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An Employee-Owned Specialty Publications International, Inc. Magazine

July 2019





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JULY 2019 • VOL. 40 NO. 7

22 |

Sales Trends

Jeffrey Gitomer

Are you Committed to be a Sales Crusader?

Dean Millius General Manager/Publisher Alva Coffman Account Executive

Spencer Birkenholz / Eric Faramus Production Lead / Graphic Artist 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.

Stock photos provided by ING image.

Industry News


28 Nuts & Bolts

6 | Discounting the aftermarket

Reader Resources


41 Source Directory 44 Advertiser's Index

Email: • 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.

In the next issue...

SUBSCRIPTIONS: Third class subscriptions are free to qualified

32 Classifieds

Dave Baiocchi


39 New Products

firms. First class: $89.95 per year. Foreign First Class: $415 Surface: $310 per year. Mexico and Canada Surface $145 Airmail $175. Single copies: $10.00 each.

The August issue will examine ways to increase sales and time efficiencies by switching things up from your daily routines.

14 |  Bottom Line Garry Bartecki More thoughts on the future

18 |  Human Element Caliper Corp.

30 Shifting Gears

Bridge the Gap: Creating an effective Employee Development Approach

SUBSCRIBE ONLINE AT: Material Handling Wholesaler, P. O. Box 725, Dubuque, IA 52004-0725 Toll-free: 877.638.6190 Phone:563.557.4495 Fax: 563.557.4499

Also, the Black Book of Industry Names will be inserted into this issue.

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July 2019


swallowed up by the competitive marketplace. In many quarters we now have a devolving price vortex as customers continue to want more for less, and we scramble to find ways to satiate their demands. The next phase of our industry’s evolution appears to be building back value by leveraging data. Meaningful fleet management will be supported in great part by advances in telematics, motive power, and a more consultative approach to selling. This will provide fresh opportunities to add profit back to sales operations, but it may be a bumpy road. For now, our sales departments soldier on. By: Dave Baiocchi I hate discounts for one reason. I call it price gravity. Give a mouse a cookie, and soon enough he will want a glass of milk. Where do you draw the line? Do you have a hard and fast “criterion” for issuing discounts? Are there commitments that must be honored by BOTH sides to continue offering a discount? Do discounts have expiration dates, or at least re-assessment dates? As much as I hate them, I understand that discounts are a necessary part of our business model. Equipment sales has always been a highly competitive war zone, but recent years have seen dealership sales departments actually operating at a loss (or at best “near net”). This condition is due to the commoditization of our industry. Ralph Waldo Emerson once rightly concluded that if you build a better mousetrap, the world will beat a path to your door. The evolution of our business over time however has severely narrowed the differentiation between our branded “mouse-traps”. We may have our own versions of gadgets and gizmos, but the basic functionality and production capability of the machinery itself is now in great part limited by physics. We can’t make them turn much tighter, or go much faster without sacrificing safety. As far as engineering goes, we’ve reached critical mass. So, since we can no longer create a measure of advantage through productivity, we turn to economies of scale. This has naturally moved the OEM’s to seek synergies. The Hyster-Yale, MCFA (CatMitsubishi-Unicarriers), and Toyota-BT-Raymond mergers and/or acquisitions serve to illustrate this trend. Consolidated manufacturing creates the volume necessary to create a profitability advantage. As with many industries however, these new-found profits are short lived, and pricing advantages are being quickly 6

July 2019

By contrast, the aftermarket has always been the store house of profitability that keeps the dealership solvent. It’s not that these departments have escaped coming under fire. When customers can buy their lift truck parts on, it forces the dealership to improve their practices! By and large however, most material handling customers depend on the dealer to keep their equipment running. The advantages we provide through our field service team should create value that keeps the customer in our orbit, and off the internet. Customers however are not exceptionally brand loyal when it comes to caring for their fleet. Independent (and OEM owned) aftermarket parts suppliers make it possible for our competitors to contend for the service business. Who doesn’t advertise the fact that they can service “all makes and models”? So, in order to capture and retain the service and parts business, aftermarket departments have been more willing to discount their parts and labor prices. Unlike equipment sales however, discounting the aftermarket can be complicated and fraught with unintended consequences. Selling equipment is simple. We buy it, we mark it up, and we sell it. Selling service is much more complex. Think of what it takes to service a customer. • Parts inventory (both on the shelf and in the van) • Competent and well-equipped technicians • S ignificant investments in training and certification • Service vehicles • Fuel • Insurance • GPS systems







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July 2019


Cover Story • Dispatchers • Service writers Deployment of all these resources must be considered when formulating a discount strategy. There must be quantified standards that must be met in order for customers to qualify for a discount. Not all customers represent the same opportunity. Assessing the revenue and profitability opportunities cannot be based on how “big” the customer is…or even how many units they operate. To maintain an adequate return on the investment you have made (see the list above), it is incumbent on you to investigate the following dynamics. Parts Profit Potential Is the customer using your parts? Are they buying OEM parts? Are they buying “everything”? Many large companies are in the practice of purchasing fast moving service parts like filters, oil and grease from an independent source, and then expecting you to install these parts at a discounted labor rate. This means that you will have a service van full of parts that will just sit while your technician installs someone else’s parts. We

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offered NO discounts to these customers, regardless of their size. When the customer complained, I asked him how many times he brought his own eggs and bacon into a local diner and asked the restaurant to cook them for him. Asking us to provide labor without parts is just as silly. Distance Logistics matters. The further the customer is from your base of resources, the more expensive it will be to provide services. If, however the customer has enough units to support a “resident mechanic”, that may be worth the trouble. This tech may need to be supported by onsite or consignment inventory, but the value in having the tech in one location for the bulk of the day is valuable. The popular practice of flat rating travel time with “zone charges” or “callout fees” makes having a tech moored to one location more profitable, and can counterbalance the negative effect that distance can cause. Specialized Equipment Sometimes we sell equipment that only a select group of highly trained technicians can work on. Deploying your “highest value” assets to a low profit opportunity is not a good business practice. The fact that not everyone can service the equipment eliminates competitive price pressure. Hold your ground. There is no reason to offer discounts in these circumstances. Workspace Does the customer have an adequate workspace for your field service techs to perform service? Are your technicians relegated to a parking lot? Does the customer constrain them to work in inclement weather? These are valid concerns when considering discounts. Equipment Availability Do you have a customer that asks for a discounted rate, then makes you wait to service the units until it’s convenient for them? Customers love a low PM rate, and then they will scream if you charge them for stand by time. Why should these customers get a discount?

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July 2019

July 2019


Cover Story Precedent If you are considering special rates and discounts for a customer, first consider the OTHER customers you may be currently servicing that are in the same industry. I have observed many times that (as a point of pride or ego), rate information is often shared between competitors in the same industry. This can be a disaster. Customers that are loyal to you at your list rates, will feel mistreated when their competitor across the street gets preferential pricing. It always irritates me to see TV commercials that offer specials for “new customers only”. Don’t assume your customer will feel any different.

a position to better control your overall aftermarket profitability. 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.

Discounts are part of our world…. I get that. There are times and reasons why it may be strategic to use discounts to develop your aftermarket business. My advice however is to actually be strategic and do a fair assessment of the total value of the customer, and the ripple effects of extending discounts. I always tend to think that it’s better to ADD VALUE than it is to cut prices. Find a way to quantify the criterion and minimize the ripple effects, and you will be in


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Bottom Line Garry Bartecki

More thoughts on the future I recently attended the 10th Annual DuPage County Regional Business Outlook in Oak Brook, Illinois, with the keynote speaker being Howard Tullman who is the Executive Director of the Ed Kaplan Family Institute for Innovation and Tech Entrepreneurship at the Illinois Institute of Technology. I listened to Howard’s presentation last year and found it fascinating and was glad he returned this year. As you can guess Howard went through about 60 power point slides expressing what he envisions for the business environment in the not too distant future. It was hard to keep up but very believable in terms of how technology and robots will change how we do business. Mr. Tullman’s main theme focused on the implications and risks businesses face as consumers (of all types) shift to “utility value” and “usership” as opposed to “possession” and “ownership”. I must tell you I felt quite vindicated after his presentation, especially since I recently expressed my opinions how the material handling industry will change as a result of this process. If you recall (and I hope you do), I suggested this utility value approach will impact the way you do business in the future, especially in terms of the lease transactions currently in use. In other words, longterm rental contacts with maintenance are very close to being a quasi-fixed payment obligation like a purchase with a maintenance contract. Where I see the market moving is towards flexible payment programs based on use with 100% of the ownership and operating costs remaining with the dealer, except for a usage charge paid by the customer that could change from month to month. To back up this theory Mr. Tullman presented two or three slides explaining how three major auto OEM’s are developing programs to provide the utility value of an auto for an hourly charge. No ownership, no fixed monthly payment, only a usage charge. Ever since this presentation I have been running around trying to get more information on these programs and will get them to you when I find more information with financial examples. Many leaders in our industry have repeatedly mentioned how we need to follow the auto industry because they seem to lead with new ideas, and maybe 14

July 2019

this is another example backing up that premise. If you come across any data related to this new type of financing, please share it with me. On to another exciting topic for you to review and participate in. September 19th, in Chicago, right next to O’Hare ….a one-day super conference geared to improve aftermarket performance as well as other financial topics covering exit strategies, the many revenue recognition areas related to the material handling industry, suggestions how the new lease rules will impact your business as well as your customers, an update on the new tax bill, how Wayfair could impact your multi state transactions, how ESOP’s put more cash in your pockets and more. I like to think this is a two or twoand-a-half-day program condensed into one day, proving attendees with a list of important topics to deal with before they become major problems. Dave Biaochhi is providing two sessions to improve aftermarket results, including a special program for parts planning and vendor management. Then we have a Rapid-Fire Learning program which will highlight what you need to know and what you need to follow up on, without going into the weeds. A panel of experts will be present throughout the session and will jump in to answer your questions or make comments when necessary. It is going to be a hell of a program. I suggest you stay the second night (if you need to) to take in the entire event and converse with the experts who will be available to meet with you to discuss individual problems. The Conference is very cost effective and does not require a car for transportation. So please be sure to examine the program outline when you receive it. And we welcome your input regarding topics or issues you would like to hear about. For all the details you can view the details in this issue and/or go to for more detailed information and to reserve your seat that I’m sure will be a packed house. Don’t wait until it’s sold-out. Seating is very limited.

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Bottom Line One last item. I purchased a copy of Walter McDonalds new book….25 Profit Building Tools for Machinery Dealers….and it is a good read. Get it on Amazon.


Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail to contact Garry.

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Human Element Eric Baker, Caliper Corporation

Bridge the Gap: Creating an effective Employee Development Approach Growth and development aren’t always the top priorities of a business, but it could be just what they need. An employee development plan is beneficial for both employees and their employers. Before you implement a plan, you need to discover what skill gaps your workplace has. Use these five ways to help determine where those gaps lie. How to pinpoint skill gaps Before we jump into how we determine where skill gaps are, we need to set a basic understanding of what they are. While there is no fixed definition, they are deficiencies in performance caused by a lack of skills or development opportunities in the workplace. Having an employee development approach will help you bridge the gap. In order to determine these skill gaps, you have to take a closer look at the performance of your employees. This requires data on where they are excelling and what areas require some improvement. One significant way to discover these strengths is by utilizing an employee assessment. For example, the Caliper Profile is an employeeand applicant-assessment instrument that accurately measures an individual’s job performance potential. However, there are multiple other ways to gather employee data. By layering these factors, you can get an even more accurate view of your employees’ performances. Here are five helpful ways to collect information on your team: 1. Employee Assessments – By using assessments, you can get insight on your employees, and often get actionable items for development. 2. K  ey Performance Indicators (KPIs) – KPIs are one of the best sources to use to identify skill gaps. Also, they help determine career progression, compensation, rewards, benefits, and retention. 3. 3 60-Degree Reviews – 360-Degree reviews provide peer and self-feedback. From this feedback, you can gather qualitative data to use in the development stage. And when you embed 18

July 2019

the insights of an employee assessment, like the Caliper Profile, into 360s, you get an even deeper look into performance and potential. 4. Observations – As simple as this sounds, observing your team can give you insight on how different factors come into play when there are apparent skill gaps. 5. Benchmarking – Benchmarking builds off of observations. You can identify skill gaps in the workplace by benchmarking the performance of the organization’s top performers. This sets a point of reference on what skills are needed for success in the workplace. Employee development approach Now that you know how to identify skill gaps, let’s pivot into how we can use this data to build an employee development approach. As a manager, you want to be able to set your team up with the skills they need to be confident in their jobs so you can shift your focus to your other duties. To start a practical approach, you first need to work on yourself. Before you can develop your team, you need to build yourself. Once you’ve sharpened your development skill, you need to build a basis of trust with your team. If you already have this, great, skip onto the next step! If not, this is important to ensure you and your teammates have trust so they don’t think you’re highlighting their weaknesses. Now, you’re ready to use the data you’ve gathered on skill gaps in your workplace to begin creating learning opportunities. Coach your teams by delegating assignments in areas where your employees need development, introducing other members who excel in those areas, and turning meetings into learning opportunities. Most likely, they will not succeed their first time around and may need additional help, but this creates a learning experience. Another way you can develop your teams’ skills is by setting them up in a development platform or by using development tools. Caliper Precision Series aids your team in their specific areas of development




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PNEUMATIC ELECTRICS 21679 20319 21757

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4 WHEEL RIDER ELEC 21569 21616 20406 20119 18961

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PARTS TRUCKS 21380 21123 20117 19239

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Human Element through a self-paced, technology-hosted learning experience. This allows your team to work on developing their skills on their own time and schedule. So, in short, here’s how to establish a developmental approach: • Determine where skill gaps lie. • Develop yourself before you work on your team.

The brand new Forklift app is now available for iOS and Android devices. Searching for machines, client’s and dealer contacts has never been easier! Plus, Dealers reduce time by adding new equipment right from your smart phone. When your equipment arrives, take photos that automatically load on your administration page with your Forklift member account. Add equipment specs and pricing and then make it live.


• Form a basis of trust with your team. • Create learning opportunities. • Set your team up in a developmental program. • Repeat as needed. Ready to develop your employees, but don’t know where to start? Give us a call at Caliper and let’s discuss your situation. About Caliper - For nearly half a century, Caliper has been helping companies achieve peak performance by advising them on hiring the right people, managing individuals most effectively and developing productive teams. The accuracy, objectivity and depth of our consulting approach enable us to provide solutions that work for over 25,000 companies. To find out more about how Caliper can help you identify and develop people who can lead your organization to peak performance, please visit us at or call them at 609-524-1200. Email to contact Caliper.



Dealers who don’t have an account yet? Contact us now and activate your account and begin to save time and increase sales with Forklift.

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Sales Trends Jeffrey Gitomer

Are you Committed to be a Sales Crusader? Is your sales income what it should be? Want to double it? Take 30 minutes and read something about The Crusades. They were much more than a religious war. The Crusades were about people going after what they believed in…passionately. They did it regardless of the hardship and risk. Do you? Are you a Sales Crusader? Sales is not a religion, but it is a way of life. It should not consume your life, rather it should be incorporated into your life. Sales enhances life and embraces the philosophy for living it to its maximum potential. Doubling your income isn’t pie in the sky… if you are determined and committed. Here are 11.5 principles to lead your own Sales Crusade:

Resonant Dealer Services





July 2019

1. G  et a positive attitude and keep it.. Most everyone thinks they have a positive attitude, but they don’t. Usually not even close. Earl Nightingale in his legendary tape “The Strangest Secret” reveals the secret of a positive attitude: We become what we think about…but, it’s a dedicated discipline that must be practiced every day. People don’t understand that the essence of “attitude” is not a feeling it’s a state of mind that is self-induced. You are in complete control of it. You determine what your attitude is. It has nothing to do with what happens to you. It’s not about money or success. It’s the way you dedicate yourself to the way you think. But you must re-dedicate yourself to the principles of it every day. Do you have what it takes to be a Sales Crusader? How do you attain a positive attitude? Begin to surround yourself with positive ideas and positive people. Read and listen to positive writers and speakers. Believe you can achieve it. Don’t listen to other people who tell you you’re nuts they’re just jealous. Start now and work at it every day. 2. S  et goals, and make a commitment to achieve them…The goal is your road map to success. Without clearly defined and written goals aimed at your targets, you are not likely achieving your dreams. Your targets are easy to hit if you’re standing in front of them every day. Better yet, if you emotionally, physically, mentally, and spiritually commit yourself to career goal achievement, your dreams will become reality. Achieving a goal is incredibly self-satisfying. It gives you a feeling of accomplishment, purpose, and the inspiration to set out and achieve the next goal. Big Clue...Figure out the daily dose. An amount you can measure, an amount you can achieve. Determine how much you need to do each day to reach your goal in short steps. (pennies per day, ounces per day, pounds per week, calls per day, dollars per sale) and do that daily dose each day.

Sales Trends 3. D  edicate yourself to mastering the science of selling…Learn something new about sales or your positive attitude every day. Feed your head with new knowledge that will help you make that next sale. If you want to become an expert in sales, learning one new technique per day gives you 220 new techniques per year. If you sell for 5 years, you’ll have more than 1,000 techniques at your disposal. Amazing what you can do if you just do something small every day. If you just dedicate 1530 minutes a day to learning something new about sales and achieving a positive attitude, at the end of five years you will be a master salesperson and have a great attitude about life. 4. D  esign a networking plan and implement it…Make a five-year plan to get known and get to know those who can build your business. Networking is the fastest, surest method to increase your business stature and your sales. 5. B  e a leader…Look for and strive for leadership positions. Take charge of a committee, speak to a civic group, write an article for a local paper. People love to do business with leaders. 6. G  et involved in your community…Select a charity or community organization worthy of your time, and make a contribution. You’ll grow in success and reputation, but more important, you’ll feel great about living to help others. 7. K  now your prospect and prospect’s business before you make the sales call… Get the information you need to make every appointment intelligent and impactful. Use this guideline to assure your success ask the buyer questions that only he or she knows the answers to. 8. B  e memorable in all that you do…Take a creative idea to each sales call. Have the courage to live your dreams and goals. Your work and dedication will inspire others. Your words will be remembered because you backed them up with deeds and delivery. Will they talk about you after you’ve gone? 9. H  elp other people…When you establish this belief as one of the foundations of your selling process, the attributes that accompany it are the

keys to making your customer feel motivated to act, and confident enough to buy. There is an offshoot of this philosophy get business for others. It is as powerful as any sales tool you can imagine. 10. S  tay focused and look for opportunity… How important is it to be focused? In 1982, after a big Imprinted Sportswear show, I was at the Dallas airport when I noticed a guy I met from a T-shirt manufacturing company. He was swearing at the American Express money machine. It seems the machine ate his card. He was looking desperate. I walked over, reintroduced myself, found out the problem and loaned him $100 so he would have cash for the trip home. Two days later he sent me a check for $100 and a thank you note. Turns out he was the president of his company. Two months later he called me and asked if I was interested in printing garments for the 1984 Olympics. He had the sublicense to manufacture from Levi’s. We had a state-of-the-art printing facility so I said, “Of course.” He gave me a contract to print every shirt 1,600,000 garments. $750,000 worth of business because I was paying attention at the airport. And, because I was living my philosophy of “help other people.” 11. E  stablish long term relationships with everyone…If you look to establish a longterm relationship each time you sell, it assures that the integrity, sincerity, honesty, and “doing what’s best for the customer” are a given. Make “long term” a prerequisite for selling. Be sure to share this philosophy with your customer. 11.5 Have fun…Look at the most successful people in any field. One thing they have in common is that they love what they do. They pursue what they do with a passion and enthusiasm that is admirable (and contagious). How much fun are you having? Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at For information about training and seminars visit or email Jeffrey at

July 2019


Announcing th Industries fir Thursday, September 19th


Be part of a fast paced One-Day Dealer Conference focused on dealership PROFITABILITY for top ownership, operational and financial management. This Conference is an opportunity to increase your knowledge of issues, regulations, products and services vital to the material handling industry. You’ll also develop and improve relationships with other dealers and manufacturers. Take part in networking opportunities before, during and after the event. Learn from Industry experts Garry Bartecki, Dave Baiocchi, Tai Diekvoss, John Czyzyski, Nate Perkins, Michael Krogermeier, Michael Plokonka, Jim Margner and Steve Pierson. This One-Day Conference is presented by

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July 2019


HERE IS WHAT YOU CAN EXPECT TO LEARN AND ASK THE PROFESSIONALS QUESTIONS ON TOPICS LIKE: • Dealer Aftermarket Program Offerings • Dealer Field-Based Technician Autonomy and Customer Service • Dealer Parts Planning and Vendor ManagementSponsored by Intella Liftparts, Inc. SPONSORS!

he rst


PLUS, RAPID FIRE DISCUSSIONS FROM A VARIETY OF INDUSTRY PANEL EXPERTS THAT COMPANY MANAGEMENT WILL NEED TO DEAL WITH WITHIN 6 MONTHS: • Tax Updates and GAAP Accounting requirements to act on Now! • New Lease Standards • New Revenue Recognition Rules • Best Practices on Credit Reports and Trade Payment Service • Exit Strategies and Identifying Your Options • ESOP’s Benefits and Tax Savings if you qualify • Understanding Fiduciary Responsibilities • Economic Outlook including Interest Rates

Z WINTRUST Financial Corporation 9801 W Higgins Rd, Rosemont, Illinois September 19, 2019 Who should attend this conference? CEO, presidents, sales and parts managers, key management and those aspiring to be promoted to management positions in their company. To learn more and register go to WWW.DEALER-CONFERENCE.COM Hurry! Space is very limited!

July 2019 2019

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Multi Drum Turner The Interthor Multi drum turner handles many kinds of drums in the horizontal or vertical position, and of different material and dimensions: Steel, plastic, small, low, high, square, round drums – no problem!


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New and Remanufactured Products Found on Electric and Gas Powered Vehicles Flight Systems Industrial Products 26

July 2019



Thombert 93 Shore A durometer DYALON® “A” wheels and tires deliver the best durability on the market for electric lift truck applications. We help you win with less downtime, lower maintenance costs, and the best lifetime values. Heavy loads. Longer life. More value.


July 2019


Nuts & Bolts

Acquisitions, expansions & other business news

Pape' to pay $650,000 to settle EEOC National Origin Harassment Lawsuit Pape' Material Handling, Inc., will pay $650,000 to settle a harassment lawsuit filed by the U.S. Equal Employment Opportunity Commission (EEOC), the federal agency last month. This settlement was approved by the U.S. District Court for the Eastern District of California. The EEOC's lawsuit charged Pape Material Handling with allowing employees at its Fresno, Calif., facility to engage in ongoing harassment of Hispanic employees. Such harassment included mocking employees' accents and using derogatory slurs. The EEOC claimed that the company failed to address employee complaints, leaving employees to quit as their only recourse to avoid the misbehavior.

Crown Equipment names Best Dealers and Branches in North America Crown Equipment Corporation, recently recognized its 2018 highest performing independent dealers and companyowned branches in its North American sales and service network. Material Handling Supply, Inc. of Pennsauken, New Jersey and Crown Lift Trucks of San Antonio, Texas both earned the prestigious James F. Dicke Pioneer Award as the company’s top-performing dealer and branch, respectively. In addition to the Pioneer Awards, Crown also recognized dealers and company-owned branches with Summit Awards—which acknowledge outstanding sales and customer satisfaction achievements, and Ascent Awards—which distinguish those organizations that performed well and continue to move toward the summit. 2018 Summit Award Winners •A  ction Lift, Inc., Pittston, Pennsylvania •L  ift Power, Inc., Jacksonville, Florida •M  aterial Handling Supply, Inc., Pennsauken, New Jersey 28

July 2019

•N  orthWest Handling Systems, Inc., Seattle, Washington • Crown Lift Trucks, Indianapolis, Indiana • Crown Lift Trucks, Ontario, Canada • Crown Lift Trucks, San Antonio, Texas • Crown Lift Trucks, Toledo, Ohio 2018 Ascent Award Winners • Buffalo Materials Handling, Buffalo, New York • CFE Equipment, Norfolk, Virginia • Hugg & Hall Equipment, Little Rock, Arkansas • Lift, Inc., Lancaster, Pennsylvania • Crown Lift Trucks, Dayton, Ohio • Crown Lift Trucks, Houston, Texas • Crown Lift Trucks, Kansas City, Kansas • Crown Lift Trucks, Minnesota/La Crosse, Wisconsin • Crown Lift Trucks, Montreal, Canada • Crown Lift Trucks, Tampa/Orlando, Florida

H & K Equipment launches new group name H&K Equipment announced that it has launched the H&K Equipment Group. H&K Equipment, the company said, is the flagship business of an affiliation of eight independent companies united under common ownership. The H&K Equipment Group brings each of these companies together for the first time to showcase the full reach and scope of their products and services. The company unveiled the new designation at AISTech 2019 at the David L. Lawrence Convention Center in Pittsburgh.

TVH Canada moves to 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 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 them to increase the amount of inventory on hand. The new space also has an enhanced Will Call pick up for customers and offer plenty of room to grow.

July 2019


Shifting Gears

Industry personnel and organization news

Southeastern Equipment promotes Clements Southeastern Equipment Company is pleased to announce that Marty Clements is the new Branch Manager for Southeastern’s Burlington, Kentucky location. Clements’ responsibilities include overseeing Burlington’s sales, service, and parts teams while ensuring that customers receive excellent service. Before being promoted to Branch Manager, Clements was Burlington’s Operations Manager. Clements has 24 years of experience in the construction equipment industry and previously worked for Hertz Equipment Rental and Genie Industries. http/

Nathan Davis celebrates 50 years in the Industry Nathan Davis and his wife Alice Faye Davis have reached a major milestone in the material handling industry. Last month marked 50 years and they both intend to continue work as long as they can Davis Lift Truck Service in Fayetteville North Carolina where they sell and service Tailift and used forklifts. Davis started the business at their home and Alice was in charge of bookkeeping. Their son Charles also is part of the business as the sales manager.

ASV announces new Product Reliability & Testing Manager ASV has announced that Nick Schrapp has been promoted to product reliability and testing manager. Schrapp will be primarily responsible for managing product testing, reliability and field issue resolutions involving our products. 30

July 2019

He will focus on ensuring customers receive maximum productivity, durability, ROI and comfort out of their ASV machines. This includes monitoring new and existing machine performance on a rigorous test track, and making changes to improve performance and longevity. Mr. Schrapp brings 20 years of experience in equipment manufacturing to his new role.

CLARK Material Handling Company appoints new National Parts Sales Manager CLARK Material Handling Company, a top ten global manufacturer of forklift trucks and spare parts is pleased to announce that Charlie Chwasz has been appointed as North American National Aftermarket Parts Sales Manager. In this role Charlie will oversee the CLARK aftermarket parts sales team and support staff in Lexington. He will report to Scott Johnson, Vice President of Sales and Marketing.

Advance Storage Products hires new CFO Advance Storage Products is proud to announce and welcome John Warren as CFO. He comes to Advance from LMC Enterprises, a middle market specialty chemical and industrial cleaning manufacturing company and also worked at Con Agra Foods and Mattel. John earned his MBA from Boston University and a BA in Psychology from Farmingham State College.

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


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

At MVP, You’re the Most Valuable Person!

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2012 Bobcat E32 JM Wholesalers LLC Batvavia, NY | 716 708-4527


2014 CAT Lift Trucks 2C6000 Cromer Equipment Oakland, CA | 510-534-6566


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


2010 Mitsubishi EDR15N 3 North Bay Warehouse Equipment Company West Sacramento, CA | 707 450-7188

1986 Clark C500-120 Ohio Lift Truck, Inc. Grand River, OH | 440 354-1444


2006 Elwell-Parker ESE350 H & K Equipment Coraopolis, PA | 412 490-5311


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2011 Hyster E60XN JM Wholesalers LLC Batvavia, NY | 716 708-4527


0 Toyota 7HBW23 1 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875

2012 Yale ERC040VA Zoom Lifts & Equipment Chester, SC | 704 975-1377


2010 Yale GLC050VX MH Equipment Des Moines, IA | 515 288-0123


2018 Doosan BC25S-7 Complete Forklift Repair, LLC Corinth, KY | 502 750-1027


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

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

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


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

Superior Workmanship • Customized Designs • Competitive Pricing

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.



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.


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


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


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 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.

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July 2019

2/22/17 1:50 PM

July 2019





Introducing the all new Big Joe PDX50

48V Li-Ion power with up to 5,000lb capacity 10gpm output for high performance attachments Extended load center ratings available for applications such as furnace loading, or specialized handing of dies, coils or rolls

Resale opportunities available through our nationwide master dealer network



July 2019

New Products

See more new products online at

Pettibone Partners with Mecalac on 8MCR Rail-Road Excavator in NA Pettibone has announced a partnership with Mecalac to provide sales and service support in North America for the Mecalac 8MCR Rail-Road, a compact crawler excavator that is purpose built with factory-installed hi-rails for railway maintenance and service work. In addition to digging, the 8MCR Rail-Road excavator is also designed to provide outstanding lifting and handling functions for its size class with appropriate attachments.

MCFA rolls out new Automated Guided Vehicle System Mitsubishi Caterpillar Forklift America Inc. (MCFA), has announced a new generation of automation capabilities to meet customers’ growing demands. The new Jungheinrich Automated Guided Vehicle Solutions, includes the EZS 350a NA, an automated guided electric tow tractor, and the EKS 215a, an automated guided medium-to-high-level stacker. The new Jungheinrich Automated Guided Vehicles can help customers address labor challenges by efficiently tackling redundant tasks or reallocating resources for greater efficiency. The EZS350a NA and EKS 215a are poised to help businesses increase productivity and safety, while reducing costs and product and facility damage.

Signode launches newest generation of compact Octopus Stretch Wrapper

warehouses and distribution centers. The new Octopus Compact 20 / Compact TSi series is a cost-effective and reduced-footprint solution that enables bottom-to-top or top-to-bottom automatic rotary ring stretch wrapping.

Toyota Forklift launches AICHI Vertical Mast Lifts Toyota Material Handling USA has launched its new AICHI Vertical Mast Lift aerial work platforms. The multistage post style masts provide high lift heights in a compact unit that fits through a standard doorway. With heights of 12 and 16 feet with a standard platform extension it provides an additional 15 inches for hard to reach locations. The vertical mast lifts are just 30 inches wide and 4 feet, 6 inches long, allowing for navigation in space-restricted and narrow areas where a scissor lift would be too big.

Forklift releases new App saving time and increases sales The material handling buy and sell platform Forklift has released its new app available for iOS and Android. "The Forklift App will save both end-users and material handling dealers a lot of time searching and adding new equipment to the Forklift site." said Christoph Schmid the CEO of Forklift. For the end-user of Forklift they can search for material handling equipment with over 80,000 offers ranging from forklifts, attachments, batteries, chargers, aerial work platforms, scrubbers and sweepers. Download the app at the App Store or Google Play.

Signode Industrial Group, has launched the newest generation of its market-leading Octopus Stretch Wrapper. The new Octopus Compact 20 / Compact TSi series is a completely new design that provides optimal load containment while optimizing the film usage in today’s increasingly space-limited

July 2019


New Products

See more new products online at

New Raymond Courier™ 3030 Stacker utilizes Seegrid Vision technology to address Industry challenges The Raymond Corporation has launched a new, next-generation automated lift truck stacker, the Raymond Courier™ 3030 stacker, which utilizes Seegrid visionguided technology and combines horizontal transport and vertical pallet lift. Supporting Raymond’s introduction of intelligent warehouse solutions, the Courier 3030 stacker is designed to automate stacking from pick to delivery locations. Ideal for handling and transporting products between connected manufacturing and warehouse facilities, the Courier 3030 stacker automated lift truck helps maximize workforce productivity and drive down labor costs.

Scissor Lift Tables offer high travel in a compact footprint Presto ECOA Lifts announces the immediate availability of CLT Series Compact Scissor Lifts. These highperformance, industrial-duty lifts are available in a wide range of capacities including 2,000, 3,000, 4,000, 5,000 and 6,000 lbs.  They are ideal for a wide variety of work positioning, assembly, repair and inspection applications in manufacturing facilities, warehouses, repair shops and more. CLT Series lifts employ a double scissor mechanism that allows for a collapsed height of 8 ½” while providing raised heights of up to 56 ½”.



July 2019

ELOshield Forklift Pedestrian Safety System wins Product of the Year ELOKON, a global provider in industrial safety technology, announced that its ELOshield proximity detection/ anti-collision system for forklifts and pedestrians received the Gold Award from Plant Engineering as the 2018 Product of the Year for safety. The award was announced on April 8, 2019, at the annual “Engineering Awards in Manufacturing” event at the ProMat material handling trade show in Chicago.

Combilift approves OneCharge! OneCharge Inc. has reached an agreement with Combilift to fit its trucks with lithium ion batteries."OneCharge Lithium Batteries have developed full integration with Combilift electric lift trucks," said Niall Crehan, US VP of Sales for Combilift. "OneCharge Inc. has worked closely with us to meet the high standards and specific needs of our electric trucks". "We’re excited to be the first lithium battery manufacturer in the USA to be approved by Combilift. It allows us to offer our solutions to many new customers and to provide better support to many of our customers who already enjoy OneCharge lithium batteries in their Combilift lift trucks" said Tim Karimov, President of OneCharge.

Linortek launches IoTMeter™ Wireless Equipment Hour Meter Linor Technology, Inc, a research and development company that designs and builds controllers for the Internet of Things (IoT), announces the availability of its IoTMeter™ Wireless Equipment Hour Meter. IoTMeter is a wireless equipment runtime monitor and alert system. The device remotely collects real-time data on offline industrial vehicles and powered equipment, enabling companies to stay on top of routine maintenance to minimize equipment downtime and lost revenue.



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

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We specialize inindependable reconditioned We specialize dependable reconditioned

batteries & chargers calibrated to BATTERIES AND CHARGERS factory specs by our certifi ed by technical staff. calibrated to factory specs our certified technical staff. Hobart—Enersys—Applied Energy Solutions—C&D —and more!

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


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

Authorized Distributor

Authorized Distributor

Authorized Distributor

Authorized Distributor

Authorized Distributor

July 2019


Do more for your forklift fleet. • Speed Limiters

• Zone Speed Control • Shift Inhibitors

• Ignition Interlocks

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


(800)-318-2022 Advertiser’s Index ADVANCE METALWORKING COMPANY, INC.. . . 21

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

RESONANT DEALER SERVICES . . . . . . . . . . . . . . 22

ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 16

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 21

RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . . 4

ALPINE POWER SYSTEMS. . . . . . . . . . . . . . . . . . 37

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 31

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 44


HC FORKLIFT AMERICA CORP. . . . . . . . . . . . . . . . 9

SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . 46

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 43 BIG LIFT, LLC . . . . . . . . . . . . . . . . . . . . . . . . . . . 38 DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1

HELMAR INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . 3 INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . 26 JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 43 MAC RAK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 13

STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 15 SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . 17 SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 38 SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 45

MHW. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24-25 ECOTEC LTD. LLC. . . . . . . . . . . . . . . . . . . . . . . . . 8

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 19 MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . 47

ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . 12 FB CHAIN LIMITED. . . . . . . . . . . . . . . . . . . . . . . 44 FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2, 26 FORKLIFT-INTERNATIONAL.COM. . . . . . . 20, 21, 34

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 33 NEXEN LIFT TRUCKS LIMITED. . . . . . . . . . . . . . . 29 PHILLIPS MINE & MILL, INC. (IRWIN TRANSPORTATION). . . . . . . . . . . . . . . . . . . . . 36

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 27 TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 7 TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17, 48 WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 11


July 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



2015 TOYOTA 8FD80U

238” Mast, Hours: 4,000

189” Mast, Hours: 4,000

180”V Mast, Hours: 15,000











2014 TOYOTA 8BRU18

2014 TOYOTA 8FGU185

240” Mast, Hours: 4,000

192” Mast, Hours: 8,000

189”FSV Mast, Hours: 7,000












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


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

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

1.866.506.2200 •

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

Printed in the U.S.A. ©2019 The Ousset Agency, Inc. wo#5977

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






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



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

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




Toll Free 800 421-1180

In ONE DAY 365,000 babies are born.

In ONE DAY TVH’s new Automated Storage and Retrieval System can pull more than 24,000 order lines.

Profile for Material Handling Wholesaler

July 2019 Material Handling Wholesaler  

July 2019 Material Handling Wholesaler