not VALUE - those are A GIVEN. Those elements are expected. They are

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January 2019

NOT incentive to buy - rather they're just part of your business offering. In order for you to understand the word "value" as it relates to your ability to making a sale, put the word "perceived" in front of it. If you think it's valuable, and your customer doesn't perceive it to be valuable, it ain't value. Your customer is looking to increase THEIR sales, THEIR customer loyalty, THEIR employee loyalty, THEIR productivity, THEIR morale, THEIR profit, and to have no problems. Are those the values you bring to the table? No? Why not? Those are the value elements that any customer would consider worthy of the word. Your little add-on services are more of a bonus than a value. And don't just bring them one time - consistency is the key. My secret for delivering weekly value to my customers is this column. And throw in my weekly ezine, Sales Caffeine on top of that. Two weekly value messages. Throw in four tweets a day, that's 22 value messages a week. Add LinkedIn, blog, Facebook, and a YouTube video, and it's a value firestorm. The value is missing from the MISSION. Most companies have a meaningless mission statement that was created by a marketing department. It's all about being number one, exceeding customer expectations, and building shareholder value. Barf. • What's your real mission? • Is it different from your mission statement? • Where's the value to the customer? • Isn't that the real mission? What you need is a value proposition and a value statement that explains fully: • how you help others • how they win • how you serve in terms of the customer • how that leads to loyal customers and referrals. And a mission statement that matches it. A value proposition states what you do in terms of how a customer benefits.


Sales Trends For example: You might say, "we provide 4-hour service response." A "value proposition" way of stating the same thing is, "when equipment is broken or needs repair, production stops. That's why we instituted 4-hour or less service response. That way there is minimal loss of productivity and job profitability." Same words, stated in terms of how the customer wins. Value is important to a prospective customer for three reasons: 1. It differentiates you from the competition. 2. It gives the customer understandable reasons to purchase. 3. It gives the customer the peace of mind they need to move forward. To buy. Value is important to an existing customer for three reasons: 1. It builds real relationship. One based on value. 2. It makes reorders more automatic and less bid driven. 3. It eliminates competition. Most competitors thrive on "saving a customer money." NOTE: Customers don't want to save money as much as they want to produce more and make more profit. At the end of any sales transaction, or when an existing customer has a need, that's when "perception of value" plays its heaviest role. If the customer perceives a difference in you, and perceives a reassuring value in terms of how he wins, the sale is yours. If not, the sale goes to the person with the lowest price. Lowest price always means lowest profit. The more you become proficient at stating value in terms of the customer, the more it will be perceived as value by the customer. The more you put value in terms of how they win, how they profit, and how they produce, the more it will be perceived as true value, or real value. And in the end, the value that you receive back will be the order. That's value.

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Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com. For information about training and seminars visit www.Gitomer.com or email Jeffrey at editorial@mhwmag.com.

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January 2019

19


Your Business Eileen Schmidt

Pioneer Dock Equipment a marketdriven company for 40 years For four decades at Pioneer Dock Equipment, success has been created through both reliable products and a knowledgeable staff. The Spring Hill, Tenn.based business is a manufacturer and distributor of a wide range of dock loading equipment. Its products are offered by material handling, industrial door and forklift distributors across the U.S., Mexico and Canada, according to its website. The company got its start manufacturing dock levelers, initially targeting large truck lines around the country. Several years later, in the late 1980s, Dan Jones said the company moved into hydraulic pit levelers as well. Today, Pioneer tends to specialize in serving small, independent companies as customers, according to Jones, vice president of sales and marketing. Pioneer has customers all over the U.S. and has a global footprint as well. Jones said the company takes pride in the longevity of its products. “We tend to keep our sales invoices and information longer than most companies. Our products last longer than most,” said Jones, describing how one of his tech employees recently received a call from a customer looking for a part on a product that had been built in 1991. The company prides itself on the long tenure of its employees as well. “We have a lot of knowledge and very little personnel turnover,” said Jones, who said the average number of years for employees is over 15.  Jones, who has been at the company for over 30 years, said he looks for employees who fit a certain profile. “I look for people who are detail-oriented and have a servant mentality. People who like to help others,” he said. Pioneer has three locations in addition to its Spring Hill headquarters, handling various aspects of the operation. Jones said company leaders have looked at larger, consolidated locations, but after drawing a map of where current employees live in relation to the business locations, decided against such a move in order to remain accessible to the staff. “We’ve very attentive to the fact that it is our employees that really make the company,” Jones said.

20

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January 2019

The company focus is market-driven, and willing to change when needed, according to Jones, who added that there is a business-wide approach of trusting its employees. 2018 proved a good year for Pioneer, which started its 2019 fiscal year in October. “The tax cuts helped a tremendous amount. Things are going well,” said Jones, who said the majority of dealers that responded to Pioneer’s annual survey reported growth in 2018 and expected growth in 2019. In the months ahead, Jones said tariffs may present a challenge, but added that Pioneer’s customers generally understand that steel prices will be rising. Another challenge is the way in which technology is changing the landscape. Jones said one of the ways the company is keeping up with this shift is in the release of the Smart Plus line of dock equipment, all equipped with touch screen control panels. “As we develop that, the future is just open,” said Jones, noting how the technology allows problems to be identified early on.  Going forward, Jones said Pioneer will continue to create quality products, and to provide the expertise customers have come to rely on. “It’s a fantastic company. I’m proud to be part of it,” he said. Eileen Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 12 years. Email editorial@MHWmag.com or visit eileenmozinskischmidt.wordpress.com to contact Eileen. If your company would like to be featured, email editorial@MHWmag.com

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


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January 2019

21


Nuts & Bolts

Acquisitions, expansions & other business news

Toyota named #1 for 16th straight year

Industries Corporation captured the top spot with a 33 percent increase to surpass the $11 billion mark as it sold 263,000 units. In order to receive consideration for the Top 20 Lift Truck Suppliers ranking released by Modern Materials Handling each year, companies must manufacture and sell forklifts in at least one of the seven Industrial Truck Association’s (ITA) truck classes. The forklifts manufactured and sold by Toyota are in six of those classes. www.toyotaforklifts.com

For 16 consecutive years, Toyota Forklifts has earned the title of the world’s top forklift supplier. Peerless Media Network recently released its Annual Top 20 Lift Truck Suppliers list, which ranks forklift brands based on worldwide sales, and once again named Toyota as the #1 supplier.   In 2018, Toyota

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January 2019


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2008 Hyster S70FT 83/188 s/s

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2012 Toyota 8FGCU30 88/200 s/s

2006 Nissan P35 83/188 s/s

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BLOCKS THE SPREAD OF FIRE - ACTIVATES SPRINKLER SYSTEM Today’s warehouse fire protection systems include more than just pipes and sprinklers. When the products being stored include highly flammable items such as plastics, aerosols, liquors or oils, fire barriers may be required inside the racking structure. Solid steel rack decking and flat sheet accessories from DACS make effective fire or heat barriers in warehouse environments. They can be used on storage racks horizontally or vertically to block the spread of fire, or to capture heat for in-rack sprinkler activation.

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January 2019

23


Shifting Gears

Industry personnel and organization news

PTDA honors Ellen Holladay with Wendy B. McDonald Award

Wisconsin Lift Truck opens new Service Center

Motion Industries, Inc. is pleased to announce that Ellen Holladay, Senior Vice President and Chief Information Officer, was named recipient of the 2018 PTDA Foundation’s Wendy B. McDonald Award. “To encourage more women to enter the power transmission/ motion control distribution industry, the Wendy B. McDonald Award celebrates the women who not only excel at what they do but also bring innovation to their companies and the industry. We are thrilled to recognize Ms. Holladay’s work as a trailblazing woman in this male-dominated field,” noted Ann Arnott, Executive Director, PTDA Foundation. Each year, the PTDA Foundation recognizes a woman who has established herself as an integral contributor to her company’s success and someone who has brought positive change to the power transmission/motion control industry. www.motionindustries.com

Wisconsin Lift Truck has opened a new Service Center in West Salem, WI. The new Service Center offers local La Crosse area businesses a wide variety of material handling products and solutions, including forklifts, aerial lifts, pallet racking, a robust parts department, a full rental fleet and much more. The facility will offer around-theclock service to local industry, servicing very large, high-capacity forklifts, standard sized forklifts, aerial lifts, sweeper/scrubbers and more. There is also a team of experienced technicians dedicated to reconditioning and repairing rail car movers. Our new high-tech service bays allow companies who own railcar movers to have their machines serviced or rebuilt locally, rather than needing to send them out of state.

Wiggins Lift mourns family patriarch Wiggins Lift Company, Inc., a manufacturer of lift trucks for marine and heavyduty applications is mourning the death of family patriarch Hattie America Wiggins. "For 63 years she lead, encouraged, taught, advised, and kept her curious and thoughtful eyes on every detail. In fact, few details escaped her notice and all of us were better for it." says CEO and granddaughter Michele Wiggins-McDowell. "Because of who she was and when she grew up we always had something to learn from her. These are just a few of our favorites… There is always a better way to do something, the details matter; treat everyone around you with respect and dignity." Wiggins-McDowell added. www.wigginslift.com 24

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January 2019

www.woltergroupllc.com

H&E Equipment Services announces management changes H&E Equipment Services, Inc. has announced the appointment of Bradley W. Barber as Chief Executive Officer, President and a Director of the Company, effective January 1, 2019. Barber will succeed current Chief Executive Officer, John M. Engquist, who has been appointed Executive Chairman of the Board of Directors, effective January 1, 2019. Gary W. Bagley, current Chairman of the Board, will remain a Director of the Company.

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


E ITH TH ECT W NDLING A CONN NITY RIAL H MATE SS COMMU E BUSIN

DAY! TER TO ARGE REGIS RECH

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January 2019

25


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

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

Top 5 Equipment Buyers

Top 20 Equipment Lenders

 isplays the top five buyers nationwide for each of EDA’s eleven D industries, based on financing activity results added by EDA last month. The results are based on distinct serial numbers of sale and lease transactions for new equipment only.

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

Menard Inc Class 1 Class 5 Class 3 I/C Lift Trucks - No Model

104 49 44 10 1

Toyota Inds Commercial Fin Inc...............................335 Wells Fargo Bank................174

Amer Community Bank & Trust....................... 15

M T D Consumer Grp Inc Valley City, Oh Class 4 Crown Class 2 Crown Class 3 Crown Class 1 Crown Class 4 Doosan

52 35 10 3 2 2

Wells Fargo Eqt Fin............. 68

Farm Credit Lsg Svc Corp... 13

Nissan Motor Accept Corp.. 66

Renaissance Capital Alliance.12

P N C Eqt Fin Llc............... 55

Customers Commercial Fin. 12

Arconic Inc Class 5 Class 4 Class 4 Class 5 Class 5 Class 3 Class 3

Pittsburgh, Pa Linde Taylor Toyota Hyster Toyota Crown Task

23 11 4 2 2 2 1 1

De Lage Landen Fin Svc...... 38

Wintrust Eqt Fin................. 10

Connell Eqt Lsg Co............. 37

Branch Bank & Trust Eqt Fin.9

Palmer Logistics Class 4

Houston, Tx Unicarriers

18 18

Wolter Invst Co................... 17

Wolter Invst Co Class 4 Class 1 Class 1 Class 3

Brookfield, Wi Cat Cat Mitsubishi Big-Joe

17 8 7 1 1

1St Bus Eqt Fin................... 17

26

Eau Claire, Wi Toyota Toyota Toyota Toyota

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January 2019

J M Eqt Co......................... 21 Bank Of The West................ 20

U S Bank Eqt Fin................ 16

F & M Capital....................... 8 Regions Eqt Fin Corp........... 8

Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/resources/industryinsight/lift-trucks.aspx


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January 2019

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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"

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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, DECEMBER 31ST

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

32

www.MHWmag.com

We BUY & SELL NEW & USED

Email: ohiorack@cannet.com

www.ohiorack.com

January 2019

CALL ALVA OR DEAN FOR RATE INFORMATION AT 877.638.6190


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

Wholesale Only.

PUT THE MVP SPECIALIST TO WORK FOR YOU!

www.MHWmag.com

January 2019

33


Take Charge of Your Batteries! Xtender Battery Regenerator . Battery Monitoring System . Smart Discharger

Schedule a Demo Today!

www.batteryrestoration.biz . 1-800-333-1194

Flight Systems Industrial Products

NEW & USED Forklifts | Coil Tractors | Railcar Movers Yard Tractors | Container Handlers & More The Lo Riser Inclining Platform Trailer is a versatile tool that will help increase your efficiencies and lower costs to deliver a higher return on your investment. With a Lo Riser you’ll see: Lower labor costs - one man loading/unloading offers more deliveries per day

Lower specialized equipment costs - no rollback truck required, just a pickup truck - no crown point, equipment can be driven up the built-in ramp

Lower worker’s comp claims - enhanced safety features eliminate most opportunities for injuries - no more dangerous, slanted ramp boards

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

WWW.HKEQUIPMENT.COM www.advancemetalworking.com 34

www.MHWmag.com

January 2019

800.708.9765 | 412.490.5311


Polyurthane Tires & Wheels

BE THE SOLUTION. Bolt-Ons & Dual/Triple Wheels

Do You Get the Most Out of Your Equipment? Do The Math.

OPERATOR SERVICE TECH CUSTOMER + + UPTIME EFFICIENCY SATISFACTION = Variety of Tread Treatments 999 Wells Street Lake Geneva, WI 53147 Ph: 888.734.7687 Fax: 262.348.5570 www.stellana.com/us

Increase Earnings and Efficiency with Stellana’s High-Performance Polyurethane Tires and Wheels.

www.MHWmag.com

January 2019

35


Sell More with TOOLS!

Merry Christmas from your friends at American Industrial Transmission Inc. 20395 Hannan Pkwy. Walton Hills, OH 800-588-7515 • Fx 440-232-8142 sales@aittransmission.com www.aittransmission.com

Learn how your dealership can tools sell more using

877.638.6190

An Old-fashioned Holiday Wish for You

Material Handling Wholesaler

305.600.3010 Forklift-International

Here’s hoping this holiday evokes fond memories of celebrations past and brings you all the joy and excitement of this magical season. Thanks for doing business with us. We look forward to seeing you often in the year to come. www.HKEQUIPMENT.com 412-490-5311

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January 2019


New Products

See more new products online at www.MHWmag.com

TVH introduces a 6,600 lb. capacity Pallet Truck

I.D. Systems introduces PowerFleet Essence

TVH in the Americas (TVH), a provider of quality replacement parts and accessories for the material handling and equipment industries, has introduced a new pallet truck unlike any other. The TSP6630 has a maximum capacity of 6,600lbs which is one of the highest capacity trucks in the industry. This impressive truck has extra strong steel reinforcement rods, designed to hold the heaviest of loads. It has entry and exit fork rollers that guarantee maximum stability for safely transporting goods and casting steel pump rods for extra strength. The TSP6630 has a nylon steer single nylon load configuration, a truck width of 27 inches and a fork length of 48 inches. www.tvh.com

I.D. Systems, Inc., has launched the PowerFleet Essence, a new class of industrial truck telematics platforms aimed at small to medium sized fleets used in manufacturing, distribution, logistics and retail centers. PowerFleet Essence offers an ideal blend of size, ease of installation, ease of use, management and value. PowerFleet Essence is particularly suited for installations previously hindered by cost, complexity, IT networking and integration requirements. The PowerFleet Essence consists of the OC53 operator console mounted on the industrial truck and the PowerFleet Control Center app downloaded to an iPad or iPhone. The system communicates using a Bluetooth direct connection, so it does not require complicated IT support or Wi-Fi networking. This same platform can also secure and track construction heavy equipment. www.powerfleetoc53.com

Hamilton releases new Casters & Wheels for AGV's Hamilton Caster announced a new comprehensive offering of casters and wheels designed for Automatic Guided Vehicles (AGV’s) and other continuous-duty applications.   Hamilton’s been designing casters and wheels to operate on AGV’s for years now and recent high demand for AGV’s triggered this new standard product offering designed for 24/7 operation. The series features Hamilton’s forged steel caster construction and HPI® swivel technology.  HPI® was developed years ago in response to an AGV application and outperforms conventional CNCmachined ball raceways, kingpinless and unit load bearing swivel constructions.  www.hamiltoncaster.com

Liftomatic’s new attachment that handles 55-gallon drums Liftomatic Material Handling, Inc., recently introduced the HCB hoist attachment to handle all 55-gallon drums. The HCB hoist attachment safely lifts steel, fiber and plastic drums weighing up to 2000 lbs. using Liftomatic’s exclusive “Parrot-Beak®” drum handling attachment. The model HCB-BC attaches to any overhead hoist, crane or boom and engages drums automatically. Liftomatic's exclusive mechanical clamping system engages the top lip of the container, assuring a safe and reliable pick-up each time. www.liftomatic.com

Hoist Trolleys provide safe load movement When specifying a hoist for use in industrial applications that demand beam-traversing motion, attention should also be paid to the trolley on to which the hoist hooks. JD Neuhaus (JDN), a manufacturer of hoist solutions, trolley factors such as carrying capacity, ease of installation, explosion protection and ability to negotiate curves, must all be considered if the application is to be optimized. Three versions are available to facilitate the lateral motion of suspended loads: manual trolleys (LN) for pushing or pulling by hand; reel chain trolleys (LH) for moving by unwinding the reel chain; and motorized trolleys (LM) powered by an air motor. While the standard industrial series stops at a single 20 metric ton trolley, higher capacities can be achieved with the benefit of 8-wheel and even 16-wheel systems. www.jdngroup.com

Caterpillar brings Electric Drive to Cat D6 Dozer Caterpillar is replacing the D6T with the new 215 hp Cat D6 dozer capable of up to 35% fuel savings with its electric powertrain or 20% better economy with a new four-speed powershift transmission. A redesigned VPAT dozer cuts weight and 10-roller undercarriage option speeds fine grading. Together with updated technology, a tractor with operating weights from 48,000 to 53,000 lb. offers significant grading advantages. The D6 XE's next-generation electric drive system puts the instantaneous torque of electric motors in their first high-drive power train, keeping the tractor from bogging down when encountering a load. Constant power to the ground, continuous push and greater maneuverability mean faster cycle times. www.cat.com www.MHWmag.com

January 2019

37


New Products

See more new products online at www.MHWmag.com

KION adds new models to Baoli product line KION North America released the Baoli Series 6012. With the introduction of this series, KION North America offers Baoli forklifts with load capacities ranging from 3,500 lbs., all the way up to 10,000 lbs. to provide you with a range of models to get the job done. Offered in two different models, KBD40 and KBD50, the Baoli Series 6012 is a diesel, fourwheel truck equipped with single or dual SE or pneumatic drive tires, making it suitable for a variety of environments. KBD40 lift capacity is 8,000 lbs. KBD50 lift capacity is 10,000 lbs. Both models have excellent residual capacity at height. www.kiongroup.com

STAHL AS7 Wire Rope Hoist expands Columbus McKinnon's line Columbus McKinnon Corporation, offers the AS7 electric wire rope hoist as an addition to its advanced hoist product portfolio. STAHL Crane Systems, a wholly owned subsidiary of Columbus McKinnon, developed the AS7 as a cost-effective, specialized solution for users, crane manufacturers, and system manufacturers. The AS7 is assembled with German-made components in two designs, a deck mount configuration for stationary hoisting or towing equipment and a double girder trolley configuration for double girder overhead traveling cranes. Both designs have a maximum load capacity of 85 tons, with customization available for higher capacities upon request. www.cmworks.com

Rite-Hite® offers HVLS Fans with direct drive technology New direct drive high-volume, lowspeed (HVLS) fans from Rite-Hite deliver the climate-control benefits of traditional HVLS fans with added benefits of direct drive motor technology. Rite-Hite has added two direct drive fan models to their current HVLS fan offering. The Revolution® 75 Series is available in 8- to 24-foot diameters and ideal for larger, industrial spaces. The Revolution® 25 Series is available in 6- to 12-foot diameters and incorporates a sleek blade design which is appealing to commercial and retail environments. The direct drive fans come standard with the Fan-Commander® 2.0 Touchscreen Control, a wireless station with 7-day customizable scheduling for up to 24 fans. www.ritehite.com 38

www.MHWmag.com

January 2019

Load Lifter forklifts gets the job done in rough terrain When conditions are rough, rely on a dependable Load Lifter rough terrain forklift to get the job done! Load Lifter has been manufacturing rough terrain forklifts in North America since 1976 and offers one of the widest ranges of models in the industry and is represented by Eastern Lift Truck. Capacities range from 4,000 to 30,000 pounds Lift heights range from 8 to 56 feet.  Units are available in 2-wheel and 4-wheel drive.  The Laborer Series is compact (just 68" wide!).  The Laborer "Lo-Pro" Series is only 78.5" tall making it perfect for container and trailer loading, mining and poultry applications. The 4400 Series comes in 25,000 and 30,000 pound capacities, full-time 4WD, and all-wheel, rearwheel or crab steering. www.easternlifttruck.com

KOHLER launches new line of batteries for Generator applications KOHLER is introducing a comprehensive lineup of highperformance batteries specifically designed for use in residential, commercial and industrial power generators. The new KOHLER Genuine Batteries are engineered to deliver optimal performance in generator applications, helping end users to minimize the unplanned maintenance costs associated with battery underperformance and frequent replacement. The new KOHLER Genuine Batteries are available in three performance levels – standard-duty, optimum-duty and heavy-duty. The standard-duty batteries are ideal for mobile generators and other smaller-sized units, the optimum-duty batteries are well suited to critical-starting applications, and the heavy-duty batteries are designed for extreme temperatures, high vibration and frequentuse applications. www.kohlerpower.com

Reliable navigation with safety laser scanner RSL 400 With its RSL 400 safety laser scanner with measurement value output, Leuze electronic is setting new standards in the reliable navigation of automated guided vehicles (AGVs). The new RSL 400 safety laser scanner with detailed measurement value output for AGV (Automated Guided Vehicle) navigation is the result of many years of experience in the development of safety technology. This compact device from the optical sensor system manufacturer Leuze electronic is a safe scanner that combines safety technology and qualitatively superior measurement value output in a single device. www.leuzeusa.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

January 2019

39


▶ Pallet Truck Parts

▶ 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

SAME DAY SHIPPING

215.773.9111

▶ LIFT TABLES ▶ Manufacturer/Suppliers and Transmissions

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

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

▶ Steer Axle Assembly 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

Steer Axles

800-447-3967 | www.charnor.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

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

40

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January 2019


▶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

▶ SAFETY PRODUCTS

ADVERTISE IN OUR SOURCE DIRECTORY!

NEXT AD DEADLINE:

MONDAY,

DECEMBER 31ST CALL ALVA OR DEAN AT

877.638.6190

www.MHWmag.com

January 2019

41


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!

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

Advertiser’s Index ADVANCE METALWORKING COMPANY, INC.. . . . . . . . . . . . . . . . . . . . 21, 34 ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 22 AMERICAN INDUSTRIAL

GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . 3, 42

RESONANT DEALER SERVICES . . . . . . . . . . . . . . . 8

H&K EQUIPMENT COMPANY . . . . . . . . . . . . 34, 36

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 18

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 17

SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . 11

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 21

TRANSMISSION, INC. . . . . . . . . . . . . . . . . 27, 36 ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 42 DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23 DC SERVICE SYSTEMS INC. RACKMEDX. . . . . . . 28 DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 ECOTEC LTD. LLC. . . . . . . . . . . . . . . . . . . . . . . . . 6 ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . . 9 FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30, 34 FORKLIFTS & EQUIPMENT. . . . . . . . . . . . . . . . . . 23

STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 35 KION NORTH AMERICA CORPORATION . . . . . . . . 2 MAC RAK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 29

SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . 16

MEDIABIDS, INC. . . . . . . . . . . . . . . . . . . . . . . . . 10

SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 28

MHEDA. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25

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

FORKLIFT INTERNATIONAL. . . . . . . . . . . . 7, 19, 36 MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . 43

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 13 TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 5

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 33 NOBLELIFT INTELLIGENT EQUIPMENT CO., LTD.. . . . . . . . . . . . . . . . . . . 30

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12, 21, 44 WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 31

MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 42

www.MHWmag.com

January 2019


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


In ONE DAY your head loses between 40 and 100 strands of hair.

In ONE DAY TVH adds more than 350 new part numbers to continue being the One-Stop-Shop for all your part needs.

www.tvh.com

January 2019 Material Handling Wholesaler  
January 2019 Material Handling Wholesaler