October 2022 Material Handling Wholesaler

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An Employee-Owned Specialty Publications International, Inc. Magazine

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OCTOBER 2022 • VOL. 43 NO. 10

18 | Feature Story Margaret Van Gorden Not a typical management structure for the materials handling industry

20 | 22nd Annual Salute to Woman 24 | Sales Trends Jeffrey Gitomer This little piggy got in the door!

Industry News

COVER STORY

4 | Salute to Women:

Leadership is putting yourself out there

EILEEN MOZINSKI SCHMIDT

26 Nuts & Bolts

30 Shifting Gears

34 SalesLeads

36 New Products

ADVERTISING CALL 877.638.6190

40 Source Directory

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10 | Aftermarket Chris Aiello

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WAREHOUSE ISSUE

Something OLD--Something NEW

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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.

Reader Resources 42 Advertiser's Index

14 | Bottom Line Gary Bartecki

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Email: dmillius@MHWmag.com Material Handling Wholesaler reserves the right to reject or cancel any advertising for any reason, at any time. Advertisements that simulate Material Handling Wholesaler editorial matter in appearance or style or that are not immediately identifiable as advertisements are not acceptable.

COLUMNS Hidden Cost of Variability

Dean Millius General Manager/Publisher

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

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Cover Story Eileen Mozinski Schmidt

Salute to Women: Leadership is putting yourself out there This month, Material Handling Wholesaler is recognizing the many contributions women make in the business. Here are a few of their stories: Maria Rodriguez

agreed. “I ended up falling in love with it, too. I think it was the teachers, mostly. I really enjoyed it. They made it fun and they didn’t sugarcoat anything. I felt really well prepared,” Rodriguez said. Both started work after graduation as professional drivers with NFI Industries, which Rodriguez said afforded her the flexibility she needed to be available for her 4-year-old son. When she was chosen to speak at the Trucking Action Plan event, Rodriguez said she was pleased that her family members were also invited. “That made me even more thrilled,” she said. Rodriguez said she is comfortable speaking "Contibuted photo" in front of people, having worked in the Maria Rodriguez was working as a restaurant restaurant business, but had never given a server when she lost her job during the speech in front of a large audience before. “The pandemic. Little did she know that this loss day before, I met people from the American would lead her back to school, into the trucking Trucking Association,” she said, describing the business, and shortly after that, waiting backstage encouragement the group gave her. “The day of with the President of the United States. the event, I was very nervous,” said Rodriguez, who said she was able to meet President Biden Rodriguez had been chosen to introduce and Sec. Pete Buttigieg in the Oval Office. President Biden at a White House event last “We got to walk together to the stage,” said spring for the administration’s Trucking Action Plan’s extended 90-day Trucking Apprenticeship Rodriguez, who positioned herself to stand Challenge. The event included freight executives, behind the group. WIT (Women In Trucking) president and CEO “The President turned around and said, ‘No Ellen Voie, truck drivers, and senior officials. ma’am, you’re standing next to me. You got this far and should be proud,” she said. She spoke Rodriguez had been interviewed by a representative from the Department of Labor but to the audience about the importance she places on balancing family and work. “I spoke about found out closer to the event that her speech being a mom,” Rodriguez said. “A mom to a would include the presidential introduction. “They told me, ‘You’re going to be introducing 4-year-old. I’ve gotta be home for him. “She also talked about working to be successful in a the President.’ I said, ‘What?’ I think I was male-dominated industry. “I was trying to send a laughing and crying at the same time,” message that we can do it,” she said. Rodriguez said. In August, Rodriguez was named the Woman Both Rodriguez and her boyfriend had lost in Trucking Member of the Month. Rodriguez their jobs as servers during the pandemic. She encouraged other women to look for whatever said that she had returned to school to learn to be an EMT / Firefighter and had encouraged her career best suited their situation. In trucking, she noted that many opportunities are available. “If boyfriend to attend the New England Tractor one schedule doesn’t suit you, there are so many Trailer Training School (NETTTS). “He ended opportunities,” Rodriguez said. up going and he loved it. He said, ‘You need to come with me,” Rodriguez said. Eventually, she 4

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R E C A L I B R A T E Women in Industry Conference Designed for Women in Material Handling November 2, 2022 Loews Chicago O'Hare in Rosemont, IL

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Cover Story continued

how employees continue building on previous successes. In the past five to eight years, Madland has seen an evolution in the industry and broader thinking throughout as a new generation of leadership steps up. She described the switch to lithium battery power by many companies and others planning to switch to hydropower. Madland Toyota-Lift has won 21 Top Toyota Dealer awards, 20 out of the last 35 years. “I’m amazed that we’ve won so many president’s awards,” said Madland, who said some of the awards were won by her father. “It’s certainly good being in that group of high-performing "Contibuted photo" dealers,” she said. “It shows the departments I Mary Madland was raised in the car business, have, the managers there and their leadership,” working in service departments. But it still Madland added, in the company video. was a learning curve for the former horse racer Asked what has helped the company secure when she took the helm at Madland Toyotaso many awards, Madland said she thinks it is the Lift, located in central California. “I knew manes attitude of business’ staff. She encouraged other and tails, not forks and counterweights,” said women getting into the business to find a good Madland, in a company video. company with people willing to invest time and Previously, starting at age 20, Madland had resources into their employees. “Put yourself out raced horses. “I retired when I was 35. When my there,” said Madland, encouraging the practice dad got sick very suddenly, I had the opportunity of asking questions. “I love getting feedback and to take over a Toyota franchise because of my advice from people,” she said. grandfather being in the tractor and car business,” Darla Becking Madland said. “To get a manufacturer line like that is pretty hard to do.” Madland quickly found the company was in need of financial organization. “There wasn’t an option of cruising. You just had to put your head down and work day-by-day,” she said. For a time, Madland was only offered sixmonth contracts. Finally, she secured a two-year agreement. But she said the challenges of short contracts and the business’ needs proved useful. “It could have been the greatest thing that ever happened to me. Going into a business that was "Contibuted photo" already successful, I might have failed,” said Darla Becking started her career with ACCO Madland, in the company video. “But coming Material Handling Solutions 32 years ago. “I just in at that level, it made me learn a lot more very started as a part-time receptionist and part-time quickly.” sales assistant. From there, I gradually worked up Under Madland’s leadership as owner the chain to account manager,” she said. and president, the company has grown to Becking said she has always felt well-suited include over 100 employees. “Things just for a position in sales. “I like helping people. kept improving. There’s been an evolution I kept watching other people in the other of managers and different people. Each one is positions, thinking, ‘I can do that. And I can do better than the last,” said Madland, describing that.’ I kept applying and moving up the chain,” Mary Madland

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Cover Story continued

Becking said. As an account manager, she said she assists customers with their material handling needs and helps come up with solutions to move materials within their warehouses. Becking said she enjoys talking to customers nationwide. “It’s kind of fun to talk to people across the country,” she said, adding that she enjoys building relationships with customers. She advised those new to the business to be open to learning. “You’re never too old to learn something new,” she said. “Every day, I’m still growing and learning about the business. Learning about the products.” Becking said she believes material handling has become more open in recent years. “I don’t think there is the ‘men versus women’ mentality as much as there used to be,” she said, describing how she used to have to persuade callers that she was the correct point of contact. As to future challenges, Becking said she believes keeping up with equipment changes and increasing the use of robotics will be a top priority.

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She said the leadership at ACCO Material Handling Solutions is working on new avenues and new growth. “The owners we have, the leaders, are helping us directly and go in the right direction,” Becking said. 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

For more

Cover Stories go to www.MHWmag.com


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Aftermarket Chris Aiello

Hidden Cost of Variability It is an honor to be the newest Aftermarket columnist for Material Handling Wholesaler. When Dave reached out to inform me that I was among those he was endorsing for this opportunity, I was anxious and a bit sorrowful at the same time. Sorrowful because I looked forward to reading Dave’s article every month as the knowledge he shared has always been an invaluable source of information for me. Anxious because I looked forward to the opportunity to talk with Dean Millius to discuss my experience and current role in this industry and how it would be a great fit for me to follow in Dave’s footsteps. I have been in the material handling industry for 15-plus years, having held various roles such as service manager, quality assurance manager, and business development manager. I got my start at a lift truck dealership that represented multiple OEM lines; starting out as a management trainee, I was fortunate to learn the various facets of the many departments within a dealership. Operational processes such as damage and overtime billing in the rental department, service dispatch, billable hours and lost time, PM programs, to even looking at parts diagrams the ‘old school’ way on microfiche machines. I have seen first-hand the evolution of the modern lift truck dealership and independent service provider as they look to be a full solutions provider for all of the needs of their customers. In my current role, I get the opportunity to visit and meet with many of these dealers and manufacturers in the material handling market and other equipment markets such as rental companies and construction/earthmoving dealerships. I hope to deliver valuable and current content each month as it relates to the aftermarket. I also would welcome comments about topics, challenges, etc. that you are facing. Enough about me let us dive into this article. Each year I look forward to reading the latest material handling business trends that MHEDA publishes. When their 2023 trends were published, to nobody’s surprise, the topic of supply chain challenges continues to be at the forefront of discussion as an obstacle to growth 10

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October 2022

even as we approach three years from the start of the COVID pandemic and the start of chaos in the supply chain. I think we have all become experts on the current state of the supply chain and its impact on not only your business but its impact on everyday life consumer goods. There have been countless articles and industry publications on this topic over the past few years, so although the topic is not a new one, I wanted to touch on a few points from my perspective of where we are at in the current chaos of the supply chain. Inventory Lead Times When lead times for your replacement parts inventory are unpredictable, you either have to take on the cost of carrying extra inventory or the cost of failure to meet customer expectations. The current variability creates challenges in scheduling your technician’s time. Some of your suppliers used to be able to provide nextday shipping or local same-day pickup. Weekly stock orders used to arrive on the same day as clockwork. All of these conveniences we used to take for granted have become unknown variables. If you lose that service job or counter sale of that one customer to your competitor, have you now lost that customer to your competitor for good? Unfortunately, this scenario is a question that dealers face now more than ever. While the material handling industry is primarily B2B, those customers increasingly expect B2C convenience and customer experience. The ability to complete a same-day fix has become not a differentiator but rather an expectation of customers. One option is to invest more cash into your parts inventory or you risk losing those service jobs, or parts counter sales to your competitors. While you cannot control the ports, railyards, truck drivers, or carriers, you can control the amount of inventory you choose to keep on hand, the amount of inventory you keep on your service van, and the visibility of your service scheduling to when and whether your service technician can complete a service job.


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Aftermarket continued

Departmental Synergies I am always amazed when I am at a dealership and see rental, sales, and parts departments operate independently of each other when it comes to ordering products, parts, accessories, equipment, etc. All of these departments are struggling with the same supply chain chaos, yet seem to go at it on their own. The new equipment sales department is battling long lead times for new equipment from their OEMs. Some dealerships had already begun to sell conveyors, warehouse storage, sortation systems, and other integrated automation systems before the supply chain became a challenge. Therefore, some dealerships already have a dedicated department and sales staff to sell this type of product. If not, this is definitely a category of products to explore if your dealer has not already shifted to being a full solutions provider. If your dealership already has its own division for this type of product, what else can the new equipment salespeople sell? One solution is if there is no dedicated parts and service sales team, they can shift their focus

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to selling parts and service. Do they know all of the offerings that their parts department’s suppliers offer? Depending on how your commission structures are set up, it may be a good idea to introduce the sales coordinators and new equipment sales staff to some of these suppliers. Commodities and specialty products like pallet trucks, attachments, safety items, PPE, etc. are common items that new equipment sales departments are not aware that parts departments have sources for too. Without a product to sell, you may run the risk of losing your salespeople. Many dealerships I visit tend to have a dedicated rental department and rental manager that make the parts and service decisions for their fleet of rental equipment. In my experience, many rental departments operate with their own dedicated service technicians and order their own replacement parts. Obviously, they too are currently faced with variability from their suppliers. If this is the case, are they working with their parts departments to optimize inventory purchase decisions? Do they share the same suppliers? What is the cost of a piece of rental equipment that is down due to the variability of suppliers? It is definitely a good time to review the purchasing procedures of your rental departments to see if there is a variance as compared to your service and parts departments. As the 2023 MHEDA trend as it relates to supply chain reads, “…extended lead times could result in order cancellations….need to creatively diversify your offerings”. What is your dealership doing to diversify its offerings? Are the various departments within your dealership working together to optimize purchases of inventory and products from your suppliers? As you plan for next year, with the supply chain still in knots, will inventory planning and coordination between departments be the difference that helps your business grow? Chris Aiello is the Business Development Manager at TVH Parts Co. He has been in the equipment business for 15-plus years as a service manager, quality assurance manager, and business development manager. Chris now manages a national outside sales team selling replacement parts and accessories in various equipment markets such as material handling, equipment rental, and construction/earthmoving dealerships.


Welcome Chris! In this issue, we welcome our new Aftermarket Columnist Chris Aiello. Following in the footsteps of John Walker and Dave Baiocchi, Chris is a proven leader in our industry and in the upcoming issues, he will share his thoughts with you on how you can make your dealership become more efficient and profitable. Chris has been in the material handling industry for 15-plus years, having held various roles such as service manager, quality assurance manager, and business development manager. He began at a lift truck dealership that represented multiple OEM lines; starting out as a management trainee, In Chris’s current role, he has the opportunity to visit and meet with many of these dealers and manufacturers in the material handling market and other equipment markets such as rental companies and construction/earthmoving dealerships. The staff and readers welcome Chris to our Wholesaler team and look forward to some great Aftermarkets columns ahead.

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Bottom Line Garry Bartecki

Something OLD--Something NEW Last month I was preparing the September article just before Mr. Powell informed us of the rate change coming. He made that announcement right after I finished my creation for the month. Duplicating that process again for the October issue, on August 26, just before Mr. Powell announced they were taking the hawkish route. My guess is another .75% rise in rates. Let us see what happens. But before we get started, I want to thank Dave Baiocchi for his contributions to our readers. Always a great review of dealer operations and issues brought up to date to current market conditions along with insights of future challenges facing dealers. GOOD LUCK DAVE! AND MAKE MONEY! So, let us get caught up to date on where we stand today. The OLD news. The economy and inflation in particular will continue to be a problem longer than we think. The EAU issues will help keep inflation rates high, especially in the areas of fuel and food costs. Although the supply chain issues are reversing, they still add to the cost of doing business. The bottom line here is do not expect any return to normal in 2022 and not in 2023 (unless the Fed really tightens up the screws). Personnel issues will also remain a problem and as of now add to our inflation woes. The Gordon Report expects wages to increase by 4 to 5 percent in 2023. (The Gordon Report can be found on the MHW website). What you are going to hear about in this issue is we do not spend enough on training to work in this OHIO RACK people current environment. I guess we can consider We BUY & SELL Taxes as old news. The Portable Stack Racks Inflation Reduction Act Flexible Packaging contained a new AMT tax NEW & USED for companies showing $1 800-344-4164 billion in profits on their Fax 330-823-8136 income statement. The tax is Email: ohiorack@cannet.com based on book income and www.ohiorack.com 14

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not taxable income. Those guidelines leave most of you out of paying the new tax, but I am sure they will get you somehow to contribute a bit more to offset the spending for climate change, etc. The IRA does, however, provide tax credits for any number of New Energy materials, manufacturing, and power. You may want to follow up on the credits and rebates to see if any make sense for you or your customers. A helpful review of the tax portion of IRA can be found in the Journal of Accountancy in the August 18, 2022, issue; a transcript of a podcast featuring Adam Schrom, CPA from Bloomberg Tax. So, what is NEW news? The biggest change I am just thrilled about is the reversal of the 30 years of Globalization where we became more interconnected and interdependent than ever. It worked, reduced production costs, lowered prices, provided more access to goods and services, and brought up the standard of living for many people. But as with all things, it works until it does not. And then it highlights the security and defense problems we have as a result of globalization. The good news is that the $52 billion CHIPS Act is geared toward incentivizing the manufacturing of semiconductors using the latest technology available. A big deal for all of us including the material handling industry. In short, high-tech manufacturing is coming back to the US of A. And then we have the Inflation Reduction Act which focuses on energy security and climate change investments. This is in addition to the Infrastructure Act passed last November to encourage clean energy, EVs, power grid upgrades clean water, and funding for technology related to the supply chain. No matter how you look at this, there is a ton of money out there to deal with rebuilding and upgrading our manufacturing and supply chain activities. There appears to be an opportunity for the material handling business in all this. Don’t you agree? If you do, then the question becomes do we have the technology presence to participate in


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Bottom Line continued

this work on the manufacturing and distribution sides. Two issues are attached to this work. #1 is this work requires high-tech design and construction methods. #2 is most of the contracts for this work contain a minority interest requirement. Are you prepared to deal with either of these issues? Maybe it is time to take Dave B’s advice to conduct a SWOT analysis regarding the new “market” showing up on your doorstep. From all of my reading covering many different industries, PRODUCTIVITY improvement is the issue that should be on every management agenda you prepare. Productivity means doing more with less to reduce cost, which in turn makes you more competitive when it comes to winning and completing new work. Everybody is thinking about it. If they do not, they will find themselves losing sales opportunities and thus adequate cash flow to keep the doors open.

AN C I R M E DE  A  MA  

Material Handling Dealers have to embrace technology themselves as well as provide technology upgrades to customers. Expanding offerings to provide maintenance services on the technology employed should also be considered. There is a new business world out there. Find what profitable niches work for 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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Feature Story Margaret Van Gorden / Logitrans /Interthor

Not a typical management structure for the materials handling industry Pedersen, also worked for the company in the finance department. These Interthor/Logitrans women definitely have a handle on material handling! “Being a woman in the material handling industry is not a challenge as such. I believe that it is rather positive to be a little "outstanding". Of course, growing up in a family business has Pictured (left to right): Dorte Pedersen - Gitte Kirkegaard for both of us been natural. It is the only thing Keeping it in the family, Interthor’s Danish we have known. From our childhood, it was parent company, Logitrans, is on its 3rd not meant to be that we should take over the generation of owners bringing quality equipment company. We are three daughters, all born in to all areas of material handling. Gitte Kirkegaard the 1970s. At that time, being a female manager and Dorte Pedersen are no strangers to the or engineer, was not natural. Our parents always material handling business, not only do they told us to choose an education and a job, which own and operate Logitrans, they are sisters. would make us happy. As time passed by - both Both women are engineers, Gitte, the CEO Dorte and I chose an engineering background. of Logitrans also has an MBA in management. There has never been any kind of pressure from Dorte holds the position of Production Director our parents to do so. Our younger sister chose and General Manager of Logitrans in China. to be a nurse. After finishing our education, we both worked in other Danish companies for The MHI (Materials Handling Industry) four years, before we came home to Logitrans. reports only 29% of leadership positions within Working for someone other than our father has the material handling industry are held by given us both experience and confidence. To women, at the CEO level only 5% of these manage jobs like ours, you need to feel happy offices are controlled by women. about it and enjoy it. If you do not like your job Although the material handling industry is or feel confident that you can do it, you will not still dominated today by males - knowledge, hard succeed. At least that is my opinion. We both work, and the bonds established with customers love our jobs and we feel grateful every day. Our are not specific to either gender. When you meet goal is to develop our family business to an even a purchaser’s expectations or go beyond their stronger and more known brand worldwide”, expectations, the sense of achievement and pride says Gitte Kirkegaard. are not gender-linked. There are many advantages of a family-run However, women bring new perspectives business. A family is a team on its own. When to a business. Research shows women are kids are raised in a family business, they get more adaptable to new situations, have better a front-row seat to seeing the hard work and judgments, make better leaders, and make the dedication that goes into a successful business and most out of money. are likely to retain those skills. Just like within a family, within a company, the overall stability is Logitrans has always had a strong female influence dating back to 1940 when the company a result of leadership. The stronger the leader the more beneficial and positive are the results. There was founded. Gitte and Dorte’s grandmother, is such a dedication to the success of the family Ingrid Pedersen, used her sewing machine to raise extra money so a welding machine could be business because the family’s well-being is on the line. bought for the company. The sewing machine is currently displayed in a museum in Denmark. Gitte and Dorte’s mother, Anne Kristine 18

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October 2022


Sales Trends continued

To carry on in the family business is a choice. You are choosing to be a part of the business because of your own drive and determination to succeed. A dynamic family business keeps an advantage when they hand it down to the next generation. New generations stay open to new technologies and realize the business is always evolving. They bring in new perspectives and new solutions along with a more diverse working environment. In addition to their formal jobs within the company - most family members have to help when needed in several different areas of the business. Their expertise in all areas along with their confidence in skills ensures the success of the company. To earn the respect of other employees, family members have to put forth double the effort. In doing this non-family member employees state that they do feel like a part of an extended family. It is important to the success of any good company to have engaged leaders to motivate the staff members, and good leaders should have a vision and be personally committed, a good leader knows a company and its employees, if you can achieve that, the rest falls in place.

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19


22nd Annual Salute to Women

Andrea Neisen

Ann Baker

Senior Project Coordinator

Assistant Service Manager

AK Material Handling Systems, Inc.

As Senior Project Coordinator at AKMHS, I work closely with The Design Group to ensure processing, procurement and execution phases meet the unique contractural and operational constraints of our client’s project. I provide training, mentorship and auditing support to the Order Processing team. As I begin my 7th year in the Material Handling Industry, I enjoy drawing on experience but treasure the deep knowledge base of my fellow women in Material Handling.

Diane Holzworth

Book Keeper

HR Specialist

AK Material Handling Systems, Inc.

Atlantic Coast Toyotalift Diane has been with Atlantic Coast Toyotalift since May of 2022. Her work includes payroll, helping with day-to-day HR issues and concerns and upholding ACT’s HR initiatives.

Rebecca Lemmon

Gina Smith

Marketing Specialist

Sales Coordinator

AK Material Handling Systems, Inc.

As Marketing Specialist for AK Material Handling Systems, I seek creative ways to boost our sales and performance as a material handling distributor. Every piece of branded content is crafted with quality and growth in mind. I have loved my short experience in the industry and am daily inspired by a fantastic group of motivated individuals! I look forward to gaining expertise and growing my career in this industry.

www.MHWmag.com

Ann has been with Atlantic Coast Toyotalift since August of 2019. She is instrumental in making sure that service inquiries are promptly addressed and in keeping the shop and road technicians in the Wilmington ACT branch efficiently handling customer service needs.

Erika Poynter

“Bookkeeping at AK Material Handling Systems isn’t just your basic bookkeeping job of punching in numbers. I get to be an integral part of every project we take on and work one-on-one with our customers to make the buying process smoother. We have an outstanding Team of the best minds in this industry, working alongside some of the biggest names. I am truly blessed to be where I am today!”

20

Atlantic Coast Toyotalift

October 2022

Atlantic Coast Toyotalift Gina has been with Atlantic Coast Toyotalift since June of 2020. With previous experience in related industrial door industry she brought with her knowledge that has made her a valuable asset in answering customer questions regarding industrial dock and door products. With the additional knowledge of material handling equipment, her goal is to provide a high level of customer service with accurate order entry and open communication to solve any issues that arise.


Robin Chappell

Assistant Operations Manager

Office Manager

Atlantic Coast Toyotalift

India has been with Atlantic Coast Toyotalift since August of 2005. She works directly with the manager of Virginia operations to ensure a high level of service to Southern Virginia customers. Her experience in managing service to the territory has been vital to Atlantic Coast Toyotalift’s success in the territory.

Atlantic Coast Toyotalift Robin has been with Atlantic Coast Toyotalift since September of 2019. She was promoted in January of 2021 to Office Manager from the position of Service Writer for her willingness and ability to take on new tasks. She is the point person for many operational questions in the WinstonSalem shop and works directly with the Service Manager to make sure the shop technicians and the road technicians are able to handle customer issues and operate at a high level of efficiency.

Janet Wilmoth

Sheena Hocker

Sales Coordinator

Credit Manager

Atlantic Coast Toyotalift Janet has been with Atlantic Coast Toyotalift since September of 2017. Working with several of our Territory Managers, she coordinates the sales and delivery of material handling equipment and other goods. This entails gathering and entering accurate information for customers and coordinating deliveries of equipment. She strives to provide a high level of customer service by staying up-to-date on delivery times, providing updates to the customer and keeping them informed of any changes to stated lead times and other pertinent information.

Kelly Vincent Front Office Administrator

Atlantic Coast Toyotalift

Kelly has been with Atlantic Coast Toyotalift since October of 2021. Her tasks include being the friendly voice and face many first see and hear when they visit our Headquarters in WinstonSalem as well as ensuring visitors can find associates when they arrive.

Atlantic Coast Toyotalift

22nd Annual Salute to Women

India Hall

Sheena has been with Atlantic Coast Toyotalift since April of 2015. She is responsible for accounts receivable and managing the credit processes at Atlantic Coast Toyotalift and ACT Construction Equipment ensuring the revenue flow of both divisions.

Tricia Bordeaux Human Resources Manager

Atlantic Coast Toyotalift

Tricia has been guiding the HR department at Atlantic Coast Toyotalift since October of 2013. Health, wellness and a safe work environment are important at ACT and Tricia has promoted these key priorities. With open communication, a focus on the wellness of each individual team member and a supportive environment, ACT is a place many associates have called home for years.

www.MHWmag.com

October 2022

21


Pam Jones

Vice President - Head of Credit

General Manager

First Financial Equipment Leasing

Audrey joined First Financial in 2020 as a Senior Credit Analyst to help ramp up the underwriting efforts as the Company transitioned from syndications to holding transactions and taking on credit risk. Today, she oversees the department’s credit and pricing activities and works to ensure strong collaboration across the various teams within First Financial to help support its growth initiatives.

Sue Nordman

Vice President of Sales

President

First Financial Equipment Leasing

First Financial Equipment Leasing

October 2022

"Sue Nordman has been the President of Obsidian Manufacturing Industries, Inc. since 2018, seeing the company double in size since took on the role. Obsidian is the OEM for MagnaLift & PowerGrip lift magnets along with Arter Precision Grinding Machines and Magna-Lock USA workholding. While she enjoys being involved in every aspect of the family-owned company, she enjoys assisting in marketing the most."

SALUTE TO WOMAN SALUTE TO WOMAN

Vice President – Portfolio Risk Management

Obsidian Manufacturing Industries, Inc.

SALUTE TO WOMAN

Jessica Temes

Jessica joined First Financial Equipment Leasing in 2008 and was recently promoted to Vice President of Portfolio and Risk Management. In this role, she oversees all aspects and operations of the Portfolio department, including asset valuations, reporting, and strategic end-of-lease negotiations, while supporting her team and continuing the growth and expansion of the department and the company.

www.MHWmag.com

Pam is celebrating 15 years with FSIP. As General Manager, she oversees operations, strategic planning, product development, and customer satisfaction. She is proud to lead a dedicated team of employees that care about the customer and provide quality solutions and services. Over the last few years, FSIP has seen strong growth and Pam has her focus set on its future.

Elise Hardy

Since joining the company in 2018 as the first female sales executive, Elise has signed a dozen marquee customers and doubled the company's material handling and automation leasing business. She is highly driven and works closely with her customers as a trusted advisor and industry expert. Elise made company history as the first female to earn the title of Salesperson of the Year for 2021.

22

Flight Systems Industrial Products

SALUTE TO WOMAN

22nd Annual Salute to Women

Audrey Kent


Vice President

The Raymond Corporation As vice president of energy solutions, procurement and leasing at The Raymond Corporation, Jennifer de Souza has leadership responsibility for energy storage solutions including research and development of alternative energy technologies. Her experience maximizing efficiencies in manufacturing, warehousing and global supply chain operations paired with her unique ability to solve large-scale problems, allows de Souza to better answer today’s challenges and anticipate tomorrow’s needs to help Raymond customers run better and manage smarter.

Reva Bily President

West Point Rack As president, Reva is involved in every aspect of West Point Rack, including configuring and pricing quotes, purchasing steel and, as she puts it, “doing whatever it takes to get the job done.” Her primary goal is “to support our dealers, satisfy their customers, earn trust and be the vendor of choice for rack products and racking systems.”

Jackie Marchisin Pallet Rack Specialist

Wholesale Pallet Rack Products

22nd Annual Salute to Women

Jennifer de Souza

As a Pallet Rack Specialist for WPRP, I am excited to work with our distributors to help them provide optimal solutions to their customers. Our resources allow us to choose from different quick ship locations and manufacturers, so we have many options available to us. This makes it easy to ensure our customers have a positive buying experience. And this in turn makes me proud to be a part of the WPRP Team!!

Linda Anlauf, Director of Inside Sales

Wholesale Pallet Rack Products I’ve been in the industry for 19 years now, and I continue to be excited to work with our Material Handling distributors on their projects. It’s an opportunity to create customer relationships and find the best solutions for their clients. I’m also proud to be a part of the WPRP Would You Like Fries with That video series as well as two MHEDA Net groups.

Brenda Harrison

Nikole Hoffman

Pallet Rack Specialist

Production Lead / Graphic Design

Wholesale Pallet Rack Products

Material Handling Wholesaler Nikole has worked Celebrating 33 years in the with Wholesaler since industry is something I have August 2019. She performs enjoyed and take the utmost all work necessary to pride in. One would say, produce print/electronic the industry is what allows publications, e-newsletters us to have a successful and maintenance of career, however, I would safely argue, It's the website. She ensures that all of our print and PEOPLE in the industry; co-workers, customers, electronic products, cover designs, promotional vendors, etc. that empower us to be the best we materials, and customer ads are superior in can be! design and reflect a professional image of our company and for our advertisers.

www.MHWmag.com

October 2022

23


Sales Trends Jeffrey Gitomer

This little piggy got in the door! I hate cold calls. I think they’re a waste of time (but that’s another issue). For those of you that are still stuck doing them, here’s a refreshing look at the process. There are three steps (objectives) to (face-to-face) cold calling: 1. Getting in to see the decider. 2. Gaining the decider’s interest. 3. Making the sale (or closing the next step in the sales cycle.) You can’t get to #3 unless #1 & #2 are executed. Easy to say, not easy to do. Most cold calls fail miserably. But not you, you get right in every time, right? The biggest problem in cold calling is NOT the gatekeeper or customer who won’t let you in, it’s salespeople who are uncreative, take no risk, and have no fun. Now, this isn’t you, is it? Pam Lontos, a sales training expert, knew a salesman (Bill) who combined creativity and high risk to get into the offices he was rejected from but really wanted to get into. At the end of a week, he made a list of the high-value prospects that refused to see him. One day in a week, he made cold calls to his “re-hit” list, only this time he took his potbelly pig with him. He walked up to the receptionist and said, “Tell Fred that Bill and his pig are here to see him.” Can you imagine the gatekeeper announcing to the boss, “There’s a guy out here with a pig who wants to see you.” Most of the time he would get escorted right back to the boss’s office. Sound crazy? “Just call me Crazy Bill with the big bank account,” he would often say. Look at the principles of cold calling that Bill executed successfully: • He got in where others (including himself) could not before. • He gained the prospect’s interest. • He will NEVER be forgotten. 24

www.MHWmag.com

October 2022

• He was having fun and created smiles for others. How can you adapt this principle to your cold calls? Figure it out. That’s why they call it creativity. But a word of caution, if you take an elephant, bring a shovel. What do you say when you get into the boss’ office? Try these: • My pig has an important message about (your product) and I’m his interpreter. • The pig was off from school today and I couldn’t get a sitter. • We’re trying to upgrade the salesman’s image. • I used to travel with a monkey, but he was always asking for more money. • I brought lunch. Now, for those of you about to scream “IT’S UNPROFESSIONAL!” remember the first objective of a cold call gets in the door. Here are two scenarios to ponder: 1. I’m the most professional salesperson in the world and I make a cold call or sales call in the traditional consultative way and establish rapport and ask great questions, find out all the prospect's needs, make an appointment to return with answers and a proposal the next week OR 2. I walk in unannounced, or 5 minutes late for an appointment, looking ragged, and explain in two minutes how the prospect can use my product and say “sign here,” and the prospect signs. Who did a better job? Now I’m NOT saying sacrifice professionalism NOR am I saying that this will work in every scenario, NOR am I saying that you won’t piss a few people off but it is FUN, and salespeople aren’t having enough fun. If you’re cold calling, you must have a counterbalance for rejection. It doesn’t have to be a pig but a pig worked for Bill.


Sales Trends continued

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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.

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October 2022

25


Nuts & Bolts

Acquisitions, expansions & other business news

Atlas Crane Service acquired by Ares Management Atlas Crane Service, a full-service crane rental company that primarily serves the wind industry, announced recently that a fund managed by the Infrastructure Opportunities strategy of Ares Management had acquired a controlling interest in the company. TM Capital served as the exclusive financial advisor to Atlas Crane Service. The terms of the transaction were not disclosed. www.atlascraneserviceinc.com

Global (“LogiMove”). LogiMove is known for its next-generation mobile no-code/low-code applications for operations and field services in the equipment industry. With this acquisition, Texada adds a powerful new component to its platform which integrates equipment dealers’ and rental companies’ back offices with both their service and maintenance operations, and with their sales and e-commerce. www.texadasoftware.com

ELFA Survey of Economic Activity: Monthly Leasing and Finance Index

Texada Software announces strategic acquisition of LogiMove Texada Software, a software platform for the equipment dealer and rental industry, announced that it has acquired LogiMove CheckMobile

The Equipment Leasing and Finance Association’s (ELFA) Monthly Leasing and Finance Index (MLFI-25), which reports economic activity from 25 companies representing a cross-section of the $900 billion equipment finance sector, showed their overall new business volume for July was $10.1 billion, up 2 percent year-over-year from new business volume in July 2021. Volume was down 2 percent from $10.3 billion in June. Year-todate, cumulative new business volume was up 5 percent compared to 2021. www.elfaonline.org

Robot sales hit record high in North America for third-straight quarter For the third-straight quarter, robot sales in North America hit a record high, driven by a resurgence in sales to automotive companies and an ongoing need to manage increasing demand to automate logistics for e-commerce. According to the Association for Advancing Automation, of the 12,305 robots sold in Q2 2022, 59% of the orders came from the automotive industry with the remaining orders from non-automotive companies largely in the food & consumer goods industry, which saw a 13% increase in unit orders over the same period, April through June, in 2021. 26

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October 2022

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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 h as 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.

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October 2022

27


Nuts & Bolts

Acquisitions, expansions & other business news

Columbia/Okura celebrates 1000th palletizing system

TVH employees raise $4,000 for local dog shelter

Columbia/ Okura LLC marked the milestone of shipping our 1,000th robotic palletizer. They have designed and commissioned many successful palletizing systems, handling a massive range of products across dozens of industries worldwide. From bag palletizing systems in abusive and harsh environments to high-speed, multi-robot, multipicking case applications, Columbia/Okura has handled almost any type of product packaging in virtually any application. The 1,000th system was sent to their customer in North Carolina, Cherry Farms Seed Co., with a unique crest on the arm to denote it is our 1,000th robot.

As part of the Health and Wellness Program at TVH, Health & Wellness Coach Lucy DelSarto put on several events during June relating to pets including puppy therapy. During this event, Melissa’s Second Chances brought three puppies to the Olathe facility for the employees to play with during their break. Employees collected supplies for the shelter and used 8000 Health and Wellness Points to purchase Giving Cards to donate $4000 to the shelter. www.tvh.com

www.columbiaokura.com

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October 2022

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October 2022

29


Shifting Gears

Industry personnel and organization news

PLA announces opening of Houston pallet management facility

Schneider’s KayLeigh McCall selected as Women In Trucking’s Driver Ambassador

PLA has announced the opening of its newest pallet services facility in Houston, Texas. The addition of this facility brings PLA’s total number of facilities to 76. The new location is centrally located to bring new and recycled pallet supply, transportation, and other supply chain services to customers throughout the greater Houston metro area. The facility will bring at least 35 new jobs to the area and is located at 112221 N. Houston Rosslyn Road, Houston, TX, 77086. www.plasolutions.com

Schneider, a premier multimodal provider of transportation, intermodal and logistics services, is excited to share that KayLeigh McCall, driver and training engineer at Schneider, has been selected as the Women in Trucking Association’s (WIT) newest Driver Ambassador. In her ambassador role, McCall will lead and organize efforts to empower and connect women across the trucking industry, as well as assist in developing and sharing various resources available including career services, mentorship, training, Trew announces new President and COO and scholarships. Trew announced last month www.womenintrucking.org the appointment of Alfred (Al) Rebello as the president and Chief Operating Officer. Flight Systems Industrial Products Al is a 30-year industry veteran readies for electrification expansion providing customer-focused organizational leadership and proven success delivering highly integrated Automation Systems. Before joining Trew, Al was the Business Operations Leader for Honeywell Intelligrated responsible for the delivery of the solutions from presales to installation. www.trewautomation.com

NAW Dianna Steinbach as Chief Strategy Officer

FSIP, (Flight Systems Industrial Products) has announced the expansion of the Motive Power The National Association of Wholesaler-Distributors (NAW) Sales Team. They welcome Garrett Hirst and Michael Berube to their FSIP Team. FSIP aims has hired international business to be the go-to charging solution provider for the strategist and trade association leader Dianna Steinbach as Chief Electric Battery Vehicle and equipment markets. Strategy Officer. Steinbach, who As part of the Motive Power Sales Team, Garrett and Michael will consult, educate, and bring started on August 15, 2022, charging and regeneration solutions to North is an organizational, industry, America. They will create deeper customer and strategy expert, with more than 25 years of experience helping trade associations and business relationships, provide greater service levels, and improve responsiveness, keeping our customers at owners identify new trends, strategically plan, the heart of our business. develop business alliances, and connect with customers and position themselves for success. www.shop.fsip.biz www.naw.org 30

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Industrial Manufacturing planned Project Report Data provided by SalesLeads Industrial Manufacturing shows weak growth in August 2022 with 140 new planned projects SalesLeads announced the August 2022 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 140 new projects in the Industrial Manufacturing sector down from 156 in July. KENTUCKY: EV Battery component mfr. is planning to invest $310 million in the construction of a 450,000 SF manufacturing facility in HOPKINSVILLE, KY. Construction is expected to start in late 2022, with completion slated for late 2023. ALBERTA: Specialty building materials mfr. is planning to invest $210 million to construct a manufacturing facility in CARSELAND, AB. They have recently received approval for the project. Construction is expected to start in 2023. The following are selected highlights on new Industrial Manufacturing industry construction news. Industrial Manufacturing - By Project Type • Manufacturing/Production Facilities - 125 New Projects • Distribution and Industrial Warehouse - 41 New Projects Industrial Manufacturing - By Project Scope/Activity • New Construction - 55 New Projects • Expansion - 54 New Projects • Renovations/Equipment Upgrades - 35 New Projects • Plant Closings - 11 New Projects Industrial Manufacturing - By Project Location (Top 10 States) • Texas - 13 • Michigan - 10 • Ohio - 8 • Pennsylvania - 6 • California - 5

• North Carolina - 11 • New York - 8 • Wisconsin - 7 • Alabama - 5 • Minnesota- 5

Largest Planned Project During the month of August, our research team identified 19 new Industrial Manufacturing facility construction projects with an estimated value of $100 million or more. The largest project is owned by Honda Motor Company, which is planning to invest $4 billion in the construction of an EV battery manufacturing facility and is currently seeking a site in the MARYSVILLE, OH area. Top 10 Tracked Industrial Manufacturing Projects TEXAS: A solar panel mfr. is considering investing $2 billion to construct a manufacturing facility and is currently seeking a site in the FORT WORTH or DALLAS, TX area. TENNESSEE: Tire mfr. is planning to invest $550 million for an 850,000 SF expansion, renovation, and equipment upgrades on their manufacturing facility in MORRISON, TN. They are currently seeking approval for the project. Renovations are expected to start in late 2022, with completion slated for Spring 2024. 34

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October 2022

ALABAMA: Wood product mfr. is planning to invest $210 million in the construction of a sawmill and manufacturing complex in MOBILE, AL. They will relocate their operations upon completion in Fall 2024. INDIANA: Battery mfr. is planning for the construction of a manufacturing facility on Fillmore Rd. in NEW CARLISLE, IN. They are currently seeking approval for the project. MICHIGAN: Building materials mfr. is planning to invest $194 million for a 134,000 SF expansion and equipment upgrades on their manufacturing facility in SAGOLA, MI. They have recently received approval for the project. NORTH CAROLINA: Pharmaceutical packaging product mfr. is planning to invest $94 million for the expansion and equipment upgrades on their manufacturing, warehouse, and office facility in MORGANTON, NC. They have recently received approval for the project. OHIO: Woodworking tools mfr. is planning for the construction of a 425,000 SF warehouse and manufacturing facility at 1564 W. 130th St. in BRUNSWICK, OH. They have recently received approval for the project. Construction will occur in two phases. They will relocate their operations upon completion. TEXAS: An Aerospace company is planning to invest $50 million to construct a manufacturing facility in AMARILLO, TX. They are currently seeking approval for the project. Since 1959, SalesLeads, based in Jacksonville, FL is a leader in delivering industrial capital project intelligence and prospecting services for sales and marketing teams to ensure a predictable and scalable pipeline. Our Industrial Market Intelligence, IMI identifies timely insights on companies planning significant capital investments such as new construction, expansion, relocation, equipment modernization, and plant closings in industrial facilities. The Outsourced Prospecting Services, an extension to your sales team, is designed to drive growth with qualified meetings and appointments for your internal sales team.


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October 2022

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New Products

See more new products online at www.MHWmag.com

GEODIS launches fast integration API Self-Service Portal to enable quick, seamless integration Global transport and logistics provider GEODIS has announced the launch of its Fast Integration technology, a new application programming interface (API) self-service portal to enable quick, seamless integration for contract logistics customers in the Americas region. With Fast Integration, the company is now providing its clients with an easy-to-use portal and one-stop solution to integrate with GEODIS via API directly to simplify the overall fulfillment and shipping process. www.geodis.com

SupplyOne Packaging Management Program promises savings guaranteed SupplyOne, Inc., an independent supplier of custom corrugated and other value-added packaging products, equipment, and services in the U.S., highlights its Packaging Management Program. The Packaging Management Program, or PMP, simplifies the complexities associated with packaging ownership to reduce the total cost of packaging and contribute to more sustainable operations. The PMP has the unique distinction of guaranteeing the customer’s savings in writing. www.supplyone.com

New Interroll Helical Modular Chute provides optimum use of space With the new Helical Modular Chute (HMC), Interroll provides a simple and easy solution for vertical transport in confined spaces. With durable and robust steel construction, this 36

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product serves a wide range of material handling applications for the retail & E-commerce, warehousing & distribution as well as courier, express & parcel sectors. www.interroll.com

Keep dumpsters clean and deodorized The customer experience starts in the parking lot where, too often, garbage and grease corals dominate a landscape where they should be invisible. Don’t just mask issues, eliminate them. Hospeco Brands Group, which comprises Acute Care, Adenna®, HOSPECO®, Nilodor®, and other popular brands, offers the most complete weapon in this fight, the Nilodor Waste Container, and Dumpster System, a product mix developed to keep dumpsters and trash cans, trash rooms, loading docks, and other high-odor areas deodorized and clean. An important distinction between the Nilodor family of products compared to other odor-fighting tools is that Nilodor products do not mask odors; rather, they eliminate them. www.hospecobrands.com/productdetails

The new M3000 Case Packer from Brenton Reach speeds up to 50 cases per minute Brenton is launching a new continuous motion side-load case packer aimed at CPQ customers looking to pack between 30 and 50 cases per minute. Plan to see the M3000 demonstrating its capabilities in booth N-5546 at PACK EXPO 2022, Oct. 23-26 at McCormick Place in Chicago. The M3000 Case Packer is designed to fill a need for mid-range manufacturers of packaged personal care and food products to pack up to 50 wrap-around or traystyle cases per minute. www.brentonengineering.com


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New Products

See more new products online at www.MHWmag.com

HexcelPack introduces Sustainable, Cushioning Void Filler Solution for E-Commerce market HexcelPack, a developer of eco-friendly, paper-based protective cushioning solutions to replace bubble and air pillow packaging and other plastic, paper or foam-based materials, has introduced HexaFil™, an innovative, 100% paper-based void fill solution that provides superior block and bracing and additional cushioning in the box vs. traditional paper and plastic-based void fill options. Available with either automatic or manual dispensing units to accommodate various shipping speeds. www.hexcelpack.com

HyLite LED NexGen Arc-Cob lamps The NexGen LED Arc-Cob Lamps are heavyduty, industrial grade lamps with highly efficient lighting design and offer excellent illumination all around. Saving between 67%-90% they significantly reduce energy consumption and re-lamping costs. designed for easy installation in new and existing fixtures, the NexGen LED Lamps are suitable for damp locations and for fully enclosed fixtures which make them excellent for use in a variety of applications. www.HyLiteLEDLighting.com

KEEN Utility Pittsburgh Energy With the release of the Pittsburgh Energy, KEEN Utility incorporates the proven work-hiker performance of the original Pittsburgh for a more nimble, easier-wearing work experience. In addition to its lighter weight, this medium-duty boot offers additional cushioning and flexibility with comfort 38

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enhancements including a KEEN.ReGEN midsole that returns 50% more energy than standard EVA foam, a KEEN.DRY waterproof, breathable membrane, and a TPU shank for midfoot support. www.keenfootwear.com

Hubtex MaxX 2022: Flexible transport in narrow aisles With the MaxX from Hubtex, the operator can steer smoothly in all directions thanks to the joystick, making the warehouse so much easier to maneuver. The patented HX 360-degree steering from Hubtex is certainly the highlight of the electric multidirectional forklift. The MaxX has always been one of the most successful ranges produced by the Fulda-based manufacturer. But now Hubtex has given the popular Multidirectional Sideloader a makeover, including optimized equipment and shorter delivery times. www.hubtex.com

TAB Wrapper Tornado wraps finished products, unfinished parts without boxes The TAB Wrapper Tornado from orbital wrapper manufacturer TAB Industries, LLC, Reading, Pa., allows metal parts and products with sharp corner joints to be secured to pallets and safely delivered using stretch wrap alone. Wrapping multiple layers of stretch wrap 360 degrees around and under the pallet and the load, the TAB Wrapper Tornado creates a stable, unitized load that eliminates the need for boxes, crates, banding, and other secondary packaging along with the need for dunnage or cushioning. Packaging material waste is reduced while the load shifting and packaging failures in transit responsible for most freight damage claims are eliminated. www.tabwrapper.com


Safety Storage Efficiency Combilift are leaders in providing innovative material handling solutions including sideloaders, 4-way forklifts and straddle carriers. They are designed to handle long and over-sized loads guaranteeing considerable improvements in space utilization and safety. With capacities ranging from 3,000 lbs to 220,000 lbs, it’s a safe choice to go with Combilift.

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

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YOUR MATERIAL HANDLING

SOURCE DIRECTORY

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

➤ 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

➤ DISPLAY RACK AND SHELVING

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

DACS

inc.

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

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➤ BATTERY / CHARGERS

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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

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➤ 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

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YOUR HEAVY EQUIPMENT MOVES THE WORLD.

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

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October 2022

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Fork Extensions In-Stock WHOLESALE or RETAIL

4 Reasons to Buy SideKick Fork Extensions Other Products from Side Kick™ Trailer Mover Hitch Custom Forks

extensions are tapered the full length for easy entry/exit. 1. Fork Less binding.* and fabricated for a better fit 2. Formed on forks. Stronger and tighter fit than

Easy entry into hitch. Raise hitch to self-lock onto forklift

Specialized forks for your construction equipment

traditional extensions.

3. Locking Pin for secure use.* from high strength steel. 4. Made 3 different designs to choose from.

CHANNEL

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* Comes standard on Channel Plus and Channel Tube Models only

Your forklift attachment experts

Call 765-597-2489 Email: Daniel@ibullmfg.com

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Advertiser's Index­ __________________________________________________ 7.375 x 4.75 PCBE 520 /6-22 ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 25

Material Handling Wholesaler

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

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

AMERICAN INDUSTRIAL TRANSMISSION, INC. . 33

H&K EQUIPMENT COMPANY. . . . . . . . . . . . . . . . 26

SIDE KICK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 42

COMBILIFT USA . . . . . . . . . . . . . . . . . . . . . . . . . . 39

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . .29

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

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SUNLIGHT BATTERIES USA INC. . . . . . . . . . . . . . 28 SUPERIOR ENGINEERING. . . . . . . . . . . . . . . . . . . 16 THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 37

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EPICKER . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 12

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). 15

MHEDA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5

FMH MATERIAL HANDLING SOLUTIONS, INC. . . . 9

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

WEST POINT RACK, INC. . . . . . . . . . . . . . . . . . . . 27

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SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . 19

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . 17

TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 7 TVH. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2, 8, 44

MORE ADVERTISERS & RESOURCES AT www.MHWmag.com 42

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Since 2003

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Guardrail / Hand Rail

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

Hand Rail

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

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

•E asy installation, simply assemble and anchor down. •P osts available as Inlines, Corners, • Stronger 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. •R ails available in 2’ – 10’ in 1’ OSHA FALL PROTECTION if • 42” tall standard. increments. used on a mezzanine. •M EETS OSHA REQUIREMENTS

Rack Protection

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•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”. • Available 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.

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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

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Beam Pallet Stop

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Create a real stopping point for pallets! Stops pallets from entering the flue spaces! •Fits 2.75” deep and 4.75” tall beams. •Secures waterfall edge wire deck in place. •Easy installation – slides directly over rack. •Available in flush mount or with a 3” overhang.

Bollards

•S teel bollards protect a variety of facility assets. • Surface mount to concrete or direct bury. • Economy 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. • Direct Bury 5½”, 6½”, and 8½” O.D., 84” tall, yellow. • Square Bollard 4” square tube. 42” tall with painted steel cap.

• Reduce damage to your controls. • Protect any control box mounted to a building column – fan switches, thermostats, and light switches. • Mounts in minutes with 8 pre-drilled mounting holes. Simply Tek screw to your column and you’re done! • Available to fit 10” or 12” columns.

Building Column Protectors

•P revent damage to building support columns or mezzanine columns. • Impact rating: 8,000 lbs. at 5 M.P.H. •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. •W hite reflective band standard on lime green and orange.


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

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KEEPS YOU GOING.

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SQUARE FEET With more than 1.3 million square feet of warehouse space in the United States, TVH is able to provide our customers with a larger product offering to meet their needs. No matter the make, model or equipment type, TVH has the parts you need to keep you going.

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