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In the next issue...

Aftermarket Dave Baiocchi One-Day Dealer Conference Highlights Bottom Line Garry Bartecki One-Day Dealer Conference Recap

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November 2019

Cover story Eileen Mozinski Schmidt

Warehouses embrace technology The warehouse. It is perhaps one of the places most reflective of the state of the material handling industry, a key hub from which products flow and supply chains function. It is also the place where both new technologies blossom and some long-standing industry components hold fast. This month, we asked a few sources to talk about the current state of warehouses in material handling.

Still, warehouses throughout the industry are “a rapidly growing space” for the business, he said. “We see opportunities in parcel space as well as third party logistics space,” Cloer said.

Asked whether the company has heard concerns about robots taking over human jobs, Cloer said MiR leaders understand those worries. But he notes the current state of marketplace labor, with many businesses Here is some of what they are seeing on the ground reporting difficulty in finding necessary workforce. Robots can aid in the completion of work by freeing floor of warehouses industry wide: up human staff for other jobs within the warehouse or Robotics business, he said. Although it has a reputation for being new, Aaron Conway, president of Mezzanine Safetimobile robots have been around since the 1960s, Gates, Inc. said in an interview with Material Handling according to Josh Cloer, Mobile Industrial Robot’s Wholesaler last spring that the growing combination North American sales director. But what is new is of automation and human workers means other the technology being implemented, in particular slam warehouse systems are now being designed with the robotics, or simultaneous location and mapping. MiR is shift in mind. “With the mix between automation and a manufacturer of collaborative mobile robots. traditional human workers around the (warehouse) “We’re the front-runner in this space,” said Cloer, adding that the use of the company’s autonomous mobile robots is “growing rapidly” in both manufacturing and warehousing. MiR’s own growth is reflective of this, as the company hired over 125 employees last year, opened a new office in San Diego and most recently opened a new office in Long Island. The company’s robots can be used for many different applications in the warehouse and, according to the business, can be used to “optimize workflow, increase productivity and reduce costs,” according to a press release. Development continues in designing robots that can learn the specifics of the warehouses where they are stationed, identifying everything from forklifts to products, according to Cloer. Also, in the near future, Cloer said MiR is working to enhance the ease for users of programming its robots with components like clear interface designs. The main market for the company’s robots currently is the automotive sector, according to Cloer, who said the industry has an innate knowledge of making adjustments, as it already does to accommodate different vehicle models. 4

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November 2019

areas, one of the keys is to get those two different styles to operate seamlessly and safely,” he said. Mezzanine Safeti-Gates is incorporating more power operations into its gates and Conway said company designers also favor controlled access areas. With sensors added to safety devices, products can detect if a worker or piece of equipment is in the area. “It aids in the communication throughout the system. It can also tie into their software so they know how many areas are being utilized,” Conway said. Packaging At DHL Supply Chain, cartons are top of mind. It’s an issue almost every consumer, even outside of the material handling industry, is likely familiar with. “When you receive a shipment from Amazon or whomever, oftentimes that box can be grossly underutilized,” said Adrian Kumar, global head of operations science and analytics for DHL Supply Chain. “You might be wondering, ‘Why is this happening? Haven’t they figured out that they should be using a smaller box?’ The answer is that sometimes,

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November 2019

Cover Story a business does not have the right boxes on site at their packing stations, Kumar said. In addition to the packaging waste, this is problematic because parcel carriers charge by dimensional weight, he said. So, for example, a threeto-four-pound object in a large box could end up being assessed a weight of 12 to 15 pounds. And so, DHL Supply Chain recently developed a carton optimization tool that reduces shipping costs by ensuring products are packaged in the optimal size boxes. The tool uses analytics to determine cartons needed in a warehouse to match order profiles and minimize dimensional weight charges, a release from the company said. “Customer pilots utilizing the technology have witnessed up to a 20 percent reduction in shipping costs when combined with other parcel optimization tools, the release said. The DHL tool assess customer order history and item weight and then determines what 10 to 20 preconfigured box sizes should be on hand at the packing stations. “We make suggestions to customers to potentially switch out box sizes,” said Kumar, who said advice can also be to retool practices. “Some of our customers like to ship everything together,” he said. “If you’re shipping a baseball bat and baseball helmet, if it was a separate order you would put the bat in a long narrow box and the helmet in a square box. “If you put it together you need a big rectangular box blow, it might be driving up your shipping costs. “Those are the types of things we advise our customers on that are usually eye openers,” he said. DHL’s tool also helps customers look into what carriers might offer the best rates for their specific needs. The company also helps client’s factor in how they want products to be presented and how much space they want in packaging. So far, DHL has used the tool for about five customers. Kumar said with ready access to the data, it can be put on DHL’s warehouse management system and the tool works fast. “The analysis is run pretty quickly. And the data doesn’t have integrity issues,” Kumar said. Following the implementation strategy, it can take about a month for savings make their way into the books, according to Kumar. As the push for rapid 6

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fulfillment continues across industry sectors, DHL is working to help material handling warehouses be selective in how orders are filled. “It’s a whole multifaceted strategy,” Kumar said. “Even the parcel carriers like it,” he said, adding that while one might think parcel carriers would object because they don’t get to charge as much dimensional weight, they would rather fill their trucks with effectively. “They don’t like big boxes with small items in them. They’d rather get more stuff in the vans,” Kumar said. Fuel and Building Up As to warehouse functions, many managers are taking a holistic view of operations, according to Jeremy Wishart, to the benefit of the propane industry. Wishart is director of off-road business development for the Propane Education and Research Council, or PERC. Even as electric forklifts in the warehouse are growing in market share, Wishart says propane remains popular as the industry bounces back from the recent recession. “Over the last three to five years propane sales have gone up,” he said. “Most of the sales are happening because of the continuing changes and evolution of the warehouse distribution center environment.” As warehouses grow up in space, Wishart said aisles are narrower and automation is increasing. “It’s taking market share from traditional, sit-down forklifts,” he said. Aaron Conway of Mezzanine Safeti-Gates also spoke of the growing vertical structure of many warehouses. “They’re building up, taking advantage of the space they have,” he said. “Now it’s not uncommon to see a second or even third level where people are working. Fall protections are even more significant” Mezzanine Safeti-Gates is working to meet these needs through systems designed to work on additional vertical levels, according to Conway. Wishart said holistic considerations of fleet managers include emissions, cost of ownership, performance and productivity, and supply and fuel sourcing. “It’s no longer just about cost operations, they’re looking at everything,” said Wishart, adding that electric and diesel technology have critics over associated costs, particularly the cost of batteries. He

said the green initiative of recent years has led the way in more businesses adopting the holistic approach. “It started that trend of looking deeper,” he said. People “also realized there are cost savings to be had. “Now fleet managers look at everything beyond the lift truck. Now they have choices.” In the past year, Wishart said PERC has ramped up their efforts to illustrate emissions comparisons. In the next year, Wishart said he wants to defend propane’s market share and pursue more market share from diesel. The council wants to demonstrate how “propane can get the job done but it’s also going to save quite a bit of money.” Eileen Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 13 years. Email editorial@MHWmag. com or visit eileenmozinskischmidt.wordpress.com to contact Eileen. If your company would like to be featured, email editorial@ MHWmag.com

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November 2019

Aftermarket Dave Baiocchi

One-Day Dealer Conference highlights I have just returned from the One-Day Dealer Conference held on September 19th in Rosemont IL. This month I’d like to devote the column to the highlights of the conference and some of the content that we discussed.

(Note: This would apply only to customers not already enrolled in a “full maintenance and repair” contract as part of their acquisition. • Dealers should ensure that all of the programs offered are presented as multi-year agreements, and that service schedules are based around First of all, I want to thank all of those in attendance. the estimated equipment duty cycle and We had a wide and varied group consisting of full application. line dealers, wholesalers, manufacturers, industry • The sale of standard PM contracts should be associations, and financial professionals. Wintrust approached as a “fallback” service proposal, instead Financial Corporation hosted the event at their facility of the initial offering. in Rosemont IL. Intella and Panacea lift truck parts sponsored the event, and were on hand to chat with the • Equipment warranty coverages should be explained attendees. in person and in detail on the day of delivery. This discussion should include warranty limitations The purpose of the event was to provide a forum of and qualifiers. Dealers should create documents actionable ideas and programs that dealers could go back that can be signed by the customer affirming a to their dealerships and implement. The session content complete understanding of warranty exclusions. ran on two different education tracks. I suggested • The delivery process should be used as an ideas on dealership aftermarket planning and execution, opportunity to sell accessories and special while Garry Bartecki chaired sessions on accounting services (“on purpose”). Accessories don’t sell rules, tax ramifications, fiduciary responsibilities, and themselves. The delivery process is the perfect ESOP options for selling your dealership. Below are the time to suggest the addition of these items. highlights of the programs presented in Track 1: Field Based Technician Autonomy and Customer TRACK 1 – Dealer Aftermarket Operations Service Dealer Aftermarket Program Offerings Dealers say that they want to get more done with Managing the changes needed in this area of the existing resources and manpower. The problem with dealership requires dealers to adopt a new paradigm leveraging existing resources is that it many times regarding the equipment delivery process within the requires a dealer to rethink long standing policies that dealership. Every aftermarket opportunity starts with the actually prevent employees from being productive. delivery of a piece of equipment which will eventually Key Points need to be maintained and/or repaired. If dealers start and maintain an initiative to treat the delivery process Dealers should construct internal mechanisms as the focal point of the aftermarket effort, this process that control van inventory and pricing of common will take on new significance, and it will present a maintenance and repair items, so that field-based unique opportunity for the dealer to achieve multiple technicians can quote, close and complete field-based new objectives: repairs while they are onsite at a customer location. Key Points Development of a field technician service menu program will require the following things: • Dealers should create and offer multiple, unique and comprehensive MAINTENANCE ONLY • Analysis of the population of equipment being programs that include all suggested OEM serviced maintenance items at the OEM specified intervals. 8

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Aftermarket • Anticipation of the needed repairs based on the individual technicians’ “opportunities” • Investment in van inventory that mirrors the opportunities for each technician. • Training for technicians on how to identify, quote, sell and complete additional work “on the spot”. This is not as easy as it sounds. In the session we covered the goals, tools, resources and administrative functions necessary to create a robust service menu program, including: • Analysis and assignment of PM’s to individual techs (or vans) • Importance of ALL TECHS performing PM services • How to change van stock metrics and mindset from “historical turns” to “opportunity to sell”. We discussed the benefits of instituting programs of this nature, including: • Retail revenue growth • Labor efficiency and productivity growth • Administrative relief • Customer service and first-time fix improvement • Rental repair efficiency • Fuel and service truck maintenance reduction Dealer parts planning The overwhelming majority of dealers do little strategic planning when it comes to the aftermarket side of their business. In many cases dealers have bought into the falsehood that there is not much that can be done to enhance forecasted sales of aftermarket items, as these departments operate only in proportion to equipment sales activity. This viewpoint is in error, as growing revenues can be forecasted by development of dealer-initiated programs, proper use of buying power, and planned campaigns to illicit the sale of accessories, high wear items, and safety products.

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Key Points • How to limit insufficient or incorrect inventory on the shelf • How to capitalize on OEM returns processing to keep inventory fresh and moving • Creating a vendor qualification process in order to manage the consolidation of vendors • How to actually PLAN and set reasonable goals for an increase in the aftermarket business • How to use equipment sales history to determine the OEM parts inventory “sweet spot” • How to strategically execute short term parts sales campaigns using employees in the CSS Sales department as well as parts countermen, and field service technicians • How to “pair” inventory purchases with campaign goals (using your buying power) I will leave it to Garry Bartecki to highlight the Track 2 sessions in his column this month. I will say however that the compliance requirements of reporting your dealer revenue stream have changed, and cannot be ignored. Likewise, sales tax requirements have evolved. The US Supreme court has further affirmed that the SHIPMENT address where equipment is being utilized (whether rented or purchased) governs the sales tax liability. It’s important to understand and set up controls within your accounting system to comply with these changes. Garry also chaired a great session on ESOP options for selling a dealership. Not all dealerships will qualify, but in the right situations, funding can be obtained for a change in ownership that has significant tax benefits, and allows long time employees to eventually gain a nice reward over time. All in all, this One-Day Conference was a smashing success! I hope to have a chance to talk to even more dealers next year! 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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November 2019

Bottom Line Garry Bartecki

One-Day Dealer Conference recap I am not kidding when I say you missed a hell of a program a couple of weeks ago. We had a nice mix of attendees, in super facilities provided by Wintrust Bank, listened to two presentations by Dave Baiocchi, and finished out the day with our cast of characters in the Rapid-Fire segment of the program. This program was fast moving, had active audience participation and provided a timely list of ISSUES to deal with within the next two or three months. Heck, we even continued the program during lunch. Dave covered two topics. First, how to “get” the maintenance and service business related to the sale of a unit. Second, how to improve parts and service turnover generating a higher percentage of parts and service sales per tech via better management of parts inventory and anticipation of required work. Follow his advice and you are guaranteed more parts and service business with higher margins. The hit of the program was Jim Margner, the state and local tax expert who has been working with me to assist both dealers and rental co. I can hear you now “State and local taxes, who cares?” Well, you better care because there is a new tax in town that is going to generate king size headaches for you from here on out. This new tax is referred to as Wayfair, which results from a Supreme Court decision that states if you sell in a state you have to collect sales tax and remit to the state even if you don’t think you have nexus in the state. As it turns out states seeing a windfall in tax dollars are setting up nexus guidelines you now need to consider determining if you must collect and remit the tax. Furthermore, the states see this as an opportunity to have you register to do biz in the state and at some point, I anticipate you will be asked to file income tax returns for the states you do “business” in. As you can guess the questions were numerous. For example, “I sell into many states, but which ones do I have to collect tax for, and for what type of transactions”. You may be selling on-line, you may be selling via brokers, you may be selling at auctions. What if you sell to A who delivers it to B or C.? Plus, 12

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many more examples. The bottom line here is you need a new level of expertise to help decide if you owe tax, at what rate, and to what state. Also, to answer the question whether you need to register to collect tax in that state? Will you need to file income tax returns in that state? And I can tell you the fees and penalties for not filing and remitting can be an eye opener. In fact, this whole issue is insane, and won’t your customers be thrilled that they are now paying tax and ask you to explain why. The answer to their question is “Ask Jim, he will tell you why.” There are customers, however, who are not end users of what you are selling and thus should not have to pay sales tax. In fact, when they initiate a sale, they are required to collect the tax and remit to the state in question. Boy, that sounds simple and gets you off the hook. Right? Not so fast, Mr. Dealer. That is true if you have exemption certificates from them, properly filled and available for inspection by state tax auditors. If you don’t have these forms and did not collect tax you will be assessed the tax (when it is not your tax but your customers) along with penalties and interest. In the end, the purpose of this process will be to help mitigate sales tax exposure. If you think you have potential exposure you get the same answer as before… ask Jim if you do, and how you might reduce that exposure. Enough about Jim, I suggest you contact him if you need help. He knows your business and the types of transactions you are involved with. And I have seen him work his magic on tax assessments. I think we can safely say “Keep your friends close but your state and local tax person closer”. At least for the next couple of years. Jim can be found at Jmargner@comcast.net or 312-636-1155. After Jim finished up Michael Ploskonka CPA reviewed the new GAAP changes regarding revenue recognition and lease accounting. Again, two technical topics where I see lift truck dealers coming up with 10,000 different approaches trying to apply this new GAAP.

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November 2019

Bottom Line When thinking about revenue recognition the new GAAP wants to match revenue earned and matched to what a customer receives according the terms of your contract with that customer. Knowing the dealer business, I didn’t come up with many examples of where this could apply, but there are a few: • RPO transactions • Maintenance contract revenues being collected monthly as part of a lease payment. • Warranty issues • Internal Billing. • Others (let me know what they are) As far as the lease accounting is concerned it is pretty simple. Any contracts over 12 months in length must be considered as part of this new GAAP and need to be recorded as a liability along with a “right to use” asset that basically offsets the liability you are adding to your balance sheet. But adding liabilities on your balance sheet will cause your debt/equity ratio to change negatively which then may cause problems with bank covenants. Neither of these new GAAP pronouncements impact cash flow. They are only moving the numbers around for better reporting (they say). You can expect questions from customers who need to address the same GAAP issues. One major lease issue concerns a lease with maintenance. Maintenance contracts do NOT have to be capitalized on the balance sheet and as a result your customers will be asking for a breakdown between lease payment and maintenance payment. Yikes! Steve Pierson then reviewed Federal Tax issues of importance for the group. Four stood out. • The C-corp vs S-corp decision now that the C tax rate is 21%. • The final Bonus Depreciation regs re: Building Improvements. • Cash method of accounting. • Revenue recognition changes reported for tax purposes. To summarize, the switch to a C-corp is not as beneficial as you might think, especially if you plan on exiting the business within next five years.

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November 2019

The Bonus depreciation for building improvements originally put forth has been removed from the regs. You can however use Sec 179 for this purpose. The cash method for companies with revenues under $26 million could be very beneficial and you may want to review this. If you have AR well in excess of AP and accrued expense the cash method could be for you. These new accounting method changes will be reflected in your tax returns. ….so taxable income could increase even though your top line remained the same. Steve knows your business and the rental business very well. We have been working together on your type of tax problems for over 20 years. He can be reached at pierson@seldenfox.com. Number is 630 954 1400. Your CFO should discuss these options with him. And we finalized the day with our company valuation and exit planning panel containing an ESOP expert (Nate Perkins), Wintrust ESOP banker (Pat Stoltz) and lending specialist (John Czyzyzki), Steve Pierson to discuss exit strategies and related tax positions and myself since I have been coaching dealers and rental company owners about exit planning as well as ESOP considerations for dealers that qualify for that type of transaction. Some do and some don’t. There are many exit strategies with the trick being to find one that you can work with to maximize the net proceeds in your pocket. And that is net of tax. A question regarding ESOP’s centered around dealer agreements and OEM’s acceptance of the program. I believe that any issues can be worked out with the ESOP trustee if they know what sections of the dealer agreements they need to agree to. If we are talking dealer fair market values, it should work. Finally, Tal Diekvoss reviewed “real” fiduciary responsibility issues dealers face, where personal liability is a possibility. And Michael Krogenmeier of Creditsafe outlined a method to use credit reports to check current credit standing with the ability to drill down to obtain marketing knowledge. Think that was enough for a one day that brought attendees up to date on a numerous methods and issues to reduce risk and increase ownership value? I

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November 2019

Column Title

do, because the quality of the panelists and discussion leaders are all top of the range players who know your business. And to top off the event, Wintrust has a very classy bar right next door to our training room. Heck, you feel like you are downtown during party time. Nice way to close a very busy, informative day.

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Next time ….BE THERE! My closing remark is you can work on these issues with advisors who only have one lift truck dealer in their portfolio, or you can have your CFO discuss a plan of attack with our presenters and save themselves both time and money.

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

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November 2019

Human Element Ben Murray

How to create balanced sales teams Creating balanced sales teams may not be the first thing you think of when hiring and coaching but when you HAVE a balanced team, the results and benefits are clear to the bottom line, productivity, and engagement in the workplace. So, how can you work to create balanced teams within sales organizations? Well, it starts by understanding what a balanced team truly is…and what it isn’t. We’re all familiar with the sales archetypes that run rampant through pop culture. There’s the typical used-car salesman type, the shark, the “always be closing” type, and more. However, in today’s more sophisticated sales environments, those aren’t what we’re working with. Portrait of a balanced sales team Simply put, a well-balanced team is one where all the elements that make an individual salesperson successful are represented across the team. It’s unrealistic to think that all these employees will have the same level of mental toughness, something we’ve identified as necessary to create successful salespeople. If we look closer, however, we can see that underlying the standard “sales abilities”, you can find out how to balance all your teams’ strengths and weaknesses with a little knowledge. Digging deeper into your sales team’s strengths and abilities No one knows your sales team better than you do, and hopefully, you’ve used assessments to gain a deeper understanding into what makes them tick, what coaching style works for them, and how to develop mental toughness in those employees who are lacking. Let’s take that knowledge, expertise, and assessment information to figure out how to create a well-balanced sales team. You’ve likely already determined which of your employees possess the mental toughness to succeed overall, but what about your other employees?

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November 2019

Get to know your employees. This seems like an obvious one, but when you take the time to get to know each employee, you may discover Heather’s capacity to see a complex sale through to the end, or Jona’s uncanny knack to calm an irate prospect down in order to get him to sign on the dotted line. While neither of these traits displays mental toughness per se, they are both crucial to a wellbalanced sales team. Using these traits together with mental toughness and other sales-focused abilities and skills will create a well-balanced sales team. But you won’t know about any of these traits or abilities unless you assess your team properly and often AND take the time to get to know them and watch them at work. Ask yourself: • How and when do they seem to work best? • In which situations do they thrive? • What tasks do their coworkers bring to them specifically? • How do they respond to clients and prospects? It’s also worth noting that if you DON’T see them as mentally tough, or if they rated low on that attribute, dig into WHY. You may find something there that can help to round out the team. What other aspects can help create a balanced sales team? While mental toughness is one of the best indicators of sales success, it’s certainly not the only one. In our recent article, Power of Personality, we wrote about a few personality traits that are measured by the Caliper Profile found to contribute to sales success: • Ego-Drive: A person with a high ego-drive is motivated by the ability to persuade others. For a salesperson, that means they feel good when they make a sale, so they’ll do whatever it takes not to lose. They’re driven by the desire to feed their ego. • Empathy: An empathetic person considers how the things they say and do affect others. A salesperson with strong empathy will pay attention to the reactions of their prospects and adjust their

tactics based on response. They are constantly taking the temperature of the conversation and will pivot as soon as they feel something is amiss. • Urgency: Urgency means that a person feels compelled to complete a task quickly and efficiently. For salespeople, that means proactively setting up calls, following up promptly, setting hard timelines, and consistently pushing the conversation forward.

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.

So, our aforementioned “always be closing” archetype may have the trait of EgoDrive, while the person in the office who gets really motivated on the 25th of every month might display Urgency. Having a team that possesses these traits can be incredibly valuable, especially since they can be driven by different things.

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Keeping your balanced team motivated One of the key reasons to create a balanced sales team is for it to motivate itself. When you have equal parts mental toughness, urgency, ego-drive, and empathy, your motivation cycle is often picked up by one member or part of the team at a time. While your ego-driven team may help the team start the month on a high note with her energy and desire to win, your empathy-minded team member may help get a difficult sale across the goal line. While the mentally tough employee continues to keep trying despite his low numbers, the urgency teammate can get the team to the end of the month with his focus on hitting the end goal. Note how these styles complement one another and can serve as antidotes when each of the attributes is eventually spent. Pay close attention to your employees’ attributes but know when to coach and activate them so they can motivate one another. Productive, tightly-knit teams have high morale, especially when they must work together to meet challenging goals.

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November 2019

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November 2019

Sales Trends Jeffrey Gitomer

Worried about not making sales? You won't! Worried about not making sales? You won’t! “I need more sales. I need more sales,” you say. Welcome to the club. Everyone needs more sales. “No, no, you don’t understand,” you say. “I REALLY NEED MORE SALES DESPERATELY. My back’s up against the wall. I either make more sales or I’ll lose my business (or get fired). I’m so worried about it, I… • lose sleep at night • drink too much • have a short fuse • blame others • can’t get any work done at all • can’t concentrate effectively • all of the above.” If this is you, I have bad news and great news. The bad news is… • Worry causes stress. • Worry causes negative response. • Worry causes ulcers. • Worry causes insomnia. • Worry causes headaches. • Worry causes more stress. • Stress causes illness, uncertainty and self-doubt. • Self-doubt causes self-destruction and failure. Worry blocks creative thought. The creativity you so desperately need to get out of the hole you’re in. Yuck! Who wants that? Well, nobody wants it, but a lot of people have it. Here’s the great news…Getting rid of worry isn’t as difficult as you may think.You can totally change directions and outcomes with five words… 1. Relax. 2. Identify. 3. Plan. 4. Act. 5. Smile. Relax. I’ve had a statue on my bookshelf since 1959. It’s a ceramic bust of MAD Magazine’s (smiling with one front tooth missing) Alfred E. Newman. Inscribed 22

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November 2019

on the statue is his famous (only) quote, “What, me worry?” It’s been my credo for more years than I care to acknowledge, but it’s also one of the deep dark secrets of sales success (or causes of sales failure). There’s nothing to worry about – it’s not brain cancer it just sales.You’re not ill, you’re just ill-prepared.You’ve got the total cure within you. Identify. You can’t sell if you’re distracted by worry.You can’t let your worry or stress show to your customers and prospects. They won’t have confidence to buy. But before you can get rid of worry, you must identify its real cause. The real cause of your worry may surprise you. Here are some things that may be adding an additional dose of worry without you realizing it… • Non supportive spouse, parents • The national news (all bad news) • The local news (all bad news) • Accepting the blame of others • Arguing with others about petty things • The newspaper (all bad news) • People who complain • People who meddle • People dwell on problems • People who are depressed • Violence on television • Violence in the movies Look at other aspects of your life that cause anxiety. It may not just be a lack of sales. There may be double (or more) stress points. LIST YOUR CAUSES. Try plugging five or six things into one electrical outlet. It is likely to blow a fuse. It’s the same with you. Identify the real causes and unplug a few things by taking them out of your daily routine. Plan. Once you identify the area that causes worry, change the worry item into an action plan for success. Write a separate plan for each item. Create ways to look at it differently, adopt a new (and better) attitude toward it, or just avoid it.

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November 2019

Sales Trends Act. Concentrate on the action (solution) and the worry automatically goes away. It is critical to realize that stress and worry are not someone else’s fault.You bring it on yourself. There is only one sure thing you can get from worry and stress…a heart attack. The alternative is much better and much more fun you can proactively attack your worries and create a wallet bulge. It’s your choice. Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com. For information about training and seminars visit www.Gitomer.com or email Jeffrey at editorial@mhwmag.com.

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November 2019

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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November 2019

Nuts & Bolts

Acquisitions, expansions & other business news

Magna Tyres announce strategic partnership in the USA Magna Tyres Group has announced its first strategic cooperation and alliance in USA with Tires Direct, quickly after the earlier announcement of opening an US office. Tires Direct is a very important partner in the U.S. market for Magna Tyres Group to expand the business. Magna Tyres growth trajectory in the last half year has been significant and the partnership with Tires Direct is another milestone. www.magnatyres.com

UK’s IMHX increases frequency to every other year Following an extensive period of consultation involving many of the leading manufacturers and suppliers of equipment and technology to the logistics sector as well as other partners and stakeholders, IMHX (International Materials Handling Exhibition) will increase its frequency to every two years. This means that the next event in the IMHX series takes place on September 14-16, 2021, at the NEC, Birmingham. www.imhx.net

EnerSys announces agreement to acquire NorthStar Battery Company.

EnerSys announced last month that it has entered into an agreement to acquire all issued and outstanding shares of N Holding AB, the parent company of NorthStar, from Altor Fund II. With two production facilities in Springfield, Missouri, NorthStar manufactures and distributes batteries nearest in design and performance to EnerSys TPPL products. The acquired companies generated $157 million in revenue for the twelve months ending August 31, 2019 and adjusted EBITDA of $14 million, or 9% adjusted EBITDA margin. The transaction enterprise value is 13x of the LTM adjusted EBITDA (pre-synergies) and only 3x adjusted EBITDA, including run-rate synergies. www.enersys.com

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Toyota named #1 forklift brand for 17th straight year Peerless Media Network recently released its Annual Top 20 Lift Truck Suppliers list, which ranks forklift brands based on worldwide sales. Toyota was once again named as the #1 supplier for the 17th consecutive year. Toyota Industries Corporation captured the top spot with a 16.7 percent increase to surpass the $13 billion mark as it sold 282,000 units. www.toyotaforklift.com 26

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November 2019

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November 2019

Nuts & Bolts

Acquisitions, expansions & other business news

Bobcat Company cuts ribbon on new training Center

MCFA opens new Technical Training Center

Bobcat Company has officially announced the opening of a new Bobcat Training Center in Aurora, Colo. Distinguished members of the Aurora community joined Doosan Bobcat North America executives for a ribbon cutting ceremony, executive remarks and an interactive tour of the facility. The training center, the first facility of its kind for Bobcat in North America, is dedicated to developing and deploying world-class training to Bobcat dealers. Bobcat Company chose the Denver area for its easily accessible location for Bobcat dealers, as well as its strategic location near the Denver International Airport. www.bobcat.com

Mitsubishi Caterpillar Forklift America Inc. (MCFA), a manufacturer of forklifts under the Cat® lift trucks, Mitsubishi forklift trucks and Jungheinrich® brands, expanded its Houston headquarters in September to include an onsite dedicated training center. With this expansion, MCFA now houses over 16,000-square-feet of dedicated space used exclusively for dealer technical training. MCFA will use the new facility for hands-on technical training across MCFA’s vast product line, including Cat lift trucks, Mitsubishi forklift trucks and Jungheinrich warehouse products. www.mcfa.com

N.A. rental revenue expected to exceed $71 billion in 2023 The new fiveyear forecast from the American Rental Association (ARA) updated in August calls for equipment and event rental revenues in North America to surpass $71 billion in 2023, including $64.7 billion in the United States and $6.4 billion in Canada. The latest forecast is ARA’s first to project rental revenue for 2023. The current figures, which are updated quarterly, also project slightly less growth for 2019 through 2022 than what was forecast in May. For 2019, equipment and event rental revenue in the U.S. now is expected to be $55.7 billion, up 5 percent over 2018, with growth in 2020 and 2021 at 3.8 percent; 4.1 percent in 2022; and 3.3 percent in 2023 to top $64.7 billion. www.ararental.org

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November 2019

Hy-Brid Lifts appoints Mid-Atlantic Territory Manager Hy-Brid Lifts has welcomed Derek Koontz as the Mid-Atlantic territory manager. Koontz will cover Kentucky, Maryland, North Carolina, Ohio, South Carolina, Tennessee, Virginia and West Virginia. He will focus on continuing the growth and channel development of Hy-Brid Lifts’ lightweight low-level scissor lifts. Koontz brings seven years of experience to the construction equipment sales industry. He brings a vast knowledge in the Mobile Elevating Work Platforms (MEWPs) industry after having worked for an access equipment manufacturer and in the rental industry. www.hybridlifts.com

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November 2019

Meet Your New Favorite Handset The Zapi 16 Handset Kit • Works on 16 different trucks from manufacturers such as Hyster, Yale, Crown, Linde & more • Turn the knob to select the manufacturer • Works on most Zapi controllers with a handset port • Kit includes handset, 5 adapter cables & carrying case • Handset also sold separately

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November 2019

Shifting Gears

Industry personnel and organization news

McDougall returns as Skyjack president while Boehler looks for new opportunities Linamar Corporation Skyjack’s division said last month that effective immediately Brad Boehler will head out on his own for new challenges and opportunities while Ken McDougall Brad Boehler Ken McDougall returns to his former position as president at Skyjack. Originally, it was said that Boehler accepted a position with Skyjack’s parent company Linamar in which he declined. Boehler will serve out his two-year term as president of IPAF in which he has 18 months to go. www.skyjack.com

Raymond Associate reaches 50-year employment milestone The Raymond Corporation has recognized one of its employees for 50 years of dedicated service at its headquarters in Greene, New York. Laureen Morley began her career in 1969 as a key punch operator. She eventually transitioned to a mainframe operator role and then an AS400 operator role. For the past 35 years, Morley has worked as a third-shift network administrator. And, it runs in the family: Morley’s son also works at Raymond and is celebrating 10 years of employment in the facilities department. www.raymondcorp.com

Deere & Company Board elects Board Member and CEO The Deere & Company Board of Directors has elected John C. May as a member of the board, effective immediately, and to the position of Chief Executive Officer, effective November 4, 2019. May has served as Deere’s President and Chief Operating Officer since April 2019. 32

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November 2019

Samuel R. Allen will continue as chairman of the board of directors after he steps down from the CEO position. May becomes the 10th chief executive in the company’s 182-year history. www.johndeere.com

Women In Trucking establishes CEO succession plan The Women In Trucking Association (WIT) has announced the organization’s CEO succession plan. Deborah Ruane Sparks, an experienced industry professional, will take on a newly created role as vice president in anticipation of succeeding current WIT president and CEO Ellen Voie upon her retirement in the coming years. Sparks will assume her new position in January 2020. www.womenintrucking.org

CASE Construction Equipment names new VP-North America Cianci has joined CASE with more than 25 years of leadership at various global heavy equipment and industrial companies — most recently with Kalmar USA, Inc. Michel Marchand, who previously held the position, left in August to pursue new opportunities. Cianci holds a Master’s in Business Administration from Roosevelt University, and earned his Bachelor’s Degree in marketing from Bentley University. He will be based out of the CASE headquarters in Racine, Wis., and lives with his family in northern Illinois. www.casece.com

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Unified Industries automated workstation cranes increase productivity and safety Columbus McKinnon Corporation announced the availability of their new Unified Industries brand ProPath™ Automated Workstation Crane. The ProPath is unique to the industry, combining lightweight Enclosed Track Aluminum (ETA) Rail Systems and semi or fully automated “smart” material handling solutions to increase the safety, productivity, and uptime of facilities.Two automation configurations are available for varying levels of control, which can include wireless communication, positioning components, and diagnostics and analytics for efficient, precise operation. www.cmworks.com

Hy-Brid Lifts manufactures custom lifts for textile mills Hy-Brid Lifts offers a PA-1030 push-around lift with a customized platform designed for textile mills. The narrow platform and lift base size make the lift easy to move through aisles to aid in cleaning of HVAC applications, effectively removing the inherent dangers associated with ladders. The customized design offers a reduced platform width of 18 inches and a reduced base width of 29.5 inches, which allows the lift to fit between objects at height where larger rails on other lifts didn’t fit. www.hybridlifts.com

Vecna Robotics introduces new line of Autonomous solutions in collaboration with UniCarriers Vecna Robotics is teaming with UniCarriers Americas (UCA), a manufacturer of material handling equipment and part of the family of one of the world’s largest manufacturing companies, Mitsubishi Heavy Industries. Vecna Robotics is integrating its state-of-the-art autonomous navigation technology, learning algorithms, and workflow orchestration 36

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November 2019

software into UCA vehicles turning them into Autonomous Mobile Robots (AMR), capable of moving bulk material through dynamic warehouse environments. The new line will also feature autonomous tuggers and lift trucks capable of vertical and horizontal movements with material up to 10,000 pounds. www.vecnarobotics.com

Three new productivity tools for Genie® GS™ Scissor Lifts Three new productivity tools will soon be available for the updated Genie® GS™ scissor lifts — the Genie Lift Tools™ Work Tray, Pipe Cradle and Panel Carrier accessories. Designed to increase operator efficiency when working at height, the new Genie Lift Tools accessories also promote best practices for safe use and increased performance while operating Genie GS scissor lifts. These new Genie accessories are ANSI- and CSA-compliant and will be available in North America in late 2019. They will be available globally in 2020, including in select areas of Europe, Middle East, Africa and Russia (EMEAR) pending CE certification and country-specific regulations approval. www.genielift.com

PERC allows you to compare operating costs between electric and propane forklifts The Propane Education & Research Council released a free online cost calculator that allows facility managers to quickly determine how much they could save by operating propane-powered forklifts. To calculate potential savings, users input a few data points such as number of forklifts, usage hours, forklift purchase amount, and fuel price. Then, the forklift calculator will yield the overall cost comparisons between propane and electric forklifts. The output will provide operating costs, including the cost of batteries and fuel, along with the total ownership costs and potential savings. https://propane.com/for-my-business/materialhandling/forklift-cost-calculator

ClearCap & TuffCab! ClearCap Roof Covers!

Easy Install

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

Clear Solutions to Common Problems TuffCab Panel Cab Enclosures

Vinyl Side Doors

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

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

November 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

➤ CONTAINER OPTIONS ➤ Container Storage • • •

Chicago & CA Stock

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

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

www.superioreng.com EZ-Lift Quality Scales and Scissorlifts too

➤ 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

➤ 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

info@ﬁndadistrubutor.com

@FADNetwork

➤ BATTERY / CHARGERS Contact sales@xpb.ca

➤ 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

November 2019

SAME DAY SHIPPING

215.773.9111

➤ 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 ➤ Steer Axle Assembly

Steer Axles

800-447-3967 | www.charnor.com

Locations Coast to Coast

800-435-9346 | www.warfieldelectric.com

➤ Transmissions

Reman Transmissions, Drive Units, Differentials & Torque Converters

800-447-3967 | www.charnor.com

www.MHWmag.com

November 2019

➤ SAFETY PRODUCTS

➤ TIRES / WHEELS

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

• •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

Classifieds • Specialty Material Handling, Inc.

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

OHIO RACK

Original & Aftermarket Parts for Most Equip.

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

The

Experts

We BUY & SELL

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

Portable Stack Racks Flexible Packaging

Gregg Zdan

NEW & USED

(734) 641-1800 www.useddrexels.com

800-344-4164 Fax 330-823-8136 Email: ohiorack@cannet.com

www.ohiorack.com

Associated with DREXEL Industries since 1972

•

➤ STORAGE EQUIPMENT

www.superioreng.com

www.MHWmag.com

November 2019

Polyurthane Tires & Wheels

BE THE SOLUTION. Bolt-Ons & Dual/Triple Wheels

What is Warranty Costing Your Company? Do The Math.

REDUCED INCREASED + WARRANTY COST PRODUCTIVITY = Variety of Tread Treatments 999 Wells Street Lake Geneva, WI 53147 Ph: 888.734.7687 Fax: 262.348.5570 www.stellana.com/us

Replace Less Often and Service More Customers with Stellanaâ€™s Long-Lasting Polyurethane Wheels. www.MHWmag.com

November 2019

Mezzanine Deck from DACS is the ideal flooring material for mezzanines, catwalks and overhead aisle ways. Our mezzanine decking is available with a bright white paint finish or a galvanized finish on the underside. When lights are installed under the structure, the result is a bright and highly reflective surface. Corrugated steel mezzanine decking can be cut to any length required, and is available in 36", 30" and 24" widths.

DACS

SCAN AND WATCH OUR NEW FLUEKEEPER VIDEO!

800-909-4937 Also from DACS: Punch Deck®, FlueKeeper®, fire barriers & solid rack deck Proven Solutions - One Source / dacsinc.com

inc.

Advertiser's Index ____________________________________________________ AMERICAN INDUSTRIAL TRANSMISSION, INC. . . . . . . . . . . . . . 17 DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . 42 DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . 1 ECOTEC LTD. LLC . . . . . . . . . . . . . . . . . 24 ENGINE POWER SOURCE. . . . . . . . . . . . 9 FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). . . . . . . . . . . . . . . 7, 31 FORKLIFT-INTERNATIONAL.COM. . 20 GRINDSTAFF ENGINES, INC.. . . . . . . . . 3 H&K EQUIPMENT COMPANY. . . . . . . 11 HADER INDUSTRIES INC . . . . . . . . . . . 30

INTERTHOR, INC.. . . . . . . . . . . . . . . . . . 24

SAFETY SYSTEMS & CONTROLS INC..16

JOSEPH INDUSTRIES, INC.. . . . . . . . . . 26

SHOPPA'S MATERIAL HANDLING. . . 29

MAC RAK INC.. . . . . . . . . . . . . . . . . . . . . 33 MHW. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2

STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . 41 SUMMIT METAL PRODUCTS, INC. . . 31

MILLENNIUM INDUSTRIAL TIRE . . . 43 MOR-VALUE PARTS COMPANY. . . . . 25 NEXEN LIFT TRUCKS LIMITED. . . . . 27

SUPERIOR ENGINEERING. . . . . . . . . . 40 SUPERIOR TIRE & RUBBER CORP.. . 34

NUTTING. . . . . . . . . . . . . . . . . . . . . . . . . . 11

THE FORKLIFT PRO. . . . . . . . . . . . . . . . 16

PHILLIPS MINE & MILL, INC. (IRWIN

THOMBERT, INC.. . . . . . . . . . . . . . . . . . . 15

TRANSPORTATION) . . . . . . . . . . . . . . 35 PRESTO ECOA LIFTS. . . . . . . . . . . . . . . 19 REB STORAGE SYSTEMS

HC FORKLIFT AMERICA CORP. . . . . 13

INTERNATIONAL. . . . . . . . . . . . . . . . . 21

INDUSTRIAL FORKLIFTS. . . . . . . . . . . 23

RESONANT DEALER SERVICES. . . . . . 7

TOYOTA FORKLIFTS OF ATLANTA. . 5 TVH. . . . . . . . . . . . . . . . . . . . . . . . . . . . 11, 44 WY'EAST PRODUCTS. . . . . . . . . . . . . . . 37

MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 42

www.MHWmag.com

November 2019

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 10 million socks are lost in the laundry.

In ONE DAY 5,000 TVH customers find exactly what theyâ€™re looking for on our mobile-friendly e-commerce site. www.tvh.com