October 2022 Material Handling Wholesaler

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An Employee-Owned Specialty Publications International, Inc. Magazine www.MHWmag.com October 2022 $10 For additional literature and pricing information, call 800-939-DYNA (3962) sales@dyna-rack.com | FORTHEwww.dyna-rack.comDEALERS’SOURCEPORTABLERACKS™STOCK PROGRAM AVAILABLE Stack and Store Your Product with Dyna Racks! Call For Assistance In Solving Your Storage Problems! MADE IN THE USA OPEN FOR SERVICE ADVERTISE IN Next Ad Deadline FRIDAY, SEPTEMBER 30 Call Dean at 877.638.6190 Material Handling Wholesaler

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

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www.MHWmag.com October 2022 3 COVER STORY 4 | Salute to yourselfLeadershipWomen:isputtingoutthere EILEEN MOZINSKI SCHMIDT COLUMNS 10 | Aftermarket Chris Aiello Hidden Cost of Variability 14 | Bottom Line Gary Bartecki Something OLD--Something NEW 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 26 Nuts & Bolts 30 Shifting Gears 34 SalesLeads 36 New Products Reader Resources 40 Source Directory 42 Advertiser's Index In the next issue... WAREHOUSE ISSUE The annual warehouse issue looks at the latest technology and trends in making the warehouse efficient, lean and profitable. What's New Supplement. Ad Deadline: Friday, September 30 OCTOBER 2022 • VOL. 43 NO. 10 Dean Millius General Manager/Publisher dmillius@MHWmag.com Nikole Hoffman / Eric Faramus Production Lead / Graphic Artist art@MHWmag.com

“The President turned around and said, ‘No ma’am, you’re standing next to me. You got this far and should be proud,” she said. She spoke to the audience about the importance she places on balancing family and work. “I spoke about being a mom,” Rodriguez said. “A mom to a 4-year-old. I’ve gotta be home for him. “She also talked about working to be successful in a male-dominated industry. “I was trying to send a message that we can do it,” she said.

"Contibuted photo"

Salute to Women: Leadership is putting yourself out there

Rodriguez had been chosen to introduce President Biden at a White House event last spring for the administration’s Trucking Action Plan’s extended 90-day Trucking Apprenticeship Challenge. The event included freight executives, WIT (Women In Trucking) president and CEO Ellen Voie, truck drivers, and senior officials.

Rodriguez had been interviewed by a representative from the Department of Labor but found out closer to the event that her speech would include the presidential introduction.

This month, Material Handling Wholesaler is recognizing the many contributions women make in the business. Here are a few of their stories:

“They told me, ‘You’re going to be introducing the President.’ I said, ‘What?’ I think I was laughing and crying at the same time,” Rodriguez said.

4 www.MHWmag.com October 2022 Cover Story Eileen Mozinski Schmidt

Both Rodriguez and her boyfriend had lost their jobs as servers during the pandemic. She said that she had returned to school to learn to be an EMT / Firefighter and had encouraged her boyfriend to attend the New England Tractor Trailer Training School (NETTTS). “He ended up going and he loved it. He said, ‘You need to come with me,” Rodriguez said. Eventually, she 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 in front of people, having worked in the restaurant business, but had never given a speech in front of a large audience before. “The day before, I met people from the American Trucking Association,” she said, describing the encouragement the group gave her. “The day of the event, I was very nervous,” said Rodriguez, who said she was able to meet President Biden and Sec. Pete Buttigieg in the Oval Office. “We got to walk together to the stage,” said Rodriguez, who positioned herself to stand behind the group.

Maria Rodriguez Maria Rodriguez was working as a restaurant server when she lost her job during the pandemic. Little did she know that this loss would lead her back to school, into the trucking business, and shortly after that, waiting backstage with the President of the United States.

In August, Rodriguez was named the Woman in Trucking Member of the Month. Rodriguez encouraged other women to look for whatever career best suited their situation. In trucking, she noted that many opportunities are available. “If one schedule doesn’t suit you, there are so many opportunities,” Rodriguez said.


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"Contibuted photo" "Contibuted photo"

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Previously, starting at age 20, Madland had raced horses. “I retired when I was 35. When my dad got sick very suddenly, I had the opportunity to take over a Toyota franchise because of my grandfather being in the tractor and car business,” 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 already successful, I might have failed,” said Madland, in the company video. “But coming in at that level, it made me learn a lot more very quickly.”Under Madland’s leadership as owner and president, the company has grown to include over 100 employees. “Things just kept improving. There’s been an evolution of managers and different people. Each one is better than the last,” said Madland, describing how employees continue building on previous successes.Inthe 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.

Darla Becking Darla Becking started her career with ACCO Material Handling Solutions 32 years ago. “I just started as a part-time receptionist and part-time sales assistant. From there, I gradually worked up the chain to account manager,” she said.

Becking said she has always felt well-suited for a position in sales. “I like helping people. I kept watching other people in the other positions, thinking, ‘I can do that. And I can do that.’ I kept applying and moving up the chain,” Cover Story continued

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 dealers,” she said. “It shows the departments I have, the managers there and their leadership,” Madland added, in the company video. Asked what has helped the company secure so many awards, Madland said she thinks it is the attitude of business’ staff. She encouraged other women getting into the business to find a good company with people willing to invest time and resources into their employees. “Put yourself out there,” said Madland, encouraging the practice of asking questions. “I love getting feedback and advice from people,” she said.

Mary Madland Mary Madland was raised in the car business, working in service departments. But it still was a learning curve for the former horse racer when she took the helm at Madland ToyotaLift, located in central California. “I knew manes and tails, not forks and counterweights,” said Madland, in a company video.

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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. 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.

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October 2022

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 CovergoStoriesto www.MHWmag.com

Cover Story continued

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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 even as we approach three years from the start of the COVID pandemic and the start of chaos in the supply chain.

Aftermarket Chris Aiello

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.

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.

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.

Inventory Lead Times

Hidden Cost of Variability

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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.

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Departmental Synergies

One solution is if there is no dedicated parts and service sales team, they can shift their focus 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.

Aftermarket continued

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?

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.

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?

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.

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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 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?

Welcome Chris!

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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.

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 Duplicatingmonth. 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 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.


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 people to work in this current environment. I guess we can consider Taxes as old news. The Inflation Reduction Act contained a new AMT tax for companies showing $1 billion in profits on their income statement. The tax is based on book income and 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.

Bottom Line Garry Bartecki

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 chainThereactivities.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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October 2022 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.

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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.

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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.

www.MHWmag.com October 2022 17

Dorte holds the position of Production Director and General Manager of Logitrans in China.

Keeping it in the family, Interthor’s Danish parent company, Logitrans, is on its 3rd generation of owners bringing quality equipment to all areas of material handling. Gitte Kirkegaard and Dorte Pedersen are no strangers to the material handling business, not only do they own and operate Logitrans, they are sisters. Both women are engineers, Gitte, the CEO of Logitrans also has an MBA in management.

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 for both of us been natural. It is the only thing we have known. From our childhood, it was not meant to be that we should take over the company. We are three daughters, all born in the 1970s. At that time, being a female manager or engineer, was not natural. Our parents always told us to choose an education and a job, which would make us happy. As time passed by - both Dorte and I chose an engineering background. There has never been any kind of pressure from our parents to do so. Our younger sister chose to be a nurse. After finishing our education, we both worked in other Danish companies for four years, before we came home to Logitrans. Working for someone other than our father has given us both experience and confidence. To manage jobs like ours, you need to feel happy about it and enjoy it. If you do not like your job or feel confident that you can do it, you will not succeed. At least that is my opinion. We both love our jobs and we feel grateful every day. Our goal is to develop our family business to an even stronger and more known brand worldwide”, says Gitte Kirkegaard.

18 www.MHWmag.com October 2022 Feature Story Margaret Van Gorden / Logitrans /Interthor

The MHI (Materials Handling Industry) reports only 29% of leadership positions within the material handling industry are held by women, at the CEO level only 5% of these offices are controlled by women.

There are many advantages of a family-run business. A family is a team on its own. When kids are raised in a family business, they get a front-row seat to seeing the hard work and dedication that goes into a successful business and are likely to retain those skills. Just like within a family, within a company, the overall stability is a result of leadership. The stronger the leader the more beneficial and positive are the results. There is such a dedication to the success of the family business because the family’s well-being is on the line.

Gitte and Dorte’s mother, Anne Kristine Pedersen, also worked for the company in the finance

Not a typical management structure for the materials handling industry

Although the material handling industry is still dominated today by males - knowledge, hard work, and the bonds established with customers are not specific to either gender. When you meet a purchaser’s expectations or go beyond their expectations, the sense of achievement and pride are not However,gender-linked.women bring new perspectives to a business. Research shows women are more adaptable to new situations, have better judgments, make better leaders, and make the most out of Logitransmoney.hasalways had a strong female influence dating back to 1940 when the company was founded. Gitte and Dorte’s grandmother, Ingrid Pedersen, used her sewing machine to raise extra money so a welding machine could be bought for the company. The sewing machine is currently displayed in a museum in Denmark.

Pictured (left to right): Dorte Pedersen - Gitte Kirkegaard

Sales Trends continued Mezzanine Deck from DACS is the ideal sub-flooring material for mezzanines, catwalks and overhead aisle ways. •Available with a bright white paint finish or a galvanized finish on the underside Solid Corrugated Steel Rack Decking from DACS sits flush with the top of the beam, creating a smooth flat surface for product to slide on & off easily. •Sizes available to fit any standard rack •Can also be used attached to the floor for elevated bottom-level storage. •Stronger and less expensive than wood or wire •Perfect for use in cantilever rack DACS inc. Proven Solutions - One Source / dswanson@dacsinc.com Also from DACS:FlueKeeper® Scan to watch our video now! s 800-909-4937 dacsinc.com • Speed Limiters • Zone Speed Control • Shift Inhibitors • Ignition Interlocks • Plug & Play Installation • TEX™ Telematics MADE IN THE USA Do more for your forklift www.loadingzonesafety.comfleet.(800)-318-2022withAccessControl/ImpactSensing

www.MHWmag.com October 2022 19

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.

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.

Ann Baker Assistant Service Manager Atlantic ToyotaliftCoast

Erika Poynter Book Keeper AK Material Handling Systems, Inc. “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!”

Atlantic ToyotaliftCoast

WomentoSaluteAnnual22nd 20 www.MHWmag.com

Diane Holzworth HR Specialist

Gina Smith Sales Coordinator Atlantic ToyotaliftCoast

October 2022

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.

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.

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.

Andrea Neisen Senior Project Coordinator AK Material Handling Systems, Inc. As Senior executionprocessing,DesignICoordinatorProjectatAKMHS,workcloselywithTheGrouptoensureprocurementandphasesmeetthe

Rebecca Lemmon Marketing Specialist 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.

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 ToyotaliftCoast

India Hall Assistant Operations Manager

Janet Wilmoth Sales Coordinator Atlantic ToyotaliftCoast

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.

Robin Chappell Office Manager

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.

Atlantic ToyotaliftCoast

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.

Tricia Bordeaux Human Resources Manager

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.

Atlantic ToyotaliftCoast

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.

Sheena Hocker Credit Manager

Atlantic ToyotaliftCoast

nd22AnnualSalutetoWomen www.MHWmag.com October 2022 21

Kelly Vincent Front Office Administrator Atlantic ToyotaliftCoast

"Sue Nordman has been the President of Obsidian Manufacturing Industries, Inc. since 2018, seeing the company double in size since took on the role.


Pam Jones General Manager Flight Systems Industrial Products

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.

Audrey Kent Vice President - Head of Credit First EquipmentFinancialLeasing

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.

Sue Nordman President Obsidian Industries,ManufacturingInc.

WomentoSaluteAnnual22nd 22 www.MHWmag.com October 2022

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."

Jessica Temes Vice President – Portfolio Risk Management First EquipmentFinancialLeasing


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.

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. Elise Hardy Vice President of Sales First EquipmentFinancialLeasing

As vice president of energy procurementsolutions,andleasing 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.

Jennifer de Souza Vice President The CorporationRaymond

nd22AnnualSalutetoWomen www.MHWmag.com October 2022 23

Nikole Hoffman Production Lead / Graphic Design Material Handling Wholesaler

Linda Anlauf, Director of Inside Sales Wholesale Pallet Rack Products

Brenda Harrison Pallet Rack Specialist Wholesale Pallet Rack Products

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.”

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.

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!!

Jackie Marchisin Pallet Rack Specialist Wholesale Pallet Rack Products

Reva Bily President West Point Rack

Nikole has worked with Wholesaler since August 2019. She performs all work necessary to produce andpublications,print/electronice-newslettersmaintenanceof website. She ensures that all of our print and electronic products, cover designs, promotional materials, and customer ads are superior in design and reflect a professional image of our company and for our advertisers.

Celebrating 33 years in the industry is something I have enjoyed and take the utmost pride in. One would say, the industry is what allows us to have a successful career, however, I would safely argue, It's the PEOPLE in the industry; co-workers, customers, vendors, etc. that empower us to be the best we can be!

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.

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.

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?

• He will NEVER be forgotten.

• He was having fun and created smiles for Howothers.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.

This little piggy got in the door!

There are three steps (objectives) to (face-to-face) cold calling:

• He gained the prospect’s interest.

• I brought lunch.

• 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.

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.

1. Getting in to see the decider.

Look at the principles of cold calling that Bill executed successfully:

3. Making the sale (or closing the next step in the sales cycle.)

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.

Sound crazy? “Just call me Crazy Bill with the big bank account,” he would often say.

• He got in where others (including himself) could not before.

• We’re trying to upgrade the salesman’s image. • I used to travel with a monkey, but he was always asking for more money.

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 seeCanhim.”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.

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?

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:

24 www.MHWmag.com October 2022 Sales Trends Jeffrey Gitomer

What do you say when you get into the boss’ office? Try these:

2. Gaining the decider’s interest.

www.MHWmag.com October 2022 25 My challenge to you is that it ain’t that serious.Ifyou have to make cold calls, have a good time doing it. Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com. For information about training and seminars visit www.Gitomer.com or email Jeffrey at salesman@gitomer.com or call him at 704 333-1112. Sales Trends continued Fax 817-847-6552 www.allbrandforklift.com • e-mail: joewerthmann@sbcglobal.net FORKLIFT PARTS CO.,INC. 800.441.3771 • 817.847.7227 Used parts Great deals on hard-to-find, early & late model parts for most makes and models Please call Material Handling equip auction Trucks, Trailers, Material Handling Ag/ Construction in Marietta, PA Friday Oct 14th-Ring 1- 9 AM Ring 2-9:30 AM Ring 3-10 Sales@HessAuctioneers.coAccepting1-866-511-2493AMItemsThru9/30PreviewDaysOct10-13m PA Auction Co. #: AY2025/AH1856/VB1159 Call Today to Add Items! www.HessAuctioneers.net

Nuts & Bolts Acquisitions, expansions & other business news

Robot sales hit record high in North America for third-straight quarter For the in Northquarter, robotthird-straightsalesAmericahita 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.

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

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.

Texada Software announces strategic acquisition of LogiMove

ELFA Survey of Economic Activity: Monthly Leasing and Finance Index



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

26 www.MHWmag.com October 2022


www.MHWmag.com October 2022 27 West Point Rack “We don’t just promise…we deliver!” 13591 Chandler St. • Omaha, NE 68138 866-245-3630 • Fax 866-245-3631 reva@westpointrack.com www.westpointrack.com For Excellent Ser vice Contact Reva Bily • Quotes in 2 hours on most requests • Delivery in 2-3 weeks on most orders • Qualit y • Dependabilit y • Satis fac tion Cantilever Structural PalletPortable Stacking West Point Rack is one of the fastest growing companies in the industr y Our customers recognize quality products, de pendability of service and competitive pricing Our Primar y Goal is to suppor t our dealers, satisf y their customers, earn trust and be the “ Vendor of Choice” for rack products and racking systems. We of fer a full line of light duty, intermediate duty, heav y and extra heav y duty cantilever racks We provide multiple configu rations of a wide variety of stacking racks Our structural pal let 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 of fer specialty products such as bar cradle trucks, drum racks, hand car ts and other specialty transpor t and storage products Give us a call at 866 245 3630 We may have what you need Look forward to hearing from you Cantilever Racks • Structural Pallet Racks Portable Stacking Racks Specialty Transport & Storage Products

TVH employees raise $4,000 for local dog shelter

28 www.MHWmag.com October 2022

Columbia/Okura celebrates 1000th palletizing system




As part of the Health and Wellness Program at TVH, Health & Wellness

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. www.columbiaokura.com


news For More Nuts

Bolts go to

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 & Bolts expansions other business & www.MHWmag.com

www.MHWmag.com October 2022 29 Power Steering Units CylindersPumpsValves New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts QUALITY&VALUE For Over 60 15600YearsWLINCOLN AVE P.O. BOX 510269 NEW BERLIN WISCONSIN 53151 PH: 262-641-8000 FAX: 262-641-8010 A SUBSIDIARY OF HADER INDUSTRIES INC. HYDRAULIC SERVICES AND MANUFACTURING www.haderinc.com • e-mail: hadersales@haderind.com

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

The National Association of Wholesaler-Distributors (NAW) has hired international business strategist and trade association leader Dianna Steinbach as Chief Strategy Officer. Steinbach, who started on August 15, 2022, is an organizational, industry, and strategy expert, with more than 25 years of experience helping trade associations and business owners identify new trends, strategically plan, develop business alliances, and connect with customers and position themselves for success. www.naw.org

Schneider’s KayLeigh McCall selected as Women In Trucking’s Driver Ambassador 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, and scholarships. www.womenintrucking.org

Flight Systems Industrial Products readies for electrification expansion

Shifting Gears Industry personnel and organization news

October 2022

FSIP, (Flight Systems Industrial Products) has announced the expansion of the Motive Power Sales Team. They welcome Garrett Hirst and Michael Berube to their FSIP Team. FSIP aims to be the go-to  charging solution provider for the Electric Battery Vehicle and equipment markets. As part of the Motive Power Sales Team, Garrett and Michael will consult, educate, and bring charging and regeneration solutions to North America. They will create deeper customer relationships, provide greater service levels, and improve responsiveness, keeping our customers at the heart of our business. www.shop.fsip.biz

30 www.MHWmag.com

Trew announces new President and COO Trew announced last month the appointment of Alfred (Al) Rebello as the president and Chief Operating Officer. Al is a 30-year industry veteran providing provenorganizationalcustomer-focusedleadershipandsuccessdelivering 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

PLA announces opening of Houston pallet management facility

NAW Dianna Steinbach as Chief Strategy Officer

www.MHWmag.com October 2022 31 ROUGH TERRAIN FORKLIFTS off road like never before! UNITS FactoryOrder18-20WeeksDelivery!INSTOCK Call For More Info! 5165 Vasquez Blvd. • Denver, CO 80216 888-639-HELI • www.HeliForkliftUSA.com303-453-8973 FEATURES • 5,000 - 7,000 lb Base Capacity • Kubota Diesel Engine • Wide Off-Road Tires • Wide View Mast • Anti-Skid Front and Rear Axles • Low Center of Gravity for Stability • Available in 4-wheel drive and 2-wheel drive

32 www.MHWmag.com October 2022 Largest online market for used forklifts, attachments and work platforms. DEALERS DID YOU KNOW YOU CAN GET YOUR EQUIPMENT ONLINE FOR JUST $99 A MONTH? PLUS, WE HAVE AN EQUIPMENT QUOTING TOOL INCLUDED AT NO ADDITIONAL CHARGE. CALL DEAN OR MONTY FOR DETAILS! BE PART OF THE FORKLIFT FAMILY OF DEALERS. 877.638.6190 | sales@MHWmag.com WWW.FORKLIFT-INTERNATIONAL.COM 2001 Elwell-Parker ESI160 H & K Coraopolis,EquipmentPA| 412 490-5311 7 Clark KensarTM12Equipment Company Indianapolis | +1 (317) 787-3400 5 2014 Hyster H60FT MH Equipment Company Des Moines, IA | 515 288-0123 5 Combilift C10000 Kensar Equipment Company Indianapolis | +1 (317) 787-3400 8 2011 Crown FC4520-40 Russell TwinsburgEquipment|(330)405-8300 7 CAT Lift Trucks 2EP8000 Kensar Equipment Company Indianapolis | +1 (317) 787-3400 4 2014 Hyster N35ZDR-21.5 Zoom Lifts & Equipment Chester, SC | 704 975-1377 4 2022 Noblelift FE4P60Q Easy Street JD&S, LLC Carol Stream | 630-682-0021 6 2019 Hyster H100FT MH Equipment Company Des Moines, IA | 515 288-0123 5 2016 Carer QW200118 Kensar Equipment Company Indianapolis | +1 (317) 787-3400 1 2015 Hyster S60FT Lift CharlotteOne | 704 587-1040 4 2010 Autolift E180AT36B Coraopolis,H(D5-180)&KEquipmentPA| 412 490-5311 8 CAT Lift Trucks 2P6000 Kensar Equipment Company Indianapolis | +1 (317) 787-3400 4 2012 Hyster H80FT Alta Equipment Company Livonia, MI | 248 449-6700 ext. 1898 1 2017 Carer QW213202 Kensar Equipment Company Indianapolis | +1 (317) 787-3400 1 2008 JCB 930 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875 1

www.MHWmag.com October 2022 33 PARTNER with AIT. American 20395TransmissionIndustrialInc.HannanPkwy.WaltonHills,OH sales@aittransmission.com www.aittransmission.com 800-588-7515 Give Your Customers More Than They Expect.Give Them AIT’s Quality and Your Service. • REMAN TRANSMISSIONS • REMAN TORQUE CONVERTERS • TRANSMISSION REBUILD KITS • REMAN DRIVE AXLES • REMAN STEER AXLES

- 55 New Projects • Expansion - 54 New Projects • Renovations/Equipment

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.

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.

Industrial Manufacturing - By Project Type Facilities - New Projects and Industrial Warehouse New Projects Manufacturing Project Scope/Activity Construction Upgrades New Projects Closings Projects Manufacturing - By Project Location (Top 10 States) - 13 North Carolina - 11 - 10 New York - 8 Ohio - 8 Wisconsin - 7 Pennsylvania - 6 Alabama - 5 Minnesota-


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.

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.

• Manufacturing/Production

• Plant

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.

- 11 New

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.

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

34 www.MHWmag.com October 2022

- 41

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.

• Michigan

- 5 • California

Largest Planned Project

• New

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.

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.

• Distribution

Industrial Manufacturing planned Project Report Data provided by SalesLeads


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.

The following are selected highlights on new Industrial Manufacturing industry construction

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.

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.

- By


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.

Top 10 Tracked Industrial Manufacturing Projects


- 35


www.MHWmag.com October 2022 35 Class I Lithium Fork lif ts Energy Lithium Batteries

The shouldagreasetootheexperiencecustomerstartsinparkinglotwhere,often,garbageandcoralsdominatelandscapewheretheybeinvisible.

36 www.MHWmag.com October 2022 New Products

more new products online at

See www.MHWmag.com



Global transport and logistics provider GEODIS announcedhasthe launch of its Fast technology,Integrationanew 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.

GEODIS launches fast integration API Self-Service Portal to enable quick, seamless integration

Program promises savings guaranteed SupplyOne, Inc., an supplierindependentofcustom 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.

Keep dumpsters clean and deodorized



The new M3000 Case Packer from Brenton Reach speeds up to 50 cases per minute

New Interroll Helical Modular Chute provides optimum use of space

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.

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 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

Brenton is launching a new continuous motion side-load case packer aimed at CPQ lookingcustomerstopack 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.

SupplyOne Packaging Management

www.MHWmag.com October 2022 37 Material Handling Network_Full page_7.625x9.875w change.indd 1 2/22/20 8:46 AM

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

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 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

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

TAB Wrapper Tornado wraps finished products, unfinished parts without boxes

38 www.MHWmag.com October 2022 New Products See more new products online at www.MHWmag.com

HexcelPack introduces Sustainable, Cushioning Void Filler Solution for E-Commerce market

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

HyLite LED NexGen Arc-Cob lamps

Hubtex MaxX 2022: Flexible transport in narrow aisles

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

www.MHWmag.com October 2022 39 Save up to 50% more storage with Combilift B efore you invest in upgrading the infrastructure of your warehouse, find out how Combilift can increase your storage, improve productivity and enhance safet y. With over 21 years’ experience in volume o ptimi z ati o n , ou r team of warehouse planning e xperts k n o w ho w t o m ak e your sp ac e work harder f or you. Contact us today to arrange a site survey! Our warehouse design consultancy service is FREE and without obligation. combilift.com 877-266-2456 ESSafetytoragefficiency 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. Amanda 7.625 x 9.875.indd 1 03/03/2021 18:05:04

40 www.MHWmag.com October 2022 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 & HandlingInformationSystems ➤ 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 ➤ MechanicalTransmissionPowerEquipment ➤ Non-Powered Floor Equipment & Access. ➤ Other ➤ OverheadEquipmentLifting&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 ➤Pallet Jacks ➤ Pallet Truck Parts ➤ BATTERY / CHARGERS Celebrating over a decade as the global leader in New, Used and ReConditioned Industrial Battery Technology and Accessories. Contact sales@xpb.ca ➤ CONTAINER OPTIONS ➤ Container Storage • Portable Storage Racks • All-Steel Stack Racks • Pallet Stacking Frames 800-939-DYNA www.dyna-rack.com(3962) • Pallet Truck Modifications • Turret Mast Attachment • Mechanical Attachments • Special Design Request and Much Much More... www.superioreng.com ➤ ATTACHMENTS / ACCESSORIES Corrugated Steel Rack Deck Punch Deck ® • Solid Deck Economical • Strong • Easy Install • Fast Deliver y Painted • Galvanized • Stainless Steel DACSinc 800 909 4937 dacsinc.com ➤ DISPLAY RACK AND SHELVING Reman Engines/Gas, LP & CNG 800-447-3967 | www.charnor.com ➤ ENGINES (REMAN) ➤ LIFT TABLES

www.MHWmag.com October 2022 41 www.MHWmag.com ➤ Tires/Wheels VULKO TREAD AMERICAN VULKO-TREAD CORPORATION AVT THE BEST POLYURETHANE WHEELS AND TIRES 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 ➤ Steer Axle Assembly Steer Axles 800-447-3967 | www.charnor.com Reman Engines, Transmissions, Drive Units, Steer Axles & Differentials 800-447-3967 | www.charnor.com ➤ Manufacturer/Suppliers and Transmissions ➤ Manufacturer/Suppliers ➤ Transmissions Reman Transmissions, Drive Units, Differentials & Torque Converters 800-447-3967 | www.charnor.com ➤ New • Portable Storage Racks • All-Steel Stack Racks • Pallet Stacking Frames 800-939-DYNA www.dyna-rack.com(3962) ➤ RACK / SHELVING ➤ SAFETY PRODUCTS VULKO TREAD AMERICAN VULKO-TREAD CORPORATION AVT THE BEST POLYURETHANE WHEELS AND TIRES 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 ➤ TIRES / WHEELS ➤ STORAGE EQUIPMENT • Portable Storage Racks • All-Steel Stack Racks • Pallet Stacking Frames 800-939-DYNA www.dyna-rack.com(3962) Partner with Miller to Forge Ahead. Start scheduling: www.millerfabricationsolutions.com/consultation YOUR THEEQUIPMENTHEAVYMOVESWORLD. ➤ Other

42 www.MHWmag.com October 2022 MORE ADVERTISERS & RESOURCES AT www.MHWmag.com ALL BRAND FORKLIFT PARTS . . . . . . . . . . . 25 AMERICAN INDUSTRIAL TRANSMISSION, INC . . 33 COMBILIFT USA . . . . . . . . . . . . . . . . . . 39 DACS, INC . . . . . . . . . . . . . . . . . . . . . . 19 DYNA RACK 1 ENGINE POWER SOURCE . . . . . . . . . . . . . . 11 EPICKER . . . . . . . . . . . . . . . . . . . . . . 35 FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP) . 15 FMH MATERIAL HANDLING SOLUTIONS, INC . . . . 9 FORKLIFT-INTERNATIONAL .COM . . . . . . . . . . 32 GRINDSTAFF ENGINES, INC . . . . . . . . . . . . . . 3 H&K EQUIPMENT COMPANY . . . . . . . . . . . . 26 HADER INDUSTRIES INC . . . . . . . . . . . . . . 29 HESS AUCTIONEERS . . . . . . . . . . . . . . . . . 25 INDUSTRIAL FORKLIFTS 31 INTERTHOR, INC . . . . . . . . . . . . . . . . . . . 43 JOSEPH INDUSTRIES, INC . . . . . . . . . . . . . . 12 MHEDA . . . . . . . . . . . . . . . . . . . . . . . . . 5 OHIO RACK, INC . . . . . . . . . . . . . . . . . . 14 SAFETY SYSTEMS & CONTROLS INC . . . . . . . 19 SAVETY YELLOW PRODUCTS . . . . . . . . INSERT SIDE KICK 42 SUNLIGHT BATTERIES USA INC . . . . . . . . . 28 SUPERIOR ENGINEERING . . . . . . . . . . . . . 16 THOMBERT, INC . . . . . . . . . . . . . . . . . . . 37 TOYOTA FORKLIFTS OF ATLANTA 7 TVH . . . . . . . . . . . . . . . . . . . . . . . 2, 8, 44 WEST POINT RACK, INC . . . . . . . . . . . . . . 27 WY'EAST PRODUCTS . . . . . . . . . . . . . . . 17 Advertiser's Index 520 /6-227.375 x 4.75 PCBE Material Handling Wholesaler Call 765-597-2489 Fork Extensions In-Stock WHOLESALE or RETAIL Dealer inquiries welcomed* Comes standard on Channel Plus and Channel Tube Models only ExtensionCHANNELendviewprofile CHANNEL PLUS Extension end view profile CHANNEL TUBE Extension end view profile Fork extensions are tapered the full length for easy entry/exit. Less Formedbinding.*andfabricated for a better fit on forks. Stronger and tighter fit than traditional extensions. 1. 2. Locking Pin for secure use.*3. 4. 4 Reasons to Buy SideKick Fork Extensions Other Products from Side Kick™ Custom Forks equipmentconstructionforksSpecializedforyourEasy entry into hitch. Raise hitch to self-lock onto forklift Trailer Mover Hitch A Division of Iron Bull Mfg. Your forklift attachment experts Made from high strength steel. 3 choosedesignsdifferenttofrom. Email: Daniel@ibullmfg.com

Save Your Assets • People • Products • Equipment • More FACILITY ASSET PROTECTIONSince 2003 1-877-728-3891 | www.save-ty.com The Most Competitively Priced Safety Products In America! The GuardrailLift-OutDrop-In,Original

“Live chat at www.save-ty.com” Guardrail / Hand Rail Guardrail • Original LIFT-OUT design cuts installation costs in half! • Fully welded sleeves to hold and capture rails. • Posts available as Inlines, Corners, or Ends in 18”, 26” and 42” heights. • Rails available in 2’ – 10’ in 1’ increments. Twin Rail Hand Rail • Durable steel protection. • Designed for quick and easy release, but can be bolted together if desired. • Stronger than typical handrail. • Top Rail is 42” high and MEETS OSHA FALL PROTECTION if used on a mezzanine. • Modular hand rail protects employees from entering unsafe areas. • Easy installation, simply assemble and anchor down. • Stocked in 4’, 6’, and 8’ sections. • 42” tall standard. • MEETS OSHA REQUIREMENTS Rack Protection “V” Face ProtectorsPost • Available in 12”, 18”, and 24” with 4¼”, 5½”, and 8¼” clear opening. • ¼” material. • Four mounting holes. • Accepts ½” anchors, which are available upon request. End of Aisle Rack Protection • Rack protection creates a visible guide through aisles and saves thousands in damage. • Available in 36”, 42”, and 48” in either single or double ends. • Curved end has an 8” I.D. and is 8” and 12” tall. • Choose floor angle thickness of ½”, 3/8”, or ¼”. Pallet Guide/Stop • Two products in one! Keeps flue space clear and prevents damage to walls behind rack. • Available in 42”, 45” (42” with 3” overhang), 48”, and 51” (48” with 3” overhang). • Easy installation and creates reinforcement for the rack. • Flush mount hardware included.Flushhardware12”8”&36”,42”&48”

Our Products at Work Dock Safety Call Toll Free to Order: 1-877-728-3891 Fabric Gate • 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 Dock Stop HD • Stop fork trucks from driving or backing off the dock. 42” tall. • Available in 8’ – 9’ and 10’ – 12’ sizes. • Includes two 5” steel posts with 12” x 12” baseplates with gussets for strength. • Reinforced cross bar for strength behind panels. • MEETS OSHA REQUIREMENTS Mezzanine Safety Gates 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. • As 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 rubberkickplateAdjustableandfeet

Beam Pallet Stop 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 • Steel 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. BuildingProtectorsColumn • Prevent damage to building support columns or mezzanine columns. • Impact rating: 8,000 lbs. at 5 M.P.H. • Available 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. • White reflective band standard on lime green and orange. Thermostat Guard 3” Overhang 2” x 2” Spacing • 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.

Quality Ergonomic Lifting Equipment Since 1940 Explore the widest range in the market Tel. (888) 345 1270 Email: sales@interthor.com www.interthor.com ®

KEEPS YOU WWW.TVH.COMGOING.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. SQUAREMILLIONFEET

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