September 2021 Material Handling Wholesaler

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SEPTEMBER 2021 • VOL. 42 NO. 9

Industry News 26 Nuts & Bolts

30 Shifting Gears

Dean Millius General Manager/Publisher

32 New Products

Daniel Brown Account Executive

36 Advertiser's Index

how it will affect you Gary Bartecki

COLUMNS

10 | Aftermarket Dave Baiocchi

Managing customer expectations

14 | Feature Story Edward E. Gordon

In the next issue...

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COVER STORY

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5

Cover story Garry Bartecki

Financial markets and how it will affect you This is our annual review of the Banking, Rental, and Leasing markets. Where they are and where they are going. All in all, things look pretty good with a qualifier regarding inflation, interest rates, and a potentially dangerous upswing in the new COVID-19 variant. Boy, that is quite a swing in expectations which basically suggests you plan conservatively, take advantage of short-term opportunities and keep looking over your shoulder to see what is creeping up on you.

Let’s start with the BANKS. A fair percentage of banks are loosening up their credit standards for commercial loans, real estate loans, and consumer loans. But, on the other hand, many are reluctant to work with problem loans as they may have in the past. In short, trusting your bank right now may not be a smart thing to do, and maybe you should be shopping around to see which bank may have more interest in your company, is familiar with the industry and understands the industry cycles we all go through, cycle after cycle after cycle and still make it to the other side. You would be amazed how many bankers lack the knowledge of how your cycles work and what you do to manage them. Today, at the first sign of trouble their first thought is to send the loan to the “work-out” section who will suggest you sell everything and send the proceeds to them. Sounds like 2008-09 to me.

With interest rates what they are I would suggest you look at refinancing any loan with more than a 3-4% rate attached to it. You don’t get it unless you ask. That would go for vehicles, real estate, inventory loans, and rental equipment.

There is a lot of money out there looking for a home. I would also ask what they could do with customer equipment financing if they are offering up attractive rates. And if you have the ability to “buy down” the rate to make your major proposals more attractive that could be a good thing.

A recent experience I had kind of indicates what is happening out there. My SUV 36-month lease was ending with a $17,000 residual if I wanted to buy it out. Not being able to find anything I liked with the current vendor. I searched around other vendors and found another 6

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36-month lease where the car had a 67% residual.

Not bad! And then I took my current vehicle to CARMAX for an appraisal and they said the trade was worth $22,000. I could not believe it.

So, then I marched into the dealer and said I need another $4,000 on the trade and got it. In the end, I wound up with a 36-month lease car payment of $315 with a sticker price of $31000. The high residual and 2.3% interest rate in the lease did the trick. As I said, don't ask…. don’t get.

No matter how your finance your inventory and rental fleets you will doing yourself a favor keeping track of the FMV and OLV of the units you own. Needless to say, the banks got really scared when equipment values tanked and are still not to where they were pre-pandemic. You know it and I know they will come back to where they belong, especially with a shortage of new units which forces up values of both units owned as well as rental rates. I suggest an annual valuation of all owned units which support your bank loans as well as provide any “built-in” equity you have in the fleet. Having these values handy not only helps you out but also your customers who need to supply a value for units they are purchasing from you.

On to Leasing Companies Leasing companies seem ready to rock and roll, believe that both construction equipment and material handling equipment are ready to entertain a healthy period of growth. Nice of them to believe that but it really comes down to each dealer’s customer mix to see if the growth potential falls into their individual market. It may or may not. The point here is not to assume and make financial decisions thinking the industry will grow over the next 12-18 months without doing your homework within your market that will support that belief.

Leasing still has a benefit over purchasing because there are numerous ways to structure a lease that you could probably not do through bank financing, not to mention the cash savings available with a lease over a bank loan. Some of those benefits, however, will be diminished when lessees need to be capitalized on your financial statements (supposed to start this year I believe). As indicated by my auto deal the current interest rates available

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Cover Story continued

kind of makes the buy-lease question a non-starter.

And once the leases are reflected on your balance sheet it is time to trust your bank because they told you not to worry about it because this accounting change will not impact your covenants. Somehow, I do not believe that. As I have mentioned in the past you may want to review this question now before the new format hits your statement and their underwriting desks.

Rentals took a hit in 2020 and are finally recovering in 2021 with an expected catch-up carrying over into 2022. I am expecting an increase in overall rental activity because with the new technology being added to equipment every year it makes more sense for users without sophisticated maintenance facilities to rent versus buy the units, also supported by a lack of skilled employees to maintain the equipment. In addition, many users are more balance sheet conscious and wish to avoid debt service and invest instead in more technology to make operations more efficient and more profitable. Cannot say I disagree with this approach which should support your lease with maintenance programs going forward.

Out of the three segments of the financing world we are discussing rental took the biggest hit from the bankers. When the bulk of your assets is made up of your rental fleet the related reduction in OLV and FMV made the bankers went crazy even though the cycle data showed the swings associated with the rental industry and how they eventually come back to where the collateral values are in sync.

And More But no matter what business you are in most companies today have employee issues, which if they are not solved, will produce negative impacts on operating results and business valuation. To help solve this problem companies are now expanding their HR functions to help find, hire, train, compensate, and retain experienced staff that OHIO RACK wants to learn the business and make a long-term We BUY & SELL commitment. In fact, the Portable Stack Racks number one administrative Flexible Packaging employee folks are looking NEW & USED for is HR personnel who can 800-344-4164 deliver on what is outlined Fax 330-823-8136 above. In other words, HR Email: ohiorack@cannet.com departments will become www.ohiorack.com

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major players in terms of hitting financial goals in the future.

You have to deliver on: • Competitive salary.

• Flexible all-inclusive benefit programs where an employee can put together what works best for them.

• Programs that allow for promotion along with the training to get there.

• Using social media to communicate with employees and their families as well as educate the employee regarding industry history and expectations.

• Provide internal technology to help manage the cost of these employee benefit programs.

I know of some companies that follow this path to find and retain staff. And from what I see they feel it works and helps attract new prospects who know current employees. And let’s not forget to give $500 to any employee who brings in a prospect that gets hired.

With the way the economy is headed and the need to meet customer requirements, there is no doubt that the “staffing issue” could make or break your goal for the next four or five years.

Investigating a way to find and keep qualified staff should be on every CEO’s shortlist of what needs to get accomplished in the next six months.

Stay safe.

Garry Bartecki is a CPA MBA with GB Financial Services LLC and a Wholesaler columnist since August 1993. E-mail editorial@mhwmag.com to contact Garry.

For more Cover Stories go to www.MHWmag.com

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Aftermarket Dave Baiocchi

Managing customer expectations Many of my readers have contacted me recently regarding the customer experience (CX) series that I featured in MHW earlier this year. As customer expectations shift, it’s evident that as trusted allies we must shift with them, and help them to navigate the changes in the supply chain industry.

The message that our current CX may be set on “default” mode and not “actively managed” resonated with many dealers.

I ran across a couple of things this week that got me thinking about the initial steps in building and refining the CX process in our industry.

Control vs Management First off, one of my Linked-In contacts showed some concern about my use of the phrase “controlling the customer experience”. He had a fair point, and I want to clarify my message if possible. I don’t think I would get an argument from anyone when I say that in general, customers HATE to be “handled”. Once a customer gets an idea that they are being manipulated, boxedin, or otherwise constrained, we can immediately surrender our attempts at creating the CX experience we were hoping to establish.

My mind goes immediately to the experiences we have all had at one time or another. I’m sure at least once in your life you visited a car dealership where your customer experience was probably accompanied by the litany of “let me talk to my manager”; a transparent and universally distasteful ploy to use higher authority as a negotiation tactic.

Most would agree that this is not an optimum CX. It’s time-consuming, transparent as glass, and infuriating.

Equally disturbing is the fact that many events, tours, attractions, or amusement venues routinely have their one and only exit through the gift shop. Yet again, an ungainly and irritating attempt at increasing sales through distraction, and environmental control.

Let me be clear. I never look to “control” my customers. My targets for control are instead, our own SOP’s, tools, messaging, and mechanisms that create a resonant CX. Do we have the right people, in the right roles, with the right tools, the 10

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right message, and the right data at their disposal to create an experience that the customer actually looks forward to?

Putting this formula in place requires you to MANAGE your MESSAGE instead of trying to CONTROL your CUSTOMER. It all starts with expectations A great place to start this process is by reversing roles and attempting to see your CX from the customer’s perspective. Expectations are at the heart of the CX. If we can isolate what the most common expectations are, we can begin to plan our responses and arrange our resources to meet those expectations.

Most of the disappointing experiences we encounter emanate from our expectations not being met. These dynamic touches all aspects of our life. Work relationships, personal relationships, raising children, attending church, taking a vacation, dining out, owning a home…the list is endless. Expectations set the bar in all these areas for what we will decide is a good experience and what isn’t. What were your expectations when you arrived at that car dealership? Did they meet (dare I say exceed) those expectations? In most cases, the answer is no.

In order to avoid failing to meet expectations, a good first step is actually setting that bar FOR the customer. This is what I call the “this is how it works” discussion. Left to their own imaginations, customers may very well create expectations that aren’t reasonable. If we suggest how our business works, the policies we have in place, what customers can routinely expect, and what options and flexibilities exist, you can start your CX journey by explaining your current processes and the associated value.

Seldom is this ever done. Customers generally don’t ask…what can I expect? They usually make up their mind based on how they feel. However, if WE intentionally discuss expectations with them, we stand a much better chance of building CX success.

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Aftermarket continued

I ran across an example of this a few weeks ago on the Internet. The photo below was posted last week.

It was a note, personally prepared by a new US post office letter carrier to his newly assigned group of “customers”. The fact that a letter carrier would view his world in terms of a suppliercustomer relationship was itself unexpected.

The ongoing content of the letter was even more surprising.

“Hello, my name is Jeff. I’m your new permanent letter carrier. I’ve been a USPS employee for 23 years. I pride myself on excellent customer service.

I proudly served in the US Navy for 4 years.

In most cases, I will place a parcel on your porch, out of the rain (unlike Amazon and FedEx drivers).

To prevent porch pirates from stealing your parcel, I will TRY not to leave them in the open. If you need anything such as parcel pickup, leave a note on/in your mailbox and let me know where the parcel is, or if I have to knock on your door to pick it up. If any mail has an unfamiliar name on it, BUT it says “current resident”, then I have to deliver it to you.

I look forward to providing prompt, accurate mail delivery in your neighborhood.

Thank you!

Jeff I am still trying to wrap my brain around this.

If anything, this proves that in spite of how we may feel about the US Postal Service, there are professionals out there who truly understand that expectations exist, even for government-mandated mail delivery. We can all take a lesson from Jeff’s example. Let’s break down how Jeff suggested what the expectations of his service should be: • Jeff prides himself on customer service. This is his first priority.

• He is a Navy veteran. Jeff is reaching out with this statement. It’s a valid attempt to personally connect to his customers. You can expect Jeff to interact personally with you.

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• He explains how you can expect him to “protect” your parcels. He also takes the opportunity to differentiate his offering from his competitors.

• He offers personal service and instructs you on how to communicate with him.

• He preemptively identifies one potential source of irritation and explains a policy that we may not be aware of.

• He has a passion for promptness and accuracy.

He takes what he does seriously.

Does anyone have any doubt about what they can expect from this guy?

How can we REPLICATE this type of interaction with OUR customers? I have observed a “Customer Bill of Rights” on the wall of many dealerships. The question is…. how many customers are even aware of it? Do we actively use this as a “here’s how it works” document?

Until we understand and manage the customer's expectations, all of our effort to craft a CX that WE think will work may be a moot point.

Make sure that you identify what matters, before adjusting your approach.

Either way….I want Jeff to be my mailman.

Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 39 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.

For more Aftermarket go to

www.MHWmag.com

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September 2021

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Feature Story: Edward E. Gordon

Job Shock: Solving the Pandemic & 2030 Employment Meltdown Part VI: RETAIN Case Studies: Partnerships Rebuilding Local Employment Pipelines The June Gordon Report provided an introduction to the general characteristics of regional public-private partnerships focusing on economic and workforce development or RETAINs. Across the United States RETAINs have many local brand names. RETAINs bring together enlightened community leaders from many industry sectors. They cooperate in developing initiatives that provide career education and information to students and retrain incumbent workers to meet the skill demands of workplace technology changes. The goals of RETAINs are to strengthen local institutions and competitive companies while providing local residents with better job opportunities.

There are many paths to pursuing these objectives. Here are examples of RETAINs that are continuing to develop programs that address the talent challenges in their communities.

Manufacturing Renaissance, Chicago, Illinois For the past 38 years Manufacturing Renaissance (MR) has been recognized as a leading expert, advocate, and practitioner of policies and programs that support the manufacturing sector as a primary strategy for reducing poverty, expanding inclusion, and sustaining middle-class communities.

MR has currently developed programs in three areas: Career Pathway Services, Policy and Advocacy, and Economic Development. Here is a snapshot of MR’s Career Pathway Services: Manufacturing Connect. MC is a program designed to expose, inspire, prepare, and support youth and young adults to pursue career pathways in manufacturing. MC is a community-based program serving in-school youth, ages 14-18, to provide high quality, career pathway programming including career exposure, technical training, and work experiences to help young people start and keep good-paying jobs in manufacturing.

Young Manufacturers Association. The YMA serves as both a network and a program for young adults, aged 18-29, who are pursuing careers 14

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in manufacturing, in-between jobs, in training or interested in starting a career in manufacturing.

Through regular meetings and social events, they support one another as peers through training, transition into permanent employment, professional and life skills development, and balancing personal and work-life dynamics. The YMA is a program provides services on an as-needed basis, including career coaching, wrap-around supports, employer liaison to help troubleshoot issues that come up at work, and technical training. Together, the YMA network and program are serving the untapped talent and potential that young adults specifically represent to their communities and their current or future employers.

Instructors Apprenticeship for Advanced Manufacturing. IAAM was developed in partnership with the Chicago Teachers Union Foundation and the National Institute for Metalworking Skills to train the next generation of great machining instructors to be technologically, culturally, and pedagogically competent in the machine shop classroom.

Career Pathway Services is not a traditional workforce development program. MR draws heavily from youth development and social services orientation to engage youth and young adults who typically may not identify or seek out manufacturing as a pathway that can assist them in achieving their life goals. MR introduces young people to the sector, finds a variety of ways for them to relate to peers already in the sector to help illuminate what could be possible for their future. No matter what they ultimately choose, young people benefit from having a network of professional and social support, work experiences, technical and professional skills. For those who enroll in our training program and choose to pursue a career-track job in manufacturing, we support them as much as possible through training, job placement, and beyond to help ensure their success.

MR is expanding its reach in Cook County and showing the way for other RETAINs to begin

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similar efforts. It illustrates that for a RETAIN to be successful there must be strong cooperation among educational entities, the business community, unions. government agencies, and non-profit partners.

High School Inc., Santa Ana, California The initial impetus for the creation of the High School Inc. Academies Foundation came from local business leaders in the Santa Ana Chamber of Commerce. Starting in 2003, members of the Chamber of Commerce held discussions with school districts officials on how to raise student achievement. The result was a partnership involving the Chamber, the Foundation, and the Santa Ana Unified School District. An official “Memorandum of Understanding was signed by all three partners in May of 2006. This agreement outlined the responsibilities of each partner for the development and operation of the High School Inc. program.

The first six High School Inc. Academies began in 2007 on the campus of Santa Ana Valley High School in the Santa Ana Unified School District.

The district’s Career Technical Education (CTE) department conducts monthly meetings with High School Inc.’s staff to maintain the continuity and effectiveness of the academies.

At Valley High School the High School Inc. Academies merge both academic and technical skills through Project-Based Learning (PBL), competitions, mentorships, and business internships. Because of the success of the High School Inc. academies, there has been considerable growth in the school district’s creation of career pathways in business and industry sectors. These pathways start as early as sixth grade in the school district’s intermediate schools and send students into the waiting High School Inc. Academies.

The number of Valley high school students categorized as “socioeconomically disadvantaged” in 2008 was 80 percent. However, with the help of talented teachers and staff members, and the existence of High School Inc., Valley High School has raised the level of achievement for all Valley high school students.

Mary Tran, Executive Director of High School Inc. reports that the six High School Inc. Academies have grown from an enrollment of 96 students at its start in 2007 to over 1,572 students in 2019. The Academies boast a 98% high school graduation rate. In the past year, 16

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there have been 160 professional internships for seniors. The number of students receiving "Industry Certifications" after a minimum of two years in the program was 511, with over 319 students participating in business/industry-themed competitions. Students in 2018-2019 received over 950 hours of volunteer time from business and industry representatives. The program has received numerous awards and recognitions including the prestigious "Golden Bell Award" given to High School Inc. in 2014 by the California School Board Association.

Jack E. Oakes, an officer on the Board of Directors for High School Inc., says “High School Inc.’s development has produced the realization that, before students can be College and Career Ready, they must be ‘Achievement Ready.’

Students reach this new level of preparedness by being motivated to strive at or beyond their potential. The High School Inc. model ensures that students are Achievement Ready before they graduate and pursue higher education and careers.

The reforms at Valley High School embrace the mission of High School Inc. ‘To empower youth and strengthen communities through education and business partnerships.”

Vermilion Advantage, Danville, Illinois.

The Danville Area Economic Development Corporation has been operating in Danville for 39 years. This organization merged with the Chamber of Commerce in 2002 to form a single entity- Vermilion Advantage. Vermilion Advantage is the lead agency in the county for economic development, workforce support, and local business data.

Vermilion Advantage is a unique hybrid organization that employs a multi-pronged approach to economic development, workforce development, and community development. It works closely with the county’s communities and businesses to anticipate, develop, and maintain a viable workforce and community. Its mission is to create a community where people work, live and play.

Workforce development continues to be a high priority. The Vermilion Advantage partners with the local community college and the Workforce Investment Board to introduce high school students in Vermilion County to apprenticeships, internships, and other career-related programs that

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are central to the continued success of the local economy.

The New North, Northeast Wisconsin The New North geographic region covers the 18 northeast counties of Wisconsin. Since it started in 2005 New North, Inc. has grown to become a RETAIN that now has the support of over 100 private investors. It fosters collaboration among a long list of private and public sector leaders and governmental entities. Its website includes multiple resources for employers, workers, educational institutions, students, and parents. It facilitates communication among these communities providing such information as in-demand jobs and careers, the educational requirements for them, and regional resources for obtaining the needed educational preparation.

New North acts as an intermediary in the workforce and career development that enables key industry sectors to build stronger employment pipelines. It acts as an umbrella organization linking industry associations including the Northeast Wisconsin (NEW) Manufacturing Alliance, Northeast Wisconsin Educational Resource Alliance (NEW ERA), NEW Digital Alliance, and the NEW Construction Alliance.

The NEW Manufacturing Alliance began in 2006 with 12 manufacturers has grown to over 300 member organizations. It provides information on careers in advanced manufacturing to local students in middle schools, high schools, and local community/technical colleges. The alliance actively recruits students using plant tours, career speakers, and job shadowing. Ann Franz, the Alliance’s executive director, states its central message “that manufacturing is a vibrant, well-paying career is resonating with people.”

The alliance also posts its member companies’ employment opportunities on its website (www. newmfgalliance.org), showing the training and education requirements and skills required for each job. Many member companies offer tuition reimbursement for their employees. The Alliance’s Earn and Learn Program pairs high school seniors in youth apprenticeship programs or taking dual-credit courses in manufacturing with area manufacturers who want to offer a training opportunity to such students. The companies pay a portion of the college course tuition for these students and the students work part-time for the manufacturers.

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ConxusNEO, Akron, Ohio ConxusNEO is focused on building the capacity and improving the performance of the talent ecosystem in Summit County, OH. Rather than running programs, ConxusNEO takes stock of organizations doing programming within five essential functions to prepare young people and adults with the skills and competencies companies tell us they need. The five functions are Awareness, Exploration, Development, Connection, and Upskill. (See Figure 1 below).

Figure 1

ConxusNEO supports programs that deliver positive outcomes, so they have the resources they need to continue and, in some cases, to scale their work. ConxusNEO also identifies gaps in the system that need to be shored up. In some cases, new programs need to be created to continue to cultivate a comprehensive system that delivers the results wanted in the local community.

ConxusNEO is also establishing key performance indicators within each of these functions to begin to track community-wide outcomes.

In order to accomplish this, it partners with companies to identify the skills they need, and it supports them to work with educators, and a range of other partners to innovate solutions that: • fill open positions • build a talent pipeline with those skills

Feature Story continued

ConxusNEO has created industry sector partnerships within the manufacturing, tech, and healthcare sectors to bring all of these partners together. Its role is to convene and facilitate the process.

The bottom line is that every organization wins when a cooperative program is done well.

Companies become investors in the education system instead of simply consumers. That’s one of the reasons the College and Career Academies of Akron has been so successful in engaging the business community. Businesses helped

established new pathways aligned with demand and provide experiential learning opportunities and curriculum development support. ConxusNEO served as the community convener for the master planning process and it continues to support implementation.

As the work of ConxusNEO is driven by the demand for specific skills, it routinely compiles, analyzes, and shares data with its partners and vets this kind of information with the companies themselves.

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Feature Story continued

And while jobs like retail and fast food are in greatest demand, ConxusNEO focused on good and promising jobs for Summit County residents – ones that have a career pathway and that provide a good wage with benefits and advancement opportunities.

Summing Up Each organization profiled here has continued to evolve to meet the challenges posed by technological, economic, and workforce shifts. The COVID-19 pandemic has disrupted American life at many levels. It opens up new opportunities for many communities to use the RETAIN model as their first step toward a more knowledgeable workforce and the better-paying jobs of the Fourth Industrial Revolution.

The last segment of “Job Shock” will focus on why the 2020s will be a crucial decade for building a skilled workforce. As the nation emerges from COVID-19 shutdowns, the disconnect between needed skills and available jobs is gaining increasing attention. The time has arrived for RETAINs to take the lead in rebuilding education-toemployment pipelines in communities across the United States.

The monthly Gordon Report Webinars will be focusing on key topics of the “Job Shock White Paper.” For more information on signing up or viewing these webinars, go to www.imperialcorp. com/whats-new/webinars webinars or go to www.

MHWmag.com for parts 1, 2, 3, 4, and 5 of this series.

Edward E. Gordon has consulted with leaders in business, education, government, and non-profits for 50 years. Ed is a big picture thought leader connecting the employment dots between business, education, and training. As a historical economist, he applies inter-disciplinary solutions that address the jobs-skills disconnect and related economic development issues. Gordon, the founder and president of Imperial Consulting Corporation in Chicago, is a human capital management expert who is internationally recognized as an authority on how talent delivery systems, career development, and training are related to business and economic growth. www.imperialcorp.com www.MHWmag.com

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Sales Trends Jeffrey Gitomer

Are things getting (slightly) better?

Are your sales (finally) on the increase?

It seems as though there’s a slight sales surge going on, but no one’s talking about it much — probably because no one wants to jinx it.

The economy is still very fragile, the world is even more fragile, and with elections taking focus, politicians of all sorts are finally realizing that jobs and small businesses are the priority. That only took three years.

I believe there’s going to be at least two years of feast — that there will finally be some semblance of economic recovery for those affected.

(It’s important to note that many businesses have thrived through these times.)

QUESTION: Will you get your fair share of this economic surge? ANSWER: Only if you’re ready. One notch more ready than your competition.

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REALITY: Most companies (maybe you) cut everything and everyone. Time to get a new mental outlook for what’s ahead.

CHALLENGE: What are you doing to prepare for the years ahead so that you can take full advantage of the sales surge?

Here are the 10.5 things you need to do as the economy begins to rebound: 1. Make certain everyone’s attitude has shifted to positive. Not just salespeople.

Everyone. If you make a big sale and the customer calls for help and gets a grump in accounting or shipping, you lose.

2. Maintain pricing to the best of your ability, even if your competitors discount.

Price pressure has lowered your profit for the past three years. Enough! Get back to profitability.

Anyone who continues to bow to price pressures in these next two years the way they did in the past two years is a fool. As a seller’s market finally emerges, it’s time to hold price and let quality and service shine, let delivery and availability shine, and let value and relationship shine.

3. Be prepared to tell the customer what you can do, not what you can’t do. It’s a new day. People are calling — they want to buy and need help. Say yes!

4. Train everyone to be able to answer every question from a customer. The new world is immediate. Make certain that everyone can help whoever calls.

5. Be service ready not just sales ready.

Starting with a YES! Attitude, make certain all employees who talk to customers are both friendly and helpful.

6. Use the words “thank you” when an order is received and after an ordered is delivered. And deliver them with sincerity.

7. Become active in all aspects of business social media to communicate customer value not just your sales offerings. Give your customers a chance to talk to you on Facebook.

Make certain you link with important people on LinkedIn. Share short value messages with your

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Sales Trends continued

network on Twitter. Post testimonial, training, and other noteworthy videos on YouTube. Social media for business is no longer an option. Buy and read my new book Social BOOM! 8. Create your weekly email magazine that has even more value messages.

Proactively send it to every customer.

9. Make certain that upper management has complete buy-in, and gives support both verbally and monetarily to what will amount to a culture shift. Make more certain that a video communication of their buy-in is distributed to everyone.

10. Employ new technology in everything, especially sales. Create mobile apps and faster ways for people to buy from you. Make it easier to do business with you. 24/7 is not an option. It’s your new hours. 24-7-365 is the new 9-5. Just because your office or store is closed doesn’t mean the customer will wait for you to open before purchasing.

10.5 This sales surge is all about YOU, not about your company. It’s about your attitude, your ability to serve, your knowledge, your technology, and your ability to express yourself in a positive, engaging way.

Whatever you do to get ready, do not go “back to the basics.” They are dead and gone.

Move ahead to going virtual, business social media, service that rocks, and sincere appreciation for business. Move ahead to relationships, value, and loyalty.

The sales surge is coming and you’re either on a surfboard riding the wave, or waiting for your boss to buy you one. Don’t wait! The wave may be shorter than you think.

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 salesman@gitomer.com or call him at 704 333-1112.

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Nuts & Bolts

Acquisitions, expansions & other business news

Flux Power announces Sales Order backlog of $13.7M for Lithium-ion Battery Packs

2021, subject to customary closing conditions, including regulatory approval under the HartScott-Rodino Act. www.he-equipment.com

Flux Power Holdings, www.manitowoc.com Inc. announced that on July 20, 2021, its sales order backlog reached $13.7M. Combilift’s 60,000th truck delivered These battery packs, to be delivered to customers in the current and subsequent quarters, will be used to power material handling equipment, airport ground support equipment (GSE), and other industrial equipment. The $13.7M in sales order backlog represents the Company’s highest open sales orders and reflects the Company’s growing customer base and recovering status of some of its COVID-19 impacted customers. www.fluxpower.com

Nucor acquires Hannibal Industries for $370 million

The Irish manufacturer Combilift recently marked a further milestone when its 60,000th Nucor unit came off the production lines at the company Corporation headquarters in Monaghan and was shipped announced to the other side of the world. The customer on July 21st taking delivery of this special forklift is Metroll, that it has entered into an agreement to purchase an Australian manufacturer and supplier of steel Hannibal Industries, Inc. for $370 million, which building products including roofing, cladding, represents 6.9x EBITDA for the trailing twelve rainwater, structural, and fencing. Combilift CEO months ended March 2021. The company and Co-Founder Martin McVicar commented: is a national provider of racking solutions to “This is a great achievement for Combilift, warehouses and serves the e-commerce, industrial, particularly as almost every truck we manufacture food storage, and retail segments. Pending is a one-off, designed for specific and individual approvals, Nucor will purchase 100 percent of requirements. There are very few other companies, Hannibal Industries’ outstanding shares from its if any, that can offer this level of customization Employee Stock Ownership Plan (ESOP). whilst manufacturing in such volume. The first half www.nucor.com www.hannibalindustries.com of this year has been by far the best in our 23-year history for the number of orders we have received – not just for Combi-CB models but across our H&E Equipment Services sells crane complete product range.”

business for $130 million

H&E Equipment Services, Inc., (“H&E”), announced that it has entered into a definitive agreement to sell its crane business to a whollyowned subsidiary of The Manitowoc Company, Inc., a global manufacturer of cranes and lifting solutions, for $130 million in cash. The transaction is expected to close during the fourth quarter of 26

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September 2021

27

Nuts & Bolts

Acquisitions, expansions & other business news

SOCMA successfully delivered a 25-ton range extended electric heavy forklift

China Forklift Network reported that on March 16, 2021, Fujian South China Heavy Machinery Manufacture Co., Ltd. (SOCMA) successfully delivered a 25-ton range-extended electric heavy-duty forklift in Ningbo. And held a simple and solemn delivery ceremony. Mr. Gao, General Manager of Ningbo Gaoxing Lifting & Loading Co., Ltd., Mr. Chen, Head of Sales Department of SOCMA, other partners, customer representatives, and China Forklift network, and other industry media gathered together to witness this bright moment. According to reports, this is the first 25-ton range-extended electric heavy-duty forklift delivered up to now in Ningbo and even Zhejiang Province, which has attracted widespread attention in the industry. www.socmachiner.com

Hyster recognizes the highest performing dealers of 2020 The 2020 Dealer of Distinction award goes to 21 top-performing Hyster® dealers, recognizing their strong commitment to materials handling excellence and customer satisfaction. Dealer of Distinction recipients are evaluated on a variety of business practice and performance criteria, updated annually to account for changing customer and industry demands.

2020 Dealer of Distinction Recipients • Eastern Lift Truck - MD/DC/DE • Deep South Equipment - Louisiana • Gregory Poole - North Carolina • Gregory Poole - Virginia • LiftOne - North Carolina • LiftOne - South Carolina • LiftOne - West TN • MH Equipment - Illinois • MH Equipment - Iowa • MH Equipment - Kentucky • MH Equipment - Ohio South • MH Equipment - Indianapolis • Northland Industrial Truck Co. (NITCO) • Papé MH - Central Washington • Papé MH - Eugene, OR • Papé MH - Fremont, CA • Papé MH - Portland, OR • Papé MH - Seattle, WA • Papé MH - Spokane, WA • LMA - Argentina • Tattersall - Maquinarias SA www.hyster.com

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29

Shifting Gears

Industry personnel and organization news

TVH Americas promotes Jeannette Walker to Vice President of Sales TVH in the Americas (TVH) has promoted Jeannette Walker to Vice President of Sales. She began her career at TVH in 2001, and since then has held positions in Finance, Customer Support and launched the Marketing Department in 2007. In her role as Global Marketing Director, she was responsible for managing the Marketing Departments in both the Americas and Europe, combining them into one global team. Most recently, in her position as International Sales Director, Jeannette was responsible for the International, Mexico, and Brazil Sales teams in the Americas. As the Vice President of Sales, Jeannette will oversee the International, Domestic, Canada, and Mexico sales departments for TVH in the Americas. She will be instrumental in leading the sales teams by providing thoughtful leadership and an overall vision of how to develop and execute sales strategies to meet company goals now, and in the future.

Diversified Product Development hosts Grand Opening at new manufacturing facility Diversified Product Development, marketer of the LineWise™, LiftWise™, RailWise™ and DesignWise™ brands, hosted a grand opening ceremony on June 22, 2021, at its new manufacturing facility in Waco, Texas.

Approximately 100 people attended the event marking the company’s strategic move, which will help Diversified grow and better serve its customers. The new facility is 60,000 square feet, which is more than 10 percent larger than the company’s previous building. Diversified also invested in multiple equipment upgrades to increase its capabilities, such as doubling its jib crane capacity and adding a 10-ton bridge crane.

www.tvh.com

www.diversifiedproduct.com

H&E opens new branch in Fresno, CA

Green Cubes Technology appoints Power Industry Veteran as Chief Operating Officer

H&E Equipment Services Inc. (H&E) has opened their new rental branch in Fresno, CA, bringing the number of H&E California facilities to 11.The new location is at 4199 E. Jefferson Avenue, Fresno, CA 937259707, phone 559-570-6700. The 10,000-squarefoot facility sits on six acres with a fully fenced yard area, offices, parts warehouse, and a repair shop with five service bays. It is capable of servicing a variety of construction and general industrial equipment and joins the H&E facility in Lodi in serving central California and the San Joaquin Valley. www.he-equipment.com

For More Shifting Gears go to www.MHWmag.com 30

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September 2021

Green Cubes Technology (Green Cubes), has appointed Ken Johnson as Chief Operating Officer (COO) for the company.

Mr. Johnson reports to Keith Washington, president and CEO of Green Cubes, supporting all business units and operations.

Mr. Johnson provides leadership to supply chain, operations and manufacturing roles to build processes for continued growth for Green Cubes within Telecom, Materials Handling, and Industrial Automation markets. Mr. Johnson will manage Green Cube’s production facilities in Malaysia, Slovakia, Kokomo (Indiana), and Dunlap (Tennessee). www.greencubestech.com

Shifting Gears

Industry personnel and organization news

TVH hires Chris Davis as new Southeast Regional Business Development Manager

Steel King announces 2020 Most Valuable Dealer Award

TVH in the Americas (TVH), welcomed Chris Davis as its new Southeast Regional Business Development Manager.

In this position, Chris will work to continue building deeper relationships between TVH and its customers in the Southeastern United States. Chris brings over 25 years of experience and a thorough understanding of the material handling industry to this position. He began his career as a forklift technician before transitioning into a customer service position. Most recently, Chris has spent over a decade in multiple sales positions on both the east and west coast where he was responsible for the substantial growth of his markets.

Steel King Industries® has announced that CiscoEagle Inc., has won their Most Valuable Dealer Award for 2020 activity. To earn this honor in 2020 is particularly impressive, due to the challenges brought on by the worldwide pandemic. Cisco-Eagle, with partner locations in Texas (Dallas, Houston, San Antonio), Oklahoma (Tulsa, Oklahoma City), and Arkansas (Little Rock), enjoys elite status as a Steel King Excalibur dealer located in Tennessee (Nashville). The MVD award was launched in 1996 by Steel King to recognize the achievement of top channel partners in the warehouse, logistics, material handling, and facility management industry. A variety of factors were considered in determining the MVD, including the achievement of sales and marketing action items. www.steelking.com

www.tvh.com

Multi-Voltage and Highly Efficient Extremely Durable & Compact Design Single and Three-Phase Options For Lead Acid and Lithium Batteries

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New Products

See more new products online at www.MHWmag.com

First truly Modular Mezzanine allows businesses to quickly and costeffectively increase capacity

Green Cubes Technology announces MultiVoltage Lithium SAFEFlex Batteries

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Felling Trailers releases enhanced Fender Design for EZ-Tilt Trailers

When rain or sweat is pouring down, Don’t live with it—Channel It!

Felling Trailers releases an enhanced fender design for their ground-level loading, EZ-Tilt trailers. Felling has long been known as an innovative solutions provider in the trailer industry, employing its engineering team to continually enhance and develop new product designs for increased operator safety and ease of use. The new EZ-Tilt fender design offers a similar profile to Felling’s drop deck equipment trailer fenders, opening from the top to allow clearance for the wheels when the trailers in lowered to the loading position. The mechanism for lifting the top of the fender is the wheels/tires themselves. As the axles (rotating torsion axles) rotate, lowering the tilt bed to the ground, the wheels/tires push up against the top of the fender, lifting it and providing the needed clearance.

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Green Cubes Technology (Green Cubes just announced Custom Industrial a full line of MultiVoltage Products (CIP) announces SAFEFlex batteries. Patentthe launch of a new Modular pending MultiVoltage Mezzanine solution that technology enables the battery enables businesses to increase to charge at double its output their usable space and voltage, which cuts charging time in half and capacity at a significantly lower price point. CIP’s makes opportunity charging a more accessible Modular Mezzanines are 10-foot X 10-foot solid option with simplicity and ease of use for the steel raised-platform sections that support up to 125 operator. Applicable to the material handling pounds per square foot L.L. Each section, or unit market, Green Cubes Technology’s MultiVoltage can be used separately or bolted together in series battery completes a full charge in less than one to provide a flexible and scalable capacity solution hour and is offered in 24/48V, 36/72V, and ideal for space-constrained warehouses, factories, 48/96V combinations. and distribution centers.

Whether working in the elements or working up a sweat, only Brass Knuckle® Crusher (BKDST1020NP) safety goggles have specialized channels along the brow line to move water and sweat away from the eyes, while the rubber gasket seals glasses snugly against the face. The gasket does doubleduty as anti-dust protection, too. Only Crusher offers this unique type of liquid splash protection from a traditional dust goggle. Crusher is the ultimate in see-clearly workwear. Not only do the contoured channels route moisture away to help vision remain clear, proprietary N-FOG™ PLUS anti-fog technology offers superior performance under the highest heat and humidity for a longlasting, fog-free view.

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For more New Products go to www.MHWmag.com 32

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New Products

See more new products online at www.MHWmag.com

Huron Technology Corporation announces the Ergo Conveyor Huron Technology Corp. has just introduced the Ergo Conveyor, also known as the People Mover Conveyor, which is an ergonomic solution for high volume and large product manufacturing and assembly lines. While commonly found in the automotive industry, the Ergo Conveyor is a versatile conveyor that also assists in the manufacturing and assembly of many products like carts, lawnmowers, appliances, furnaces, ATVs, and more. www.hurontechnology.com

Treston reveals new LED Light with motion detection The Treston LED light with a built-in shield is now available with a motion sensor! The sensor easily detects a user at the workstation with a 45-degree viewing angle and automatically turns off after 60 seconds without movement. Treston LEDs boast a long life span, 10x longer than traditional fluorescent lamps, and use up to 90% less power than traditional lighting. The added feature provides additional energy- and cost- savings, as these lights are only on when needed. www.treston.us

HexcelPack to demo Protective PaperBased Wrapping System at PACK EXPO HexcelPack will demonstrate its costeffective, sustainable wrapping system for a wide array of product shipping needs at Pack Expo 2021, Booth SU-8425, September 27-29 in Las Vegas.

Used by the United States’ top three retailers, the company’s HexcelWrap™ cushioning paper delivers unsurpassed product protection and packing simplicity for e-commerce, retail catalog,

pharmaceutical, and nutraceutical products, as well as third-party logistics (3PL) and contract packaging applications. www.hexcelpack.com

MHS introduces cross-belt sorter with double-cell design for small items MHS has introduced a new cross-belt sorter designed to handle small items. The HC-Loop Double Cell has an innovative design that uses sections of two cross-belt cells that can either work simultaneously to handle a single large item or independently to handle two smaller items and boost capacity. The versatility of the doublecell design enables the sorter to handle items as small as 2.95-by-2.95-by-0.11 inches and as large as 33.46-by-25.59-by-25.59 inches. The HC-Loop Double Cell gives operations a solution to reliably handle small items like flyers, polybags, and shoeboxes while maintaining the flexibility to handle larger packages like electronics or office supplies. www.mhsglobal.com

Seatbelt Engagement and Operator presence option for JLG® Telehandlers available now JLG Industries, Inc., now offers a Seatbelt Engagement and Operator Presence option for JLG® 742, 943, 1043, 1055 and 1255 telehandler models.

This system, which includes seatbelt engagement assurance and operator presence functionality, as well as a high visibility orange seatbelt, uses visual and audible alarms, as well as limits machine functions, to enhance safety during telehandler operation. www.jlg.com

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Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

800-939-DYNA (3962) www.dyna-rack.com 34

www.MHWmag.com

September 2021

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. ➤ 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

➤ 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

➤ Manufacturer/Suppliers

➤ Mechanical Power Transmission Equipment ➤ Non-Powered Floor Equipment & Access. ➤ Other ➤ Overhead Lifting Equipment & Access. ➤ Packing And Equipment ➤ Pallet Jacks ➤ Plant Facilities Equipment ➤ Parts ➤ Plant Yard Equipment

➤ Powered Industrial Trucks ➤ Rack/Shelving ➤ Rentals ➤ Repair Services ➤ Robots, Automated Equipment ➤ Safety Products ➤ Seats ➤ Storage Equipment ➤ Sweepers Scrubbers & Brushes ➤ Tires/Wheels ➤ Training Education/Assoc. ➤ Transportation & Hauling Equipment ➤ Warehouse Management

➤ 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 Locations Coast to Coast

➤ Manufacturer/Suppliers and Transmissions

800-435-9346 | www.warfieldelectric.com

➤ Transmissions

Reman Engines, Transmissions, Drive Units, Steer Axles & Differentials

800-447-3967 | www.charnor.com

Reman Transmissions, Drive Units, Differentials & Torque Converters

800-447-3967 | www.charnor.com ➤ Steer Axle Assembly ➤ SAFETY PRODUCTS

Steer Axles

800-447-3967 | www.charnor.com ➤ Tires/Wheels

VULKO TREAD

➤ STORAGE EQUIPMENT

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

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

➤ RACK / SHELVING ➤ TIRES / WHEELS

➤ New • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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 www.MHWmag.com

September 2021

35

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AN C I R M E DE  A  MA  

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The Superior Turret Advantage

Save 50% Space Mutiple Options ✧ camera

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Make unloading & loading a breeze

systems ✧ fork positioning & much more

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800-359-3052 www.superioreng.com Advertiser's Index­ ____________________________________________________ ADVANCE METALWORKING COMPANY, INC.. . . . 17

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

ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . . 19

H&K EQUIPMENT COMPANY. . . . . . . . . . . . . . . . . 28

AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 38

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . . .27

AMERICAN VULKO-TREAD CORP.. . . . . . . . . . . . . 39

HC FORKLIFT AMERICA CORP. . . . . . . . . . . . . . . . . 3

CUSTOM INDUSTRIAL PRODUCTS. . . . . . . . . . . . . 37

HELI AMERICA INC. . . . . . . . . . . . . . . . . . . . . . . . . . 4

DACS, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20

INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . . . 9

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

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

ECOTEC LTD. LLC . . . . . . . . . . . . . . . . . . . . . . . . . . 22

OHIO RACK, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

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

RESONANT DEALER SERVICES. . . . . . . . . . . . . . . .17

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). 2, 31

ROYPOW TECHNOLOGY CO., LTD.. . . . . . . . . . . . . 13

FORKLIFT-INTERNATIONAL.COM. . . . . . . . . . . . . . 25

SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . . 21

SAVETY YELLOW PRODUCTS. . . . . . . . . . . . . INSERT

SUNLIGHT BATTERIES USA INC. . . . . . . . . . . . . . . 21

SUPERIOR ENGINEERING. . . . . . . . . . . . . . . . . . . . 36

SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . . 29

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . . . 24

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

TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . . 7

TVH. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17, 40

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . . 23

MORE ADVERTISERS & RESOURCES AT www.MHWmag.com 36

www.MHWmag.com

September 2021

Since 2003

FACILITY ASSET PROTECTION

New Prod uc : Page 3 ts

The Original Drop-In, Lift-Out Guardrail

Save Your Assets

• People • Products • Equipment • More

The Most Competitively Priced Safety Products In America!

1-877-728-3891 | www.save-ty.com

Guardrail / Hand Rail

Twin Rail

Guardrail • Original LIFT-OUT design cuts installation costs in half!

Hand Rail

•D urable steel protection.

•F ully welded sleeves to hold and capture rails.

•D esigned for quick and easy release, but can be bolted together if desired.

•M odular hand rail protects employees from entering unsafe areas.

•E asy installation, simply assemble and anchor down.

• Posts available as Inlines, Corners, •S tronger than typical handrail. or Ends in 18”, 26” and 42” heights. • Top Rail is 42” high and MEETS • Stocked in 4’, 6’, and 8’ sections.

• Rails available in 2’ – 10’ in 1’ OSHA FALL PROTECTION if • 42” tall standard. increments. used on a mezzanine.

•M EETS OSHA REQUIREMENTS

Rack Protection

36

”, 4

“V” Face Post Protectors

2”

&4

8” & 12”

8”

End of Aisle Rack Protection

•R ack protection creates a visible guide through aisles and saves thousands in damage.

• Available in 36”, 42”, and 48” in • ¼” material. either single or double ends.

• Four mounting holes.

• Curved end has an 8” I.D. and is • Accepts ½” anchors, which 8” and 12” tall. are available upon request.

• Choose floor angle thickness of ½”, 3/8”, or ¼”.

•A vailable in 12”, 18”, and 24” with 4¼”, 5½”, and 8¼” clear opening.

Flush hardware

Pallet Guide/Stop •T wo products in one! Keeps flue space clear and prevents damage to walls behind rack.

•A vailable in 42”, 45” (42” with 3” overhang), 48”, and 51” (48” with 3” overhang).

•E asy installation and creates reinforcement for the rack.

• Flush mount hardware included.

“Live chat at www.save-ty.com”

Our Products at Work Dock Safety

Fabric Gate

Dock Stop HD

• Protects against unwanted visitors, insects, birds, and debris from entering the work area while allowing air to flow through. 48” tall.

• High visibility, breathable fabric.

• Easy operation, requiring just 3 lbs. of pull force to extend the fabric barrier.

• Accommodates doors from 8’ – 16’.

• MEETS OSHA REQUIREMENTS

•S top fork trucks from driving or backing off the dock. 42” tall.

• Available in 8’ – 9’ and 10’ – 12’ sizes.

• I ncludes two 5” steel posts with 12” x 12” baseplates with gussets for strength.

• Reinforced cross bar for strength behind panels.

• MEETS OSHA REQUIREMENTS

Mezzanine Safety Gates

Adjustable kickplate and rubber feet

Pivot Gate • Choose from 60”, 65”, 72”, 96”, or 120” clear opening.

• Easily pivots to up or down position – requires only 10 - 20 lbs. of lift force.

• Ships mostly assembled – minor assembly required upon receiving. Simply anchor to the mezzanine floor.

• Adjustable kickplate and rubber feet.

• MEETS OSHA REQUIREMENTS

PickerPal Mezzanine Gate • 6 self-closing arms that operate independently.

•A s the pallet is unloaded the top arms close, creating a safety barrier.

• 6’ or 8’ width.

• Includes 8’ tall rack frames and height limiter.

• MEETS OSHA and IBC REQUIREMENTS

Call Toll Free to Order: 1-877-728-3891

Industrial Safety Gates

Single Swing Gate

Double Swing Gate

• I deal for stair openings, ladders, and platforms. The “Save”ty Swing Gate bolts to existing rail opening to provide a one-way, self-closing gate. It is a simple and economical way to comply with OSHA. • Each gate has 2½” of adjustability.

• Single Gate requires a post for a strike plate.

• Designed to fit hand railing up to 2” O.D. • Single Swing Gate can fit openings 14” – 50½”.

• Double Swing Gate can fit openings 16” – 52½”.

• MEETS OSHA REQUIREMENTS

Bollards

Telescoping Gate •A djusts to fit openings from 18” to 36” and is self-closing.

• Can be installed on guardrail or handrail (2” O.D. max), regardless of brand.

• Can be inverted to swing either left or right.

• Springs designed for over 1 million cycles.

• MEETS OSHA REQUIREMENTS

Building Column Protectors

•S teel bollards protect a variety of facility assets.

•P revent damage to building support columns or mezzanine columns.

• Surface mount to concrete or direct bury.

• Impact rating: 8,000 lbs. at 5 M.P.H.

•E conomy 4½” O.D., Yellow or Red, 5½” O.D. Yellow only, 24”, 36”, or 42” tall.

• Standard 4½” O.D. 42” tall, Yellow with welded top, available with welded eyelet.

•A vailable in Short, Slim, and Standard.

Standard is 42” tall, 24” wide for 6”, 8”, 9”, 10”, and 12”. Yellow is standard, but red, lime green, and orange are available.

• Direct Bury 5½”, 6½”, and 8½” O.D., 84” tall, yellow.

•W hite reflective band standard on lime green and orange.

• Square Bollard 4” square tube. 42” tall with painted steel cap.

YEAH, I BUILT THIS. Our new Modular Mezzanines are the quickest way to improve effeciency, safety and your bottom line. How quick? They can be installed in as few as two days.

Learn more at customindprod.com

BECOME A DEALER

INNOVATE – CREATE – ELEVATE Configure 10-foot Modular Mezzanine sections with stairs and VRC lift to fit your specific needs!

CIP is your single source for VRC Lifts, Modular Mezzanines, Industrial Stairs, Guard Rails, Material Baskets and Bollards.

CUSTOM INDUSTRIAL PRODUCTS INC.

IT’S SOLID STEEL, SUPPORTS 125 LBS PER SQUARE-FOOT LL AND YOU DON’T NEED TO WELD OR CUT ANYTHING.

PARTNER with AIT. Give Your Customers More Than They Expect.

Give Them AIT’s Quality and Your Service.

• REMAN TRANSMISSIONS • REMAN TORQUE CONVERTERS • TRANSMISSION REBUILD KITS • REMAN DRIVE AXLES

American Industrial Transmission Inc.

• REMAN STEER AXLES

20395 Hannan Pkwy. Walton Hills, OH

www.aittransmission.com

sales@aittransmission.com

800-588-7515

Celebrating 57 Years of Excellence!

Innovative research and quality products have made us the oldest supplier of Polyurethane industrial wheels and tires in the United States.

WE’RE PROUD OF THAT! Whether your forklift is Crown, Raymond, Yale, Hyster, Toyota, or any other model, we have your wheels and tires.

We also offer a complete line of wheel bearings, as well as high quality mast guide bearings.

Great price, high quality, prompt service.

We invite you to Join The Leader!

Shop starters that meet or exceed OEM standards. www.tvh.com.