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An Employee-Owned Specialty Publications International, Inc. Magazine

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June 2019

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JUNE 2019 • VOL. 40 NO. 6

24 |

Sales Trends

Jeffrey Gitomer

Memorable customer service... Where's the washcloth?

Dean Millius General Manager/Publisher Alva Coffman Account Executive

dmillius@MHWmag.com acoffman@MHWmag.com

Spencer Birkenholz / Eric Faramus Production Lead / Graphic Artist art@MHWmag.com

Stock photos provided by ING image.

Industry News

COVER STORY

26 Nuts & Bolts

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.

28 Shifting Gears

32 Industry Insight

6 | The Industry takes Safety seriously

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Reader Resources 30 Classifieds

Eileen Mozinski Schmidt

39 New Products

COLUMNS

41 Source Directory 44 Advertiser's Index

14 | Aftermarket Dave Baiocchi

In the next issue...

Safety – More than just handouts and lip service.

20 | Bottom Line Garry Bartecki

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.

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June 2019

Here is a look at some of the latest developments: FORKLIFTS OE Attachments is launching a Forklift Safety Device featuring real-time residual load capacity, the company reported. The business, an Arrow Acquisition LLC company, is a manufacturing and distribution firm located in Lenexa, Kansas. It sells exclusively to OEMs, and specializes in the design and production of premium-grade forklift forks and attachments including skid-steers, telehandlers, excavators, backhoes, and tractor loaders. By: Eileen Mozinski Schmidt In the 1960s, some 14,000 U.S. workers were dying on the job every year. A drumbeat was growing among the public to do something about the growing injury and fatality rates on the job, according to the Occupational Safety and Health Administration (OSHA). Speaking in Congress during that decade, Rep. William A. Steiger told of the more than 400,000 Americans killed in workplace accidents and disease in the previous 25 years. “Not only has this resulted in incalculable pain and suffering for workers and their families, but such injuries have cost billions of dollars in lost wages and production,” he said, in an account on the OSHA website. The push by the public and some government leaders resulted in the bill, The Occupational Safety and Health Act of 1970, which in turn led to the creation of OSHA, according to the administration. In the years since, efforts to promote safe working conditions have continued. And in the material handling industry, business leaders and workers look for new ways to promote safe working environments. How much progress is being made? What remains to be done? As the technological revolution changes much about daily life, it is also opening doors to the creation of products that make material handling workplaces safer. This month, Material Handling Wholesaler asked those in the industry about the latest safety efforts and products.

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June 2019

“Our industry is long overdue for a product like this,” said Terry Melvin, CEO of OE Attachments, in a company press release explaining the new device. The business noted OSHA statistics naming forklifts as responsible for one out of every six workplace accidents. Within those figures, human error causes 70 percent of the accidents. Of fatal accidents, 67 percent are due to vehicle tipping, according to OE Attachments. “You can’t look at those stats and ignore them, especially when you know you have the resources to be part of the solution,” Melvin said. The Forklift Safety Device is the result of several years of research and development. It uses a patented series of sensors and cameras providing real-time monitoring and residual load capacity via a touchscreen monitor installed inside the forklift cab, the company release said. The device also gives auditory and visual alerts at all mast heights and positions whenever a safety hazard is imminent, the company said. It offers monitoring and response to external dynamic factors including acceleration speed, ground slope, mast tilt, load center, and more. In short, the company says the device removes guesswork from operations. OE Attachments debuted the new device at this year’s ProMat in Chicago. Ahead of the debut, Brandon Tietz said the company was anticipating a flood of requests for information about the product. “This is actually something that is way overdue,” said Tietz, marketing and communications content strategist for Arrow Acquisition, in a phone interview with Material Handling Wholesaler. He said interested parties had already been contacting the company about the product, which had been tested with a handful of companies ahead of the roll out.

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June 2019

Cover Story Related to forklift speed, Safety Systems & Controls recently unveiled nomad, a battery powered RF transmitter, to its Pace-One Zone Speed Control product line. The nomad creates a temporary mobile reduced speed zone for forklifts and other mobile equipment, according to the company. “If there is an accident, a spill, a slick spot on the floor, inventory being counted, someone up in an aerial platform, if there is anything going on in an area where people or other equipment usually are not, nomad broadcasts a signal that automatically reduces all travel speeds around the area of interest on all PaceOne ZSC equipped vehicles thus creating a safer work space,” the company said, in an email to Material Handling Wholesaler. Static electricity builds up in non-marking forklift tires can also cause risks. During a full shift of highspeed travel and heavy loads, forklifts can store static charges up to 50,000 volts, a major safety hazard, according to Camso. “Indeed, static electricity generated with non-marking tires is stored rather than dissipated, making shocks, sparks, power outages and

facility damages ever-present hazards,” a statement from the company said. Earlier this year, the company unveiled a nonmarking anti-static technology (NMAS), a device that takes the form of “a telltale black dot on the face of the tread that allows static electricity to dissipate,” a release from the company said. The device is made of “highly conductive black rubber” and is connected from the steel band to the tread face, acting as a plug and dissipating accumulated electricity on every rotation, the company statement said. GATES AND LIFTS In the area of safety gates, the company Mezzanine Safeti-Gates, Inc. recently launched new methods for safety gate power operation, as well as sensors and technologies that can be used for the gates to communicate with fork trucks and AGVs, according to the company, which designs and manufacturers safety gates for elevated work platforms in distributions centers, warehouses and manufacturing facilities. “We can also integrate our safety gates with technologies to report back into the overall supply chain software to understand what areas have been recently stocked or may be ready to be reloaded,” a release from the company statement said. In recent months, Mezzanine Safeti-Gates launched two new standards safety gates for loading docks that can be configured in a number of ways. Meanwhile, Custom Equipment LLC, recently introduced the new PA-1030 push-around lift as “a safer and more productive alternative to ladders and scaffolding,” according to the business. The lift allows users to manually maneuver into place and hydraulically raise and lower to the desired height. It is part of the company’s Hy-Brid Lifts next generation of lifts - the Push-Around Series, Pro Series and Zero-Turn Series. “Contractors use these lifts every day, so we don’t waste any opportunity to include features that make their workdays better,” said Terry Dolan, Hy-Brid Lifts president & CEO, in a press release. “The PA-1030 includes convenience- and safety-boosting features sure to improve productivity and ease of use.”

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June 2019

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June 2019

Cover Story The company reported that the push-around lift segment is “quickly becoming one of the fastest growing segments of lifts as maintenance and safety managers look for more effective ways to provide increased safety and productivity in applications where ladders and scaffolding are commonly used.” RACKS Regarding racks, the experts at Worldwide Material Handling noted that repairs are less time consuming and frequently less costly than frame replacement. The business, which helps customers identify danger signs of pallet rack damage and at-risk conditions in warehouses, noted that repairing warehouse pallet rack damage is not only cost-effective but efficient and offers a high return on investment. It also protects assets and reduces liabilities, said Courtney Zwintscher, marketing manager, in an email to Material Handling Wholesaler. The business pointed out its Worldstop and WorldRev products as helpful in maintaining rack safety. The former offers a flue space divider that provides a fixed 6” or more flue space for industrial pallet rack applications. “The WorldStop is a patented product that replaces the need for backstop beams or netting, which can be more costly and less effective,” Zwintscher wrote. And the WorldRev provides rack repair solutions for all types of pallet rack damage and offers nationwide installation services, she said. INDUSTRYWIDE At Helmar Inc., the company’s pedestrian lights are designed to prevent accidents by projecting a visible beam along the perimeter of the forklift to

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June 2019

alert pedestrians of nearby forklift movement. The performance technology parts business describes the lights as weather, freeze and heat-proof, including a universal mount and UV-resistant poly-carbonate lens coming in a choice of red or blue. The lights provide an indication of a safe barrier for workhouse workers. Helmar has been selling the lights for four years and have been “a big mover” for the company, according to Paul Paciello, company president. In a recent phone interview, he said the lights were initially sold for lift trucks and have moved into a variety of industrial equipment, like back hoes and earth moving equipment. “It is now becoming standard on new vehicles. It’s a very easy installation,” Paciello said. In businesses working in kiln inspection and maintenance, Bricking Solutions has introduced Safety Inspection Cages and Personal Protection Tunnels to help create safe working conditions. The former provides a sheltered area to repair and inspect the kiln, away from any falling debris, according to a company release. The tunnels provide safe passage in and out of the kiln. Both products are made to hold up to tough onsite challenges in an efficient manner, offering quick assembly and breakdown. “Kiln maintenance is a difficult task, even without the added safety concerns from falling debris,” said Lars Lindgren, Bricking Solutions president, in the release. “Our new universal safety cages provide protection customers can count on, sheltering them from debris as large as 250 pounds dropped from as high as 7 feet above the cage.” SAFETY ON THE ROAD And how to ensure safety when hauling to a new location? Troy Geisel, vice president of sales and marketing for Talbert Manufacturing, wrote a recent article regarding ensuring safety with heavy-haul trailers. Talbert bills itself as a manufacturer of “world class heavy haul and specialized trailers. “The first safety consideration should be choosing a trailer that’s built for an operation’s specific load requirements,” he wrote, noting that making the

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June 2019

Cover Story right selection of trailer for load “eliminates the risk of structural failure as well as associated accidents and injuries.”

and / or the public. Once completed, participating businesses can download a certificate or web badge from OSHA. Some businesses are reaching out via an array of platforms to bring the safety discussion to the fore.

Geisel recommends calculating load capacity, state laws and regulations, including bride laws and kingpinto-axle distance guidelines, load concentration and The Protective Guarding Manufacturers Association a trailer’s safety rating. “It’s important to take trailer (ProGMA) has produced a series of educational videos capacity seriously. Each time it’s overloaded, the on protective guarding equipment, which are shared dynamics of the steel changes, much like a rubber band. via the association’s blog and are also viewable at mhi. org/progma/videos. Eventually, the steel, and therefore the trailer, will break, increasing the risk for cargo damage, accidents and injuries,” Geisel wrote. “Purchasing the right trailer can be complicated but many manufacturers know capacity from top to bottom and can help contractors select the best trailer for their application.” After matching trailer to load, Geisel recommends a pre-trip inspection. Look for damage or cracks in the unit frame, along with any other visible damage. “Inspect tie down equipment, such as chains, binders and straps, for broken parts and pieces and make sure they are rated appropriately,” he said. “Also ensure the trailer isn’t leaning or sagging to one side.” Geisel also advises checking brakes and tire inflation. Once on the road, he recommends considering the speed rating of a trailer. ‘EVERYBODY CAN UNIFY’ AROUND SAFETY PROMOTION This year, OSHA will hold its Safe+Sound week from Aug. 12 to 18 to celebrate the successes of businesses that have implemented safety and health programs in the workplace, according to the association’s website. Businesses can either select activities to do at the workplace that week, or host an event for workers

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And this month, the Industrial Truck Association will present its sixth annual National Forklift Day, gathering together industry leaders and representatives to focus on safety. Held June 11 at the National Press Club in Washington D.C., the event helps create awareness for the need for continued operator training, according to Brian Feehan, Industrial Truck Association President, in a phone interview ahead of the event. “It’s an initiative we’ve been working on a number of years,” he said, adding that in addition to spotlighting the need for training, the event stresses the importance of continually promoting safe conditions. The association has overseen the growth of the event in the past years, building out the program and its reach. While pleased at this growth, Feehan said he believes there is always improvement that can be made. But he said the level of engagement does speak to recognition throughout the industry of the importance of promoting safety. “It’s a testament to the overall industry,” said Feehan, who said even the fiercest of competitors can share a focus on safe working conditions. “Everybody can unify behind that message,” he said. Eileen Mozinski Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 13 years. Email editorial@mhwmag.com or visit eileenmozinskischmidt.wordpress.com to contact Eileen.

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June 2019

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June 2019

Aftermarket Dave Baiocchi

Safety – More than just handouts and lip service. What is the goal of your safety program? Most dealerships, large or small have been motivated to create some sort of safety program for their employees. Many dealers do this because they actually care about their employees and the work environment that they create. Others may do it simply to mitigate their workman’s compensation insurance rates. Either way, finding relevant and compelling programs that keep employees engaged and actively practicing safety is not easy. Many people won’t really pay attention until they or their co-worker experiences an injury. We all realize, that this is the wrong strategy. Accidents happens so fast, and only in hindsight can we see what circumstances could have led to avoiding a tragedy. Since we are focusing on safety in this issue of MHW, I wanted to discuss some ideas about how to make safety a top priority, and suggest some tips,

Resonant Dealer Services

TIRED OF UNPROFITABLE PM’S? IT DOESN’T HAVE TO BE THIS WAY.

SAFETY INSPECTION When I was a dealer principal, I had 9 middle managers as direct reports. Each of these managers were responsible for a parts or service department at a branch location. Every month, I required them to complete and forward to me a safety inspection form. This was not a broad brushed checklist. A service department will always have a different list of key areas to inspect than a parts department will. So, month after month these forms came in from the managers. All of the boxes were checked. Everything is safe…. right? Not by a long shot! Reports that are issued with all the boxes checked was really NOT what I was looking for. I met with these managers and discussed the fact that I wanted them to FIND something WRONG. I wanted them to look past the “normal” and see the real dangers. I made it clear that I wanted them to go about doing inspections with a NEW posture, and with the idea that the report would be unacceptable until we found SOMETHING that can be improved. This is what I refer to as “the critical eye”. It’s so important to develop and maintain this type of inspection protocol in your dealerships. If the manager develops a critical eye, then the staff may follow suit. Now you have a multiplied effort in keeping the workplace safe. Soon I was getting reports that identified significant areas where we needed make structural or policy changes to improve safety. This moved the needle in a tangible way, and we were all safer because of it. PITOT

DAVE BAIOCCHI

We all sell forklifts. Some of us even sell operator training materials and classes. It’s amazing to me how a company can sell this training, yet be so out of compliance with the statute inside their own dealership. Yes, it happens more than anyone would like to admit.

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We tend to think that since we “know”, and are “in the business” we don’t have to walk the same line.

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programs, and practices for your employees that I have seen work well in a dealership setting.

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June 2019

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Aftermarket Spoiler alert…We do!

PPE

I have been told that there are provisions in the PITOT law that allow technicians to operate the forklift they are repairing at a customer’s place of business without being certified by the customer. This may be true, but don’t think for a minute that this caveat in the regulation absolves you of the need to supply your OWN training for technicians. The same can be said for many people in your dealership. Many dealers only do specific PITOT training for the people in their parts departments. But be honest. You have a lot of people driving forklifts around your yard that may not be certified. Be safe. Include everyone in this training. PITOT training should include salespeople, managers, parts people, and technicians. The law may exempt them to some degree, but if they happen to be involved in an accident at a customer’s place of business and OSHA finds that they have NEVER had ANY certification training…. it’s not going to be a pleasant experience.

Do you have the proper PPE available to your employees? Most would answer yes, but I have a little different spin on this question. How CONVENIENT is the PPE? Is it WITHIN VIEW of the people that will be using equipment that requires it? Safety regulations may require a shower and eyewash station in your facility, but if you install these items across the building from your battery storage and charging area, what benefit are you really getting? It may be installed there because it was near the water line. The expense to run the waterline to where you really NEED it, is a pittance compared to the costs (both financially and emotionally) of having an employee lose his eyesight because he couldn’t get to it in time. Put the gloves, face shields, masks, aprons, and protective clothing in PLAIN SIGHT, not in a cabinet, or a drawer, or a box. Employees are likely to use what they can see. Make it easy. It may save a life. MANAGEMENT AND SALES BUY-IN Do managers, salesmen, office staff and customers follow the rules? Safety is one area that everyone talks about supporting. It’s easy to say “Safety First”. But when you go to the shop door, and there are no more safety glasses in the bin, do you stop until you find a pair? Or do you just go without because “I’ll only be a minute”? EVERYONE has to buy in to the rules we have enacted to keep our workplace safe. That includes salespeople, janitors, receptionists, office managers, CFO’s, CEO’s rental coordinators, shipping and receiving clerks, parts runners and credit mangers. EVERYONE. Shop techs, technicians, service managers, and truck drivers should also be encouraged (dare I say “compensated”?) to write up anyone not actively following the agreed safety policies. SAFETY MONEY – GROWING REWARDS TIED TO SAVINGS Do you provide some form of incentive and compensation to your employees for maintain a standard of safety? Over my career, I have seen many attempts at attaching rewards to the safety record. From pizza parties, to “safety poker” to cash rewards, we all need to find ways connect with our staff and motivate

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June 2019

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June 2019

Save Time

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Aftermarket them to “find and fix” the unsafe condition, tool, or policy that prevents the next lost time accident. I like the idea of tying incentives to progress. I heard of a program recently, where the dealership paid $5.00 in January if there was no lost time accident. Each month that the company was able to add a month without a lost time accident, the reward went up by 50%. Plot it out. January - $5.00 | February $8.00

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June 2019

May $27.00 | June $41.00 July $62.00 | August $93.00 November $315.00 | December $473.00 If at any time there was a lost time injury…the rewards reset at $5.00. So, each employee started the year with the opportunity to make another $1,400 by December. All they had to do was keep EACH OTHER safe. Don’t think for a minute that they didn’t have their eyes open ALL THE TIME, and especially when they got a rhythm started, and the amounts really started to multiply. When an employee keeps himself safe, that’s good. When he keeps his eyes open for his co-worker…that’s better. Now, you may think that there is no way you can afford to pay your people that kind of money to be safe. I’m not suggesting that every dealer is in a position to adopt that particular program, but if you can find some way to share significant savings in insurance premiums with your staff, you will get their attention, and their participation. Find a way to scale meaningful rewards and tie higher reward amounts to the savings the dealership can enjoy if they remain safe. 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.

UNIT

YEAR MODEL

MAST

IC CUSHIONS 21466 21870 21242 21797 21793

2001 2011 2014 2015 2015

CAT GC20 Hyster S40FTS Hyster S70FT Toyota 8FGCU25 Toyota 8FGCU25

IC BIG CUSHIONS 21541 20938 20050 21718 20565

2000 2012 2005 2013 2011

Cat GC40KSTR Cat GC40KSWB Hyster S80XM Yale GLC100VX Yale GLC120VX

IC PNEUMATICS 21487 21746 20737 20631 21423

2010 2014 2009 2012 2007

Clark C25L Clark C25D Doosan G25E-5 Hyster H50FT Yale GLP050VX

IC BIG PNEUMATICS 21568 21856 21783

2016 Hyster H135FT 2014 Toyota 8FD70U 2015 Toyota 8FDU70

TUGGERS

21615

2008 Toyota 8TB50

VNA ARTICULATING

HYD 3 Way 3 Way 4 Way 4 Way 4 Way

SS, Forks SS, forks, short wheelbase S-S/F-P, LBR, Forks SSFP, forks SSFP, forks

93/201 100/209 84/174 100/208 92/185

4 Way 3 Way 4 Way 4 Way 3 Way

SSFP, forks S-S, Forks S-S, Forks 4 way, No att. Wide S-S

86/189 86/189 84/186 84/189 90/200

4 Way 3 Way 3 Way 3 Way 3 Way

SS, Forks, LPS SS, 42” block forks S-S, Forks S-S, LBR, Full Cab SS, forks

0/0

Tugger

20650

173/303

21395 21762 21232 21611 21556 21608 21613 21504

2013 2013 2013 2015 2011 2000 2004 2009

Club Car Carryall 2 CombiLift Genie GS-1530 Genie Z-34 22N JLG X550AJ JLG 12SP Palfinger CR50X Taylor Dunn

PNEUMATIC ELECTRICS 21678 20319 21757 21126

2013 2014 2011 2010

Hyster J40XN Hyster J40XN Yale ERP030VFN Yale ERP040VF

21569 21616 21225 21725

2012 2014 2013 2011

Cat E4000 Crown FC4525-50TT Hyster E40XN-27 Yale ERC065VG

BIG RIDER ELEC

2008 Hyster E80Z 2013 Hyster E120XN 2011 Yale ERC080HH

3 WHEEL RIDER ELEC

3 Way, Forks SSFP, 72” forks 3 way to carriage

1 Way

YEAR MODEL

4 WHEEL RIDER ELEC

20781 21400 20067

100/118 3 Way 110/148 4 Way 100/187 3 Way

157/360 3 Way

MISCELLANOUS

UNIT

74/187 82/187 88/187 86/139 86/139

21740C 2012 Bendi B45AC/ 2006 Crown 40TSTN

NOTES

19900 21058 21107 20143 21627

2000 2011 2009 2011 2003

Cat EP16KT Cat 2ET3500 Hyster J30XNT Hyster J30XNT Yale ERP030TG

STOCKPICKERS

20766 20641 20312 20774

2006 2006 2003 2006

Hyster R30XM2 Hyster R30XMS2 Yale OS030ECN Yale OS030ECN

RIDER REACHES

SS, forks, TALL, Bad battery, mast removed Man up turret truck

0/0 117/198 /15 0/35 36/55 78/144 120/144 0/0

2 Way 4 Way

cab, alum bed, charger FP, 48” lumber forks 15’ Scissor Lift w/ 30” Platform +5 Way 211 hours, electric 4 Way 55’ height, 21’ reach 1 Way 5 Way Forks 1 Way

83/187 108/246 82/187 78/187

3 Way 4 Way 3 Way 3 Way

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

20078 21094 20907 20906 21157

2007 2010 2014 2014 2008

Hyster N35ZR Hyster N35ZDR-18.5 Jungheinrich ETR230 Mitsubishi Yale NDR035EA

WALKIE ELEC

20764 21029 21523 21524

2008 2011 2004 2007

Hyster W40ZA Hyster W40ZC Yale MSW040SE Yale MSW040SE

STANDUP COUNTERBAL. 20071 20969 21290 20083 18954

2006 2007 2009 2004 2010

Crown RC3020-30 Hyster E30HSD Raymond 4100-30TT Yale ESC030AB Yale ESC030AC

ELECTRIC PALLET JACK 20150 21741 20179 21455

2007 2013 2008 2013

Cat WP4500 Hyster B60ZHD Raymond 102T-F45L Yale MPB040EN

MAST

HYD

NOTES

83/188 85/188 100/228 83/175

4 Way 3 Way 3 Way 3 Way

SSFP, Forks, Battery SS, Forks S-S, LBR, Forks SS, forks

96/135 92/185 88/185

4 Way 4 Way 3 Way

4Way 92/184” Triple, 4 Way, FP 3 Way

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

3 Way 3 Way 4 Way 3 Way 4 Way

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

95/213 95/213 95/213 105/240

1 Way 1 Way 1 Way 1 Way

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

131/302 140/320 95/210 95/210 138/320

4 Way 4 Way 4 Way 4 Way 4 Way

Forward St., S-S, Forks Deep Reach, S-S, LBR, Forks S-S, 42” Forks, Large Entry Rollers S-S, 42” Forks, Large Entry Rollers S-S, Forks, Sub-Zero, Side St.

72/100 83/122 87/130 87/130

1 Way 2 Way 2 Way 2 Way

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

83/190 84/189 88/227 83/190 84/130

3 Way 3 Way 4 Way 3 Way 4 Way

S-S, 42” Forks S-S, LBR, 48” Forks S-S, LBR, Forks S-S, 42” Forks 4Way

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

1 Way 1 Way 1 Way 1 Way

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June 2019

Bottom Line Garry Bartecki

An event to remember I attended the Employee Ownership Conference presented by NECO (National Center for Employee Ownership) in Pittsburgh, Pa. on April 9-11. On a scale of 1 to 10 this program and venue was a 11-or 12. Wow, what a program in terms of a learning experience, presented in Pittsburgh's downtown convention center, attended by 1,900 people that fell into one of three categories:

panel of speakers, normally a trustee, an attorney and a valuation expert who calculates the initial value of the ESOP and then annual valuations to value the shares going forward. There was not one poor speaker in the bunch….at least in the sessions I attended. And to make all the programs available to participants, every program was recorded and available on the NCEO website.

• People interested in learning about ESOPS

So, there were 1,900 in attendance, with programs, lunch and breaks executed to perfection. It was tough to find someone there who didn’t say they would return on an annual basis because of what they learn in the sessions as well as what they learn from conversations with other attendees.

•E mployees of both recent and long-term ESOP entities •A ll the professionals you need to answer any question you may have What really impressed me were the number of concurrent sessions made available to participants each day. There were at least 50 concurrent sessions per day covering everything from ESOP basics for those trying to decide if they should explore an ESOP, to the more sophisticated topics like funding methods to fund future payouts. Quite frankly, it was tough to fill your dance card because the number of options were overwhelming. And when you finally decided where you were going you had to fight your way in with a stick to get a seat. Some of the neat features of the program centered around your ability to meet one on one with an expert to explain an issue or answer a question. I thought this was a great tool to have available. In addition, during lunch on Day 2……there were 50 tables set aside with an expert assigned to discuss a specific topic during lunch. I picked the table that would be discussing “HOW ESOPS CAN MAKE ACQUISITIONS”. The table was full of people from companies that were doing just that, using the ESOP structure to make acquisitions. Very interesting and very complicated, but well worth it if they work out. In terms of the speakers, and there had to be 100 of them, all were well prepared and well versed on ESOP procedures, full of suggestions how to avoid problems should you make the decision to proceed with an ESOP structure. Many programs were presented by a 20

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June 2019

And when they introduced the NCEO staff, I believe there were about 5-7 people introduced, and I am sitting there thinking “How do they do that?” You had to be there to believe it. I am telling you this because I believe every dealer with a rental fleet needs to see if an ESOP could fit their needs. In other words, any dealer with a large recapture balance, personal guarantees they would love to get rid of and a ton of liabilities they would have to pay off if they sold assets REALLY HAVE TO EXPLORE THIS OPTION. Just call NCEO or check out their website and you will find all you need to do this review. Just so you understand, if you sell assets you pay ordinary tax on the recapture and capital gain on the balance, pay off all liabilities and get to keep what is left. Not much left, I assure you. But on the ESOP side you sell your shares (no recapture). Depending on your structure your tax is 20% or 0% if you can defer the gain. Just think about it, defer the gain for maybe 40 years if your children inherit the securities. You could double or triple your money in that time frame before any tax is due. And to top it off ESOP’s do not pay income taxes of any kind. More cash flow to run the business and pay off shareholders.

Bottom Line Many owners think they must do a 100% sale to make an ESOP work. Not true. You can sell 10% to 100% to the ESOP. Only difference is the shares in the ESOP pay no income tax, but the remaining shareholders would, or the company would be depending on tax structure. A lot of owners start with low % and sell off additional shares as they desire, while keeping their job with the company. One great benefit I received from attending the meeting is that I met quite a few experts who had ways to complete an ESOP transaction for very reasonable fees. It was interesting to see the spread in the cost of completing a transaction.

Sell More with TOOLS!

Do yourself a favor and have your CFO go to the NCEO website and get some information of how ESOPs work and the steps required to make it work. And if you have questions you can give me a call and we can discuss the transaction process. As I have said in the past, do not make a heavy investment in this process until you have a pretty good idea you have a deal that can fly. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.

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June 2019

Human Element Eric Baker, Caliper Corporation

What’s your Human Capital strategy? The accelerated rate of change occurring across most industries today makes strategic planning especially challenging for business executives. It has become increasingly difficult to maintain a competitive edge in an era of low barriers to entry, increased competitor activity, rapidly changing customer needs, quickly evolving technology, and economic and legal trends. As the workplace continues to evolve, it will become ever more important to integrate your business planning with your talent-development strategy. “Companies need to become more nimble and flexible with respect to how they manage human capital if they want to stay ahead of constantly changing demands,” says Tom Schoenfelder, Ph.D., director of Caliper’s research and development. Rather than creating job descriptions that are simply lists of qualifications and demanding that applicants have X number of years’ experience carrying out specific tasks that were defined as tactically important in the past, business leaders need to step back and ask themselves: Why does this company exist? What are we trying to accomplish? How do we maintain and grow our position in the market? How is all of this going to look in 3 to 5 years? Only after answering these questions can you see what the evolving functions of critical job roles are likely to be, now and in the future. In other words, Schoenfelder says, “Once you identify the collection of functions required to support the strategy and reinforce the company’s competitive differentiators, you have a better idea of what is needed from your human capital.” Otherwise, you are following the standard, inefficient hiring model where you keep hiring new people to take on outdated and ineffective tasks that are not necessarily linked to a strategy. Work context matters as well. Business leaders should seek a deep understanding of the company culture to answer two critical questions: first, does the culture support the strategy? and second, are we hiring and onboarding individuals who are likely to thrive in that culture? For example, does fostering 22

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June 2019

an environment of autonomy and creativity lead to overall performance that supports the competitive differentiators, and are these workplace attributes highly valued by management, or is it more important for employees to follow set systems and integrate with existing processes? Many managers will offhandedly say that their organization wants creative and independent people, but the practical reality may be that rules-followers perform better. Fortunately for senior leaders, the field of business analytics is becoming more and more sophisticated and science driven, and good analytics can help a company not only map employees to company culture but also evaluate the ROI of recent hires and refine the hiring process. Dr. Schoenfelder believes work context is not only measurable through analytics but that it “significantly impacts organizational behavior and performance.” That is, failing to properly map people to company culture affects not just a particular function but the entire organization. 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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June 2019

Sales Trends Jeffrey Gitomer

Memorable customer service...Where's the washcloth? Two true stories from the travels of a weary sales trainer. I flew to Hawaii last spring. First time. Seven hours in the plane makes a person a weary traveler. I was met at the airport by my host, and given the traditional lea (necklace of flowers). Fantasy fulfilled. Gritty from the plane ride, I enter the lobby of the Hawaii Prince Hotel –– walk over to the desk –– someone smiles at me –– says "aloha!", and gives me a hot steamed, moist washcloth –– ah! Just the refreshment and revitalization I needed. WOW, what a great way to greet a customer, what a welcome! How do you greet your customer? Other than the price of the room, the lobby, and a few nick–nacks in the room –– very little separates hotel rooms. A hot washcloth stopped me in my tracks. It was a surprise –– an unexpected moment of pleasure

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–– something small that separated the Hawaii Prince from all other (hundreds of) hotels I stayed in. What separates you from your competition? What made it memorable? It was such a small thing. But every time I check into a hotel I'm looking for the washcloth –– and disappointed when it doesn't show up. Where's the washcloth in your business? What standards are you setting? what makes people talk about you? What makes people look forward to doing business with you? What makes people tell others about your business? –– like I'm telling you about the Hawaii Prince Hotel. ···················

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June 2019

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Sales Trends The British Air flight from Budapest was delayed two hours –– fog in London. We're already locked on the plane on the runway. Trapped like rats. Usually I'm so mad I can't see straight. But today was different. The crew was not American –– It was British. The cabin crew supervisor (in Britain the title is "Cabin Service Director") Tony Adams grabbed the microphone and says –– there's nothing we can do about the fog –– but we can eat! The crew was delightful. Serving everyone real food with fresh brewed coffee and tea. Everyone is full and we finally take off. About an hour into the flight, Tony Adams, announces "A bit more bad news, I'm afraid –– It seems the fog has lifted, but the air traffic has backed things up another hour. For those of you making transfers –– don't worry too much –– this plane was supposed to take off for Sweden two minutes ago. The entire cabin laughed. Five minutes later, Adams is on the loud speaker again. "To pass the time, we're going to have a contest. Guess the collective age of the cabin crew –– and win a prize. And there's an additional prize if you guess my age exactly" I was shocked and amused –– so were the rest of the 150+ passengers. Fun on the airlines –– imagine that. Everyone was talking –– having a good time. The crew came through the cabin collecting scraps of paper from the passengers with their calculated guesses. The winner was announced over the loud speaker. WOW –– I was one of three winners who guessed his age "spot on" –– 46. Cool. My prize was nice, but not as nice as the feeling.

The good part when you do something out of the ordinary –– is that it not only creates a memory, it sets a standard. How do you follow it? The better part when you do something out of the ordinary –– is that it keeps you challenged to improve it each day. The best part when you do something out of the ordinary –– is that your competition is woefully lacking by comparison. On another British Air Flight, I'm getting ready to get off the plane –– waiting for the typical insincere, robotic message –– "have a nice day and thanks for flying ________ (plug in the airline's name)." Instead –– the lively first officer grabs the mike and says –– "Welcome to Paris –– If you're here for a business meeting –– I hope it's a successful one. If your here on holiday –– I hope it's a happy one. If you're making a transfer –– I hope its a smooth one. And when you're flying again –– I hope it's a British Air one." The people on the plane started to applaud. An unbelievable moment in customer service –– the customer clapping for the vendor. When's the last time your customer's applauded you? 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.

"Are we strapped in and ready for landing, Sir?" The delightful flight attendant said in a jovial voice with her classic British accent. "It's about that time." She said happily. For the first time in 500 flights I couldn't wait to get my belt on. Tony comes on the microphone as we fly over London and says. "Below us is the House of Parliament where John Major is temporarily in power." The entire plane roared. They took a negative (obstacle) 3–hour delay, and turned it into a positive (opportunity) by making everyone extra happy.

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June 2019

Nuts & Bolts

Acquisitions, expansions & other business news

Mitsubishi Logisnext Americas Inc. acquires Equipment Depot’s parent company Mitsubishi Logisnext Americas Inc. (MLNA), the holding company for Mitsubishi Caterpillar Forklift America Inc. (MCFA), has entered into an agreement to purchase Pon Material Handling NA, Inc., a U.S. material handling equipment dealer operating as Equipment Depot. The parties expect to close the acquisition in the second quarter of 2019. MLNA’s acquisition of Equipment Depot will further complement MCFA’s existing dealer network by adding direct, full-service material handling operations across nine states. David Turner will continue as President and CEO of Equipment Depot. www.mcfa.com

ProMat 2019 exceeds expectations with record attendance ProMat 2019 was the largest in the 34-year history of the event, with registrations of 49,718 —an 11% attendance jump over 2017. The four-day expo, April 8-11, covered 425,000 net square feet of exhibit space on two show floors at Chicago’s McCormick Place with 938 exhibiting companies. The next MHI show will be MODEX 2020 on March 9 – 12, 2020 in Atlanta’s Georgia World Congress Center. www.promatshow.com

TVH announces Mississauga, Ontario location has moved into a larger space! TVH in the Americas (TVH), has announced that their location in Mississauga, Ontario has moved into a larger space! The new facility is located at 75 Skyway Drive, Mississauga, Ontario, and has been serving customers from the new location as of April 8, 2019. The new warehouse is an impressive 100,000 square feet, allowing us to increase the amount of inventory we are able to keep on hand. The new space also has an enhanced Will Call pick up for customers, a larger lunchroom for employees, as well as an onsite gym and plenty of room to grow. www.tvh.com 26

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June 2019

Crown Equipment named One of America’s Best Employers Crown Equipment Corporation announced that it has been named among Forbes Magazine’s “America’s Best Employers” for 2019. Forbes partnered with market research company Statista to create its own independent research panel and conduct a survey of approximately 50,000 workers throughout the United States. Survey participants were asked to identify and rate their employer according to their likelihood to recommend the company to a friend or family member. Participants were also asked about recommendations of other companies they would or would not recommend as an employer based on their own knowledge or impressions. Results for all companies mentioned by participants during the survey process were compiled based on both the quantity and quality of the responses received with only the top finishers designated as “America’s Best Employers.” www.crown.com

Landmark Equipment’s Rund retires and sells business to longtime employees After 35 years as the owner of Landmark Equipment located in Portland, Oregon, Earl Rund is retiring and has sold the business to long time employees John Gunderson and Rick Nivens. The existing staff has over 125 years of combined Pettibone experience ensuring that all of your Pettibone needs will be met. Landmark Equipment is a material handling company offering new Pettibone sales in Oregon, Washington, Idaho, Montana, Wyoming, and northern California as well as used equipment sales and OEM Pettibone parts nationwide. www.landmarkequipment.com

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Nuts & Bolts

Acquisitions, expansions & other business news

Hyundai Construction Equipment develops driverless autonomous forklift Hyundai Construction Equipment (HCE) has become the first Korean company to develop driverless forklift trucks, set to hit the market last month. This self-driving forklift can determine optimal routes and can be remotely controlled using a routing control system HCE developed along with it. It also has onboard a vehicle control system that features 2D safety laser scanners that can perceive the surroundings of the vehicle and detect obstacles in the direction of the vehicle path to prevent contact with them. Autonomous forklifts drive up productivity by speeding up logistical processes and optimizing warehouse space utilization. www.hceamericas.com

Doosan opens 57,000 Square-foot Parts Distribution center near Seattle Doosan Infracore North America LLC opened its second North American parts distribution center near Seattle on April 1st. In late 2018, Doosan opened a new 100,000 square-foot parts distribution center in the Atlanta area. The second Doosan parts distribution center nearly triples the company’s parts inventory for its dealers and customers in North America. The Doosan parts distribution center in Lacey is approximately 57,000 square feet. Doosan dealers and customers in the Western United States and Canada will benefit from the new facility, with better service options, deeper inventory and faster parts delivery.

Automate Moves to Motown in 2021 Automate, North America’s largest showcase devoted to automation industry trends, leading-edge technology and business innovation, is moving to Detroit. The biennial Automate Show and Conference, co-located with ProMat in Chicago since 2011, has grown to more than 500 exhibitors, over 20,000 attendees and 1,000 paid conference registrants. The move for the next event, which will take place May 17-20, 2021 at Cobo Center, was announced last night at the Automate 2019 “Moving to Motown” networking party in Chicago. www.automateshow.com

Dematic to establish global headquarters in Midtown Atlanta Dematic has announced it will establish its global headquarters in Atlanta, securing approximately 40,000 square feet of space in the Coda complex in Midtown’s Tech Square. The move will add an estimated 230 additional jobs as the company grows its Atlanta presence. www.dematic.com

Storage Battery Systems opens Texas branch Storage Battery Systems, LLC (SBS) has opened a new full-service stocking branch in the greater Dallas, Texas area. The new branch will design and build custom motive power batteries, stock battery chargers, test equipment, and many of the most common battery sizes. Plus, an extensive selection of used equipment, reconditioned batteries and chargers. www.sbsbattery.com

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

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June 2019

Shifting Gears

Industry personnel and organization news

Toyota Material Handling honors top Forklift Dealers

Wisc. NORD Gear Corporation is celebrating its 40th anniversary in the United States this year with its sixth expansion - adding 86,000 square feet of office and Toyota Material manufacturing space. NORD´s main products include Handling (TMH) announced gear boxes, motors and frequency inverters as well as the winners of the annual industrial gear units. www.nord.com President’s Award which recognizes the top Toyota Ring Power Corporation announces forklift dealers in North America. The revered award changes to Management Team Ring Power Executive Vice recognizes the top dealers who perform at the highest President of Sales, Kevin Robbins, has level in parts, service, equipment sales, customer announced the promotion of Chris satisfaction and overall operations. Zeras to Vice President of New Sales The winners of the 2018 President’s Award Heavy Equipment Division. He replaces are: Tim Maguire, who retired last month. • Atlantic Coast Toyotalift, Winston-Salem, In his 21 years with Ring Power. Dylan North Carolina McCandless replaces Zeras as Heavy • Brodie Toyota-Lift, Lawrence, Massachusetts Equipment Sales Manager – Central Florida. James • Conger Toyota-Lift, Green Bay, Wisconsin Scarpo replaces McCandless as Tampa Branch Manager. • JIT Toyota-Lift, Frewsburg, New York Matt Sessions will take on the role of Orlando Branch • PennWest Toyota Lift, Mount Pleasant, Manager. www.ringpower.com Pennsylvania • ProLift Industrial Equipment, Louisville, Kentucky ArcBest CEO wins 2019 Distinguished • Shoppa’s Material Handling, Fort Worth, Texas Woman in Logistics Award • Southeast Industrial Equipment, Charlotte, Women In Trucking Association North Carolina (WIT) has announced Judy R. • Southern States Toyotalift, Tampa, Florida McReynolds, chairman, president and • Southwest Toyotalift, Mira Loma, California chief executive officer of ArcBest, • ToyotaLift of Houston, Houston, Texas as the winner of the fifth annual • Toyotalift Northeast, Bethlehem, Pennsylvania Women In Trucking Association’s • Thompson & Johnson Equipment Co., East Distinguished Woman in Logistics Syracuse, New York Award (DWLA). The announcement • W. D. Matthews Machinery Co., Auburn, Maine was made during the Transportation Intermediaries • Western Materials Handling & Equipment, Association (TIA) 2019 “Capital Ideas” Conference Calgary, Alberta, Canada & Exhibition in Orlando, Florida. McReynolds was www.toyotaforklifts.com chosen among five finalists for the award. The other finalists include Lindsey Graves, chief operating officer, Sunset Transportation; Michelle Halkerston, president, NORD celebrates 40th anniversary CEO and owner, Hassett Express; Sarah Ruffcorn, Global gear motor chief operations officer, Trinity Logistics; and Erin manufacturer NORD Van Zeeland, group senior vice president and general celebrates its 40th anniversary manager of Logistics Services, Schneider. in the United States with its sixth expansion in Waunakee, 28

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June 2019

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June 2019

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. Hodge Matl Hndlg Div Class 2 Class 4 Class 1 Class 1 Class 2 Class 3 Class 5 Class 2 Palmer Logistics Class 5 Class 5 B M W Mfg Co Class 2 Class 1 Eaton Corp Class 2 Tecumseh Compressor Co Class 1 Class 3 32

Dubuque, Ia Hyundai 6 Unicarriers Hyundai 4 Linde 4 Unicarriers Clark 2 Unicarriers Clark 1 Houston, Tx Unicarriers Clark 6 Greer, Sc Crown 10 Crown 9 Beachwood, Oh Crown 18 Ann Arbor, Mi Hyster 13 Hyster 3

www.MHWmag.com

June 2019

27 5

3 2 26 20 19

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. Toyota Inds Commercial Fin Inc...............................280 Wells Fargo Bank................244 De Lage Landen Fin Svc...... 41 T C F Eqt Fin Inc............... 41

M B Fin Bank..................... 16 Bank Of Amer..................... 15 Zions Credit Corp............... 15 Bank Of The West................ 14

P N C Eqt Fin Llc............... 34

J P Morgan Chase Bank....... 10

Signature Fin Llc................. 32

Fuyo Gen Lease Usa Inc........ 9

U S Bank Eqt Fin................ 31

Key Eqt Fin........................... 9

Wells Fargo Eqt Fin............. 26

Amer Natl Bank.................... 8

Farm Credit Lsg Svc Corp... 23

Celtic Bank........................... 7

Wintrust Eqt Fin................. 21 Somerset Capital Grp Ltd.... 18

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

RELAX AND ENJOY

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

June 2019

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! 34

www.MHWmag.com

June 2019

Wholesale Only.

Robust and clean Continental Solid Tires Features

Benefits

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

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

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

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

› Excellent wear and chunk resistance.

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

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

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

New er custom r e ff o

For details on receiving 10% off your first order of up to 12 tires, send code MHW19C to CST.Promotions@conti-na.com. www.continental-specialty.com

www.MHWmag.com

June 2019

**FORKLIFTS WANTED** We W i l l B u y Q u a n t i t i e s ! C a l l U s W i t h D e t a i l s - We Wa n t Yo u r S u r p l u s S t o c k

2014 TOYOTA 8BRU18

2014 TOYOTA 8FGCU15

2014 TOYOTA 8FD45U

192” Mast, Hours: 8,000

189” Mast, Hours: 3,000

187”FSV Mast, Hours: 4,000

8 UNITS IN STOCK

4 UNITS IN STOCK

2 UNITS IN STOCK

10,500

8,900

35,900

2010 TOYOTA 7BPUE15

2014 TOYOTA 8HBE30

2014 TOYOTA 8FGC35U

240” Mast, Hours: 4,000

27X48” Mast, Hours: 2,000

148” Mast, Hours: 10,000

5 UNITS IN STOCK

6 UNITS IN STOCK

1 UNIT IN STOCK

9,900

5,500

10,900

FORKLIFTS & NARROW AISLE EQUIPMENT

AERIAL EQUIPMENT

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

2006 Genie S40, 500 lbs., Diesel

2010 Toyota 8BRU23, 4,500 lbs., 36V, 270” Mast, Sideshifter (4 in stock)

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

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

ROUGH TERRAIN

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

2012 JCB 940, 8,000 lbs., Diesel

1.866.506.2200 • oshai@shoppas.com www.shoppasmaterialhandling.com

15217 Grand River Rd • Fort Worth, TX, 76155 • P: 817.359.1100 • F: 817.359.1110 36

www.MHWmag.com

June 2019

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

QUALITY& VALUE For Over 50 Years

Power Steering Units Cylinders Pumps Valves

New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts

15600 W LINCOLN AVE P.O. BOX 510269 NEW BERLIN WISCONSIN 53151 PH: 262-641-8000 FAX: 262-641-8010 A SUBSIDIARY OF HADER INDUSTRIES INC.

HYDRAULIC SERVICES AND MANUFACTURING www.haderind.com â€¢ e-mail: hadersales@haderind.com

www.MHWmag.com

June 2019

www.superioreng.com

THIS IS THE NEW NORMAL Proven Solutions That Work! The NEW NORMAL Trucks Are On The Road Now!

RENTALS

SALES

PARTS

Provide safe, secure, material handling solutions • • • •

One truck that does it all! Various masts up to 360” Operates in 4 1/2 ft. Vna aisle Long load handling

Thomas Lift Truck 38

www.MHWmag.com

3-Wheel SLT 22/30 up to SL120 Late models in stock 19842009 Reconditioned Includes Warranty

Combilift 4-Directional Sideloader C5,000 to C17,3000 C6,000GT

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

For more information on Drexel Swingmast, EX Rated Trucks & the Combilift Please contact John Gowland at 1-800-651-5850 or e-mail jgowland@jhthomas.com June 2019

New Products

See more new products online at www.MHWmag.com

Crown Equipment Counterbalance Stacker Performs the tasks of multiple Lift Trucks Crown Equipment Corporation just introduced the Crown SHC 5500 Series counterbalance stacker to offer customers flexibility and durability for safe, efficient handling of loads weighing up to 4,000 pounds. Featuring power steering and reduced head length, the Crown SHC 5500 is designed to easily maneuver and position heavy loads in tight congested spaces on the dock, in the rack or on the warehouse floor. The design of the heavy-duty counterbalance stacker eliminates the need for outriggers and adds the ability to handle block stacking and loads that exceed the width of the truck. www.crown.com

CarryMatic® No-Touch Materials Handling, an Autonomous Solution from Jtec Industries Jtec Industries, Inc. introduced the new, hands-free CarryMatic® as a response to the need for autonomous solutions in the material handling industry. This product has gained traction with the materials movement world as a one-of-a-kind solution to making materials flow efficiently and safely. The CarryMatic® delivery system utilizes a train of Smart Carts towed with an AGV or an existing tugger cart, all managed by Jtec’s proprietary supervisory software. Once CarryMatic’s Smart Carts reach their Smart LineStations, loads are moved automatically by powered rollers, meaning employees never physically handle materials as they are loaded and unloaded from the carts. www.jtecindustries.com

Lift Table stocking program offers over 50 lifts for shipment in one week or less Southworth Products Corp announces a new program to maximize the availability of an unprecedented number of lift tables and vertical lifting and positioning equipment for fast delivery. The SwiftLift™ program combines the thoughtful

application of modern engineering, materials planning, and manufacturing technology to go well beyond any other availability program in the industry. SwiftLift™ puts LS Series hydraulic lift tables and other products like PalletPal® pallet positioners and E-Z Reach™ container tilters into 3 categories of availability: Stock, Modified and Modified+, with maximum shipping lead times of 1, 2 or 3 weeks respectively. www.southworthproducts.com

MCFA introduces new Jungheinrich® Electric Cushion Tire lift truck series Mitsubishi Caterpillar Forklift America Inc. (MCFA), the provider of Jungheinrich® lift trucks and narrow-aisle products in the United States, Canada and Mexico, just introduced the new 4,500 – 6,500 lb. capacity Jungheinrich EFG C23-C30L sit-down electric counterbalanced lift trucks to its North American product line. Offering exceptional runtimes, the new Jungheinrich electric counterbalanced series can operate up to two shifts on one battery charge in most applications, allowing customers to achieve more in a given work day. www.mcfa.com/en/mcfa

Flux Power leading the industry with Lithium-ion battery technology For years, lead acid batteries have been the “go to” source of power for material handling equipment. However, lithiumion batteries are quickly becoming a popular choice thanks to their efficiency and safety enhancements. Flux Power’s advanced lithium-ion battery technology, has a complete product lineup supporting Class 1-3 material handling equipment. Lithium-ion batteries are more compact and energy dense than lead-acid, and feature several benefits which include no maintenance since Lithium-ion batteries are sealed. Safety with their sealed design to remove potential acid spills and energy efficiency that offers an average of 40% improvement over lead-acid batteries. www.fluxpower.com

www.MHWmag.com

June 2019

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

2006 Crown 40TSTN The Forklift Pro Pineville, NC | 704-716-3636

2015 Mitsubishi FD50CNM Ring Power Corporation Miami, FL | 305-477-8656

2014 Toyota 8FGU15 Hupp Toyotalift Inc Cedar Rapids, IA | 563-322-3168

0 CAT Lift Trucks C6000 Accurate Forklift East Point, GA | 770-692-1455

0 Clark C500Y200M 1 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954-768-9875

0 CAT Lift Trucks 2C5000 Russell Equipment Company Twinsburg, OH | 330-405-8300

0 Komatsu FG25ST-12 Accurate Forklift East Point, GA | 770-692-1455

2014 Toyota 8FGCU25 Hupp Toyotalift Inc Cedar Rapids, IA | 563-322-3168

2016 Jungheinrich ETR345A Cromer Equipment Oakland, CA | 510-534-6566

2006 Hyster H155XL2 Alta Equipment Company Livonia, MI | 248-804-8442

2015 Toyota 8FGU25 Toyota Material Handling Northern California Livermore, CA | 510-675-1102

0 Yale GLP080LJ Sugar Creek Enterprise Moberly | 660-651-9951

1995 Crown SP3020-30 1 Source Material Handling Irwindale, CA | 818-838-1688

2012 Linde H45D ServiceNet, Inc. Blue Island, IL | 708-385-2424

2017 CAT Lift Trucks 2ET4000 Cromer Equipment Oakland, CA | 510-534-6566

0 Crown FC4525-40 Russell Equipment Company Twinsburg, OH | 330-405-8300

ALVA COFFMAN

DEAN MILLIUS

877.638.6190

sales@mhwmag.com

WWW.FORKLIFT-INTERNATIONAL.COM 40

www.MHWmag.com

June 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

June 2019

▶ 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

▶ REPAIR SERVICES ▶ Motors (Electric) ...is the solution to all your electric D/C, A/C, Wind Turbine & GSE Motor needs. New • Rebuilt • Motors • Armatures • Parts

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

800-447-3967 | www.charnor.com

▶ Transmissions

▶ Steer Axle Assembly

Steer Axles

800-447-3967 | www.charnor.com

www.MHWmag.com

Locations Coast to Coast

800-435-9346 | www.warfieldelectric.com

June 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 • • •

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

www.continental-specialty-tires.us

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

Industrial Tire

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.

NEW & USED Do more for your forklift fleet.

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

• Speed Limiters

• Zone Speed Control • Shift Inhibitors

• Ignition Interlocks

• Plug & Play Installation • TEX™ Telematics with Access Control / Impact Sensing

MADE IN THE USA

(800)-318-2022 www.loadingzonesafety.com

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

WWW.HKEQUIPMENT.COM 800.708.9765 | 412.490.5311 www.MHWmag.com

June 2019

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

THE DEALERS’ SOURCE FOR PORTABLE RACKS™

Saves valuable floor space for other use

Supports thousands of pounds

Move more material with fewer moves

Stacks 4-5 high

Nest or knock down when empty

Custom designs are our specialty

STOCK PROGRAM AVAILABLE ON SOME SIZES & DESIGNS

Contact Dyna Rack for your customers storage needs.

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

Authorized Distributor

MADE IN THE USA

800-939-DYNA (3962)

SALES@DYNA-RACK.COM | WWW.DYNA-RACK.COM

Authorized Distributor

Advertiser’s Index NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

3D STORAGE SYSTEMS LIMITED. . . . . . . . . . . . . 46

FORKLIFT-INTERNATIONAL.COM. . . . . . . 18, 21, 40

ALPINE POWER SYSTEMS. . . . . . . . . . . . . . . . . . 13

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

AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 29

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 43

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 24

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 37

BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . 10

HC FORKLIFT AMERICA CORP. . . . . . . . . . . . . . . 11

BIG JOE MANUFACTURING COMPANY. . . . . . . . 17

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . 12

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . . 3

JH THOMAS INDUSTRIES LTD. . . . . . . . . . . . . . . 38

CONTINENTAL TIRE THE AMERICAS, LLC.. . . . . . 35

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

DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . 44

MAC RAK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 45

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

MICROLIFT GROUP COMPANY LTD. . . . . . . . . . . . 1

FB CHAIN LIMITED . . . . . . . . . . . . . . . . . . . . . . . 16

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

FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 34

WEST POINT RACK, INC.. . . . . . . . . . . . . . . . . . . . 9

FOOTGUARDIAN. . . . . . . . . . . . . . . . . . . . . . . . . 24

NEXEN LIFT TRUCKS LIMITED. . . . . . . . . . . . . . . 31

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 23

RESONANT DEALER SERVICES . . . . . . . . . . . . . . 14 SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 43 SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . 36 SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 38 THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 19 THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 33 TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 7 TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4, 17, 48

MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 44

www.MHWmag.com

June 2019

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.

Repair and protect all types of pallet rack. All Styles, All Punches, All Dimensionsâ€Ś 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

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

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Toll Free 800 421-1180 www.millenniumtire.com

In ONE DAY you spend more than five hours staring at your phone.

In ONE DAY TVH receives over 4,500 orders and more than 19,000 lines through our mobile-friendly e-commerce site. www.tvh.com