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FEBRUARY 2021 • VOL. 42 NO. 2

Industry News 24 Nuts & Bolts

28 Shifting Gears

Dean Millius General Manager/Publisher

30 New Products

Alva Coffman Account Executive

of lithium-ion battery technology LAURIE ARENDT COLUMNS

12 |  Aftermarket Dave Baiocchi The Idea Men

16 |  Bottom Line Gary Bartecki Quarter One: Here we come.

36 Advertiser's Index

In the next issue...

ADVERTISING CALL 877.638.6190 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.

AUTOMATION/AI ISSUE: With no one to fill jobs Automation and Artificial Intelligence has been the answer to many employers. In this issue we will talk with automation manufacturers and warehouse operation managers on successes and future

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20 |  Sales Trends Jeffrey Gitomer

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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.

34 Source Directory

6 | The dollars and sense

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Reader Resources

COVER STORY

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Cover story Laurie Arendt

The dollars and sense of lithium-ion battery technology Hosmer says that the cost of lithium-ion batteries really includes a variety of areas beyond upfront cost, though that remains a driving factor. “It’s really twice the cost or twice the life,” he says, noting that Raymond Corp focuses on the chemistry of its batteries to ensure top performance, which remains one of three key factors for customers trying to decide if an investment in lithium-ion batteries is in their future. “The first is battery life and performance,” he says. Photo credit: Green Cube Technology, Inc. “Companies are looking at maximizing their facilities – they’re getting taller – and they are really starting to Though the material handling industry continues look at life and performance along with the cost of the to see lithium-ion batteries as a greener solution to battery.” their lead-acid predecessors, switching to this battery technology can also add a little greener to your bottom “The efficiencies of lithium that we emphasize are line in the form of dollars. roughly 20 percent more up-time for your truck with faster charging and eliminating battery swaps,” says Unfortunately, it can sometimes be difficult to Jeffrey VanZwol, chief marketing officer for Green grasp how a technology that requires a larger upfront investment can actually result in cost savings over time. Cubes Technology. “Lithium-ion batteries reduce electrical costs due to a better charger efficiency, say “There’s a lot of interest and misunderstanding 97 percent vs. roughly 75-80 percent for lead-acid. when it comes to lithium-ion technology,” says That is at least a 15 percent reduction in your electrical Frank Russo, vice president sales, marketing, dealer expenses allocated to battery charging. development at HC Forklift America. “Customers are Secondly, Hosmer says safety has actually become seeking facts. There’s also cynicism in new alternative a factor, particularly with the changes fuels because of the past offerings that have occurred with COVID-19. that never lived up to their hep. Procurement across the board now Lithium-ion batteries bring new life includes risk mitigation, and companies to our industry as they really reduce are looking for solutions that reduce operating costs with maintenanceoperator risk to harmful situations as free batteries.” well as human error. And therein lies the crux of it: “Finally, we take our customers don’t judge a lithium-ion battery through a cost justification exercise by its acquisition cost. Calculating so they can really see their return on the true cost requires a much more investment over time,” he says. “When complex algorithm. Photo credit: Green Cube Technology, Inc. we are able to fire up a real valuation, The Lithium-Ion Equation they can see that lithium-ion batteries can provide a According to Damon Hosmer, project manager – significant amount of value over time.” energy solutions with the Raymond Corp., this is a VanZwol agrees. calculation more material handlers are doing. “We start off with a power study to make sure the “The market adaption during the past seven to customer will benefit from lithium-ion batteries in their eight months has been unprecedented,” he says, selected application, as lithium-ion is not a panacea noting that his company is getting daily inquiries from solution for all applications,” he says. “The output countries internationally. “It’s the new normal with the of that power study is fed into our ROI calculator, e-comm boom.” 6

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Cover Story continued where we compute and explain the CAPEX/OPEX extreme temperatures,” he says, noting that lithium efficiencies that they will experience.” batteries supplied by Hangcha have temperaturecontrolled battery compartments to deal with extreme VanZwol adds that over a three-year period, the temperatures. CAPEX outlay for lead-acid and lithium-ion is the same, except that you will need to make a larger As the technology behind lithium-ion batteries CAPEX investment upfront with lithium-ion. In return continues to advance and evolve, many of these for that up-front investment, VanZwol says lithium-ion older concerns are being addressed. Additionally, really knocks down the OPEX expenses, such as truck manufacturers are more attuned to the concerns raised downtime for battery swaps, electrical power costs, by the marketplace and are working to address them. and motor maintenance expenses, “The pace of adoption has been along with supporting a green or zerosteady, but it still is early days from emission initiative. my perspective,” says VanZwol. “The The suspicion remains about adoption is more rapid, and the ROI the technology is higher, in certain segments like cold storage or multi-shift operations. It’s important to focus on solid numbers and projections, as suspicions He says that many of the early remain about the technology. adopters have taken advantage of “very clear and unambiguous benefits.” Russo says that customer concerns are primarily focused on two areas. “As these early adopters start to evangelize and become reference “Concerns are mostly related to sites for other industries, like nonrecycling the battery after its life span,” refrigerated or single-shift operations, he says. “There’s also pessimism as it then I expect to see faster adoption relates to working in various ambient Photo credit: Green Cube Technology, Inc. across all markets.” temperatures, along with working in

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Cover Story continued New innovation fuels the marketplace The return customers are seeing when calculating the potential ROI on lithium-iron batteries will only continue to improve. Many manufacturers and suppliers are focused on not only improving quality but also performance. Hosmer reports that on Dec. 1, 2020, Raymond Corp. started the distribution of its new Energy Essentials line, a fast-charging power solution housed in a denser footprint, which provides customers with a comprehensive solution supporting the company’s entire line of forklifts. “It’s also the first UL-listed lift-truck battery available,” he notes. Green Cubes Technology continues to expand its cloud-software application, which gives customers better control and remote management capabilities.

“We provide the data and analytics to ensure our customers have the usage information on their batteries, which enables them to verify they have their expected ROI. In the 1Q 2021, HC Forklift America will release nine new lithium-ion models. “With this release, we’ll have a complete line of lithium-ion product to cover classes I, II, and II up with the capacity to 10,000 pounds,” says Russo. About the Author: Laurie Arendt is an award-winning business writer based in Wisconsin. Her writing regularly appears in national trade publications in a variety of industries. To contact Laurie, email editorial@ MHWmag.com.

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Aftermarket Dave Baiocchi

The Idea Men As a full-time consultant, I get many opportunities to sit with dealer principals and their leadership teams and plot different strategies for making tangible change and improvement in the organization. I was in a meeting a couple of years ago with a group of service and parts managers. We were trying to put the tools in place to launch some new initiatives. During the meeting, we were assessing the bottom-line value of current practices, and then comparing them to the estimated effect of revised practices. I plotted the estimated improvements using a Pareto chart. This type of chart displays the effect of individual initiatives in a bar chart format and then overlays the cumulative effect of the combined changes on a single line. We reviewed the individual practices one by one. My goal in the exercise was to “find the limiting step” in each process. What was the obstacle that would prevent this practice from being effective? Was it a lack of understanding, a lack of proper tools, or a lack of connection between team members? As careful and good intentioned as we are in trying to anticipate where the bottlenecks will be, we can’t really do that without actually putting our hands on the levers. During this process, I noticed that when we discussed obstacles that were complex, and not easy to overcome, the managers would say: “Don’t ask me…I’m just the IDEA man! I’m paid to focus on the “Big Picture”. I don’t have time to babysit this change. My team will find a way to sort out the details.” I must respectfully disagree. I have learned that new ideas lose their inertia if the leadership doesn’t take the time to actually walk the process through themselves. Sometimes this becomes difficult because stakeholders in the plan either don’t understand why the changes needed or don’t see any OHIO RACK are benefit for themselves in the We BUY & SELL new process. Other times the company may lack the digital Portable Stack Racks and procedural tools to make Flexible Packaging the process understandable to NEW & USED all concerned. Good leaders 800-344-4164 however monitor and participate Fax 330-823-8136 in all aspects of a new initiative Email: ohiorack@cannet.com long enough to recognize www.ohiorack.com

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and address any shortcomings. Doing so not only broadens the leader's understanding but also signals to the participants that the leader is just as interested and involved in the change as they are. With every change comes some form of resistance. Left to itself, a river will find its way back to the original watercourse. Leadership has to be more than simply dictating change by edict. The hard work is in building a strategy and action plan that addresses and defeats resistance “in advance”. Plans that actually move the needle will normally include: • Understanding and charting the current system • Developing both goals and measurements to chart improvement • Getting specific input and buy-in from stakeholders and participants • Including cross-functional training • Performing beta testing • Setting and committing to a time frame for adoption • Monitoring initial results • Making adjustments • Final drafting of a new SOP Leadership cannot afford to belong on theory, and short on substance. There are a lot of “idea men” in business today, and that’s not all bad. Ideas are where the seeds of success are sown. The trouble usually shows up when all the leader does is sow seed. Once a seed is sown, the work really begins. Much of that work, no doubt, is done by the crew. But the leader has to have an active hand in the entire process, even when the process involves things OTHER than sowing seeds. Cultivation, weeding, watering, feeding, fertilizing, and harvesting is all requisite tasks in the process of turning an “idea” into the actual improvement estimated on that Pareto chart. I have worked for guys who were so far into the world of “ideas” that the real leadership in the group had to be assumed by someone else. That’s what sometimes happens to leaders who wander too far ahead and don’t keep their hand or at least their eye on the long-term implementation of the plan. Leaders who leap too far ahead get marginalized, and mentally dismissed by their charges. The world of ideas should


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Aftermarket continued be used to create a vision for the next level of success. It’s a neighborhood you need to visit often as a leader, but it’s a bad idea to establish a permanent residence there. As a side note, in January of 2021, I completed my certification for the 6 Sigma Green belt. Managing change is what the 6 Sigma process is all about. The method is used primarily in a manufacturing setting, but the framework and steps can be applied to any type of change or improvement that is needed in an organization. If you want to round out your abilities to bring meaningful change to your organization, I highly endorse the 6 Sigma process. 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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Bottom Line Garry Bartecki

Quarter One: Here we come. I am composing this month’s column after opening the presents Santa left for me. All I can say is he must have enjoyed the shot glass filled with 30-year-old Scotch I left under the tree. Also been wondering how you reacted to last month’s column which did not express much hope for 2021. Adding another six weeks of data to the thought process has not changed my mind much, and in fact, I came up with another risk or two that need attention. After listening daily to numerous financial gurus I am intrigued by the consistent theme that “Your business will not be the same when we come out of this Pandemic period”. But upon pondering this question for a couple of weeks I am starting to put together a picture of what may change, why it will change, and how it will impact companies selling equipment, parts, and service. So, what are the new threats I uncovered in the last six weeks? It has to do with an event that will prove negative no matter how your customer base performed for you in 2020. It has to do with the Stock Market, and the bubble the market finds itself in the middle of a major RECESSION. How does that work? And I think we all know what is on the horizon. Think back to the late 1990’s or 2008-09 period. Looking at some of the S&P Valuation Factors (and believing we are in a major recession) the factors are a little hard to believe. • Median EV to Sales 4.0 • US Total Market Cap to GDP 170% • Median Price to Sales 2.8 • Median Price to Book 3.9 • Median EV to EBITDA 15 • Average Price to Earnings 25 Think you could sell your company based on these factors and being able to fund the purchase debt. NO WAY! The buyer could not get the financing to finance the deal because post-purchase cash flow would not support it. Another source covers 1945 to 2025 and calculates that the average PE ratio over this period is 17. But we are at 31 which is higher than all past bull market peaks during this period. 16

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The risk here is we know what is coming in terms of a market correction. It is only a matter of time. The point is that even if you had a banner year because your customer base represented the right distribution streams or non-exempt companies, a major market correction (similar to the big ones in the past) will put all companies in a pinch. In other words, no matter how well you did in 2020 with the expectation to repeat in 2021, I would consider this market risk (very seriously) and avoid new major fixed commitments. So even if you were a high-flyer in 2020 you are not exempt from running different risk profiles to see how you would have to adjust if revenues fell by 50%. Dig out my prior column for additional risk analysis. Now let us spend a few minutes considering how your company will emerge on the other side of the Pandemic. Think about it. Have your management team think about it. Because no matter how big or small your company is, or how profitable it was in 2020, there are changes coming you have no control of, and changes required to remain competitive meeting customer needs (which will also change) 18-24 months from now. After considering the options available regarding the industry I see two trends resulting from this Pandemic period, caused by the new paradigm shift in the ways you did “Business” and the patterns developing in the industry forcing changes in the way dealers operate post Pandemic. • One is Technology and all the changes available therefrom • The other is changes in customer needs and the ability of current dealers to meet those needs As a result of these shifts, two types of dealers will be created. The first looking like the status quo, who if they remain with the status quote will find revenues falling, margins decreasing and company value shrinking. At the other end of the spectrum will be the TOP 25% dealers who will grow during this period, pick away at competitor’s customers, have much higher sales per employee numbers, higher margins from current revenue silos as well, and new revenue silos. And they will do this with manageable fixed costs, with the ability to shift the business model to meet customer


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Bottom Line continued needs and solutions to more than they are providing currently. This latter group will embrace technology in all its forms, and as a result employ fewer people in most departments, except maybe in the service department depending on what services are being offered. Every transaction will be digitized where the system does the work with management reviewing the results in realtime. We will get into this further next month. TAX NOTE

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Round 2 or PPP2 is on the horizon and after reviewing the first drafts of the program, it appears the amount available from the PPP2 would be similar to the PPP1 amount. There is a major difference, however. With Round 1 recipients filled in the application and received a loan. This time you need to prove you need it. What the publications state is if you have one quarter in 2020 that was 25% less than the same quarter in 2019, you qualify. This is tougher than it sounds. There is also an SBA benefit available. If you are funding a business mortgage via the SBA you can receive a pass for three months (last I heard). Not sure how they will handle it, but you would get the break when you need it. PPP2 forgiveness will be tax-free (this is what they said last time). And there is the noise that PPP1 will be tax-free, eventually. See you next month. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry

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Sales Trends Jeffrey Gitomer

What does it take to become a sales success? There is no quick fix, magic wand, or potion that will give you the success you’re dreaming of. So, what’s the secret of sales success? Well, it’s not a single secret, it’s a secret formula. There is a series of 14.5 principles, strategies, and actions that will lead you to success. OK, OK, the Secrets of Sales Success are not real secrets, they’re fundamental steps that successful salespeople and entrepreneurs have been executing for centuries. You can too. Here are the 14.5 Secrets of Success: 1. Believe you can. Believe that you’re the best and that you’re capable of achievement is the hardest thing to do. It requires daily dedication to self-support, self-encouragement, and positive self-talk. You must also believe that your product, service, and company are the best. 2. Create the environment. The right home and work environment will encourage you. Supportive spouse, family members, and coworkers will make the road to success a smooth ride. It’s up to you to create it. 3. Create the associations. The easiest way to learn about how to succeed is to hang around successful people. Who do you hang around with? That is who you are likely to become. 4. Plan for the day. Since you don’t know on which day success will occur, you’d better be ready every day. Prepare with education, plan with goals and the details for their achievement. Learn and goal are the surest methods to be ready for your success.

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5. Become valuable. The more valuable you become, the more the marketplace will reward you. Give first. Become known as a resource, not a salesperson. Your value is linked to your knowledge and your willingness to help others. 6. Recognize opportunity. Stay alert for the situations that can create success opportunities. The little-known key is to get and maintain a positive attitude. Attitude allows you to see the possibilities when opportunity strikes because it often shows up in the form of adversity. 7. Take risk. Taking chances is a common thread among every successful person. “No risk, no reward,” the saying goes and it’s true. Most people won’t risk because they think they fear the unknown. The real reason people won’t risk is that they lack the preparation and education that breeds self-confidence (self-belief) to take a chance. 8. Take action. Just do it (Nike) is the expression for the ’90s. Actions are the only way to bridge plans and goals with accomplishment. Nothing happens until you do something to make it happen every day. 9. Take responsibility. Don’t blame others or yourself. Take responsibility for your actions and decisions. Blaming others is an easy thing to do, but leads to a path of mediocrity. Successful people take responsibility for everything they do AND everything that happens to them. 10. Make mistakes. The best teacher is a failure. It’s the rudest of awakenings and the breeding ground for self-determination. Don’t think of them as mistakes, think of them as learning experiences not to be repeated. 11. Keep your eye on the prize. Post your goals. Stay focused on your dreams and they will become reality. Too many foolish diversions will take you off the path 12. Balance yourself. Your physical, spiritual and emotional health are vital to your success quest. Plan your time to allow your personal goals to be synergized with your work goals. 13. Invest, don’t spend. There should be a 10-20% gap between earning and spending.


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Sales Trends continued Clip your credit cards in half and make a few investments with professional guidance. 14. Stick at it until you win. Most people fail because they quit too soon. Don’t let that be you. Make a plan AND a commitment to see the plan through no matter what. Don’t quit on the ten-yard line. Have whatever it takes to score. 14.5 Ignore idiots and zealots. Also known as pukers, these people will try to rain on your parade (discourage you) because they have no parade of their own. Avoid them at all costs. There’s the secret and it’s not real complicated. It’s not nuclear physics or brain surgery. And now that I’ve shared it with thousands of people, you’d think there would be a surge in the ratio of successful salespeople. Nope. The reason the success formula is considered a secret is that it remains an enigma. It seems that there are very few people who are willing to put forth the effort to get from where they are to where they want

to be. Most make excuses and blame others for their own poor choices. The biggest secret (and the biggest obstacle) to success is you. The formula is there for everyone to know BUT, there’s a big difference between knowing what to do, and doing it. 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.

For more Sales Trends go to

www.MHWmag.com

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23


Nuts & Bolts

Acquisitions, expansions & other business news

Alta Equipment Group acquires Construction assets from Vantage Equipment, LLC Alta Equipment Group Inc. has announced that it has entered into a definitive agreement with Vantage Equipment, LLC (“Vantage”), a privately-held construction equipment dealer operating three branches across New York State in Batavia, Syracuse, and Albany, to acquire Vantage’s construction dealerships in an asset sale. As part of the acquisition, Alta takes over the distribution of Volvo CE products in most of the geographic area of New York State, excluding Westchester County, the counties and boroughs of New York City, and Long Island. Vantage’s construction dealerships generated approximately $41 million in revenue and had adjusted EBITDA of approximately $4.7 million in the trailing twelve months through September 30, 2020. www.altaequipment.com

Flux Power announces three patents pending for Advanced Lithium-ion Battery Technology Flux Power Holdings, Inc. has announced three new patents pending on advanced technology related to lithiumion battery packs. The US Patent and Trademark Office has assigned serial numbers for the following patents pending: 63/116,839 System And Method For Controlling The State Of Charge Of A Battery To Increase The Useful Life Of A Battery Pack. 63/116,842 - System And Method For Determining A State Of Health Of A Battery Pack. 63/116,846 - System And Method For Charge Balancing A Battery Pack Over Time. www.fluxpower.com

Tri-Lift, Inc. acquires Vantage Equipment LLC’s Material Handling Group Tri-Lift, Inc. has finalized the purchase of Vantage Equipment LLC’s material handling group. Vantage Equipment has been the Cat® Lift Trucks and Jungheinrich® Forklift dealer covering 18 counties in central New York. This acquisition expands Tri-Lift’s CAT Lift Trucks and Jungheinrich service territory from the current footprint consisting of Connecticut, Western Massachusetts, Vermont, Eastern New York from Long Island and New York City in the south all the way to the Canadian border in the north.  www.triliftinc.com

EnerSys® and Hawker® provide Premium Battery and Charger Solutions to KION North America Dealer Network through Partnering Agreement EnerSys®, have announced that EnerSys® battery and charger solutions for material handling applications will be available through the KION aftersales accessory program since December 1, 2020. The KION aftersales program serves the company’s dealer network, comprised of 81 dealerships with 223 locations, and provides a direct source for high-quality parts and accessories for its line of Linde and Baoli industrial vehicles for material handling operations. KION North America performs extensive product testing and strict selection of its suppliers to guarantee reliable equipment for overall increased operational productivity. www.enersys.com

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February 2021


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Nuts & Bolts

Acquisitions, expansions & other business news

MHEDA says Convention is on for 2021 Material Handling Equipment Distributors Association (MHEDA) is inviting its member to mark their calendars for the annual MHEDA Convention in Austin, Texas on April 24 - 28, 2021 at the JW Marriott Austin Hotel in vibrant downtown Austin, Texas. “We are planning a safe, socially distant, and responsible Convention designed to give you the opportunity to meet in person with your material handling business colleagues,” says MHEDA CEO Liz Richards. “ While we may not be shaking hands, we will be tipping our hats to one another for surviving a momentous year in history,” Richards added. www.mheda.org

Herc Holdings acquires Houston-based Champion Rentals Herc Holdings Inc., which operates as Herc Rentals Inc. announced that it has acquired substantially all the assets of Houston-based Champion Rentals, Inc. (Champion). Terms were not disclosed. Champion is a fullservice general equipment rental company comprising approximately 100 employees and four locations serving contractors and industrial, manufacturing, and government customers in the Houston metropolitan area. www.hercrentals.com

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

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Shifting Gears

Industry personnel and organization news

PACT promotes Josh Mort to General Manager PACT, LLC has promoted Josh Mort to General Manager. In this position, Josh will be responsible for managing all of PACT’s departments including production, sales, and growth initiatives as more product manufacturers seek lighter, sustainable and durable shipping solutions with the number of packages shipped continuing an upward trajectory. Josh has been with PACT since 2012. Throughout his tenure, he has been in charge of daily office functions, offering his expertise to responsibilities including accounting, customer service, planning, purchasing, and accounts payable. Prior to joining PACT, Josh worked for Fastenal Industrial Supply. www.pactww.com

Motion Industries CEO wins CEO of the year award Motion Industries, Inc.has announce that Randy Breaux, Motion Industries president, is a 2020 award recipient of CEO of the Year, from the Birmingham Business Journal. The presentation honored winners and finalists – elite leaders from a range of industries – at a virtual event on December 3rd.The CEO Awards recognize excellence among top executives in the Birmingham metro area for businesses of all sizes. Mr. Breaux was named CEO of the Year in the category of Companies with more than 300 Employees. www.motionindustries.com

The American Red Cross recognizes TVH Americas for fifth year TVH in the Americas (TVH) has been presented with the Outstanding Service Award from the American Red Cross through their Blood Partner Program for the fifth year in a row. With the turn of events seen this year, the Red Cross experienced thousands of canceled blood drives around 28

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February 2021

the nation. That is what made TVH’s commitment and dedication to the Blood Partner Program so essential. By hosting three blood drives at their Olathe, KS location with the Red Cross, TVH was able to help save the lives of the most vulnerable in their community. www.tvh.com

Able Equipment Rental hires new VP of Sales Able Equipment Rental, located in Deer Park, N.Y., has appointed Robert Veshosky vice president of sales. Veshosky joins Able with more than 25 years of management experience in the construction equipment industry, including senior management positions at the three largest companies in the equipment rental industry. Most recently Veshosky was a regional vice president for Herc Rentals. His career experience includes general rental, aerial & material handling, pump and power, and climate remediation. Veshosky has worked across many business segments including construction, industrial, oil and gas, renewable energy, marine, entertainment, and government. www.ableequipment.com

Toyota Material Handling Solutions hires Jim Huffman as Systems Solutions Manager Toyota Material Handling Solutions (formerly Toyota-Lift of Los Angeles) has announced the addition of Jim Huffman to its sales team. As System Solutions Manager, Jim is responsible for the company’s racking and shelving, systems design, and automation sales and installation efforts.Previously, Huffman worked with several well-known companies, including Sony Corporation of America, Emerson Electric, Raymond Corporation, WT Billard, and Mitsubishi Materials USA Corporation. He earned a bachelor’s degree in Industrial Engineering from California State University, Long Beach. www.toyotamhs.com


Shifting Gears

Industry personnel and organization news

H&E Equipment Services announce executive management change

FlexQube strengthens the sales organization

H&E Equipment Services, Inc. has announced the appointment of John McDowell Engquist as President and Chief Operating Officer, effective January 1, 2021. Mr. Engquist will succeed current President, Bradley W. Barber, who has been President of the Company since November 2, 2012. Mr. Barber will continue in his role as a Director and the Chief Executive Officer of the Company. Mr. Engquist is the son of Mr. John Martindale Engquist, Executive Chairman of the Company. www.he-equipment.com

Effective January 4th, FlexQube Inc., has hired Michael Gore as Sales Manager for North America. Michael Gore has 35 years of experience from leading roles in sales and most recently from the role of sales manager at KION North America. The sales responsibility for North America has previously been directly under the CEO, Anders Fogelberg. At the same time, starting on January 4th, Tomas Karlsson will be hired as sales manager for the Nordic region. With the employment of Tomas Karlsson, the focus is strengthened on sales work in the Nordic region, where FlexQube has not had a dedicated sales resource recently. Tomas comes to FlexQube from Swisslog where he worked with sales of automated warehouse solutions. www.flexqube.com

TVH promotes Velez to Sales Manager for Latin America and Mexico TVH in the Americas (TVH), has announced that Antonio Velez has expanded his role to now include Sales Manager for Latin America. In his expanded role, Antonio will continue as the General Manager for Mexico while also leading TVH’s efforts in all of Latin America to grow sales and enhance the customer experience. www.tvh.com

Dolan joins Custom Equipment Board, leaves role as President and CEO Custom Equipment has announced that Terry Dolan, the current company president, is transitioning to a board of director’s role. The new role removes his responsibility for the day-to-day operations of the company while maintaining his insight and leadership into the overall strategic direction of the brand. Dolan was hired as president and CEO in December of 2018 to leverage his nearly 30 years of experience in the rental, construction, and equipment industries. His responsibilities included growing Custom Equipment’s brand presence, helping tap into new markets, and expanding and developing the product line. www.hybridlifts.com 29

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February 2021

Paxton begins his role as CEO at MHI The Board of Governors of MHI announced the appointment of John Paxton to the position of Chief Executive Officer of MHI. Paxton succeeded George W. Prest at his retirement as CEO on December 31, 2020. Paxton was named MHI COO/CEO Designate in August of 2018 and brings over 30 years of experience to MHI including over 20 years of executive leadership at Demag Cranes and Components. He holds a BS in Mechanical Engineering from Ohio State University and an MBA in International Business from Kent State University. Prior to joining the MHI Team, Paxton has been recognized for his volunteer leadership at MHI including serving as President of the Crane Manufacturers Association (CMAA), President of the Hoist Manufacturers Institute (HMI), and as the Chairman of the Board of MHI. www.mhi.org

More Shifting Gears at www.MHWmag.com.


New Products

See more new products online at www.MHWmag.com

Moffett launches the E4 NX Electric Forklifts Hiab, part of Cargotec, launches the Moffett E4 NX, its nextgeneration eSeries of electric forklifts, and the world’s first all-electric 3-wheel drive truck-mounted forklift. Inside the chassis of a Moffett M4, Hiab has constructed a zero-emission truck-mounted forklift powered by lithium-ion batteries with new controllers and the new HMI (Human Machine Interface) that displays battery capacity, machine performance, and service information. The new Moffett eSeries is currently available in four E4 NX models. www.cargotec.com/en/hiab

Emerson LED Temporary Work Light brings improved energy-efficiency and safety to busy jobsites

just 49 lbs., suiting the product to short-term use at different sites or multiple points within a facility. www.OZLiftingProducts.com

Guardian Fall Protection unveils leadingedge Cable Lanyard Pure Safety Group’s Guardian® Fall Protection brand has introduced a new cable lanyard, compatible with leading edges, that combines the lightweight durability of a fixed-length lanyard that permits up to 12 feet of fall protection during the event of a free fall from an at-height working surface. www. guardianfall.com

A look at JLG Compact Crawler Booms

JLG Compact crawler lifts feature low weight and non-marking tracks that allow operators to go more Installing an Emerson Appleton™ places around the job site. TL100C LED temporary work light These innovative lifts can gives contractors extremely bright, climb slopes with ease thanks to their tracked wheel energy-efficient 360° illumination carriage, and their narrow chassis which allow for that is superior in performance to access through gates, yards, standard doorways, and traditional High-Intensity Discharge public buildings. These unique features make compact (HID) temporary fixtures or incandescent strings of lights. Plus, because the TL100C crawler booms ideal for a wide variety of indoor and relies on LED technology, there are no moving parts or outdoor applications. replaceable components, making it a true maintenance- www.jlg.com/en/equipment/electric-hybridfree solution. www.masteringLED.com boom-lifts/compact-crawlers

OZ Lifting launches wireless Builder’s Hoist OZ Lifting Products LLC has launched a 600-lb. capacity wireless builder’s (wire rope) hoist, designed for use beyond the construction and building industries. The 115V singlephase powered hoist offers lifting speeds of 52 ft. per minute and 90 ft. height of lift as standard, but custom options are available. Easily portable, it weighs in with a gross weight of

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February 2021

Raymond introduces onboard easy attach Power Source for heated clothing The Raymond Corporation is announcing the Raymond® Onboard Easy Attach Power Source for heated clothing to increase operator comfort in the harsh conditions of cold chain applications, resulting in increased productivity and greater operational efficiency. The power source is for use in freezer applications and converts battery energy from a reach truck to power heated clothing. www.raymondcorp.com


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February 2021

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New Products

See more new products online at www.MHWmag.com

Tri-Boro Storage Products introduces Steel-Clad Impact Panels for pallet rack Tri-Boro Storage Products has introduced its new Steel-Clad panels that protect your storage rack system from costly forklift damage. Steel-Clad impact panels are high strength internal column reinforcements that occupy the same space as the frame footprint. Steel-Clad panels work invisibly inside aisle side columns to prevent impact damage and column deformation. www.triboroshelving.com

Panasonic i-PRO and MOBOTIX partner on a Thermal Camera Solution Panasonic i-PRO Sensing Solutions Corporation of America announces the availability of a new thermal camera solution aimed at helping organizations maintain the health and safety of those entering their facilities. This solution combines MOBOTIX M16/ S16 cameras with the functionality of a new plugin from Panasonic i-PRO’s Video Insight video management systems (VMS) to automatically detect when an individual’s body temperature exceeds a preset threshold and provides an alert to the appropriate personnel. www.i-pro.com/Mobotix

IDEC introduces HG1P Handheld HMI IDEC Corporation introduces the new 4.3” LCD screen size HG1P handheld human-machine interface (HMI). This lightweight and robust HMI is the right-sized way to enhance operator interactions for automated machine tending and robotics applications, and it is the most costeffective device of its type. The hardy design is tested to withstand 1.5m drops, and it uses a flush mount selector switch to prevent breakage. Competing products in this category are typically heavier, bulkier, and more prone to inadvertent damage. www.idec.com/usa 32

www.MHWmag.com

February 2021

Pettibone introduces Poclain CreepDrive™ System to enhance attachment capability for Speed Swing 445F Pettibone’s do-it-all rail crane, the Speed Swing 445F, is now available with the CreepDrive™ system from Poclain Hydraulics. This optional feature allows the Speed Swing to run high-flow hydraulic attachments while driving the machine at a slower independent travel speed on or off the rails. The Poclain CreepDrive is a hydrostatic driveline motor that can be clutched. When the operator wishes to engage the CreepDrive, the Speed Swing’s mechanical transmission is placed into neutral. A display interface is then used to raise and lower the engine RPMs, providing the necessary hydraulic flow – up to 33 gallons per minute – to run high-flow attachments. www.gopettibone.com

Toyota Material Handling introduces another power player in its heavy-duty lineup Toyota Material Handling (TMH) introduced the next power player to the company’s industryleading lineup of heavyduty equipment. The new Toyota HighCapacity Core IC Pneumatic forklift now available in five different models ranging in capacity from 22,000 to 30,000 pounds. The Toyota High-Capacity Core IC Pneumatic forklift is ideally suited for lumber, steel, and automotive customers, but designed with the versatility to perform all your heavy-duty tasks where major strength is required. Assembled in the U.S. with the legendary Toyota Production System (TPS), this new forklift combines superior quality, power, and durability. www.toyotaforklift.com


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HELMAR INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . . . 39

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . . . 18

DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14

HYDRA SMOOTH CORPORATION . . . . . . . . . . . . . 33

ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . . . 13

INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . . 23

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). 19, 36

JH THOMAS INDUSTRIES LTD . . . . . . . . . . . . . . . . 10

FORKLIFT-INTERNATIONAL.COM. . . . . . . . . . . . . . 27

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . . 14

GREEN CUBES TECHNOLOGY. . . . . . . . . . . . . . . . . . 7

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . . 15

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

RESONANT DEALER SERVICES. . . . . . . . . . . . . . . .14

H&K EQUIPMENT COMPANY. . . . . . . . . . . . . . . . . 22

SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . . 22

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . . .31

SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . . 37

HELI AMERICA INC. . . . . . . . . . . . . . . . . . . . . . . . . . 1

SUPERIOR ENGINEERING. . . . . . . . . . . . . . . . . . . . 18

SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . . 25

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

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

TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 11

TRI-BORO SHELVING & PARTITION CORP. . . . . . . . 3

TVH. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4, 19, 40

VALLEY INDUSTRIAL BATTERY, LLC. . . . . . . . . . . . 8

WEST POINT RACK, INC. . . . . . . . . . . . . . . . . . . . . . 9

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . . 38

MORE ADVERTISERS & RESOURCES AT www.MHWmag.com 36

www.MHWmag.com

February 2021


** FORKLIFTS WANTED ** We Will Buy Quantities! Call Us With Details - We Want Your Surplus Stock 2009 TOYOTA 8FGU25

2014 TOYOTA 8FBCU25

2015 TOYOTA 8FGCU25

189” Mast, Hours: 3,000

240” Mast, Hours: 5K Drive Refurbished

189”FSV Mast, Hours: 6,900

8 UNITS IN STOCK

2 UNITS IN STOCK

1 UNIT IN STOCK

$

11,900

$

15,500

$

8,900

2014 TOYOTA 8BRU18

2014 TOYOTA 8BNCU18

2016 TOYOTA 8HBW23

192” FSV Mast, Hours: 7,000

203” Mast, Hours: 6,000

27X48, Hours: 1,000

4 UNITS IN STOCK

$

9,900

1 UNIT IN STOCK

$

11,900

4 UNITS IN STOCK

$

2,500

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

866.506.2200 oshai@shoppas.com ShoppasMaterialHandling.com

Printed in the U.S.A. ©2020 The Ousset Agency, Inc. wo#6467

FORKLIFTS & NARROW AISLE EQUIPMENT


ClearCap & TuffCab! ClearCap Roof Covers!

Easy Install

Keeps Seat Dry

or OPEN f !! SS BUSINE

• ClearCap Roof Covers Keeps Operator Dry • Sizes to Fit Various Trucks • Easy to Install • Reasonably Priced • Clear or Tinted • UV Polycarbonate • Domed Roof Diverts Rain • Blocks UV Rays • O.S.H.A. Compliant

TM

Clear Solutions to Common Problems TuffCab Panel Cab Enclosures

Vinyl Side Doors

Engineered to Fit Hyster, Yale, Cat, Mitsubishi, Toyota & Unicarriers • Full Enclosures or Individual Components • Affordable • Durable Steel & Safety Glass Construction • Easy Clamp-on Installation • Fast Lead Times • Windshield Includes 12v Wiper

Wy’East Products 1-888-401-5500 www.clearcap.com


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

COMBi-PPT... HIGH CAPACITY POWERED PALLET TRUCK Transport very heavy loads up to 36,000lbs safely and securely with the Combi-PPT, Combilift’s high performance pedestrian operated powered pallet truck. Maximize visibility and safety with innovative design features including Combilift’s patented multi-position tiller arm.

CON TACT U S TODAY TO SCH EDUL E A FREE SITE SURV EY

877-COMBI-56 | combilift.com


Find what fuels your equipment and more. www.tvh.com.

Profile for Material Handling Wholesaler

February 2021 Material Handling Wholesaler  

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