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JUNE 2021 • VOL. 42 NO. 5

Industry News 22 Nuts & Bolts

26 Shifting Gears

Dean Millius General Manager/Publisher

32 New Products

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.

Reader Resources 34 Source Directory 36 Advertiser's Index

COVER STORY

dmillius@MHWmag.com

Nikole Hoffman / Eric Faramus Production Lead / Graphic Artist

ADVERTISING CALL 877.638.6190

6 | Safety at Work:

Email: dmillius@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.

In the next issue...

How training and technology help achieve goals COLUMNS

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10 |  Aftermarket Dave Baiocchi

Ad Deadline: Tuesday, June 1st

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Material Handling Wholesaler, P. O. Box 725, Dubuque, IA 52004-0725 Toll-free: 877.638.6190 Phone:563.557.4495

The Service CX

Are we on "AUTO" matic?

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Cover Story Eileen Mozinski Schmidt

Safety at Work: How training and technology help achieve goals

No matter the size or type of material handling organization, safety is frequently a top consideration. How to keep employees safe, operate equipment smoothly, and keep a facility in good working condition all play into such decisions. OSHA cites that the most frequently reported cause of lost or restricted work time is work-related musculoskeletal disorders caused by routine lifting of heavy objects, daily exposure to vibration, routine overhead work or work with the neck in a chronic flexion position, according to Don Buckman, divisional environmental, health and safety manager for Hyster Company. “Proper ergonomics can help reduce stress and injuries associated with the overuse of muscles, bad posture, and repeated tasks. It also plays a part in maximizing the productivity of lift truck operators,” he said. Buckman said ergonomic experts at Hyster focus on providing features offering lift truck operators easier entry and exit, improved foot space, better body position, and enhanced visibility. Training and product design Hyster’s customers rely on robust, OSHAcompliant training programs, customized to their specific trucks to help operators become proficient users, according to Buckman. “Intensive applications must maintain constant vigilance when it comes to safety, and work to overcome challenges like widespread skilled labor shortage and high turnover,” he said, noting that 6

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June 2021

immersive reality simulators are helping Hyster customers supplement operator training without taking equipment out of service. At ProMat DX in April, Hyster highlighted two award-winning designs that can help workers maintain an ergonomically sound operating position, according to a company release. The examples included the new cab design for Hyster Big Trucks and the J50-60XNL, which “prioritize operator comfort and performance with features built to provide easier entry and exit, improved foot space and enhanced visibility,” the statement said. Lift truck telemetry systems can also help in creating a safety culture and in improving operator accountability, according to Buckman. “Onboard sensors that track truck information by the specific operator provides visibility to their travel locations, idle time, and impact alerts,” he said, noting that the system can identify performers who may require more training. “The system can also limit truck performance based on operator skill level. For example, new hires might have their trucks capped at slower speeds to help reduce potential risk while more experienced operators can still operate the same truck at levels that allow maximum performance,” Buckman said. At Hyster, Buckman recommended that companies stress that operators and supervisors stay focused on safety. “In addition to ergonomics and other safety features like lights and alarms, technology can help businesses reinforce operating best practices,” he said. A product-driven safety boost At Custom Industrial Products, safety is an associated benefit of its product lines. The company, founded in 1995 by husband-and-wife team Henry and Darlene Taylor, is Florida-based. The company manufactures VRC Material Lifts for integrators, architects, and material handling companies. The products offer a host of safety benefits, said Rob Railis, director of business development. “The VRC’s themselves help with the area of safety,” he said, noting their work in moving materials


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Cover Story continued out of the way in a warehouse and in preventing forklift injuries. “This is a fairly low-cost way of improving the safety, especially when compared to elevators,” Railis said. The cost of a VRC is about a third to a quarter cheaper than the cost of an elevator when considering maintenance, inspections, and related personnel, said Jake Jakobson, manufacturing engineer for Custom Industrial Products. The VRC features benefits for operators as well. “In a lot of ways it is an ergonomic feature, moving materials from one floor to another,” said Jakobson, comparing the difference to the risks to using a ladder, moving products by stairs or transferring from floor to floor lifting the product overhead with a forklift “Ergonomically, it helps to prevent injuries,” he said. Jakobson said the units are designed for industrial use and with safety in mind, in some ways mimicking such features found on elevators although in a quicker fashion.

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June 2021

The (VRCs) are programmed to stop quickly when needed and feature braking systems designed to stop with overrated loads. The systems are also certified in the state of Pennsylvania, which is home to a program of certification. “It allows us to sell within the state of Pennsylvania, but also tells the customer we are going the extra mile,” Jakobson said. All units meet 508A standards for control systems and incorporate additional safety measures, according to Jakobson. “We have a push-button station which will tell you whether the door is open or not or whether the doors are latched. There is a secondary indication if a program has occurred in the system. It will not allow you to operate until the major fault is cleared,” he said. The products also include a safety locking system that will not allow the system to operate if anything went wrong with the loading of products. Custom Industrial Products has customers ranging from small to large, and therefore including somewhat different safety considerations, according to Jakobson. Smaller operations are more concerned with basic safety, he said. “They like that we put in a tell-tale diagnostic system, which tells where problems are,” Jakobson said. “Larger and medium companies, their safety is a lot of times either safety manager driven or by the employee safety committee.” With all customers, Jakobson said the company likes to stress safety and to help train users in operation. In the future, Jakobson said leaders at Custom Industrial Products are consistently looking at different products and ways to make their products more efficient at the same time more sustainable to match with green initiatives by companies. “We are constantly looking for different products to help us out and to move forward and change,” he said. Eileen Mozinski Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 13 years. Email editorial@MHWmag.com or visit eileenmozinskischmidt.wordpress.com to contact Eileen. If your company would like to be featured, email editorial@MHWmag.com

For more Cover Stories go to www.MHWmag.com


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Aftermarket Dave Baiocchi

The Service CX Last month I started a series on the customer experience (the CX). To refresh your memory (or if you missed the last issue), the importance of the CX in recent years has grown significantly. Communication methods, advertising platforms, social media, and evolving customer demands put the CX front and center. I explained last month that controlling and actively managing the customer experience is driven by the needs of our marketplace. Customers want more from us than a simple equipment transaction. They want us to create an environment where material handling is seamless, efficient, and scalable. They want partners in the process, not simply equipment vendors. Ensuring customer satisfaction as a partner…. rather than a supplier, requires a broader focus and a more careful analysis of every customer encounter. Managing the CX begins by envisioning the optimum model for customer interaction. This model may look different in every department. Every employee must be educated as to what customer interactions should look, sound, and feel like. Customer Service (like everything else) needs to be defined. It also needs to be measured with verifiable metrics and performance standards that are understood and adhered to. As we touched on last month, the CX no longer only engages customers simply with products but seeks to forge emotional connections with them. This hierarchy of connection starts with providing data, then moves into actively resolving primary needs, then expands to continuously resolving ongoing issues. The manner in which we do this is designed to engender customer confidence on a long-term basis. It’s not simply an ideology or a theory. It’s a STRATEGY. This month I want to discuss CX functionality in the service department. Many dealers still do not understand the enormous impact that service department interactions have on long-term customer relationships. A service manager I worked with long ago was fond of saying: “The sales department is good at making the promises that the service department has to keep.” I can’t disagree with that. Service truly is where the rubber meets the road. Keeping those promises is predicated on executing your unique CX using the right tools, the right people, the right inventory, the 10

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June 2021

right training, and the right attitude. There are a lot of moving pieces here. Let’s investigate 2 of the most important tools and processes that need to be working at peak efficiency in order to craft and maintain the CX that we want the service department to generate. Data tools Legacy business systems are cumbersome and limiting, but many dealers still depend on them to conduct business. I get it. As a dealer principal, it's daunting enough to take on the expense of the system alone, not to mention the disruption to your business processes, financial reporting, templates, training, and “learn by error” realities that are baked into a change of this magnitude. Many legacy systems still in use today were designed primarily for accounting (A/R, A/P, inventory, payroll, and financial reporting). Modules were later developed or augmented to accommodate customer service and scheduling, but these were adjunct processes, not the primary aim of the systems. Newer systems (post-2010) are much better at integrating both CRM and real-time service functionality into a broad-based intuitive platform. The future (and our CX) may require us to double down on mobile devices that allow wireless (same day) billing, interactive van inventories, GPS-based travel time calculations, and the ever-expanding data dump created by telemetry devices. These devices will be standard equipment soon enough, and our digital platform has to be robust enough to manage this data. The agility with which your system can organize, categorize and report meaningful data is inextricably linked to your Service CX. Without data…at your fingertips, you will not be able to manage the CX the way you want to. Not only does your system have to have the capacity to manipulate the data, but your PEOPLE also have to know how to access it, and use it to meet the requirements of the CX. My July article will perform a deeper investigation into why our industry continues to have deficiencies in this area. Suffice it to say that the way we store, retrieve, use, and report data, needs further investment and planning. Equally important, (and insufficient) is the way in which we use that data to serve the customer. Read my July article next month for more on this.


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Aftermarket continued Dispatch effectiveness I’ve held an opinion for a long time, and at the risk of angering those who disagree, I want to share it. My opinion is that the field service dispatcher is the most important customer service employee at the dealership. In light of managing the service CX, dispatchers (as a whole) are the most under-rated, and under-appreciated customer service professionals in the industry. Why is this? One of the reasons is that a dealer many times is hiring one skill set when they need another. Look at some of the examples of job postings for dispatchers. The skills desired are a laundry list of administrative functions. • Heavy phones • 10 Key by touch • Intermediate Microsoft Excel • Keyboard at 50 WPM The issue here is that the dispatch position is lumped in with the general service administration team, but the ACTUAL skills needed to perform customer

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contact (in concert with your CX) are much different. The actual list should include: • Critical thinking and problem-solving skills • High emotional intelligence • Multiple task handling • Rudimentary mechanical knowledge • Familiarity with local geography and traffic patterns • High Assertiveness • High Customer Empathy I always refer to the dispatcher as “the tip of the spear”, because they are. They will interface with many more customers than your best salesman will over the course of a year. The interaction most always starts with chaos. The customer rarely calls the dispatch desk with good news. They want somebody NOW, they want to be HEARD, and they want to know that we care about getting them what they need when they need it. The dispatcher must be skilled in both reassuring the customer, (empathy) while securing accurate data so that they can assign the right technician, with the right parts, and the right skills. Having a dispatcher that can effectively “triage” a unit over the phone is also critical. Questions like: • Is the fuel valve open? • Can you tell me which hose is leaking? • What color is the fluid? • Can you text me a photo of the “insert component here”? All of these questions help to assure the customer that we are paying attention and want to get it right the first time. Long-term CX efficiency starts at the dispatch desk. Just do a raw count of daily phone interactions if you don’t believe me. If your dispatcher doesn’t have the data, training, resources, and cooperation from the rest of the support team, the Service CX will miss its mark every time. Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 39 years in the equipment business as a sales manager, aftermarket director, and dealer principal. Dave now consults with dealerships nationwide to establish and enhance best practices, especially in the area of aftermarket development and performance. E-mail editorial@mhwmag.com to contact Dave.


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Bottom Line Garry Bartecki

Are we on "AUTO" matic? Back in the old days when OEMs, Dealers, Customers, and Banks sought to seek guidance in their crystal balls related to the near and long-term future of the lift truck industry, there would be studies and discussions, and meetings arriving at potential various outcomes. But eventually, at some point during these discussions, before notes and white papers were prepared, someone would always ask “Let us see what the auto industry is doing because whatever they do, we (the lift truck industry) will wind up doing much of the same, maybe not at the present time but within 3-5 years or so. Remember those conversations? I do. And I remember how true that statement was as equipment dealers eventually mirrored the auto business. Let us face it, a lot of what the auto industry did was beneficial when applied to the lift truck industry, even though some of what they offer up did not fit in well because of the difference between the retail and industrial customer base. In the end, I believe the lift truck industry (and other equipment OEMs and dealers) owe a lot to the auto industry for leading the way in terms of manufacturing efficiency, the just-in-time building process, financing, and leasing programs. Lift truck OEMs and dealers who followed “autos” lead benefited with better profits, cash flow, and company valuations. But reviewing the current status of the auto industry leads me to believe that if our industry follows their current outlook (not of their making) there are a lot of negative issues you will need to deal with a lot sooner than the historical “normal” 2–5-year catch-up period. Auto dealers are having trouble selling cars. Not that they do not want to sell them and not because the demand is not there, because it is. The problem is a shortage of inventory because of those microchips we have been OHIO RACK hearing about. Auto OEMs have actually been building vehicles We BUY & SELL and parking them before they are finished because they need chips Portable Stack Racks Flexible Packaging to complete the build. A lot of NEW & USED “inventory” to finance! 800-344-4164 And once auto OEMs closed Fax 330-823-8136 down manufacturing locations Email: ohiorack@cannet.com due to the pandemic and www.ohiorack.com

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canceled their chip contracts the just-in-time process hurt them because they had no inventory to draw from. To make matters worse the chip manufacturers went out and found new business to replace the auto business and are not in a position to supply auto production at the levels needed. In short, when they eventually get chips, they will be upgraded chips at a much higher cost. Imagine that. So, the shortage status remains status quo. Along with the chip availability and cost, there are other cost increases to consider. • Steel up 180% • Aluminum up 60% • Copper 80% • Etc. Most auto components are increasing in price with an assurance that prices will wind up higher than they currently are even after the pandemic impact subsides. In other words, HIGHER STICKER PRICES. These cost issues will make it tougher to sell cars because of price increases, even though up to this time you could “hide” price increases somewhat because interest rates and the cost of borrowing so low, which made payments more manageable. Maybe that is about to change as well. I know it is hard to believe but interest rates will increase, and it appears that may be sooner rather than later. Couple that with the price increases of vehicles (because of cost increases) and those manageable payments will become a lot harder to stomach, which could lead to fewer sales. For an industry with tight margins, this is not good news. So back to our “let’s see what the auto industry is up to” question. I have to think that your OEMs have to be in the same boat. Right? And if that is correct you are also in the same boat. Right? This is how see it: • New equipment costs increase • Higher parts cost • Higher interest rates applied to floor plans and future rental unit purchases • Some good news …used equipment values should increase


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Bottom Line continued • Monthly lease payments will increase • Lease maintenance will increase because of higher parts costs • Overall financing contracts will contain rate increases • Taxes will increase in some way, shape, or form • Customers will have more reasons to “shop” What did I miss? What should I delete? I would like to know. In the end, it will be interesting to see how the Auto Industry handles this using a magic solution found in their crystal ball. What do you think is going to happen? Last month I was kind of kidding when I mentioned receiving payments in Bitcoin. But one month later maybe I was not kidding. 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

The Sales Actions to be remembered are the one’s brought Often what makes people buy are the little things. Little memorable things. Little memorable things repeated over time that builds enough goodwill, value, confidence, and trust to affect a sale. How memorable are you? How memorable are your actions? How many surprises do you create? How much magic do you make? If you’re not sure of the answer, ask yourself these (fighting) questions: • Am I beaten by competition regularly? • Am I arguing and fighting price constantly? • Am I fighting to get my calls returned? • Am I fighting for sales? Yes, to any of these means on the “memorable scale” your rating is in the “not very” category. Opportunities to surprise and create positive memorable actions are everywhere. Before, during, and after the sale. Your job is to identify them and take action.

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Here are 16.5 surprise elements (broken down by sections of the sales cycle) that can make or break the sale: Building value first… 1. Get them leads or business. Stop by for fun. Deliver the name of someone interested in doing business with them. The next time you call, they won’t know whether you’re buying or selling. WOW. Help them build their business so you can earn yours. 2. Have new information and answers. Get your prospect surprise information. Information to make them think. Information that lets them know you’re thinking about them. Send something funny to make them smile and think of you in a positive way. 3. Leave half of a message. Pretend you got cut off right at the good part (be sure to leave your name and number first). Set the sales stage… 4. Have a personal welcome. A big banner, not one of those dinky signs with the letters that look like a menu board in a cheap restaurant. 5. Give a gift. Something that the prospect can relate to. Something that matches his or her personal interests. Something that will make her smile. 6. Show unbelievable enthusiasm. Enthusiasm breeds smiles and confidence. People like to be around upbeat happy people. Not many people are happy. Those who are happy, stand out. Do you? 7. Have a contagious attitude. Attitude is the root of enthusiasm. You become what you think about. The self-confidence and self-belief you display are the basis for your credibility your belief system is driven by your attitude. A great attitude is rare. Be rare. During the presentation… 8. Sit in their chair. Pure guts and fun. Get the prospect to leave his or her chair then sit in it. Wait till you see their look. 9. Ask a drop-dead question. A question that makes them stop and think. A question they have never heard before. A question that earns their respect. 10. State it in terms of them (not you). No one cares what you do unless it helps them. Say how you help, not what you do.


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Sales Trends continued 11 Know something personal or something about/for them. Show them you know. Show them you took the time to find out. 12. Serve great food. Everything you say, do, give and serve is a reflection of you and your image. You make an impression with every action. Serve the best to be perceived as the best. It only costs about 20 bucks to create a lasting conversation piece. Associate you, your company, and your product with the word BEST Off business experiences… 13. Memorable meals. Surprise them by arriving at their favorite restaurant. Have their favorite food delivered to your office and work through lunch. 14. Tickets. Ball games and theater are wonderful memory builders. The secret is to GO WITH THEM. Giving two tickets to a prospect defeats the process and ruins your chance to establish a personal information advantage. Another great place to go is your area planetarium (surround screen theaters). Take the prospect and his family on a weekend you’ll have a memory and an order. 15. Mini Events. Meet the prospect at the (golf) driving range. Hit a bucket of balls and eat a fast lunch. Great way to play golf and make a deal without killing the whole day.

16. Three-way a lunch with a prospect for them.Can’t get the prospect to meet with you? Get a prospect or connection that can help your prospect to eat with you, and watch the decision change in about two seconds. And the secret glue… 16.5 The link: use it if found. When you find out what you have in common with the prospect, you have a distinct competitive advantage. It may be the advantage that swings the sale. Golf, college, children in the same activity, vacation spot, hometown. Anything you both like or do. One last note: When it’s over, say “thank you” in a memorable way. Everyone says thank you. Your job is to say it and be remembered for saying it. A gift, a personal note, a referral. Creating magic moments is critical to the repeat business and referred business you get. The easiest way to identify your magic is to list your magic. If your list is short make some. Jeffrey Gitomer is the author of twelve best-selling books. For information about training and seminars visit www.Gitomer.com or email Jeffrey at salesman@gitomer.com or call him at 704 333-1112.

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


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2013 CAT Lift Trucks EP8000 Zoom Lifts & Equipment Chester, SC | 704 975-1377

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June 2021

21


Nuts & Bolts

Acquisitions, expansions & other business news

Toyota Industries Corporation launches Global Autonomous Vehicle Software Development Company In order to meet the increasing demands of its customers, Toyota Industries Corporation (TICO) will bundle its software development in autonomous vehicles (AVs), increase its global investments, and establish T-Hive B.V. as a new center of excellence. By combining the software products, partnerships, and innovations from TICO’s main Group companies, Toyota L&F, Toyota Material Handling, Toyota Material Handling Europe, Raymond, Bastian, and Vanderlande, and respective brands, the organization will significantly strengthen and expand TICO’s main brands' solution portfolio. www.toyota-industries.com

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June 2021

Custom Industrial Products (CIP) has announced that their starting minimum wage will be $15 per hour, effective March 29th. CIP employees who were already making $15 an hour have had their wages increased as well. “We believe it’s vital in these uncertain times, in the midst of a pandemic, that we as an organization continue to invest in our people as well as contribute to the regrowth of the economy,” said Tom Tenney, CEO of Custom Industrial Products. “By paying more than many of our competitors, we hope to attract the best new employees and retain the kind of employees we need”, said Tenney. www.customindprod.com

Two Shoppa's Material Handling locations achieve Toyota ASEC Certification

Do more for your forklift fleet.

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Custom Industrial Products, Inc. increases starting wage to $15 per hour

Shoppa's Material Handling has announced that two of its West Texas locations have achieved their Toyota ASEC certifications. According to Toyota, its After Sales Evaluation and Certification (ASEC) program is designed to help dealers offer the best service in the industry for its customers. The in-depth process is intended to optimize and organize the service process at every level leading to efficient and effective aftermarket services that are essential to customers’ success. Six of its nine locations are now ASEC compliant, including Shoppa’s in Brownwood, Texas, which anticipates being recertified in the next month. Shoppa’s new Amarillo location also has begun its ASEC journey and expects to become certified this summer. www.shoppasmaterialhandling.com

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


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

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www.MHWmag.com

June 2021

23


Nuts & Bolts

Acquisitions, expansions & other business news

Hyundai announces Top Performing Forklift Dealers for 2020 Hyundai Material Handling (HMH) has announced their Top Performing Forklift Dealers for 2020 representing North America and Canada. These annual awards recognize the dealers who achieved the highest number of unit sales above goal. This year HMH established the “Chuck Leone Award” in honor of their longtime EVP/COO who unfortunately passed away in January 2021. This award will be given annually to the Dealer of the Year. We are proud to announce that the first annual Chuck Leone Award goes to the Modern Group. Modern’s performance was truly remarkable from start to finish of 2020.

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

The dealers recognized for 2020 are; "The 2020 Chuck Leone Award" Dealer of the Year • Modern Group 2020 Apex Award • Lone Star Forklift 2020 Summit Award • Thompson Lift Truck Company 2020 Peak Performer • Leavitt Machinery • Pacific Material Handling Solutions, Inc. • Springer Equipment Company • Brennan Equipment Services Company • Carolina Industrial Trucks, Inc • National Lift Truck Service, Inc. • M&L Industries • Midway Industrial Equipment, Inc. • Herc-U-Lift • Hurricane Industrial Equipment, Inc. • Big Lift Material Handling • Wise Forklift, Inc. 2020 Rookie of the Year • Midway Industrial Equipment, Inc. www.hyundaiforkliftamericas.com

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

Material Handling equip auction Trucks, Trailers, Material Handling Ag/ Construction in Marietta, PA

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June 2021

25


Shifting Gears

Industry personnel and organization news

Brooke Hanson named Vice President of Operations at Delta-Q Technologies

Weaver named Women In Trucking’s 2021 Driver of the Year

Delta-Q Technologies (Delta-Q) has announced that Brooke Hanson has joined the company as Vice President of Operations, responsible for heading Delta-Q’s global supply chain and growing its manufacturing footprint. In her new role, Brooke will oversee Delta-Q’s geographically dispersed, multiple lines, 400,000-unit plus manufacturing, and supply chain operation. This includes fostering the company’s Tier-1 contract manufacturing relationships and overseeing the team of supply chain and logistics professionals.

The Women In Trucking Association (WIT) has announced Nikki Weaver, a company driver for FedEx Freight, as the winner of the second annual Driver of the Year award sponsored by Walmart. Weaver was among three finalists for the award. The other finalists include Carmen Anderson, a company driver at America’s Service Line, LLC, and Ingrid Brown, independent owner-operator of Rolling B LLC. Weaver has been a professional driver for over 20 years. For the first seven years of her career, she was an over-the-road driver. Then, she became a company driver with FedEx Freight and has been with the company for 13 years. She now has more than 2 million accident-free miles and zero moving violations.

www.delta-q.com

www.womenintrucking.org

BOOST YOUR BOTTOM LINE XTENDER BATTERY REGENERATOR PROVEN TECHNOLOGY

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

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June 2021


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 to 220,000 lbs, it’s a safe choice to go with Combilift.

Save up to 50% more storage with Combilift Before you invest in upgrading the infrastructure of your warehouse, find out how Combilift can increase your storage, improve productivity and enhance safety. With over 21 years’ experience in volume optimization, our team of warehouse planning experts know how to make your space work harder for you. Contact us today to arrange a site survey! Our warehouse design consultancy service is FREE and without obligation.

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www.MHWmag.com

03/03/2021 June 2021 18:05:0427


Shifting Gears

Industry personnel and organization news

Darrel Harris named President of Yellow Corporation Yellow Corporation a U.S. provider in trucking and logistics, announced the promotion of Darrel Harris to president of Yellow Corporation. Mr. Harris joined Yellow in November 2020 as Executive Vice President of Strategic Initiatives with the responsibility of instituting and leading a company-wide enterprise transformation initiative that not only modernizes the way freight is delivered but also expands and enhances services available to Yellow’s 200,000 customers. Mr. Harris is a 25-year industry veteran with extensive experience in the less-than-truckload marketplace. Most recently before coming to Yellow, he served as Chief Executive Officer of Xpress Global Systems in Chattanooga, TN. Prior to that, he worked in sales and operations at some of the largest freight companies, including FedEx Freight. www.myellow.com

H&E opens new facility in Marietta, GA H&E Equipment Services Inc. (H&E) just opened Marietta branch, the fifth facility located in Georgia and the third in the Atlanta area.The new location is at 1069 Canton Road, Marietta, GA 30066-6039, phone 770-343-2200. The 30,000-square-foot facility sits on 3.5 acres with a fully fenced yard area, offices, parts warehouse, and a repair shop with six service bays. It is capable of servicing a variety of construction and general industrial equipment for customers northwest of Atlanta. www.he-equipment.com

For More Shifting Gears go to

www.MHWmag.com

The 2” x 5’ Battery sling has been designed to safely facilitate removal and installation of a forklift battery. 2-ply polyester sling webbing Vinyl coated hooks Standard Hooks facing outward for easy 1 person use Standard 12″ lifting round ring with protector pads for wear and tear  Manufacturer working load tag with 360° stitching + clear plastic cover for extended wear durability

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June 2021

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MHWmag.com When you want to know about the material handling industry, trust Material Handling Wholesaler for:  current news  who got promoted  hot new products

You can search for new and archived articles at any time. Material Handling Wholesaler is your trusted material handling resource for over 41 YEARS! Access MHWmag.com on your desktop, tablet, or mobile device! Happen to have news? Email your release with photos to editorial@MHWmag.com

Your trusted friend in the Industry!

www.MHWmag.com

June 2021

29


Shifting Gears

Industry personnel and organization news

Adam Abrom recognized as Flux Power's 2020 Sales Manager of the Year Flux Power Holdings, Inc. recognizes Adam Abrom, Regional Sales Manager, as the recipient of the 2020 Sales Manager of the Year award for the second consecutive year. "Congratulations to Adam for the second year in a row, on becoming the Flux Power Sales Manager of the Year for 2020. His dedication and hard work has been an inspiration to us all. He has executed and implemented innovative ideas in becoming a leader, not only with Flux Power, but within the entire material handling space," commented Tod Kilgore, Director of Sales. "It’s with great honor that we recognize Adam's accomplishments and goals as a team leader within our organization." Abrom’s territory includes most of the central US, as well as Florida. www.fluxpower.com

Daniel “Boone” Larsen set to cast into retirement after 30 Years in the Trailer Industry Daniel “Boone” Larsen, Felling Trailers’ Great Lakes Regional Sales Manager has been a part of the equipment industry for 40-years and will retire in early May 2021. Thirty of those years have been spent spec’ing and selling trailers; 19-years with Towmaster, and the last 11-years with Felling Trailers. Daniel “Boone” joined the Felling Trailers' team in July of 2010 as the Midwest & Southeast U.S. Regional Sales Manager. He provided dealer support for 15 states spanning from Minnesota to Virginia to Florida to Mississippi. In the fall of 2014, Boone reduced his coverage area to the Great Lakes Region to provide more focused dealer support to the Felling Trailers’ dealer base in Ohio, Kentucky, Michigan, Indiana, Illinois, Wisconsin, and Minnesota regions. www.felling.com

2" x 1" Rectangular Mesh EEZY STAK® Enclosures are designed and engineered to save time and money on your project installation.

These versatile machinery and rack guards are ideal for protecting your machinery, racking and other valuable assets. Continuously welded joints make for strong units that can take a beating.

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Jesco Industries, Inc. 950 Anderson Rd, Litchfield, MI 49252 Phone: 517-542-2903 Fax: 517-542-2501

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June 2021

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New Products

See more new products online at www.MHWmag.com

Hangcha Forklift America introduces a new full line of Lithium-ion Powered Material Handling Equipment HC Forklift America Corporation (HCFA), has introduced a new full line of lithiumion-powered material handling equipment. As technological innovators, Hangcha Group saw the benefits of lithium-ion technology and how it could revolutionize the material handling industry.  They have partnered with CATL, the largest global lithium-ion battery pack manufacturer, to build lithium-ion battery packs that work in material handling applications.  The result is a full line of Lithium Iron Phosphate (LiFePO4) powered material handling equipment that has been tested over 273 different times for safety and reliability. This full line of lithium-ion material handling equipment includes 16 new models in Classes 1, 2, 3, and 6, in addition to the 5 models that are already sold in the U.S. Market.  www.hcforkliftamerica.com/lithium-ion

CLARK Material Handling Company announces new WPL40 Electric Pallet Jack product CLARK Material Handling Company has launched the WPL40 Electric Pallet Jack. Built to Last and designed to transport up to 4,000 pounds. The WPL40 features a maintenance-free Lithium-Ion battery, an ergonomic handle, and the ability to pinwheel in place with the handle in the upright position. The WPL40 complements the entire CLARK product line due to its lifting capacity and use of Lithium-Ion. Designed for use in logistics, manufacturing, and warehousing. www.clarkmhc.com

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Huron Technology Corp. introduces the Flattening Belt Conveyor Huron Technology Corp. has introduced the Flattening Belt Conveyor also known as the Bag Flattener Conveyor which is ideal for optimizing end of the line production of bagged materials. The Bag Flattener automates the bag flattening process for a safer, more consistent, and controlled method of layering bagged products on pallets prior to wrapping and shipping. A pneumatically actuated adjustable airbag opening between the two inverted belt conveyors allows the Bag Flattener to manage a range of bag sizes. The Bag Flattener can process up to 12 bags per minute, ranging from 5 to 50 pounds each. The Bag Flattener is suitable for a variety of bagged materials including grains and seed, foods, and lawn and garden to concrete and insulation. www.hurontechnology.com

Noblelift® introduces the PSE26NSL EDGE Series Lithium Iron-Phosphate Electric Straddle Stacker The newest introduction of Noblelift® lithium-ironphosphate LiFePO4/LFP electric EDGE Series fullelectric walkie straddle stackers PSE26NSL is designed for energy proficiency while keeping productivity at its highest peak of performance to answer the call for high-density, high throughput warehouses, equipping them to keep up with growing order volumes while protecting profits. Ideal for facilities that are regulated by the EPA and OSHA. Available in 2600lb. load capacities and a lift height of up to 142” the Noblelift® EDGE series lithium-iron straddle stackers deliver reduced energy consumption and faster cycle times to help warehouses move inventory efficiently while having a safer more stable thermal chemical compound of iron-phosphate to avoid overheating and or explosion. www.nobleliftna.com


New Products

See more new products online at www.MHWmag.com

CLARK Material Handling Company announces expansion of Standard Warranty Program

Felling Trailers releases User-Focused, Re-engineered Utility Pole Cargo Trailer

CLARK Material Handling Company has announced an expansion of the CLARK standard warranty for Carriage to Counterweight and Powertrain coverage for up to three years. Specifically, beginning April 1, 2021, the CLARK Protection Plan standard warranty now covers: Full “Carriage to Counterweight” for two years or 4,000 hours, whichever comes first. The powertrain for three years or 6,000 hours, whichever comes first. This warranty change actively demonstrates the highquality engineering, manufacturing, and componentry that goes into each CLARK product. This new and expanded “bumper to bumper” the standard warranty ensures that when purchasing a CLARK product, it is indeed “Built to Last.” www.clarkmhc.com

Felling Trailers has re-engineered the Utility Pole-Cargo trailer with operator safety, ease of use, and maintenance are prime factors taken into account when any company is looking into equipment acquisition. These same factors are even more vital in the Utility & Telecom Industry as they service, build, and maintain infrastructures for their state and local regions. Felling Trailers’ re-engineered Utility Pole Cargo trailers (UPT-C’s) are fully engineered and documented products that embody these factors. The UPT-C model line offers four models with GVWRs (gross vehicle weight rating) ranging from 13,800 lbs. to 23,000 lbs. All models are standard with electric FSA (forward self-adjusting) brakes on all axles with an air brake option available on FT-20 UPT-C. www.felling.com

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June 2021

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YOUR MATERIAL HANDLING

SOURCE DIRECTORY

For a direct link to these websites, visit www.MHWmag.com and click on the corresponding display ad under the category you are browsing. ➤ Dock Equipment ➤ Drum Handlers ➤ Electrical/Electronic Controls ➤ Engines ➤ Finance Companies ➤ Fluid Power Equipment ➤ Insurance Companies ➤ Inventory & Production Control Systems ➤ Inventory And Bar Coding ➤ Lift Tables ➤ LP Gas Distributors

➤ Allied Products ➤ Attachments & Access. ➤ Auctions ➤ Automated Storage Systems ➤ Automatic Identification Equip. ➤ Batteries/Chargers ➤ Container Storage ➤ Controls & Information Handling Systems ➤ Conveyors ➤ Customer Fabricators ➤ Drug Testing Compliance

➤ ATTACHMENTS / ACCESSORIES • Pallet Truck Modifications • Turret Mast Attachment • Mechanical Attachments • Special Design Request and Much Much More... www.superioreng.com

➤ 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

➤ DISPLAY RACK AND SHELVING

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June 2021


YOUR MATERIAL HANDLING

SOURCE DIRECTORY

For a direct link to these websites, visit www.MHWmag.com and click on the corresponding display ad under the category you are browsing. ➤ Dock Equipment ➤ Drum Handlers ➤ Electrical/Electronic Controls ➤ Engines ➤ Finance Companies ➤ Fluid Power Equipment ➤ Insurance Companies ➤ Inventory & Production Control Systems ➤ Inventory And Bar Coding ➤ Lift Tables ➤ LP Gas Distributors

➤ Allied Products ➤ Attachments & Access. ➤ Auctions ➤ Automated Storage Systems ➤ Automatic Identification Equip. ➤ Batteries/Chargers ➤ Container Storage ➤ Controls & Information Handling Systems ➤ Conveyors ➤ Customer Fabricators ➤ Drug Testing Compliance

➤ Manufacturer/Suppliers

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

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

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➤ Transmissions

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

800-447-3967 | www.charnor.com

Reman Transmissions, Drive Units, Differentials & Torque Converters

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

Steer Axles

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Website: www.avt.us • E-mail: avtsales@avt.us www.MHWmag.com

June 2021

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

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HC FORKLIFT AMERICA CORP. . . . . . . . . . . . . . . . . 2

SUNLIGHT BATTERIES USA INC. . . . . . . . . . . . . . . 16

CLARK MATERIAL HANDLING CO.. . . . . . . . . . . . . . 3

HELMAR INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . . . 27

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . . . 24

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

INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . . 25

DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

JESCO INDUSTRIES, INC. . . . . . . . . . . . . . . . . . . . . 30

SUPERIOR ENGINEERING. . . . . . . . . . . . . . . . . . . . 17 THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . . . 20 THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . 13 TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . . 9

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

JH THOMAS INDUSTRIES LTD . . . . . . . . . . . . . . . . 33

FAD EQUIPMENT STORE INC. . . . . . . . . . . . . . . . . 18

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . . 24

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). . 26, 36

MEDIABIDS, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . 19

FORKLIFT-INTERNATIONAL.COM. . . . . . . . . . . . . . 21

OHIO RACK, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . 14

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

RESONANT DEALER SERVICES. . . . . . . . . . . . . . . .12

WEST POINT RACK, INC. . . . . . . . . . . . . . . . . . . . . . 7

H&K EQUIPMENT COMPANY. . . . . . . . . . . . . . . . . 16

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

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . . 15

TRI-BORO SHELVING & PARTITION CORP. . . . . . . . 1 TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4, 17, 40 VALLEY INDUSTRIAL BATTERY, LLC. . . . . . . . . . . 28

MORE ADVERTISERS & RESOURCES AT www.MHWmag.com 36

www.MHWmag.com

June 2021


Since 2003

FACILITY ASSET PROTECTION

New Prod uc : Page 3 ts

The Original Drop-In, Lift-Out Guardrail

Save Your Assets

• People • Products • Equipment • More

The Most Competitively Priced Safety Products In America! 1-877-728-3891 | www.save-ty.com


Guardrail / Hand Rail

Twin Rail

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

Hand Rail

•D  urable steel protection.

•F  ully welded sleeves to hold and capture rails.

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

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

•E  asy installation, simply assemble and anchor down. • Posts available as Inlines, Corners, •S  tronger than typical handrail. or Ends in 18”, 26” and 42” heights. • Top Rail is 42” high and MEETS • Stocked in 4’, 6’, and 8’ sections. • Rails available in 2’ – 10’ in 1’ OSHA FALL PROTECTION if • 42” tall standard. increments. used on a mezzanine. •M  EETS OSHA REQUIREMENTS

Rack Protection

36

”, 4

“V” Face Post Protectors

2”

&4

8” & 12”

8”

End of Aisle Rack Protection

•R  ack protection creates a visible guide through aisles and saves thousands in damage. • Available in 36”, 42”, and 48” in • ¼” material. either single or double ends. • Four mounting holes. • Curved end has an 8” I.D. and is • Accepts ½” anchors, which 8” and 12” tall. are available upon request. • Choose floor angle thickness of ½”, 3/8”, or ¼”. •A  vailable in 12”, 18”, and 24” with 4¼”, 5½”, and 8¼” clear opening.

Flush hardware

Pallet Guide/Stop •T  wo products in one! Keeps flue space clear and prevents damage to walls behind rack. •A  vailable in 42”, 45” (42” with 3” overhang), 48”, and 51” (48” with 3” overhang). •E  asy installation and creates reinforcement for the rack. • Flush mount hardware included.

“Live chat at www.save-ty.com”


Our Products at Work Dock Safety

Fabric Gate

Dock Stop HD

• Protects against unwanted visitors, insects, birds, and debris from entering the work area while allowing air to flow through. 48” tall. • High visibility, breathable fabric. • Easy operation, requiring just 3 lbs. of pull force to extend the fabric barrier. • Accommodates doors from 8’ – 16’. • MEETS OSHA REQUIREMENTS

•S  top fork trucks from driving or backing off the dock. 42” tall. • Available in 8’ – 9’ and 10’ – 12’ sizes. • Includes two 5” steel posts with 12” x 12” baseplates with gussets for strength. • Reinforced cross bar for strength behind panels. • MEETS OSHA REQUIREMENTS

Mezzanine Safety Gates

Adjustable kickplate and rubber feet

Pivot Gate • Choose from 60”, 65”, 72”, 96”, or 120” clear opening. • Easily pivots to up or down position – requires only 10 - 20 lbs. of lift force. • Ships mostly assembled – minor assembly required upon receiving. Simply anchor to the mezzanine floor. • Adjustable kickplate and rubber feet. • MEETS OSHA REQUIREMENTS

PickerPal Mezzanine Gate • 6 self-closing arms that operate independently. •A  s the pallet is unloaded the top arms close, creating a safety barrier. • 6’ or 8’ width. • Includes 8’ tall rack frames and height limiter. • MEETS OSHA and IBC REQUIREMENTS

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


Industrial Safety Gates

Single Swing Gate

Double Swing Gate

• Ideal for stair openings, ladders, and platforms. The “Save”ty Swing Gate bolts to existing rail opening to provide a one-way, self-closing gate. It is a simple and economical way to comply with OSHA. • Each gate has 2½” of adjustability. • Single Gate requires a post for a strike plate. • Designed to fit hand railing up to 2” O.D. • Single Swing Gate can fit openings 14” – 50½”. • Double Swing Gate can fit openings 16” – 52½”. • MEETS OSHA REQUIREMENTS

Bollards

Telescoping Gate •A  djusts to fit openings from 18” to 36” and is self-closing. • Can be installed on guardrail or handrail (2” O.D. max), regardless of brand. • Can be inverted to swing either left or right. • Springs designed for over 1 million cycles. • MEETS OSHA REQUIREMENTS

Building Column Protectors

•S  teel bollards protect a variety of facility assets.

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

• Surface mount to concrete or direct bury.

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

•E  conomy 4½” O.D., Yellow or Red, 5½” O.D. Yellow only, 24”, 36”, or 42” tall. • Standard 4½” O.D. 42” tall, Yellow with welded top, available with welded eyelet.

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

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

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

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


HOLY GREAT SUPPORT! Get the VRC Lift Support You Need, When You Need it.

At CIP, building a better lift wasn’t good enough. We’ve also built a better support system. Dealers and resellers now get their own dedicated support hotline and our website also features immediate, real-time chat. This new, superhero-level support is designed to get you the answers you need as quickly as possible.

BECOME A DEALER OR RESELLER

CUSTOM INDUSTRIAL PRODUCTS INC.

INNOVATE – CREATE – ELEVATE

Learn more about our aggressive incentives and rebates at customindprod.com/dealer


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

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

American Industrial Transmission Inc.

• REMAN STEER AXLES

20395 Hannan Pkwy. Walton Hills, OH

www.aittransmission.com

sales@aittransmission.com

800-588-7515


IT TAKES MORE THAN THIS

TO KEEP YOUR WAREHOUSE SAFE

61237B Blue Spotlight

62244R Red Line Lamp

868 Back Up Alarm

www.helmarparts.info 1-800-621-3414


Your One-Stop-Shop for lights and safety products. www.tvh.com.

Profile for Material Handling Wholesaler

June 2021 Material Handling Wholesaler  

ANNUAL SAFETY ISSUE This issue will look at a variety of safety aspects to keep your employees and customer safe. We will look at the Indust...

June 2021 Material Handling Wholesaler  

ANNUAL SAFETY ISSUE This issue will look at a variety of safety aspects to keep your employees and customer safe. We will look at the Indust...

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