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An Employee-Owned Specialty Publications International, Inc. Magazine

www.MHWmag.com

April 2019

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APRIL 2019 • VOL. 40 NO. 4

22 |  Human Element Caliper Corp. Should I hire this person?

26 |

Sales Trends

Dean Millius General Manager/Publisher

Jeffrey Gitomer

Alva Coffman Account Executive

It’s not the company. It’s the people in the company. It’s you!

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.

COVER STORY 6 | Find your WOW at ProMat MHI

Industry News

ADVERTISING CALL 877.638.6190

30 Nuts & Bolts

Reader Resources

12 |  Aftermarket Dave Baiocchi

36 Classifieds

Incentives – Engendering Engagement

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

32 Shifting Gears

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MHEDA sets the stage for What's Next at their annual Convention and Exhibitor Showcase. Wholesaler will let you know the details so you can plan ahead for networking and education sessions.

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Material Handling Equipment and Systems: Automated Storage and Retrieval Systems, Automatic Guided Vehicle Systems, Casters/Wheels/Tires, Hydraulic and Electrical Components and Controls, Robots, Personnel/Burden Carriers, Racks, Forklifts, Batteries, Flexible Manufacturing Systems, Unit Handling Systems, Conveyors and Sortation Equipment, Ergonomic and Safety Equipment, Scissor Lifts, Order Picking, Carousels, Modular Drawer Storage, Tool Handling, Shelving and Workstations.

PROMAT 2019 ProMat 2019 is where manufacturing and supply chain innovation comes to life – in person and in action. Experience 1,000 providers as they demonstrate the latest equipment and systems that will deliver the WOW to help you: • Improve visibility & accelerate time to market • Reduce operating costs & increase efficiency • Streamline & automate your operations •C  onnect with solution providers & key thought leaders • Discover the latest technologies & innovations •L  earn the latest trends in over 100 educational sessions On April 8-11, manufacturing and supply chain professionals will have an unrivaled face-toface opportunity to network, learn, share and get a sneak preview of where our industry is headed. So whatever solutions you need to move your business forward, you’ll find them all at ProMat 2019. THE SHOW ProMat 2019, held April 8-11, 2019 at Chicago’s McCormick Place, is the largest expo for manufacturing and supply chain professionals in North and South America. ProMat provides attendees access to the latest material handling and logistics equipment and technologies. You can register to attend for free by completing a brief online form. EXHIBITS 1,000 exhibitors from industry, commerce and government will display their supply chain solutions and innovations on the 400,000 square foot show floor. 6

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April 2019

Packaging, Containers, and Shipping Equipment: Box and Carton Makers, Packaging Machinery, Stretch Wrapping, Shrink Wrapping, Inspection of Products by Weight or Scanning, Pallets, Wire Baskets, Plastic and Metal Containers, Palletizing Equipment. Inventory Management and Controlling Technologies: Computers, Controllers, Software Programs, Systems Integrators, Manufacturing Execution Systems, Warehouse Management Systems, Supply Chain and Logistics Execution Systems, Wireless and Remote Control Systems, Order Management Systems, Enterprise Resource Planning and Transportation Management Systems. Dock and Warehouse Equipment and Supplies: Dock Levelers, Dock Pads, Doors, Forklift Trucks, Racks, Flooring, Handling Systems, Forklift Attachments, Conveyors, Hoists, Cranes, Monorails, Below/Hook Lifting Devices. Consultants and Distribution System Planners: Simulators, Modelers, System Designers, Distribution Consultants, Reverse Logistics and Third Party Logistics. Automatic Identification Equipment and Systems: Bar Code Printers and Scanners, Vision Systems, Voice Recognition Systems, Radio Frequency Identification (RFID) Systems, Systems Integrators. Supply Chain Management: Alternative Fuel Systems, Parcel Management and Distribution, Reverse Logistics, Third Party Logistics, Supply Chain and Logistics Execution Systems, Enterprise Resource Planning and Transportation Management Systems, Inventory Security Services. Sustainable Facility Solutions: Alternative and Renewable energy and Fuel systems, Recyclable and Returnable Packaging and Shipping Materials, Energy Efficient Lighting, High Volume/Low Speed (HVLS) Fans, Energy Efficient Equipment and Sensors, Daylighting Technologies, Sustainable Facility Planning, Power Regeneration Technologies


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April 2019

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Cover Story Autonomous Vehicles: Automated Storage and Retrieval Systems, Automatic Guided Vehicle Systems, Driverless Trucks, Delivery and Inventory Drones, Automated Cranes. The ProMat Conference will include over 130 sessions and bring together leading experts from the industry to give you the latest information on manufacturing and supply chain trends, technologies and innovations. The conference also includes valuable opportunities to network with your peers, including: • S how floor seminars that complement the solutions you see on the exhibit floor • Keynotes on leading supply chain topics •O  pportunities for networking with solution providers and other industry professionals The College Industry Council on Material Handling Education (CICMHE) and the Career & Technical Education Program (CTE) are partnering with MHEDA to host Material Handling & Logistics Student Days. Students, professors, and educators, from universities, community colleges and select technical High Schools from across the region are invited to the show in an effort to learn more about material handling, logistics and supply chain solutions. NETWORKING If you are involved in manufacturing, distribution and the supply chain you will benefit from meeting with other professionals in your field on the show floor. Attendees include: •C  -level and VP-level manufacturing, distribution, logistics and supply chain executives • Manufacturing and production managers

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• IT, logistics and supply chain directors • Third-party logistics professionals • Distribution center and warehousing managers

EDUCATION

8

• Industrial, plant and manufacturing engineers

April 2019

• Procurement professionals KEYNOTES Monday, April 8th 8:45—9:45 AM  arim R. Lakhani, Harvard Business K School  lockchain Technology for Supply B Chains Blockchain technology has the potential to address and resolve many manufacturing and supply chain challenges and add new value to your business. This technology will create a. new normal for supply chains where trust and transparency are the major differentiators to staying competitive. Tuesday, April 9th 8:45—9:45 AM  eshma Saujani, Founder and CEO, R Girls Who Code Closing the Supply Chain Gender Gap It’s no secret that manufacturing and supply chain industry has a serious gender imbalance. We live in an era in which girls are told they can do anything, so why aren’t there more women in supply chain leadership roles to look up to? In 2012, Reshma Saujani founded Girls Who Code with the mission of correcting the disparity in the tech industry. Wednesday, April 10th 8:45—9:45 AM  eorge W. Prest, CEO, MHI & Scott G Sopher, Principal Deloitte Consulting LLP’s Supply Chain Practice  review of MHI 2019 Annual Industry P Report This is your opportunity to be the first to have access to this new report on the supply chain trends and technologies that are transforming supply chains. Scott


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April 2019

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Cover Story Sopher, the principal with Deloitte Consulting LLP’s Supply Chain practice will join George W. Prest, CEO of MHI in presenting the findings and moderating a panel of manufacturing and supply chain leaders on the report’s findings. They will be joined by a panel of manufacturing and supply chain professionals to discuss the real-world significance of the report findings. Wednesday, April 10th 1:00—2:00 PM  arcus Lemonis, CNBC’s “The M Profit” / CEO, Camping World / Serial Entrepreneur  he Three Keys to Business Success – T People, Process, Profit As a self-made billionaire, Marcus Lemonis has seen his fair share of companies come and go on his hit CNBC reality series, “The Profit.” Don’t miss this opportunity to take advantage of his knowledge and insight as Lemonis shares his secrets to business success.

Wednesday, April 10th 4:30—7:00 PM Craig Ferguson, Comedian & Actor  HI Industry Night with Craig M Ferguson Grand Ballroom S100 Join us for live music, food, drinks and entertainment by comedian Craig Ferguson. Tickets are $50 and include beer, wine and hors d’oevres. Scottish-American actor and comedian Craig Ferguson is best known as the host of the CBS late-night talk show The Late Late Show with Craig Ferguson. He also appeared on The Drew Carey Show and was the host of both the syndicated game show Celebrity Name Game, for which he has won two Daytime Emmy Awards, and Join or Die with Craig Ferguson on the History Channel. INTERNATIONAL VISITORS ProMat attracts visitors from over 115 countries. As an international visitor to ProMat 2019, a number of services will be available to you at the ProMat International Visitors Center to make your visit a more productive and rewarding experience. 2019 SHOW HOURS Monday, April 8, 10:00 am – 5:00 pm Tuesday, April 9, 10:00 am – 5:00 pm Wednesday, April 10, 10:00 am – 5:00 pm Thursday, April 11, 10:00 am – 3:00 pm SHOW REGISTRATION There is no cost to attend the show or educational seminars. Visit www.promatshow.com to register.

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**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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2014 TOYOTA 8FBCU20

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2014 TOYOTA 8BRU18

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2006 Genie S40, 500 lbs., Diesel

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2007 Genie Z45/25, 500 lbs., Diesel, 45’

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

ROUGH TERRAIN

1997 Toyota 6FG25, 5,000 lbs., Gas, 132” Mast

2012 JCB 940, 8,000 lbs., Diesel Fuel

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April 2019

11


Aftermarket Dave Baiocchi

Incentives – Engendering Engagement As a dealer principle, I liked to think that the wages we paid our people provided enough motivation for them to be personally invested in delivering a quality experience to our customers. Over time I found that while wages are necessary, the best and most productive employees are hard-wired to innovate. For that additional innovation they want a chance to get a little extra. My goal in designing incentive programs was always to try and foster a team environment and an atmosphere that called people up to the next level, both in our dealership, and in their personal lives. Employee engagement is a funny thing. Over the years I have learned a thing or two about what motivates people to find that inner magic. The big surprise was that many times it was not really connected to wages, or even bonuses and over-rides. Instead there were a myriad of other motivating factors

that are seldom considered in even the most robust incentive programs. We have all talked ad-nauseam about the generational differences that exist in our workforce, but despite all the talk, I am not sure that we have made the organizational shifts to keep our millennials and Gen-X’rs engaged. We still hang money in front of them and expect them to jump for it. When they don’t, we still seemed surprised. By 2025, the millennial generation will represent over 50% of our workforce. The more we do the same old things, the harder it will be to get them excited about our business. We have to address what compels them to engage. Studies have shown that overall, our newer employees value many things as much as OR MORE than adequate compensation: 1. ) Time and work/life balance

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www.MHWmag.com

April 2019

Baby boomers always saw their working life as a CALLING. Much of their identity was tied up in their occupation, and they validated themselves through achievement in the working world. Employees currently in the workforce however may not see work as a calling. Instead they view their employment as a CONTRACT. Their validation and identity are many times completely separated from how they earn their money. It’s not that they are not serious about what they do, but they truly VALUE their time as much (if not more) than their money. 2.) Meaningful Contribution Connected to this obsession with time, is the burning desire they have to be a part of something important, and worthwhile. They want their work to be meaningful. They want to solve problems and overcome challenge in new and different ways. They value efficiency, and find it exciting and motivating to find new answers to old problems. This is why they constantly ask WHY. Management wrongly sees this question as an affront to their authority, but most of the time the WHY is simply an attempt at finding an alternative (and perhaps a better, and more


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Aftermarket profitable) process. We think we know what works. But maybe….we are missing an opportunity. 3.) Recognition Yes, everyone still likes to be recognized publicly. What we recognize employees for however has changed little over the years. We made our numbers!!! We had no accidents!!! We met our sales goals!!! All of this is great, but it does nothing to really motivate the crew. Younger employees like being recognized for achievement, but even more than that they value being appreciated for their IDEAS. Things like reducing the current administrative paper trail, writing better and more customer focused SOP’s, and making computer enhancements for the benefit of all departments should be celebrated as much if not more, than selling some tires, and signing up PM’s. If we find a way to weave rewards into our programs that address these areas, it is likely that you will find that elusive magic formula that draws employees to be personally involved and engaged. All that said, what should an incentive plan look like? How do we meet the motivational needs of a

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I don’t know if there is an easy answer, but I do think that whatever incentive format or system you put in place there are some compulsory components that need to be included. • Incentive program products need to be customized, focused, and planned. Don’t broad brush the program. Customize both the products and the rewards based on the department you are trying to motivate. As an example, road techs should be rewarded for tire sales, but tires are not necessarily a hot item for parts countermen. Scale the products in the program toward items that fit naturally within the department’s capabilities and customer opportunities. • Rewards should include CHOICES Yes, it’s easier to just throw money at them, but in light of what we discussed earlier, perhaps we could add some PTO hours, sporting event tickets, Snap on tool credits, or even dining or travel awards. The wider the range of choices, the more participation you will get, regardless of the generational proclivities. • Programs should include EDUCATION

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diverse intergenerational workforce? Not everyone is a millennial, and we want a broad enough program to engender participation from everyone.

April 2019

If you give someone a story to tell, they may just tell it! If your dealership is highlighting a product, and hanging a reward on it, you will have much more success if you educate the people selling it on the compelling reasons why a customer may want to buy it. This addresses the “WHY” we discussed earlier. It they want to know WHY, let’s tell them! •P  rograms must have adequate INVENTORY Nothing kills an incentive program like NOT HAVING THE ITEM. Your employees will actually ridicule the management for their lack of planning and any traction you established early on will disappear. Programs must be internally advertised If you don’t talk about it, why should you expect them to? Banners, leaderboards, paycheck stuffers, blast emails….just keep the communication going. Your employees are watching you….they will only be as excited as YOU are about the program.


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April 2019

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Aftermarket •R  ewards must be distributed no less than monthly, and only during staff meetings. Nothing says “we’re really serious about this” more than actually paying the rewards. Doing so publicly even heightens the effect. Once again on the subject of choices….you may allow your employees to accumulate points toward upper level rewards, or cash them out as you go. Flexibility is the key to making the program popular. Just as an aside….I know that employees always prefer CASH. Their preference notwithstanding, if the program is successful, this may complicate tax consequences for both the employee and the dealership. We did not pay cash, but instead created and presented our own internal payroll voucher. The employee got a copy of the voucher knowing what they earned, and were able to anticipate getting their reward on their next paycheck. There are dozens of ways you can engender participation. The key is to be creative. Perhaps you can reward the world of “ideas and improvements” (discussed earlier) by having managers submit candidates that made contributions every quarter. Reserve some

rewards just for the idea generators among you. We even offered shop techs rewards based on completing jobs under the quoted hour allowance. Whatever you do….make it fun, talk it up, and pay it often. Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 37 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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April 2019


UNIT

YEAR MODEL

MAST

IC CUSHIONS 21466 21106 21242 21666

2001 2012 2014 2013

CAT GC20 Cat 2C5000 Hyster S70FT Yale GLC050VX

IC BIG CUSHIONS 21541 21033 21443 21526

2000 2014 2000 2003

Cat GC40KSTR Hyster S155FT Royal T400 Taylor TC 400L

IC PNEUMATICS 21487 21489 20400 20630

2010 2010 2007 2012

Clark C25L Clark C25L Doosan G25E-5 Hyster H50FT

IC BIG PNEUMATICS 20426 21153 21041

2010 Hyster H155FT 2011 Hyster H155FT 2013 Yale GDP190VX

TUGGERS 21615

2008 Toyota 8TB50

VNA ARTICULATING 20650

2006 Crown 40TSTN

MISCELLANOUS

21444 21395 21209 21392

2017 2013 2006 2011

Baoli KBG35 Club Car Carryall 2 Combi-Lift Genie AWP30SAC

PNEUMATIC ELECTRICS 20319 21126 21127

2014 Hyster J40XN 2010 Yale ERP040VF 2010 Yale ERP050VL

4 WHEEL RIDER ELEC

21170 21616 20406 20119 18961

2012 2014 2009 2002 2009

Cat E5000 Crown FC4525-50TT Hyster E65XN Nissan PE30Y Yale ERC030AH

BIG RIDER ELEC 20781 20067

2008 Hyster E80Z 2011 Yale ERC080HH

HYD

NOTES

UNIT

74/187 83/188 88/187 83/189

3 Way 4 Way 4 Way 3 Way

SS, Forks 4Way, S-S, Forks S-S/F-P, LBR, Forks 3Way

93/201 120/244 120/112 108/98

4 Way 4 Way 4 Way 4 Way

SSFP, forks 4Way SSFP, 72” forks 40K @ 30” LC

86/189 84/189 84/186 84/189

4 Way 4 Way 3 Way 3 Way

SS, Forks, LPS SS, Forks, LPS S-S, Forks S-S, 48” Forks, Full Cab

19900 21058 21107 19688 20168

2000 2011 2009 2009 2010

Cat EP16KT Cat 2ET3500 Hyster J30XNT Hyster J30ZT Yale ERP030TH

STOCKPICKERS

20641 20312 18774 21356

148/212 4 Way 107/133 4 Way 107/181 3 Way

4Way, IV Carriage, Full Cab 4Way, 60” Forks TRIPLE, S-S, 48” Forks, OHG

0/0

Tugger

1 Way

YEAR MODEL

3 WHEEL RIDER ELEC

173/303

Man up turret truck

90/189 4 Way 0/0 2 Way 148/248 4 Way /30

cab, alum bed, charger NEW TIRES, F-P, 48” Forks 350lb capacity, 30’ lift

108/246 4 Way 78/187 3 Way 83/189 3 Way

4Way, S-S/F-P, 48” Forks S-S, Forks S-S, Forks

83/188 85/188 88/187 83/187 82/126

4 Way 3 Way 3 Way 3 Way 3 Way

4Way, S-S, Forks SS, Forks S-S, Forks S-S, Forks S-S, 48” Forks

88/185 88/185

4 Way 3 Way

4Way 3 Way

2006 2003 2006 2007

Hyster R30XMS2 Yale OS030ECN Yale OS030ECN Yale OS030ECN

RIDER REACHES 20078 20907 20905 20109 20111

2007 2014 2013 2003 2004

Hyster N35ZR Jungheinrich ETR230 Mitsubishi Yale NR035AEN Yale NR035AEN

WALKIE ELEC 20764 18492 21523 21524 21525

2008 2009 2004 2007 2007

Hyster W40ZA Hyster W40ZC Yale MSW040SE Yale MSW040SE Yale MSW040SE

STANDUP COUNTERBAL. 20071 20969 20952 21290 20083

2006 2007 2012 2009 2004

Crown RC3020-30 Hyster E30HSD Hyster E40HSD Raymond 4100-30TT Yale ESC030AB

ELECTRIC PALLET JACK 20148 20149 20423 20179 19716

2007 2007 2015 2008 2011

Cat WP4500 Cat WP4500 Hyster W45Z-HD Raymond 102T-F45L Yale MPB040EN

PARTS TRUCKS

21380 20878 21123 20117 21340 19239

2010 2012 2007 2012 2008 2009

Hyster S30FT Hyster E40XNS Nissan Nissan C50PL Yale OS030ECN Yale GLC030VX

MAST

HYD

NOTES

83/188 84/189 82/187 82/187 84/192

3 Way 3 Way 4 Way 3 Way 3 Way

S-S, Forks S-S, Baseloid 4Way, S-S, LBR, Forks S-S, LBR, Forks S-S, 42” Forks

95/213 95/213 89/195 89/195

1 Way 1 Way 1 Way 1 Way

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

131/302 95/210 139/318 107/242 95/212

4 Way 4 Way 4 Way 3 Way 3 Way

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

72/100 72/100 87/130 87/130 87/130

1 Way 2 Way 2 Way 2 Way 1 Way

42” Forks 48” forks built in charger, forks built in charger, forks built in charger, forks

83/190 84/189 88/241 88/227 83/190

3 Way 3 Way 3 Way 4 Way 3 Way

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

0/0 0/0 0/0 0/0 0/0

1 Way 1 Way 1 Way 1 Way 1 Way

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

88/187 / 83/187 61/82 89/195 82/187

3 Way 4 Way 3 Way 3 Way

SS, forks S-S, LBR, Forks S-S, Forks S-S, Forks Pallet Clamp, 42” Forks S-S, Forks

3 Way

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April 2019

17


Bottom Line Garry Bartecki

Is your business ordinary, average or upper quartile? How is the business doing? What do you say when someone asks, “How did 2018 come out”? And if you say we did this or this happened and they ask “Why” that happened, do you know the answer? I unfortunately believe that a large percentage of CEO’s could not answer that question knowing exactly what happened.

not sure your management team knows it any better and want to step up their game, but at the same time want to insure they will get a bank for their buck.

I would expect that type of response from one of the run-of-the-mill equipment dealers that put forth the AVERAGE numbers we find in the annual financial reports covering the industry. You know how some of those reports work…. we have the upper quartile (top 25%) and in some cases the lower quartile (lowest 25%) and then everybody else.

YOU must lead the charge. YOU must attend EVERY program or meeting. YOU must involve your CFO and other DEPT HEADS. This is the only way you will know where you need to be and can discuss these changes with other executives who have been through a program resulting in better operating income and cash flow.

GUESS WHAT? A BUSINESS CANNOT AFFORD TO BE “EVERYBODY ELSE” IN THIS DAY AND AGE, AND DON’T HAVE TO BE WHEN THERE IS SO MUCH HELP AVAILABLE TO MOVE THEM INTO THE UPPER QUARTILE.

IF YOU CANNOT COMMIT TO THIS TIME OBLIGATION …. SELL THE COMPANY.

If you are average you will continue to fall behind as you competitors in the upper quartile eat your lunch with better pricing because they are more efficient and have lowered costs, they make doing business with them easy and convenient and can hire the better people because they can earn more working there. Tough to compete against. And if you happened to fall into the lowest category you need to move fast or get ready to sell what you have to a strategic buyer who knows your industry or is a competitor why you still have something to sell. If you don’t operating results will only get worse, eventually forcing the owner to take a 50% discount by selling a distressed company as opposed to highly profitable operation. It is no secret that the upper quartile folks are buying up their smaller competitors at a brisk pace. Number 1, it is good time to sell. Number 2, Buyers have access to money to do the deals. Number 3, the latest tax bill helps both sides of the transaction. If you are a potential seller don’t wait to make a move! Are you one of those business leaders who really feel they don’t know what goes on in their domain, are 18

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Well, we can get you there but there is one very important segment of the program that only you, Mr. CEO, can accomplish. Can you guess what that is? And the answer is.

If you believe I am being a little harsh here I don’t believe I am. Because if the CEO is not leading the effort the company will never reach the improvement levels needed to make the company more financially viable. Here are some steps you can take to get on the right track. • Join MHEDA and actively participate in the DiSC Report (that means submit your data on an annual basis). If you cannot do this on a timely basis you are in big trouble. •P  articipate in MHEDA convention and programs. Talk to other attendees. Meet with your OEMS and ask for their assessment of your operation compared to the upper quartile firms. Record the conversations or take notes. •T  ake your CFO along to these meetings and discuss info and data you would like to start seeing on a monthly basis that will help you improve operating results. •Y  ou and your department heads should attend MHEDA programs addressing parts, service, rental, sales and other meaningful topics.


Bottom Line •R  ead this publication and others like it. There is a ton of good free information to consider. And don’t hesitate to give the authors a call if you have questions. We love talking with you. •M  ake it a point to review other dealer-oriented industries …. construction equipment dealers, rental companies, leasing companies, auto dealers and whoever else you can find. I guarantee you will learn something you can apply to your business when you do.

This Phase 2 program is obviously more expensive …. airfare, three nights of hotel and other travel costs plus the cost of the program. The costs are typically totaled and spread among the members after each meeting. But when you have goals for each department assigned to your company, can compare your data against others in your group, have the ability to dive into how the others are achieving the results they are getting, listen to how others are improving their business and generally have the ability to call every

Ok, that is Phase 1. The time commitment is a must and the cost are reasonable.

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The next step up is to join one of the 20 Groups presented by Bob Currie or Walter McDonald. Same time commitment for three twoday meetings per year where you will have to provide quarterly financial data which is compared to others in the group. You are also expected to ACTIVELY PARTICIPATE IN THE DISCUSSIONS AND SHARE PERSONAL RESULTS AND IMPROVEMENTS WITH THE GROUP. You could also be called upon to produce new ideas to the group at each meeting, most of which are viable options to consider. The BOTTOM LINE here is that if you don’t fully cover the cost the meeting by the end of Day 1 you are not paying attention.

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I have personally witnessed and participated and monitored some of these group meetings and can attest that the CEO’s attend each meeting, actively participate in the discussions and put a lot of effort into the “new Ideas” segment of the program. How amazing is it that all the companies represented by these attendees are in the Upper Quartile regarding financial results? Hmmmm.

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Save Time

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Bottom Line one of these members when you have questions of problems to deal with how can you not improve your bottom line and cash flow. There are NO competitors in a group. Not allowed. So, you can freely discuss your problems. That is Phase 2……you can get a lot out of Phase 1 approach, but going over your goals and results on a quarterly basis knowing 15 other folks are going to question your results and what you are doing kind of puts Phase 2 at the front of the class if you have any urgency in righting the ship. There is a Phase 3…. which I don’t have time for this month. Kind of a middle of the road approach where you can stay put and get some outside help. We’ll get to it next month. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.

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21


Human Element Eric Baker, Caliper Corporation

Should I hire this person? Nothing can derail decision making like conflicting data. Have you ever read online reviews for restaurants when planning a vacation itinerary? You get 12 people saying Uncle Frank’s BBQ is the best they’ve ever had, while 8 others claim it’s the worst. The 12 advocates report that Uncle Frank’s Memphis-style ribs are tender and flavorful. The 8 naysayers insist the ribs are dry, chewy, and bland.

years’ experience doing the work. However, he didn’t interview well. The other applicant only has 1.5 years’ experience but clicked with the interviewers and seems like a good culture fit.

So you end up saying, “To heck with it,” and go to the national-chain restaurant because at least you know what to expect there. Selection and hiring can be a bit like choosing a restaurant, but the stakes (no pun intended) are a lot higher. If a restaurant turns out to be mediocre, it’s not a tragedy; you only had to eat there that one time. But when a new hire is mediocre, you’re reliving it every day for the next six months or five years.

Well, one advantage hiring managers have that restaurant patrons do not is the option of running a pre-employment assessment. An assessment that is validated for selection, such as the Caliper Profile, will show you the things you can’t see on a resume or in an interview: the intrinsic motivations, limitations, and behavioral tendencies of job applicants. This is often the additional data point needed to make that hiring choice with confidence.

Consider that a company is looking at two candidates for the same role. One applicant has 7

It’s not uncommon for employers to overestimate the importance of learned skills and underestimate the

The hiring manager is rendered indecisive by the conflicting inputs. She personally liked the second candidate, but there’s no denying the first candidate’s proven skill set. What to do?

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Human Element intrinsic potential of prospective workers. The next statement is obvious: skills can be taught and potential cannot. But more to the point, skills fall out of favor when business priorities shift and technology changes. Learned skills today might not be relevant 3 or 5 years from now when the person who was hired is up for promotion or moves to a different department. Meanwhile, intrinsic motivations like Active Listening, Collaboration and Teamwork, Relationship Building, and Creativity and Innovation not only help a person succeed in a given role, they are beneficial to the company now and for as long as the person is under its employ. Furthermore, by bringing in people who are wired to exhibit the on-the-job behaviors you want to see across the organization, you can reshape the company culture for the better. That’s so much more powerful and meaningful than 5 years of experience plugging away at one task or another.

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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None of this means that the person with more experience won’t also be the better candidate from a psychometric perspective. You may find out, after looking at the assessment report, that the less-experienced person also lacks the intrinsic motivations you want now and in the future. You might discover that, although the experienced person did not interview particularly well, he shows the performance drivers needed to deliver the desired work result over time. Conversely, it’s possible that the less-experienced applicant’s motivators align better with the job. The point is that having your applicants complete a behavior-based pre-employment assessment like the Caliper Profile will provide the objective data you can’t get from resumes or interviews. Assessment results also show a wide-angle view that considers the entire employee lifecycle, not simply what candidate brings today in learned skills. And it gives hiring managers the confidence needed to answer a fundamental question: Should I hire this person?

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Sales Trends Jeffrey Gitomer

It’s not the company. It’s the people in the company. It’s you! When you walk into someone's place of business to shop or buy something, what are you expecting? Most people (you included and me included) expect someone friendly, someone helpful when you need them, to be served in a timely manner, to be given fair value, to be presented with a quality product, to make the process quick and easy, and to be thanked whether you give them the business or not. Then the question is: What do you get? Typically, you get a mechanical welcome, someone feebly says, "can I help you?" Followed by people telling you what they can't do versus what they can do, or what they don't have. Maybe a bunch of sentences containing the word policy, and an inability to understand that just because they're out of an item, doesn't mean you don't still want it or need it, and will likely go to their competition to get it. All this, and a touch of rudeness. Now, maybe I have exaggerated a bit. But I can promise you, not by much. And the interesting part is, many companies have multiple locations where the products are the same, but the service is not recognizable from place to place -one may be fantastic, while the other may be pathetic. The inconsistency of people-performance can make or break a business. Here is what will make you or anyone near you, or anyone in a job they consider beneath them, or anyone who hates work, understand the formula for emerging into a better career -- certainly a better job.

5. Your commitment to being your best. 6. Your boss and how your boss treats you. 7. L  ooking at your job as menial rather than a steppingstone towards your career. It's not "just a job" - it's "an opportunity." 8. Pride in your own success. 9. R  ealizing that you're are on display, and that your present actions will dictate your future success. 9.5 Every today is a window to your every tomorrow. Companies spend millions, sometimes billions of dollars in advertising, branding, merchandising, strategizing, and every other element of marketing that they believe will bring business success. But if there are people involved, marketing means nothing if the people are not great. When I walk into a business, I ask people, "How's it going?" I get the most disappointing answers like, "Just three hours to go." Or, "It's Friday." What kind of statement is that? What does that tell you about what kind of employee they are, much less what kind of service is attached to their attitude? When you go to a hotel, a fifty-million-dollar business rests on the shoulders of shoulders of the front desk clerk. That's the first impression you have. In a retail business, it's no different.

1. Y  our internal happiness. Happiness is not a job, it's a person.

All the advertising gets you to come into the store. From there, it's all about the retail clerk. Doctors and dentists now advertise. But it's the person who answers the phone that gives a true reflection of what the doctor or dentist office will be like.

2. Y  our attitude toward work. Do you just go to pass the time for a paycheck, or are you there to earn your pay with hard work?

What is your company like? Do you have any people working there that hate their job? Do you have people with "attitude?" What can you do?

And all of these elements will be reflected in your performance:

3. Y  our self-esteem and self-image. How you feel about yourself. 26

4. Your desire to serve.

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These elements will get YOU to BEST: 1. S et the example by being your best and doing your best


Sales Trends 2. Hang around with the winners, not the whiners 3. C  reate service best practices, and have everyone implement them. 4. Have weekly internal positive attitude training. 5. L  ook at the best companies in America for best practices you can adapt and adopt. 6. Do your best at everything, every day. 6.5 W  ork on your own attitude. You must think you will succeed, before success is yours. You must think you will be happy, before happiness is yours. The root word of "your" is YOU. Each employee has the responsibility of representing their company to their customers in a way that reflects the image and reputation needed to build or maintain a great reputation and a leadership position.

Develop the pride in doing your best at your job even if it's not your career, and never use the word "just" when you describe yourself. Real winners are few and far between. And making yourself one is a choice. 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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Nuts & Bolts

Acquisitions, expansions & other business news

CLARK Material Handling recognizes 2019 Dealers of Excellence CLARK Material Handling Company, a global manufacturer in the material handling industry, is proud to announce the 2019 recipients of the Dealer of Excellence award. The Dealer of Excellence recipients represent the top performing CLARK dealers from the U.S., Mexico and Canada. This group achieved great success in servicing CLARK customers in their respective geographic areas throughout 2018. • • • • • • • • • • • • • • • • • • •

B  ig River Equipment Company, Inc. B  urke Handling Systems, Inc. C  ontinental Lift Truck, Inc. E  mpire Forklift, Inc. E  quipment Depot Ltd. – Texas E  rie Industrial Trucks, Inc. F  orklifts of Minnesota, Inc. F  orklifts of St. Louis, Inc. Fraza G  authier Chariots Elévatéurs J.M. Equipment Company, Inc. L  ift Parts Service, LLC M  aterial Handling, Inc. M  S Equipment Sales, Inc. N  ational Lift of Arkansas, Inc. S ilver State Forklift, Inc. T  he Lilly Company T  ri-Lift NC, Inc. W  elch Equipment Company, Inc.

www.clarkmhc.com

Caldwell opens new dealership in Charlotte area Seth Caldwell has opened up a used material handling equipment company called Zoom Lifts and Equipment. The core focus will be buying/selling forklifts and related material handling equipment.  They are located in Chester, South Carolina which is close to Charlotte, NC and Columbia, SC. metropolitan areas, but conducts business worldwide. www.zoomlifts.com 30

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Mitsubishi Caterpillar Forklift America Inc. (MCFA) announces 2019 Dealers of Excellence Mitsubishi Caterpillar Forklift America Inc. (MCFA), a global manufacturer of forklifts under the Cat® lift trucks, Mitsubishi forklift trucks and Jungheinrich® brands, has announced its 2019 Dealers of Excellence. MCFA recognizes these dealers for providing industry-leading customer service and strategic material handling solutions to the customer ownership experience. This year’s recipients are: •E  quipment Depot Illinois– Itasca, Illinois •E  quipment Depot Ohio– Cincinnati, Ohio •E  quipment Depot Kentucky– Louisville, Kentucky •F  allsway Equipment Co.– Akron, Ohio •F  raza Forklifts– Canton, Michigan •G  & W Equipment, Inc.– Charlotte, North Carolina •H  erc-U-Lift Inc.– Maple Plain, Minnesota •M  aquinas Diesel, S.A. de C.V. (MADISA)– Santa Catarina, Nuevo León, Mexico •M  iami Industrial Trucks– Dayton, Ohio •Q  uinn Company– Industry, California •R  ing Power Corporation– St. Augustine, Florida •T  owlift, Inc.– Cleveland, Ohio •T  oromont Material Handling– Québec, Canada •T  RACSA S.A.P.I. de C.V.– Tlaquepaque, Jalisco, Mexico •W  isconsin Lift Truck Corp.- Brookfield, Wisconsin •W  iese USA, Inc. – East Division– Indianapolis, Indiana •W  iese USA, Inc. – South Division– Memphis, Tennessee •W  iese USA, Inc. – Central Division– St. Louis, Missouri www.mcfa.com

FOR MORE NUTS & BOLTS ARTICLES GO TO WWW.MHWMAG.COM


Nuts & Bolts Acquisitions, expansions & other business news Terex to sell Demag® Mobile Cranes business Terex Corporation has announced that it has agreed to sell its Demag® Mobile Cranes business to Tadano Ltd. for an enterprise value of approximately $215 million. The Demag® Mobile Cranes business manufactures and sells all terrain cranes and large crawler cranes. Included in the transaction are the manufacturing facilities in Zweibrucken, Germany and multiple sales and service locations. The sale, which is subject to government regulatory approvals and other customary closing conditions, is targeted to close in mid-2019.

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Toyota Industries North America acquires Hoist Liftruck Toyota Industries North America, Inc. has entered into a definitive agreement to acquire the assets of Hoist Liftruck Mfg., LLC effective February 8, 2019. The new company will be Hoist Material Handling, Inc. The acquisition of Hoist Material Handling adds to Toyota’s already robust presence in the state of Indiana. Headquartered in East Chicago, Ind. with a 550,000-square-foot factory, Hoist has nearly 25 years of experience manufacturing heavy-duty cushion tire and pneumatic forklifts, reach stackers, container handlers, and more, ranging in lift capacity from seven to 57 tons. www.toyotaforklift.com

ITA reports another record year in Forklift sales Forklift truck sales in the North America market continue their unprecedented increase. 2018 marked the fourth consecutive year of historic growth, with over a quarter million units sold and a 2.8 percent increase from 2017 according to the Industrial Truck Association. www.indtruck.org

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31


Shifting Gears

Industry personnel and organization news

Zielsdorf name president of Lift Products, Inc.

Custom Equipment appoints president & CEO

Matt Zielsdorf has been named President of Lift Products Inc., Derco Manufacturing, and Solution Dynamics, all three companies are owned by Material Handling Holdings. Matt has 25 years of experience in sales leadership in the capital equipment industries. He spent 16 years with Peerless Food Equipment located in Sidney, Ohio in various management roles and ending his time at the company as Vice President of Sales and Marketing. Before arriving at Lift Products Inc., Derco Manufacturing, and Solution Dynamics, Matt served as Vice President of Sales and Marketing at Apache Stainless Equipment Corp. in Beaver Dam, Wisconsin.

Custom Equipment, LLC welcomed industry veteran Terry Dolan as its president and CEO. Dolan brings nearly 30 years of experience in the rental, construction and equipment industries and will lead the overall direction and strategy of the organization. He has more than 20 years of executive and general management experience in the industrial equipment and rental sector, including leading national sales, operations and marketing teams.

www.liftproducts.com

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Manitou adds to Senior Leadership Team Manitou North America has announced changes to its senior leadership team, adding three key team members to enhance their customer service for its Manitou, Gehl and Mustang by Manitou brands. Myron Birschbach was announced as the new vice president of service and aftermarket; Scott McGuigan, eastern region vice president for Manitou North America sales; and Jill Pintor, business coordinator for Manitou North America. www.manitou.com

Nord Modules celebrates its U.S. launch with new distributor U.S. distributor Hermitage Automation is the first distributor Nord Modules has signed to take its modules into the U.S. market. According to Bruno Hansen, co-founder of Mobile Industrial Robots (MIR) the company expects to grow its distribution network extensively within the next months.

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• REMAN TRANSMISSIONS • REMAN TORQUE CONVERTERS • TRANSMISSION REBUILD KITS • REMAN DRIVE AXLES

American Industrial Transmission Inc. 20395 Hannan Pkwy. Walton Hills, OH

• REMAN STEER AXLES

Fx 440-232-8142

www.aittransmission.com

sales@aittransmission.com

800-588-7515 www.MHWmag.com

April 2019

35


Classifieds FOR SALE

LOOKING TO BUY

Original & Aftermarket Parts for Most Equip.

FORKLIFTS & TIRES 713.460.8197 • 800.687.3884 fax: 713.460.5941 www.forkliftsandtires.com

BATTERIES WANTED

36-volt, 750 AH 48-volt, 600 AH other sizes available

Industrial Forklift Batteries and Chargers In Good Condition!!

New Single Phase Chargers

Full 2 yr. warranty

• Specialty Material Handling, Inc.

The

Series 1 Workhorse Single Shift rating

Experts

(10 yr. transformer coverage)

Call Us With Your Off-Lease Or Fleet Surplus Equipment.

SAVE ON QUANTITY PURCHASE!

ARCON EQUIPMENT INC.

Used 3-phase chargers also available

www.ArconEquipment.com

OHIO RACK We BUY & SELL Portable Stack Racks Flexible Packaging NEW & USED 800-344-4164 Fax 330-823-8136 Email: ohiorack@cannet.com

www.ohiorack.com

440-232-1422

ARCON EQUIPMENT INC We Accept

Bought & Sold, Rentals, New & Used Parts, Appraisals, Technical Support

(440) 232-1422

www.ArconEquipment.com

Gregg Zdan (734) 641-1800 www.useddrexels.com Associated with DREXEL Industries since 1972

VISIT MATERIAL HANDLING WHOLESALER AT PROMAT. BOOTH #S3076

THE NEXT CLASSIFIED AD DEADLINE IS

MONDAY, APRIL 1ST CALL ALVA OR DEAN FOR RATE INFORMATION AT 877.638.6190

36

www.MHWmag.com

April 2019


RELAX AND ENJOY BOOTH #S138

Thombert DYALON® “B” wheels and tires have been the industry work horse for electric lift trucks since 1958. DYALON® “B” is the only 83 Shore A durometer on the market today. It offers good load capacity, traction, and durability all rolled into a single compound. Enjoy life rather than think about your wheels and tires.

800-433-3572 thombert.com www.MHWmag.com

April 2019

37


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

DAY! TER TO ARGE REGIS RECH

TION N E V CON OWCASE S ’ A D MHE IBITOR SH & EXH L

NUA TH AN

64

A IZEONNIX RO PAH

-8, MAY 4 TT ARRIO JW M

2019 RT E RESO T RIDG DESER

NIX PHOE

NA ARIZO

IT’S THE HOTTEST TICKET IN MATERIAL HANDLING MHEDA’S 2019 ANNUAL CONVENTION & EXHIBITOR SHOWCASE

Set the Stage for What s Next ’

MAY 4 - 8, 2019 • JW MARRIOTT DESERT RIDGE RESORT • PHOENIX, AZ If “All the world’s a stage” does your material handling organization have the right people in the right roles to generate memorable performances? Do your customers have a distinct reason to do business with you? What are the defining trends that will impact you both professionally and personally? Make plans now to attend MHEDA’s 2019 Annual Convention. We’ve designed an exciting agenda to help you: • Manage new generations in the workplace

• Maximize the value of your business

• Gain digital marketing hacks

• Learn the latest on automation solutions

• Explore the latest tech tools

• Connect with 90+ companies at the Showcase

• Reduce corporate and individual tax expenses

• And more!

Register today! Visit www.mheda.org/convention2019 or call 847-680-3500.

38

www.MHWmag.com

April 2019


WE BELIEVE

LIFE

SHOULD BE

A GIVEN

1902_MH_Promat_2pageAd_V2.indd 1

www.MHWmag.com

19-02-28 April 2019

14:13 39


And to get the maximum lifespan out of your forklift tires, we believe in offering you the right tire for the intensity of your application. Visit maximumlifespan.camso. co to determine your usage intensity and find the right tire 2 40 1902_MH_Promat_2pageAd_V2.indd www.MHWmag.com

April 2019

19-02-28 14:13


Robust and clean Continental Solid Tires Features

Benefits

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

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

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

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

› Excellent wear and chunk resistance.

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

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

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

at Visit us ProMat! 1047 Booth S

New Customer Offer: For details on receiving 10% off your first order of up to 12 tires, send code MHW19B to CST.Promotions@conti-na.com. www.continental-specialty.com

www.MHWmag.com

April 2019

41


ClearCap & TuffCab! ClearCap Roof Covers!

Easy Install

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

TM

Clear Solutions to Common Problems TuffCab Panel Cab Enclosures

Vinyl Side Doors

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

Wy’East Products 1-888-401-5500 www.clearcap.com 42

www.MHWmag.com

April 2019


We Handle It All! Setting the Standard in Material Handling Equipment

As World-Class Designers & Manufacturers of Material Handling Equipment, We Offer:

Superior Workmanship • Customized Designs • Competitive Pricing

CUSTOM TRAILERS

This one-of-a-kind was just what the customer ordered!

GENERAL PURPOSE TRAILERS Single end fifth wheel, front automotive or all wheel steering capabilities. Our equipment is of heavy duty, all welded steel construction capable of withstanding the roughest punishment.

SPECIALTY TRAILERS

TRANSPORTERS

Our heavy-duty transporters come equipped with maintenance free battery and charger, pendant control, electromechanical drive and steer with laser scan bumpers as an option. We can build to your specifications or ask about our standard models.

Some material handling jobs are so unique that only customized specialty trailers can be used efficiently. We can design and build any size or capacity from the "ground up" the exact trailer to fit your special needs.

TANK TRAILERS

Give us your specs, chances are we built a similar unit before and with minor modifications, get you what you need.

TRAIL SKIDS

Can double or even triple your forklift's capacity.Plus they are extremely maneuverable.

SCRAP BUCKETS

Our patented PHILLIPS Auto-Dump Bucket will increase efficiency and reduce the cost of handling almost any loose industrial material. Our buckets are available from 1/2 - 20 cubic yards. All operations are handled by the craneman. It cannot be dumped in mid-air or dumped accidentally.

AGV TRANSPORTERS

AGV Transporters are capable of fully automatic operation within your plant and are designed to meet your specifications. These high capacity AGV Transporters are equipped with a multitude of performance and safety features.

CHARGING ATTACHMENTS All PHILLIPS Charging Attachments have available quick disconnect hydraulic couplings bolted to the apron. Heat resistant modifications are done to any model of forklift for your safety.

Visit us in Chicago at Booth S118

PHILLIPS PRODUCTS P.O. BOX 409 IRWIN, PA 15642

PHILLIPS PRODUCTS

T: 724-864-8900 F: 724-864-8909 Email: Dave Felt at dfelt@irwincar.com

Part of the Industrial Sales Group of Irwin Car and Equipment

www.irwincar.com

www.irwincar.com

19265 - MHW Ad Update for April Issue.indd 1

www.MHWmag.com

2/26/19 April 2019

43

1:20 PM


EnginEErEd rack rEpair & protEction

Shorter Lead-time. Greater Capacity. Better Service.

We have grown from 22,000 sq. ft. to more than 70,000 sq. ft. on 12 acres. Our new Missouri manufacturing facility with our state-of-the-art equipment and powder coat paint line allows us to expand capacity by 4 times.

BO

OT

H

#2

66

2

Repair and protect all types of pallet rack. All Styles, All Punches, All Dimensions‌ Mac Rak has your repair and protection solution! Best Distributor Support Service in the industry!

815-723-7400 info@macrak.com

Visit us at MacRak.com & MacRakSafety.com Member

44

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April 2019


Largest online market for used forklifts, attachments and work platforms with 83,701 offers. 5

STK# 2EQ10843 2014 Komatsu FD7010 H&K Equipment Coraopolis PA (800) 708-9765

8

STK# 2EQ11138 2009 Taylor TX4-300 H&K Equipment Coraopolis PA (800) 708-9765

1

STK# 21220 Caterpillar C5000 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

STK# 1EQ13780 1998 Taylor THD300M H&K Equipment Coraopolis PA (800) 708-9765

1

STK# 1EQ15089 2009 Taylor T330SL RoRo H&K Equipment Coraopolis PA (800) 708-9765

STK# 21232 Toyota 7FGU35 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

1

DEAN MILLIUS

1

STK# 21222 Toyota 7FGU30 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

5

STK# XX0053467 2013 Hyster E40XN MH Equipment Company Des Moines IA (888) 564-2191

|

2

STK# XX0052768 2013 Hyster S100FT MH Equipment Company Des Moines IA (888) 564-2191

STK# GC50827 2011 Hyster S50FT Alta Equipment Company Livonia MI (844) 256-9684

1

ALVA COFFMAN

STK# MS30237 2002 Hyster W30XTC Alta Equipment Company Livonia MI (844) 256-9684

1

STK# 21150 Toyota 7FGU35 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

1

1

1

STK# 21469 2012 Toyota 7FGU50 The Forklift Pro Pineville NC (877) 725-4461

5

STK# 17979 2009 Doosan BC30S-5 Ohio Lift Truck, Inc. Grand River OH (440) 354-1444

8

STK# 1EQ15089 2009 Taylor T330SL RoRo H&K Equipment Coraopolis PA (800) 708-9765

|

877.638.6190

|

1

STK# 000045565 2011 Hyster S80FT MH Equipment Company Des Moines IA (888) 564-2191

sales@mhwmag.com

WWW.FORKLIFT-INTERNATIONAL.COM

www.MHWmag.com

April 2019

45


QUALITY MATTERS

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

QUALITY. PRECISION. PERFORMANCE.

At MVP, we pride ourselves on providing outstanding quality, drop-in replacement parts. We don’t use phrases like “close enough” or “will fit.” Our staff scrutinizes over parts before we add them, making sure that we can be proud to put our name on each one. The extra investment and commitment to quality means your customers will get a part that will fit and perform just as the original did -- making you look like the expert! For over 20 years, equipment dealers and service centers have trusted MVP with their business. You, too, can count on MVP’s PROVEN, quality and performance to make your customers happier and your job easier!

At MVP, You’re the Most Valuable Person!

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

PUT THE MVP SPECIALIST TO WORK FOR YOU! 46

www.MHWmag.com

April 2019

Wholesale Only.


New Products

See more new products online at www.MHWmag.com

Pioneer announces SMART+™ dock products PIONEER DOCK EQUIPMENT announces the launch of the SMART+™ line of dock products. The SMART+™ line features an interactive HMI (Human Machine Interface) touch screen control panel. This intuitive touch screen panel is easier to operate than push button styles and offers real time feedback. The PIONEER SMART+™ line of control panels are sleek, modern and offer state of the art components providing a longer service life. The HMI panels are unaffected by heat or cold and will operate flawlessly across a diverse range of industrial environments. No special style gloves are required. The touch screen operates through leather work gloves or heavy-duty welding gloves. www.pioneerleveler.com

RIKUTEC Group launches industry’s first All-Plastic Twin Drum for aggressive chemicals RIKUTEC Group, a blow molding technology specialist, has introduced the industrial packaging industry’s first all-plastic Twin Drum which meets the highly stringent demands of the Packaging Group 1 regulations as specified by the ADR European agency for safe storage and transport of highly aggressive chemicals. The blow molded “tank in a tank,” which requires no secondary container, also meets UN-sanctioned approvals in Europe and U.S. Department of Transportation regulations. www.rikutec.com

Yale Telemetry solution enables operations to take charge of Lift Truck Batteries

premature replacement and most importantly, unplanned extra costs. Yale Battery Vision is a wireless battery management solution designed to help prevent these issues by providing valuable, real-time insights to maximize lift truck battery performance and longevity. www.yale.com

EKKO 4 Wheel Electric Forklifts EKKO, is offering our newest line of “Emissions Free” forklifts to the industry. The EK20R: 4500lbs. capacity, triple mast 216″, 48V and our EK20RL: 4500lbs. triple mast 189″, 48V. Both are offered with FREE Industrial Batteries and Charger. Aren’t you ready to protect your health, environment, employees, customers and gain maximum margins? Give EKKO a shout and start “Moving Ahead” with EKKO Lifts. www.ekkolifts.com

Low collapsed height lift table is ideal for palletizing applications LiftMat™ low profile lift tables from Southworth Products have a lowered height of just 3¼ inches, substantially lower than conventional lift tables. With a focus on ergonomics, these lift tables increase productivity and improve worker safety in a wide range of industrial applications. Ideally suited for palletizing, the LiftMat gives workers unobstructed access to all four sides of a palletized load. As boxes are added or removed, the platform is raised or lowered to the most comfortable height with a powered foot switch, or a hand-held push-button remote. The need for bending and stretching is eliminated, reducing worker fatigue and minimizing the risk of injuries. www.southworthproducts.com

Poor management and charging habits for lift truck batteries can lead to diminished performance,

www.MHWmag.com

April 2019

47


New Products

See more new products online at www.MHWmag.com

Hyster offers Industry-First Telemetry Mobile App for new levels of Data Driven Productivity

Pettibone enters 12,000-pound capacity market with Traverse T1258X Telehandler

The Hyster Tracker mobile app offers a new level of productivity. It works as a companion to the existing Hyster Tracker desktop portal, bringing data-driven insights and management functionality to the warehouse floor for easier, more efficient fleet management. The Hyster Tracker mobile app provides near-real time fleet utilization metrics and notifications when events like impacts or errors on pre-shift safety checklists occur. Smart dashboards make large data sets and information more manageable via smartphones, eliminating the need to get to a laptop or work station for critical information and site analysis.

Marking its entry into the 12,000-pound capacity market. The Pettibone Traverse model becomes part of the industry’s only new telehandler product line with a traversing boom carriage that can move loads by traveling horizontally. By providing up to 70 inches of horizontal boom transfer, the Traverse allows operators to safely place loads at full lift height without needing to coordinate multiple boom functions. The new telehandler is powered by a 117-horsepower Cummins QSF 3.8 Tier 4 Final diesel engine that helps the machine achieve its maximum load capacity of 12,000 pounds.

www.hyster.com

TVH adds 9-inch Amber Mini Bar to extensive inventory TVH has added a new 9-inch amber mini bar to their extensive inventory that is sure to catch your attention. This bar is designed to shine light on your work site, truck bed, or even to warn other drivers of your presence. The XMICRO mini bar is 9.76 inches long and a thin 1.45 inches high. Designed with strong polycarbonate lenses and mounting base, 30 amber LEDs, 23 built-in selectable flash patterns, fiveyear warranty and an impressive 100,000+ working hours. It has the capability to be synchronized with multiple units and has non-volatile memory recall. www.tvh.com

www.gopettibone.com

XL Lifts and Wiggins Lift unveil Lithium Electric Forklift XL Lifts and Wiggins Lift unveiled the Wiggins AG eBull, the industry’s first high-capacity lithium electric forklift for the agriculture sector last month at the World Ag Expo. The new AG eBull is manufactured exclusively in the United States. The Wiggins AG eBull has capacity from 30,000 to 88,000 lbs. and is designed to utilize 12 and 14 pallet attachments in the produce industry. The new large capacity electric forklift uses fast charging lithium ion batteries making them the first highcapacity zero emissions forklifts to run continuous shifts. www.wigginslift.com

DO YOU HAVE A NEW PRODUCT ANNOUNCEMENT? EMAIL YOUR RELEASE TO EDITORIAL@MHW MAG.COM 48

www.MHWmag.com

April 2019


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

▶ 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

▶ CONTAINER OPTIONS ▶ Container Storage • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

www.superioreng.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.

▶ Forks

800-909-4937 dacsinc.com 119 Sizes

▶ DISTRIBUTORS

Specials Available Chicago & CA Stock

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

▶ BATTERY / CHARGERS Contact sales@xpb.ca

info@findadistrubutor.com

@FADNetwork

▶ ENGINES (REMAN)

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

Reman Engines/Gas, LP & CNG

800-447-3967 | www.charnor.com

Forklif tEnginePar t s .c o m 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

www.MHWmag.com

SAME DAY SHIPPING

215.773.9111

April 2019

49


▶ Tires/Wheels

▶ LIFT TABLES

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

▶P  ALLET JACKS ▶ Pallet Trucks

Visit our website to learn more about reducing carbon monoxide (CO), saving fuel and operating equipment at peak performance.

EZ-Lift Quality Scales and Scissorlifts too

...The Exhaust Experts

Chicago & CA Stock

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

Phone: 847-487-2780 • www.blankeindustries.com

▶ POWERED INDUSTRIAL TRUCKS

▶ Pallet Jacks

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

▶ Pallet Truck Parts

Over 1,000 in Stock

Wholesale Packages Available

Bell Fork Lift, Inc.

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

▶ RACK / SHELVING ▶ New ▶ Manufacturer/Suppliers

• • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

▶ Manufacturer/Suppliers and Transmissions

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

▶ 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

800-447-3967 | www.charnor.com ▶ Transmissions

▶ Steer Axle Assembly

Steer Axles

800-447-3967 | www.charnor.com

50

www.MHWmag.com

April 2019

Reman Transmissions, Drive Units, Differentials & Torque Converters

800-447-3967 | www.charnor.com


▶ TIRES / WHEELS

▶ SAFETY PRODUCTS

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

▶ STORAGE EQUIPMENT ▶ Carts • • •

Lift Up Your Business

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

✸Industrial Pneumatics-Radial & Cross-Ply ✸Super Elastic Resilient ✸Press-On Bands ✸Multi-Purpose Tires (MPT) 877-235-0102

Industrial Tire

www.continental-specialty-tires.us

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

DON'T MISS OUT ON QUALITY LEADS. ADVERTISE HERE IN THE SOURCE DIRECTORY FOR $67 PER MONTH!

CALL ALVA OR DEAN AT

877.638.6190 TO GET INTO THE NEXT ISSUE.

www.superioreng.com

www.MHWmag.com

April 2019

51


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

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 15

PRESTO ECOA LIFTS. . . . . . . . . . . . . . . . . . . . . . 23

AKRO-MILS. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19

HANNIBAL INDUSTRIES, INC.. . . . . . . . . . . . 28, 29

RESONANT DEALER SERVICES . . . . . . . . . . . . . . 12

AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 35

HC FORKLIFT AMERICA CORP. . . . . . . . . . . . . . . 24

RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . 34

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 14

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . 10

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

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

JH THOMAS INDUSTRIES LTD. . . . . . . . . . . . . . . 22

BIG JOE MANUFACTURING COMPANY. . . . . . . . 27

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 32

CAMSO. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39, 40

MAC RAK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 44

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

MHEDA. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38

CONTINENTAL TIRE THE AMERICAS, LLC.. . . . . . 41

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

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

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 46

ENGINE POWER SOURCE . . . . . . . . . . . . . . . . . . 13

NEXEN LIFT TRUCKS LIMITED. . . . . . . . . . . . . . . 25

FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 FORKLIFT-INTERNATIONAL.COM. . . . . . . 20, 31, 45 GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . . 5

NOBLELIFT INTELLIGENT EQUIPMENT CO., LTD..52 NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 PHILLIPS MINE & MILL, INC. (IRWIN

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 20

TRANSPORTATION). . . . . . . . . . . . . . . . . . . . . 43

SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 51 SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 21 THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 17 THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 37 TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 9 TRELLEBORG WHEEL SYSTEMS AMERICAS, INC..33 TRI-BORO SHELVING & PARTITION CORP. . . . . . . 3 TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4, 16, 56 WEST POINT RACK, INC.. . . . . . . . . . . . . . . . . . . . 7 WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 42

MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 52

www.MHWmag.com

April 2019


SEE US AT PROMAT

BOOTH #S2468

Materials Handling Solutions for Your Industry Combilift, leaders in providing innovative material handling solutions including Sideloaders, 4-Way Forklifts and Straddle Carriers offer products designed to handle long and oversized loads better than anyone else, guaranteeing considerable improvements in space utilization and safety. With capacities ranging from 3,200 to over 180,000lbs, it’s a safe choice to go with Combilift.

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

COMBi-MR

The compact multi-directional reach truck with superb maneuverability

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

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


1 (877) 830-0003 SALES AND SERVICE COAST TO COAST Pushback • 24 Hour Quote Turnaround • Turnkey Systems Available • We Sell Exclusively Through Distributors

Pallet Flow Carton Flow

Let Us Work For You! WE DON’T SELL OUR SOLUTION TO YOUR PROBLEM. IT’S OUR PROBLEM TO DEVELOP YOUR SOLUTION.

www.3dstoragesystems.com


NEXT GENERATION

POLYURETHANE WHEELS

BREAK THROUGH

CHEMISTRY

LOWERS

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

MAINTENANCE COSTS

®

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

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

®

UNPARALLELED LOAD CAPACITY GO FARTHER, RUN LONGER

GUARANTEED

Toll Free 800 421-1180 www.millenniumtire.com


In ONE DAY 65 million selfies are taken.

In ONE DAY TVH uploads hundreds of product images to our e-commerce site to show our customers the most up-to-date selection of parts. www.tvh.com

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April 2019 Material Handling Wholesaler  

April 2019 Material Handling Wholesaler