June 2022 Material Handling Wholesaler

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An Employee-Owned Specialty Publications International, Inc. Magazine

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June 2022




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JUNE 2022 • VOL. 43 NO. 6

20 | Feature Story Buddy Bockweg

How to attract younger employees to offset the industry’s rapidly aging workforce

26 | Sales Trends Jeffrey Gitomer

Price-the most perplexing issue of sales

Industry News


6 | Warehouse Safety is

on the rise through training and technology


30 Nuts & Bolts

32 Shifting Gears

36 Industry Insight

38 New Products

Reader Resources 42 Source Directory


44 Advertiser's Index

12 | Aftermarket Dave Baiocchi

In the next issue...

Inflation Strategy—Part Three

16 | Bottom Line Gary Bartecki



Nikole Hoffman / Eric Faramus Production Lead / Graphic Artist


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.

ADVERTISING CALL 877.638.6190 Email: dmillius@MHWmag.com | daniel.brown@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.

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Cover Story Eileen Mozinski Schmidt

Warehouse Safety is on the rise through training and technology When it comes to warehouse safety, training is a key piece in building the foundation. That line of thinking was echoed by several businesses and organizations interviewed by Material Handling Wholesaler this month, as those in the industry work to ensure safe warehouse spaces. At TrainMOR, which offers forklift training in any class of truck as well as a scissor and boom lift training program, options to train in person and online are both in use, according to Russ Niedzwiecki, the corporate safety trainer. “About four years ago, we began to produce our own online training program. We basically matched it to the live program,” said Niedzwiecki, of TrainMOR, whose parent company is Morrison Industrial Equipment. The timing of the online training development proved advantageous. “We happened to have our program just started before COVID started,” said Niedzwiecki, who said throughout the waxing and waning pandemic, the online training progressed into a natural component of the business. Niedzwiecki added that TrainMOR is now doing lots of live training again but the expectation is that the use of online training will continue. “The popularity of (online training) right now may be at the ground level, but we feel the ground is rumbling,” he said.

Niedzwiecki said training can be done on a regular basis, noting TrainMOR offers a library of safety short videos to help keep information 6


June 2022

fresh as well a unique program that includes sharing a small poker chip with customers containing a QR code that can be scanned daily to access pieces from the video library. “It’s fresh training right in their hands,” he said. “Safety administrators can use it from their desk.” TrainMOR’s approach is to take on a consultant role for each customer in determining specific needs, according to Niedzwiecki. “Imagine someone being in front of a forklift. Where do you think the biggest expense is on this truck? The biggest expense is in the seat. We want to make sure that even though there are lots of advances, it still boils down to the operator being trained,” he said. Safety events Brian Feehan, president of the Industrial Truck Association, agreed. “We know that operator training is a critical component” of warehouse safety, he said. “First, it’s a requirement from OSHA. Second, we know that it works. You can never tell that message too many times.” ITA will host its annual National Forklift Safety Day on June 14, 2022, with an emphasis on the importance of the need for operator training. “In today’s environment, where you’ve got labor shortages everywhere, there may be a lot of people relatively new to the industry,” said Feehan, who said Forklift Safety Day serves as an opportunity for a national round table on forklift training that can work in conjunction with events on the local level. “We provide our members and subsequently their sub-groups information on how to conduct their own events,” said Feehan, who said although local events marking the forklift safety day mostly ground to a halt during 2020 and 2021, the hope is they will be reinstated this year. ITA’s online events for safety day over the past two years drew a large attendance, so this year both in-person and online components will be included, according to Feehan. Another focus of the event will be on the increase of automated vehicles in the warehouse

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4/5/22 12:29 PM

Cover Story continued

and how to effectively train employees to operate them safely. “We embrace that technology, but there’s training required,” Feehan said. National Forklift Safety Day also offers an opportunity for industry members to focus on a shared objective. “It’s an excellent opportunity for the industry at large to support safety,” Feehan said. “With safety, everybody puts on the same hat.” At Raymond, the emphasis on training is also key. “Training is our number one priority,” said Dave Norton, vice president of customer solutions and support. He said online training is helping complement hands-on training, noting that more people can start with baseline training and can continue watching a truck’s progression through a warehouse.

system helps operators identify pallet placement correctly, with an aim of enhancing efficiency and productivity, according to Norton. Telematics in the Raymond iWAREHOUSE™ allows for monitoring operator behavior. The technology also includes a daily checklist for product operation. “It’s randomized so they can’t just click ‘yes’ all the way through. It will make them read the question and answer appropriately,” Norton said. The data also allows Raymond customers to coach and work with operators, Norton added. The company offers products like a truck system that communicates with the warehouse system to direct an operator to the next pick phase. “So, they don’t have to figure out where in the aisle the pick location is,” Norton said. “You can also incorporate that system with endof-aisle stops.” At Wildeck, Inc. a variety of products help ensure safety, according to Cory Thomas, products manager of guarding products. Wildeck is a subsidiary of Holden Industries and is a U.S. manufacturer of industrial steel work platforms, vertical lifts, rideable material lifts, safety guarding products, industrial ladders, crossovers, and more, according to the website. “Wildeck has three different levels of protection,” said Thomas in describing the company’s guard rail gate systems, noting an Raymond is able to train operators on real-life LT line, an MT Medium Duty line, and an XT Heavy Duty line. The heavy-duty XT line offers trucks or through simulations. Norton envisions a 13,000-pound impact rating at 4 miles per training options continuing to evolve with the hour, the MT is 10,000 pounds and the LT is workforce, especially as the pace of hiring and like a visual barrier. retention changes. “We’re always working with customers investigating and helping how they Wildeck also offers dock safety gates, which can improve operator training,” he said, adding Thomas said are helpful for companies as the that he believes operator assist technology will weather warms and some opt to leave gates open. continue to evolve. “We’re still in the middle of the big change,” he said, noting changes from old systems of OSHA will also host its Safe + Sound week painting or taping safety guides on the floor to from Aug. 15 to 21. The nationwide event implementing newer tech. “I think people are recognizes the successes of workplace health and still in the middle of the big shift to get actual safety programs and offers information and ideas guardrail protection up,” Thomas said. on how to keep America’s workers safe, the website said. Noting the large increase in requests for Wildeck safety products in recent years, Thomas Safety products said he envisions demand will remain strong as In addition to training procedures, products people change warehouse layouts and updates are are also being developed to enhance warehouse installed. “There’s always going to be a market safety. At Raymond, a Pick2Pallet™ LED Light 8


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Cover Story continued

for this and it definitely is going to continue to grow,” he said, noting that safety budgets have been increasing and that as e-commerce and larger warehouses grow, the need will expand. “It’s a super important aspect of every company that is becoming more of a focus point,” Thomas said.

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Eileen Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 13 years. Email editorial@MHWmag.com or visit eileenmozinskischmidt.wordpress.com to contact Eileen. If your company would like to be featured, email editorial@MHWmag.com

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June03/02/2022 2022


Aftermarket Dave Baiocchi

Inflation Strategy—Part Three As 2022 grinds toward the midway point conditions have not really been improving. The climate continues to be driven by high demand, dwindling supply, rising prices, and an uninspired workforce. The Federal Reserve has been slow to take its medicine and tighten credit to try to halt what some would categorize as “runaway” inflation. Add to that, the disruption to the energy sector caused in great part by Russia doubling down on war, that by the day is looking more and more like a stalemate. In my last two columns (April and May), I laid out a series of strategies that could be employed in order to reshape and align dealership goals moving forward in light of a post-pandemic, but the sluggish and unbalanced economy. This month I want to turn my attention to how these factors affect our efforts in parts. Inflationary pressures, as well as shortages from suppliers, will force us all to think differently about our vendor choices, our stock order time frames, our cost calculations, and our pricing policies. Parts Vendor Decisions I’ve been in this business for 40 years and I have never seen a time when so many consumable parts were on backorder. The word “delay” doesn’t even begin to cover what we are facing. Many of you have long-standing relationships with your current parts suppliers. These suppliers can no longer deliver the parts you need, and in many cases cannot even provide you with an estimated delivery date. These are not 1-off esoteric parts. I’m talking about oil, coolant, filters, hoses, and belts. Inventory that we have counted on for years; inventory that will immediately affect our ability to service our customers. In these conditions, many are quick to abandon their current supplier and find another alternative. I understand the “any port in a storm” logic. There should however be some considerations given to qualifying a vendor before starting a new relationship. Throwing a PO at a new vendor just because they can deliver parts tomorrow morning, may not be a smart 12


June 2022

idea. It pays to ask WHY they have stock on hand when your current supplier doesn’t. • What is THEIR source for these materials? • What assurances do they provide that the quality of their parts will meet our customer’s needs? • Does their oil have the proper API rating for the equipment you are caring for? • What is the micron rating of the filters? • Is their coolant the correct type for the equipment (IAT, OAT, Hybrid)? Just because it’s the right color doesn’t mean it meets the standards. Suffice it to say that quality matters. I’d rather try to explain why I have to reschedule the customer’s service than I would try to explain why my new oil is making their units overheat. As an aftermarket organization, your reputation is riding on the quality of the parts you choose, and the capability of your suppliers to stand behind their products if they fail. Price increases – current price or average price Right now, you are most likely seeing price increases affecting every stock order you place. One dealer reported to me that the last four oil deliveries all came in with different net costs. How do you manage the pricing policy when the costs are changing every 10 days? Usually, there is an ebb and flow to the way price increases are effectuated in the industrial marketplace. The regulating factors are easy to identify. In short, prices increase because costs become unmanageable. Your supplier raises their price. Your employees demand higher wages. Increases in health care, interest rates, insurance, taxes, and regulations give you no choice but to feed the inflationary monster. In the last 30 years, price increases have moderated year over year. Increases in efficiency and healthy competition at the wholesale level have provided price stability in the marketplace. Annual price increases have ranged between

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2%-5% per year, and are mostly on the lower end of that scale. What we are facing now however is more than anomalous, it’s downright frightening. Labor shortages, supply chain interruptions, and geopolitical circumstances are affecting every market, not just ours. Retail prices can’t seem to find a resting place, as consumer products from fast food to used cars quickly become unaffordable. My point here is that if we are going to survive this disruption, we need to understand that as a supplier, there can actually be an UPSIDE to inflation. That upside is called INVENTORY. When wholesale prices increase, all the stock on your shelf becomes more valuable. There are dealers who manage their retail prices based on “average cost”. Prices are marked up based on the median “per unit” cost of the item. If I own 10 at a cost of $1.00 each, and this month I buy 10 more at a cost of $2.00 each, I now own 20 at an average cost of $1.50. If my markup is 1.55 (35% GP), then my retail price would be $ 2.33. This is a dangerous pricing strategy in an inflationary environment. It blunts the effect of rising prices by using existing inventory to dilute the net inventory value. If this is the way your ERP system is calculating parts pricing, you may want to rethink your practices. Our existing inventory value actually needs to be adjusted every time prices increase! To do this we need to design our markups based on LIST PRICE, or LAST COST ENTERED. Using this practice, a price increase automatically affects the net value of every item we currently own. My example above would now calculate differently. If the system uses the “last cost entered” as the basis for a markup my retail pricing on the item would from $2.33 to $3.10. OHIO RACK go Extending price increases We BUY & SELL to your entire inventory is imperative in times like Portable Stack Racks these. Your ability to pay Flexible Packaging your own rising expenses NEW & USED will be predicated on your 800-344-4164 willingness to leverage Fax 330-823-8136 existing inventory to your Email: ohiorack@cannet.com advantage. www.ohiorack.com 14


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Collect ALL your freight costs – by weight or by item Another rising cost we cannot afford to overlook is the cost of freight. Fuel prices are the locomotive of the inflationary train, and the cost of getting parts to your receiving door will swallow your hard-fought profitability if you don’t pay attention to it. Do you markup freight? Why not? Does the shipping and receiving crew work for free? We tend to think of freight as an expense to be “recovered”, but we seldom include the costs of handling as part of that expense. As these costs increase, now is the time to either institute or adjust your freight markups to recover all the costs. How do you “apportion” freight costs? By weight? By piece? By flat rate? The truth is, it doesn’t matter as long as you have a policy. I tend to favor splitting the cost by weight. If you have 5 pieces shipped in the same box for 3 different customers, estimate the weight distribution of the shipment for each customer, mark up the entire freight cost, and then divide the total by the apportioned percentages. Inflation will be an issue we have to contend with for at least the short term. Having policies and practices in place that leverage our inventory, and recover our true costs will help us to be profitable in a difficult and changing marketplace. Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 40 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

Could the Rental business be an opportunity? Equipment dealers work in a complex environment. The first topic which encouraged me to get involved with the industry relates to rental activities. The second was the dealer management’s ability to juggle the sales silos to produce a profit. As my industry experience grew it became easier to recognize the dealers that were above average. The above-average dealers were able to recognize problems before they become critical. Whether the problems were internal or brought about by external issues similar to what we are encountering now, they would take steps to find solutions to mitigate the problem as well as educate management on why the problems occurred and what steps will be taken to reduce any risk to the company. In the end, the entire management team learned a lesson they will put to effective use at some time during their career. The method described above was a standard operating procedure. Many dealers would have similar problems with employees who have run into the problem in the past. Today, however, we find ourselves without much experience with the economy we find ourselves in. Nor do we have employees on staff with the experience and knowledge to help mitigate the problem. So, to correct today’s problems management must find “current” ways to lead their company to the other side of this mess. Would I want to dive into this process to find solutions to keep my company solvent and operating at a level to both retain and attract new customers? If I am the company leader, I have no choice but to dive in to prepare a plan satisfactory to our bank, management team, OEMs, and customer base. But after considering my choices I would reverse the action steps and put customer needs first. But it sure would be nice to have another leader you respect to work through the issues with. And a few more, if available, could also consult on your game plan giving you a comfort level that will provide options to deal with



June 2022

inflation, interest rates, company costs to operate, parts and equipment inventories while at the same time informing employees what you need from them. Since our major goal is to keep customers happy, you should also invite a few to take part in your planning process. I also spend a lot of time in the rental and construction equipment business. The construction folks are going through the same issues as the lift truck dealers. Rental companies are also in the same boat but at least have rental assets to rent to contractors lacking the equipment they need to complete jobs. What we see in construction is that contractors keeping units longer takes on the maintenance expense to make that happen. In fact, my opinion is that the rental industry is in for dramatic growth because the thrill of equipment ownership is not what it used to be. A recent article I read expects the rental industry to move from the current $60 billion market to $130 billion by 2027 or thereabouts. Does that tell you anything? Does it spell OPPORTUNITY! Contractors are driving this change in basic assumptions because the industry is requiring them to become more proficient, and as a result reducing fixed costs in terms of equipment loans or leases is on the table. With interest rates sure to increase and a lack of tech talent, many contractors are pushing off what others can do best, like maintain and store equipment better than the contractor can do or wants to do. Lift truck dealers are also in the rental business. And today expanding the rental business is where they should be expanding. Daily, weekly, and monthly rentals are where the money is today. Maintenance is a close second. Dealers need to maintain their rental fleets as well as assist customers by keeping their owned units ready to work when needed. Believe it or not, your customers have similar concerns as the contractors have. The TALK is all about productivity and

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how to get it. Part of becoming more efficient is by doing what you do best and farming out the rest to parties you are comfortable working with. In terms of getting your plan on the right track there is no better time to join a performance group to share ideas and solutions, and if possible, create joint ventures to try modern technology opportunities to make all of you more productive.

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I would also have conversations with customers to get their opinions about avoiding the fixed costs and leases for internal fleets. The lift truck dealer does a better job of maintaining the fleet which would make the customer more efficient and profitable. I suggest you monitor Equipment Watch on a monthly basis to track changes in values, rates, and age of equipment being used. You may also want to check out an article in Forbes (the 36th Annual Billionaires Issue) where they discuss a new public co and a 27-year-old Billionaire running a company called Bolt. Bolt promises an Amazon-style checkout for millions of independent online retailers. I am sure many of your customers may find this story interesting. 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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Feature Story Buddy Bockweg

How to attract younger employees to offset the industry’s rapidly aging workforce Our team talks around the proverbial watercooler often about the challenges facing American manufacturing and distribution. One topic that keeps coming up — especially amid the turbulence of the Great Resignation — is how to attract younger employees to offset the industry’s rapidly aging workforce. We’ve noticed it when we do on-site visits. We’ve listened, with empathy, as customers express their growing concern that they’re losing their institutional knowledge-keepers. One customer even told us a dire prediction that 25% of their workforce will age out over the next decade. National data reinforces the anecdotes. According to the U.S. Bureau of Labor Statistics, the industrial workforce employs 20% fewer adults ages 20 to 24 than the nation’s economy as a whole. Meanwhile, there are 20% more industrial workers from ages 55 to 64 than the nation as a whole. This flip-flopped reality means we have a lot of very experienced folks working in our nation’s warehouses and factories — a great value to our industry, to be sure. But it’s a value we’ll lose if we don’t work intentionally to learn from them (and train the next generation) before they set off on their much-deserved retirement years. How to Get Started So here’s the task at hand. Companies — likely yours included — need to attract younger workers now so they have time to learn from experienced employees. At the same time, you’ll need to translate all of that knowledge into standard operating procedures to support the ongoing transition. How do you do that? It’s something we do every day at Vsimple, where we’ve developed software to help companies become more efficient and organized. Here’s what we recommend. Start by digging into your specific workflows and procedures until you have a strong, agreedupon understanding of the who, what, when, and where. Record all this information — the 20


June 2022

goal here is to get whatever is stored in your employees’ brains “on paper,” so to speak. (Bonus tip: We like to color code the people and platforms in the process so it’s easy to understand, at a glance, where or with whom steps live.) Technology certainly makes this mapping effort much easier. And while the Vsimple team loves whiteboards as much as the next guy, you’ll want to choose something a bit more permanent. We recommend tools like Whimsical, Visio, Lucidchart, and Miro. Now it’s time to zero in on opportunities to reduce errors, delays, or other friction points. We are often able to eliminate or consolidate a lot of steps from the original process through this exercise. Bring on the Tech Once you have your processes locked down, it’s time to evaluate technology options that can automatically manage your new, streamlined workflows. Unlike traditional project management tools like Monday or Asana which are one size fits all, Vsimple provides a platform unique to the customer’s needs. Vsimple doesn’t always replace existing systems. Sometimes it’s unifying them in a single view or indeed sometimes replacing outdated ones in particular. This way, there’s one place to work and one way to work. This extends across roles and teams to make work more efficient for everyone, whether they’ve been with your company for decades or a few weeks. We’ve helped companies like ProLift Toyota Material Handling boost efficiency, reduce order processing time, speed up the conversion from invoice to cash, and — perhaps everyone’s favorite — cut down on email traffic. A typical customer reduces email volume by more than 50 percent. And in the case of ProLift Toyota Material Handling, the company’s 450+ person workforce now enjoys complete visibility across all departments and eight locations. I think of it as watching a basketball game and seeing every play instead of just hearing the

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June 2022


Feature Story continued

final score. You can’t make positive adjustments without seeing all the action on the court. A Generational Divide I’ll admit something to you: Company veterans are sometimes skeptical of efforts to bring new technology into processes they’ve managed for decades. You may run into the same if you use workflow management software as a tool. But today’s short-staffing motivates many to reconsider. Drowning in email, they are won over by the prospect of making work more efficient, less time-consuming, and definitely less stressful. Young workers, on the other hand, are techsavvy — they’re looking for companies with strong tech infrastructure. They want tasks that are intellectually stimulating, not mundane busy work. Our industry needs to make that shift, and technology will enable us to do it. Becoming more efficient frees up your team — young or old — to work on the work that matters. Benefits All-Around But it isn’t just prospective workers who benefit. Your company can widen its recruiting pool with well-documented processes, supported by workflow software. You’ll no longer be restricted to hiring folks with 20 years of specialized industry knowledge because you’ll have a how-to guide for new employees to learn the ropes. Technology also opens businesses up to recruiting remote employees from anywhere in the country, exponentially widening your talent pool. It’s never easy to rethink the old ways of doing things. But if we want to ensure the future of our industry, we have to take on the task. Luckily there are tools to help you prepare your business for the next generation.

A simple, cost effective product to keep stored material out of rack transverse flue spaces • Provides 3" clearance between rack and stored material • Original FlueKeeper® for hand loaded rack FlueKeeper® HD for full pallet loads FlueKeeper® HD-S for structural steel rack • Satisfies insurance guidelines and local building inspector criteria (may be required by International Fire Code®) • Allows your sprinkler system to function as designed • Easy to install




Buddy Bockweg is the founder and CEO of Louisville-based software provider Vsimple, which has developed a platform for optimizing, streamlining and automating business workflows so employees can work faster, more accurately and with better insights. Before founding Vsimple, he spent nearly 20 years in supply chain and distribution management working with world-renowned brands such as JP Morgan Chase and Chick-fil-A.


800-909-4937 inc.


Proven Solutions - One Source / dswanson@dacsinc.com



June 2022

Forklift-International traffic skyrockets! After starting its journey in the U.S. four years ago, “Forklift” is now one of the top addresses for dealing with used material handling equipment. 66% year over year growth rate in traffic has skyrocketed the marketplace to a level where it can simply be considered a “no-brainer”.

If you compare these numbers to other online channels like Google Ads, where you pay at least one dollar per click and often times hundreds of dollars for a lead, not leveraging the advantages of a marketplace like Forklift-International has detrimental effects to any forklift dealer‘s business. “Sometimes it is hard to understand, why people spend thousands of dollars on Google while totally ignoring marketplaces. Due to the automatic importing system, machines are online within a minute and results show in no time. It is the easiest and affordable way possible to have success online” says Forklift International Sales Director Monty Alexander. This month, “Forklift” will start giving out a lead guarantee.

Last month, dealers like Russell Equipment Inc, Zoom Lift and Equipment or Toyota Material Handling Northern Carolina achieve results with Forklift International that no other online channel can deliver. On average the top 10 dealers on “Forklift” pay less than Costs Costs per $ 0.06 for a per click (high quality) click on their request Top 10 machines and Dealers $ 0.06 $ 9.15 $9.15 for a high-quality lead. Rank

For every new customer joining, it is being promised a certain amount of generated leads, based on the amount of machines in stock. In case the goals aren’t met, the contract will be extended for free until this amount is reached. Interested companies can sign up with a lead guarantee by scanning the QR-Code below or by visiting bit.ly/3kmdHc8



Russell Equipment Inc


Zoom Lift and Equipment


Toyota Material Handling Northern Carlifornia


PennWest Industrial Trucks, LLC


Cromer Material Handling


Worldwide Forklifts Inc.


MH Equipment Company


Miller Equipment Co




Discount Forklift Brokers

Call us now and learn how we can get you on our top 10 list next month 877 638-6190.

www.forklift-international.com www.MHWmag.com

June 2022



Become a CIP dealer and take advantage of our leadership in VRCs and expanded world-class product offerings. With the launch of CIP’s Modular Mezzanine and Safety Products, we now have a full product line that meets all of your customers’ storage, safety and efficiency needs. Combine that with our aggressive financial incentives, training and support and you’ve got everything you need to succeed. Product and Service • Industry’s best VRC Material Lifts • New Modular Mezzanine to serve a broader customer base • Full line of Safety Products • Industry’s fastest installation time • Short lead times

Financial Incentives • Aggressive pricing structure • Additional annual rebates based on sales Training and Support • Warm transfer leads • Remote product and sales training • Protected accounts • Dealer support hotline • Co-branded Marketing Materials

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customindprod.com +1 800 699 2212 sales@customindprod.com



June 2022


Become a CIP Dealer today and receive the following benefits: • Exclusive Leads vetted by CIP Solution Specialists. Our dealers close 50% of CIP leads. • CIP Lifts are manufactured in-house and adhere to all government and industry specs. • Fast, Responsive Support. • Hands-On Training. • Marketing Incentives.

Elevate your bottom line by being a CIP Dealer now!



June 2022


Sales Trends Jeffrey Gitomer

Price-the most perplexing issue of sales I wish I had a dollar for every salesperson who told me the biggest objection he or she gets is “price.” Price is a complex objection that deals with subheadings like real need, affordability, hidden agendas, value, prospect perception, and communication by the salesperson. The only common denominator about price objections is that they are often buying signals in disguise. Larry Steinmetz is an acknowledged sales expert on issues of price. He has written two books and conducted seminars for twenty years on the subject. “When the customer says, ‘I can get it down the street for less,’ the salesman is being sold by the customer,” says Steinmetz. “If salespeople spent half the amount of time selling the customer as they do on selling the boss to lower the price, they’d be millionaires.” A major part of the price problem is that many salespeople believe that they (or their company) are the same or worse than their competition. Fortunately, there are two quick fixes for this situation: Change your belief or change your employer. Here are Steinmetz’s top four “Don’t” hints, techniques, and pitfalls about the price issue. 1. Don’t volunteer or encourage price reductions. (“You don’t want to pay this”) or they preface giving the price by saying “buckle your seat belt.” This is an act called wowing at the price. Another example is “Are you sitting down?” 2. Don’t say anything but “The price is” the only word to use in front of price is “THE.” As soon as you say best lowest list book preferred it says to the customer the price is negotiable. 3. Don’t suggest a positive reduction to the customer. “Let me see what I can do” “let me talk this over with my boss.” Here the customer clearly expects a cut. 26


June 2022

4. Don’t say to the customer “we’re competitive” on anything OTHER than the price. Price provides an opportunity to serve. Don’t waste the opportunity by making excuses about it. “If the performance of the product affects the ability of the user to perform his or her task, price is the lowest priority.” says Steinmetz, “Do you go out for a price bid for brain surgery? No, you get the best quality surgeon you can find. It’s the same in your business. The more important quality is the less important price.” Six things you can do to keep price integrity… 1. Support the price you give as the true price “Let me tell you why…” 2. Use the fact of higher price as the reason to buy “You get the highest level of service after the sale…” 3. Use testimonials “Here are letters from others who have paid a higher and loved it…” 4. Sell your competitive edge, not your price “We’re the company who holds the patent…” 5. Sell the decision-maker on the relationship “In order to serve you after the sale in the manner you expect…” 6. Sell everything BUT price. Start with quality, value, and cost. If you’re not the lowest price, be the best value, lowest overall cost, finest product, highest productivity, fastest (legendary) service. Statistics show most price cuts come from salespeople, not customers, and most price resistance comes from salespeople, not buyers. WOW. Here are a few additional notes about the price enigma: Customer rule number ONE: Price is the first thing you forget if something goes wrong. Business rule number ONE: You must sell at your price because a profit must exist in order to service after the sale.




REGENERATE YOUR BATTERIES • Increase your battery run-time • Increase your battery lifespan • Detailed diagnostic battery health report

800-33 3-1194 · shop. fsip.biz


June 2022


Sales Trends continued

Sales rule number ONE: Don’t give the price before you’re asked. Let the prospect ask, “How much is it?” It’s the biggest buying signal you’ll ever get. Of our top quality, best service, and two-day delivery if I cut my price, which of these services do you want me to eliminate?” Answer price questions with confidence and conviction. The way you deliver the answer to price questions is the difference between a sale and no sale.

For more Sales Trends go to www.MHWmag.com



June 2022

Secret indicator. Sales managers know their prices are right when salespeople are complaining the price is too high. Sell perceived value. Gasoline why do you buy premium? Perceived value! Why do you pay extra for a credit card or full-serve? Service or convenience! Is price an issue when you run out of gas? The difference between the high price, the low price, and the price at which the sale is made is the reality of the customer’s perception of value that has been created by your ability to sell. Larry Steinmetz does not believe the price is the issue. Neither do I. Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com. For information about training and seminars visit www.Gitomer.com or email Jeffrey at salesman@gitomer.com or call him at 704 333-1112.

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

2019 Hyster H100FT MH Equipment Company Des Moines, IA | 515 288-0123

2017 Linde H50D/600 Russell Equipment Twinsburg | (330) 405-8300

2012 Hyster GC080VX




Alta Equipment Company Livonia, MI | 248 449-6700 ext. 1898

2015 Tailift ZFG50 KMC Equipment Bryan | 9797780097


2007 Toyota 7FBCU20 Toyota Material Handling Northern California Livermore, CA | 800 527-3746

2019 CAT Lift Trucks 2C5000 Cromer Material Handling Oakland, CA | 510 534-6566

2015 CAT Lift Trucks DP40N1 Illinois Lift Equipment Cary |

2015 Hyster E65XN MH Equipment Company Des Moines, IA | 515 288-0123






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

Toyota 7-8FBCU30 Toyota Material Handling Northern California Livermore, CA | 800 527-3746

2019 CAT Lift Trucks 2C5000 Cromer Material Handling Oakland, CA | 510 534-6566

2021 BYD ECB25D Cromer Material Handling Oakland, CA | 510 534-6566

2021 BYD ECB18S-B

Cromer Material Handling Oakland, CA | 510 534-6566

2021 HC (Hangcha) RT35 KMC Equipment Bryan | 9797780097





CAT Lift Trucks C5000

Kensar Equipment Company Indianapolis | +1 (317) 787-3400

2004 CAT Lift Trucks DP115 Illinois Lift Equipment Cary |







June 2022


Nuts & Bolts

Acquisitions, expansions & other business news

New standard helps organizations prevent workplace injuries

Sulzer begins Baton Rouge Service Center expansion project

Organizations typically measure safety and health performance by tracking incidents after the fact with lagging metrics. To improve that method, the American Society of Safety Professionals (ASSP) has published a voluntary national consensus standard that outlines a balanced measurement approach, using leading, lagging, and impact metrics. The new standard can help organizations prevent injuries, illnesses, and many other incidents from occurring in the first place. ANSI/ASSP Z16.1-2022, Safety and Health Metrics and Performance Measures, incorporates a balanced evaluation of risk management factors and safety management systems that empowers a business to take a more comprehensive and effective approach to safety and health.

Sulzer has begun the construction of an all-new 7,200 sq. ft. expansion to its Baton Rouge Service Center in Louisiana. Breaking ground in a ceremony on December 9, 2021, the project is designed to enhance repair, reengineering, and upgrade services for operators of all types of rotating equipment in the US Gulf Coast area. Expanding its facilities in Baton Rouge is a key component of Sulzer’s ongoing investment strategy, growing its market-leading capabilities through enhanced service center capacity and equipment.



LiuGong North America reveals LiuGong Finance LiuGong North America has announced a new private label program to become a one-stop-shop for equipment and financing. The new LiuGong Finance program will serve customers and dealers with a multitude of benefits. LiuGong Finance will provide dealers with finance support for both LiuGong North America and non-competing products. Additionally, it will enable dealers to utilize competitive rates and flexible finance structures under a captive finance program. www.liugongna.com

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

MHS and Fortna to combine to create global eCommerce and Logistics Automation leader MHS Global (“MHS”) and Fortna (“Fortna) will combine to form a multibillion-dollar, multinational company providing parcel, warehouse and distribution, and lifecycle services. MHS and Fortna belong to the investment portfolio of Thomas H. Lee Partners, L.P. (“THL”), a premier private equity firm investing in middle-market growth companies. THL will remain the majority owner of the combined company and a wholly-owned subsidiary of the Abu Dhabi Investment Authority (“ADIA”) will acquire a significant minority stake to support the combination. This transaction is subject to customary closing conditions and regulatory approvals. The terms of the transaction were not disclosed. www.mhsglobal.com www.fortna.com



June 2022

Nuts & Bolts

Acquisitions, expansions & other business news

Toyota Material Handling announces merger of Equity Dealers ProLift and Toyota Material Handling Ohio

ProLift Toyota Material Handling and Toyota Material Handling Ohio (TMH Ohio) – two equity-owned dealerships in Toyota’s dealer network – formally merged into a single entity earlier this month. ProLift will absorb TMH Ohio’s three locations under their brand. ProLift Toyota Material Handling is an industrial equipment provider in Indiana, Kentucky, and southern Ohio, and Toyota Material Handling Ohio operates in the same capacity in northern Ohio. This merger will allow for an even more consistent customer experience across all three states.

KION NA opens Aftermarket Distribution and Training Center KION North America has opened its brand-new Aftermarket Distribution and Training Center in Summerville, South Carolina. This new location is just five miles from KION North America's production facility, tripling the warehouse space for highdemand spare parts. The new location also offers a state-of-the-art Sales and Service Training Center for in-person and live events, which will support over 1,600 dealer technicians and sales representatives in 2022. This allows KION North America to increase the total number of parts in stock to more than 30,000 SKUs to best serve its customers. www.kionna.com


OneCharge Lithium Batteries and Combilift USA announce a strategic partnership

Resonant Dealer Services DAY 1 © - Delivery Process

OneCharge Inc. and Combilift USA has announced that the companies have entered into a strategic partnership. OneCharge is supplying Combilift with advanced lithium motive power solutions for its customers and network. This will provide both companies with a competitive advantage in the market and deliver the highest quality equipment and solutions to their customers. www.onecharge.biz www.combilift.com

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.




June 2022


Shifting Gears

Industry personnel and organization news

Toyota Material Handling promotes King, Stachniak to Vice President

Westminster Hydraulics is now a Merlo dealer

Toyota Material Handling (TMH) has announced the promotions of two key female executives on the Lea Ann King Tracy Stachniak TMH management team. Lea Ann King has been promoted to Vice President of Legal and General Counsel, and Tracy Stachniak has been promoted to Vice President of Human Resources. “Toyota and the entire material handling industry are fortunate to have exemplary female leaders like Lea Ann and Tracy,” said TMH President & CEO Bill Finerty. “They both represent the very best of the Toyota culture by living our core values every day, and I couldn’t be more proud to work alongside them. Lea Ann and Tracy continue to make invaluable contributions to our success, and their well-deserved promotions reflect the significance of their achievements.”

Westminster Hydraulics in Taneytown, Maryland is now a Merlo dealer. Mid-Atlantic area businesses needing truckmounted equipment, liftgates, cranes, and attachments know to call upon Westminster Hydraulics. Now, Westminster supplies Merlo telehandlers and Rotos to the Mid Atlantic market.


Felling Trailers signs Floyd’s Truck Center as authorized dealer

www.west-hyd.com www.ams-merlo.com

Hyundai Material Handling adds leadership depth with three new appointments Hyundai Material Handling, North America, has announced the hiring of three new team members to deepen dealer engagement and expand its national sales efforts. Cecil D’Antignac will join the company as district sales manager for the Southeast region. Jeffrey Mathews brings over 20 years of material handling experience to his new role as a national accounts manager. As part of our efforts to always deliver the highest quality dealer service, Jason Taylor will support Hyundai dealers as a technical trainer for the brand.

Felling Trailers, Inc. has signed Floyd’s Truck Center www.hyundaiamericas.com as an authorized Felling Trailers Alta Equipment Group appoints Craig dealer. Floyd’s Brubaker as Chief Operating Officer Truck Center has nine locations spanning Northcentral to Alta Equipment Group Inc. the Northwestern United States; Nebraska, (“Alta”) has announced last Wyoming, South Dakota, and Montana. All the month the appointment of Craig Floyd’s Truck Centers sell and service Felling Brubaker as Chief Operating Trailers’ complete product line, consisting of over Officer, a new position at the 240 models, ranging from 3,000 lbs. light utility company, effective immediately. to 120,000 lb. hydraulic detachable gooseneck As Chief Operating Officer Mr. trailers. Brubaker will report to Alta’s Chief Executive www.felling.com www.floydstrucks.com Officer, Ryan Greenawalt, and oversee day-today operations of both material handling and construction equipment segments. www.altaequipment.com 32


June 2022

NOW HIRING! JOIN THE FMH TEAM. ENJOY THE HEART OF THE ROCKY MOUNTAIN REGION! • Shop and Field Forklift Repair Technician (All Locations) • Technical Advisor (Denver) • Assistant Parts Manager (Denver) • Sales Coordinator (Denver) • Dispatcher/Service Writer (Denver) • Front Counter Parts (Denver) • Forklift Safety Trainer (Denver) • Field Service (PM) Forklift Technician (All Locations) • Industrial Battery and Charger Technician (Rocky Mountain Battery) • Transport Driver (Denver) • Technical Advisor (All Locations) • Customer Service Manager’s (Denver) • Territory Manager (El Paso) • AND MORE! (Check www.fmhsolutions.com/careers-fmh for current openings)

• Competitive Wages • Benefits Package • Vehicle Provided for Field Tech • Moving allowance Apply at www.fmhsolutions.com/careers-fmh or email your resume along with desired branch location to careers@fmhsolutions.com ALBUQUERQUE 2108 Candelaria Rd. NE Albuquerque, NM 87107 505-884-2700 800-325-7669 505-884-9545 Fax

DENVER 5165 Vasquez Blvd. Denver, CO 80216 303-292-5438 800-451-6749 303-297-3426 Fax

EL PASO 1054 Hawkins Blvd. El Paso, TX 79915 915-778-8368 800-592-1035 915-778-3579 Fax

www.FMHSolutions.com www.MHWmag.com

June 2022


Shifting Gears

Industry personnel and organization news

Sunstate Equipment ups Krause to COO Gorbel® CEO Brian Reh appointed Vice Sunstate Equipment has President of MHI announced the appointment of Bob Krause as their new Chief Operating Officer. A long-time industry veteran, Krause will now lead General Rental and Trench Division Operations, Sales and Marketing, and Business Excellence. Headquartered in Phoenix, Ariz., Sunstate currently has 93 locations throughout fifteen states, with accelerated growth on the horizon. Krause joined Sunstate Equipment in 2020 as Vice President of Business Excellence, where he invested his time learning as much as he could about Sunstate’s rich history, core values, and culture, all of which were fundamental in Krause’s decision to accept the position. www.sunstateequip.com

Gorbel® Inc. has announced that Gorbel CEO Brian Reh has recently been elected to serve as Vice President of MHI, the nation’s largest material handling, supply chain, and logistics organization. In this role, Reh will be a vital part of solidifying the organization as the authoritative resource for material handling. Reh has been involved at MHI in various capacities for more than 15 years and has been a key participant in recent initiatives to set the direction for the organization. Reh and Gorbel® are key members of MHI industry groups that focus on overhead lifting and ergonomics. www.gorbel.com www.mhi.org

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

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Time tested diamond mesh partitions have been pre-engineered for easy installation, give an unrestricted view into the cage, and total air circulation. Low initial cost and maintenance.

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



June 2022

Send us the footprint of your project and allow our engineers to assist you on your next project! CSI: 10605, 102213

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

Crown SC 4040-35 5 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875

2007 Toyota 7FGCU18 Chicago Industrial Equipment Rockdale | 815 569 6499

2019 CAT Lift Trucks DP70N1 Cromer Material Handling Oakland, CA | 510 534-6566

2009 Hyster S155FT 1 Alta Equipment Company Livonia, MI | 248 449-6700 ext. 1898

Toyota 8FG45U Toyota Material Handling Northern California Livermore, CA | 800 527-3746

2015 Hyster E60XN

2008 JCB 930

2015 Hyster J40XN

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

2016 CAT Lift Trucks 2C6000 Illinois Lift Equipment Cary |




Chicago Industrial Equipment Rockdale | 815 569 6499

2011 Hyster S155FT Chicago Industrial Equipment Rockdale | 815 569 6499





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




Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875

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


2011 Hyster S50FT 1 Alta Equipment Company Livonia, MI | 248 449-6700 ext. 1898

Taylor TM122 6 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875

2021 CAT Lift Trucks DP40

Cromer Material Handling Oakland, CA | 510 534-6566

Combilift C10000 Kensar Equipment Company Indianapolis | +1 (317) 787-3400





June 2022


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.

Top 20 Equipment Lenders

Top 5 Equipment Buyers

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.

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.

John Deere Indl Credit


IA City Ambulatory Surgical Ct

Iowa City, IA


Kubota Credit Corp USA


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Kubota Credit Corp USA


Color Mfp Copier



John Deere Indl Credit


Walther Three Rivers LLC

Three Rivers, MI 37

Caterpillar Fin Svc Corp


4-Wheel Drive Ag Tractor



C N H Indl Capital Amer


Agriculture Implements





Utility Tractors



Wells Fargo Vendor Fin Svc LLC


Industrial Tractors


Xerox Fin Svc


Intl Union United Automobile

Detroit, MI


Agco Fin


B&W Mfp Copier



Farm Credit Svc


Color Mfp Copier



Mahindra Fin Usa


Prod Copier/Prnt



Komatsu Fin


Southern Az Brokerage Llc

Tucson, Az

U S Bank Eqt Fin


B&W Mfp Copier



Toyota Inds Commercial Fin Inc


Color Mfp Copier



C N H Indl Capital Amer


St Andrews Univ

Leaf Capital Funding


B&W Mfp Copier


Diversified Fin Svc


B&W Mfp Copier



P N C Eqt Fin Llc


Color Mfp Copier



B M O Harris Bank


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

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



June 2022

Laurinburg, Nc



25 1

Quality Ergonomic Lifting Equipment Since 1940 Explore the widest range in the market


Tel. (888) 345 1270 Email: sales@interthor.com www.interthor.com


June 2022


New Products

See more new products online at www.MHWmag.com

Discover the customized BSLBATT - 48V Lithium Forklift Batteries Whether your forklift is in a port or a warehouse, powering the equipment is essential to your fleet operations. This 48V 560Ah

power lithium battery can continuously output 28.672Kwh (two minutes) from a single battery and provides higher peak discharge, which means you only need one BSLBATT lithium battery for two or even three shifts class applications and still have plenty of power left. BSLBATT Industrial Lithium Batteries are specially designed to meet the power and energy requirements of port and warehouse applications, providing unparalleled dynamic power. Also, all BSLBATT Lithium batteries allow you to use 100% capacity regardless of discharge rate. www.lithiumforkliftbattery.com

The new UltraGlide™ wheels by Hamilton deliver more push, cush, and staying power Hamilton has introduced their newest UltraGlide™ wheel series. It’s Hamilton’s latest modular solution designed to reduce the amount of energy needed to move loads in manual or powered applications. Designed for ergonomic and AGV applications, the new UltraGlide™ still features independent swivel surfaces that eliminate scrubbing, making it much easier to turn. It still has split outer raceways to minimize friction that provides low startup and maintains forces. www.hamiltoncaster.com

OZ Lifting launches Dynamometer Lever Hoist OZ Lifting Products has launched a third lever hoist range—Dyno-Hoist, a dynamometer-equipped product with 0.75 to 9 tons capacity. It is available in 0.75, 1.5, 3, 6, and 9 tons capacity, matching the ranges of the company’s industrial and premium (overload protected) lever hoist offerings. The first three models in the range have one fall of chain and the 6 and 9 tons versions, two and three falls respectively. Other features include all-steel construction; steel handle with rubber grip; zinc-plated load chain; forged alloy steel hooks; and fully-enclosed gearing. www.ozliftingproducts.com

Diversified Plastics Inc. introduces a new rotational molding oven Diversified Plastic, Inc., an international rotational molder based out of Latta, South Carolina, introduces a new rotational molding oven to their facility in Social Circle, GA. The implementation of the new rotational molding oven, will assist in the overall increase of productivity and allow DPI to produce larger quantities of plastic products. DPI currently has 25 plastic product lines that vary from material handling carts to commercial trash containers. This new oven has the capability to manufacture all of DPI’s product lines in an efficient manner. www.dpiroto.com

For more New Products go to




June 2022

Host and Founder of The New Warehouse Kevin Lawton interviews material handling, distribution, and logistics leaders who are doing new and innovative changes in their business. You can hear the current and past podcasts by going to www.MHWmag.com. If your company would like to be interviewed or if you know of someone we should interview, call Material Handling Wholesaler or email editorial@MHWmag.com. To advertise in this new exciting feature, contact Dean at 877 638-6190


June 2022


New Products

See more new products online at www.MHWmag.com

Emerson Condition Monitoring Software Stretch Wrap supplier introduces expands visibility to asset health ribbed film for extra heavy-duty Pallet Global software and Wrapping technology provider Emerson is updating its machinery health platform to enable customers to migrate to a more holistic, modern interface for condition monitoring. New support brings data from edge analytics devices directly to key personnel inside and outside the control room to help them more quickly identify and address a wide range of common equipment faults before they impact plant availability. In some industries, Emerson estimates every 1% gain in availability is worth approximately $8.4 million of additional profit margin per year. www.Emerson.com/ConditionMonitoring

Southworth Products introduces Lift Tables for Fork-Free environments ZLS Series Floor Height Lift Tables from Southworth Products have a pan-style platform that, when lowered, sits essentially flush to the floor allowing them to be loaded and unloaded with an ordinary hand pallet truck. Forklift-free loading and unloading have become increasingly important as many facilities have established fork-free zones, and some have eliminated forklifts entirely. Ideal for palletizing applications, ZLS Lifts gives workers unobstructed access to loads from all four sides. Three models are available with 2000, 4000 or 6000-pound capacities.

Orbital wrapper manufacturer TAB Industries, LLC, Reading, Pa., has introduced the TWT20120 Ribbed Stretch Wrap. The strongest grade in the company’s TAB line of stretch wraps, the Ribbed Stretch Wrap features patent-pending, Power Band technology that integrates thick ribs of plastic material within the stretch wrap at regular intervals to provide extra strength, durability, and tear resistance for heavy-duty pallet wrapping. www.tabwrapper.com

Tompkins Robotics continues to enhance Automated Sortation Process with new tSort3D System In keeping with the belief to deliver adaptive, flexible, and portable solutions, Tompkins Robotics introduces the new tSort3D. tSort3D is modular, allows customers to implement quickly, and the system can grow and change as their operational needs evolve. The tSort3D greatly multiplies the destination density and volume of the sortation process. A tSort3D system is mated with the Tompkins Robotics tSort solution for item sortation loading and routing the items to tSort3D modules for order consolidation. www.tompkinsrobotics.com


For more New Products go to www.MHWmag.com 40


June 2022

New Products

See more new products online at www.MHWmag.com

StayLinked supports Zebra Technologies ground-breaking WS50 StayLinked, a market provider in terminal emulation (TE) solutions for the supply chain industry, has announced its support for Zebra Technologies’ newly released WS50, the world’s smallest enterprise-class wearable Android mobile computer. The ultra-compact, fully functional mobile computing device with a built-in barcode scanner can be worn on the wrist, across two fingers, or on the back of the hand as a ring scanner. www.staylinked.com

Ideal Warehouse Innovations launches new Ground Mounted Trailer support Ideal Warehouse Innovations has developed a new, hands-free, trailer support system – The Ground Mounted Trailer Support (GMTS). With the future of dock safety heading towards automation, the GMTS can be deployed/retracted with the push of a button. The new support is permanently positioned in the trailer docking area in its retracted state. When a trailer has been docked and secured, the GMTS can be activated from inside the loading dock area, rising to support the trailer from below, during loading/offloading. www.idealwarehouse.com

New DENIOS Lithium-Ion Battery Stations provide safe storage and transport Lithium-ion batteries are becoming increasingly popular for their ability to deliver power from a compact size. Although they are used in a vast range of equipment, from handheld devices to cars, they are not as harmless as they appear, requiring special handling and care. DENIOS, a designer and manufacturer of storage containers for hazardous materials, introduces Lithium-Ion Stations. Designed specifically for storing lithium-ion batteries, they are ideal for storing new, questionable, damaged, defective, or End-ofLife lithium-ion batteries typically found in small handheld devices. www.DENIOS-us.com

Treston BiOX is the first sustainable wood-based bioplastic bin Treston, has launched an industry first, wood-based bioplastic bins for industrial use. Industrial customers can now easily make an environmentally conscious storage choice and significantly reduce their use of non-renewable resources and their carbon footprint. The carbon-neutral material of Treston BiOX bins is over 90% wood-based renewable material, residue from the pulp production process, and cellulose fibers from sustainably managed forests. The quality, as well as the look and feel of the bins, remains the same as with traditional plastic bins. www.treston.com

For more New Products go to www.MHWmag.com www.MHWmag.com

June 2022




For a direct link to these websites, visit www.MHWmag.com and click on the corresponding display ad under the category you are browsing.

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

➤ Dock Equipment ➤ Drum Handlers ➤ Electrical/Electronic Controls ➤ Engines ➤ Finance Companies ➤ Fluid Power Equipment ➤ Insurance Companies ➤ Inventory & Production Control Systems ➤ Inventory And Bar Coding ➤ Lift Tables ➤ LP Gas Distributors

➤ 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


Corrugated Steel Rack Deck Punch Deck ® • Solid Deck Economical • Strong • Easy Install • Fast Delivery Painted • Galvanized • Stainless Steel



800-909-4937 dacsinc.com ➤ ENGINES (REMAN)

Reman Engines/Gas, LP & CNG

800-447-3967 | www.charnor.com



Contact sales@xpb.ca

Celebrating over a decade as the global leader in New, Used and ReConditioned Industrial Battery Technology and Accessories.

➤Pallet Jacks

➤ CONTAINER OPTIONS ➤ Container Storage • • •

➤ Pallet Truck Parts

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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



June 2022

➤ Manufacturer/Suppliers

➤ RACK / SHELVING ➤ New • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

➤ Manufacturer/Suppliers and Transmissions

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

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

➤ Transmissions

Reman Transmissions, Drive Units, Differentials & Torque Converters

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

Steer Axles

800-447-3967 | www.charnor.com ➤ Tires/Wheels






690 Chase Ave., Elk Grove, Illinois 60007 Phone: 847-956-1300 • Fax: 847-956-1339 • 800-323-6052

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

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

➤ Other


Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames


Partner with Miller to Forge Ahead.

Start scheduling: www.millerfabricationsolutions.com/consultation





690 Chase Ave., Elk Grove, Illinois 60007 Phone: 847-956-1300 • Fax: 847-956-1339 • 800-323-6052

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

www.MHWmag.com www.MHWmag.com

June 2022


Do more for your forklift fleet. • Speed Limiters

• Zone Speed Control • Shift Inhibitors

• Ignition Interlocks

• Plug & Play Installation • TEX™ Telematics with Access Control / Impact Sensing


(800)-318-2022 www.loadingzonesafety.com

Advertiser's Index­ __________________________________________________ AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 15

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

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

BSL BATTERY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1

H&K EQUIPMENT COMPANY. . . . . . . . . . . . . . . . . 44

SUNLIGHT BATTERIES USA INC. . . . . . . . . . . . . . . 10

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

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . . .19

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

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . . . 17

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

THE NEW WAREHOUSE. . . . . . . . . . . . . . . . . . . . . . 39

CUSTOM INDUSTRIAL PRODUCTS. . . . . . . . . . . 24,25

INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . 37

THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . 46

DACS, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22

JESCO INDUSTRIES, INC. . . . . . . . . . . . . . . . . . . . . 34

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

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

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . . 10

TRAINMOR . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21

FB CHAIN LIMITED. . . . . . . . . . . . . . . . . . . . . . . . . 11

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

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4, 28, 48


RAYMOND CORPORATION . . . . . . . . . . . . . . . . . . . 2

WEST POINT RACK, INC. . . . . . . . . . . . . . . . . . . . . 45


RESONANT DEALER SERVICES. . . . . . . . . . . . . . . .31

WILDECK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

FORKLIFT-INTERNATIONAL.COM. . . . . . . . 23, 29, 35

SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . . 44

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . . 47



June 2022

Since 2003


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


”, 4

“V” Face Post Protectors



8” & 12”


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. • I ncludes 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

• 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.

West Point Rack “We don’t just promise…we deliver!” • Quotes in 2 hours on most requests • Delivery in 2-3 weeks on most orders

For Excellent Service Contact

Reva Bily

Cantilever Racks • Structural Pallet Racks Portable Stacking Racks Specialty Transport & Storage Products West Point Rack is one of the fastest growing companies in the industry. Our customers recognize quality products, dependability of service and competitive pricing.

• Quality • Dependability • Satisfaction

Our Primary Goal is to support our dealers, satisfy their customers, earn trust and be the “Vendor of Choice” for rack products and racking systems. We offer a full line of light duty, intermediate duty, heavy and extra heavy duty cantilever racks. We provide multiple configurations of a wide variety of stacking racks. Our structural pallet racks can be configured for a wide range of applications. West Point Rack has the products that generates solutions for your storage needs. We also offer specialty products such as bar cradle trucks, drum racks, hand carts and other specialty transport and storage products. Give us a call at 866.245.3630. We may have what you need. Look forward to hearing from you.


Portable Stacking

Structural Pallet

13591 Chandler St. • Omaha, NE 68138 866-245-3630 • Fax 866-245-3631 reva@westpointrack.com www.westpointrack.com


THOUSAND LINES PER DAY On average, TVH ships 26,000 order lines each and every day, getting you the parts you need. With access to more than 44 million part numbers, TVH remains your one-stop-shop for all of your material handling, industrial and construction equipment needs.