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OCTOBER 2020 • VOL. 41 NO. 10
18 |
Sales Trends Jeffrey Gitomer The Isolation Process, A powerful path to more sales
20 |
Dean Millius General Manager/Publisher Alva Coffman Account Executive
20th Annual Salute to Women
4 | 20 years Saluting
28 Nuts & Bolts
32 Shifting Gears
36 New Products
42 Industry Insight
44 Source Directory
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16 | Feature Story: Kevin Lawton
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Material Handling Wholesaler: (ISSN # 2155-3467) is published monthly for new and used equipment dealers, equipment manufacturers, manufacturer’s reps, parts suppliers, and service facilities serving the material handling industry. Editorial opinions expressed herein are the author’s and do not necessarily reflect the opinions of Material Handling Wholesaler. All material contained herein is protected by copyright laws and owned by Specialty Publications International Inc.
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Cover Story Eileen Mozinski Schmidt
20 years Saluting Women in Material Handling Three leaders with trailblazing careers with the desire to succeed Lisa Reonegro has heard some cringe-worthy lines while on the job. When she began in the material handling business in the late 1980s, she said the discriminatory treatment of women was more common than it is today. “Back then,” she said, “I met with quite a bit of discrimination. I was at times told on the phone, ‘Give me to a man who knows what they’re talking about.’ “I’ve heard it all,” she said. While such treatment was at first a bit shocking and upsetting to Reonegro, it also helped shape her determination to succeed. “All it did, honestly, was to make me push myself that much harder. I wasn’t going to allow myself to not know as much as the next guy,” she said. Today, Reonegro is managing director of Camso Distribution Canada Inc. This month, Material Handling Wholesaler spotlights the careers of women building their careers in the material handling business. In fact, this marks 20 years of spotlighting women who are making a difference in the industry. Meet three trailblazing material handling leaders with the desire to succeed in the material handling industry.
Rebecca Butao Snowdon Rebecca Butao Snowdon is currently national accounts manager for Hannibal Industries Inc. Her team of five is based in California, working on projects nationwide and on one international project in the Bahamas. Hannibal is a pallet rack and steel tube manufacturer and bills itself as the largest U.S. manufacturer of steel pallet rack west of the Mississippi River. When she started in material handling, Butao Snowdon came with a varied background of experience. “I’ve been with Hannibal for two years 4
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and in material handling for about six years. I worked for a small distributor originally, a family-owned business,” she said, noting that prior to her work in the industry, she worked as a real estate agent and in dance instruction. Butao Snowdon has a degree in early childhood development and also spent time home with her children when they were young. But as she sought new career opportunities, Butao Snowdon quickly realized that she had a knack for coordination and realized her skill set would translate well to project management in material handling. She worked diligently to make this career advancement happen. Her current role allows her to interact with both the team at Hannibal and directly on the front end with clients, often on-site. Butao Snowdon described how she appreciates the variety of people and projects she works on through her job. “These are quite large-scale projects,” she said. And Butao Snowdon’s role allows her to stay involved throughout the project, something she appreciates as she can utilize her problem-solving skills. She dubs herself “peacemaker and problem solver” and challenges herself to figure out people’s style of communication. But she also believes there is room for improvement in regards to women’s standing in material handling. “I don’t think women in high school or college realize what roles we as women can play in a construction-type industry,” she said. “You can be an engineer, can submit permits, design” and more, she said. “This industry is growing by leaps and bounds.” And as the COVID-19 pandemic continues, Butao Snowden predicts more businesses will be expanding their material handling operations to meet the needs of e-commerce. Butao Snowdon also believes there can also be an industry-wide improvement to ensure women are paid equally to their male counterparts. She advises women in the business to know their value on their team and within the operation and encourages asking for opportunities outside of one’s comfort zone.
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Cover Story continued For her part, Butao Snowdon said she was afraid of air travel when she first started in the business but pushed herself to face her fear. “I love getting on the plane now,” she said, describing the feeling of accomplishment in dealing with the uncertainties of business travel. Now, the professional who was at first afraid of flying finds herself missing traveling during the pandemic. Part of the key to her own success, she said, has been the support of her coworkers and bosses who have made her part of the team. “The executives at Hannibal are extremely helpful, even when I’ve stumbled or made a mistake,” she said. Butao Snowdon also said she has learned to check her pride at the door and to embrace the idea that the she views her job drives 70 percent of the outcome. “I choose to see everything as a learning lesson, whether or not the outcome is successful,” she said.
Emily Soloby It didn’t take long in the material handling industry before Emily Soloby realized her shoes were not working. “I was showing up at meetings in completely wrong footwear,” she said. Soloby’s career has included work as a courtroom advocate for abused women and worked as a lawyer. She later returned to graduate school, where she met her husband. The pair went to work for and later bought his family’s business, AAA School of Trucking, and grew it to a national company and consulting firm. But on her visits to construction sites, Soloby found herself in need of some properly fitted boots. As a longtime shoe aficionado, she also wished for something fashionable. Soloby had taken shoe-making classes in the past and began thinking about how all of the pieces of her interests and knowledge were coming together into one picture - a company that manufactures strong and fashionable boots for women. “This was an idea I was thinking about for a long time,” she said. “I started talking to women in the trucking industry and everyone was so excited.”
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Soloby was surprised to find how far her idea traveled. Women in architecture, winemaking, engineering, and a host of other areas also expressed their enthusiasm for the project. “The excitement was so catching and so inspiring,” she said. By 2017, research for Juno Jones Shoes was underway. In 2018, the business incorporated and last March a Kickstarter fundraising campaign launched. The idea of stylish steel toe work boots for women was so popular, it was funded within 29 hours. “We were able to reach three times our goal, and that was even partially when COVID-19 was starting,” she said. Soloby said now manufacturing of the first shipment of boots is in progress. The company name is designed to reflect strength, bravery, and a sense of adventure, according to Soloby. “I wanted to pick a name easy to say and fun to say and remember,” she said. As to the long-term growth of Juno Jones, based in Philadelphia, Soloby said: “What we would like to do is grow into a footwear brand that continues to bring women options that are missing on the market that they need for jobs. More styles and reach a broader audience.” Soloby is also the founder of the group Hazard Girls (Women in Nontraditional Fields) and the host of the weekly podcast “Hazard Girls.” On the show, she interviews one woman per week in discussions covering women’s work in the industry and working conditions. This does include sometimes discussing the less pleasant aspects of work. One interviewee shared a story of being shushed by her boss at a meeting early in her career. “Her feeling was, ‘No, you shush. I have something to say,” said Soloby, recalling the interview. She said she does feel there is more awareness among women in the business of their rights, particularly following the recent #MeToo movement. The podcast is produced in partnership with Jacket Media Company and is available on Spotify and iHeartRadio. Soloby said she feels her company’s effort is part of a wider effort to support women in securing the gear they need to do their work. “There are so many companies now that are starting to focus on these things for women, it really helps women to feel seen and acknowledged,” she said.
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Cover Story continued “All through there, I have worked for different company names but essentially the same company,” Lisa Reonegro Reonegro said. began her material She moved from customer service to office handling industry manager and then operations manager. career working in customer service for Now as managing director of Camso Distribution Green + Ross Tire Canada Inc. her team includes 53 employees at five Company. Eventually, locations between Ontario and Quebec. Reonegro’s division Reonegro said her advancement was aided by (Unitrac) became part working for people who allowed her to grow and get of Solideal and later involved in different areas of the business. She said she merged with Camoplast is seeing more women in the material handling industry to become Camso in in recent years, including supply chain, research, and 2015. development, management, and sales. “It’s come a long Camso bills itself way,” she said, of the growing awareness of the need as an international company focused on the design, for inclusion and diversity. manufacturing, and distribution of off-road tires, The COVID-19 pandemic has presented difficult wheels, rubber tracks, and undercarriage systems to circumstances, although Reonegro said the impact serve the material handling, construction, agricultural, has varied depending on the customer. The business and power sports industries. has always been focused on health and safety but she The company supplies its products to OEMs and said concerns regarding the coronavirus took these distributes its products in the replacement market considerations “to a whole other level.” through its global distribution network, according to Solideal’s On-Site Service was deemed essential, so the company website. some employees worked from home, those on location have their temperatures taken daily, employees began utilizing iPad’s in the field and wearing masks and face shields while on calls, and walk-in service calls included more safety protocols. “We’re not having any push back from customers,” Reonegro said. “It is a time where you see a lot of people coming together, that’s for sure.” Reonegro said she feels fortunate for the career opportunities she has had within the company, and the teams of professionals she has worked with. “There’s a lot of support and teamwork,” she said. As to women getting started on their own careers in the material handling industry, Reonegro advises learning as much as possible. “Women do bring a different skill set to the job. You don’t necessarily have to compete with your male counterparts or workers. There’s room for both,” she said.
Lisa Reonegro
Eileen Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 13 years. Email editorial@MHWmag.com or visit eileenmozinskischmidt.wordpress.com to contact Eileen. If your company would like to be featured, email editorial@MHWmag.com
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October 2020
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Aftermarket Dave Baiocchi
Glorified parts runners Last month, we spoke about the differences between equipment salespeople (ES), and customer service representatives (CSR’s). I explained that your equipment sales staff is akin to a group of hunters, that seek singular targets and specific results. CSR’s in contrast, look to establish and cultivate ongoing, longterm relationships with end-users. The customer’s connection to the dealership may have been initiated by the ES, but their most frequent touchpoint on an ongoing basis should be with the CSR (and your field service personnel). Done successfully, the CSR’s will establish themselves as an integral part of the dealership’s value proposition to the customer. Once established, and properly cared for, it will be difficult for your competitors to infiltrate these customers when it comes time for renewal. We hire CSR salespeople to represent our aftermarket department. I like to call them “customer care” representatives because their key role is the ongoing development of these highvalue relationships. The CSR should be the center point of our customer experience, and they should be the initial responder when customer interaction is needed. Many dealerships however fail to define the role of the CSR role or manage its activity and processes properly. What is the job of a CSR? What should a CSR spend their day doing? What does the dealership expect from a CSR? How does the CSR measure his own success? CSR highest and best purpose It’s harder to define the role and expectations for a CSR than it is for an ES. The ES is engaged in selling products that can be easily quantified. Customer service is much more fluid and dynamic. Because of this hard sales targets may be surrendered for the more nebulous goal of “keeping the customer happy”. When this happens, the activity of the CSR can devolve into a range of tasks that are neither productive nor profitable. In these dealerships, the CSR’s spends the majority of their day engaged in one of three tasks. 1.) Delivering parts to customers that service their own fleet of equipment 2.) Delivery (and possible review) of service invoices as well as mediating service department invoice disputes. 3.) Preparing and delivering quotes for suggested service found on PM’s These tasks may be necessary based on your policies, practices, and routines. They are not however the highest and best purpose for a CSR. This is what I feel should be the mission statement of every CSR: “To establish and maintain valuable partnerships with customers that manage expectations, and result in prudent and value-added management of their equipment fleet”. If the activity of the CSR is not supporting this mission statement, then we need to rethink their role. Their call planning, daily tasks, and customer interactions should all be supporting this value-centric partnership.
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Parts Delivery So, are your CSR’s doing that, or are they simply glorified parts delivery people? No doubt you have some customers that promise to buy parts from you because the CSR is willing to deliver them personally. Before we offer this service to the customer however, let’s do a little math. How much parts business are these customers actually giving you? What is the actual cost of making these deliveries? Are you getting ANY service billing in addition to the parts? If you take the time to drill down, many times you will find that these visits are not worth the investment of time, energy, and dollars. If all we are doing is showing up to delivery parts (which are routinely discounted) and the customer visit is not designed to actively pursue additional business, we may be wasting our most precious resource…. time. Let’s say a capable CSR is paid an average salary and commission $60,000. He visits a parts customer 40 miles away, twice a month, and delivers parts. It takes him 30 minutes to confirm the order, print and organize the paperwork, and box up parts from the parts department. He loads his truck and invests 40 minutes to drive to the customer location. He delivers those parts and spends 20 minutes in conversation with the customer. These conversations may be about service or technical items, but mostly it’s just idle chatter. Rarely are any other proposals offered. Accessories and allied products are normally not discussed. The CSR delivers the parts and makes some friends. End of story. The CSR invests 3 hours a month for this one customer doing a task that in every measure can only be described as “goodwill”. At a rate of $250 per day for the CSR, this is the cost to the dealership: 3 hours at $31.25 = $93.75 80 miles at 0.55 = $ 44.00 Net Cost = $137.75 At this rate, this CSR has to deliver $400 in parts every month just to break even. You could hire a private courier service for less money, and at least make a profit! At a minimum, hire a parts runner at minimum wage. The point I am trying to make here is that the “face time” a CSR has available in the field is valuable, and we routinely waste it doing valueless things. I don’t mind the occasional parts delivery, but ONLY if the trip to the customer site was to propose other products, programs, or value-driven services. Delivery of parts should be an adjunct function, not a primary task. Invoice Review Many customers, especially the ones with large fleets, want the CSR to print, collate, deliver, and review service invoices on a periodic basis. This can be a valuable visit. At least the face time dedicated to these visits is with a decision-maker. The problem with these visits is that many times the CSR is simply there to “explain the price”. The customer sifts through the invoices, and questions the CSR on the validity of the labor allowances and parts markups, and the CSR posts a defense of why
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Aftermarket continued these charges are appropriate. In these situations, the goal of the CSR is survival. The focus is to get out of there without cutting any discounts, or making any apologies. If this is what we are doing, we are missing an enormous opportunity. This encounter does not have to be adversarial. In fact, it should be exactly the opposite. The CSR should use these encounters to purposefully assist the customer in “managing the fleet”. The conversation should START with the CSR reviewing the hours, duty cycle, condition, and service history of all or a portion of the fleet. Conversations and suggestions should be pointed at the following objectives: • Which units are nearing the end of their economic life? • Which units need to come in for major service? • Which units can be rotated between departments to maximize utilization? • Provide a cost per hour analysis and forecast for each unit • Warranty review (and possible sale of extended warranties) To be sure, within the context of this broader discussion you can certainly include a review and defense of your individual invoices. The visit however now has a different purpose and a much more meaningful goal. This is actually what customers want from us. Our industry has evolved. Customers once engaged us to simply buy equipment. In the age of data, however, they no longer want us to simply sell machines. They want us to help them pay for it. They want our expertise in fleet management so that they can squeeze out every dollar of value they can get. Then they want us to help them develop a plan to replace the machinery before the costs rise to an unrecoverable level.
If the CSR crew is not providing that service, you will never own that customer. They will forever be a free agent, available to the lowest bidder. If however, we can leverage telematics data and service records and demonstrate to the customer how he can lower his costs with our help, we will deepen the relationship to the point that we actually insulate ourselves from our competition. Next month I will focus on CSR involvement in the service quotation process. I will also suggest some best practices that not only serve the mission statement but do so profitably. Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 37 years in the equipment business as a sales manager, aftermarket director, and dealer principal. Dave now consults with dealerships nationwide to establish and enhance best practices, especially in the area of aftermarket development and performance. E-mail editorial@mhwmag.com to contact Dave.
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Bottom Line Garry Bartecki
Status report, please Well, how is it going out there? You where you think you were going to be? Are customers still buying at your best guess rate considering COVID-19? Even though customers are still buying, how much longer can that go on considering shortages of parts and materials. Are you going to survive the PPP forgiveness test? Did you include the “forgiveness” in your income tax estimate for the current year? Remember you have one last chance to use the Bonus in 2020. And if you decide to purchase equipment towards that end, will it show up by December 31, 2020 to allow the deduction? How is your cash balance holding up? How about where you stand versus your ‘20 budget? Are you closely monitoring AR and the approval process for new customers? The latest news is the Fed will hold interest rates low until there is a clear indication of a 2% average increase in inflation which could take two years to get here. Does the bank still love you? Same question regarding your OEM’s and related finance companies. Time to review your bank loan and OEM agreements. On the positive side are you seeing any “opportunities “in terms of new lines, small undercapitalized service providers, poorly operated competitors, or add-on products or services to sell to customers?
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Are you pursuing technology to make you more efficient, easier to do business with, and at the same time inform customers of “deals” as well as required equipment repairs? Are you in touch with dealers within your network to share ideas and information to help survive this pandemic? If not, you should. Those Currie dealer groups work! And they will put you on a path to improve profits and company value. No matter how you answered any of the questions above every dealer or service provider needs to be cautious when it comes to keeping the company solvent, profitable, and valuable. Personally, I have been updating the budgets every 60 days or so and making department managers explain any pluses and minuses relative to the existing budget in place as well as their support for the adjusted budget going forward. At the same time, I am projecting out a cash balance for the end of each quarter using historical collection results and also taking into account all debt service currently on the books as well as any contemplated for the current quarter. I then extend this review to the end of the year or six months out whichever is longer. Obviously, the key to any budget or cash flow analysis is revenue projection. Needless to say, all departments need to provide reasonable budgets and have a plan to hit the quarterly results projected. Any indication that cash flow is slipping or actual results continuously below budget indicates that certain direct and overhead expenses need to be trimmed to align with revenues. And the longer you wait to make these adjustments the more likely you will not survive the recession. Calculate what it takes to replace $1 of cash flow because I assure you once you do you will never again hesitate to adjust costs in a timely fashion again. As far as I can tell prices are feeling the impact of COVID-19. THEY ARE ALL HIGHER! How will this impact your operating results or sales opportunities? Those fixed maintenance contracts will take a hit should parts and supplies increase in cost by 10% or so. Does it make sense to increase expenses for budget purposes? You can always try to pass on these cost increases at the risk of encouraging customers to shop the market. There is no doubt that dealers with a meaningful “systems” department have an advantage. There seems to be a new warehouse going up on every block where I travel. These systems need to be designed, a budget prepared for approval, financing obtained, employees trained and a maintenance contract agreed to. Since these systems are the bread and butter of efficient warehouse operation the dealers who control these systems have a stronger bond with the warehouse user. Much easier to sell additional products and services. The Bottom Line here is your operation needs constant management with a goal of maintaining positive cash flow. Attain this goal and the rest is downhill. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry
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Feature Story: Kevin Lawton
The New Warehouse podcast: What I learned from 100 podcasts The New Warehouse Podcast recently hit its 100th episode mark on August 17th just a year and a few months after its debut in March of 2019. If you did not know, I am the host and founder of The New Warehouse. I have had the pleasure of putting together these 100 episodes to help deliver some additional value to those in the logistics, distribution, transportation, and material handling world by having conversations with others from these industries. When I set out to do The New Warehouse it was because I wanted to learn more about the industry myself and if I could help a few other people along the way that would be great. Not only did I learn more about the industry, but I learned more about life and business as well. I learned how to structure and hold a conversation so that the other party is engaged. Having an everyday casual discussion is something that we typically do all the time with no prompt or set time to talk. When setting up a podcast there is a set amount of time to talk, there are talking points to be discussed prior and there is an overall subject to center the conversation around. When you are the host, there is also an obligation and responsibility to the audience to bring them information from the guest that you believe they want to hear. How do we learn from this and bring it to business? First, we look at a set time to talk. Having a set time to talk about something specific allows for everyone to be in the mindset of that conversation. This is incredibly important when you are going to be in a discussion where a decision needs to be made or critical information needs to be extracted to make a decision. Additionally, everyone needs to come to the conversation knowing what the goal of the conversation is. Reinforcing this distributing talking points or OHIO RACK by a meeting agenda helps to keep from going on tangents. We BUY & SELL people As the host, you need to drive Portable Stack Racks the conversation which means Flexible Packaging setting up the guest to talk to NEW & USED the points you have in mind 800-344-4164 and steer them back on track Fax 330-823-8136 when needed. You also need to Email: ohiorack@cannet.com recognize when to let someone www.ohiorack.com keep talking. 16
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Through the podcast, I have learned that you should always let someone keep talking. Interjecting too much and interrupting can throw them off their thought process and as you allow them to talk you are silently guiding them to the points you were looking for. By letting them continue and listening intently you are able to build on the conversation further. It also allows them to feel more comfortable as they continue to speak longer and get to talk about what they are interested in. I have been told multiple times that I am incredibly easy to talk to on the podcast but the truth is that I just let them talk without interrupting. This can put many individuals at ease because it may be something they are not used to. Being able to connect with so many different people in so little time has allowed me to see from multiple viewpoints and has opened my thinking on how I operate on a daily basis. There are a ton of takeaways you can get from listening to so many different experiences and stories. Whether you want to start a podcast or not I recommend connecting and talking to people about what they do regularly. You will be surprised at what you find out. Coming from an operations background in warehousing, I have also learned that applying some of my skill sets which I had originally thought to only be applicable in that environment to the podcast has proven effective. I have worked to standardize my process and delegate where needed. Much like managing in a warehouse, it has proven to help me focus on the bigger picture and create new opportunities for the podcast. With the help of my interns Eric, Rebecca, and Michelle I could have not made the podcast to what it is today and certainly not at the rate of which I am currently releasing episodes. Building a team and trusting them to do what they are good at has been a great experience and helped me to grow as a leader in my other work arenas as well. The podcast is my passion and I’m happy to share it with you. Now here’s to 100 more!
For more The New Warehouse Podcasts go to
www.MHWmag.com
Feature Story continued If you are interested in finding out more information about The New Warehouse Podcast search for us on your favorite podcast platform or head to TheNewWarehouse.com. Kevin Lawton is the founder of The New Warehouse and has been working in the distribution and logistics industry since 2012. In April 2020, Material Handling Wholesaler and The New Warehouse created a partnership to bring industry podcasts twice weekly including a monthly podcast from Material Handling Wholesaler Cover Story authors and industry professionals in the monthly article.
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October 2020
17
Sales Trends Jeffrey Gitomer
The Isolation Process, A powerful path to more sales Psst — hey — c’mere! I’ve got a secret to tell you…Sometimes prospects will stall you, sometimes they will lie to you, sometimes they won’t tell you the real reason why they won’t purchase. When a prospect gives you some lame excuse (stall) about why they won’t buy now, he’s really saying, “not yet.” There are two basic types of stalls: People stalls and Thing stalls. Thing stalls are when prospects say — I’m too busy now, your price is too high, I have too many other obligations. Frustrating, isn’t it? Want to make the stall go away? Simple. Here’s the strategy: Isolate the stall or objection as to the only obstacle, and then eliminate it from the situation by asking, “what if it was gone, or was not the situation…would you buy?” Isolating and eliminating creates a new situation AND a possible sale. You repeat the stall back to the prospect and then take it away. For example — you say, “I understand, Mr. Johnson. So, what you’re telling me is if it wasn’t the fact that you were too busy, this would be a perfect opportunity for you, is that correct? (get the commitment). (then double qualify) In other words, if you had the time, you would get involved? (then say) Well let’s look at the situation closer, you say you have no time, but you also said that you’re not earning all the money you need. Maybe there’s a way to use this opportunity to buy back some of your time with increased earnings.” Another example — The prospect says, “I don’t have the money.” You say, “If you had the money, would you buy it?” The best way to handle a stall or objection is to take it away and consider new options or solutions. You say…If it wasn’t for…then insert the stall — price, the timing of workload, other obligations — would you buy it? People stalls are worse. Does this sound familiar? Sounds good Jeffrey, but I have to talk this over with my wife, husband, boss, accountant, lawyer, the executive committee, the home office, my cat whiskers, my two-year-old son, or my girlfriend. People not being able to decide on their own — Don’t you hate that? 18
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Well, here’s how to overcome it. First, isolate the person to a decision that does not include the others. “Bill, if it was only you…what would you decide?” This gives you a chance to find out how they really feel (will they support you). Second, double qualify the commitment. Ask – “Is there anything you would change or object to if it was only you?” Third, secure the prospect’s support when he meets with the third party. “Bill, when you go to the others, will you support the purchase?” And fourth, find other ways to get a decision now. Suggest alternatives that might get Bill to act now without risk. “Bill, since you’re in favor, and we only need your spouse’s approval, how about if we fill out the paperwork — give it to me so you can be in before the end of the month, and when your spouse says OK, we’ll be ready to go (and if your spouse says no, we’ll tear up the papers — no obligation.)” Hard to say no to that. One of the most interesting things about objections is that even though they continue to recur, they continue to stymie or dumbfound salespeople. I don’t get it. You put your hand on the stove once, you get burned, you don’t do it again. You learn the lesson. Salespeople continue to get burned. If you think about it for any length of time, it’s kind of silly. The isolation process is a powerful way of getting to the truth, finding out the real objection, AND in about 30% of the cases actually making the sale. But it’s only one of an arsenal of weapons available to salespeople for stalls and objections. You can prevent them by covering them in your presentation, or you can at least prepare “best responses” for the ones that happen all the time. Most of the time an objection is actually a buying signal. They’re saying, “I’m interested, but you haven’t sold me yet. And the sale is always made. Either you sell them on yes, or they sell you on no. 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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October 2020
19
20th Annual Salute to Women
Lauren Zak
Morgan Kurtz
Director of Account Development
Operations Manager
Concept Services, Ltd. A B2B sales development and marketing agency specializing in the material handling industry. Lauren started her material handling career as a Business Development Manager and quickly gained a strong grasp and understanding of the market and its challenges. Today, Lauren is an active MHEDA member and responsible for building business development strategies for her clients.
Elise Hardy Regional Vice President of Sales
First Financial Equipment Leasing I provide customized equipment financing solutions for end user customers, manufacturers, and integrators. We finance a wide array of Material Handling & Automation projects across the US, Canada, & Mexico. I am so passionate about this industry and how far it's come in the last 10 years that I've been a part of it. I am truly blessed to call it my home and look forward to many more years to come!
Michelle Butler Midwest Branch Manager
Flight Systems Industrial Products Michelle Butler joined Flight Systems Industrial Products in December 2008 as a Customer Service Representative. In 2014, she was promoted to the Sales team as a Sales Admin and then moved up to the role of Sales Specialist and Xtender Sales. In August of 2019, Michelle relocated from Pennsylvania to Illinois to become the Branch Manager for our Midwest office in Addison. Her knowledge of our products and customer base has helped her succeed in managing this location and making sure our customers receive the best service possible.
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Flight Systems Industrial Products Morgan Kurtz joined the Flight Systems Industrial Products team as a Sales Associate in May of 2013. Since then she has held roles in product development, customer service management, tech support management, and training development. In July of 2019, Morgan took on the role of Operations Manager. Her knowledge of our customers, processes and products helps her to excel in managing the manufacturing, remanufacturing, shipping and warehousing teams to meet our customers’ expectations.
Samantha Melhorn Marketing & Products Manager
Flight Systems Industrial Products As one of the newest members of the FSIP team, Samantha Melhorn has held the position of Marketing and Products Manager since July of 2020. With over 10 years of experience in manufacturing, marketing and product development, Samantha supports the growth of FSIP’s brand, product offering, and new business development. Her fantastic team supports the success of all departments with its marketing and product expertise.
Elizabeth Nickey Sales Support Manager
Flight Systems Industrial Products. Elizabeth joined FSIP in 2010 as a customer service representative. She now manages the Sales Support team. Her primary focus is making sure that FSIP customers get superior service. She leads an awesome team that supports customers with orders, quotes and technical information related to our products and services offered.
Wanda Belisle
VP Branch Manager, El Paso
Billing Coordinator
FMH Material Handling Solutions Inc. Over 41 years in the Material Handling industry, all working at FMH Material Handling Solutions. She started working in accounting and moved up to the Rental and Used Equipment Manager, to becoming a Vice President, General Manager of the El Paso branch. She credits her success to her excellent management team. She says her longevity is attributed to giving and earning respect from co-workers and customers.
Haley Alonzo Vice President of Operations
G&L Industrial Inc./ Union Machinery She has been employed with them for 15 years. Haley is passionate about this business and really enjoys working with the employees and customers. She loves learning new things and working with the service technicians to make the company into a better work environment. Haley served eight years in the United States Army, served in Iraqi Freedom and completed a basic leadership course.
Jessica Farrell
G&L Industrial Inc./ Union Machinery After college, I knew I wanted to get into sales. I knew nothing of the material handling industry, but I am so glad I found it! I work for a great company with great people. I love what I do, and I love learning new things from all of our unique customers. After 14 years, I am transitioning into ownership. I cannot wait to continue to learn and grow the business into the future.
Toyota Material Handling Northern California Industry Start Year: 2017 TMHNC Journey: Wanda joined TMHNC in 2017 as a Service billing specialist and soon made the transition into Rental billing. Her ability to adapt quickly and high level of accuracy made her a perfect candidate to take on special projects. She enjoys the variety, a company that embraces a family culture and she says her co-workers aren’t so bad, either.
Agnes Cabrera Equipment Leasing Specialist
Toyota Material Handling Northern California Industry Start Year: 1989 TMHNC JOURNEY: Agnes joined TMHNC in 2000 as the Sales Administrative Supervisor, then transitioned to become the Equipment Leasing Specialist in 2010. She enjoys the constant collaboration among her TMH team, to provide solutions for customers and contribute to the growth and success of the dealership.
Merrie Clement Service Advisor
Toyota Material Handling Northern California Industry Start Year: 2018 TMHNC JOURNEY: Merrie supports our South territory and our West Sacramento shop. She is relentless when it comes to quote follow up, her open and completed work in progress, and managing her territory. She is most proud of working with her customers and team with good communication and follow though. What Merrie enjoys most about TMHNC, is that our Branch is one big happy family!
www.MHWmag.com
20th Annual Salute to Women
Nadine Vera
October 2020
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20th Annual Salute to Women
Qiana Cervantes
Sara Duran
Fleet Insights Coordinator
Executive/Human Resources Assistant
Toyota Material Handling Northern California Industry Start Year: 2016 TMHNC JOURNEY: Qiana joined TMHNC in 2016 as a Service Billing Specialist and is now a Fleet Insights Coordinator. The one thing she appreciates the most is the support given to her throughout her journey at TMHNC. This has allowed her to effectively work across all departments, and more importantly gave her the ability to work directly with our technicians and service team to affect processes improvement.
Toyota Material Handling Northern California Industry Start Year: 2017 TMHNC JOURNEY: Sara joined TMHNC in 2017, bringing many years of administrative experience. Sara is proud to be part of the TMHNC family and loves working with every associate daily!
Dani Foster Service Advisor
Toyota Material Handling Northern California Material Handling Advisor Industry Start Year: 2014 Toyota Material Handling TMHNC JOURNEY: Northern California Dani joined TMHNC in Industry Start Year: 2015 2018 and quickly moved TMHNC JOURNEY: from being a Dispatcher to Leticia joined TMHNC Dispatch Lead. Currently in February 2019. Leticia she assists with training and says the diversity of her serves as a mentor for newly hired associates. Dani daily activities is what she loves the family atmosphere we share at TMHNC loves most about her job. and the fact that we have the direct communication No day is like any other! She loves providing and support of the Andres family. Dani especially professional material handling advice for a variety of enjoys helping and building relationships with our industries, each one with different challenges. She customers. especially loves to witness the process of a new idea transforming business for her customers!
Leticia Connors
Christen DeKlavon Sales Coordinator
Toyota Material Handling Northern California Industry Start Year: 2014 TMHNC JOURNEY: Christen started as a TMHNC Sales Coordinator in 2014, and finds the fast pace aspects of sales coordination to be exciting and rewarding. She said “it’s like being a juggler and you have to make sure you don’t drop any balls – if it gets too much though, there is always an awesome team member ready to help catch that ball!”
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Cynthia Garay
Accounts Payable Manager
Toyota Material Handling Northern California Industry Start Year: 2019 TMHNC JOURNEY: Cynthia joined TMHNC in 2019 and began making process improvements, programming Excel spreadsheets, creating databases and pivot tables. Her passion for finance has been fully immersed in this role, and she loves being a part of an industry that enables essential businesses to succeed.
Jamie Harrison
Logistics/Facilities Manager
Product Support Representative
Toyota Material Handling Northern California Industry Start Year: 1988 TMHNC JOURNEY: Teddy joined TMHNC in 1998 as the rental coordinator, and managed the department from 20002017. She then moved to her current position. Teddy enjoys taking care of our customers and team members. She is most proud of her work to streamline processes to be more efficient, in order to meet the daily tasks and company goals. We are a family at TMHNC.
Michelle Gomez Director of Human Resources
Toyota Material Handling Northern California Industry Start Year: 2019 TMHNC JOURNEY: Michelle was an HR and business leader at Ghirardelli and AT&T before joining TMHNC. She brought "big business organization and strategy" to our relatively small and rapidly growing business. We now have an employee review and recognition program, and a revised candidate experience process, both rooted in our core values. Michelle also serves as a great coach for TMH’s Leadership Team.
Karen Goodman Accounts Receivable Manager
Toyota Material Handling Northern California Industry Start Year: 2008 TMHNC JOURNEY: Karen joined TMH’s accounting department in 2017. She enjoys supporting TMHNC’s customers and being a part of a “work family” that represents transparency, communication and accountability.
Toyota Material Handling Northern California Industry Start Year: 2011 TMHNC JOURNEY: Jamie joined TMHNC in 2011 as a Product Support Rep and continues to support her customers by building loyal, long-term business relationships, and providing efficient and cost-effective solutions. With her main focus on the prestigious wine industry of Napa and Sonoma counties, Jamie year after year has received several sales accolades, including the coveted PSR of the year award in 2016.
Jaylyn Hernandez Fleet Insights Coordinator
Toyota Material Handling Northern California Industry Start Year: 2019 TMHNC JOURNEY: Jaylyn joined our Industry coordinating both fleet and operator training. Jaylyn quickly excelled and became the sole coordinator for our Fleet Department. She handles all sales contracts, support, equipment tracking and reporting. She appreciates having a team that is understanding, communicates, collaborates, and has her back, the same way she has theirs.
Siennah Lutusuesue Receptionist / Office Assistant
Toyota Material Handling Northern California Industry Start Year: 2019 TMHNC JOURNEY: Siennah joined TMHNC in 2019. Siennah is new to this industry but is proud to have taken her first steps into it with TMHNC. Being able to call her team “family” is what brings it home for her. Her proudest accomplishment is being recognized for achieving the company’s quarterly CSP goals.
www.MHWmag.com
20th Annual Salute to Women
Teddy Ghaston
October 2020
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20th Annual Salute to Women
Cheryl Nolido
Mary Poe
AR Specialist
Sales Coordinator
Toyota Material Handling Toyota Material Handling Northern California Northern California Industry Start Year: 2020 Industry Start Year: 2001 TMHNC JOURNEY: TMHNC JOURNEY: Cheryl joined TMHNC Mary came to TMHNC in January 2020. She feels in 2001 for a Sales Admin great accomplishment when position. Over the years, a customer pays and when Mary has had her hand she is able to tackle multiple in all aspects of Sales tasks while finishing before the deadline. She is Administration and Sales Coordination including thankful to have a great team at TMHNC, who Brokerage, Used Dept. Inventory, Demos and appreciates hard work and dedication. New Toyota Forklifts. TMHNC gives her a wide variety of tasks that she gladly takes on, since Mary Mary Oliver-Iglesias really enjoys working for TMHNC. PSR
Toyota Material Handling Northern California Industry Start Year: 2015 TMHNC JOURNEY: Mary joined TMHNC in 2018 and has been a top performer ever since, earning PSR of the year for 2019. Mary loves the opportunity to provide innovative solutions and to help customers meet their goals. She is very proud to work for TMHNC, especially in 2020 as we help essential businesses provide the food and medical supplies to meet the public needs. It’s very rewarding.
Alyssa Perkins Rental Coordinator
Toyota Material Handling Northern California Industry Start Year: 2016 TMHNC JOURNEY: Alyssa joined TMHNC in July of 2016 and quickly learned the forklift industry. She’s contributed to several facets of the business but she’s most rewarded by other’s value of her knowledge and expertise. Alyssa has supported her branch and department through her training and process development. Her strong relationships with customers, colleagues, and vendors are a source of professional pride. She aspires to grow her skills as a prominent TMHNC contributor.
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Kathleen Ramos Sales Coordinator
Toyota Material Handling Northern California Industry Start Year: 2020 TMHNC JOURNEY: Kathleen Ramos is a new addition to the TMHNC Team, just as of February 2020. Since joining the Used Department, she has grown to fully appreciate the dynamic and fastpaced environment of this industry. Kathleen is excited to continue her professional career path with TMHNC, where excellence and teamwork is highly valued.
Carol Salomon HR Manager
Toyota Material Handling Northern California Industry Start Year: 2012 TMHNC JOURNEY: Carol joined TMHNC in 2012. She began her HR career in 1994 working for a manufacturing company. She says that “being part of TMHNC feels like family, where people are encouraged to be their best every day, and have fun while doing it!” Carol is currently very excited about the new company onboarding program she is helping to build in 2020.
Marie Stellman
Parts Specialist
Leasing Specialist
Toyota Material Handling Northern California Industry Start Year: 2018 TMHNC JOURNEY: Amber joined us a few years ago and brought quite a bit of knowledge and experience with her. She is the key person behind most of our service quotes and handles our back order reports. Amber’s persistence and determination are key to the success of the team.
Theresa Sixtos Service Assurance Specialist
Toyota Material Handling Northern California Industry Start Year: 2018 TMHNC JOURNEY: From day one, Theresa began utilizing her 20 plus years of dispatching expertise to improve our customers experience. With a strong focus on coordinating with customers and technicians, Theresa has met or exceeded our PM completion goals on a regular basis. Theresa enjoys TMHNC due to the strong culture. A positive, fun atmosphere that always has an emphasis on communication and teamwork.
Tina Sutedja Database Manager
Toyota Material Handling Northern California Industry Start Year: 1990 TMHNC JOURNEY: Tina joined TMHNC in 1990. She started to work in the accounting department which enabled her to learn more about the company legacy system. There is nothing more rewarding to help the team achieve the company's goal by providing a solution. She’s enjoyed being a part of the TMHNC family for the last 30 years.
Toyota Material Handling Northern California Industry Start Year: 2016 TMHNC JOURNEY: Marie joined TMHNC in 2016 coming from the road machinery industry. She enjoys being able to support customers in all the varied industries that keep the US economy moving forward, while working at a company that supports its employees in their career development.
Jenny Stiefel Sales Administration Supervisor
Toyota Material Handling Northern California Industry Start Year: 1989 TMHNC JOURNEY: Jenny joined TMHNC in 1989. She started as a receptionist and quickly moved into the Sales Department handling all Sales and Customer Service quotes. Within a few years she became a Sales Coordinator where she began learning what she loves to do even to this day. Being a TMHNC team member is like being part of an awesome family!
Laura Topete
Rental and Used Equipment Assistant Manager
Toyota Material Handling Northern California Industry Start Year: 2000 TMHNC JOURNEY: Laura joined TMHNC in 2016 with vast industry knowledge and experience. She takes great pride in the relationships built with her customers, vendors, industry partners, and the sales teams alike. Her ability to manage many priorities and projects simultaneously, her tenacity and work ethic, resourcefulness and expertise are just a few of the traits that endear her to those she supports.
www.MHWmag.com
20th Annual Salute to Women
Amber Scott
October 2020
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20th Annual Salute to Women
Rochelle Woolaver
Jennifer White
Service Assurance Specialist
Sales and Business Development Manager
Toyota Material Handling Northern California Industry Start Year: 2012 TMHNC JOURNEY: Rochelle wears many hats here at TMH. Her main role is a Service Assurance Specialist but she also helps out in the warranty department and enters Planned Maintenance units into our systems for the entire company. She also has past TMH experience with service dispatch and Planned Maintenance coordination.
Amber Zagar Service Advisor
Toyota Material Handling Northern California Industry Start Year: 2001 TMHNC JOURNEY: Amber has been with TMH for over 15 years and has had many roles from Rental Coordinator, service dispatch, service writer and most recently Service Advisor for the West Team. Her vast company knowledge makes her a “go to” person for help in all aspects of the company.
Jeannette Robinson International Sales Director
TVH She expertly manages a team of people who support product, logistics and customers in Mexico, Brazil and across Latin America. Focusing on the customer experience, Jeannette and her team assure we have the right products and services to meet our customers’ expectations from the USA to Argentina and all points in between. Throughout her career, Jeannette has been a leader not only at TVH but also in the industry.
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TVH Jennifer White has been with TVH for over 20 years and is currently the Sales and Business Development Manager for the Industrial Parts and Accessories sales division. Throughout her career, she has distinguished herself for her excellent customer service skills and enjoys building close, personal relationships with TVH’s customers. Jennifer is also very passionate about the people of TVH. She is actively involved in several employeefocused programs and initiatives that focus on creating an amazing company culture.
Shira Weissman COO
Rabin Worldwide Shira Weissman is the COO of Rabin Worldwide, overseeing the legal and business affairs and managing the dayto-day operations of the company. She is admitted to practice law in California and Illinois. Shira is involved in the acquisition of industrial projects, including notable material handling sales for clients such as Kroger, Safeway, and Alan Ritchey Inc. Shira is focused on bringing Rabin’s services forward to clients looking to monetize surplus equipment or entire facilities.
Reva Bily President
West Point Rack As president, Reva is involved in every aspect of West Point Rack, including configuring and pricing quotes, purchasing steel and, as she puts it, “doing whatever it takes to get the job done.” Her primary goal is “to support our dealers, satisfy their customers, earn trust and be the vendor of choice for rack products and racking systems.”
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October 2020
27
Nuts & Bolts
Acquisitions, expansions & other business news
Tri-Boro’s Fred DeMaio, Jr. passes at age 84
Fox Robotics raises $9M for self-driving forklifts
Frederick (Fred) DeMaio, Jr., 84 of Dillwyn, VA peacefully passed away surrounded by his family on August 27, 2020. Fred was born and raised in Brooklyn, NY. After graduating high school, Fred served his country honorably in the US Army. He was appointed to the New York City Police Department in 1956. Fred served with distinction and valor and was awarded several meritorious commendations. Upon his retirement from the NYPD, Fred embarked on a 47-year business career as owner and Chairman of the Board of Triboro Shelving and Partition Corporation and Triboro Rack and Storage Products located in New York City and Farmville, VA. In addition to the shelving business, Fred was an avid farmer and an active member of the Buckingham Cattlemen’s Association. www.triboroshelving.com
Austin-based Fox Robotics is announcing the close of a $9 million Series A led by Menlo Ventures. Fox makes self-driving forklifts that are more flexible, more capable, and safer than current AGV’s. Fox’s forklifts can tackle challenging tasks that no other automation can handle, such as unloading trailers without modifying the warehouse environment. Fox’s forklifts can be installed and running in a new warehouse in less than a day, compared to the weeks or months that typical AGV’s take for integration. www.foxrobotics.com
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October 2020
29
Nuts & Bolts
Acquisitions, expansions & other business news
Port of Long Beach posts biggest month ever July marked the busiest month in the 109year history of the Port of Long Beach as terminal operators and dockworkers moved 753,081 cargo container units, topping a record set two years ago.Trade increased by 21.1% in July compared to the same month in 2019. The previous single-month record of 752,188 twentyfoot-equivalent units (TEUs), set in June 2018, was surpassed by nearly 900 TEUs. www.polb.com
H&E opens new branch in McKinney, Texas H&E Equipment Services Inc. (H&E) announces the opening of a new branch in McKinney, TX, serving the region northeast of the Dallas-Fort Worth metropolitan area. The 16,650-square-foot facility sits on 4.45 acres with a fully fenced yard area, offices, parts warehouse, and a repair shop with four service bays. It is capable of servicing a variety of construction and general industrial equipment and joins other nearby H&E facilities in Dallas, Fort Worth, and Mesquite, TX, in serving the region. www.he-equipment.com
Motion Industries announces acquisition of Motion Control/ Automation Company Motion Industries, Inc., has announced that it has completed the acquisition of Applied Machine and Motion Control, Inc. (AMMC), a Kentuckybased supplier of motion control and automation products and services. The transaction closed with an effective date of September 1, 2020. Mi Automation Solutions Group offerings to customers include control 30
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October 2020
panels, conveyors, machine vision, motion control, network connectivity, pneumatics, robotics, aluminum extrusion, sensing I/O, and other automation-related solutions. www.motionindustries.com
PTDA 2020 Industry Summit goes virtual Registration is now open for the PTDA Virtual Industry Summit to be held on October 21-23, 2020. The Virtual Industry Summit will provide high-quality networking and education experience PTDA members have come to expect at the live event. In addition, this year, the Virtual Industry Summit is open to distributors and manufacturers in the power transmission/motion control industry that have not yet committed to PTDA membership. www.ptda.org
DHL Supply Chain announces 100% paid Maternity Leave for all U.S. Associates DHL Supply Chain has announced it will offer 100% paid maternity leave to all female associates in the United States. This policy update is the latest development to support the company’s broader commitment to attract, retain, and advance women throughout the organization. Effective January 1, 2021, this policy will provide birthing mothers with an extended maternity disability leave of 12 weeks at 100% of pay beginning at the time of birth. Adoptive parents will also receive 100% of their pay for up to 12 weeks. www.dhl.com
More Nuts & Bolts at www.MHWmag.com.
QUALITY MATTERS
When “Close Enough” Isn't Good Enough...
QUALITY. PRECISION. PERFORMANCE.
At MVP, we pride ourselves on providing outstanding quality, drop-in replacement parts. We don’t use phrases like “close enough” or “will fit.” Our staff scrutinizes over parts before we add them, making sure that we can be proud to put our name on each one. The extra investment and commitment to quality means your customers will get a part that will fit and perform just as the original did -- making you look like the expert! For over 20 years, equipment dealers and service centers have trusted MVP with their business. You, too, can count on MVP’s PROVEN, quality and performance to make your customers happier and your job easier!
At MVP, You’re the Most Valuable Person!
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October 2020
31
Shifting Gears
Industry personnel and organization news
Diversified Product Development breaks ground on new headquarters Diversified Product Development, marketer of the LineWise™, LiftWise™, and DesignWise™ brands, has broken ground on a new headquarters and production facility in Waco, Texas. The 60,000-square-foot building, which is scheduled for completion in January 2021, will replace the company’s current facility in Waco. Diversified’s LineWise division designs, engineers and manufactures a full line of utility products, including line lifters, insulated work platforms, phase lifters, transmission temporary conductor supports, and more. www.diversifiedproduct.com
Superior Tire announces Leif Svenson as the 2020 Golden Leif Dealer Partner Award winner Superior Tire announces Leif Svenson as the 2020 Golden Leif Dealer Partner Award Winner. The Golden Leif Award is focused on excellence and setting the standard in product development and is presented only upon merit. This year not only is Leif Svenson, the recipient of the award, he is also the inspiration for the award name. “Field trials are a critical step in product development, as is knowledgeable and quantifiable feedback from the trial. Leif Svenson’s involvement went beyond noting truck hours at different points in the trial. Leif made design enhancement suggestions backed by rock-solid common sense and data.” said Bill LeMeur, Executive Vice President at Superior Tire. “When we considered a name for the award we quickly transitioned from ‘Golden Leaf’ to ‘Golden Leif’ because of Leif’s level of interest, expertise and thoroughness went so far beyond anything we’ve experienced. Naming the award after him just seemed natural.” www.superiortire.com
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October 2020
TVH introduces new International Sales Leadership team
TVH in the Americas (TVH), has introduced a new International Sales Leadership Team. Jeannette Robinson, International Sales Director since January 2020, began her career at TVH in 2001, and since then has held positions in Finance, Sales and launched the Marketing Department in 2007. In her most recent 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. Martin Fajardo has been promoted to Business Development Manager. Martin has been a respected member of the International Sales Team since 2005. He first joined the team as an International Sales Representative and developed key relationships with customers across Latin America. Additionally, Erika Fitzgerald has been promoted to Inside Sales Supervisor. Erika has been a valuable member of the TVH International Sales Department for over eight years. She started her career as a Customer Service Representative and was responsible for supporting our customers in Colombia and Venezuela. www.TVH.com
Morbark announces leadership change Morbark, LLC, has announced the appointment of Bradley (Brad) Boehler as the successor to current Vice President of Alamo Group’s Forestry and Tree Care Business Unit and President of Morbark Holdings, Dave Herr, effective August 24, 2020. Herr joined Morbark initially as a board director and then as its CEO in October 2016. He successfully led the Company through a period of intense growth, operational improvement, acquisition, and integration of complementary businesses, including Rayco Manufacturing, LLC, and Denis Cimaf, Inc., and finally, the transfer of ownership to Alamo Group in 2019. www.morbark.com
Host and Founder of The New Warehouse Kevin Lawton interviews material handling, distribution, and logistics leaders who are doing new and innovative changes in their business. You can hear the current and past podcasts by going to www.MHWmag.com. If your company would like to be interviewed or if you know of someone we should interview, call Material Handling Wholesaler or email editorial@MHWmag.com. To advertise in this new exciting feature, contact Alva or Dean at 877 638-6190
www.MHWmag.com
October 2020
33
Shifting Gears
Industry personnel and organization news
MHI cancels 2020 Annual Conference and creates a digital event for its members
Preferred Material Handling appointed Oklahoma dealer by LiuGong North America Forklifts
MHI has decided to cancel its 2020 annual Conference in Florida and replace it with a new digital event for its membership. “Due to the pandemic, it is with a heavy heart that for the first time in our 75-year history, we have made the decision to cancel our 2020 Annual Conference that was to be held in Orlando, Florida the week of October 12th.” said Geroge Prest CEO of MHI. “ What we are going to do is deliver member value through a digital event that includes two keynotes, a Transformation Age Roundmap 3.0 panel, and all industry group and community meetings.” www.mhi.org
LiuGong North America (LiuGong NA) announced that Preferred Material Handling is now representing their material-handling equipment in Oklahoma. Preferred Material Handling, Inc., of Oklahoma City, Okla., serves customers in their state with a full range of material handling equipment, which now includes LiuGong forklifts. Keith Matthews, General Manager, Operations, said that honesty, loyalty, and respect for their customers and employees are the qualities that set their company apart. www.liugongna.com
The Original Skid Lift The Thork-Lift When We Brought The Thork-Lift to the US in 1987 We Redefined the Material Handling Industry • Ergonomic Working Height for Your Workforce • Multiple Fork Widths and Lengths Available • 60” and 79” Fork Lengths are Standard Options • Available in Manual and Electric • Capacity 3,300 lbs • Quick Ship Item
Tel. (888) 345 1270 Email: sales@interthor.com www.interthor.com l
halfpage_Material_Handling_Wholesaler.indd 1
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October 2020
24-05-2018 09:45:28
By adding the properly sized model of Hydra Smooth helps to:
Reduce maintenance down time Cut expenses thanks to longer part life Prevent operator fatigue Cushion products as they are moved (less loss from damage)
Works on all forktrucks, pallet jacks, container handlers, pallet stackers, order pickers, very narrow aisle trucks and electric trucks.
Protect:
rial e t a M r u o Y & , r o t ur Opera o Y , t n e m t s e v In r u Yo Here’s proof : Reduces wear and tear on equipment and operators!
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www.MHWmag.com
October 2020
35
New Products
See more new products online at www.MHWmag.com
RAVAS Europe announces cooperation with Bolzoni Group
RAVAS Europe introduces the Bolzoni Group, one of the leaders in forklift attachments and forks business as a new partner for the worldwide distribution of the RAVAS iForks-32, top of the range in forklift truck scales, through the Bolzoni sales organization. Frank van Rijnsoever, Sales & Marketing Director of RAVAS, is excited about reaching an agreement with the Bolzoni Group: “We see a huge market for our iForks. For us, Bolzoni will be a valuable addition to the existing distribution channels worldwide. We aim to operate more efficiently and to further develop the global market for mobile weighing applications.” www.ravas.com
Multi-Conveyor creates incline sliderbed trough conveyor Multi-Conveyor just recently built a stainless steel constructed cleated incline trough-style belt conveyor designed to transport product waste to a customer supplied hopper. The 24-inchwide belts feature two-inch-high flights every eight inches that capture and incline the debris up to 50” on the incline. The product releases through a series of discharge chutes - one initial chute and a requested secondary chute. Facilitating expedient, operator safe handling of product waste was key to this project, however, the cleated incline conveyor design is used in many industries for a variety of applications. www.multi-conveyor.com
Hyster pushes Integrated Lithium-ion Power New Toyota IC and Electric Forklift forward with higher capacity lift truck option empowers productivity Hyster Company introduces the new Hyster J155-190XNL series, the industry’s first sit-down counterbalanced lift truck with factory-integrated 350-volt lithium-ion power in the 15,500 to the 19,000-pound capacity range. The J155-170XNSL, J175XNL36, and J190XNL provide a zero-emission alternative for heavy-duty, higher-capacity applications both indoors and out, avoiding the need to operate extra lift trucks only for certain environments. The high-voltage lithium-ion battery paired with efficient, high-power electric motors delivers performance comparable to an ICE, and maintains efficient, consistent power delivery throughout the full battery charge. www.hyster.com
Toyota Material Handling (TMH) recently introduced the Toyota EZ Control Joystick, the company’s latest innovation designed to reduce operator fatigue and optimize productivity. The number one forklift manufacturer in North America now offers this ergonomic option on all Core IC, Mid IC, Large IC, Core Electric, and 3-Wheel Electric forklifts. Toyota’s EZ Control Joystick offers forklift operators a convenient way to operate their equipment and approach even the most difficult material handling challenges with precision and ease. www.toyotaforklift.com
For more New Products go to
www.MHWmag.com
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October 2020
** FORKLIFTS WANTED ** We Will Buy Quantities! Call Us With Details - We Want Your Surplus Stock 2014 TOYOTA 8FBCU25
2014 TOYOTA 8BNCU18
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2015 TOYOTA 8FGCU25
2009 TOYOTA 8FGU25
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Available Used Equipment – More in Stock, Call Omar For Listing AERIAL EQUIPMENT
2012 Toyota 8FGU15, 3,000 lbs., LP, 189” Mast, Sideshifter
2006 Genie S40, 500 lbs., Diesel
1997 Toyota 6FG25, 5,000 lbs., Gas, 132” Mast
2007 Genie Z45/25, 500 lbs., Diesel, 45’
2007 Toyota 7BRU23, 4,500 lbs., 36V, 270” Mast, Sideshifter (4 in stock)
ROUGH TERRAIN
2010 Toyota 8BRU23, 4,500 lbs., 36V, 270” Mast, Sideshifter (4 in stock)
2012 JCB 940, 8,000 lbs., Diesel
Printed in the U.S.A. ©2020 The Ousset Agency, Inc. wo#6380
FORKLIFTS & NARROW AISLE EQUIPMENT
866.506.2200 oshai@shoppas.com ShoppasMaterialHandling.com
www.MHWmag.com
October 2020
37
New Products
See more new products online at www.MHWmag.com
The Excalibur Forklift Service Lift
Magni launches 167-foot telehandler
In 1993 Handling Specialty acquired the manufacturing rights to the Forklift Service platform called Excalibur. This unit has been a very popular option for warehouses and factories that employ a number of forklifts. The ability to service and maintain your fleet of fork trucks is an invaluable resource when running an efficient operation. The Excalibur reduces downtime by creating a space dedicated to maintaining and repairing your forklifts. Any business running a single or substantial number of forklifts knows that each one is a valuable asset to their day to day operations and when one fails the results can be catastrophic. www.handling.com
Magni Telescopic Handlers debuted the world’s largest rotating telehandler during ConExpo 2020. The RTH 6.51 has a maximum lifting height of 167 feet, 4 inches, and a maximum forward reach of 113 feet, 2 inches. The maximum lifting capacity is 13,200 pounds. The telehandler features a number of technological advancements, including two attachment modes: strength mode M2 and stability mode M1. M2 allows the heaviest loads to be lifted but with a limited extension while M1 allows for greater extension with limited load weights. www.magnith.com
Optical Safety Surround System engineered exclusively for forklifts Panacea Aftermarket Co., a supplier of forklift parts and safety accessories and the exclusive dealer of BEAST SAFETY PRODUCTS, is pleased to introduce the BOSS: BEAST OPTICAL SAFETY SURROUND. This innovative product expands on the company’s popular blue forklift light by significantly increasing the visible warning area both around and in front of the forklift, not just the rear. The Beast Optical Surround System incorporates the latest technology available in industrial LED safety lighting and advanced optics. www.paco1.com
Yale launches new solution for transport of flat-pack and odd-shaped items To streamline the otherwise time-consuming and labor-intensive process of manually loading and unloading flat-pack and oddshaped items, Yale Materials Handling Corporation introduces a new solution – the Yale MTR007-F Heavyweight Handler™. The Heavyweight Handler uses floor-level base support to slide under items and a tall, tilting load backrest to support them during transport. Engineered to handle bulky, cumbersome items like furniture and household appliances, the Heavyweight Handler offers simple operation and enables operators to secure and maneuver even wedged or unbalanced product without manual intervention. www.yale.com
For more New Products go to
www.MHWmag.com
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October 2020
Largest online market for used forklifts, attachments and work platforms with 99,248 offers.
Bendi B40 IC 7 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875
2005 Hyster E50Z 1 Alta Equipment Company Livonia, MI | 248 449-6700 ext. 1898
2014 Big Joe CB22-128 The Forklift Store Denver, CO | 303 308-3944
2011 CAT Lift Trucks 2P6000 The Forklift Store Denver, CO | 303 308-3944
0 Crown SC 4040-35 5 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875
2007 Toyota 7FGU35 Hupp Toyotalift Inc Cedar Rapids, IA | 563 322-3168
2011 Hyster E60XN MH Equipment Company Des Moines, IA | 515 288-0123
2006 Clark C25L Santana Equipment Trading Co. Chicago | 847 775-7400
2016 Bendi B40 The Forklift Pro Pineville, NC | 704 716-3636
2019 CAT Lift Trucks 2C5000 Cromer Material Handling Oakland, CA | 510 534-6566
5
5
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2012 Raymond 445-C40QM Best Deal Forklifts Montebello | 805 416-4565
4
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2008 Crown SP3505-30 Zoom Lifts & Equipment Chester, SC | 704 975-1377
9
4
4
2
Aisle Master 33NE Russell Equipment Company Twinsburg, OH | 330 405-8300
Allis-Chalmers E50L Toyota Material Handling Northern California Livermore, CA | 510 675-1102
2015 Hyster N35ZRS2 Lift One Charlotte | 704 587-1040
2000 Hyster E50XL-27 Toyota Material Handling Northern California Livermore, CA | 510 675-1102
6
2
4
2
ALVA COFFMAN | DEAN MILLIUS | 877.638.6190 | sales@MHWmag.com
WWW.FORKLIFT-INTERNATIONAL.COM
www.MHWmag.com
October 2020
39
New Products
See more new products online at www.MHWmag.com
VCI Shrink wrap protects equipment stored outdoors against corrosion, UV damage Preserving the quality of excess inventory stored outdoors can be challenging when it involves seasonal equipment, large and irregularly shaped machinery that is difficult to wrap and move. To safeguard their investment, equipment dealers and OEMs are choosing to protect it against corrosion and UV rays with Daubert Cromwell VCI shrink film, now standard in 20’ wide rolls. Heavy-duty, heat-sealable, puncture-resistant VCI shrink film provides dual protection against corrosion and UV damage to metal stored outdoors. It conforms easily around bulky shapes and irregular sizes to prevent moisture, salt, and other corrosion-causing contaminants from depositing on the metal surface. The film is nontoxic, safe to handle, and completely recyclable. www.daubertcromwell.com
100
th
Podcast s n o i t a l u t a Congr to Kevin Lawton for reaching his ďŹ rst 100 podcast with industry leaders.
CLARK partners with Flux Power to supply Lithium-Ion batteries CLARK Material Handling Company (CLARK), a top-ten global manufacturer of forklift trucks and spare parts, has partnered with Flux Power to provide the family of CLARK Dealers and end-users with up-to-date lithium-ion power options that outlast and outperforms most, if not all, comparable options and at a lower cost with fewer replacements needed. Products include advanced battery packs for forklifts, airport ground support equipment, and other commercial and industrial applications. To date, Flux Power has shipped over 7,000 lithium-ion battery packs nationwide. www.clarkmhc.com
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October 2020
Looking forward to listening to many more!!
If your business is interested in being interviewed, call Alva or Dean at Wholesaler. 877 638 6190.
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October 2020
41
Industry Insight Data provided by EDA, a product of Randall-Reilly BY RANDALL-REILLY
Lift Truck Market Trends Each month, we give you a snapshot of industry data that’ll let you see where buying activity has been so that you can proactively stay in touch with the needs and habits of your market. Due to the unprecedented coronavirus pandemic, state filings may be lower than usual. As our team works diligently against the challenges of COVID-19, our credible and verified data can drive strategic decisions for your business during this trying time. Market Trends, Updated 8/28/20
Top 5 Equipment Buyers
Displays the top five buyers nationwide for each of EDA’s eleven industries, based on financing activity results added by EDA in January 2020. The results are based on distinct serial numbers of sale and lease transactions for new equipment only. Clemens Food Grp Llc Hatfield, Pa Class 3 Crown Electric Lift Trucks - No Model Raymond
20 11 9
Mccoy Corp San Marcos, Tx Class 5 Toyota
18 18
Electralloy Oil City, Pa Class 5 Linde
17 17
Packwell Inc La Porte, Tx Class 4 Unicarriers
15 15
A B S Pkging Llc Electric Lift Trucks - No Model I/C Lift Trucks - No Model
Salt Lake City, Ut 14 Crown 5 Hyster 9
Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/how-it-works 42
www.MHWmag.com
October 2020
Top 20 Equipment Lenders
isplays the top 20 lenders nationwide for each of EDA’s eleven D industries, based on financing activity results added by EDA in January 2020. The results are based on all financing statements of sale and lease transactions for new equipment only. Toyota Inds Commercial Fin Inc....................................137 Wells Fargo Bank...................88 Bank Of The West..................32 De Lage Landen Fin Svc........27 P N C Eqt Fin Llc.................22 M & T Bank..........................20 Bank Capital Svc Corp..........17 Banc Of Amer Lsg & Capital.15 U S Bank Eqt Fin..................12 J M Eqt Co...........................11
Bank Of Amer.........................8 T C F Natl Bank.....................5 Renaissance Capital Alliance....5 Guardian Fleet Solutions..........4 Apollo Bank............................2 5th 3rd Bank...........................2 Broadway Natl Bank................2 Banner Bank............................2 Farm Credit Svc......................2 Farm Credit Lsg Svc Corp.......2
Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/how-it-works
Sell More Equipment!
Forklift has a new look on the home page Search, Results & Detail pages New optimized filtering functions The detail page gives quick overview of equipment information Forklift dealer members login process is easier and quicker
Go to www.forklift-international.com now To become a member call - 877-638-6190
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October 2020
43
YOUR MATERIAL HANDLING
SOURCE DIRECTORY
For a direct link to these websites, visit www.MHWmag.com and click on the corresponding display ad under the category you are browsing.
➤ Allied Products ➤ Attachments & Access. ➤ Auctions ➤ Automated Storage Systems ➤ Automatic Identification Equip. ➤ Batteries/Chargers ➤ Container Storage ➤ Controls & Information Handling Systems ➤ Conveyors ➤ Customer Fabricators ➤ Drug Testing Compliance
➤ Dock Equipment ➤ Drum Handlers ➤ Electrical/Electronic Controls ➤ Engines ➤ Finance Companies ➤ Fluid Power Equipment ➤ Insurance Companies ➤ Inventory & Production Control Systems ➤ Inventory And Bar Coding ➤ Lift Tables ➤ LP Gas Distributors
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➤ Mechanical Power Transmission Equipment ➤ Non-Powered Floor Equipment & Access. ➤ Other ➤ Overhead Lifting Equipment & Access. ➤ Packing And Equipment ➤ Pallet Jacks ➤ Plant Facilities Equipment ➤ Parts ➤ Plant Yard Equipment
➤ Powered Industrial Trucks ➤ Rack/Shelving ➤ Rentals ➤ Repair Services ➤ Robots, Automated Equipment ➤ Safety Products ➤ Seats ➤ Storage Equipment ➤ Sweepers Scrubbers & Brushes ➤ Tires/Wheels ➤ Training Education/Assoc. ➤ Transportation & Hauling Equipment ➤ Warehouse Management
➤ CONTAINER OPTIONS ➤ Container Storage
• Pallet Truck Modifications • Turret Mast Attachment • Mechanical Attachments • Special Design Request and Much Much More...
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inc.
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➤ ENGINES (REMAN)
➤ BATTERY / CHARGERS Contact sales@xpb.ca
Celebrating over a decade as the global leader in New, Used and ReConditioned Industrial Battery Technology and Accessories.
Reman Engines/Gas, LP & CNG
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44
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October 2020
➤ PALLET JACKS ➤ Pallet Trucks
➤ Emission Analyzers Visit our website to learn more about reducing carbon monoxide (CO), saving fuel and operating equipment at peak performance.
EZ-Lift Quality Scales and Scissorlifts too
...The Exhaust Experts
Chicago & CA Stock
ATLAS INTERNATIONAL LIFT TRUCKS 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web: www.atlasd2d.com
Phone: 847-487-2780 • www.blankeindustries.com
➤ POWERED INDUSTRIAL TRUCKS
➤Pallet Jacks 800 Trucks In Stock
All Makes and Models Chicago and California Stock
ATLAS INTERNATIONAL LIFT TRUCKS 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web: www.atlasd2d.com
➤ RACK / SHELVING
➤ Pallet Truck Parts
➤ New • • •
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
800-939-DYNA (3962) www.dyna-rack.com
➤ Manufacturer/Suppliers
➤ 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
800-435-9346 | www.warfieldelectric.com
➤ Manufacturer/Suppliers and Transmissions
➤ Transmissions
Reman Engines, Transmissions, Drive Units, Steer Axles & Differentials
800-447-3967 | www.charnor.com ➤ Steer Axle Assembly
Reman Transmissions, Drive Units, Differentials & Torque Converters
800-447-3967 | www.charnor.com ➤ SAFETY PRODUCTS
Steer Axles
800-447-3967 | www.charnor.com ➤ Tires/Wheels
VULKO TREAD
THE BEST POLYURETHANE WHEELS AND TIRES
AVT
AMERICAN VULKO-TREAD CORPORATION
690 Chase Ave., Elk Grove, Illinois 60007 Phone: 847-956-1300 • Fax: 847-956-1339 • 800-323-6052
Website: www.avt.us • E-mail: avtsales@avt.us
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October 2020
45
➤ STORAGE EQUIPMENT • • •
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
800-939-DYNA (3962) www.dyna-rack.com
➤ TIRES / WHEELS
VULKO TREAD
THE BEST POLYURETHANE WHEELS AND TIRES
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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
LOOKING FOR BATTERIES & CHARGERS?
Forklift has over 300+ online right now. Enersys now has their used batteries on Forklift.
Next deadline is Thursday, October 1. ENERSYS 12-090-13
ENERSYS 12-125-15
3,009 USD
4,632 USD
24V/540Ah
Remanufactured Transmissions, Engines, Torque Converters, Steer Axles, Overhaul Kits and Aftermarket Parts for: • Material Handling • Construction • Agricultural Equipment
2018
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ENERSYS 18-090-29
ENERSYS 12-125-13
7,250 USD
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Save time and money by searching FORKLIFT...now expanded used battery and chargers for sale. If you want to add your batteries and chargers on FORKLIFT, call Alva or Dean at 877 638-6190, and let’s get your inventory online! 800-321-9983 www.joseph.com sales@joseph.com Authorized Distributor
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Authorized Distributor
Authorized Distributor
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Authorized Distributor
October 2020
Authorized Distributor
SAFETY | STORAGE | EFFICIENCY
Combilift are leaders in providing innovative material handling solutions including sideloaders, 4-way forklifts and straddle carriers. They are designed to handle long and over-sized loads guaranteeing considerable improvements in space utilization and safety. With capacities ranging from 3,000 lbs - 220,000 lbs, it’s a safe choice to go with Combilift.
INTRODUCING THE
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October 2020
47
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#23139 2015 Rico PG300 – 30,000 lb capacity – GM V8 running on LP SSFP – 2 available!
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TWO Available
(2) 2014 Hyster H360HD2 – Fully Loaded and CLEAN! Side shifting fork positioner, Heat/AC, Cummins
VISIT OUR WEBSITE FOR ALL OF YOUR MATERIAL HANDLING AND EQUIPMENT NEEDS WWW.THEFORKLIFTPRO.COM • 704.716.3636 • 9801 Industrial Drive, Pineville, NC 28134 • ¡SE HABLA ESPAÑOL! BILL ZEMAK | bill@theforkliftpro.com JAKE AGNEW | jake@theforkliftpro.com
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October 2020
LUC LEMIEUX | luc@theforkliftpro.com TIM SMITH | tim@theforkliftpro.com
Largest online market for used forklifts, attachments and work platforms with 99,248 offers.
2013 CAT Lift Trucks 2C5000-LE The Forklift Pro Pineville, NC | 704 716-3636
2010 HOIST P400-48 H & K Equipment Coraopolis, PA | 412 490-5311
2002 Toyota 7FBCU15 Hupp Toyotalift Inc Cedar Rapids, IA | 563 322-3168
2006 Elwell-Parker ESE350 H & K Equipment Coraopolis, PA | 412 490-5311
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2014 Hyster H120FT Zoom Lifts & Equipment Chester, SC | 704 975-1377
2008 Linde H20T Santana Equipment Trading Co. Phoenix, AZ | 623-271-6700
Bendi B4048E-1 Toyota Material Handling Northern California Livermore, CA | 510 675-1102
2014 Toyota 8FBCU30 Toyota Material Handling Northern California Livermore, CA | 510 675-1102
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2013 Hyster E50XN MH Equipment Company Des Moines, IA | 515 288-0123
2001 Raymond DR25TT Santana Equipment Trading Co. Chicago | 847 775-7400
1998 Pettibone 204G H & K Equipment Coraopolis, PA | 412 490-5311
Raymond 520-0601393 Toyota Material Handling Northern California Livermore, CA | 510 675-1102
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2
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2012 Hyster E50XN Lift One Charlotte | 704 587-1040
2014 Hyster H120FT Lift One Charlotte | 704 587-1040
1994 CAT Lift Trucks GC15 Santana Equipment Trading Co. Phoenix, AZ | 623-271-6700
2019 Doosan GC35BCS-9 Cromer Material Handling Oakland, CA | 510 534-6566
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ALVA COFFMAN | DEAN MILLIUS | 877.638.6190 | sales@MHWmag.com
WWW.FORKLIFT-INTERNATIONAL.COM
www.MHWmag.com
October 2020
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THIS IS THE NEW NORMAL Proven Solutions That Work! The NEW NORMAL Trucks Are On The Road Now!
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One truck that does it all! Various masts up to 360” Operates in 4 1/2 ft. Vna aisle Long load handling
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3-Wheel SLT 22/30 up to SL120 Late models in stock 19842009 Reconditioned Includes Warranty
Combilift 4-Directional Sideloader C5,000 to C17,3000 C6,000GT
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For more information on Drexel Swingmast, EX Rated Trucks & the Combilift Please contact John Gowland at 1-800-651-5850 or e-mail jgowland@jhthomas.com
Advertiser's Index ____________________________________________________ AMERICAN INDUSTRIAL TRANSMISSION, INC. . 19
HELI AMERICA INC. . . . . . . . . . . . . . . . . . . . . . . . 51
SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . 14
CAMSO . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5
HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . . 17
SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . 37
COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . . 47
HYDRA SMOOTH CORPORATION . . . . . . . . . . . . 35
SUPERIOR ENGINEERING. . . . . . . . . . . . . . . . . . . 28
DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . 13
THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . . 48
ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . . 11
INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . . 34
THE NEW WAREHOUSE. . . . . . . . . . . . . . . . . . . . . 33
FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP).12, 48
JH THOMAS INDUSTRIES LTD . . . . . . . . . . . . . . . 50
THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 15
FORKLIFT-INTERNATIONAL.COM. . . . 39,43, 46, 49
JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 46
TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 7
GRINDSTAFF ENGINES, INC. . . . . . . . . . . . . . . . . . 3
MAC RAK INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . 41
TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2, 17, 52
H&K EQUIPMENT COMPANY. . . . . . . . . . . . . . . . . 8
MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 31
WEST POINT RACK, INC. . . . . . . . . . . . . . . . . . . . . 9
HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 29
RESONANT DEALER SERVICES. . . . . . . . . . . . . . 17
WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . 27
MORE ADVERTISERS & RESOURCES AT www.MHWmag.com 50
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October 2020
OUR PARTS, YOUR FLEET Our comprehensive selection of more than 42 million parts ensures that your service department gets the right part, at the right price, at the right time.
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