August 2019 Material Handling Wholesaler

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18 | Human Element Caliper Corp.

Five qualities that separate Extraordinary Salespeople from the rest

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Sales Trends

Dean Millius General Manager/Publisher Alva Coffman Account Executive

Jeffrey Gitomer

Material Handling Wholesaler: (ISSN # 2155-3467) is published monthly for new and used equipment dealers, equipment manufacturers, manufacturer’s reps, parts suppliers, and service facilities serving the material handling industry. Editorial opinions expressed herein are the author’s and do not necessarily reflect the opinions of Material Handling Wholesaler. All material contained herein is protected by copyright laws and owned by Specialty Publications International Inc.

COVER STORY 6 | The Ten Commandments of Creating Lifetime Customers Tra Williams

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Communicating with purpose

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

Garry Bartecki breaks down the current state of the rental and leasing trends plus gives a preview of the One-Day Dealer Conference on September 19th.

14 | Bottom Line Garry Bartecki Either Adapt or be Obsolete

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provide personal enhancements to an individual experience - that's impressive. You can’t cut through the white noise with more white noise.

Remember, innovative technology is usually meant to optimize our lives. Therefore, you can purchase service optimization but not service innovation. Real service innovation comes from the people within an organization, which brings us to number two.

By: Tra Williams Everyone has experienced this at one time or another. What you thought was going to be a simple everyday transaction for a product or service, turned out to be an experience that earned your lifetime loyalty as a customer. Sadly, it doesn’t happen very often. Which is exactly why it’s so surprising when it does happen.

Today’s consumer-driven environment is intently focused on instant availability and for good reason.

More than ever customers want immediate access and lament any speed bumps between them and the conclusion of the transaction. Immediacy has become the golden calf of customer satisfaction. Customers continually worship the quickest solution with frequent patronage, but the results of that lust for instant gratification has come at a painful price. The line between optimization and true innovation has been blurred as the customer experience has been sacrificed on the altar of speed.

Escaping this cult of self-satisfaction where likes pass for loyalty, requires you to rewrite the rules of comparison. Don’t allow the value of your product or service to be determined by an outside metric. Instead, change the game and redefine what the word value means to your customer.

Here are The Ten Commandments of value creation and earning a customer for life.

1. T echnology Reduction: In today’s world of technology immersion, the human touch matters more than ever. Each escalation of technology reduces human interaction. Each reduction of human interaction is a missed opportunity to earn a lifetime customer who judges the value you provide by metrics that you define…not just speed. When someone takes real time to 6

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2. F ocus on front-line staff: Your front-line staff who interact directly with your customers are the most important people in your organization.

Not the owner or the VP; it's the front-line employee who is friendly and patient, who smiles all the time and who remembers the customers' names and business needs. That person will ultimately make or break a company. Make sure your culture emphasizes treating them with the time and attention they deserve and they will treat your customers the same way.

3. H ave a real relationship with your customer: Recognize that the relationship you have with your customer should not be transactional. Of course, it’s important to look for opportunities to make the transaction simpler, easier and more pleasant for the customer. But it’s also imperative that you add value to their lives in ways that are unrelated to the transaction.

Look for ways to be a resource not just a provider.

4. D evelop a customer-first culture: Culture is binary. You’re either in or out.

It starts with a slow and methodical hiring process. The time, money and productivity lost on a hire who is inconsistent with a company’s culture is immeasurable. Take your time and hire the right people. Then focus on their development. They in turn will grow the business. Customer loyalty is built by people not in spite of them.

5. C ultivate Reciprocity: We are hardwired to do more for those who do things for us. When it rains, Chick-fil-A has employees wearing ponchos run to people’s cars when they pull in and hold an umbrella over them while they walk inside. And then escort them back to their cars when they have finished their meal. It's no wonder their average unit volume is three times

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August 2019

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Cover Story the average of most QSR’s while only being open six days a week—reciprocity.

6. E liminate Policies: “I’m sorry, Ma’am. That’s just our policy.” These words should never be uttered in business. They reveal to your customer that your culture values adherence to arbitrary rules more than customer satisfaction.

You should have only one policy, which is—do everything within your power to exceed your customers’ expectations.

7. E mpower your team: If you’ve followed Commandment #2 and #4, then this one should be easy. Every team member should feel empowered to do what is right in each specific situation. “Let me ask my manager” tells your customer that you don’t trust your employees’ discretion or decision-making. And if you don’t trust the people you hire why should your customers trust that they will have a consistently great experience?

8. Celebrate: Everybody loves a winner and nobody wants to be on the losing team.

Customers want to feel like the money they spend is making the world a better place. Publicly celebrate your wins, your anniversaries, your employee accomplishments (both in and out of work), your growth, your community engagement, your awards and your achievements. Did one of your employees just get her Master’s? Have a baby? Compete in a triathlon? Celebrate it. This Commandment has the added advantage of developing employee loyalty as well as customer loyalty.

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August 2019

9. R aise the Stakes: Service innovation inherently means that you are challenging the assumptions of traditional expectations. On the flip side of this coin is the realization that doing something new is also a new opportunity to fail.

Fortunately, studies have shown that customers value your effort nearly as much as the result.

As such, they are incredibly forgiving of failure so long as every effort was made to succeed.

So, challenge your team and yourself. Raise the stakes. Go big. Consistent yet average is still unimpressive.

10. H ave a mission: People are not motivated by what; people are motivated by why. If the goal is to make tons of money and eventually go public, then you have missed the point of this exercise entirely. Where you spend your money is a major part of your identity.

Customers align themselves with organizations that mirror who they are, or at least who they’d like to be. Therefore, the motives that drive your organization also drive your customers’ loyalty. Without a mission, you and your customer have no ‘why’.

Embrace these Commandments. Carve them into stone and bring them down from the mountain. If when you arrive you find your team obsessed with the Golden Calf of immediacy, tell them this: In today’s world of instant gratification, do not worship speed. When speed becomes the only metric by which you judge service, then true service becomes irrelevant. Instead of conjuring new ways to complete a transaction faster, make the experience so amazing that the customer will never want it to end.

About the Author: Tra Williams is a celebrated speaker, business consultant and author of the forthcoming book Feed Your Unicorn. He is a nationally recognized thought leader in small business, franchising, leadership and entrepreneurship. Tra works tirelessly with people, professionals, and organizations to help them define success on their own terms and build the framework required to sustain it. For more information, please visit: www.TraWilliams.com.

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August 2019

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Aftermarket Dave Baiocchi

Communicating with purpose Everywhere I go I hear the same thing. “We need better communication”. I can’t think of one client that I have visited in the past five years that doesn’t identify with this statement. As a dealer principle I routinely observed that miscommunication was the genesis of most of the problems that arose every day. This issue however really isn’t unique to our business. Every business in every location across the globe struggles with the same thing.

Since poor communication is at the heart of so many of our challenges, I want to investigate why, and what can be done to move toward a solution that actually moves the needle. Nobody will argue with the notion that the demands from our customer base are increasing. Every year we are constrained to provide them with unique, targeted products and services that increase their efficiency, and lower their costs. Usually these solutions require the efforts of multiple people in multiple departments. It’s hard enough to manage these challenges when we communicate well. When we don’t, it’s almost a certainty that customers will be disappointed.

I would contend, that we don’t need better communication. What we ACTUALLY need is enhanced UNDERSTANDING. This is a new way of looking at our interactions. Understanding is actually the GOAL of communication. We can keep throwing devices at the problem, but if we don’t decisively seek to enhance the handoff of information, we will keep running up against the same issues.

In my Industry Onboarding seminars, I devote a fair amount of time to discussing this topic. My intention is to try and solve the problems before they begin. The manner in which we communicate is of paramount importance. So, if your new hires all started with some specific training in “purposeful” interactions, it would only be a matter of time before you could see improvement in this area.

One of the issues that slows our progress is of our own making. Most dealerships are naturally separated into five unique “profit-centers” (departments).

• New Equipment • Used Equipment

So why is this such a big deal? Better communication can’t be that hard, can it?

• Rental Equipment

When I was selling lift trucks in the San Francisco bay area back in the early 80’s, communication was (by every measure) more difficult. If a customer wanted to speak to me, they would call the dealership. The sales coordinator would “take a message”. (Yes, actually putting pen to paper.) The coordinator would then call a number that would alert a “pager” hooked to my belt. I would then have to find a PAY PHONE, and call into the office to retrieve my messages. (Dropping quarters, and trying not to let the receiver touch my mouth….ah…good times)

• Service

By today’s standards, these methods are akin to smoke signals. Look at the devices we carry, and the communication tools available now. We have the luxury of cellphones, tablets, e-mail, voice-mail, FaceTime, Skype, and Google Docs. Add to that social media like Twitter, Facebook, Instagram, Snapchat and LinkedIn, all with their independent versions of instant messaging. We are awash in COMMUNICATION. So why is it still our biggest challenge?

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August 2019

• Parts Depending on your market and focus, there could even be more, but most dealers at least have a core of these five departments. Each department has its own unique revenue and profitability goals. Each has its own priorities, and commitments. Personal agendas and interdepartmental needs tend to govern the outcomes of cross-department efforts. Management compensation programs are many times predicated on the profitability of the individual departments.

This all serves to create what is referred to as a “silo-mentality”. I am fond of saying that “departmentalization leads to compartmentalization”.

Departmental employees tend to respond to other team members based on the ability keep both sales and profitability “inside their own silo”. Left unchecked, department-centric thinking creates divisions that begins to tear at the fabric your corporate culture.

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Aftermarket While we are reinforcing our silos, here is the fact we routinely forget. The customer couldn’t care less about our departments. The customer only cares about himself. He cares that his truck didn’t start and he has freight to unload. He cares that the rental unit he ordered shows up on time. He cares that the part we ordered yesterday actually shows up and gets installed today.

Our departments, mean nothing to him, and they shouldn’t. The customer has choices. Dealers who make it evident that they have any agenda other than the customer’s needs, will quickly be replaced with alternate suppliers. Customers won’t tolerate the phrase “that’s not my department”. They EXPECT that we will operate AS A TEAM to get the job done.

Building silos destroys team harmony. Maintaining silos slows the wheels of progress that your customer is depending on.

So, what are some tools we can use to dismantle the silos? I encourage dealership employees to re-think their communication processes, especially between departments. I suggest the use of three specific tools to enhance understanding of the customer’s expectations.

1.) The adoption of urgency When we need something from another department, our request is normally fact based. Getting the details is imperative. We have to ensure that we order the right part. The rental unit has to have the proper capacity. The forks have to be the right length. We all get this part right (most of the time).

The one thing I see we routinely miss however, is adding the component of urgency. To properly prioritize customer needs, we must purposefully add this to our communication. Not everything is an emergency. Once again, focus on the customer’s needs. How many times have we ordered something next day air, and had to apologize, and swallow the costs? Conversely how many times have we put the part on a stock order (to save the customer money) but not realize that he needed that truck up and running tomorrow? Urgency should be determined at every level, and by every employee that interfaces with a customer. Dispatchers, road technicians, CSR’s, shop foremen, and salesmen all should be accountable to provide data AND the corresponding urgency when communicating customer needs.

2. ) The use of Active Listening 12

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Active listening is a communication technique that if properly utilized, will solve a vast majority of miscommunications. The process involves a “listen-thenreflect” process that slows both communicators down and focuses their attention on enhancing understanding.

It incorporates the phrase “so what I am hearing you say is”….

If your communication REQUIRES you to reflect what you heard, listening is not an option. You don’t have choice. I recommend interdepartmental communication to include the following: • Accurate and relevant details • The customer’s expectation of urgency • The requestors role and timeframe • The listeners role and timeframe 3.) The critical eye Sometimes using your words, and your ears isn’t enough. What we see can be just as important as what we hear. The “critical eye” is a moniker I use for looking BEYOND what’s normal, and finding a flaw that can be remedied long before it ever gets in front of the customer. It’s in the same vein as “see something – say something”. Employees should never be excoriated for pointing out what doesn’t seem right.

Being on the lookout should not only be allowed, it should be celebrated! The critical eye supersedes rank and departments. If the receptionist at the front desk notices that the machine being loaded on the delivery truck has something hanging down underneath it…. she has every right (moreover the responsibility) to ask about it. If everyone that works for the dealership adhered to the idea of the “critical eye”, very few customers would ever be disappointed.

No matter how much technology we apply to our processes, we still depend on our eyes, our ears and our words to get the job done. Technology is important, but it can’t communicate for us. It’s our responsibility to carry the message and to always engender a higher level of understanding.

Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 37 years in the equipment business as a sales manager, aftermarket director and dealer principal. Dave now consults with dealerships nationwide to establish and enhance best practices, especially in the area of aftermarket development and performance.

E-mail editorial@mhwmag.com to contact Dave.

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Bottom Line Garry Bartecki

Either Adapt or be Obsolete I don’t know about you, but I probably go through about 100 emails a day related to the equipment and rental industries. And when driving to and from work I listen to some talk radio shows, some of which focus on business matters. Friends and acquaintances also forward emails and magazine articles dealing with my equipment/rental interests. I try to stay current on industry matters.

On one radio show the host asked “Of the Top 500 US companies in 1955 …how many are still around?”

Interesting question. After listeners called in with a few guesses the host reported that only 10% are still around. 50 out of 500 still doing business. How can that happen, when you consider that these were the Top 500 entities with the resources to do pretty much do what they need to do to remain profitable in their industry.

As the show progressed the conversation continued about how a top US company falls off a cliff, apparently unable to cure their woes before getting into an irreconcilable position they are unable to recover from. My guess on “why” is probably close to the real why……

• Too much debt • Too many long-term obligations • Slow to recognize changes in the market.

•U nable to fund the replacement of the current business model with a new one.

But no matter how you look at it a new vendor found a way to disrupt using pricing, product improvements and ways of doing business to cause a major company to shut its doors.

Amazing, is it not. And you continue to hear about these events even more today because they are happening at a quicker pace compared to 1955.

And you, as industry leaders need to recognize the disruption in your markets and plan accordingly YOU MUST ADAPT OR FIND YOURSELF OBSOLETE, and eventually out of business.

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Some of the related material I came across recently is as follows: The Car industry is under siege.

Less cars being sold. Less cars being leased. Drivers finding alternative forms of transportation. Electric cars to take over the market. People keeping cars longer.

Frustrated dealer network. OEM’s who may be unable to adapt in time.

Pure rental volume increasing Less people want the headache of owning something. They don’t want to pay for it, finance it, operate it, maintain it, store it, insure it and then sell it for whatever they can get for it. They want it when they need it and really don’t want to obligate themselves for time, they don’t need it.

United Rentals going into the service business United Rentals in expanding their business to include customer service and management of customer fleets, training and technology solutions. We all know that the key driver of the equipment business is parts and service and rental. How long to do you think it will take before United Rentals shoes up in the industrial markets to not only sell service but maybe a more flexible rental alternative.

CAT plans to DOUBLE its Parts and Service sales by 2026 10 Year Plan, from $14 to $26 billion, providing digital tools, machine diagnostics to remotely identify problems, create new products, promote aftermarket technology, lower costs, increase uptime, add to residual value. Big numbers. And you must believe they will service all brands. How are competitive dealers to deal with this development?

Remanufacturing replacing New Sales.

Reman or Refurbished unit sales increasing. You can purchase construction equipment and trucks and I am sure there are refurb lift trucks out there for sale.

If there are not, there should be. There was a study done that concluded that a price near 60% of what it costs for a new unit is the magic number. If you could get it for 60% of new you would buy a refurb unit… and at more than 60% you may prefer to just buy new.

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Bottom Line OEM’s I am familiar with are offering a three-year warranty on a refurb sale, and have sources providing 60-month financing. Done right an OEM can make more money on a refurb than they do on a new unit.

The same goes for dealers who sell them.

Lithium Battery impact In the Car under Siege comments above the switch from gas/diesel to electric cars is well under way with the major OEM’s planning to invest $400 billion over the next five years developing electric vehicles. It is a matter of survival, adapt or become obsolete. Switching over from the current business model to the electric model, with the debt and operating cash flow required to run both businesses could be unachievable. Could be the start of another 1955 cycle and on this issue lift truck OEM’s and dealers are right in the middle.

Can you see yourself selling a pure rental program to a customer who only pays for what they need when they need it, with pricing substantially below current rates because you are using refurb units with new lithium batteries and technology to remotely monitor the unit. Think that would be a winner!

KEEP SENDING THOSE ARTICLES AND EMAILS. AND SIGN UP FOR OUR SEPTEMBER 19TH DEALER CONFERENCE. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.

Every industrial truck OEM, every dealer and every industrial truck customer will find themselves involved one way or another with each one of the discussion points highlighted above, which represent actual events taking place that will impact the industry.

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August 2019

17

Human Element Ben Murray, Caliper Corporation

Five qualities that separate Extraordinary Salespeople from the rest Sales is a competitive business and a tough one at that. If a candidate doesn’t have the right qualities in place, your team and company are going to lose big.

So, what makes an individual a good fit for the job?

These five traits of salespeople separate the extraordinary from the rest.

Self-Motivated Top salespeople are continually learning and improving their processes to keep up with their customers and competition. They take time to understand the product, the company, and customers.

With this new-found knowledge, they create a customer focused action plan. Want sales to grow?

You have to stay ahead of the game, and top sales performers know this and are willing to put in the extra work to make it happen.

Did you know?

More than half of prospects want to see how the product works on the first call.

Remarkable salespeople have the focus and determination to strive for the best and more. They push past the distractions and set individual goals to be a top producer. They’re armed with a strategic action plan that guides them to reach goals and not let setbacks stand in their way.

Personable Nobody likes to talk to someone who can’t hold a conversation or comes off cold. Every salesperson who has closed multiple deals and has a long list of clients has one thing in common – they’re personable.

Customers are more attracted and likely to work with your company when your sales rep has a heightened level of emotional intelligence and can use it to create a connection with customers.

Your sales reps should be able to spark a connection and build a foundation between the customer and themselves. By doing this, your customers will feel valued and appreciated, and in the long run, will want to continue doing business with you. A benefit that comes with this is word of mouth referrals. Customers who have an incredible experience with their sales reps are likely to tell others, which can bring in more sales opportunities for your company.

Passionate & Optimistic Top salespeople are typically positive and optimistic. They have a strong passion for the company and the products they sell. They typically have an upbeat outlook and tend to have a good sense of humor and overall fun aspect about them.

While they still have those grounded traits, they make sure customers love working with your company.

A top salesperson demonstrates passion every day, and it is clear that they believe in their product and their organization. This confidence and passion give customers a sense of comfort. They see their sales rep as authentic and trust what the rep is telling them.

Fast Fact: “Less than 10 percent of top salespeople were classified as having high levels of discouragement and being frequently overwhelmed with sadness.”

18

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August 2019

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August 2019

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Save Time W I T H

T H E

FORKLIFT APP! 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.

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Human Element Optimism plays a huge part when you separate the average salesperson and the top performer. When your sales rep uses an optimistic approach, they know what they can achieve and they don’t allow one bad day or experience to tarnish their positivity or outlook on their overall goals. They focus on what they can control and take those bad experiences as learning opportunities to do better.

Resilient Those top performers know the feeling of being told “no” over and over, but they also know how to bounce back fast and be persistent. They know how to get the job done and keep their focus. Bouncing back can tell you a lot about a salesperson’s attitude and personality if they can jump back into the game after being discouraged. They’re likely able to take constructive feedback well and are willing to put in the hard work.

Top performers don’t get discouraged when their numbers are lower than usual but instead look for opportunities. Those extraordinary salespeople have the tenacity to push through hardships and conquer any obstacles that might get in their way.

Problem Solver The desire to create an ultimate experience for customers is a necessary quality for top performers.

A great salesperson will look for new ways to solve customers’ needs, financially and emotionally. They are able to offer the right solutions based on customer needs and present it in a way that feels genuine and empathetic. By putting your customers’ needs first your organization is seen as capable and trustworthy.

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August 2019

Want to train your salespeople so they may compete with the best? With Caliper Precision Series your company can offer self-paced micro-learning around the competencies related to sales success.

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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August 2019

21

Sales Trends Jeffrey Gitomer

What would your Mother say about your sales practices?

The newspaper headlines read, “Inquiry Sought into Sales Practices.”

Uh oh. Sounds guilty to me. But as is usually the case, the headline is worse than the story. Turns out that the problem stemmed from the fact that high cash incentives were offered for referrals that led to sales.

Oh boy, better call out the sales police. What type of punishment should you get for that? The electric chair?

Sales incentives have been around since Eve offered an apple with the purchase of some fig leafs. There is a multibillion-dollar industry built around offering incentives for sales and referrals. Companies (like yours) are going to spend money to get customers. They either spend it on advertising or promotion.

Sales incentives are not the problem, they’re just the symptom. The problem is a real or perceived lack of personal or corporate ethics.

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WWW.RESONANTDEALER.COM 22

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August 2019

Ethics? Hey, it’s a dog-eat-dog world out there.

My competition plays dirty all the time. They steal my customers; they steal my employees. Wah. Wah. Wah. Wake up. The competition can’t steal a customer or employee unless there’s something wrong or lacking with you. Instead of blaming others, why not take a close look at yourself?

First, take the Five-part Presale If/Then Challenge…

1. If you believe you are the best…

2. If you believe your company is the best…

3. If you believe your product is the best…

4. If you believe your service is the best…

5. I f you’d feel secure in asking your grandmother to invest or buy…

Then you can recommend anyone to purchase or refer. If you failed to answer yes to the above minimum standards, you must make a plan to get to be the best, or get to a new place of business to build your career.

Second, use the Five-question Acid Test during the presentation…

1. I s this in the best long-term interest of the customer?

2. I s this in the best long-term interest of my company?

3. I s this in the best long-term interest of my career?

4. If I were the prospect, would I buy?

5. I s it something that would make my mother proud?

These 5 questions are at the heart of ethics in the selling process. They must be asked every time a sale is being proposed.

Third, there’s an easy way measure the results of your ethics…

• Can you sell the customer again?

Sales Trends •H as the customer referred you another customer without being asked to do so?

• Get proof of your ethics, get better, or get out.

Here are a few philosophies and tactics that raise an ethical red flag: Downing the competition…Don’t ever. It’s not just a no-win situation, it’s an absolutely lose situation.

My mother always told me that if you have nothing nice to say about someone, say nothing. So did yours.

If you down the competition to a prospect, you may not have your facts straight, it makes you look bad, and worse it makes the prospect doubt you.

Pushing too hard to get the sale today…

Trying to force the sale looks like you don’t want the prospect to see other options. There is a fine line between getting the prospect to avoid the competition, and using high pressure tactics. Your objective is to create an atmosphere where the customer is willing to buy not be sold.

Attitude is a big part of ethics. How positive is yours? For a free positive attitude test, just go to www. gitomer.com 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.

FOR MORE HUMAN ELEMENT ARTICLES GO TO WWW.MHWMAG.COM

Obvious lack of sincerity…An insincere salesperson is like a skunk in your living room. Both are obvious. Both smell.

Preaching ethics…Don’t ever say how ethical you are. Let your ethics shine through. The jails are full of televangelists and business people who preached ethics. If feel you have to prove yourself, use an example of how you performed or responded. Tell the prospect you want a long-term relationship, not just a one-shot order; Don’t ever say the word ethics.

When I hear the “e” word from someone in a selling situation, I avoid that person at all costs.

My experience has shown me that if you have to say what you are, you probably aren’t. Think about that for a moment. “I’m honest,” “I’m ethical,” even “I’m the decision-maker,” “I’m the boss,” or “I’m in charge,” usually indicates just the opposite. Doesn’t it?

The challenge is for you to rededicate yourself to helping or to satisfying the needs of the customer or prospect each time you sell. Your words and actions must be in harmony with the prospect’s thoughts and perceptions in order to establish a comfort level that motivates the prospect to buy. How do you achieve it?

You have to believe in it, and you have to practice it every day.

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August 2019

25

Nuts & Bolts

Acquisitions, expansions & other business news

A must conference for dealer management

Santana Equipment celebrates 20 years

If you are looking for a one-day conference designed to educate, network and to take new ideas back to for your dealership you are in luck. Industry magazines Material Handling Wholesaler and Material Handling Network are having a conference that will touch on topics every dealership has on their radar right now. Wholesaler columnists Garry Bartecki and Dave Baiochhi are key architects of the One-Day Dealer Conference. Baiochhi will address the dealer aftermarket offerings, dealer field-based technician autonomy and customer service while Garry Bartecki will be the moderator of the conferences Rapid Fire Discussions that tackles taxes and accounting requirements, leasing recognition rules, Exit Strategies and understanding fiduciary responsibilities. www.dealer-conference.com

Snorkel Founder dies at 94 Snorkel Founder and pioneer in the access industry Art Moore died last month on June 19th. Moore was known for his drive and determination. He was most well-known for the Snorkel TB-42 telescopic boom which became a standard in the industry as well as the first “big boom” which reached 126 feet. Moore is survived by his wife Sue, two daughters Melissa Moore and Kristyn Sanders, a son Arthur Jr. and step-daughter Lourenda Block. www.snorkellifts.com

FOR MORE NUTS & BOLTS ARTICLES GO TO WWW.MHWMAG.COM 26

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August 2019

Santana Equipment Trading Company is celebrating the company’s 20th Anniversary this summer. Since its foundation in 1999 by Eric Davidson, Santana Equipment has grown to three locations, and plans to continue future expansion. The company recently announced the relocation of their headquarters from Gurnee, Illinois, where they operated for 14 years, to a larger facility in North Chicago, Illinois. Santana Equipment buys, sells, and rents used forklifts and related products. www.santanaequipment.com

Panacea Aftermarket Co. opens new U.S. Distribution Center Panacea Aftermarket Company, the exclusive distributor of BEAST forklift parts and safety accessories have opened a new parts distribution center, located in North Las Vegas, Nevada. North Las Vegas is approximately 250 miles from the key Los Angeles market. Don Martindale, President of Panacea Aftermarket Co. explains: “While our Los Angeles customers’ expectations are to have our products available to them early the following day inexpensively, which we can now accomplish, opening our new distribution center in North Las Vegas will allow us to faster serve and grow within the rest of the U.S.A.” Martindale further adds: “Now our U.S. customers can better take advantage of our large economical forklift parts offering, which our Canadian customers have experienced.” www.panaceaco.com

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Announcing th Industries fir Thursday, September 19th

G

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

28 28

www.MHWmag.com www.MHWmag.com

August 2019

7

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

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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!

www.MHWmag.com www.MHWmag.com

August 2019 2019

29

Nuts & Bolts

Acquisitions, expansions & other business news

Chicago-based startup aims to be the Uber of the Manufacturing Industry

Wolter Group LLC expands into Indiana with Kensar acquisition

McPond, a peer-to-peer platform based in Chicago, lets manufacturers list their idle machines for rent. The manufacturing sector forms the backbone of industrialized economies. With the amount of capital, it takes to start-up, many entrepreneurs and companies never get off the ground. Giving temporary access to industrial manufacturing equipment can cut investment costs or increase production for a new or established company.

Meanwhile, companies with equipment sitting idle, can earn passive income by listing their machines for rent.

Wolter Group LLC announced last month the acquisition of Kensar Equipment Company, a fullservice material handling company based out of Indianapolis, Indiana. The acquisition not only expands Wolter Group LLC’s footprint into Indiana, but adds strength to the used and wholesale equipment distribution segment of the business. Wolter also announced they have become a Tropos Motor Midwest distributor. www.woltergroupllc.com

www.mcpond.com

CLARK announces new "Pink Truck" program CLARK Material Handling Company to raising awareness about the 58 agencies around the country supported by CLARK and CLARK dealerships, by announcing their “Pink Truck” program where authorized dealers may order any of our new S-Series forklifts with a pink paint scheme. This new paint scheme provides dealers and their customers instant recognition and support for all of the philanthropic activities in which they engage. www.clarkmhc.com

FOR MORE NUTS & BOLTS ARTICLES GO TO WWW.MHWMAG.COM 30

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August 2019

Trench Plate® Rental acquires Trench Shoring Services Trench Plate® Rental Company (TPRC) has acquired the assets and operations of Trench Shoring Services (TSS), a multi-state provider of trench safety equipment rentals and sales with 13 branch locations across Colorado, Utah, New Mexico, Florida, Georgia, Alabama and Pennsylvania.

Formally organized as TSS in 1993 by the late Dennis Spencer, TSS also designs and manufactures a variety of steel and aluminum trench safety equipment, including its highly-regarded UltraShore® lightweight aluminum trench box product line. http://tprco.com/

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August 2019

31

Shifting Gears

Industry personnel and organization news

Wildeck announces top management changes

Nominations open for 2019 Influential Woman in Trucking Award

Wildeck, Inc. has announced that Paul Mihelich will be transitioning from Wildeck’s Vice President of Sales and Marketing to Wildeck’s Vice President of Strategic Accounts and Installations. In this new role, Mihelich will be responsible for managing Wildeck’s relationships with several key accounts and working to ensure the smooth installation of Wildeck’s guarding, mezzanine, lift and access products. With Mihelich moving to his new role, Wildeck has named David Milner as the company’s new Vice President of Sales and Marketing. Milner will be responsible for coordinating the company’s sales and marketing functions, overseeing the efforts of Wildeck’s internal and external sales representatives and expanding the company’s distribution network. www.wildeck.com

Women In Trucking Association (WIT) and Freightliner Trucks are seeking candidates for the 2019 Influential Woman in Trucking award. The award was created in 2010 and recognizes women who make or influence key decisions in a corporate, manufacturing, supplier, owner-operator, driver, sales or dealership setting. The winner must have a proven record of responsibility and have mentored or served as a role model to other women in the industry.

Nominations will be accepted through August 1st. www.womenintrucking.org/influential-woman-in-trucking

TVH offers on-site childcare for their employees

Mitsubishi Electric announces new president Mitsubishi Electric Automation, Inc. (MEAU) has named Scott Summerville as its new president. Summerville fills the position formerly held

by Toshio Kawai. In his new position, Summerville will be responsible for expanding MEAU’s value proposition in the Americas’ market by leveraging strategies to grow revenue and market share across all business segments as well as to define the company’s future vision and develop and deploy operational and growth strategies. As president, Summerville will focus on driving revenue growth and profitability and developing pathways for deployment of new products and solutions. https://us.mitsubishielectric.com

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August 2019

TVH in the Americas (TVH), is dedicated to providing an employee focused company culture that is second-to-none. TVH values their employees and are dedicated to supporting parents in the workplace.

By offering quality, affordable childcare on-site, they can alleviate many of the childcare concerns that our working parents may have.TVH Kids is licensed to care for children ages infant through grade school and will feature a modified Montessori based curriculum.

With rooms colorfully decorated with industry inspired themes and a brand new playground, TVH Kids will provide a fun and nurturing environment for our employees children.TVH Kids is part of the recently completed 37,000 square foot expansion and renovation project at TVH’s headquarters in Olathe, KS. www.tvh.com

Robust and clean Continental Solid Tires Features

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www.MHWmag.com

August 2019

33

Shifting Gears

Industry personnel and organization news

LiuGong NA appoints Braun Regional Sales Manager

United Rentals appoints Scott as Specialty Operations

LiuGong NA Forklift has announced that Drew Braun has joined its team in the position of Regional Sales Manager Forklift, reporting directly to Ken Biediger, President. Based in Atlanta, Georgia, Braun will be working closely with the LiuGong dealer network in the eastern half of the United States. Braun brings over 25 years of highlevel management experience in the material handling industry, having held positions at both the OEM and dealer levels with several leading brands.

United Rentals has promoted David Scott to the position of Senior Vice President, Specialty Operations. Scott, who was previously a Regional Vice President for Power/ HVAC, will report to Paul McDonnell, United’s EVP & Chief Commercial Officer. In this new role he will lead United’s Trench Safety, Power, HVAC, Fluid Solutions, Tools Solutions, and Reliable Onsite Services Regions. He will also be responsible for the Baker business Europe. Based in Atlanta, Georgia, Scott has more than 28 years’ experience in the rental sector, joining United Rentals in 2010 following 19 years with HERC. www.ur.com

www.liugongna.com

Hy-Brid Lifts appoints Southeast Territory Manager Custom Equipment LLC has welcomed Matt Ware as the Southeast territory manager. Ware will cover Alabama, Florida, Georgia, Louisiana and Mississippi, and will focus on continuing the growth and channel development of Hy-Brid Lifts, Custom Equipment’s line of lightweight low-level scissor lifts. Ware comes from outside of the access industry but brings with him extensive territory and account management experience. He is motivated by the desire to provide the best possible ROI solutions to his customers. www.hybridlifts.com

FOR MORE SHIFTING GEARS ARTICLES GO TO WWW.MHWMAG.COM 34

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August 2019

H&E opens new facility in Prineville, OR Effective July 1, 2019, H&E Equipment Services Inc. (H&E) announced the opening of its newest branch in Prineville, OR, making it the 96th location nationwide. The new location is at 2541 SW High Desert Drive, Prineville. The 23,500-squarefoot facility sits on 5.5 acres with a fully fenced yard area, offices, parts warehouse, and a repair shop with six bays. The facility is capable of servicing a variety of general industrial and construction equipment. www.HE-equipment.com

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August 2019

35

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

Displays the top five buyers nationwide for each of EDA’s eleven 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.

Alan Ritchey Inc

Valley View, Tx

59

Class 4

Toyota

44

Class 3

Toyota

10

Class 1

Toyota

Seegrid Corp

Pittsburgh, Pa

5 25

Class 1

Unicarriers

25

C N H Indl Amer Llc

Lebanon, In

22

Class 2

Hyster

9

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 Comm. Inc......322

Farm Credit Lsg Svc Corp... 14

Wells Fargo Bank................169

C H G Meridian Usa Corp. 13

P N C Eqt Fin Llc............... 43

Banc Of Amer Lsg & Capital.11

Unicarriers Americas Corp.. 25

T C F Eqt Fin Inc............... 10

M B Fin Bank..................... 22

Frost Bank........................... 10

De Lage Landen Fin Svc...... 21

Wells Fargo Eqt Fin............... 9

Vantage Fin Llc.................... 17

Renaissance Capital Alliance.. 9

Class 4

Hyster

7

Class 1

Hyster

6

B Braun Med Inc

Bethlehem, Pa

20

U S Bank Eqt Fin................ 17

Indl Lsg Co........................... 8

Class 3

Crown

15

Class 2

Crown

4

Bank Of The West................ 17

U S Bank............................... 7

Zions Credit Corp............... 16

C I T Bank............................ 6

Electric Lift Trucks - No Model Crown Geodis Usa Inc

1

Philadelphia, Pa

17

Class 4

Komatsu

15

Class 1

Komatsu

2

36

www.MHWmag.com

August 2019

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

www.MHWmag.com

August 2019

37

Classifieds FOR SALE

LOOKING TO BUY

Original & Aftermarket Parts for Most Equip.

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

BATTERIES WANTED

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

Industrial Forklift Batteries and Chargers In Good Condition!!

New Single Phase Chargers

Full 2 yr. warranty

• Specialty Material Handling, Inc.

•

The

Series 1 Workhorse Single Shift rating

Experts

(10 yr. transformer coverage)

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

SAVE ON QUANTITY PURCHASE!

ARCON EQUIPMENT INC.

Used 3-phase chargers also available

www.ArconEquipment.com

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

www.ohiorack.com

440-232-1422

ARCON EQUIPMENT INC We Accept

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

(440) 232-1422

www.ArconEquipment.com

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

•

•

The next Classified Ad Deadline Is

THURSDAY, AUG 1ST

LOOKING FOR A LIFT TRUCK, BATTERY OR ATTACHMENTS? Over 80,000 offers available right now.

Call Alva or Dean for rate Information at

877.638.6190 WWW.FORKLIFT-INTERNATIONAL.COM 38

www.MHWmag.com

August 2019

SKY’S THE LIMIT BECOME A

DEALER TODAY!

CALL TO FIND OUT HOW! WESTERN DISTRIBUTOR 5165 Vasquez Blvd.

Denver, CO 80216 888-639-HELI 303-292-0639 www.HeliForkliftUSA.com

EASTERN DISTRIBUTOR 2005 Fletcher Creek Dr. Memphis, TN 38133 866-401-HELI 901-255-0735 www.HeliAmericas.com www.MHWmag.com

August 2019

39

40

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August 2019

www.MHWmag.com

August 2019

41

STOP!

Thombert DYALON® “J” drive tires offer you the traction your reach truck or order picker needs to start and stop on a dime. Providing improved safety with the durability you need for less downtime, lower maintenance costs, and better lifetime value. Stop on a dime but save a lot more with 90 Shore A durometer DYALON® “J” drive tires.

42

www.MHWmag.com

August 2019

800-433-3572 thombert.com

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

Big Joe PDC-20-60 Russell Equipment Company Twinsburg, OH | 330 405-8300

6

2000 Daewoo G35S-2 Santana Equipment Phoenix, AZ | 602-283-5466

8

2006 Hyster H360 La Cisa North America Inc. Houston, TX | 832 815-8203

4

2008 Crown RC5535-30TT190 Santana Equipment Phoenix, AZ | 602-283-5466

2014 Yale GC050VX Alta Equipment Company Livonia, MI | 248 804-8442

1

1989 CAT Lift Trucks V1100 CTH H & K Equipment Coraopolis, PA | 412 490-5311

8

2018 BYD ECB35C Cromer Equipment Oakland, CA | 510 534-6566

1

Clark HWX40 1 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875

2014 Hyster S155FT The Forklift Pro Pineville, NC | 704-716-3636

5

2018 Baoli KBD35 Cromer Equipment Oakland, CA | 510 534-6566

1

2015 Kalmar DCG100-6 MID Columbia Forklift Auburn | 253 259 1461

3

2011 Yale MRW030LE Zoom Lifts & Equipment Chester, SC | 704 975-1377

1

2008 Yale OS030EC Zoom Lifts & Equipment Chester, SC | 704 975-1377

2

2014 Toyota 8FDU25 Hupp Toyotalift Inc Cedar Rapids, IA | 563 322-3168

1

2000 Hyster S40XMS Santana Equipment Phoenix, AZ | 602-283-5466

7

Big Joe PDCM-20-60 5 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875

ALVA COFFMAN

|

DEAN MILLIUS

|

877.638.6190

|

7

sales@mhwmag.com

WWW.FORKLIFT-INTERNATIONAL.COM

www.MHWmag.com

August 2019

43

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

Toyota 7FGCU25 Accurate Forklift East Point, GA | 770 692-1455

1

2013 Toyota 8FBCU25 Toyota Material Handling Northern California Livermore, CA | 510 675-1102

3

2019 CAT Lift Trucks DP70N1 Cromer Equipment Oakland, CA | 510 534-6566

3

2007 Genie S60 Chicago Industrial Equipment, Inc Rockdale, IL | 815 734-3049

9

2013 Yale GLC050VX MH Equipment Des Moines, IA | 515 288-0123

2

2000 CAT Lift Trucks GC55KSTR 1 Source Material Handling Irwindale, CA | 818 838-1688

8

2000 Cushman 898340A Alta Equipment Company Livonia, MI | 248 804-8442

1

2011 CAT Lift Trucks P8000 Illinois Lift Equipment Cary, IL | 888 745-0577

2

2011 PackMule BCT 6250 Zoom Lifts & Equipment Chester, SC | 704 975-1377

1

2010 Autolift E180AT36B (D5180) H & K Equipment Coraopolis, PA | 412 490-5311

8

Atlas AR95 1 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875

2009 Hyster N40ZR Alta Equipment Company Livonia, MI | 248 804-8442

1

2013 Hyster E30XN MH Equipment Des Moines, IA | 515 288-0123

2

2007 Drexel R40SL Zoom Lifts & Equipment Chester, SC | 704 975-1377

10

2004 Clark C30CL Santana Equipment Phoenix, AZ | 602-283-5466

CAT Lift Trucks P7000 Accurate Forklift East Point, GA | 770 692-1455

1

ALVA COFFMAN

|

DEAN MILLIUS

|

877.638.6190

|

8

sales@mhwmag.com

WWW.FORKLIFT-INTERNATIONAL.COM 44

www.MHWmag.com

August 2019

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

Crown C5 1000-50 Russell Equipment Company Twinsburg, OH | 330 405-8300

6

2008 Yale GLP060VX Zoom Lifts & Equipment Chester, SC | 704 975-1377

Crown RC5545-40 Russell Equipment Company Twinsburg, OH | 330 405-8300

6

2014 Hyster H100FT Zoom Lifts & Equipment Chester, SC | 704 975-1377

3

2019 CAT Lift Trucks GP15N5 Cromer Equipment Oakland, CA | 510 534-6566

1

2009 Hyster H155XL2 1 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875

2015 Komatsu FB20MU-12 The Forklift Pro Pineville, NC | 704-716-3636

5

2009 Doosan BC30S-5 Ohio Lift Truck, Inc. Grand River, OH | 440 354-1444

0

2014 Hyster H100FT The Forklift Pro Pineville, NC | 704-716-3636

5

2018 Doosan G30N-7 Complete Forklift Repair, LLC Corinth, KY | 502 750-1027

2

2009 CAT Lift Trucks C5000 Santana Equipment Phoenix, AZ | 602-283-5466

1

2014 CAT Lift Trucks 2P5000 Illinois Lift Equipment Cary, IL | 888 745-0577

1

Clark GCS15 Russell Equipment Company Twinsburg, OH | 330 405-8300

6

2014 Hyster H90FT The Forklift Pro Pineville, NC | 704-716-3636

5

2009 HOIST F300-30 H & K Equipment Coraopolis, PA | 412 490-5311

7

2016 Hyster H360-48 La Cisa North America Inc. Houston, TX | 832 815-8203

4

ALVA COFFMAN

|

1

DEAN MILLIUS

|

877.638.6190

|

sales@mhwmag.com

WWW.FORKLIFT-INTERNATIONAL.COM

www.MHWmag.com

August 2019

45

Discharge . Desulfate . Charge . Maintain

Xtender Battery Regenerator Pair with a Battery Monitoring System (BMS) to wirelessly provide accurate data about the health of individual battery cells!

FSIP

Flight Systems Industrial Products www.shop.fsip.biz . 800-333-1194

PDX

CUSTOM STACKERS

MADE IN THE USA

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

#PDXCANDOIT 46

www.MHWmag.com

www.bigjoeforklifts.com

August 2019

New Products

See more new products online at www.MHWmag.com

Caster Concepts unleashes the power of TWERGO MAXX Widely known as the maker of casters, wheels and tread with lots of muscle, Caster Concepts Inc., unveiled its newest pumped-up industrialized caster: TWERGO® MAXX. Aimed at delivering the strength of titans, TWERGO MAXX is designed to move up to 4,200 pounds without the user breaking a sweat or throwing out a back. The new member of the TWERGO line of heavy-duty casters looks like a barbell, with wheels on either side of the rig. Its unique configuration enables the casters to rotate independently, minimizing rolling resistance. www.casterconcepts.com

EKKO launches new EB16EA Full Powered Walkie Stacker The EKKO EB16EA Electric Straddle Stacker is designed with the combination of the versatility of a forklift, reach truck and a walkie stacker. It is ideal for loading and unloading trucks, loading docks, stock rooms, manufacturing floor and warehousing. Made from the highquality steel and components with durable quality drives to withstand any terrain, usage, impact and directional changes for the use of any application with confidence and assurance.

Linde creates Service app A truck is delayed due to traffic conditions or an unplanned delivery arrives at the warehouse.

It has to be unloaded quickly.

This requires information on where to find the next available truck for the specific load. The long communication routes here often cause further delays and empty runs. The Linde Truck Call App offers a solution for this. With the app, shift supervisors can easily and efficiently enter transport orders into the system via smartphone or tablet and at the same time assign an urgency to the order. The app then informs

all available drivers, if a driver accepts the order online, it disappears from the system. www.linde-mh.com

Crown Equipment adds Forklift Power Source Versatility and Efficiency to Chargers Crown Equipment Corporation announced the availability of the V-HFM3 Series of modular battery chargers for lead-acid and lithium-ion batteries. The chargers are designed to help facility and maintenance managers reduce energy costs and extend the life of their forklift batteries. The V-HFM3 Series, which is part of Crown Equipment’s full line of V-Force forklift chargers, batteries and accessories, is available first in North America and will roll out globally in the months ahead. www.crown.com

Camso expands its non-marking antistatic line-up with new patented resilient tire Camso introduces the Solideal RES Xtreme NMAS, a new non-marking resilient forklift tire, which resolves the important safety issues linked to static electricity generated in non-marking tires.

The announcement comes about a year after the launch of the industry’s first nonmarking anti-static (NMAS) forklift tire, the Solideal PON 775 NMAS by Camso. The addition of the Solideal RES Xtreme NMAS to Camso’s portfolio makes it the first tire manufacturer to offer a complete range of solid non-marking anti-static (NMAS) forklift tires, now supplying both press-on and resilient solutions. https://camso.co

HAVE A NEW PRODUCT TO SHARE WITH WHOLESALER READERS? Email your product or service press release to editorial@MHWmag.com.

Include a Word document and JPG photos.

QUESTIONS? CALL 877 638-6190. www.MHWmag.com

August 2019

47

New Products

See more new products online at www.MHWmag.com

CLARK Material Handling Company announces new HWXE/PWXE products

IDEC expands HMI family with new 15” model

As part of our commitment to delivering dependable products to our customers, CLARK Material Handling Company announces the product launch of our new HWXE (walkie/rider) and PWXE (walkie) products.

Following 12 months of internal design and testing, CLARK is excited to share these new products –designed to provide end-users the essentials needed in a versatile Class III powered pallet jacks. For use in manufacturing, warehousing and distribution, these two enhanced models include several upgrades over their predecessors. www.clarkmhc.com

IDEC Corporation announces the release of its new HG5G-V 15” human-machine interface (HMI) touchscreen, the largest model in the High-Performance family. This HMI offers more display real estate so applications can readily show extensive process information with improved aesthetics and visibility. http://hmi.idec.com

ORBIS expands distribution Tote line ORBIS® Corporation has added the FP183 to its FliPak® product line. Intended to replace corrugated shipping boxes, the 21.8” x 15.5” x 12.3” FP183 is a durable, reusable handheld tote that offers longterm packaging cost savings. It can be used in a variety of applications, including picking, work-in-process, storage and distribution. The ORBIS FliPak containers feature an attached hinged lid to prevent expensive product loss.

The lid features molded teeth that snap securely into place, keeping lids closed on conveyors. www.orbiscorporation.com

HANGCHA XC Series 4-W Electric Forklift Trucks brings innovative solutions The XC series new energy electric forklifts, covering range from 2,000 to 3,500 kg, is a series of products with new chassis launched by HANGCHA. Innovative, reliable lithium-ion technology, which are developed jointly by the HANGCHA and CATL. Battery cells and modules from CATL, with reliable quality, exclusively for HANGCHA. Rapid charging and opportunity charging ensure continuous availability of trucks. Lightweight design, flexible, high level of energy efficiency, maintenance-free, long service life. www.hcforklift.com 48

www.MHWmag.com

August 2019

Honeywell launches new outcome-based service program for DC customers Honeywell has announced a new service management program for its distribution center customers that is tailored to specific, measurable goals to optimize performance and help reduce total lifecycle costs for material handling equipment and automation systems. With Assurance 360, Honeywell’s distribution center customers can now benefit from a scalable, outcomebased lifecycle maintenance and services program that is customized for their desired objectives. The program, which is digitally enabled, begins by understanding and defining specific key performance indicators. Honeywell experts then build and deliver a specific, measurable plan with agreed-upon service levels for each customer supported by automated workflows and triggers. www.intelligrated.com/en/services/ assurance-360

FOR MORE NEW PRODUCTS ARTICLES GO TO WWW.MHWMAG.COM

YOUR MATERIAL HANDLING

SOURCE DIRECTORY

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

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

▶ Dock Equipment ▶ Drum Handlers ▶ Electrical/Electronic Controls ▶ Engines ▶ Finance Companies ▶ Fluid Power Equipment ▶ Insurance Companies ▶ Inventory & Production Control Systems ▶ Inventory And Bar Coding ▶ Lift Tables ▶ LP Gas Distributors

▶ ATTACHMENTS / ACCESSORIES • 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

August 2019

49

▶ Tires/Wheels

▶ LIFT TABLES

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

AMERICAN VULKO-TREAD CORPORATION

690 Chase Ave., Elk Grove, Illinois 60007 Phone: 847-956-1300 • Fax: 847-956-1339 • 800-323-6052

Website: www.avt.us • E-mail: avtsales@avt.us

▶ Emission Analyzers

▶P ALLET JACKS ▶ Pallet Trucks

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

EZ-Lift Quality Scales and Scissorlifts too

...The Exhaust Experts

Chicago & CA Stock

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

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

▶ POWERED INDUSTRIAL TRUCKS

▶ Pallet Jacks

800 Trucks In Stock

All Makes and Models Chicago and California Stock

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

Toyota Forklifts

▶ Pallet Truck Parts

Over 1,000 in Stock

Wholesale Packages Available

Bell Fork Lift, Inc.

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

▶ RACK / SHELVING ▶ New ▶ Manufacturer/Suppliers

• • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

▶ Manufacturer/Suppliers and Transmissions

▶ 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

50

www.MHWmag.com

Locations Coast to Coast

800-435-9346 | www.warfieldelectric.com

August 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 • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

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

CALL ALVA OR DEAN AT

877.638.6190 TO GET INTO THE NEXT ISSUE.

ADVERTISE IN OUR SOURCE DIRECTORY!

NEXT AD DEADLINE:

THURSDAY, AUGUST 1ST CALL ALVA OR DEAN AT

877.638.6190

www.MHWmag.com

August 2019

51

THE DEALERS’ SOURCE FOR PORTABLE RACKS™

n

Saves valuable floor space for other use

n

Supports thousands of pounds

n

Move more material with fewer moves

n

Stacks 4-5 high

n

Nest or knock down when empty

n

Custom designs are our specialty

STOCK PROGRAM AVAILABLE ON SOME SIZES & DESIGNS

MADE IN THE USA

Contact Dyna Rack for your customers storage needs.

800-939-DYNA (3962)

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

Advertiser’s Index 3D STORAGE SYSTEMS LIMITED. . . . . . . . . . . . . 19

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 25

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

AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 27

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

RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . . 3

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 21

HELMAR INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . 2

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 23

BIG LIFT, LLC . . . . . . . . . . . . . . . . . . . . . . . . . . . 46

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . . 8

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

INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . 39

CONTINENTAL TIRE THE AMERICAS, LLC.. . . . . . 33

JH THOMAS INDUSTRIES LTD. . . . . . . . . . . . . . . 15

SANTANA EQUIPMENT TRADING. . . . . . . . . 40, 41 SHOPPA'S MATERIAL HANDLING . . . . . . . . . . . . 31 SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 24

DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . 52

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

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

MAC RAK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 54

FB CHAIN LIMITED . . . . . . . . . . . . . . . . . . . . . . . 18

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

FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24, 46

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

FORKLIFT-INTERNATIONAL. . . . 20, 21, 43, 44, 45

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 17

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4, 15, 56

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

NEXEN LIFT TRUCKS LIMITED. . . . . . . . . . . . . . . 37

WEST POINT RACK, INC.. . . . . . . . . . . . . . . . . . . 13

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 52

ONE DAY DEALER CONFERENCE . . . . . . . . . 28, 29

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 35

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 16 THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 42 TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 7

MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 52

www.MHWmag.com

August 2019

SAFETY | STORAGE | EFFICIENCY

Combilift are leaders in providing innovative material handling solutions including sideloaders, 4-way forklifts and straddle carriers. They are designed to handle long and over-sized loads guaranteeing considerable improvements in space utilization and safety. With capacities ranging from 3,000 lbs - 220,000 lbs, it’s a safe choice to go with Combilift.

INTRODUCING THE

COMBi-PPT...

HIGH CAPACITY POWERED PALLET TRUCK Transport very heavy loads up to 36,000lbs safely and securely with the Combi-PPT, Combilift’s high performance pedestrian operated powered pallet truck.

Maximize visibility and safety with innovative design features including Combilift’s patented multi-position tiller arm.

CONTAC T US TODAY TO SCHEDULE A FREE SITE SURVEY

877-COMBI-56 | combilift.com

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 Dimensions‌ Mac Rak has your repair and protection solution!

Best Distributor Support Service in the industry!

815-723-7400 info@macrak.com

Visit us at MacRak.com & MacRakSafety.com Member

NEXT GENERATION

POLYURETHANE WHEELS

BREAK THROUGH

CHEMISTRY

LOWERS

Keep your fleet on the floor and out of the maintenance shop.

Finally there is a wheel engineered for the demands of today’s 24/7 warehouses. Falconium utilizes a revolu-

MAINTENANCE COSTS

®

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

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

®

UNPARALLELED LOAD CAPACITY GO FARTHER, RUN LONGER

GUARANTEED

Toll Free 800 421-1180 www.millenniumtire.com

In ONE DAY more than 87,000 flights take off from U.S. airports.

In ONE DAY TVH parts travel to customers in 182 different countries around the world. www.tvh.com