November 2020 What's New

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West Point Rack A History of Customer Service by Mary Glindinning

Fifteen years ago, Terry Sroka and Reva Bily “decided to leave the large corporate world of decisions by committee, meeting after meeting and burdensome policies,” they said. The two founded West Point Rack, a Nebraska company that sells exclusively to material handling dealers. “West Point Rack is a smaller company with a highly dedicated staff. This allows us to ‘turn on a dime,’ respond quickly and to innovate whenever the opportunity presents itself,” said Sroka, chief executive officer. “I don’t want to be one of the biggest rack companies out there, just one of the better ones. Our primary goal is to support our dealers, satisfy their customers, earn trust and be the ‘Vendor of Choice’ for rack products and racking systems.” Company president Bily said if an end-user calls, they refer them to a dealer. “There is nothing wrong with selling direct to the end user, but you don’t do both,” Sroka said. “Draw the ‘line’ and stay on one side or the other. In order to build a good relationship with a dealer and to have him trust you, it is necessary that he really believes that you will not go around him and make the sale direct. Dealers are independent businesses that spend time and money to build up a customer base and the last thing they want to see is a manufacturer go around them and sell to one of their prospects who is shopping price.” Bily grew up on a farm and worked in a packing house and electrical sales before she joined the material handling industry. Customer service is the core of what she does, and the key to growth, she said. Customers want prices and delivery quickly. She tries to get back to a customer with a standard quote in 15 minutes, she said.

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The relationship with dealers is built on competitive prices, service and standing behind the product, Sroka said. “If product issues do arise, we address those issues immediately with the goal of creating satisfaction for both our dealer and their customer,” he said. The company sells cantilever racks in light, intermediate, heavy and extra heavy duty configurations, structural pallet racks in galvanized or painted steel and portable stacking racks made to order. “I always look for things when we do specials,” Sroka said. “Does it have any potential of becoming a standard product? That is how we developed a lot of our standard products.” Specialty products made by West Point Rack include bar cradle trucks, drum racks and handcarts. West Point Rack has recently added new products to its line of racks. Included is a new line of reel racks, ranging in height from eight to 12 feet. Vertical racks, which will hold material from 21 inches to 12 feet, feature six-inch deep arms with three shelves made of 14-guage steel. U-Racks, which come with an orange paint finish, can be stacked up to four units high to save space. “The future looks very positive for West Point Rack,” Sroka said. “Our product base is expanding as is our market penetration. We will continue with the business model and plan that has taken us to this point and will continue to move us forward.”

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West Point Rack “We don’t just promise…we deliver!” • Quotes in 2 hours on most requests • Delivery in 2-3 weeks on most orders

For Excellent Service Contact

Reva Bily

Cantilever Racks • Structural Pallet Racks Portable Stacking Racks Specialty Transport & Storage Products West Point Rack is one of the fastest growing companies in the industry. Our customers recognize quality products, dependability of service and competitive pricing.

• Quality • Dependability • Satisfaction

Our Primary Goal is to support our dealers, satisfy their customers, earn trust and be the “Vendor of Choice” for rack products and racking systems. We offer a full line of light duty, intermediate duty, heavy and extra heavy duty cantilever racks. We provide multiple configurations of a wide variety of stacking racks. Our structural pallet racks can be configured for a wide range of applications. West Point Rack h as the products that generates solutions for your storage needs. We also offer specialty products such as bar cradle trucks, drum racks, hand carts and other specialty transport and storage products. Give us a call at 866.245.3630. We may have what you need. Look forward to hearing from you.


Portable Stacking

Material Handling Wholesaler—Still the one the industry TRUSTS

Structural Pallet

13591 Chandler St. • Omaha, NE 68138 866-245-3630 • Fax 866-245-3631

November 2020 |


Label Holders Don’t Cost—They Pay They Pay You in Time Saved— Over and Over Insertable




Magnetic Holders and Erasable They You Time They Pay PayCard You in in Time Saved— Saved— Magnetic Tags offer a quick and easy Over Over and and Over Over

means of changing a label. Simply Insertable Insertable Plastic Plastic Label Label Holders, Holders, re-mark the label and insert into the Magnetic Magnetic Card Card Holders Holders and and Erasable Erasable label holder to change a designation Magnetic Magnetic Tags Tags offer offer aa quick quick and and easy easy or location. This cost saving system means means of of changing changing aa label. label. Simply Simply has been around for decades accordre-mark re-mark the the label label and and insert insert into into the the ing to Industry Leader Aigner Label label label holder holder to to change change aa designation designation Holder Corp., who pioneered the or or location. location. This This cost cost saving saving system system insertable feature in the 1520’s. has has been been around around for for decades decades accordaccordOrganization the First ing Leader Aigner ing to to Industry Industry is Leader Aigner Label Label Priority Holder who pioneered pioneered the the Holder Corp., Corp., who Every efficient storage facility must in Insertable feature in the the 1950’s. 1950’s. Insertable feature know where everything is all the time. Organization Organization is is the the First First Priority Priority This would be much easier to accomEvery Every efficient efficient storage storage facility facility must must plish if products and locations did not know know where where everything everything is is all all the the time. time. change, but they do, and that’s when This This would would be be much much easier easier to to accomaccomproblems develop. Label Holders are plish ifif products did not products and and locations locations not aplish management tool that helpdid solve change, but they do, and that’s when change, but they do, and that’s when these problems. problems problems develop. develop. Label Label Holders Holders are are aa Cost Justification is Easy management management tool tool that that help help solve solve Whatever the initial investment is these these problems. problems. for a label holder system, it has been Cost Justification is Costdocumented Justification is Easy Easy well that the pay back in Whatever initial is Whatever the the initial investment is for for aa materials, labor andinvestment overall efficiency, label holder system, labelbe holder system, has been been well well will justified by; itit has documented documented that that the the pay pay back back in in • 50% Savings in Materials materials, materials, labor labor and and overall overall efficiency, efficiency, • 65% Savings in Labor will will be be justified justified by; by; • Easy Label Changes

fessional labels well in advance or on an “as needed” basis at virtually no expense, in house.

• Aisles–Insertable label holders Years Years of of consumer consumer demand demand for for new new mounted on the face of racks or product product development development have have resulted resulted in in shelving uprights and ceiling hung aa wide wide selection selection of of Label Label Holders Holders -signs start the warehouse mapping each each designed designed to to solve solve aa specific specific labellabelprocess. ing ing problem. problem.

• Wire Shelving–This application certainly was the #1 labeling problem of the 1990’s but since solved Aigner’s snap-on “Wire-Rac” label holdthe the exposed exposed #4 #4 wire wire to to quickly quickly crecreers. They install easily, have a clear ate ate aa labeling labeling solution. solution. window that protects the label and •• Wire Wire Shelving—This Shelving—This application application cercerare bar code compatible. tainly tainly was was the the #1 #1 labeling labeling problem problem • of Steel Shelving & Flow Rack–The of the the 1990’s 1990’s but but since since solved solved largest selection of styles, colors, Aigner’s Aigner’s snap-on snap-on “Wire-Rac” “Wire-Rac” label label and sizes available in a wide range holders. holders. They They install install easily, easily, have have aa of prices. No product has out perclear clear window window that that protects protects the the label label formed Aigner’s original “Hol-Dex,” and and are are bar bar code code compatible. compatible. for this application. After more than •• Steel Steel Shelving Shelving & & Flow Flow Rack—The Rack—The fifty (50) year’s of market exposure largest largest selection selection of of styles, styles,colors, colors,and and “Hol-Dex,” remains Aigner’s most sizes sizes available available in in aa wide wide range range of of popular style.

Bin•Buddy’s Bin•Buddy’s label label holder holder

Superscan Superscan

Bin•Buddy’s Bin•Buddy’s label label holder holder for for totes totes

Wire•Rac Wire•Rac label label holders holders

Hol•Dex Hol•Dex

Write•On Write•On Magnetic Magnetic Tags Tags

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Application! Application!

• Prevention of Costly Mispicks

Protecting Bar Codes is an Absolute Must! Most storage and distribution facilities either use an automated bar coded inventory system or expect to in the near Bar future. Baris Protecting Codes an Protecting Bar Codes iscodes an must be protected from dirt and moisture Absolute Must! Absolute Must! to prevent inaccurate scan. This, Most storage and distribution facilities Most storagean and distribution facilities obviously, create a bar major ineither an coded either use use would an automated automated bar coded ventory possibly a lost inventory system expect to the inventorydiscrepancy system or or or expect to in in the customer. clear, plastic holder near codes must be near future. future.ABar Bar codes mustlabel be protectprotectwith a matte, non-glare, ensures ed dirt moisture to an ed from from dirt and and moisturefinish to prevent prevent an scanning and protects inaccurate scan. would inaccurate compatibility scan. This, This, obviously, obviously, would the baraacode. create major create major inventory inventory discrepancy discrepancy or or

Print Professional Cost possibly aa lost AA clear, plastic possibly lost customer. customer.and clear, plastic Effective Labels In-house label non-glare, label holder holder with with aa matte, matte, non-glare,finfinish and ish ensures ensures scanning scanning compatibility and Additional savings compatibility can be accomprotects protects the the bar bar code. code.standard or opplished by utilizing tional pre-perforated, 8 1/2” x 11” Print Print Professional Professional and and Cost Cost Laser/Ink Jet Compatible Insert Effective Effective Labels Labels In-house In-house Sheets. These are supplied with simAdditional Additional savings savings can can be be accomaccomple printing instructions in a standard plished plished by by utilizing utilizing standard standard or or optionoptionword processing format and are availal al pre-perforated, pre-perforated, 88 1/2” 1/2” xx 11” 11” able for most label holder sizes from Laser/Ink Laser/Ink Jet Jet Compatible Compatible Insert Insert Sheets. Sheets. the manufacturer. Print neat and proThese These are are supplied supplied with with simple simple printprinting ing instructions instructions in in aa standard standard word word processing processing format format and and are are available available

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Slip•Strip Slip•Strip label label holder holder system system •• Aisles—Insertable Aisles—Insertable label label holders holders • mounted Pallet Racks–3” or of 4” 6” side on face or mounted on the thex 5” face of xracks racks or or top loading insertable label holdshelving uprights and hung shelving uprights and ceiling ceiling hung ers, code compatible signs start warehouse mapping signspreferable start the the bar warehouse mapping like Aigner’s popular “Superscan,” process. process. design are the most choice. •• Pallet xx 5” or Pallet Racks—3” Racks—3” 5”popular or 4” 4” xx 6” 6” side side

• or Wire Decking–If thelabel waterfall loading insertable holdor top topMesh loading insertable label holdlimits your labeling ers, bar compatible ers, preferably preferably bar code codecapabilities, compatible Aigner’s “Adapt-A-Strip” snaps on like popular like Aigner’s Aigner’s popular “Superscan‚” “Superscan‚” to the are exposed #4 popular wire to choice. quickly design the design are the most most popular choice. create a labeling solution. •• Wire Decking –– IfIf the Wire Mesh Mesh Decking the waterfall waterfall limits limits your your labeling labeling capabilities, capabilities, Aigner’s Aigner’s “Adapt-A-Strip” “Adapt-A-Strip” snaps snaps on on to to

product prices. Noshelving–Retailers product has has out out performed performed •prices. RetailNo change Aigner’s original “Hol-Dex‚” for Aigner’s original “Hol-Dex‚” for this this bar code labels and prices freapplication. After more than fifty (50) application. After more than fifty (50) quently and prefer a bottom loadyear’s market exposure year’s of market exposure “Hol-Dex‚” ing of design that also “Hol-Dex‚” accommoremains popular style. remains Aigner’s most popular style. dated Aigner’s Point of most Purchase messages. •• Retail Shelving—Retailers Retail Shelving—Retailers change Aigner’s “Slip•Strip” label change holder bar code labels and frequently bar codewas labels and prices pricesspecifically frequently system developed and aa bottom and prefer bottom loading loading design for prefer this application and is design availthat accommodated that also accommodated Point able inalso a “clip-on” design for Point shelf of Purchase messages. of Purchase messages. Aigner’s channels or a self adhesive Aigner’s style for “Slip•Strip” label “Slip•Strip” label holder holder system system was was flat surfaces. specifically for developedBins specifically for this this appliappli• developed Plastic & Totes–Aigner’s cation in cation and and is is available available in aa “clip-on” “clip-on” “Bin•Buddy’s” label holder features design for aa self for shelf shelf channels orsystem, self adesign new space agechannels adhesiveor adhesive style for adhesive style for flat flat surfaces. surfaces. which will permanently adhere to •• Plastic Bins & Plastic Bins & Totes—Aigner’s Totes—Aigner’s any plastic - a “New” solution to an “Bin•Buddy’s” label “Bin•Buddy’s” label holder holder features features age-old problem. aa new new space space age age adhesive adhesive system, system, which which will will permanently permanently adhere adhere to to any any plastic plastic –– aa “New” “New” solution solution to to an an age-old age-old problem. problem.

Backing Options Complete the Decision-Making Process Look for a time tested Self-Adhesive backing the most permanent Backing Options Complete the Backingfor Options Complete theand lowest cost application. Keep in mind Decision-Making Decision-Making Process Process

that the label holder’s insertable Look Look for for aa time time tested tested Self-Adhesive Self-Adhesive feature allows for easy label relocabacking backing for for the the most most permanent permanent and and tion. Magnets, in a wide range of sizes lowest lowest cost cost application. application. Keep Keep in in mind mind and strengths, increase the versatilthat that the the label label holder’s holder’s insertable insertable feafeaity of a label holder system, but at a ture ture allows allows for for easy easy label label relocation. relocation. higher cost than self-adhesive. Hook Magnets, Magnets, in in aa wide wide range range of of sizes sizes and and & Loop Fasteners such as “VELCRO®” strengths, strengths, increase increase the the versatility versatility of of aa are more aggressive than magnets, label label holder holder system, system, but but at at aa higher higher work well on non-metalic surfaces, cost cost than than self-adhesive. self-adhesive. Hook Hook & & Loop Loop but again significantly increase the Fasteners Fasteners such such as as “VELCRO®” “VELCRO®” are are cost. Finally, for any relatively high more more aggressive aggressive than than magnets, magnets, work work volume application a custom made well well on on non-metallic non-metallic surfaces, surfaces, but but snap-on extrusion may be the best again, again, significantly significantly increase increase the the cost. cost. solution. Finally, Finally, for for any any relatively relatively high high volume volume Custom Sizing application aa custom application custom made made snap-on snap-on Custom canthe bebest a major benefit extrusion may solution. extrusionSizing may be be the best solution. to the end user. Why pay for a longer Custom Custom Sizing Sizing than necessary standard length when Custom Sizing can a major benefit Custom Sizing can be be major benefit most label holders cana be fabricated to the end user. Why pay for a to the end user. Why pay for a longer to the exact length required,longer at a than standard length when than necessary necessary standard length when significant savings in both materimost label holders fabricated most label holders can be be (or fabricated als and labor. The can height width) to required, at to the the exact exactarelength length required, at aa dimensions generally restricted significant significant savings in both both materials to standardsavings sizes in due to materials the high and labor. The height (or and of labor. The dies height (or width) width) cost extrusion {tooling} along dimensions to dimensions are generally generally restricted to with high are minimum runrestricted quantities. standard due high cost of standard sizes due to to the the high cost to of It makes sizes a whole lot more sense extrusion {tooling} along with extrusion dies {tooling} along with change thedies label size rather than to high run high minimum minimum run quantities. quantities. ItIt makes makes create a new holder. aa whole whole lot lot more more sense sense to to change change Return on Investment the the label label size size rather rather than than to to create create aa This is what it’s all about! At what new new holder. holder. point does your investment in Return on Return on Investment Investment label holders start to pay monetary This it’s about! what This is is what what it’s all allthe about! At what returns? Calculate total At savings point does investment in point does your investment in label label in time andyour materials and consider holders start returns? holders start to to pay pay monetary returns? the contribution to monetary productivity from Calculate total in and Calculate thebetter total savings savings in time time and an overallthe working environmaterials consider contribumaterials and consider the contribument. The and results of casethe studies pertion productivity from overall tion to to with productivity from an anconfirm overall formed major retailers better The better working environment. The that theworking return on environment. your initial investresults of studies resultswill of case case studies performed with ment occur withinperformed a twelve with (12) major month period. confirm major retailers retailers confirm that that the the return return on initial will on your yourDo initial investment will occur occur Where We investment Buy Label Holders? within within aa twelve twelve (12) (12) month month period. period. Find them in most National Industrial Supply Catalogs andLabel at over 2000 Where Holders? Where Do Do We We Buy Buy Label Holders? material dealers Industrial NationFind in Find them themhandling in most most National National Industrial wide. further information, contact Supply and 2000 SupplyForCatalogs Catalogs and at at over over 2000 Aigner Holder Corp.Nationwide. material handling dealers materialLabel handling dealers Nationwide. For For further further information, information,contact contactAigner Aigner Label Corp . Label Holder Holder Corp.Holder Aigner Label Corp. 218 MacArthur Ave. New Windsor, NY Toll-free: (800) 242-3919 Web:

Visit us online at


Pallet Racking

Wire Racks & Baskets

Plastic Bins & Totes


View Our Product Videos! Aigner Label Holder, Corp.

Aigner Label Holder Corp. 218 MacArthur Avenue | New Windsor, NY 12553 Material Handling Wholesaler—Still the one the industry TRUSTS


November 2020 |


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November 2020

Visit us online at

Material Handling Wholesaler—Still the one the industry TRUSTS

November 2020 |


O P T I M I Z E Tri-Boro is the only company in the USA to offer universally compatible pallet rack and warehouse shelving products from one source. Pallet Rack Tri-Boro began manufacturing its own pallet rack in 2012. The addition of the pallet rack manufacturing venture has brought considerable opportunity to the company by adding a wider assortment of warehouse solutions to an already diverse family of products under the Tri-Boro name. Tri-Boro offers the added value and logistical advantage of single source integration for all your warehousing and storage needs. Tri-Boro’s pallet rack integrates strength features

Perf Deck Tri-Boro’s newest product offering is PERF DECK steel shelving, for use with Tri-Boro’s pallet rack or Tri-Boro Rivet-Rak™. Perf Deck has open space to facilitate air and sprinkler water flow. A great alternative to wire deck, Perf Deck provides a totally flat and smooth storage surface. Product slides on and off easily without hanging up. Perf Deck drops into the step on pallet rack beams. There is also a version that is specially designed for use with RivetRak™. A choice of finishes and opening styles is available. 50% Open Perf Deck (pictured here) was introduced in 2019. In addition, Tri-Boro manufactures: steel shelving in a variety of sizes and capacities, Sturdi-Frame™ shelving, service carts, shelf trucks, work benches, bin & drawer storage units, specialty rack, slotted angle and shop desks.

such as single-rib columns, return bends on frame members and one-piece tube seamed step beams with an interchangeable design that is compatible with most “teardrop” style pallets racks. All Tri-Boro’s storage rack components have a durable, scratch-resistant, high gloss powder-coat finish, which is ideal for food, industrial and corrosive applications. Tri-Boro also offers popular sizes through a Quick-Ship program. Other Products manufactured by Tri-Boro Rivet-Rak™ steel shelving offers both ease of assembly and unobstructed access. It is available in the widest range of sizes in the industry, and unlimited combinations that can satisfy a variety of requirements. Performance features include: wide span capability, boltless & clipless construction, quick assembly, rivets that lock into keyholes for added stability, powder coated components, standard heights to 16 feet and custom configurations.

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Company History Tri-Boro Storage Products is a woman-owned company, operated by the same family since its inception. For over 40 years, Tri-Boro has been manufacturing an extensive line of warehouse shelving and storage products. Tri-Boro is dedicated to providing companies with innovative solutions and equipment for all their storage requirements. Nelson Cantillo is the Vice President of Sales and Marketing at Tri-Boro. He joined the company in early 2011 to help establish the new division “Tri-Boro Rack and Storage Products” (pallet rack manufacturing), along with John DeMaio, President. Tri-Boro was established in Brooklyn, NY in 1971. In 2010, Tri-Boro expanded operations to a new facility in Farmville, VA where all its pallet rack is manufactured, along with other product lines. In 2016, the Brooklyn location moved to a much larger facility in Ridgewood, NY. All of Tri-Boro’s products are proudly made in the USA. 800.633.3070

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INDUSTRIAL STEEL SHELVING SPECIALTY RACKS WORK BENCHES SHOP DESKS SERVICE CARTS RIVET-RAK™ PERF DECK Perf Deck is designed for use with Tri-Boro brand pallet rack or Rivet-Rak™. Please consult the factory to check compatability if you intend to use it with another rack brand.



Material Handling Wholesaler—Still the one the industry TRUSTS

November 2020 |


In 1984, Kelly Brow saw a need in the fruit industry to develop a ride control system for the fruit farmers of Washington State to increase their profits by reducing the amount of damaged fruit going to the market. He developed a three-point hitch with an airbag and a shock that reduced bruising to the fruit when transported through the orchards. Farmers profits increased and the canning industry took note and came to us to see if we could develop a system for their forklifts to reduce damage to the cans being moved over rough terrain and bouncing off the pallets. This is where Hydra Smooth Corporation was born. Kelly worked with several accumulator designs to perfect the right size for every forklift need and settled on 5 different models that work on everything from pallet jacks to container haulers.

Jump to today and Hydra Smooth Corporation is now the go-to company for ride control needs and has solved many problems for material handlers across the globe. Our accumulators are simple to install and are virtually maintenance-free. We have reduced costs as much as possible and pass savings on to our network of forklift manufactures and dealers when we find ways to reduce our costs. Hydra Smooth accumulators reduce shock and vibration on the forklift, the operator, and the products they move resulting in reduced downtime for the forklift and increased profits to the business. This is especially true for electric trucks and their sensitive equipment. Product damage from rough terrain is reduced by allowing the lift cylinders to float instead of being solid and transferring the shock to the lift truck. Operators love our accumulators for their shock-absorbing qualities resulting in far less driver fatigue. We are always testing and improving our accumulators to keep up with changing equipment and situations. We can solve just about any problem that is given to us when asked to reduce product damage, driver fatigue, and equipment damage from shock and vibration. We specialize in bulk accumulator production and would love to help you with your needs to reduce operating costs by installing our products. Hydra Smooth Corporation is a family business and Kelly has since retired leaving me, his son, James Brow to help you with your accumulator needs. I have been here since the start and absolutely love what I do. Just like dad, my goal is to make sure that your experience with us is beyond good and that we are able to fulfill your needs and pride ourselves on our customer service. We can be reached at , or by phone at +1-417-581-1373.

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November 2020

Visit us online at

By adding the properly sized model of Hydra Smooth helps to:

   

Reduce maintenance down time Cut expenses thanks to longer part life Prevent operator fatigue Cushion products as they are moved (less loss from damage)

Works on all forktrucks, pallet jacks, container handlers, pallet stackers, order pickers, very narrow aisle trucks and electric trucks.


ur Material o Y & , r to a r e p O r ou Your Investment, Y Here’s proof : Reduces wear and tear on equipment and operators!

We also can supply hydraulic accumulators in bulk quantity. Looking for dealers and manufacturers - CALL NOW

Call James 417-581-1373

Vist us at Email:

Material Handling Wholesaler—Still the one the industry TRUSTS

November 2020 |


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November 2020

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Material Handling Wholesaler—Still the one the industry TRUSTS

November 2020 |


Standard Parts. Easy. Essential. Winco. Handles, hinges, levers, handwheels, knobs or clamping devices – these components are used in many different industries, on equipment and machines. Components, many of which come from JW Winco, a leading manufacturer / distributor of inch and metric standard parts, offered in plastic, steel, stainless steel, cast iron and aluminum to support each industry’s specific requirements. JW Winco’s focus is on the customer and is a one stop source with more than 75,000 available SKUs. If there is a standard part that you cannot find in the extensive product range, JW Winco is able to modify standard parts in its in-house machining facility. JW Winco also offers bar code, UPC code labeling and kit packaging to meet customers special labeling and packaging requirements. The entire range of standard parts is available online and can also be downloaded in all common 2D and 3D CAD formats. JW Winco, ISO 9001:2015 certified, is located in New Berlin, Wisconsin, with sales locations in Canada and Mexico.

J.W. Winco, Inc. 800-877-8351 Inch and metric sizes available – explore our full product line online or contact us with your application requirements.

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Casters and Wheels •

Fixed and swivel types with optional brakes Light, medium, and heavy duty versions for varying load capacities Variety of wheel materials provide high durability & minimum rolling resistance Industry-specific casters for best hygiene and safety in production

Toggle Clamps •

Variety of types and sizes in steel and stainless steel Light, medium, and heavy duty versions Locking mechanisms with safety function to prevent unintended operation Various accessories, such as matching spindle assemblies or extended clamping arms Hole patterns are compatible with both inch and metric dimensions

Material Handling Wholesaler—Still the one the industry TRUSTS

Ball Lock Pins •

Used for quick assembly, connecting and locking of various jig and fixture systems Enhanced double-sided shear strength Improved handling through ergonomic operating elements Inch and metric pin diameters

November 2020 |


3 UNMATCHED VALUE 3 FULLY-LOADED HIGH PERFORMANCE MACHINES 3 GREAT RENTAL & LEASING PROGRAMS 3 DEALER FLOOR PLANS 3 3-YEAR/6,000 HOUR FULL WARRANTY During times like these, we have a solution for all the ups and downs you’ll encounter in the material handling business. LiuGong offers 31 different models of Class 1, 3, 4 & 5 forklifts with new generation machines — fully loaded with features and an unmatched value in the industry. Plus, we’re offering great dealer floor plans and flexible payment rates and terms to help take the pressure off your bottom line. Visit us online or call a rep to learn more today. SPECIAL RETAIL FINANCING

0 48 %


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Call 281-579-8882

Visit us online at

We know it’s tough in today’s economy which is why LiuGong is offering Special Retail and Rental Programs on our long line of Material Handling Equipment


0% UP TO 48 MONTHS 0.99% FOR 60 MONTHS 1.69% FOR 72 MONTHS Call 281-579-8882

Material Handling Wholesaler—Still the one the industry TRUSTS

November 2020 |


Specialized Mail Order, doing what’s right By Eileen Schmidt

In 1980, Specialized Mail Order, Inc. sold its first catalog – 84-pages printed in black and white on newsprint. “We started out as a manufacturer’s rep. We called our dealers and they told us they could not get enough literature from the manufacturers and could not compete against the mail-order companies. They wanted someone to help them put out a catalog,” said Ron Roos, president and founder of the Illinois-based SMO Inc. Following up on that need, SMO leaders decided to print their own catalog to sell to material handling dealers around the county to help them compete. “SMO has been putting out material handling catalogs for dealers ever since then,” Roos said. This effort has evolved into a 548-page full-color catalog with a matching website. SMO has fully embraced the role of conduit between manufacturer and dealer. “We tell our dealers that catalogs are a self-liquidating advertising vehicle. The catalog allows them to keep their company’s name in front of customers at all times,” Roos said. “We have dealers that have sold millions and millions of dollars (of merchandise) from our catalog program.” The goal is to provide dealers with an economic way to compete in the marketplace via reasonably-priced paper and online catalogs, according to Roos, who said most of the manufacturers utilizing SMO’s program have been with the company for 30, and even 40, years. “It is very rare that a vendor would ever leave the program,” he said. Based in Bensenville, SMO serves customers throughout the U.S. and Canada. Today, the print side of the business is still doing well, despite the boom of digital in recent years. “The Millennial (generation) will eventually force it out,” said Roos. While print is in a “very slow trickle” down, Roos said SMO’s Internet catalog is doing very well. On both platforms, the need among SMO’s customers remains strong. “They still need a vehicle to get to the customers. It definitely has a niche in the marketplace,” Roos said. Roos sees a bright future ahead. Eventually, his son, who has been with the organization 18 years, will take over the business. “We see the dealer as a vital distribution channel in the material handling market segment. There will always be a need for dealers that the mail-order companies cannot fill,” Roos said. There is a certain unchangeable nature about material handling, he added. “In general, basic material handling materials stay the same,” said Roos, describing the trucks, shelving and other basics manufacturers still rely upon. “It’s a stable product line. It’s not like clothing. Things don’t change that much in material handling,” he said. Roos said SMO’s philosophy going forward also remains unchanged – “doing what’s right to keep both parties happy.” “So far it’s worked well,” he said. “We’re confident in the future it will continue to work well.”

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SMO offers print & online catalogs oc Visit our redesigned online catalog

Increase sales by offerin


line n o / m o g.c

l a i r e t a g more m


p g n i l hand

s t c u rod

Stay competitive and offer products your customers are looking for:

✓ Order the 548 page printed catalog with your custom imprinted cover.

✓ Customized online catalog site that will increase sales & profit.

✓ Buy direct for greater profit from

You infor r compan matio y n her e

over 130 manufacturers.

✓ Make a lasting impression on your customers.

New dealers — ask for Mike Henry to receive your special offer! C A T A L O G


Material Handling Wholesaler—Still the one the industry TRUSTS


November 2020 |


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Material Handling Wholesaler—Still the one the industry TRUSTS

November 2020 |


DEDICATED TO BEING THE BEST PARTNER Camso offers the right tires and wheels for your material handling application







Camso is the Number One Choice of OEMs and Worldwide Leader in Material Handling Mobility Solutions with a global presence around the world. To know more about Camso products, visit

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November 2020

Visit us online at



Standard Heel

Quick Heel

Standard Heel

The standard heel needs multiple locking components on the rim to keep the tire in place: the advance band, the side ring and the lock ring.

Quick Heel

The quick heel technology is designed to contour the rim perfectly, ensuring a full contact without the need for additional locking components.

Standard Heel

SIMPLER. SAFER. BETTER. Installation of multiple components requires additional steps during the tire mounting process, which means more time out of service for forklifts, in addition to potential safety issues when the locking components are not properly installed or damaged. Quick heels have been designed to eliminate the need for the additional locking components. They offer a safer and simpler solution to maximize uptime of your fleets and eliminate safety risks.

PROVEN SOLUTION FOR OVER 30 YEARS, APPROVED BY OEMS Rely on a technology that has been widely used across Europe for over 30 years, has become a worldwide standard and offers a proven solution approved by major OEMs and other industry leaders.

Camso Material Handling Solutions

We handle it. For more information, visit

Material Handling Wholesaler—Still the one the industry TRUSTS

November 2020 |



LEARN HOW FORKLIFT CAN HELP YOUR BUSINESS! Stop by the Material Handling Wholesaler / Forklift booth when your at PROMAT 2021, and meet Oliver Regensdorfer and Dean Millius.

BOOTH # S2668



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November 2020


Visit us online at

Check Out Our New Look!

Forklift has a new look on the home page Search, Results & Detail pages  New optimized filtering functions  The detail page gives quick overview of equipment information  Forklift dealer members login process is easier and quicker

Go to now To become a member call - 877-638-6190

Material Handling Wholesaler—Still the one the industry TRUSTS

November 2020 |


Host and Founder of The New Warehouse Kevin Lawton interviews material handling, distribution, and logistics leaders who are doing new and innovative changes in their business. You can hear the current and past podcasts by going to If your company would like to be interviewed or if you know of someone we should interview, call Material Handling Wholesaler or email To advertise in this new exciting feature, contact Alva or Dean at 877 638-6190

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November 2020

Visit us online at

Rack Repair Experts

Integrated Rack Repair and Protection On Time, On Budget with Minimal Disruption

Mac Rak designs, engineers and manufactures all of our products in-house and in the USA. We produce over 30 column designs which allows Mac Rak to offer repairs for all types of racks on all types of rack systems.

For pallet rack repair assessments and a full line of engineered pallet rack repair and protection products

815-723-7400 or visit

Material Handling Wholesaler—Still the one the industry TRUSTS

“I stand by everything we build” Shawn MacDonald, Owner of Mac Rak Inc.

November 2020 |


STRONG Integrated Rack Repair and Protection

On Time, On Budget with Minimal Disruption Mac Rak designs, engineers and manufactures all of our products in-house. Mac Rak punched post products are produced using prime, USA 55,000 minimum yield steel. Strategically located, professionally trained and certified installation teams guarantee the lowest project costs. We produce over 30 column designs which allows Mac Rak to offer repairs for all types of racks on all types of rack systems.

“I stand by everything we build� Shawn MacDonald, Owner of Mac Rak Inc.

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November 2020

For pallet rack repair assessments and a full line of engineered pallet rack repair and protection products

815-723-7400 or visit

Visit us online at

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