December 2021 Material Handling Wholesaler

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An Employee-Owned Specialty Publications International, Inc. Magazine

December 2021


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DECEMBER 2021 • VOL. 42 NO. 12

Industry News 20 Nuts & Bolts

24 Shifting Gears

28 Industry Insight

30 SalesLead

Dean Millius General Manager/Publisher Daniel Brown Account Executive

34 Source Directory 36 Advertiser's Index

vacant lot Dave Baiocchi COLUMNS

ADVERTISING CALL 877.638.6190 Email: | 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... WHAT CAN WE EXPECT IN 2022 - FROM A T0 Z VIEWPOINT

12 | Bottom Line Gary Bartecki

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Supplement: 2022 Calendar

Transitory my _ _ _!

16 | Sales Trends Jeffrey Gitomer

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

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

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December 2021


Cover Story Dave Baiocchi

Operating from a vacant lot As we bring 2021 to a close, we are just beginning to ascertain the new realities of a changing workforce and economy. A pandemic we all believed would be firmly in the rear-view mirror by the summer of 2021 has continued to infect not only our populace, but also our workforce, our corporate policies, and our economic outlook for the foreseeable future. Although some would argue with me, this author believes that the ongoing responses to the pandemic have become less about the science of eradication and therapeutics, and more about political control over private enterprise, public education, and basic personal freedoms. No, this article will not be a political argument on either side of the ideological spectrum. There will always be a cacophony of noise created by the 24/7, social media-driven news cycle. Behind this noise, however, there appear to be more permanent and serious ramifications linking the effects of the pandemic to developing demographic, societal, and educational realities that pose an existential threat to the distribution status quo. We need to forecast what this means to us on a regional basis, and what preparations we need to make to insulate our business from the coming storms. (Yes, there will be more than one). I want to address some of the most urgent challenges both this month and in the January edition and suggest ways that we can establish defensive measures that will actually strengthen our hand, and prepare us for the realities of the ’20s and beyond. Supply Chain Hell As I write this, there are hundreds of container ships anchored offshore and in bays and harbors, anxiously awaiting their turn to offload their cargo in the United States. There several reasons for the OHIO RACK are backlog. First, there is the We BUY & SELL continued surge of shipping Portable Stack Racks volume created by the shift Flexible Packaging to online ordering. Fueled NEW & USED by the pandemic, the shift 800-344-4164 to online ordering continues Fax 330-823-8136 to bring more products Email: from offshore markets. This 6

December 2021

additional volume clogs an already crowded supply chain infrastructure. Second, there is a severe shortage of truck drivers to take those containers out of the ports. This shortage can be partially blamed on pandemic mandates, as drivers that refuse to accept the vaccine, are being furloughed. The pandemic also incentivized aging drivers to retire. New drivers replacing the retirees cannot get licensed as DMV’s have all experienced extended periods of pandemic-related closures and limited operations. It’s no secret that nearly everything is in short supply, and prices are increasing exponentially. It’s not just groceries and Christmas gifts either. Steel, electrical parts, tires, and other components to manufacture equipment are also unavailable. For decades, we have been able to count on stable lead times for new equipment of 12-16 weeks. Presently, I haven’t talked to one dealer that has a confirmed lead time of fewer than 9 months, with most over 12 months, and even that, is subject to change. So, how do we respond to the absence of new equipment in the marketplace? How do we prepare our customers for extended lead times? How do we survive in the meantime? As a distributor, there are certain things you must have to be able to remain solvent. Product is one of those things. You cannot issue invoices for products you cannot deliver. It’s difficult to represent your capabilities from a vacant lot. We have no control over the absence of new products arriving from the OEM. So, we need to focus on areas where we do have control. Rental Fleet Recalibration Having been a rental manager as well as a dealer principal, I fully understand the wellaccepted and proven “best practices” of a properly executed rental accounting cycle. We put units into service in our rental fleet every year with certain expectations of how long they will remain in rental service before they are considered for retirement and remarketing as used equipment. In most cases, this period is from as little as 30 months to as long as 5 years. Many factors go into calculating optimum rental fleet cycles.

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Cover Story continued

These factors include rental utilization, costs for maintenance and repair, borrowing costs, and seasonal considerations. Desperate times, however, call for desperate measures. No matter what our rental accounting expectations may have been in the past, the rental fleet is inventory under the dealer’s control. Accessing at least a portion of that inventory early to aid in filling the 9–12-month hole in the supply chain will help us keep our long-term customers. My advice is to deploy these assets strategically. Find opportunities to provide incentives to customers to extend existing contracts well past the supply chain interruption. Use late model rental units to supplant units with high maintenance costs. Purchase units from the lease provider well before expiration, and then extend the contract as needed. Preserve your customers, and keep looking forward. Nobody will have ample inventory so there is a mitigated risk of addressing this head-on with the customer. Make your customer part of the strategic plan. We can argue all day long about how hard this will be. One thing remains clear. What we currently OWN, is all we have to work with. Deploy it carefully and strategically. Bolstering Service When customers can’t buy equipment, we must expect that the need for maintenance and repair will be on the increase. My contention is that the dealer offerings in the service department are far too thin to be effective in the coming year. Most dealers offer a PM program or a full maintenance program with very little middle ground. System maintenance for transmissions, hydraulic systems, brake systems, and engine maintenance are routinely ignored unless it is actively managed. The vast majority of dealer service departments have maintenance programs that are wrapped solely around PM completion (with some segment 2 repairs). The fact remains that a planned maintenance service only replaces the engine oil and provides lubrication. In order to properly care for customers that may be pushing their equipment past its economic life, we have to create expanded and comprehensive programs that address every system. RDS has helped many dealers create these offerings. Now more than ever it is imperative that we have these solutions in place, and ready to deploy. 8

December 2021

Nobody wants to work! I already know what you’re thinking. How in the world can we develop and offer expanded maintenance programs when I can’t even find anyone qualified to turn a wrench? I get it. This is part- two of this discussion. Labor shortages have been an insidiously growing problem for far longer than the pandemic has been with us. We have all “gotten by”, by stealing techs from the competition, or by creating “homegrown” development and training solutions. As of now…. we are at critical mass. There are actually two forces at play that will only make the labor shortage more acute as we move forward. The first is outlined in the book “The Fourth Industrial Revolution by Klaus Schwab. In the book, the author details the changes that will take place in the short-term future as AI and digital tools replace human interaction. The book deals with the subject matter on a macro-economic basis with valid concerns about cyber security, encryption, and geopolitical control of data at the highest levels. The future realities suggested, however, also apply to circumstances more salient to dealership operations. Is our technology sufficient? Will employees want to work for us if we don’t have the proper digital tools? Will customers buy from us, if we don’t offer a minimum level of digital sophistication? The second force at play is connected with the first. It’s commonly referred to as “Job Shock”. Garry Bartecki, my friend and colleague has referenced this on multiple occasions (in this publication) and suggested that readers follow ongoing content on the subject as published by Edward Gordon of Imperial Consulting. You can read these articles on by searching Job Shock. Simply put…Job Shock is shorthand for the issue of not having a labor pool with the right talent, the right education, or the right motivation. Like it or not, most relevant employment in the future will be inextricably tied to education in science, technology, engineering, and mathematics (STEM). Low-wage – lower-paying jobs will be replaced by (4th Industrial Revolution) technology. For decades the United States educational system has operated secondary educational institutions that were more concerned with social promotion than learning. Testing has been sacrificed on the altar of “equity”. Thousands of freshmen invest the first year of their college experience in remedial


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Cover Story continued

courses. The needs of the 21st-century economy will not be satiated by those earning degrees in gender studies, art history, and rhetoric. The pandemic only magnified these imbalances, and we see it in all of its stark reality. If nobody is willing to flip burgers for $18 an hour, how are we ever going to fill our service vans with qualified employees? We need new ideas and fresh incentives to not only bolster our offerings but bolster our ranks as well. Next month, I will suggest some initiatives that may help in filling these vacancies. Until then…. buckle up, it’s going to be a bumpy ride.

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December 2021


Bottom Line Garry Bartecki

Transitory my _ _ _! Well, let’s start by saying that cryptocurrencies are here to stay and somewhere, somehow your company will be called upon to complete a transaction using crypto. Never thought it would happen this fast but with the continued inflation talk one way to protect your buying power is to use a product that holds its value no matter how much the value of the dollar decreases. What led me to this conclusion? Basically, the investment newsletters I receive recently all had Crypto type investments to consider. In addition, my latest issue of Forbes has a young man on the cover (29 years old) who started a company called FTX, which is a crypto exchange where traders can buy and sell digital assets such as Bitcoin and other cryptocurrencies. FTZ handles about 10% of the $3.4 T (that is Trillion) market of futures and options trades crypto traders use each month. Big numbers! Consequently, this young man is worth $26 B as of this date. If crypto can generate that kind of value for a service provider these crypto companies are surely becoming an acceptable means of transferring value. Then I saw where contractors are using Crypto to purchase materials as well as receive Crypto as payment for services rendered. A masonry contractor in fact. If a masonry contractor uses this process, I suspect many other contractors will jump on the bandwagon. And, of course, we assume the value of the Crypto will increase in value as the value of the dollar falls as a result of another trillion dollars added to our money supply. Interesting, especially for those of you doing business with offshore vendors or customers. Probably worth the time to investigate further. Next on my list for this month is the “transitory” talk regarding inflation, general price increases, and how long the inflation levels (some say 5-7%) will hold until they return to a more normal 2%. Everything I read and hear about tells me the supply chain issue will remain for another two years. And because of shortages every one of you will experience cost pressures which you can hopefully pass on to the customers. And then they speculate that once the demand/ supply issue reverses we may even experience a recession. What fun owning a company that buys offshore products, 12

December 2021

has products that use the major industrial materials that are already at high price levels, has a need for trained personnel to service customers, and has to carry substantial inventories which are financed by bank debt where interest rates are sure to increase as means to curb inflation. If these issues were something you could reasonably plan for you are in a position to control whatever they throw at you. But the issues we face today are not “normal” and require closely managed companies to stay ahead of the game. To see what may happen to your financials under these conditions I prepared a simple balance sheet and income statement to determine how inflation will impact your financial stability. To get going I calculated the inflation impact for 10 years using 2% per year and also 5% pre year. After 10 years at 2%, the $1,000 current cost would increase to $1,200. Not bad. Something you can handle. But at 5% the $1000 cost becomes $1,550 (a 55% increase) that will necessitate a much higher degree of financial management. Would be great if you could get a dealer projection model where you could use all the variables and estimate profits and the balance sheet impact. The profit planning model would do for a start as long as you gross up the figures used to calculate ratios. The model I am referring to appears in the annual MHEDA Disc Report. The problem going forward relates to your ability to pass on increased costs to customers have the service capability to maintain your normal above-average performance, turn your inventory levels and still make an adequate profit to support this new business structure. My concern is the Balance Sheet. The cost of every non-cash asset category will increase not because you are buying more, but because they cost more per unit. Consequently, the liabilities will mirror what happened on the asset side and in addition incur expected interest rate hikes that will eat up cash. In the end, I see both the cash balance and the equity account not moving much even if sales increase. Remember the old saying ….and it is true that FOR EVERY DOLLAR OF SALES THERE IS AN ADDITIONAL CAPITAL REQUIREMENT. I remember years

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December 2021


Bottom Line continued

ago when I did a presentation titled HOW TO SELL YOURSELF INTO BANKRUPTCY, demonstrating how additional sales require more cash to cover the time you have to pay for items sold versus the time you collect from the customer. In short, you could have a great sales increase and run out of money, which is close to what I see if here if a substantial inflation rate sticks. Ways to mitigate this capital shortfall is more use of technology to improve productivity which will decrease the cost of doing business. Another is to manage inventory levels, which includes refurbing used units or rental fleet units to sell, which probably would be seen as beneficial since customers are in the same boat as you are. Another is to adapt to electrical units. Another is to clean up the rental fleet and used equipment inventory and covert as much as you can into cash. All of which assists with the “gap” referred to above. Stay on top of your game and be prepared no matter what the economy throws at you. Garry Bartecki is a CPA MBA with GB Financial Services LLC and a Wholesaler columnist since August 1993. E-mail editorial@mhwmag. com to contact Garry.

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December 2021


Sales Trends Jeffrey Gitomer

Will the Real Decision-Maker please stand up The prospect tells you, “I only need one more approval and the order is yours.” For joy, for joy the order is mine! Eh, eh, eh don’t celebrate too soon. The one last person needed to approve is the real decision-maker. The boss. The guy you were supposed to be talking to in the first place. The one person who can say “no,” and there’s no possibility of reversing it. Rut-ro. Throw some water on yourself, pal. This sale hangs by a thread and what are you doing about it? Going home and bragging “it’s in the bag,” or saying over and over, “I hope I get it; I hope I get it”? Neither will work. Here’s what to do: The words “I only need one more approval and the order is yours” must trigger your response to the prospect, “Great, when do we all meet?” Get the prospect to agree to let you attend the final decision meeting.

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If you’re not present when the last decision is made, odds are you will lose the final battle of the sales war without being able to fire one bullet. Try this: (In a non-salesy, friendly way), say to the prospect, “I’m an expert at (what you do), and you’re an expert at (what they do). Surely as you discuss our service, questions about productivity and profitability will arise. I’m sure you agree that the right information needs to be presented so that the most intelligent decision can be made, true? (Get commitment) And questions might arise about our service, wouldn’t you agree? I’d like to be there to answer questions about my expertise so you can make a decision that’s in the best interest of your business.” (If this fails, try adding on the phrase “Pleeeeaaase, I’ll be your best friend.”) If the prospect (customer) agrees to the meeting, he or she considers you a resource, a partner. They trust you. If they don’t agree to let you in the meeting, they just consider you a salesperson. When others need to “final approve” the deal, besides learning to qualify the buyer better, you must take these five action steps or the sale is in jeopardy… 1. Get the prospect’s personal approval.“Mr. Prospect, if it was just you, and you didn’t need to confer with anyone else, would you buy?” (The prospect will almost always say yes). Then ask, “Does this mean you’ll recommend our service to the others?” Get the prospect to endorse you and your service to the others, but don’t let him (or anyone) make your pitch for you. 2. Get on the prospect’s team. Begin to talk in terms of “we,” “us,” and “the team.” By getting on the prospect’s team, you can get the prospect on your side of the sale. 3. Arrange a meeting with all deciders. Do it any (ethical) way you have to. 4. Know the prime decider in advance. “Tell me a little bit about the others.” (Write down every characteristic). Try to get the personality traits of the other deciders. 5. Make your entire presentation again. You only have to do this if you want to

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Sales Trends continued

make the sale. Otherwise, just leave it to the prospect. He thinks he can handle it on his own and will try his best to convince you of that. If you think you can get around these five steps, think again. (It’s obvious you’re looking for shortcuts or you would have properly qualified the buyer in the first place.) Here are two ounces of prevention (for next time): 1. Qualify the decision-maker as the “only” by asking a seemingly innocent question at the beginning of your presentation “Is there anyone else you work with (confer with, bounce things off of) on decisions (situations) like this?” The object is to find out if anyone else is involved in the decision BEFORE you make your presentation.

2. Prevent the situation from occurring by saying in your initial presentation: “If you’re interested in our __, when we’re finished, would it be possible to meet the CEO and chat about it?” If you make the mistake of letting your prospect become a salesperson on your behalf (goes to the boss or group instead of you), you will lose. Most every time. 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 For information about training and seminars visit or email Jeffrey at or call him at 704 333-1112.

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December 2021


Nuts & Bolts

Acquisitions, expansions & other business news

Jungheinrich again raises its forecast for 2021 with “strong” demand

Combilift claims Energia Family Business of the Year award 2021

Jungheinrich is once again raising its forecast for incoming orders, EBIT, EBIT return on sales, EBT, EBT return on sales, and ROCE for the 2021 financial year. Demand continues to be strong. Through targeted management of the supply chain, production shutdowns have largely been successfully avoided until now. In addition, the material price increases which were substantial in some cases were more than offset by corresponding price adjustments and efficiency measures. This increased forecast assumes that the material supply, which continues to be fraught, particularly in the case of electronic components, will not deteriorate significantly during the remaining weeks of the financial year.

Energia, the largest supplier of 100% Green Energy in Ireland, hosted their bi-annual Awards Ceremony virtually this week, with 19 awards being presented to Irish Family Businesses. Combilift is honored to have been recognized as the overall winner of the Energia Family Business of the Year 2021. The awards celebrate generations of families who work together and this year’s ceremony focused on honoring businesses who have demonstrated outstanding leadership and resilience throughout the COVID-19 pandemic while continuing to thrive and grow.

Cascade Corporation acquires Lift-Tek Cascade Corporation has successfully completed the acquisition of mast manufacturer Lift Technologies, Inc. (USA) and Lift-Tek Elecar S.p.A. (Italy) - more commonly known as Lift-Tek - from Calvi Holding S.p.A as wholly-owned subsidiaries. The acquisition gives the company the unique opportunity to bundle Lift-Tek masts with Cascade attachments for those customers who require a custom solution for the front end of their lift truck or automated guided vehicle (AGV). With LiftTek’s special engineering capabilities combined with Cascade’s latest attachment technologies, such as mobile weighing and sensing capabilities, the acquisition provides opportunities for synergy and growth when it comes to product development for digitally integrated solutions.

Toyota Material Handling earns 2021 Indiana Governor’s Award for Environmental Excellence Toyota Material Handling (TMH) has been recognized with the 2021 Indiana Governor’s Award for Environmental Excellence in the ‘Five Year Continuous Improvement’ category for the company’s Carbon Dioxide (CO2) reduction projects. The award was presented by the Indiana Department of Environmental Management (IDEM) at the 24th Annual Partners for Pollution Prevention Conference in late September. This is the fourth time Toyota Material Handling has earned a Governor’s Award for Environmental Excellence, and the third for ‘Five Year Continuous Improvement’. Since 2018, TMH’s CO2 reduction projects have resulted in a 22% reduction in electricity consumption, a 23% reduction in natural gas consumption, and a 37% reduction in CO2 emissions.


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December 2021


Nuts & Bolts

Acquisitions, expansions & other business news

ARA forecast continues to call for significant increases in revenue

TVH Mexico relocates Monterrey facility

The outlook for equipment rental revenue, comprised of the construction/industrial and general tool segments, remains positive for 2021 and beyond. The updated third-quarter forecast released by the American Rental Association (ARA) last month at The ARA Show™ 2021 in Las Vegas, shows equipment rental revenue to exceed $47.6 billion in 2021, a 3 percent increase over 2020. While that number is slightly less than the second-quarter forecast, 2022 revenue now is expected to grow at a 9.9 percent clip to reach $52.4 billion, which will be a record for the equipment rental industry, topping the $50.9 billion recorded in 2019. The forecast also calls for equipment revenue increases of 5.5 percent in 2023, 2.5 percent in 2024, and 3.3 percent in 2025 to reach $58.6 billion.

TVH Americas just announced the Monterrey, Mexico facility has moved from its location at Santa Catarina to Nuevo León. The new facility is able to accommodate almost twice as much inventory thanks to an improved layout as well as an additional 1,300 square footage of usable warehouse space. Additionally, by relocating closer to the city and major access points, TVH is able to provide customers with more convenient access to the Will Call service for quick and easy order pickup.

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2021 Heli CBD20J-LI2 Complete Lift Service Inc. Hoschton | 770 963-4222

2017 CAT Lift Trucks GC70K Illinois Lift Equipment Cary | 0



2013 Combilift C8000 1 Source Material Handling Irwindale, CA | 818 838-1688

1989 CAT Lift Trucks V1100 CTH H & K Equipment Coraopolis, PA | 412 490-5311

2011 Hyster GC050VX 1 Alta Equipment Company Livonia, MI | 248 449-6700 ext. 1898

2020 Donkey D12-4K Cromer Material Handling Oakland, CA | 510 534-6566

2020 Doosan G25N-7 Hansler Brockville | 877 442-6753

2021 HC (Hangcha) FP35 KMC Equipment Bryan | 979 778-0097







2018 Hyster E65XN MH Equipment Company Des Moines, IA | 515 288-0123

2020 Linde E18 Hansler Brockville | 877 442-6753

2017 Linde HT32T Hansler Brockville | 877 442-6753

2017 Hyster H80FT MH Equipment Company Des Moines, IA | 515 288-0123






2012 Hyster GP060VX 1 Alta Equipment Company Livonia, MI | 248 449-6700 ext. 1898

2019 BYD ECB18C Cromer Material Handling Oakland, CA | 510 534-6566

CAT Lift Trucks GP30N Kensar Equipment Company Indianapolis | +1 (317) 787-3400

2014 Hyster S120FT Zoom Lifts & Equipment Chester, SC | 704 975-1377






December 2021


Shifting Gears

Industry personnel and organization news

Cisco-Eagle promotes Eric Zuniga to Applications Specialist Cisco-Eagle has promoted Eric Zuniga to Applications Specialist according to Systems Integration Manager Bryan Gauger. Zuniga, who joined Cisco-Eagle’s systems integration group in 2018, will lead project design efforts for large-scale conveyor systems, warehouse layouts, automation, and other critical customer needs. He will help other designers and project managers during the design phase of projects, as well as oversee critical systems design and integration processes.

TFS acquires Curlin Material Handling Solutions TFS has announced that it has acquired Curlin Material Handling Solutions. This acquisition brings new capabilities to the TFS Racking & Automation Division. Dedicated to helping manufacturing, retail, and distribution companies meet growing eCommerce demands, TFS Racking & Automation specializes in delivering operational improvements to address space constraints, increase flexibility, and lower total cost while forgoing over-investing in the latest automation trend.

Parker Burke named president of Industrial Scientific Industrial Scientific has announced that Parker Burke has been promoted to president. Parker will be responsible for forming and executing the company’s strategy toward preserving human life and ending death on the job by 2050. For the past two years, Parker has led the business as senior vice president and general manager. Prior to joining Industrial Scientific in 2019, Parker was vice president and general manager at AndersonNegele in Fultonville, New York. Before leading 24

December 2021

Anderson-Negele, Parker held a number of commercial and operations roles at Gilbarco Veeder-Root.

ALL names Kasey Stephens new GM of Geismar, La., branch “Some kids played with Malibu Barbie. I played on a crane parked in my backyard.” That’s how Kasey Stephens explains her introduction to “living the crane life,” lifetime love of the crane business, which has culminated in her being named the new general manager of ALL Crane Rental of Louisiana, a member of the ALL Family of Companies. Stephens began her own career 15 years ago, first working for the same southern-based chain of crane rental companies where her dad spent his career. In 2012, Stephens joined the ALL branch she now manages, starting out handling contracts, insurance, and collections. By 2017, she was working in sales, having gained a well-rounded record of experience in virtually every facet of branch administration.

Lindmeyer joins Felling Trailers as Great Lakes Regional Sales Manager Felling Trailers Inc has appointed Joel Lindmeyer as their Great Lakes Regional Sales Manager. In this role, he will be responsible for all sales development, activity, and dealer support within Minnesota, Wisconsin, Illinois, Michigan, Indiana, Ohio, and Kentucky. As the regional manager for the Great Lakes, Joel’s primary responsibilities will be to achieve region market share objectives with the existing dealer base and develop new dealers in the assigned territory, providing training and product support. Joel will be taking over the Great Lakes region once served by Daniel “Boone” Larsen, who retired in May of 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. 877-266-2456

Amanda 7.625 x 9.875.indd 1

03/03/2021 December 2021 18:05:0425

Shifting Gears

Industry personnel and organization news

H&E opens new branch in Ogden, UT Effective October 11, 2021, H&E Equipment Services Inc. (H&E) announces the opening of a new rental branch just north of Salt Lake City in Ogden. It is the company’s third Utah facility. The branch is located at 1723 West 1350 South, Ogden, UT 84401-0328, phone 385-405-7200. The 8,350-square-foot facility sits on 3-acres with a fully fenced yard area, offices, parts warehouse, and a separate repair shop with six service bays. It is capable of handling a variety of construction and general industrial equipment for customers in northern Utah, southeast Idaho, and Western Wyoming.

Deane Nash joins Brown Machine Group as General Manager, GN Thermoforming Equipment BMG (Brown Machine Group) has announced the appointment of Deane Nash as General Manager of GN Thermoforming Equipment. Mr. Nash, an accomplished executive leader skilled in manufacturing management, brings more than 30 years of experience in plant startup, operations management, program launch management, and promoting business growth. He will be focusing on operations and developing superior tracking

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December 2021

systems, as well as improving supply chain management and ensuring on-time delivery in light of pandemic-era constraints. Mr. Nash will also play a major role in supporting engineering teams and providing world-class technical sales and customer support.

Thomson Industries celebrates its 50th anniversary Thomson Industries, Inc., a manufacturer of linear motion control solutions, is celebrating the 50th anniversary of its legacy Ball Screws & Actuators Co. (BSA) business at its Fremont, California facility. The organization hosted a grand celebration to mark the occasion, highlighting its challenges and achievements, and reaffirming future goals. The BSA business originated in 1971 when founder Scott Davis set out to machine ball screws for customers on the west coast of the United States. Initially, he sourced components from Thomson and other manufacturers but eventually developed his own components and patented his red Supernut® and ball screw product lines

Raymond's Jim O'Brien accepted into Forbes Business Development Council Jim O’Brien, Vice President of Sales at The Raymond Corporation, has been accepted into Forbes Business Development Council, an invitation-only community for senior-level sales and business development executives. O’Brien was vetted and selected by a review committee based on the depth and diversity of his experience. Criteria for acceptance include a track record of successfully impacting business growth metrics, as well as personal and professional achievements and honors.

Resonant Dealer Services DAY 1 © - Delivery Process Does Your Equipment Delivery Process:

Pre-sell maintenance? Manage warranty expectations? Sell accessories? Introduce your service team? It should! LEARN HOW TO POSITION YOUR DEALERSHIP TO COLLECT EVERY AFTERMARKET DOLLAR.





Sending you the warmest of wishes for the happiest of holidays, from your friends at TVH.


December 2021


Industry Insight Data provided by EDA, a product of Randall-Reilly BY RANDALL-REILLY

Lift Truck Market Trends Each month, we give you a snapshot of industry data that’ll let you see where buying activity has been so that you can proactively stay in touch with the needs and habits of your market. Due to the unprecedented coronavirus pandemic, state filings may be lower than usual. As our team works diligently against the challenges of COVID-19, our credible and verified data can drive strategic decisions for your business during this trying time.

Top 5 Equipment Buyers

Displays the top five buyers nationwide for each of EDA’s eleven industries, based on financing activity results added by EDA in January 2020. The results are based on distinct serial numbers of sale and lease transactions for new equipment only. Kelley Bean Co Scottsbluff, NE Class 5 Cat Intl Nutrition Inc Omaha, NE Class 3 Toyota Allied Indl Grp Inc Cranston, Ri Class 4 Hoist Carroll Trking Inc Norfolk, Va Class 5 Hyundai P S P Prods Inc Manassas, Va Class 4 Doosan

16 16 2 2 1 1 1 1 1 1

Data provided by EDA, a product of Randall-Reilly. For more detailed information visit 28

December 2021

Top 20 Equipment Lenders

isplays the top 20 lenders nationwide for each of EDA’s eleven D industries, based on financing activity results added by EDA in January 2020. The results are based on all financing statements of sale and lease transactions for new equipment only. De Lage Landen Fin Svc........17 Toyota Inds Commercial Fin Inc...........................................5 Truist Bank..............................1

Madison Cnty Bank.................1 Homestead Bank.....................1 B F G Corp.............................1 1st State Bank..........................1

Data provided by EDA, a product of Randall-Reilly. For more detailed information visit

Happy Holiday’s from all of us at

Dean  Daniel  Kathy Nikole  Eric  Monty

December 2021


Industrial Manufacturing planned Industrial Project Report Data provided by SalesLeads 163 new Industrial Manufacturing Planned Industrial Project Reports - October 2021 SalesLeads has announced the October 2021 results for the newly planned capital project spending report for the Industrial Manufacturing industry. The Firm tracks North American planned industrial capital project activity; including facility expansions, new plant construction, and significant equipment modernization projects. Research confirms 163 new projects in the Industrial Manufacturing sector. The following are selected highlights on new Industrial Manufacturing industry construction news.

KENTUCKY: Home appliance mfr. is planning to invest $450 million for the expansion, renovation, and equipment upgrades on their manufacturing facility in LOUISVILLE, KY. They have recently received approval for the project. FLORIDA: Satellite mfr. is planning to invest $300 million for the construction of a 660,000 s.f. manufacturing facility in CAPE CANAVERAL, FL. Construction is expected to start in Summer 2022.

Industrial Manufacturing - By Project Type • Manufacturing/Production Facilities - 148 New Projects • Distribution and Industrial Warehouse - 53 New Projects Industrial Manufacturing - By Project Scope/Activity • New Construction - 41 New Projects • Expansion - 61 New Projects • Renovations/Equipment Upgrades - 72 New Projects • Plant Closings - 13 New Projects Industrial Manufacturing - By Project Location (Top 10 States) • Ontario - 10 • Indiana - 10 • Texas - 9 • Ohio - 8 • Michigan - 8 • North Carolina - 8 • Pennsylvania - 7 • New York - 7 • South Carolina - 6 • Illinois - 6 Largest Planned Project

NEW YORK: Aluminum products mfr. is planning to invest $130 million for expansion and equipment upgrades on their manufacturing facility in OSWEGO, NY. Construction is expected to start in Spring 2022, with completion slated for 2024. TENNESSEE: Automotive mfr. is planning for the renovation and equipment upgrades on their manufacturing facility at 983 Nissan Dr. in SMYRNA, TN. They are currently seeking approval for the project.

NORTH CAROLINA: Flooring products mfr. is planning to invest $87 million for an expansion of their manufacturing facility in THOMASVILLE, NC. They have recently received approval for the project.

The largest project is owned by Ford Motor Company, which is planning to invest $5.8 billion for the construction of two EV automotive and battery manufacturing facilities in GLENDALE, KY. They are currently seeking approval for the project. Completion is slated for 2025 and 2026. Top 10 Tracked Industrial Manufacturing Projects ONTARIO: Automotive mfr. is planning to invest $1.5 billion for the renovation and equipment upgrades on their manufacturing facility in WINDSOR, ON. They are currently seeking approval for the project.

TEXAS: Metal products mfr. and distributor is planning to invest $200 million for an expansion of their manufacturing facility in NASH, TX. They are currently seeking approval for the project.

OHIO: A clinical research firm is considering investing $100 million for the construction of a 40,000 s.f. manufacturing facility and currently seeking a site in the CINCINNATI, OH area.

During the month of October, our research team identified 17 new Industrial Manufacturing facility construction projects with an estimated value of $100 million or more.


INDIANA: Automotive mfr. is planning to invest $230 million for the renovation and equipment upgrades on their three manufacturing facilities in KOKOMO, IN. They have recently received approval for the project.

December 2021

MISSOURI: Medical device mfr. is planning to invest $83 million for a 58,000 s.f. expansion and equipment upgrades on their processing facility in ST. LOUIS, MO. Completion is slated for Fall 2023. Since 1959, SalesLeads, based out of Jacksonville, FL has been providing Industrial Project Reports on companies that are planning significant capital investments in their industrial facilities throughout North America. Our professional research team identifies new construction, expansion, relocation, major renovation, equipment upgrades, and plant closing project opportunities so that our clients can focus sales and marketing resources on the target accounts that have an impending need for their products, services, and indirect materials.

Largest online market for used forklifts, attachments and work platforms.

2021 Doosan B18T-7 Cromer Material Handling Oakland, CA | 510 534-6566


1996 Nissan KCPH02A25PV Santana Equipment Trading Co. Chicago | 847 775-7400

2012 Hyster S50FT 1 Alta Equipment Company Livonia, MI | 248 449-6700 ext. 1898

2010 Autolift E180AT36B (D5-180) H & K Equipment Coraopolis, PA | 412 490-5311

2015 Hyster H30FT The Forklift Pro Pineville, NC | 704 716-3636

2014 Toyota 8FGC35U Toyota Material Handling Northern California Livermore, CA | 800 527-3746

2015 Hyster S60FT Lift One Charlotte | 704 587-1040



2013 Hyster E50XN Lift One Charlotte | 704 587-1040






2013 Doosan G25E-5 14 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875

CAT Lift Trucks 2P6000 Kensar Equipment Company Indianapolis | +1 (317) 787-3400

1999 Crown RR5010-35 The Forklift Pro Pineville, NC | 704 716-3636

2018 Baoli KBG25C Hansler Brockville | 877 442-6753

2015 Hyster J40XNT Somerset Equipment Sales Batavia | 708 921-0751

2015 Combilift C22000 Zoom Lifts & Equipment Chester, SC | 704 975-1377





2013 Crown TSP6500-33 1 Source Material Handling Irwindale, CA | 818 838-1688

2014 CAT Lift Trucks 2P5000 Illinois Lift Equipment Cary | 0







December 2021


New Products

See more new products online at

supply chain woes, and the need to use inferior dry Seegrid gives select customers early access to Its new Autonomous Lift Truck friction braking systems. Seegrid Corporation is giving select customers early access to Seegrid Palion™ Lift AMR, the company’s newest AMR— and the only autonomous lift truck with 3D perception in the industry. The select customers receiving first priority access to the highly anticipated Palion Lift are part of the Seegrid Technology Early-Access Program (STEP). Participants in STEP receive a dedicated Seegrid team, gain exclusive opportunities to experience and provide feedback on new Seegrid technology, obtain insights into product roadmaps, and have the ability to impact innovative new products like the Palion Lift, an AMR that uniquely addresses major supply chain challenges.

Lift-Rite introduces E-Commerce platform Lift-Rite has launched a new e-commerce site, enabling the company to provide customers with expanded access to its entire product line. The intuitive and easy-to-navigate site makes it effortless for customers to purchase 18 different Lift-Rite products in 33 total configurations. Customers can order the products online and pay with a credit card at the time of purchase. Lift-Rite e-commerce offers free shipping and handling of products within the United States.

Toyota Material Handling launches new Electric Pneumatic Forklift Models Toyota Material Handling is introducing two new versatile solutions designed to handle any indoor or outdoor applications with reliable, powerful performance. The all-new Toyota 48V and 80V Electric Pneumatic Forklifts are powered by Toyotadesigned AC motors and built with operators in mind to elevate operational efficiency and productivity. These forklifts offer maintenancefree operation, programmable performance, and a power-select function for customization based on application and driver preference. With a maximum capacity range from 3,000 to 4,000 lbs. (48V) and 4,000 to 17,500 lbs. (80V), they are designed to handle a wide range of tasks, both indoors and out.

Air Technical Industries ground level loading dock is a perfect solution

Air Technical Industries has introduced the Zero-Low Dock Lift is a perfect solution to provide a ground-level loading platform in any location. Lift and lower loads from 4,000 to Force Control introduces Quick Ship 50,000 pounds, anything from Program for MagnaShear™ Motor Brakes typical pallets to heavy equipment. Utilizing a Force Control Industries Zero-Low Dock Lift offers tremendous benefits. introduces a quick ship Avoid costly construction of a pit or loading program for MagnaShear™ bay, especially in a leased building. Gain the motor brakes, with flexibility of a portable solution that can be moved American-made parts ready to different locations as needed. Easily adjust to for assembly in as little as a various heights for different sizes and types of day. Brakeless brake motors trailers. from ¾ to 5 HP are also in stock, so that assembled brake motors can be delivered quickly, eliminating the 32

December 2021

New Products

See more new products online at

UniCarriers Forklift launches 3-Wheel and 4-Wheel Electric Pneumatics Trucks The Mitsubishi Logisnext Americas group, the exclusive manufacturer and provider of UniCarriers® Forklifts across North, Central, and South America, has announced the official launch of the MXS3 and MXS4 Series 3-wheel and 4-wheel electric pneumatics forklifts. These battery-powered forklifts are available to all UniCarriers brand dealers across North and South America, as well as the Caribbean. This product lineup addition now completes the Class I product line for UniCarriers Forklift.

TVH offers a wide variety of TireSocks TVH Americas (TVH) now offers a wide variety of TireSocks to help keep floors clean and protected. With numerous sizing options, TVH is able to provide tire covers for a large selection of tires to help limit scuff marks and floor damage made by industrial equipment. TVH’s selection of TireSocks has amazing features to ensure the best quality product. Features include heavy-duty reinforced fabric with patches over seams to keep the TireSocks in long-lasting condition, they are sold in packages of four socks that are easily installable and have a slip-resistant fabric.

Legacy Tension Fabric buildings feature structural steel frame Combining rigid-frame engineering with the proven benefits of tension fabric membranes, Legacy Building Solutions offers superior quality fabric structures that are fully customizable. This design concept provides a high level of flexibility for a wide array of applications and industries, including commercial and industrial

warehousing, cold storage facilities, equipment and bulk material storage, and many more. Legacy fabric buildings utilize a durable rigid frame in place of the hollow-tube, open web truss “hoop” framing traditionally used for fabric structures.

OZ Lifting expands Industrial Chain Hoist Range OZ Lifting Products LLC has added to its ever-growing industrial manual chain hoist range with 3-ton and 5-ton capacity models. The Winona, Minnesota-based manufacturer already had 0.25-ton, 0.5ton, 1-ton, and 2-ton capacity models in the line, but larger units have been added in response to ongoing demand for use with beam clamps, trolleys, and other industrial equipment. Notably, the hoists do not feature overload protection, meaning they are well suited to utilization where the user knows the weight of the load they are lifting, such as when moving standard parts repeatedly on a production line or at a workstation.

Creform to feature AGVs, Workstations, Carts and Flow Racks at MODEX 2022 Creform Corporation, a manufacturer of unique products for the design and building of material handling structures and AGVs will showcase several of its products in booth B6848, at MODEX 2022, March 28-31, Atlanta World Congress Center. Highlighting the exhibit will be an NSI AGV which can control up to 50 courses with 128 commands each via HMI touch screen and builtin RFID for traffic control. The Creform System consists of over 700 components including plasticcoated steel pipe, fittings, and accessories for building AGVs, flow racks, carts, workstations, and other material handling structures.

December 2021




For a direct link to these websites, visit 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...

➤ 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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Advertiser's Index­ ____________________________________________________ AMERICAN INDUSTRIAL TRANSMISSION, INC. . . . 3

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . . .11

SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . . 14

BYLINE BANK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

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

SAVETY YELLOW PRODUCTS. . . . . . . . . . . . . INSERT

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . . . 25

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . . . 26

CUSTOM INDUSTRIAL PRODUCTS. . . . . . . . . . . . . 17

INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . . 21

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

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . . . 22 DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15

JH THOMAS INDUSTRIES LTD . . . . . . . . . . . . . . . . 36 THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . 37

ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . . . . 7

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . . 16


MILLER METAL PRODUCTS INC. . . . . . . . . . . . . . . 10

FORKLIFT-INTERNATIONAL.COM. . . . . . . . . . . 23, 31

OHIO RACK, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

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

RESONANT DEALER SERVICES. . . . . . . . . . . . . . . .27

WEST POINT RACK, INC. . . . . . . . . . . . . . . . . . . 1, 13

H&K EQUIPMENT COMPANY. . . . . . . . . . . . . . 15, 27

ROYPOW TECHNOLOGY CO., LTD.. . . . . . . . . . . . . 38

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . . 19

TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . . 9

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4, 15, 27, 40


December 2021

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Single Swing Gate

Double Swing Gate

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


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

Building Column Protectors

•S teel bollards protect a variety of facility assets.

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

• Surface mount to concrete or direct bury.

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

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

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

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

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

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




Comfortable and durable seats, suited for you.