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C IN ALE SI N D DA E R

An Employee-Owned Specialty Publications International, Inc. Magazine

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January 2021

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JANUARY 2021 • VOL. 42 NO. 1

Industry News 16 Nuts & Bolts

20 Shifting Gears

32 New Products

36 Industry Insight

Dean Millius General Manager/Publisher Alva Coffman Account Executive

The way I see it GARRY BARTECKI COLUMNS

42 Advertiser's Index

In the next issue...

ADVERTISING CALL 877.638.6190

Leveraging our most important assets

12 |  Sales Trends Jeffrey Gitomer

Expose yourself to No and Not Now to get a Yes

ur ko ra c o e ! Ch site f age P b we Spec w ne

Email: dmillius@MHWmag.com • acoffman@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.

BATTERY ISSUE

8 |  Aftermarket Dave Baiocchi

art@MHWmag.com

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.

38 Source Directory

4 | 2021 based on 2020

acoffman@MHWmag.com

Nikole Hoffman / Eric Faramus Production Lead / Graphic Artist

Reader Resources

COVER STORY

dmillius@MHWmag.com

In this issue, we will look at how the lithiumion battery is leading the charge and what you need to do to profit from it in your company.

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Cover story Garry Bartecki

2021 based on 2020... The way I see it. When Dean, the General Manager & Publisher of Material Handling Wholesaler, gave me this topic to cover for the January 21 issue I thought “Gee Dean, if I knew the answer to this question, I would be in my private jet heading to the Caribbean with my hot wife, a case of Scotch, and five boxes of Churchill size cigars.” But after settling down, curiosity got the better of me and I started researching the storyline and jotting down various topics I believe will be part of the 2021 landscape. Here is the list I started with and I am sure you can add another 100 topics to my list: RECOVERY • Headwinds or tailwinds • Business Resilience • Your current business processes • Your post-COVID-19 business process’ • It is the Balance Sheet that counts • Revenue recovery • Do not count on major recovery in 21 • Additional stimulus • Changes to anticipate THE ECONOMY • Recession or Depression • Vaccine acceptance • The Biden Plan-Infrastructure Plan • The Biden Plan- Taxes • The Biden Plan-Spending INDUSTRY ISSUES • Customer status • Supply chain status • Personnel status • Inventory availability • OEM financial health • Refurb units HOW DO WE PLAN FOR 2021? • Revenues • Costs- fixed • Cost- variable 4

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• Cost- Semi-variable • Financing HOW DO WE KNOW WE ARE BACK? • COVID-19 vaccine acceptance • Consumer spending. • Employee demands increase Before we go any further, I want to mention last month’s lead story by Dave Baiocchi. What he covered about directions OEM’s are taking should wake all of us up. The acceptable playing field, as far as OEMs are concerned, is moving higher and higher and will continue to do with the hope of maintaining and increasing market share. On the other hand, with COVID-19 and a potential long-term recession facing us, a dealer should avoid overextending their operations beyond reasonable financial guidelines. You should be committed to your OEM but at the same time communicate what you can and cannot do until this pandemic is under control and the economy returns to 2019 levels. Material handling dealers have access to the retail, wholesale, distribution and logistics services, manufacturing, and other venues where lift trucks or warehouse distribution systems are employed. If this continuing customer base is active and essential, dealers should have a constant base level of work and products to sell these customers. But is it the same level as 2019 revenue? How about for Q1 20? I bet not. Customers are encountering the same financial pains as everyone else, with the added issue of having more efficient and more knowledgeable competitors planning to increase sales because of a lower-cost alternative. Current customers still operating using the same business model as they were 10 years ago will find themselves at risk, which extends that risk to you. Come to think about it, you also need to review your current business model, and compare it to your competitors and other equipment-related business offerings. Not doing so could put you in the crosshairs of your OEM to move you out of your territory as Dave discussed last month. In terms of the economy, it appears we are stuck in neutral until the virus is under control and our population believes that is the case. Two different issues, with both requiring getting control of the


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Cover Story continued virus. Me, I do not see this happening until late in 21 or not in 2021 at all. The budgets I am preparing for 2021 are flat and mirror Q2-Q3-Q4 2020 results. This budget naturally contains heavy cost reductions in terms of payroll and other variable and semi-variable expenditures, with an assumption that when revenues and profits increase, both payroll and expenditures will also increase to support higher revenue levels. I just cannot make myself believe that GDP will return to 2019 levels in the next twelve months. Too many companies and businesses have closed. Too many people remaining without a viable income to support their families. And not enough consumer spending to bring GDP up in any significant way. AND SEEING THAT CONSUMER SPENDING MAKES UP 70% OF OUR ECONOMY I GUESS OUR CITIZENS WILL TELL US WHEN THIS PANDEMIC IN UNDER CONTROL AND WE ARE BACK ON TRACK TO 19 LEVEL WHEN SPENDING HITS 19 LEVELS. When do you see this happening? Am I being too pessimistic about this? Maybe. Who knows, maybe the vaccine will produce a miracle which provides more flexibility regarding our business activities. But even if that occurs will there be adequate income to spend to get us to pre-COVID-19 levels? I doubt it. The time it will take to convince the population to participate in the vaccine program, provide comfort, and get them back to work will be tough to do in the next twelve months. Heck, it may take six months to convince people to get the vaccine shots. Let’s move on to the “economy” The Biden Plans propose to raise $3.375 trillion in taxes over a 10-year period. They will increase spending by $5.37 trillion over this same period. The taxes will come from corporate tax ($1.4 trillion), payroll tax ($993 billion), and individual tax ($944 billion). Over the same period, there will be spending on education ($1.9 trillion) and Infrastructure ($1.6 trillion.) About 80% of the increase in taxes fall on the top 1% of the income distribution, primarily those making more than $400,000 per year. Our problem or maybe benefit is that most of these changes will probably not take place until after 2021. On a more specific tax issue, the IRS has stated that the spending of the PPP funds received will not be deductible for tax purposes in the year spent. In other words, the PPP funds spent are taxable. And from an accounting standpoint, the forgiveness amount will be 6

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January 2021

recorded as miscellaneous income. So, make sure you know your situation if you are a PPP recipient. After going through this 2021 planning process, I suggest you plan for the worst and hope and produce better or best. Doing your homework to mitigate revenue losses by going after the most profitable business and working closely with your best customers to show them you are a value-added partner, who will help them through this pandemic and recession, will help maintain core business. To deal with potential disruption on the supply chain side it would be prudent to review all supply chain relationships to ensure they will provide timely delivery of products and services that meets customer demand at competitive prices. Keep an eye on these vendors and watch for financial red flags. Noting my previous comment about your balance sheet is the key to dealing with this pandemic and coming out the other side in one piece, management must use their budget and related assumptions to ensure adequate cash flow and bank covenant compliance. Any potential problems along these lines should require further adjustments to the budget numbers or through additional financing. All fixed, semivariable, and variable expenses should be part of this discussion. THIS IS TOUGH as you well know. But NECESSARY if you plan to stay in business. And no matter what you do, or how you deal with this pandemic, believe that returning to business as usual is not going to happen if you wish to be a competitive player in your market. Looking beyond 2021 start thinking about what your company will look like then. It should look much different than it does today in terms of systems, personnel, products and services, and workflow. The technology now available will demand this. Think about it. Artificial intelligence (AI) along with telematics and other solution generating data will make your products more efficient, which thus will reduce new sales along with service and parts dollars. So how will you make up for these shortfalls? One way I can suggest is producing refurb units you can sell at “refurb prices” along with parts and service. To assist with this endeavor, make sure you staff up with young technology-oriented people. They will be a great help, quick learners, and competitively priced. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry


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Aftermarket Dave Baiocchi

Leveraging our most important assets Let’s face it. We all are ready to bid goodbye to 2020. With the obvious exception of 2008-2009, this year has created the highest level of disruption not only to our economic well-being, but more notably to our personal relationships, and social equilibrium. By the time you read this, election results will hopefully be behind us. Half of the country will be celebrating while the other half mourns. The resulting fallout may be the catalyst for yet another period of disruption. Let’s hope we can all just move forward. With all of these obstacles clearly in view, how can we ensure that 2021 is a year of recovery? Health and social issues notwithstanding, if we want 2021 to represent a turning point, our businesses need to come out of the gate in January with new targets, fresh value propositions, and innovative offerings. So, how do we build new value for customers while we are still climbing out of a damaged economy ourselves? Improving customer interactions without the benefit of accumulated resources is difficult indeed. There are ways however to improve our customer interactions without spending another dime. Adding Value – Team Selling We tend to operate our customer-facing sales departments based on interactions between two people. The customer and the employee (usually a salesman) are the only ones involved in the exchange. There are times however where we might invite other participants into the conversation. This usually happens however as a result of a request or concern that requires expertise or input from another source. A second voice brought into customer interaction, however, can create a unique opportunity for you to build additional value in the eyes of the customer. As a rule, we seldom do this without a “reason”. We also tend to limit customer interactions to only salespeople Sales, CSR, or OHIO RACK (Equipment Vendor rep). I’d like to propose that we We BUY & SELL adjust our customer contact Portable Stack Racks planning and practices, to Flexible Packaging include a wider range of NEW & USED personnel, who can add both 800-344-4164 perspective and value to the Fax 330-823-8136 interactions. The key here is Email: ohiorack@cannet.com actually providing value. We www.ohiorack.com 8

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January 2021

can’t just drag another employee along unless they are prepared to add something meaningful to the conversation. Team selling is powerful ONLY if the partnership addresses the customer’s objectives. CSR-Equipment Sales These two roles many times work the same field sales territory. The equipment salesperson tends to work on “projects” while the CSR works to manage the customer and his fleet on an ongoing basis. Although they are known to occasionally work together, most of their activity is performed individually. The biggest opportunity for these two to “add value” is in “mid-contract” time frames. The equipment salesman, many times has little motivation or verifiable reason to visit customers between equipment replacement cycles. Unless the customer needs additional equipment, the CSR capably handles most of all other customer issues. What would be the impact, however, if the CSR made it part of his ongoing value proposition to include the sales rep in a once or twice-yearly call, where they both performed an audit of the customers' material handling activities? They could generate a report that might suggest process improvements, fleet rotation, allied products, or other valuable measures. This does two things. It provides a point of value to the customer that is NOT currently being offered. It also raises the personal stock value of BOTH of the field reps. I am not suggesting that they walk through every door together. I am suggesting that for customers with larger fleets (5+), this type of team partnership is one that engenders customer loyalty. The CSR is seen as part of a broader TEAM put in place to ensure customer satisfaction, and the equipment salesperson has a high-value reason for mid-cycle visits even in the absence of any known equipment needs. Management (Parts, Service, Rental) Many managers in our industry leave the selling to the field reps and focus only on operational efficiencies. If this explains your business model, I think we are missing some big opportunities. Once again, paired with a field rep, managers can add context, vision, and perspective to a customer visit. In my opinion, the service manager should personally visit the top 10% of service customers at least once annually. Accompanied


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Aftermarket continued by the CSR, they should arrange and execute a fleet management call and chat about the customer’s level of satisfaction on PM’s, repair calls, dispatch effectiveness, and invoicing. The same type of joint calls should be made by parts managers and rental managers on their top 10% of customers. Training department, Dispatcher, Shop Manager When we are involved in an equipment proposal, there is always a timeline that may include: • Discovery of customer objectives • Equipment Demonstration • Proposal Creation and Presentation • Waiting for a decision • Getting the Decision The hardest part of the process is the fourth bullet point listed above. We have demonstrated our product; we have presented our solutions and associated costs. Now we wait while the internal conversation takes place without us. In my years spent as a commission salesman, I always hated the waiting and was always on the lookout for how I could influence the transaction during this timeframe.

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It never occurred to me that I could enhance my offering by continuing to schedule visits during the “waiting period”, only for the purpose of introducing high-value members of our customer-facing team. How valuable would it be for the potential customer to have some face time with our corporate trainer, our field service dispatcher, or our shop manager prior to making a decision? Properly prepared, these employees can add their experience and expertise to our offering, in order to broaden the customers perspective of why our dealership is the right choice. These employees will need to be prepared with something meaningful to say, but their input may be critical in the final analysis. Very few dealers do this. In most cases, these employees are delighted to be part of the process. The same type of value can be built when the customer comes to the dealership for a tour. Many times, we walk the customer through the dealership and make introductions to staff members who may have had no idea a customer was coming in. They are subsequently at a loss to have a cogent message to share with the customer about how their department can be a value. Let’s not let that happen. Make it a regular practice to inform the staff, and have the expectation that each manager will engage the customer and invest just 5 minutes making a value presentation for their department. Vendor Reps The final spoke in the team wheel would be your vendor reps. Bringing along a vendor rep could be a value, but also a risk. I would limit the participation of a vendor rep to addressing specific customer concerns only. If you are proposing attachments, batteries, or tires represented by a particular company, it’s OK to bring the rep on a call, but only to address those specific items that are relevant. If the customer does not have a specific concern, I would limit exposure to only those who work for the dealership. Vendor reps are necessary, and many of them are valuable. We must remember however that their goals and our goals are not necessarily aligned. They don’t work for the dealership. Their mandate is not dependent on our dealership getting the order. You may trust them, but please, proceed with caution. In the struggle to differentiate our offerings from our competitors, and do so in a tight and damaged marketplace, we need to intentionally leverage our most valuable assets. Our people. To do this we have to imagine our employees engaging in activities that may be outside their customary day to day experience.


Aftermarket continued The wide acceptance and use of web-based interactions only make this integration easier for all parties. Good team members should always be ready and willing to answer that call. Let’s think outside the box. It’s a new year!

For more Aftermarket go to

www.MHWmag.com

Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 38 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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Sales Trends Jeffrey Gitomer

Expose yourself to No and Not Now to get a Yes 97% of all sales are not made on the first call. It takes five to ten exposures (follow-ups) to a prospect to make the first sale. The prospect may not actually say “no” each time, but each time you follow-up and the prospect doesn’t buy, he’s saying: “not now, buddy; do something else for me; I’m still shopping around; I haven’t met with my partner; try again later; in short, you haven’t sold me yet”. As a professional salesperson, you better have what it takes to persevere through the follow-up process and not quit. Be willing to put forth the effort to get to the last “no,” or consider taking a job in a warehouse with a salary. Here are some follow-up guidelines to ensure early closing success… • Know the real reasons your prospect wants your product. • Know the real reasons your prospect does not want your product. • Know your prospect’s hot buttons (things you think will make the prospect buy), and work with them in constructing your follow-up plan. • Present new information relative to the sale each time you call or visit. • Be creative in your style and presentation manner. • Be sincere about your desire to help the customer first, and earn the commission second. • Be direct in your communication. Beating around the bush will only frustrate the prospect (and probably cause him to buy elsewhere). Answer all questions. Don’t patronize the prospect. • Be friendly. People like to buy from friends.

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• Use humor…Be funny. People love to laugh. Making your prospect laugh is a great way to establish common ground and rapport. • When in doubt, sell the prospect for her reasons, not yours. • Don’t be afraid to ask for the sale each time. If there were a formula for following up, it would be… their reasons + new information + creative + sincere + direct + friendly + humor = SALE… but there isn’t an exact formula. Every follow-up is different, and elements from the above guidelines must be chosen as called for. Here are a few lead-in lines you might try so that you don’t feel uneasy about how to start the conversation… • I discovered something that I believe to be an important factor in your decision… • I’m just emailed you a note from a customer who had an experience like yours… • Something new has occurred that I thought you would like to know about… • There has been a change in status… • I was thinking about you, and called to see if you found about… Don’t say, “I called to see if you got my letter, proposal, info, or sample…”, it sounds dumb… and it gives the prospect a way out. If he doesn’t want to talk to you, he’ll say, “No, I never got it.” Where does that leave you? Nowhere. Why not try: “I sent you some (name the stuff) the other day and I wanted to go over a couple of things with you personally because they weren’t self-explanatory…” Some salespeople fear that they’re “bugging” the prospect if they call too often. If you feel that way, it’s for two reasons: 1. You haven’t established enough rapport and have limited access. 2. Your follow-ups are about selling and not about helping. It’s likely you won’t bug the prospect if… He’s a salesperson himself; you have something new, creative, or funny to say; you’re short and to the point; he’s


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Sales Trends continued genuinely interested in your product or service; he returns your calls right away; or, he likes you. It’s likely you will bug the prospect if… You call more than three times without a returned call; you ask dumb or pushy questions (probably because you didn’t listen well in the first place); you are perceived as insincere; you exert pressure too soon or too often; or, you are in any way rude to the prospect or anyone on his staff. Follow-up is another word for sale. Your ability to follow-up will determine your success in sales. Ask any professional salesperson the secret for success, he or she will answer… persistence. 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.

An Old-fashioned Holiday Wish for You Here’s hoping this holiday evokes fond memories of celebrations past and brings you all the joy and excitement of this magical season. Thanks for doing business with us. We look forward to seeing you often in the year to come. www.HKEQUIPMENT.com 412-490-5311

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Nuts & Bolts

Acquisitions, expansions & other business news

H&E enters Trench Safety Specialty Business Prest writes final column and wishes H&E Equipment Services MHI continued success Inc. (H&E) announced that it has entered into the specialty rental business by adding a trench safety product line and establishing an exclusive partnership with GroundWorks Safety Systems (GroundWorks). H&E now has the exclusive U.S. rights across all 50 states to provide the most innovative and reliable trench safety products on the market today. GroundWorks Trench Boxes are stronger, safer, and faster to set up—and are becoming known as an industry disruptor. www.he-equipment.com/trench

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George Prest has written his last update as CEO of MHI, ahead of John Paxton stepping into the role on January 1, 2021. In it, Prest said: “If 2020 has taught us anything it is that the health and safety of our workers and all our stakeholders must be our top priority.” He continued: “For me, the pandemic reinforced my sense of our common humanity, our responsibility to each other. It’s in times of crisis like these that leaders reveal their true commitment to workers and corporate social responsibility. Prest concluded, John Paxton, a great leader who will take over the CEO role on January 1, 2021, I wish Godspeed as you take the organization and industry to the next level. Wishing all of you the best with your individual journey.”www.mhi.com

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9:01 PM 17


Nuts & Bolts

Acquisitions, expansions & other business news

Blue Giant Equipment acquires Verti-Lift Inc. ARA revenue forecast calls for modest growth Blue Giant Equipment in 2021 accelerating in 2022 and beyond Corporation has announced the acquisition of Verti-Lift, Inc., October 9, 2020. Verti-Lift manufactures a complete line of scissor lift tables and ergonomic material handling equipment. Located in Louisville, Kentucky, Verti-Lift has been producing lift tables, tilters, upenders, work positioners, and turntables for the North American market for over 10 years.”Verti-Lift’s product offering and years of experience are a great complement to Blue Giant,” said Bill Kostenko, Chairman, Blue Giant Equipment. “Our shared core values such as innovation, quality manufacturing, and customer service further enhance our ability to provide a full in-plant product solution.” www.bluegiant.com

The American Rental Association (ARA) is forecasting a 13 percent decline in equipment and event rental revenue this year compared to 2019, dropping to $48.7 billion in the United States. However, the latest forecast released by the association on November 12 calls for modest overall growth in 2021, ticking up 0.3 percent to $48.9 billion, before accelerating recovery kicks in with the growth of 9.2 percent in 2022, 6.8 percent in 2023, and 4.8 percent in 2024 to reach $59.7 billion. Construction and industrial rental revenue also are forecast to finish 2020 with a significant hit in revenue, dropping 13.3 percent to $33.8 billion and a 3.3 percent decline is forecast for 2021 before double-digit growth of 11.2 percent comes in 2022. www.ARArental.org

Ocado acquires Kindred Systems Ocado Group plc (“Ocado”), an online grocery platform and solutions provider, announced last month the proposed acquisition of: Kindred Systems Inc. (“Kindred Systems”) an advanced piece-picking robotics company for consideration of approximately US$262 million (subject to closing adjustments); and Haddington Dynamics Inc. (“Haddington Dynamics”) a robotic-arm designer and manufacturer for consideration of approximately US$25 million (subject to closing adjustments). www.ocado.com

For More Nuts & Bolts go to www.MHWmag.com

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January 2021


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

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January 2021

19


Shifting Gears

Industry personnel and organization news

Doosan Bobcat and Wounded Warrior Project present U.S. Army Veteran with new Bobcat Compact Track Loader Doosan Bobcat North America, in partnership with Wounded Warrior Project® (WWP), presented U.S. Army veteran Andrew Long with a new Bobcat® R-Series T76 compact track loader and 80-inch bucket attachment, together valued at nearly $90,000. The two organizations teamed up at Piedmont Bobcat, the local Bobcat dealer near where Long lives in North Carolina, to personally deliver the machine to the veteran. He also received a framed photograph featuring his new machine and all 45 of the Doosan Bobcat employees who had a hand in assembling it, along with their signatures. www.doosan.com

Shoppa’s Material Handling appoints new Chief Information Officer Shoppa’s Material Handling, known for providing complete solutions including system design, equipment integration, project management, fleet optimization, and logistic solutions, has announced that Brian Evans will join the company as Chief Information Officer. Prior to joining Shoppa’s, Brian oversaw Transformation and Technology for Briggs Equipment, an international leader in material handling solutions. At Briggs, Brian led multiple large-scale projects for each Briggs International subsidiary in the US, Mexico, and the UK. www.shoppasmaterialhandling.com

For More

Shifting Gears go to

www.MHWmag.com 20

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January 2021

FSIP's Bowman retires at the end of year After 35 years of dedicated service, president Barry Bowman retires his position with Flight Systems Industrial Products (FSIP). Barry has been the “driving force” behind FSIP’s success and growth over the years while developing many partnerships with electronic and vehicle manufacturers. He has managed the FSIP business with strong leadership to provide quality customer service and products, along with growing their OEM alliances. Barry states, “35 years ago, the founder of Flight Systems, Bob Shaffner, gave a young punk a job as an electronic draftsman. I would have never imagined at that time that it would lead me to where I am today. Along the way, I’ve been fortunate to have a handful of very good mentors… they know who they are, and I will always be grateful. While I may have led the FSIP team, it’s the employees that make what this business is today; I’ve been successful because of them and will always be appreciative of their efforts and commitment to the business.” Effective upon his retirement, Pam Jones will assume the role of General Manager. Pam has been with FSIP for over 13 years as Director of Sales and Marketing, along with serving on the executive management team. Pam adds, “We wish Barry the best in this new chapter, and I will ensure the company is following the same path focusing on quality and service.”

Superior Tire & Rubber hires new VP of Sales and Marketing Superior Tire & Rubber Corp., a provider in the polyurethane and rubber industrial component market, has announced the hiring of Jared Steier as Vice President of their Material Handling Business Unit. In addition to overseeing all of the Material Handling Sales & Marketing, Steier will also be working alongside sales personnel directly in the field and reporting directly to Hank LeMeur, the President and CEO. www.superiortire.com


QUALITY MATTERS

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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!

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www.MHWmag.com

January 2021

21


Shifting Gears

Industry personnel and organization news

Seegrid adds three Senior Leaders to its growing team

Camso opens new manufacturing facility in Kansas

Seegrid Corporation has announced the expansion of its team with three growthoriented senior leaders: Katy Elkin as Senior Director of Corporate Development, Doug Beaudet, who will serve as Head of Design, and Greg Cole as Director of Advanced Development. The announcement comes on the heels of Seegrid’s acquisition of Box Robotics and its co-founders Tom Panzarella and John Spletzer joining the Seegrid team as Senior Director of Perception and Director of Perception, respectively. www.seegrid.com

Camso has opened a new 140,000-squarefoot manufacturing facility based in Junction City, Kansas. The facility, which will manufacture agricultural tracks, increases Camso’s manufacturing footprint in North America to seven facilities and solidifies its leadership in the agricultural market.“The addition of this new facility will contribute to meet the growing demand of tracks and track systems in the agriculture industry and our commitment to be the best partner for our customers,” said Christopher Uher, Junction City plant manager. www.camso.co/en/material-handling

More Shifting Gears at www.MHWmag.com.

Happy New Year from our family to yours www.tvh.com 22

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January 2021


** FORKLIFTS WANTED ** We Will Buy Quantities! Call Us With Details - We Want Your Surplus Stock 2014 TOYOTA 8BNCU18

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2006 Genie S40, 500 lbs., Diesel

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2007 Genie Z45/25, 500 lbs., Diesel, 45’

2007 Toyota 7BRU23, 4,500 lbs., 36V, 270” Mast, Sideshifter (4 in stock)

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www.MHWmag.com

January 2021

23


Shifting Gears

Industry personnel and organization news

Applied Manufacturing Technologies hires Business Development Managers Applied Manufacturing Technologies (AMT) has announced the hire of two business development managers, George Toldy, Jr. and Stephen D. McLaren. Working under Vice President of Sales Rick Vanden Boom, Toldy and McLaren will spearhead regional key account business development efforts to help manufacturers with general automation, palletizing, and other material handling solutions. George Toldy, Jr. comes to AMT with more than 25 years of sales experience with a heavy emphasis on the automation industry. Stephen D. McLaren brings more than 30 years of sales experience in the robotic and automation industries to his position as a Business Development Manager at AMT, having previously held positions at both robotics manufacturers and system integrators. www.appliedmfg.com

A unique solution for rack storage of furniture in a sprinklered warehouse environment Punch Deck® Plus from DACS is open area flat cap over open area Punch Deck®. • Ideal for storage of items with legs or point loads (furniture, equipment with wheels, etc.) • Easy to install in either pallet rack or cantilever rack • Galvanized finish is bright and maintenance free • Offered in a wide range of shelf Also from DACS: sizes and load capacities FlueKeeper ®

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January 2021


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

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ALVA COFFMAN We all wish you well with your upcoming retirement. Thank you for being part of our Wholesaler team and our publishing division for 18 years.

We will miss you.

Happy Retirement!!

Dean, Eric, Nikole & Kathy

THE FORKLIFT PRO Over 800 Forklifts available! • We’re not brokers, we own all our inventory!

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#23008 2015 Tennant ATLV 4300 only 1,546 hours!

#23139 2015 Rico PG300 30,000 lb capacity GM V8 running on LP – SSFP

#23322 2013 JLG 1930ES – 19’ Platform Height Multiple units available!

#23455 2015 Yale ESC040 Side shifting fork positioner, 84/192” Triple mast, 2 available Priced to SELL!

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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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LUC LEMIEUX | luc@theforkliftpro.com TIM SMITH | tim@theforkliftpro.com


Largest online market for used forklifts, attachments and work platforms with 99,248 offers.

2006 Crown RC3020-30 Zoom Lifts & Equipment Chester, SC | 704 975-1377

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January 2021


Working to Keep the Supply Chain Safe Integrated Rack Repair and Protection Mac Rak designs, engineers and manufactures all of our products in-house. Mac Rak punched post products are produced using prime, USA 55,000 minimum yield steel. We produce over 30 column designs which allows Mac Rak to offer repairs for all types of racks on all types of rack systems.

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

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

815-723-7400 or visit MacRak.com

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January 2021

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Resonant Dealer Services

Remanufactured Transmissions, Engines, Torque Converters, Steer Axles, Overhaul Kits and Aftermarket Parts for: • Material Handling • Construction • Agricultural Equipment

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Material Handling Wholesaler

has a rare job opening due to an upcoming retirement

We are looking for an Account Executive for our industry-leading magazine. This is not just any sales job! The position is responsible for: • selling national magazine advertising space website advertising • email marketing/sponsorships • webinars • events • dealers website advertising • online marketing for our material handling publishing group. You would sell into an existing sales territory as well as prospect new clients through telephone sales, email and trade show networking, and client relationships through consultative selling techniques and implementation of distinctive advertising solutions. 30

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January 2021

This is a full-time position with a comprehensive benefits package available including a base salary plus commission. Currently based in Dubuque, Iowa. For the right candidate, this could be a remote position. The qualified candidate must be strong in all areas of: • communication • ability to multi-task • basic knowledge of computer skills • experience in sales and marketing. To learn more about Material Handling Wholesaler, visit http://www.wcinet.com/wci-products/BizMedia or apply online www.wcinet.com/careers Material Handling Wholesaler is an equal opportunity employer


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January 2021

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New Products

See more new products online at www.MHWmag.com

Stack loaded pallets quickly and easily with Qimarox Qimarox introduces an automatic stacker for loaded pallets: the Prorunner mk10-PS. Thanks to its extremely compact design, based on the popular Qimarox pallet lift, this reliable and maintenance-friendly stacker is easy to integrate into virtually any material handling system. This makes stacking loaded pallets fast, simple, and very cost-efficient. Stacking loaded pallets save space in trucks and warehouses and thus contributes to a higher load factor and higher storage capacity. www.qimarox.com

Toyota Material Handling introduces two new Automated Products

Stoecklin improves WMS performance for Picking and Put-away process in latest version Stoecklin Logistics, a supplier of innovative supply chain solutions, is upgrading its Logistics Operations Suite warehouse management system (Stoecklin logOS) to help current and future users better control all product movement activities in their distribution and manufacturing centers. The new Stoecklin logOS includes an updated material flow module available now and a comprehensive solution upgrade available in the spring of 2021. www.stoecklin.us

Yale elevates Comfort, Productivity with new Narrow Aisle Reach Truck

Toyota Material Handling (TMH) continues Yale Materials Handling to raise the bar in forklift automation. This month, Corporation has launched its new they have announced two new automated guided narrow aisle reach truck, designed vehicles (AGVs) that add the to help warehouses efficiently latest in proven automation manage the growing SKU counts technology to existing trusted typical of e-commerce in highToyota products. Toyota density storage configurations. Material Handling’s new Available in 3,000 to 4,500-pound Center-Controlled Rider load capacities with single or double Automated Forklift and Core reach capabilities, the Yale® NR/ Tow Tractor Automated NDR-DC/EC reach trucks can lift Forklift will transform how heavier loads to greater heights and storage depths to customers meet their manufacturing, warehousing, and help maximize the capacity of existing facilities. distribution challenges. www.toyotaforklift.com www.yale.com

For more New Products go to

www.MHWmag.com

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January 2021


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

EXTENSIVE

RANGE OF SPECIALIZED TIRES

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

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January 2021

33


New Products

See more new products online at www.MHWmag.com

Southworth promotes heavy-duty Lifts for Air Cargo Containers

PERC’s new Webpage addresses important safety issues including Carbon Monoxide Exposure and indoor air quality

Air Cargo Lifts from Southworth Products Corp are high-capacity, heavy-duty scissor lifts designed to speed and simplify the transfer of loads to and from transport vehicles to cargo terminals and off-site warehouse and distribution center facilities. The standard lift platform is equipped with inverted casters placed in a uniform grid pattern that allows cargo containers and Unit Load Devices (ULDs) to be maneuvered or moved easily across the deck in any direction. A platform deck without the caster array can also be provided. www.southworthproducts.com

The Propane Education & Research Council (PERC) launched a new webpage dedicated to carbon monoxide (CO) safety and indoor air quality. The effort is intended to help raise awareness for CO Safety Month, recognized in November. The webpage aims to educate visitors on propane’s emissions benefits across several industries, including light construction and material handling, through a variety of resources. Resources include a motion graphics video, an infographic outlining the signs of CO exposure, and emissions comparisons of propane equipment versus diesel- and gasoline-powered applications. www.propane.com

OZ Lifting launches Stainless Steel Trolley

Combilift releases children’s book with CombiKids initiative

OZ Lifting Products LLC has Combilift has launched the second in a new range just launched the of stainless-steel products—a push new children’s book beam trolley. The launch of the “The Forklift Trucks trolley, available in 1 ton and 2-ton and Their Secret capacities, follows the Winona, Superpowers” written Minnesota-based manufacturer’s recent unveiling of by Emer Conlon. a stainless-steel chain hoist, designed for lifting and According to Emer, pulling. The products will commonly be purchased when writing the together as part of an overall system. Both items are in book, it was important to achieve a balance between stock and available for delivery to OZ Lifting’s network Combilift branding and creating a story featuring of regional dealers. www.OZLiftingProducts.com endearing characters that children would fall in love with. The Combilift adventure is a real page-turner, filled with drama and excitement. Emer continues, “Martin McVicar (CEO & Co-Founder) really liked the idea – especially the educational aspect for children and as a result of his astuteness, we proceeded with the book, and CombiKids was created. So Combilift is ‘Lifting Innovation’ and now CombiKids is ‘Lifting Imaginations’. You can purchase a copy by visiting the website below. All proceeds from book sales go to Make A Wish®. www.combi-kids.com

For more New Products go to

www.MHWmag.com

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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 Dean at 877 638-6190

www.MHWmag.com

January 2021

35


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 12/1/20

Top 5 Equipment Buyers

Top 20 Equipment Lenders

Lancer Prtnrshp Ltd San Antonio, Tx 13 Class 1 Clark 1 Class 1 Mitsubishi 8 Class 2 Mitsubishi 4 Burton Lmbr & Hdwe Co Salt Lake City, Ut 7 Class 5 Yale 7 J G R Eqt Rntl & Sls Llc Manassas, Va 7 Class 5 Hyster 7 Charter Steel Trading Co Chicago, Il 6 Class 4 Hyster 6 Cape Cod Shellfish & Sea Food Boston, Ma 6 Class 1 Yale 1 Class 3 Yale 5

Toyota Inds Commercial Fin Inc......................................42 Wells Fargo Bank...................33 De Lage Landen Fin Svc........16 Bank Of The West..................16 P N C Eqt Fin Llc...................8 Zions Credit Corp...................7 Liftone.....................................7 C I T Bank..............................6 Pacific Rim Capital Inc...........5 U S Bank Eqt Fin....................5

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.

Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/how-it-works 36

www.MHWmag.com

January 2021

 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. J M Eqt Co.............................5 Matl Hndlg Inc........................2 J P Morgan Chase Bank...........2 T C F Natl Bank.....................2 Tx Hill Cntry Bank.................1 Taylor Mach Works Inc............1 State Bank Of Southern Ut.....1 Pendleton Community Bank...1 Neches Fcu.............................1 Franklin Svgs Bank..................1

Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/how-it-works


Largest online market for used forklifts, attachments and work platforms with 99,248 offers.

2016 CAT Lift Trucks 2C5000 Discount Forklift Denver, CO | 303 619-0428

2006 Clark C25L Santana Equipment Trading Co. Chicago | 847 775-7400

10

Toyota 7HBW23 Hupp Toyotalift Inc Cedar Rapids, IA | 563 322-3168

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2009 Crown RR5275S-45 9 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875

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2005 Toyota 7FGU30 1 Source Material Handling Irwindale, CA | 818 838-1688

2003 Combilift C10000 1 Alta Equipment Company Livonia, MI | 248 449-6700 ext. 1898

Hyster H520B Best Deal Forklifts Montebello | 805 416-4565

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DEALERS DID YOU KNOW YOU CAN GET YOUR EQUIPMENT ONLINE FOR JUST $99 A MONTH?

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PLUS, WE HAVE AN EQUIPMENT QUOTING TOOL INCLUDED AT NO ADDITIONAL CHARGE.

Hyster H360HD Lift One Charlotte | 704 587-1040

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CAT Lift Trucks GC40K 8 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875

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CALL DEAN FOR DETAILS! BE PART OF THE FORKLIFT FAMILY OF DEALERS. 877.638.6190 | sales@MHWmag.com

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www.MHWmag.com

January 2021

37


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.

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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

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

@FADNetwork

info@findadistrubutor.com

➤ 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

800-447-3967 | www.charnor.com ➤ LIFT TABLES

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January 2021


➤ 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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January 2021

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➤ STORAGE EQUIPMENT • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

➤ TIRES / WHEELS

VULKO TREAD

LOOKING FOR BATTERIES & CHARGERS?

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

Forklift has over 300+ online right now. Enersys now has their used batteries on Forklift.

Next deadline is Thursday, December 31st

ENERSYS 12-090-13

ENERSYS 12-125-15

3,009 USD

4,632 USD

24V/540Ah

2018

24V/875Ah

2018

EnerSys, Pennsylvainia

EnerSys, Pennsylvainia

ENERSYS 18-090-29

ENERSYS 12-125-13

7,250 USD

3,876 USD

36V/1260Ah

2017

EnerSys, Pennsylvainia

24V/750Ah

2019

EnerSys, Pennsylvainia

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 Dean at 877 638-6190, and let’s get your inventory online!

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FACING CHALLENGES?

EXPAND YOUR NETWORK. EDUCATE YOUR ASSOCIATES. ELEVATE YOUR BOTTOM LINE. MHEDA is the Material Handling Equipment Distributors Association. Over 600 companies worldwide utilize MHEDA’s resources to stay competitive and connected. We are committed to serving this essential business community.

IF YOU ARE LOOKING FOR A RELIABLE NETWORK OF PEERS AND INFORMATION…MHEDA CAN HELP: • • • •

Manage Economic Uncertainty Train and Engage Employees Access Industry Resources Create and Maintain Business Connections

• • • •

Save on Everyday Expenses Recruit and Retain New Hires Stand Out from the Competition Understand and Act On Shifting Industry Trends

Are you facing business challenges that you need help with? Contact MHEDA today and we will do our best to help you find resources. Call 847-680-3500 or email connect@mheda.org or visit us online at www.mheda.org

www.MHWmag.com

January 2021

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Flight Systems Industrial Products 1-800-333-1194 · shop.fsip.biz

REDUC REPLA E BATTERY C Sustain your fle EMENT et usin S g the X te nder B

attery R

egener a

tor.

Advertiser's Index­ ____________________________________________________ ADVANCE METALWORKING COMPANY, INC..18, 40

FORKLIFT-INTERNATIONAL.COM. . . . . . 27, 37, 40

RESONANT DEALER SERVICES. . . . . . . . . . . . . . 30

ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 11

GRINDSTAFF ENGINES, INC. . . . . . . . . . . . . . . . . . 3

SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . 16

AMERICAN INDUSTRIAL TRANSMISSION, INC . . 10, 25

H&K EQUIPMENT COMPANY. . . . . . . . . . . . . 14, 24

SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . 23

CAMSO INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 13

SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . 15

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . . 43

HYDRA SMOOTH CORPORATION . . . . . . . . . . . . 19

SUPERIOR ENGINEERING. . . . . . . . . . . . . . . . . . . 14

DACS, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24

INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . 31

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . . 26

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

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 30

THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 17

ECOTEC LTD. LLC . . . . . . . . . . . . . . . . . . . . . . . . . 16

MAC RAK INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . 29

TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 5

ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . . . 9

MHEDA. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41

TVH. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15, 22, 44

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). . 2, 42

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 21

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . . 7

MORE ADVERTISERS & RESOURCES AT www.MHWmag.com 42

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January 2021


Join the Combilift trucks on their big adventure as they graduate from forklift university and discover their superpowers! Buy the book and more at combi-kids.com

All Funds Received Will Be Donated To


You’re Gonna Need

A BIGGER

CART.

More than 43 million part numbers at your fingertips. www.tvh.com.

Profile for Material Handling Wholesaler

January 2021 Material Handling Wholesaler  

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January 2021 Material Handling Wholesaler  

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