April 2022 Material Handling Wholesaler

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An Employee-Owned Specialty Publications International, Inc. Magazine

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April 2022



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APRIL 2022 • VOL. 43 NO. 4

16 | Bottom Line Gary Bartecki Everyone needs a guy

Dean Millius General Manager/Publisher

22 | Sales Trends Jeffrey Gitomer

Daniel Brown Account Executive

Make the communication before you make the sale

6 | MHEDA Convention &

Exhibitor Showcase: Tomorrow’s Distributor

Anna Maria Kendall


10 | MHEDA Convention John Gelsimino A message from the 2022 Chair of the MHEDA Convention & Exhibitor Showcase

12 | Aftermarket Dave Baiocchi Know your Strengths

26 Nuts & Bolts

28 Shifting Gears

30 SalesLeads

32 New Products


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

Reader Resources


34 Source Directory

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

36 Advertiser's Index

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April 2022


Cover Story Anna Maria Kendall

MHEDA Convention & Exhibitor Showcase: Tomorrow’s Distributor "Tomorrow" keeps getting closer and closer. Business was already moving fast and then the pandemic momentarily stopped the world. Life changed forever and launched a monumental industrial change. Is your material handling organization addressing these never-beforeseen changes? Do you have the right mindset, people, and culture to take advantage of these opportunities? Is your technology smart enough for what your customers are demanding? MHEDA invites you to join us April 23-27, 2022 at the Loews Sapphire Falls Resort in Orlando, Florida for our Annual Convention and Exhibitor Showcase. Connect with your industry peers and uncover the answers to these questions and much more. This year’s theme “Tomorrow’s Distributor” is centered on looking ahead and planning for the next generation of employees, supply chain challenges, and evolving technology. Each program was designed to address the 2022 Material Handling Business Trends, as defined by your peers on MHEDA’s Board of Directors. Preparing for a better TOMORROW starts TODAY. Visit www.mheda.org/convention2022 for details. Prepare for the Future with Insightful General Sessions LEADERSHIP: The Hero Effect® – Creating a Culture of Heroes at Every Level Learn how to create an environment where people are inspired to be the best version of themselves and deliver world-class performance. Presented by Kevin Brown, Motivational Speaker, and Author RECRUIT & RETAIN: Building a Talent Strategy - Proven Strategies to Attract, Hire and Retain Your Most Valuable Asset The war for talent is escalating. This presentation will deliver key insights designed to help business leaders and decision-makers elevate talent-focused activities. Presented by Alex Chausovsky, Director of Analytics and Consulting, Miller Resource Group CYBER-SECURITY: Stop Today’s Hackers – What MHEDA Members Need to Know 6


April 2022

Each year more than 16,000 cybersecurity attacks take place that results in a quantifiable data breach. Could your company be next? Learn how to protect your organization. Presented by Mike Foster, CEO, The Foster Institute TECHNOLOGY: The Technology Integration of Humanity The tech expert speaker will weave together technology and philosophy into a thoughtprovoking session that is sure to be mindexpanding. Presented by Scott Klososky, Founder, Future Point of View RISING INFLATION & PRICING: Economic Insight: Accurately Prepare for Tomorrow Labor, supply chain, and prices are top of mind for today’s leaders. Together we will explore current and future trends and discuss what you must consider. Presented by Brian Beaulieu, CEO, ITR Economics Find Solutions at the 2022 Exhibitor Showcase The 2022 Exhibitor Showcase features over 80 companies that provide products and solutions for the material handling industry. You are invited to walk the show floor, meet with exhibitors and learn how they can help you better serve customers. Attending the Showcase is a great way to enhance your convention experience and broaden your network. Gain Real-World Knowledge via Workshops & Roundtables IMPORTANCE OF DATA: Industrial Truck Financial Benchmarking; Critical DiSC Data You Need to Pay Attention To NOW Compare your company’s 2021 performance to the industry’s top-performing dealers. There has never been a more important year to benchmark. Presented by John Mackay and Taylor Mackay, Benchmarking Experts, Mackay Research Group INCREASED AUTOMATION DEMAND: Keeping Automation Running; Automation Technician Skills Certification


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April 2022


Cover Story continued

Learn about the Certified Technician Supply Chain Automation credentialing program which teaches skills required in today’s fulfillment centers. Presented by Steve Harrington, Senior Advisor, Manufacturing Skills Standards Council DEMONSTRATING VALUE: Everyone’s in Sales: Building Sales Culture ® Every conversation matters. This timely message creates the mindset that everyone “sells” by doing what they do so well each day and with every conversation and interaction. Presented by Todd Cohen, CSP, Sales Speaker, and Author HYBRID WORKFORCE: Engaging Employees in a Disrupted World of Work: A Leader’s Playbook Learn how to improve employee engagement and performance by creating work experiences that feel like a healthy relationship, whether they work at home, in the office, or on the front lines. Presented by Jason Lauritsen, Keynote Speaker, Trainer, and Author IMPORTANCE OF DATA: Digital Maturity and a Focus on Data Activation Learning best practices for applying data in a powerful way is a foundational area that can pay huge dividends. Presented by Scott Klososky, Technology Speaker, Author, Consultant, Founder, Future Point of View HEALTHY COMPANY CULTURE: Compassion; The Surprising Key to Unlocking Employee Performance The most powerful ability that managers can develop to unlock performance through wellbeing is something you may not expect. It’s called compassion. Presented by Jason Lauritsen, Keynote Speaker, Trainer, and Author DEMONSTRATING VALUE: The Profound Power of Presence How you show up is how you will be remembered. Before a single word is spoken – the decision to engage, trust, and buy is made. Presented by Todd Cohen, CSP, Sales Speaker, and Author 2022 Material Handling Business Trends Roundtables Come network with your peers and discuss the 2022 Material Handling Business Trends. The trends address the shifting state of the Material Handling industry. 8


April 2022

Enjoy Giving Back & Local Attractions MHEDA Gives Back For many kids, school lunch is the only meal they eat. MHEDA Members will help fight hunger by packing lunch sacks for local children. The event includes a guest presentation by MHEDA Member John Wieland, CEO at MH Equipment. John will share insights on living a fulfilling (and flawed) life without losing perspective on what success really means. Women in Industry Enjoy a fun and interactive start to the day. MHEDA welcomes Women in Industry. First, enjoy a networking breakfast then participate in a "Give Back" activity where you will pack personal care bags for “One Heart for Women and Children.” Local Attractions MHEDA has planned a number of fun events so attendees can enjoy the local attractions. Activities include a golf tournament, bike tour, Disney Springs food tour, and more! Preparing for a better TOMORROW starts TODAY Make plans NOW to attend MHEDA’s 2022 Convention in Orlando this April 23-27. We promise you will leave energized and ready to face whatever tomorrow may bring! Please reach out to the MHEDA team with any questions at 847-6803500 or connect@mheda.org.

For more

Cover Stories go to www.MHWmag.com


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April 2022


MHEDA Convention John L. Gelsimino

A message from the 2022 Chair of the MHEDA Convention & Exhibitor Showcase

John & Christina Gelsimino

It is exciting to think that the 2022 MHEDA Convention and Exhibitor Showcase is right around the corner in sunny Orlando Florida! It is an honor and privilege to be the 2022 MHEDA Convention Chair and we have built one tremendous convention program for our members.

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If you haven’t noticed, change is everywhere... With this change comes enormous opportunity for “Tomorrow’s Distributor” which of course is this year’s convention theme. It is critical for the entire industry; distributors, integrators, manufacturers, and OEMs to all network and figure out how to best capitalize on tomorrow - today. Take a glance at this year’s agenda of highlevel programming. We have covered every point listed on the 2022 Material Handling Business Trends and then some. We have tweaked the formats to maximize the experience for all levels of the organization. The DiSC Report results will be analyzed this year during a workshop followed by roundtable discussions. We even changed the closing party format from banquet style to high-quality food stations to allow for additional interaction and create a new-experience vibe. The reason you should attend the convention is to Expand Your Network, Educate Your Associates and Elevate Your Bottom Line. It is important to properly value all aspects of the convention. I have more stories of value that I could share than this magazine has pages. Instead of sharing these, here are some questions for you to consider. What is the value of building relationships and expanding your network? What is the value of one great idea that you bring back and implement? What is the value of feeling refreshed and re-energized? What is the value of learning about industry developments and innovations before your competition? What is the value of learning how your organization’s financial performance compares to other top performers in the industry? Where else can you go and extract this much value? What is the value of gathering In Person, connecting with people, and having a great time? PRICELESS! Being able to work alongside the MHEDA staff and participate in the process of building this year’s convention was remarkable. This is a once-in-alifetime opportunity for me and together with the staff we have built something special and what we at MHEDA call “The Best Convention Ever!” I can’t wait to see you there!

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April 2022

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03/02/2022 April 2022


Aftermarket Dave Baiocchi

Know your Strengths 2022 is shaping up to be a year like none other in the recent past, as supply chain disruptions force us to reassess our priorities and reorganize our assets, our staffing, and our way of doing business. If there was ever a moment to re-invent yourself, that moment is now. As you enter the 2nd quarter of the year, demand for your products will no doubt be increasing while inventory dwindles. If you don’t have a battle plan for how you will navigate the inventory shortfall, you need to get busy. Murphy’s law stipulates that “things left to themselves go from bad to worse”. I have mentioned in previous articles the usefulness of gathering all of the middle managers and stakeholders for a yearly SWOT analysis. This year I believe this exercise to be critical. For those of you that may be unaware of this assessment tool, a SWOT analysis is designed to do a deep dive into the following: • Strengths • Weaknesses • Opportunities • Threats When market conditions change, it’s important to reassess all four of these important areas. The results may motivate you to shift resources and manpower in order to align your tools and planning to meet the realities of the current marketplace. As a consultant, I have helped mediate many of these gatherings. I always like to start with strengths and opportunities, then follow with weaknesses and threats. Strengths and Opportunities (the value proposition) Contrary to popular opinion, not every dealership is the same. There are things your organization does well. Your organization has a unique blend of experience, personnel, capitalization, and customer base. You will no doubt have advantages and points of value that your competitors don’t have. On the other hand, you also will have challenges that may be difficult 12


April 2022

to overcome based on your capabilities and resources. This blend of capabilities and deficits are the building blocks of a VALUE PROPOSITION. I define a value proposition as the PRIMARY REASON a customer does business with YOU and not the dealer down the road. It amazes me how many dealers have not codified this into a series of bullet points that every employee should have memorized by the 2nd week of their employment. For the dealership to have sustainable success it must RESONATE with customers. Why you resonate as an organization should be well defined. It’s important to KNOW what your dealership REALLY DOES WELL. Then ask WHY. By the way… the truth can be startling. When going through the process of defining strengths, there is a tendency to lean towards legacy instead of the truth. This can be emotionally challenging. Your dealership may have built its long-term reputation on a key point of value like technical excellence, robust inventory, financial flexibility, or personnel experience. These items may have been foundational attributes years ago, but do they apply to your current state of affairs? The marketplace is evolving. In order to maintain resonance, your dealership must constantly redefine the current value proposition. It has to be relevant. It has to be meaningful and it has to be TRUE. One way of assessing your strengths is to do a forensic analysis of the customers you serve. Is there an industry, or a group of industries that you tend to gravitate to? As you address unique and challenging applications in a particular industry, your reputation for solving problems adds to your value for that particular market segment. One dealer may have a substantial following from manufacturing companies, while another tends to succeed in the food and beverage industry. Many times, these followings are a natural extension of the unique blend of capabilities, policies, and offerings that resonate with a particular industry. Understanding this helps you not only to define your strengths but also allows you to plan to increase your influence inside that industry.

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April 2022


Aftermarket continued

One of the problems with a SWOT analysis is that when talking about strengths and opportunities, you will tend to cast your net a little too wide. It’s natural to want to be all things to all people. You can’t. You have limitations that will naturally limit your capabilities. Every dealer has a finite capacity to serve their customers. Keeping the list of key opportunities within the confines of that capacity can be the difference between resonance and disappointment. Weaknesses Nobody likes to talk about their weaknesses. One of the problems however may be semantic. The word “weakness” has become a pejorative because it tends to cast blame. A discussion about weakness however should simply allow you to define market realities. For instance, your competitor may have a larger field service staff than you do. They have 15 vans on the road, and you have six. Those are the numbers. The discussion shouldn’t necessarily be how to increase your staff from six to 15. The discussion should be about OPTIMIZING the operations of the six vans you have so that the customer never even considers the competitor as a viable option (despite their capabilities). A discussion of weaknesses needs to be tied to actions that limit your exposure. Optimizing resources, increasing efficiencies, customizing solutions, and increasing flexibility in your offerings are all ways you can limit your exposure in spite of deficiencies incapacity. Threats Sometimes threats can be known, sometimes they come out of the blue. Some can be external while others lurk right inside the dealership. I like to assess threats based first on their impact on customer service and second based on their impact on the bottom line.

It may seem uncomfortable to think that threats can be internal, but many times we put ourselves at the highest risk when we ignore the things that can hurt us the most. These include: • Lack of safety enforcement and accountability • Compensation programs that negatively affect customer service (see my article on “Silos”) • Customer-facing processes that take too long (service estimates, parts pricing, voice mail responses, cross-department response) • Insufficient van inventory (requiring return visits) • Lack of data visibility (between departments, and employees) External threats may include things like: • Capitalization and borrowing limits • Litigation • New competitive product offerings • Mergers and acquisitions You might expect that I would list threats like lack of inventory, interest rates, inflationary pressures, and supply chain shortages. I don’t really consider these threats. If it’s something that the entire industry has to deal with, it’s no more a threat to you than it is to your competitors. Threats that need your attention are things that uniquely affect YOU. Reinventing your value proposition will not be an easy task, but it may be the very thing that gets you through 2022 in a profitable way. The effectiveness of a SWOT analysis however will always be predicated on your ability to be honest with yourself, as well as your level of commitment to follow through on making and communicating the proper adjustments to your unique value proposition.


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April 2022

Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 40 years in the equipment business as a sales manager, aftermarket director, and dealer principal. Dave now consults with dealerships nationwide to establish and enhance best practices, especially in the area of aftermarket development and performance. E-mail editorial@mhwmag. com to contact Dave.

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Material Handling Wholesaler_7.625x9.875.indd 2


2/5/20 April 2022

9:01 PM 15

Bottom Line Garry Bartecki

Everyone needs a guy Or a Gal. Or a Person. Take your pick. All of them if you have enough problems to solve. This concept is one of the conclusions reached that the independent equipment dealer convention I attended a couple of weeks ago. What was interesting is how all the speakers wound up drawing the same conclusions about the construction industry and the dealers that serve that industry. If I did not know better, I would have concluded that the speakers got together before hand to arrive at the “Guy” conclusion noted above. At the end of the day the audience was presented with these facts: • Inflation is real and here to stay • Supply chain issues are also here to stay • Interest rates will increase the cost of business • Productivity increases are necessary to offset inflation and supply issues • Your dealerships need to become the “# 1” source for what customers need. • Growing your business with existing customers is the way to go. • A cap-x spend on technology is a must once you decide what needs to be corrected. • CRM systems must connect with, Boomers, Gen X, and Millennials. Whether you are a car dealer, lift truck dealer, construction equipment dealer, or rental company, this list applies to you. These changes or adjustments to the way you run your business are going to result from customer requests and expectations for the balance of 2022 and beyond, for they to find themselves dealing with the same issues of finding ways to improve or maintain profitability without generating a cash or liquidity problem. And they will be looking for answers from you, which in turn will solidify your relationship with that customer, which is the goal you are striving for in any event. So, after going through these sessions and spending time with the vendors at the show I started asking them what technology they had 16


April 2022

to offer to address dealer issues. Most had stateof-the-art products and services available which, to me, appeared worthy of further review and a demo to see if the results could solve any of the recognized problems listed above. Vendors mentioned they have competitive solutions available but found a lack of technical expertise or time devoted to the product or system to fully generate the available results. Further discussion with attendees seemed to indicate that the vendors were correct. And this is where the discussions started to focus on what can be done to correct for this lack of expertise. The problem is a lack of ability to work with technology, thus creating a spend without an adequate return. The solution to this problem as you can guess is you need a GUY, a GAL, or a PERSON to learn the system, install the system and use the data the system provides to make better decisions regarding profits and costs. Does this person have to be an employee? Not necessarily, because today companies are hiring off-site folks or independent contractors to assist with these types of endeavors. I am absolutely amazed how many companies are using this approach. I do not know about you folks, but I use outsiders all the time because I am not comfortable working with current levels of technology. Now look in the mirror and tell me you do not feel this way as well. Me, I am looking for data to tell me what I can do better internally to better serve customers, knowing I do not have the time nor patience to learn how to process data and work with it to find the answers I am looking for. But, on the other hand, once your staff spends some time on a new system with a Guy to guide and learn from, most will become proficient with the process to produce the returns you hoped for in the first place. In the end, your goal, in this timeframe, should be to better manage costs, better understand your costs on a real-time basis while finding ways to better serve customers, keeping in mind the need to effectively manage the balance sheet.

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April 2022


Bottom Line continued

One thing we all agreed on at the meeting and that was ……you are going to have to do more with less. Plan to work with fewer sales, lower margins, and increased costs. And on top of that find the money to spend to improve productivity and at the same time interact at new levels with current customers. 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.

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April 2022


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April 2022


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April 2022


Sales Trends Jeffrey Gitomer

Make the communication before you make the sale

Nido Qubein is a great communicator. One of the finest communicators in the world. The best part about that is that he has dedicated his career to teaching others his expertise. Sharing his gift. How did he get to be a great communicator, you ask? Nido had to deal with change. Big change. It seems that the bigger the changes, the bigger the opportunity for achievement. Check out Nido’s change challenges: 1. Nido Qubein came to America (from Lebanon) in 1966, and could not speak a word of English. 2. He learned 10 words a day on 3×5 cards. (Might not be a bad idea for my vocabulary) 3. He worked his way through high school, college, and graduate school. 4. He became a master salesman. 5. He joined three strategic organizations. Sales and Marketing Executives, Toastmasters, and the National Speakers Association. 6. He has given 5,000 presentations in all 50 states and 5 continents. 7. He has won every award for speaking excellence imaginable including being the youngest inductee in the Sales and Marketing Executives Hall of Fame (he was elected to the hall before Zig Ziglar. Wow!) 8. He has stayed a student for life. He relates his success journey to his quest to master the English language via 3×5 cards the success did not come overnight. It came day by day as he learned ten new words. I went to hear Nido speak at the Peak Performance seminar series in Charlotte, NC. His message began philosophically. “We are products of choices, not products of our circumstances. We must each take responsibility for what happens to us.” said Nido in complete command of the audience. “I’ve never heard anyone say ‘I’m in search of failure.’ Everyone wants success, most don’t know where to find it. They’re looking in the fast lane. Success is rarely found there and it’s the lane where you get run over.” 22


April 2022

Qubein says success grows from 4 things: 1. Clear vision 2. Solid strategy 3. Practical system plan 4. Consistent (daily) execution. The nuance of success, the biggest reason success escapes most people, is that they lack the ability to capitalize on the opportunities of an everchanging world. Nido defines the change in three categories… 1. For the timid, change is frightening. 2. For the comfortable, change is threatening. 3. For the confident, the peak performers, change is an opportunity, change is welcome. Every seminar has a gem or two. Qubein’s seminar was a diamond mine of “wake-up calls” about the way we live our lives through communication. Here are a few to give you an idea of his wisdom: • We spend 78% of our time each day communicating. • Communication is not just a discipline, it’s an outgrowth of the way we live our lives. If they love their work, they will love their lives. • Create personal identification. When something becomes personal, it then becomes important. It’s not the dentist that matters to you, it’s the toothache. • Reputation is what others think you are. Character is what God knows you are. • Get a great idea or thought? Put it on a card, read it for 21 days and it will become a reality. • Ask yourself how does this piece of information builds the bridge of understanding to the person you’re communicating with? • Set the mind to succeed, not just accumulate information. There’s a world of difference between training and education. Get educated.


April 2022


Sales Trends continued

Nido challenged the audience with three strategic communications and positioning questions: 1. Who am I? (or in business ask, who are we?) 2. Whom do I want to become? 3. What is it that I must do to close this gap? Here are Nido’s ten tips to communicate more powerfully. Ten techniques that will put you in command of your communications 1. Have direct eye contact. Use the threesecond technique to practice looking at their eyeball for three seconds. 2. Use speech connectors. Words of conformation like really, how interesting, wow. 3. Listen for the meaning of their message. If you understand the meaning, you can respond with clarity. 4. Adapt the rate of brain speed. Talk at their speed, not yours. 5. Use congruent gestures. Make your gestures match your words and tone.



April 2022

6. Respond, don’t react. The reaction leads to conflict. Response leads to understanding. 7. Focus on what’s different. What’s special in each area of communication. 8. Learn names and use them. People feel connected when you call them by name. 9. Take notes as others speak. It shows them you’re interested and gives them a feeling of importance. 10. Be visible. Call or write three people every day. Stay in front of people who can say yes to you. A learning session that ended too quickly. A masterful lesson presented in implementable bites. Afterward, as I continued the interview, he was gracious, funny, and engaging. Then it struck me, when you get to know Nido Qubein, you realize he possesses the most important of all communication skills: the ability to get along with others. 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.

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03/03/2021 April 2022


Nuts & Bolts

Acquisitions, expansions & other business news

RELiON Battery announces Aftersales Agreement with Hyster-Yale Group, Inc. RELiON Battery just announced that the company has entered into an agreement with Hyster-Yale Group, Inc. to sell RELiON lithium deep cycle batteries through authorized Hyster® and Yale® dealers. Hyster-Yale Group will offer their dealers RELiON’s innovative InSight Series™ line of lithium batteries. The InSight Series™ was designed and engineered from the ground up by RELiON engineers to meet the power and energy requirements in material handling equipment. www.relionbattery.com

MHI announces MODEX 2022 Innovation Award finalists

MHI just released the list of finalists for the 2022 MHI Innovation Award. After receiving 121 submissions for this year’s awards, five independent judges comprised of professionals from the material handling and supply chain industry completed the initial review process. Best New Product Finalists: • Beckhoff Automation for XPlanar • Boston Dynamics for Stretch • Exotec for The Skypod System • Phantom Auto for Remote Operation Platform Logistics Best Innovation of an Existing Product ARA forecast for equipment rental Finalists: revenue growth continues to rise • Ancra Systems B.V. for Skateloader System The latest updated • AutoStore for Grocery Micro Fulfillment quarterly American Center (MFC) Solution Rental Association (ARA) forecast for • ProGlove for MARK Display equipment rental revenue now calls for a 10.2 • Rufus Labs, Inc. for Rufus WorkHero: percent increase in 2022 to reach $52.7 billion Superhuman Platform for Supply Chain in the United States, a slight increase from the Best IT Innovation Finalists: previous forecast in October 2021, reflecting the positive influence of expected increases in • SVT Robotics for The SOFTBOT® infrastructure spending. The revenue forecast Platform, from SVT Robotics also calls for equipment rental, which includes • Systems Loading Dock Equipment for myQ construction, industrial and general tool revenue, Dock Management to increase by 6 percent in 2023, 2.9 percent in • Veryable, Inc. for On-Demand Labor 2024, and 3.4 percent in 2025 to reach $59.5 Marketplace billion. www.ararental.org • Yard Management Solutions for Yard Management Solutions Morrison Industrial Equipment’s Dick On Monday, March 28, 2022, finalists will Morrison passes at 82 present their unique solutions to a panel of judges Richard “Dick” Gowans on the show floor at MODEX 2022. The winners Morrison, 82 of Grand Rapids, in each category will be announced at MODEX MI passed away peacefully 2022 on March 30th during MHI Industry Night surrounded by his family on with Preacher Lawson. February 4, 2022. He worked www.MHI.org www.MODEXshow.com his whole life in the family business where Dick eventually became president and CEO of Morrison Industrial Equipment. He will be remembered by employees and clients alike for his kindness, leadership, and love 26


April 2022

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April 2022


Shifting Gears

Industry personnel and organization news

Nucor Chief Financial Officer Jim Frias to retire; Steve Laxton to be promoted Nucor Corporation has announced that Jim Frias, Chief Financial Officer, Treasurer, and Executive Vice President, plans to retire effective June 11, 2022, and has transitioned out of the role as of March 6, 2022. Steve Laxton, Vice President of Business Development and Strategic Planning, has been named his successor. Messrs. Frias and Laxton will work together over the next several months to conduct a seamless transition of CFO responsibilities. www.nucor.com

Bob Begley joins the JLG® Product Management team JLG Industries, Inc., an Oshkosh Corporation company and a global manufacturer of mobile elevating work platforms (MEWPs) and telehandlers, has announced that Bob Begley has joined the company as director of product management for scissor, vertical and low-level access lifts. In this role, Begley is responsible for the company’s multigenerational product plan, as well as driving the direction and implementation of its go-to-market strategies. www.jlg.com

Kevin Rowles to transition to CEO Role, Nathan Storey appointed Storage Solutions President Storage Solutions Inc. (SSI) announces that current President/CEO Kevin Rowles will transition to focus solely on Kevin Rowles (left), Nathan Storey (right) his role as CEO as the company appointed Nathan Storey as its new acting President. Rowles has been with Storage Solutions 28


April 2022

for 25 years and has served as president since 1995. He assumed the CEO role from Founder Craig McElheny in November 2020 when the company began partnering with private equity firms Merit Capital Group and MFG Partners. His transition to solely focus on the CEO role will allow him more time to form partnerships, mergers, acquisitions, and long-term strategies. www.storage-solutions.com

Digi names Guy Yehiav president of SmartSense by Digi Digi International® has announced it has named Guy Yehiav President of its SmartSense by Digi division. Over his 25-year career, the highly respected executive has helped build worldclass technology companies like Oracle Demantra and Profitect, In his new role, Yehiav will lead SmartSense by Digi’s overall strategy, direction, development, and implementation of enterprise software solutions as it continues on its aggressive growth path. www.digi.com

SnapFulfil strengthens U.S. arm with key senior appointment WMS technology innovator, SnapFulfil, selects Brian Kirst a seasoned 3PL Executive for the role of US Vice President Sales & Business Development. Kirst has 25+ years of experience in supply chain, logistics, and digital technology. Prior to joining the SnapFulfil team, he co-founded and launched two high-growth 3PL order fulfillment companies –Total Reliance in 2014 and Resurge in 2019. Both scaled successfully with the highly flexible SnapFulfil WMS as their differentiator. As part of the US leadership team, Brian brings his domain expertise in the 3PL sector to accelerate SnapFulfil’s growth as companies capitalize on trends in the Direct to Consumer (DTC) market. www.snapfulfil.com

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Industrial Manufacturing planned Industrial Project Report Data provided by SalesLeads 145 New Planned Manufacturing Industrial Projects Identified - February 2022 SalesLeads announced today the February 2022 results for the new planned capital project spending report for the Industrial Manufacturing industry. The Firm tracks North American planned industrial capital project activity; including facility expansions, new plant construction and significant equipment modernization projects. Research confirms 145 new projects in the Industrial Manufacturing sector. office facility and currently seeking a site in the MESA, AZ or CHANDLER, AZ area. INDIANA: Steel company is planning to invest $290 million for an expansion and equipment upgrades of their manufacturing facility in CRAWFORDSVILLE, IN. They are currently seeking approval for the project. The following are selected highlights on new Industrial Manufacturing industry construction news. Industrial Manufacturing - By Project Type • Manufacturing/Production Facilities - 135 New Projects • Distribution and Industrial Warehouse - 70 New Projects Industrial Manufacturing - By Project Scope/Activity • New Construction - 37 New Projects • Expansion - 46 New Projects • Renovations/Equipment Upgrades - 64 New Projects • Plant Closings - 14 New Projects Industrial Manufacturing - By Project Location (Top 10 States) • Texas - 14 • Ohio - 8 • Indiana - 8 • North Carolina - 8 • New York - 8 • Michigan - 7 • South Carolina - 7 • Florida - 6 • Ontario - 6 • California - 5 During the month of February, our research team identified 14 new Industrial Manufacturing facility construction projects with an estimated value of $100 million or more. The largest project is owned by ArcelorMittal Dofasco, who is planning to invest $1.8 billion for the renovation and equipment upgrades on their manufacturing facility in HAMILTON, ON. They have recently received approval for the project. Top 10 Tracked Industrial Manufacturing Projects NORTH CAROLINA: Pharmaceutical company is planning to invest $1 billion for the construction of a 5 building processing and manufacturing complex in CONCORD, NC. They have recently received approval for the project. ARIZONA: Air treatment system mfr. is planning to invest $300 million for the construction of a 1 million sf manufacturing and www.MHWmag.com

TENNESSEE: Tile mfr. is planning to invest $140 million for the renovation and equipment upgrades of their 250,000 sf manufacturing facility in DICKSON, TN. They are currently seeking approval for the project. Completion is slated for late 2023. KENTUCKY: Magnetic products mfr. is planning to invest $95 million for the construction of a 171,000 sf manufacturing facility in LOUISVILLE, KY. They have recently received approval for the project. WEST VIRGINIA: Automotive mfr. is planning to invest $73 million for the renovation and equipment upgrades on their manufacturing facility in BUFFALO, WV. They have recently received approval for the project. NORTH CAROLINA: Rubber components mfr. is planning to invest $70 million for an expansion of their warehouse and manufacturing facility in KINSTON, NC. They have recently received approval for the project.

Largest Planned Project


TEXAS: Steel pipe mfr. is planning to invest $192 million for an expansion of their manufacturing facility in BAYTOWN, TX. They are currently seeking approval for the project. Completion is slated for 2023.

April 2022

PENNSYLVANIA: Aluminum products mfr. is planning to invest $46 million for an expansion of their manufacturing and processing facility in LANCASTER, PA. They are currently seeking approval for the project. Completion is slated for Spring 2023. WEST VIRGINIA: Building materials mfr. is planning to invest $40 million for the construction of a 150,000 sf manufacturing facility on John Nash Blvd. in BLUEFIELD, WV. Completion is slated for late 2022. Since 1959, SalesLeads, based out of Jacksonville, FL has been providing Industrial Project Reports on companies that are planning significant capital investments in their industrial facilities throughout North America. Our professional research team identifies new construction, expansion, relocation, major renovation, equipment upgrades, and plant closing project opportunities so that our clients can focus sales and marketing resources on the target accounts that have an impending need for their products, services, and indirect materials.

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April 2022


New Products

See more new products online at www.MHWmag.com

Taylor Northeast becomes exclusive US distributor of EPIQ Mecfor equipment Taylor Northeast (TNE), a Pennsylvaniabased material handling equipment supplier, just announced that it is now the factory-authorized distributor of EPIQ Mecfor mobile equipment, products, and parts for the entire US market. As of January 1, 2022, TNE and its affiliate company, H&K Equipment, are handling all EPIQ Mecfor equipment sales, rentals, and aftermarket support within the United States. www.taylornortheast.com www.epiqmachinery.com www.hkequipmentgroup.com

CLARK launches the new TWLi20 ThreeWheel Electric Lithium-Ion Powered Lift Truck

standard parts with over 75,000 items on 2,184 pages. More than 75,000 standard parts can be found in this handbook. You will find our popular sellers as well as brand new products including toggle clamps, shaft collars, concealed multiple-joint hinges, and hygienically designed components, including ones made of metal detectable plastics or antibacterial materials. www.jwwinco.com

WIKA Mobile Control provides wireless system solution for QMC Cranes QMC Cranes (QMC) is offering WIKA Mobile Control’s PRS90 wireless multi-sensor indicator as an option on their 40-series and 50-series boom trucks. The system is widely used as an option for production units and is frequently installed on older cranes requiring a wireless system upgrade. All of the 4033R and 5034R boom trucks equipped with the PRS90 are currently being used in the precast concrete industry. Given the harsh working environments that their machines operate in, QMC required a robust wireless system and chose the PRS90 for a variety of reasons. www.wika-mc.com

CLARK Material Handling Company announced the launch of the TWLi20 Three Wheel Electric Lithium-Ion forklift truck to the CLARK line of industrial lift trucks. Raymond adds new Automated This highly efficient Lithium-Ion forklift provides both new and experienced operators an easy Transtacker to intralogistics solutions to maneuver and handle lift truck. The narrow offering profile and tight turning radius make the TWLi20 The Raymond perfectly suited for a wide range of applications and Corporation has operations. The new TWLi20 also comes with the introduced the CLARK Protection Plan, one of the best warranty Raymond® Automated programs in the industry. www.clarkmhc.com Transtacker (Automated TRT) to its line of automated warehouse solutions, further expanding the company’s JW Winco’s new Standard Parts comprehensive intralogistics solutions portfolio. Handbook is released With a very narrow aisle (VNA) design and dualJW Winco’s new handbook mode versatility, the Raymond Automated TRT will support designers and provides both space- and labor-saving benefits. engineers with the largest The Automated TRT’s Order Manager software selection of standard parts. fully integrates with your warehouse management Our handbook has the most system (WMS) to optimize performance and comprehensive number of eliminate errors. www.raymondcorp.com 32


April 2022

New Products

See more new products online at www.MHWmag.com

Trelleborg delivers maximum performance and minimum waste with its new XP1000 tire solution Trelleborg looks to significantly improve material handling operations with the launch of its latest tire solution for maximum intensity applications, the XP1000. The tire provides customers moving materials around ports, warehouses, and shop floors, with optimum traction and minimal vibration to bring greater comfort, increased safety, lower fuel consumption, and longer tire life for more cost-effective and sustainable operations. www.trelleborg.com

Kivnon presents its latest three innovations in mobile robotics Kivnon, specialists in innovative mobile robotics solutions, presents its new three models of autonomous vehicles: the K03 Twister, the K50 Pallet Truck, and the K55 Pallet Stacker, capable of circulating around the environment using magnetic guidance or mapping navigation, based on SLAM technology. The new K03 Twister is a rotational mobile platform with dimensions of 700 x 500 x 280 mm, making it the smallest AGV of the Kivnon mobile robot portfolio. With a load capacity of up to 400 kg, this vehicle has a rotational lifting platform that allows it to rotate itself while maintaining the absolute position of the load. www.kivnon.com

energy costs, operational bottlenecks, and reduce global carbon footprint. During the four-day event, UgoWork will showcase its latest innovations in lithium-ion batteries for industrial truck fleets as well as present its ground-breaking 24/7 Energy as a Service (EaaS) pay-per-use energy management program that mitigates CAPEX and OPEX. www.ugowork.com

Felling Trailers’ “Green” Air Bi-fold Ramp System Felling Trailers’ continues to go “green” with their patent-pending Air Operated Bi-fold Ramps system. The Air Bi-Fold Ramps system first debuted at CONEXPO-CON/ AGG 2020, stirring the interest of many in the construction sector. The Air Bi-Fold ramp system is part of Felling’s Controlled Flow Air Ramp series, which the company launched over a decade ago, all air-powered, no batteries, no hydraulics. The new Air Bi-Fold system is a revolutionary system that is perfect for the paving and low clearance markets. www.felling.com

Mallard Manufacturing introduces new line of Ball Transfer Tables

Mallard Manufacturing, an industrial gravity flow solutions supplier, is excited to introduce a new product line of ball transfer tables as an extension of their popular gravity conveyor UgoWork to feature Lithium-Ion Batteries systems. Ball transfer tables are used to assist workers with manual handling and rotation of and Energy as a service at MODEX 2022 heavy pallets, parts, and inventory items. Ball UgoWork™, a transfer tables are wheel-embedded steel tables Canadian energy solutions that assist workers in moving heavy items from provider specializing in one conveyor to another or from a conveyor to a the material handling workstation. Ball transfer tables can be integrated industry, will be into a gravity conveyor line or used as a standexhibiting at MODEX 2022, from March 28 to 31 alone workstation. www.mallardmfg.com at the Georgia World Congress Center in Atlanta. UgoWork develops and produces lithium-ion batteries for industrial trucks that help to reduce www.MHWmag.com

April 2022




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8” & 12”


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


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.

NOW HIRING! JOIN THE FMH TEAM. ENJOY THE HEART OF THE ROCKY MOUNTAIN REGION! • Shop and Field Forklift Repair Technician (All Locations) • Technical Advisor (Denver) • Assistant Parts Manager (Denver) • Sales Coordinator (Denver) • Dispatcher/Service Writer (Denver) • Front Counter Parts (Denver) • Forklift Safety Trainer (Denver) • Field Service (PM) Forklift Technician (All Locations) • Industrial Battery and Charger Technician (Rocky Mountain Battery) • Transport Driver (Denver) • Technical Advisor (All Locations) • Customer Service Manager’s (Denver) • Territory Manager (El Paso) • AND MORE! (Check www.fmhsolutions.com/careers-fmh for current openings)

• Competitive Wages • Benefits Package • Vehicle Provided for Field Tech • Moving allowance Apply at www.fmhsolutions.com/careers-fmh or email your resume along with desired branch location to careers@fmhsolutions.com ALBUQUERQUE 2108 Candelaria Rd. NE Albuquerque, NM 87107 505-884-2700 800-325-7669 505-884-9545 Fax

DENVER 5165 Vasquez Blvd. Denver, CO 80216 303-292-5438 800-451-6749 303-297-3426 Fax


EL PASO 1054 Hawkins Blvd. El Paso, TX 79915 915-778-8368 800-592-1035 915-778-3579 Fax

PARTNER with AIT. Give Your Customers More Than They Expect. Give Them AIT’s Quality and Your Service.


American Industrial Transmission Inc.


20395 Hannan Pkwy. Walton Hills, OH





800-333-1194 · shop.fsip.biz


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