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An Employee-Owned Specialty Publications International, Inc. Magazine

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SEPTEMBER 2019 • VOL. 40 NO. 9

16 |  Human Element Caliper Corp. Five qualities that separate Extraordinary Salespeople from the rest

26 |

Sales Trends

Dean Millius General Manager/Publisher Alva Coffman Account Executive

Jeffrey Gitomer

COVER STORY

Garry Bartecki

ADVERTISING CALL 877.638.6190

30 Shifting Gears

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

Reader Resources 38 New Products

SUBSCRIPTIONS: Third class subscriptions are free to qualified 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.

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COLUMNS

In the next issue...

10 |  Aftermarket Dave Baiocchi

Managing Dead Stock. What you have here is last months

ur ko ra c o e ! Ch site f age P b we Spec w ne

Industry News

36 Classifieds

art@MHWmag.com

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

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20 Nuts & Bolts

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Price-the most perplexing issue of sales

6 | Rental and Leasing trends and more on the One-Day Dealer Conference

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The19th annual Wholesaler Salute to Women in Material Handling will recognize women in our Industry that innovate, promote and excel in their position and in the Industry.

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By: Garry Bartecki Rental and Leasing trends and more on the One-Day Dealer Conference In past issues we have covered. potential paradigm shifts dealers and customers must adapt to. We also noted how companies that do not adapt to change become obsolete and disappear from our economic spectrum. These changes happen in two ways…you change and keep in sync with customer changes, or your customer changes and finds that your level of service no longer fits their needs. In the first case you keep an important customer and could attract even more. In the latter case you become one of our adapt or die candidates feeding the disruption statistics. In the process of gathering background for this column I visited my good friend Google and found a ton of material about trends impacting OEM’s, Finance companies, Dealers and Customers. And it should not be a surprise that Technology and Artificial Intelligence lead the parade in producing faster, more efficient processing of just about every aspect of the industry business. Financing plays a big part in the industrial and construction equipment markets, with programs designed for OEM’s, dealers and customers. As with all industries in this age of technology and artificial intelligence finance companies are looking for ways to push the middleman out of the deals and fund deals that lower operating and interest costs paid by end users. I believe we can safely say that your financing sources in the future will help dealers secure deals because of the way they do business with the customer and OEM, find new ways to process transactions and use Big Data to provide additional value to transactions. There are some that are saying that equipment financing, especially lease financing is on the way out because:

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Companies are flush with cash • OEM sales are down • Equipment lasts longer • Increasing rental fleets lower OEM sales levels • New lease accounting rules • Bonus Depreciation To summarize, the typical benefits of leasing you see in Finance Company advertisements are offset by the new lease accounting rules and current tax policy. Even if this is true there does not seem to be more than a modest decline in Lease Financing expected for the balance of 2019 and heading into 2020. As far as material handling and construction equipment go lease financing could slow because the material handling segment of the Momentum Monitor Sector Matrix indicates potential negative growth in material handling equipment in the next couple of quarters. In terms of the construction equipment market segment the Index points to potential stalled growth in construction equipment over the next six months. As noted, earlier financing sources are taking steps to maximize the use of technology and AI to gain more market share. With the resources they have available it is easy to contemplate some interesting changes coming from money sources that will provide more than just financing to the transaction. To make a buck in financing you need qualified customers, volume, competitive interest rates and processing fees with the flexibility to meet OEM, Dealer and Customer needs. Some of the steps Finance companies are taking to meet these needs are: • Digital contracts and the end of paper • Artificial Intelligence to support pay-for-use programs • Predictive pricing analytics to provide state of the art pricing models • Using Big Data to supply equipment and user needs with surprising accuracy Banks and Finance companies who invest and adapt by using technology and BIG Data will determine who finances material handling and construction equipment in the years to come. Think about how these new value-added processes could assist your customers decide how to finance or lease additional equipment. Finance companies able to provide this level of service will adapt and be accordingly rewarded. Are your financing sources adapting? And if they are not is it possible your customers are at risk to a competitor who has high-tech finance company as a partner?


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Cover Story Now how about the Rental Markets. If you have been reading this publication you know my thoughts on how rental will impact the material handling business. When speaking of “rental” I am not addressing 60-month contracts with maintenance which are 60-month purchase agreements with maintenance contracts attached to them. I am talking pure rental agreements where customers pay for what they use when they want it. The “Rental” industry as I see it continues to expand and will do so for many years to come, providing daily, weekly and monthly rentals, with the entire cost of ownership and operation in the hands of the rental company. If we go back to the previous comments of what adaptive finance companies are doing with AI and Big Data can addressing customer needs regarding material handling equipment be far behind? Can you envision a process where you can predict customer needs on a daily, weekly and monthly basis and adjust units on hand and pricing to meet those needs? If you could, I believe you would have a line of prospective customers banging on your door to join the program. As a side note when I look at potential future issues facing dealer’s I always like to check what is going on in the auto industry. After reading some material on the future of auto industry all I can say is WOW because the auto industry has a lot of balls in the air and has to find ways to maneuver their bulk to stay ahead of the disruption caused by changing attitudes about cars and what they are used for and how they are used. If you are an auto OEM and want to maintain or improve market share, you need answers to the “what are they used for and how they are used” questions. OEM’s will need the agility to adapt, be customer centric and provide new business and dealer models to drive market share via sales, service, parts and rentals. Expect major changes. As we say in the material handling business, changes taking place in the auto industry will soon show up on our doorstep. Dare I say, “Here we go again”. I will and believe this will be a good thing if you follow how the auto industry is changing their dealer model and adapt, not that you can do anything to stop the paradigm shift. You can’t. As OEM’s, Finance companies and Dealers adapt to the changes previously discussed hopefully you will find yourself in the category of dealers who have adapted by staying in sync with aggressive customers and together are finding ways to both reduce operating and financing costs. So, it is safe to say that equipment dealers must embrace the IT and AI assets available and partner with OEM’s and Finance sources to develop and implement ways to provide 8

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September 2019

more value added to customer relationships. Adapt and you win. Don’t and you lose. Finally, let’s discuss MHW’s One-Day Dealer Conference for personnel working in the material handling business, to be held on September 19, 2019 at the Wintrust Financial Corporation facility in Rosemont, Illinois (walking distant from O’Hare airport). The location is good. The Price is right. Parts and Service (where you make most of your money) will be covered in detail. Other topics of the day will be in Rapid Fire format presented by experts in their field who will remain for the entire day to address questions from participants. The Rapid-Fire method will give you the “highlights” you need to know about topics without getting into too much detail. Expert panels will provide the data, answer questions, and be available for one-onone sessions after we adjourn. You will also be provided with a work manual containing outlines of each speaker’s presentation. In short, this is a two- or three-day session condensed into one day. David Baiocchi will cover product support and aftermarket programs. The new lease accounting rules and revenue recognition rules which impact both dealers and customers will be discussed. Dealers need to be prepared to address customer concerns. Federal and State and Local tax issues will be reviewed. State and local issues have become more complicated in the last year with significant penalties pending if you make a mistake. We also plan to cover exit strategies as well as ESOPS as an exit strategy. ESOP’s work in this business and provide significant tax benefits. Those that don’t want to adapt may want to explore an ESOP. Understanding fiduciary responsibilities is also on the agenda. Again, comply or face stiff penalties. Wintrust will cover the interest rate and economic outlook. Plus …. whatever else you wish to discuss. For more details or to register go to www.dealer-conference.com. Sign up now. You will enjoy it and return to work with a follow up list to deal with. Sign up by the end of the month and save $100 per registration. Give me a call if you have questions. About the Author: Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.


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Aftermarket Dave Baiocchi

Managing Dead Stock Our industry has evolved through many stages over the past 30 years. The notable development over our history however is the consolidation of OEM’s and the inevitable merging of distribution channels. It was bound to happen. Over the decades the production capabilities between brands of equipment have narrowed. There is no longer any way that engineers can make them smaller or faster without sacrificing safety. So, in order to create price advantages, OEM’s had to develop “economies of scale” in order to utilize their buying power, and preserve profitability. This could not be done without mergers and acquisitions. Similar evolutions have taken place in the farm and construction equipment marketplace as well. In like kind, the distributor base has also gone through its own winnowing process. Look around the industry. 20 years ago, every OEM had 90 to 150 dealers. Today, you will find much smaller dealer networks, comprised of larger dealers with growing territories. This evolutionary cycle has its benefits, but it also has forced dealers out of their brand-centric practices as more lines of equipment become available in a shrinking dealer network. Supporting multiple lines of equipment requires investments in sales promotion, training, and most of all, parts inventory. Each brand has different maintenance and repair requirements. Stocking programs for parts will differ from OEM to OEM. Managing the ebb and flow of a responsible parts inventory only becomes more complex when we take on multiple lines of equipment. Dead stock is the bane of the parts managers existence. Once you own it, you own it. Sometimes parts can be returned to the OEM, sometimes not. Even with the best planning you will sometimes end up with non-returnable parts that sit silently on the shelf…. waiting to be written off. The problem with managing dead stock is that the horse is already out of the barn. You can’t simply create demand that no longer exists. There are however some processes that we can discuss to either prevent dead stock from accumulating in the first place, or find new purposes to manage the dead money. 1) Unit population aging analysis. Time and again I encounter parts records that contain the following data 10

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September 2019

a.Part number

b.Quantity c.Pricing

d.Pack quantity

e.Package weight

f.Purchase history

All of these items are relevant, but one thing that is missing from most systems is a list of equipment models corresponding to this particular part number. OEM’s really miss an opportunity to help their dealers track relevant inventory when they don’t map that information into their parts data stream. Usually a dealer has to look up the part manually on the OEM website to find what models are relevant, and sometimes, even the information listed on the website is in error, or is simply not available. This knowledge is a key component to controlling the inventory. We all have sales records. We are pretty good about knowing what units we are currently servicing. If we could somehow tie a list of parts to models that are aging out, or being retired, it would give us some advance warning on parts that should merit special attention when it comes time for the annual return. Even if your OEM doesn’t do a good job of providing this link, the dealership can build that data over time. It may mean that you have to create additional fields in your business system, but the time and effort it would take will pay dividends if you get some forewarning. Do some strategic planning, and keep track of units that are ending lease, and/or customer equipment that is being supplanted by newer models. If the existing models are leaving your APR, it’s time to start a review. 2) Quantity pack pricing policies OEM’s tend to sell some smaller parts in package quantities far larger than what a single work order will require to complete a repair. When the package quantity is 8 and you only need 2 for a single repair, the left-over inventory can be one of the biggest creators of dead stock. Consider instituting a policy of quantity pack pricing on repair orders. If the only way to buy the part is in lots of 8, post all 8 pieces to the job. Give the left-over pieces to the customer, or toss them…but DON’T return them to inventory!


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Aftermarket 3) Maximize your return privilege Almost every OEM allows at least one annual parts return. It is amazing to me when this event is not front and center on the calendar every year. Planning for the annual return can be done as much as 6 months in advance of the return date. If you have multiple branches, sometimes each branch has its own return allowance. Be sure to transfer dead stock parts between branches if needed to maximize every allowance you have. 4) Make a deal Just because your OEM won’t allow some parts to be included on the annual return, doesn’t mean that you can’t negotiate some sort of value trade to sweeten the deal. Perhaps you can offer to shift purchases of sundry items like, lubricants, hardware, bearings, chain, forks and other accessories from a local vendor to the OEM, in trade for some consideration in accepting unreturnable dead stock items. You may only get 40 cents on the dollar, but it’s better than a write-off!

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Use your aftermarket resources to identify parts that may fit competitive model units. The IRMN system used by TVH can offer a clue as to what other competitive models can be targeted with your obsolete hose, bearing, cylinder, or belt. Relabel the part as an aftermarket item, and your old part may find a new home on a competitive machine. Our industry’s penchant for consolidation will not end anytime soon. Like it or not, dead stock is an issue we will all come face to face with. The worst thing we can do is ignore it. My advice is that if you have to write it off…. do it early and then MAKE A PLAN for what to do with that part! If it hasn’t moved in 18-24 months, return it, find a way to use it on your own rental fleet, or write it off and determine the drop- dead date for the part to hit the dumpster. Run lean, and stay aware. 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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The Ecopoint charger from Ecotec is a full featured industrial battery charger available in 2 models for 8 hr. and 10 hr. recharge. The standard ECO-250 control offers data management normally found only in much more expensive chargers. For pallet jacks, consider the fully automatic STC taper charger. Plugs into any 120V outlet for convenience and portability. For the ultimate in efficiency and flexibility, consider the Access high frequency charger. Models are available for both conventional and opportunity charging.

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Human Element Aggie Alvarez, Caliper Corporation

Five qualities that separate Extraordinary Salespeople from the rest The Basics and Benefits of Competency-Based Training Training and development play a critical role in important business outcomes like employee retention, professional development, and hiring processes like on-boarding. However, training and development is also a vital piece of workplace culture and employee engagement. Though it can be overlooked, employees need training and development catered to their individual personalities and learning habits. How will your team learn, grow, and thrive in your organization if they’re stuck in lengthy, unengaging training programs? The answer is competency-based training focused on specific skills. Here’s how it can benefit your organization: The Basics of Competency-Based Training Competency-based training is training and development that focuses on specific competencies, or skills. What makes this style of training unique is that the training programs are broken down into individual courses, or modules. These modules focus on a single skill at a time, taking trainees through a course based on their mastery of each of the individual skills in the program. Simply put, competency-based training is personalized to better suit your development needs. Your employees are individuals, after all. They each have their own way to learn, train, and develop. Think of a competency-based training program like an obstacle course, each portion of the obstacle course, whether it be climbing a wall or swimming through a pool, requires a different skill to complete it. Once completed, the obstacle course moves on to a new challenge that requires a new skill. In other words, your employees that enter a competency-based training program will focus on skills or competencies, sometimes referred to as skills-based training, following the desired track until they have achieved goal completion. Specific skills can be grouped into modules to emphasize specific types of training. For example, if you’re looking to train your sales team on a specific set of skills to improve their sales capabilities, these types of competencies can be grouped into a specific module. Through competency-based training, employees learn and 16

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September 2019

demonstrate their mastery of specific skills before moving on to further segments of training. The Benefits of Competency-Based Training The ability to customize and tailor your training sets competency-based training above other kinds of employee development. Simply put, large-scale standardized training and development might work for some, but not all people and personalities are the same. Employees experiencing competency-based training reap a myriad of benefits from a personalized training process. Competency-based training is…Productive Competency-based modules are broken down by specific skills to deliver training in shorter, and more manageable doses. This frees up time your team would have spent taking the larger, more time-consuming training program. In other words, employees can complete training modules on their own time, or the training schedule you create with them. The key takeaway here is that the schedule is in your own control. Modules are ready to be completed however you set out to accomplish them. Adaptable Need your entire team trained on a specific skill, but don’t have the time for the group to meet, altogether, at once? Competency-based training modules are self-paced and user-managed – meaning they’re adaptable for your team to take, train, and develop skills at their own pace. Have you ever met someone that’s incredibly talented at taking tests? Or someone who is capable of reading and comprehending text much faster than their peers? Everyone learns in their own unique way, so segmenting your training this way will cater to the individual learning styles of your team. Cost-efficient Get training on the specific skills you need, when you need them. Some larger or bundled training and development programs can be costly – as they typically don’t allow you to segment the specific skills training you need. That’s where the competitive value of competencybased training comes into the fold. Depending on your training needs, module-based training sessions can be much more cost-efficient. The best part? These microlearning training sessions save you money while still offering all the training and development benefits


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Human Element your organization needs (while also cutting out the training segments you don’t). Personalized Modify your training programs and modules to suit your interests, skills, and development needs. Remember how we talked about how individuals have their own unique learning styles? The same concept can be applied to training and development. Some people are naturally more talented at specific skills than others, and that goes for how people learn new skills, too. With competency-based training, you can customize how your team tackles training by catering your programs to meet their individual needs. Pair the training with each individual employee’s personality assessment in order to create a more effective and targeted development program. According to LinkedIn’s 2018 Workplace Learning Report… • 93% of employees say they would stay at a company longer if it invested in their careers. • 68% of employees prefer to learn at work. • 58% of employees prefer to learn at their own pace.

Competency-based training is about the professional development of your team. The secret to this method of training is that it can be paired with your other employee training and development strategies. Each training module can be used as a stand-alone training session tailoring the experience to your training goals. Need to cross-train your salespeople on a single particular skill? Competency-based training makes it possible to scale up or scale down your training, for whatever you need. Want to train your employees so they have the skills to compete with the best? With Caliper Precision Series, your company can offer self-paced microlearning around the competencies related to their skill development and professional 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.

WHOLESALER SALUTES WOMEN IN THE MATERIAL HANDLING INDUSTRY

We are proud to once again bring you our annual October Salute to Women in the material handling industry. You can market yourself or a valued employee in the October issue by placing a photo and a 50-75 word description in our special salute section. Describe your business or position, educational background, accomplishments, your business successes and goals.

INCLUDES

Photo of yourself and 50-75 word description

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$50 each or $35 each for 10 or more people Email your photo & word document to SALES@MHWMAG.COM Contact your Wholesaler sales representative for more information.

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September 2019


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Nuts & Bolts

Acquisitions, expansions & other business news

Russell Johnston of Handling Specialty to Receive Prestigious Award

Toyota Forklift announces new Lithium-ion Battery Lineup

The Council of the Ontario Association of Certified Engineering Technicians and Technologists has awarded Russell Johnston, of Handling Specialty, the George Burwash Langford Memorial award in recognition of outstanding technical expertise while working at Handling Specialty and actively mentoring the next generation of engineering technologists. Russell Johnston, Handling Specialty’s Advanced Engineering Specialist, will have been with the company for 20 years as of August 2019, and held several roles as he’s worked to excel in each, improving his own skills while helping drive Handling Specialty ahead in engineering, design and status.

Toyota Material Handling, U.S.A., Inc. has announced the approval of a new lineup of lithium-ion batteries for use in its 3- and 4-wheel electric sitdown models. This introduction makes Toyota the first manufacturer in the industry to obtain UL-E and UL-EE certification for the combination of lift truck and lithiumion batteries on a sit-down counterbalanced forklift. Toyota engineers worked directly with Underwriters Laboratory (UL) to test and certify the use of four new Navitas lithium-ion batteries in Toyota forklifts. This development provides a solution for customers requiring UL-E or UL-EE rated forklifts who would also like to benefit from the use of lithium-ion batteries. www.

www.handling.com

toyotaforklift.com

Wynright will create up to 582 jobs by 2021 in new Indiana facility Wynright Corp. plans to open its new manufacturing facility outside Chicago by the end of December, following through on its previously announced plans to close two other sites in the region and consolidate production into the new building Wynright will close its existing factories in Elk Grove Village and Oak Lawn—both in Illinois— and open the $26 million facility in Hobart, Ind. The new site will expand their manufacturing from 160,000 to 320,000 square feet, and allow sufficient space on the 44-acre plot to double in size again as projected. Wynright also plans to fill new administrative, engineering, and manufacturing positions locally, creating up to 582 new jobs in Indiana by the end of 2021 www.wynright.com

Cummins to acquire Hydrogenics Cummins Inc., has announced that it has entered into a definitive agreement to acquire, through a wholly-owned subsidiary, all the issued and outstanding shares of fuel cell systems provider Hydrogenics Corporation for US$15.00 per share in cash, other than shares already owned by The Hydrogen Company, representing an enterprise value of 20

www.MHWmag.com

September 2019


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

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

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

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

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

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

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

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

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

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September 2019

21


Nuts & Bolts

Acquisitions, expansions & other business news

approximately $290 million. Following the unanimous recommendation of the special committee of Hydrogenics Board of Directors, all non-interested directors of Hydrogenics have unanimously approved the transaction and recommends that Hydrogenics shareholders vote in favor of the transaction. www.cummins.com

KION North America adds Quality Lift Trucks to Dealer Network KION North America Corporation announces the appointment of Quality Lift Trucks to its dealer network effective immediately. “With an established 40-year history and longtime commitment to customer service, we are confident Quality Lift Trucks is the dealer best suited

to help us improve our presence in the San Diego and Baja California, Mexico area,” said Michael Gore, vice president of sales, KION North America. www.kion-na.com

CLARK Material Handling Company again ranks among Top 10 Forklift Manufacturers CLARK Material Handling Company was once again recognized as a top-ten global manufacturer of forklift trucks and spare parts for 2018. Material Handling & Logistics magazine (MHL) conducted the annual survey ranking global manufacturers by revenue. 2018 marked the fourth straight year that forklift sales have reached an all-time high, with 260,180 units sold in 2018 – topping the previous benchmark of 253,146 units set in 2017. According to the International Trucking Association’s data, electric and internal combustion truck sales grew at a rate of 2.8% and 2.7%, respectively. Overall, electric products accounted for nearly two thirds (64%) of the market. www.clarkmhc.com

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www.MHWmag.com

September 2019

McClung-Logan Equipment acquires White Oak Equipment McClung-Logan Equipment Company., a heavy construction equipment dealer in the Mid-Atlantic region, has acquired Virginia-based White Oak Equipment Inc. The purchase will position McClung-Logan to better serve its growing customer base in Virginia with additional territory coverage, expanded product lines and compact equipment expertise. Compact Equipment will operate as a Division of McClung-Logan in its existing markets, representing the full line of Takeuchi excavators, track loaders, wheel loaders, skid steers and product attachments. www.mcclung-logan.com


THE FORKLIFT PRO Over 800 Forklifts available! • We’re not brokers, we own all our inventory!

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#21041 – Yale GDP190VX: 19,000lb capacity, 5,099hrs, 147/212” Mast, SS, Solid Truck.

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

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September 2019

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Announcing th Industries fir Thursday, September 19th

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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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September 2019 August 2019

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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!


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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!

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September August 2019 2019

25 29


Sales Trends Jeffrey Gitomer

Price-the most perplexing issue of sales I wish I had a dollar for every salesperson who told me the biggest objection he or she gets is “price.” Price is a complex objection that deals with subheadings like real need, affordability, hidden agendas, value, prospect perception, and communication by the salesperson. The only common denominator about price objections is that they are often buying signals in disguise. Larry Steinmetz is an acknowledged sales expert on issues of price. He has written two books and conducted seminars for twenty years on the subject. “When the customer says, ‘I can get it down the street for less,’ the salesman is being sold by the customer,” says Steinmetz. “If salespeople spent half the amount of time selling the customer as they do on selling the boss to lower the price, they’d be millionaires.” A major part of the price problem is that many salespeople believe that they (or their company) are the

same or worse than their competition. Fortunately, there are two quick fixes for this situation: Change your belief or change your employer. Here are Steinmetz’s top four “Don’t” hints, techniques and pitfalls about the price issue. 1. Don’t volunteer or encourage price reductions. (“You don’t want to pay this”) or they preface giving the price by saying “buckle your seat belt.” This is an act called wowing at the price. Another example is “Are you sitting down?” 2. Don’t say anything but “The price is” the only word to use in front of price is “THE.” As soon as you say best lowest list book preferred it says to the customer the price is negotiable. 3. Don’t suggest positive reduction to the customer. “Let me see what I can do” “let me talk this over with my boss.” Here the customer clearly expects a cut. 4. Don’t say to the customer “we’re competitive” on anything OTHER than the price. Price provides an opportunity to serve. Don’t waste the opportunity by making excuses about it. “If the performance of the product affects the ability of the user to perform his or her task, price is the lowest priority.” says Steinmetz, “Do you go out for a price bid for brain surgery? No, you get the best quality surgeon you can find. It’s the same in your business. The more important quality is the less important price.” Six things you can do to keep price integrity… 1. Support the price you give as the true price “Let me tell you why…” 2. Use the fact of higher price as the reason to buy “You get the highest level of service after the sale…” 3. Use testimonials “Here are letters from others who have paid a higher and loved it…” 4. Sell your competitive edge, not your price “We’re the company who holds the patent…”

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www.MHWmag.com

September 2019


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

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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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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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Sales Trends 5. Sell the decision maker on the relationship “In order to serve you after the sale in the manner you expect…” 6. Sell everything BUT price. Start with quality, value and cost. If you’re not the lowest price, be the best value, lowest overall cost, finest product, highest productivity, fastest (legendary) service. Statistics show most price cuts come from salespeople not customers, and most price resistance comes from salespeople not buyers. WOW. Here are a few additional notes about the price enigma: Customer rule number ONE: Price is the first thing you forget if something goes wrong. Business rule number ONE: You must sell at your price because profit must exist in order to service after the sale. Sales rule number ONE: Don’t give the price before you’re asked. Let the prospect ask, “How much is it?” It’s the biggest buying signal you’ll ever get. Of our top quality, best service, and two-day delivery if I cut my price, which of these services do you want me to eliminate?” Answer price questions with confidence and conviction. The way you deliver the answer price questions is the difference between sale and no sale. Secret indicator. Sales managers know their prices are right when salespeople are complaining the price is too high.

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September 2019

Sell perceived value. Gasoline why do you buy premium? Perceived value! Why do you pay extra for credit card or full serve? Service or convenience! Is price an issue when you run out of gas? The difference between the high price, the low price and the price at which the sale is made is the reality of the customer’s perception of value that has been created by your ability to sell. Larry Steinmetz does not believe price is the issue. Neither do I. 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.


HIGH

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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.

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September 2019

29


Shifting Gears

Industry personnel and organization news

Motion Industries names new VP-West Group Motion Industries, Inc., has named Jeremy Barton to Vice President of the Company’s West Group – effective August 1, 2019. Mr. Barton will lead Motion’s West Group operations with over 20 years of experience, garnered from serving in a variety of key roles within Motion Industries. He has worked as an Industry Sales Manager (Mining), and Branch Manager (Salt Lake City), as well as providing technical, sales, and operations guidance for the Company’s growing Industrial Services platform in the West. In 2016, he was promoted to his most recent position as Mountain Division Sales Manager. Mr. Barton obtained Six Sigma/Lean/5S certification in 2011, and holds various Business Management, Technical & Leadership Certifications www.motionindustries.com

Hy-Brid Lifts appoints National Account Manager Hy-Brid Lifts has welcomed Nik Fleischfresser as the national account manager. Fleischfresser will also cover Illinois, Indiana, Michigan, Minnesota and Wisconsin. He will focus on national account customers, along with regional sales growth and channel development of Hy-Brid Lifts, Custom Equipment’s line of lightweight low-level scissor lifts. Fleischfresser brings a vast knowledge in the Mobile Elevating Work Platforms (MEWPs) industry. He previously worked in engineering and sales roles for various global markets. www.hybridlifts.com

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www.MHWmag.com

September 2019

Riwal appoints new CEO Pedro Torres, formerly COO of Riwal, has been appointed as the new CEO of the company, effective immediately. Torres’ appointment is based on his extensive 25 years of managerial experience in the international rental industry. In 2012, he joined Riwal as Regional Director and was promoted to COO in 2015. Throughout the years, he strongly contributed to the positive operational results of the company and the implementation of The Riwal Way, the continuous improvement program that transformed the company’s culture. www.riwal.com

GreenPower appoints Brendan Riley to Board of Directors GreenPower Motor Company Inc. has announced that its Board of Directors has unanimously appointed Brendan Riley as a director of the Company and that Phillip Oldridge has resigned from the Board. Brendan Riley has served as the Company’s President since October 2016, during which time he has been instrumental in overseeing GreenPower’s growth plans and executing its operating strategy. Prior to joining GreenPower, he was the North American Vice President of Fleet Sales for BYD Motors, in charge of strategy, tactics, support and training for selling all-electric buses, trucks, cars, and material handling equipment. www.tvh.com


www.MHWmag.com

September 2019

31


Sell More with TOOLS!

Shifting Gears Wacker Neuson Group expands North American leadership The Wacker Neuson Group has appointed Mr. Gert Reichetseder as President & CEO – North America, effective July 1, 2019. Mr. Reichetseder has served as Commercial Director of Wacker Neuson's largest production plant in Linz, Austria since 2011. As part of his new role, Mr. Reichetseder will act as spokesperson for the North American Executive Management Board, which includes Johannes Schulze Vohren, Executive Vice President Sales & Marketing North America, and Ryan Gile, Executive Vice President Operations & COO North America. www.wackerneuson.us/en

Reusable Packaging Association introduces new Leadership Team

Learn how your dealership can tools sell more using

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Material Handling Wholesaler

The Reusable Packaging Association (RPA) has announced that Michael Wasson, Chief Operating Officer of Tosca, is the new Chairman of the Board of Directors. The RPA Board appointed Mr. Wasson to the role of chairman following his service to the organization as vice chairman. Mr. Wasson first joined the RPA Board of Directors in 2018 and was appointed secretary-treasurer of the association later that year.  He chaired the RPA’s Operations & Logistics Committee in 2017.  He has over 20 years of broad-based supply chain and operations experience in large size organizations. www.reusables.org

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September 2019


ClearCap & TuffCab! ClearCap Roof Covers!

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

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September 2019

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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

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

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

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

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

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

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

ALVA COFFMAN

|

DEAN MILLIUS

|

877.638.6190

|

sales@mhwmag.com

WWW.FORKLIFT-INTERNATIONAL.COM 34

www.MHWmag.com

September 2019

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** FORKLIFTS WANTED ** We Will Buy Quantities! Call Us With Details - We Want Your Surplus Stock 2015 TOYOTA 8FD80U

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September 2019

Printed in the U.S.A. ©2019 The Ousset Agency, Inc. wo#6020

FORKLIFTS & NARROW AISLE EQUIPMENT

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September 2019

We BUY & SELL NEW & USED 800-344-4164 Fax 330-823-8136 Email: ohiorack@cannet.com

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JOIN THE HELI TEAM We’re looking for dealerships like yours! Our goal is to provide a large inventory of quality forklifts, parts and support to serve your needs. A true partner in growing your top and bottom lines. Call us for more information on how to become a HELI Forklift Dealer Now!

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September 2019

37


New Products

See more new products online at www.MHWmag.com

Verti-Lift Shuttle/Transfer Cart for Unit Load and Product Handling

Crown Equipment introduces InfoLink 7” Touch Display Module

Verti-Lift presents versatile Shuttle / Transfer Carts with the integration of portability, lifting, and conveying. With the option of V-Grove casters or Flanged casters (for plant pedestrian traffic areas that will not allow obstruction), portability allows product movement between multiple work cells or processes. The integrated scissor lift allows for elevation changes, while the conveyor provides the ability to transfer product between multiple work cells or processes. www.verti-lift.com

Crown Equipment Corporation, one of the world’s largest material handling companies, has introduced a larger, more robust display module for its forklifts equipped with Crown’s InfoLink® fleet and operator management system. The InfoLink 7” Touch Display Module enhances the operator experience with greater functionality and an interface designed to simplify onboarding, maximize productivity and reinforce safety. The information presented on the adjustable color LCD display creates a more informative and personalized experience for operators.. www.crown.com

Pettibone introduces new jobsite Telehandler workhorse

Hella launches Valuefit LBX Light Bars

Pettibone introduces the Extendo 1246X telehandler, a workhorse machine that delivers an impressive 12,000 pounds of load capacity. Built on Pettibone’s next generation X-Series platform, this unit is ideal for contractors and rental users working in demanding applications ranging from construction to masonry to oil and gas. The 1246X is powered by a 117-horsepower Cummins QSF 3.8 Tier 4 Final diesel engine. Mounted on a side pod, the engine offers easy service access while allowing exceptional curbside visibility and ground clearance of 19 inches. A 30-gallon fuel tank provides ample volume for a full day’s work at 100-percent load. www.gopettibone.com

HELLA, has just launched a new HELLA ValueFit LBX light bar range, ideal for daily lighting applications. They are available in four configurations: 8 "-3 LED's 22W, 14" -6 LED's 44W, 21 "-9 LED 66W (SAE approved) and 27" -12 LED 88W, they are all equipped with die-cast aluminum housing. The 21” and 27” light bars feature two light beam patterns: Driving and Combo (Driving and spot light). These configurations allow HELLA VALUEFIT LBX light bars to be used in all-terrain applications such as: cars, trucks, utility vehicles and sport utility vehicles (SUVs) with light color temperature of 6500K. www.myhellalights.com

A-Safe launches TrailerKerb for loading flatbeds at the dock

Linde Material Handling, has launched a new range of order pickers. Linde has created eight new models of its N20C low-level picker ranging from 1.2 to 2.5 tons. The new trucks are designed to be comfortable for operators, safe to use and cost efficient. Features of the truck, which can reach speeds of 14 km/h, include; Ergonomically positioned handles, fold-out operator’s seat with sensor for operator recognition, Linde BlueSpot system, plus more.. www.kion-na.com

A-Safe Inc. has unveiled TrailerKerb, a temporary barrier (or kerb) that provides resistance when forklift trucks get close to the edge of flatbed trailers during loading and unloading operations at the dock. A-Safe, a manufacturer of protective guarding for warehouses, distribution centers, manufacturing facilities and other workplace environments, will offer TrailerKerb directly to end users and to the reseller / distributor marketplace upon its full launch later this year. www.asafe.us 38

www.MHWmag.com

September 2019

Linde launches new order picker


QUALITY MATTERS

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

QUALITY. PRECISION. PERFORMANCE.

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

At MVP, You’re the Most Valuable Person!

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

Wholesale Only.

PUT THE MVP SPECIALIST TO WORK FOR YOU!

www.MHWmag.com

September 2019

39


New Products

See more new products online at www.MHWmag.com

Leoni offers smart robot mounting solution for all picking, packing, and palletizing applications

Leoni is expanding its product range in the field of cable management solutions dedicated for packaging applications. With the LEONI B-Flex P³, the company now offers a flexible, slip-resistant attachment solution for industrial robots especially for the Food and Beverage, Pharmaceutical, and globally, for the General Industry; serving Picking, Packing, and Palletizing applications. This means that the hose and cable package can be attached to the robot with easy-to-install, flexible holders. It is the second product Leoni launches in this product range. LEONI B-Flex Cobot, launched in 2017 is a similar product specifically designed for collaborative robots. www.leoni.com

Magnetek offers packaged automated No-Fly Zone Systems Columbus McKinnon Corporation now offers Magnetek Fixed Location and Configurable No-Fly Zone Systems as options for personnel and facility safety. No-fly zones refer to protected areas where normal crane operation is limited or entirely restricted. Depending on application needs, No-Fly Zone Systems may incorporate a variety of motion control products, including variable frequency drives, radio remote controls, limit switches, and sensors that designate locations where a crane is programmed to stop. These versatile systems— ranging from simple to complex configurations—can be added to existing crane controls or introduced as new installations for a variety of industries including automotive, steel, manufacturing, and pulp and paper. www.cmworks.com

High Frequency, Energy Efficient, Industrial

Battery Chargers Shop ChargePlus, GREENUL & GREEN6!

Flight Systems Industrial Products . www.shop.fsip.biz . 800-333-1194 40

www.MHWmag.com

September 2019


YOUR MATERIAL HANDLING

SOURCE DIRECTORY

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

➤ Allied Products ➤ Attachments & Access. ➤ Auctions ➤ Automated Storage Systems ➤ Automatic Identification Equip. ➤ Batteries/Chargers ➤ Container Storage ➤ Controls & Information Handling Systems ➤ Conveyors ➤ Customer Fabricators ➤ 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

September 2019

41


➤ 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

➤ PALLET 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

42

www.MHWmag.com

Locations Coast to Coast

800-435-9346 | www.warfieldelectric.com

September 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.

1351 Nagel Blvd., Batavia, IL 60510 Ph: (630) 879-7008 | Toll Free: (877) 396-6258 www.summitmetalproducts.com

PERFORATED COVER PLATES · open area rack deck · interior or exterior waterfall flanges · smooth top surface protects products · products slide easily on and off · solid perimeter border for safety · typical finish is galvanized ADDITIONAL CAPABILITIES · · · · · ·

solid (B-Deck) and perforated, corrugated deck solid cover plates (as shown without perforations) roll formed and structural crossbar supports steel deck for mezzanines and pick modules layouts to minimize or eliminate field cutting miscellaneous fabricated metal parts

www.MHWmag.com

September 2019

43


Resonant Dealer Services

TIRED OF UNPROFITABLE PM’S? IT DOESN’T HAVE TO BE THIS WAY. CALL ME FOR STRATEGIES ON HOW TO STOP THE PM PRICE WAR!

DAVE BAIOCCHI

209.652.7511 | DAVE@RESONANTDEALER.COM

WWW.RESONANTDEALER.COM Advertiser’s Index ADVANCE METALWORKING COMPANY, INC . . . 26

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

RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . 45

AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 19

HC FORKLIFT AMERICA CORP. . . . . . . . . . . . . . . 17

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 22

AMERICAN VULKO-TREAD CORP.. . . . . . . . . . . . 47

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

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 12

INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . 37

BIG LIFT, LLC . . . . . . . . . . . . . . . . . . . . . . . . . . . 13

INTERTHOR. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27

DACS, INC . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 12

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

MAC RAK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 46

SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 14

ECOTEC LTD. LLC . . . . . . . . . . . . . . . . . . . . . . . . 14

MHW . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 23

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

MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . . 4

FB CHAIN LIMITED . . . . . . . . . . . . . . . . . . . . . . . 20

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 39

FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27, 40

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

FORKLIFT-INTERNATIONAL. . . . . . . 21, 28, 32, 34

NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44

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

ONE DAY DEALER CONFERENCE . . . . . . . . . 24, 25

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13, 48

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 14

RESONANT DEALER SERVICES . . . . . . . . . . . . . . 44

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 33

SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . 35 STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . . 7 SUMMIT METAL PRODUCTS, INC. . . . . . . . . . . . 43

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 29 TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 9 TRI-BORO SHELVING & PARTITION CORP. . . . . . . 3

MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 44

www.MHWmag.com

September 2019


Best in Class

When press-on tire performance is your priority use Rhino.

Rhino R1 Press-On Tires •

Best design to optimize traction, stability and wear

Best compounding for optimal low-rolling resistance, shock absorption and tire life

Best overall performance and lowest cost of ownership Rhino is Best in Class

Move it fast… Move it safe… MOVE IT ON RHINO. Easy to Find...Tough to Beat.

Warehouse: 234-678-7863 Toll Free: 877-744-6603 Fax: 888-480-8611

Checkout our new website at

www.rhinorubbertires.com and be sure to click on the Quick Quote button.

Rhino Rubber Warehouse • 275-299 N. Arlington St. • Akron, OH 44306


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


Celebrating 57 Years of Excellence!

Innovative research and quality products have made us the oldest supplier of Polyurethane industrial wheels and tires in the United States. WE’RE PROUD OF THAT! Whether your forklift is Crown, Raymond, Yale, Hyster, Toyota, or any other model, we have your wheels and tires. We also offer a complete line of wheel bearings, as well as high quality mast guide bearings. Great price, high quality, prompt service. We invite you to Join The Leader!


In ONE DAY fantasy football owners spend 4.9 hours worrying about their teams.

In ONE DAY TVH customers register more than 200 vehicles with My Equipment, making it easier than ever to manage their fleets. www.tvh.com

Profile for Material Handling Wholesaler

September 2019 Material Handling Wholesaler  

September 2019 Material Handling Wholesaler