June 2023 Material Handling Wholesaler

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HANDS-ON TRAINING WITH TVHU COURSE SPOTLIGHT: PARTS PROFESSIONAL TVHU’s Parts Professional Class takes place over three days and covers a wide range of informative and relevant topics for anyone working in the Material Handling Industry. The overall goal of the course is to give students a basic understanding of how parts work within a forklift. This course covers: • Truck and carriage classifications, model and serial numbers of major OEMs • Tips and tricks to run a successful parts department • How to use Xpart, TVH’s research tool • And much more!

COURSE SCHEDULE June 20-22: Olathe, KS October 3-5: Grayslake, IL Virtual Class options: July 18-20 September 5-7 November 28-30

ENROLL TODAY AT WWW.TVH.COM

JUNE 2023 • VOL. 44 NO. 6

Industry News 26 Nuts & Bolts

30 Shifting Gears

34 SalesLeads

36 New Products

Reader Resources 42 Advertiser's Index

In the next issue...

4 | In pursuit of safety

Increase sales and profits with common sense strategies.

COLUMNS

10 | Aftermarket Chris Aiello

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.

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Stressing safety and safety related services to your customers is good business

Ad Deadline: June 1, 2023

SUBSCRIBE ONLINE AT:

www.MHWmag.com Material Handling Wholesaler, P. O. Box 725, Dubuque, IA 52004-0725 Phone:563.557.4495

14 | Bottom Line Garry Bartecki

Upcoming Supplement:

Balance sheet Part 2

18 | Sales Trends Jeffrey Gitomer

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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.

40 Source Directory

COVER STORY

Dean Millius General Manager/Publisher

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Cover Story Eileen Mozinski Schmidt

In pursuit of safety Safety in the workplace is a goal offering numerous benefits. From aiding in worker retention and meeting standards to ensuring the best for employees, safety is one of the keys to an organization’s success.

New designs making an impact One company that has been bringing its safety technology to the industry in recent years is seeing some positive results. HeroWear designs exosuits that aid workers in performing demanding movements at work, according to the business website. “It was born out of a research project at Vanderbilt University,” said Mark Harris, co-founder, and chief executive officer of HeroWear.

Dr. Karl Zelik, a biomechanical engineer, had experienced back pain from lifting two small children, according to Harris. “He thought, ‘Could I design something that would take the load off my back and wear every day?” said Harris, who said the concept led to several years of research and development at Vanderbilt.

Harris said as the project grew from the research phase, it was introduced to companies and interest was strong. The idea formed of providing a solution to a major industry problem, namely, back pain and injuries. A prototype was launched and HeroWear was formed, announcing the HeroWear Apex.

The exosuit is a flexible 3-pound suit that takes 75 pounds of strain off a back with every lift, according to the business website.

“For some users, it’s actually closer to 125 pounds of back relief,” the site said. The exosuit is designed to support and assist the lower back muscles involved in repetitive lifting and bending activities, according to the website. It provides strength by functioning with a patent-pending on-off switch, the site said.

The switch is “activated by a single, easy-touse switch that can even be operated through personal protective equipment and coveralls,” the website said. HeroWear officials stress that the exosuit can be integrated with other types of safety equipment already in use. “It works fine 4

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June 2023

on a pallet jack or a forklift,” Harris added. “This was important when we designed it.”

Today, HeroWear has over 200 customers, according to Harris. Many companies want to test a launch of the product on a subset of workers and then expand use, he said.

“Typically, we see companies start out with 10, 20, or 30 units. They will try them out on a number of workers,” said Harris, who said HeroWear works with its customers to ensure the Apex suits are sized per worker. “It’s really important that these fit very well or else you don’t get the biomedical advantage,” said Harris, noting that the exosuits are modular so pieces can be rebuilt for specific workers.

The anecdotal reports from users have been positive, according to Harris. “What we hear a lot of after the first week is, ‘I’m going home and I’m not sore anymore. I can play with my kids.

I’m not collapsing on the couch,” Harris said.

“That’s what gets us really inspired.”

The Apex 2, a redesign based on three years of research, was launched in mid-March, according to Harris. When working with a company, he stressed that HeroWear aims to learn more about how the operation functions.

The company does recommend starting with more than a single exosuit. “There is a psychosocial aspect to this. You are putting something new on a worker. You need a critical mass of workers, so it becomes somewhat normalized,” said Harris, who said there is better success in a launch when several workers are wearing the exosuit.

Having equipment like the HeroWear exosuit on hand can possibly help with employee retention as well, Harris noted. “These are really, really hard jobs. It’s that first few weeks or a couple of months when they realize how hard it is. If you can make the job a little easier, a smoother transition, we suspect that will improve retention,” he said. The bands on the exosuits are replaced every 12 -to-18 months and the textile base has a 4-to-5-year life, according to Harris.

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Cover Story continued

The company’s leaders imagine widespread use of the products in the future. “Our long-term vision is everybody has an exosuit in their garage.

Like everyone has power tools. Maybe you don’t need it every day, but it’s there,” said Harris, noting that everyone needs to do some amount of lifting and leaning in their daily lives.

He added that research shows about 80 percent of the population will experience back pain at some time in their lives. “It’s kind of crazy that we lift things now in the same way as the people who built the pyramids. The physics haven’t changed,” Harris said. “It seems like a pretty big opportunity.”

Studying standards For those looking to stay up to date on robotics, Jeff Fryman offers courses through the Association for Advancing Automation, or A3. “I go through an overview of the basic safety requirements from the American national standard, the ANSI / RIA R 15.06,” said Fryman, a safety standards trainer through A3.

He said his courses cover risk assessments and task-based methodology consistent with what the standards require.

Class attendees are typically safety engineers or mechanical control engineers responsible for designing and implementing robot applications, according to Fryman. He also offers a class that is more in-depth on standard requirements.

Fryman teaches both in-person and online.

He noted that the international safety standards match up with the national requirements and has had students around the world for the classes. “There’s basically one worldwide robot standard,” Fryman said. “We’re working on the basic industrial robot, not the walking, talking supermarket-greeting robots.”

The basic course is offered monthly and collaborative robot safety training is bi-monthly as a webinar on the A3 website at automate.org.

For in-house classes, Fryman said he encourages a limit of 30 students in the room to enhance participation.

Although the course is geared toward the manufacturers and integrators of the robots, Fryman said he does address the topic of users in the training and the importance the standards have throughout an organization.

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June 2023

“If you have robots, you need to know about the standards for robot safety that covers them.

It’s useful for the plant managers,” Fryman said.

Industrywide, some safety dates coming up this year include OSHA’s Safe and Sound Week from Aug. 7 to 13, and ITA’s National Forklift Safety Day on June 12 and 13.

Industry award Individuals are making advances in the name of safety as well. The American Society of Safety Professionals recently named Subba Rao Palagummi as the 2023 Safety Professional of the Year.

Palagummi, CSP, CMOISH, F.S. Eng, is an oil and gas industry safety expert who has helped advance occupational safety and health for more than 30 years in India, Kuwait, and the United Arab Emirates, according to an ASSP press release.

Palagummi is a corporate health, safety, and environmental specialist at Abu Dhabi National Oil Company (ADNOC), overseeing a large team of health, safety, and environment professionals and contractors, the release said.

“He has built a reputation of being a safety leader with integrity, knowledge (and) ethics, the release said.

Palagummi developed and delivered a training module called “Supervising for Safety” and organized a successful road safety awareness campaign, according to the ASSP. “He has spearheaded task forces across the group and developed standards and guidelines that led to corporate performance improvement and an enhanced safety culture,” said Tahir Azhibekov, a health, safety, and environment manager at ADNOC. “His business acumen and people management skills are very much admired across the organization.”

Palagummi also mentors fellow safety and health professionals to help them advance in their careers, according to ASSP. He is a lead auditor, is known for his ability to work collaboratively, and is experienced at creating emergency response plans, the statement said.

Palagummi said it was a privilege to receive the award. “This is definitely a proud moment for me,” he said, expressing “sincere gratitude” to the ASSP leadership and board of directors. He

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Cover Story continued

thanked those who introduced him to the society and senior ASSP members supportive during his career.

“Special thanks to Mr. Ashok Garlapati who has been my mentor and extending his guidance and continued support,” Palagummi said. “This achievement would not have been possible without my ADNOC Onshore management support,” he added, noting the company’s HSE leadership for recognizing his efforts in various initiatives.

Asked about his work with students and guiding the next generation of workers in safety projects and careers, Palagummi said he feels it is “the need of the hour” to create interest and confidence in HSE as an academic choice and profession.

“The requirement to produce HSE professionals is very much essential to the industry and specific to oil and gas, chemical industries, and construction industries,” Palagummi said.

He noted that he regularly visits universities and conducts awareness sessions on HSE certifications and opportunities. “HSE professionals need to continuously engage with organization leadership to ensure they walk the talk to support HSE programs and initiatives which are aimed at improving the HSE culture,” Palagummi said.

Palagummi said every industry currently has an established set of HSE standards, procedures, and guidelines that are being effectively implemented. In the next few years, Palagummi said he hopes to see safety practices developed focused on proactive indicators like fatigue management, mental well-being, and welldefined mentoring programs. “Organizations also need to embrace the new environmental, social governance requirements to meet the current industry expectations as well,” he said.

Eileen Mozinski Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 14 years. If your company would like to be featured, email editorial@MHWmag.com

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9

Aftermarket Chris Aiello

Stressing safety and safety related services to your customers is good business With this month’s issue we are putting the spotlight on safety, it is a good time to discuss some products, accessories, and services that can be a part of a dealership’s aftermarket offering.

Additionally, discuss how Customer Service Sales Reps, Parts Professionals, and Service Technicians can all drive the sales of said products and services.

In my last article, I talked about dedicated customer service sales reps will allow your dealership to provide focused and professional aftermarket parts support, along with dedication to targeting and obtaining service agreements and the upselling of service repair quotes. Let us explore a few safety items and safety-related services that your customer-facing sales, service, and parts teams can quote and sell to your customers.

Safety Lighting Safety lighting such as strobe lights come standard on the forklift from the original equipment manufacturer. Operators and pedestrians in the warehouse can easily become ‘numb’ to these standard-issue strobe lights. This creates an opportunity for your dealership to sell upgraded safety lighting for your customer’s forklifts.

Safety lights prevent forklift collisions and accidents and illuminate blind spots. Types of safety lights include rotating and flashing lights that attract attention, along with projection warning lights. These have become very popular in recent years; you may be familiar with the blue spot projection warning light. Projection warning lights create visual warning signals for people OHIO RACK around the forklift. It’s easy to see which direction We BUY & SELL the forklift is moving Portable Stack Racks in, which helps avoid Plastic Pallets collisions, accidents, and NEW & USED injuries. There are even some projection lights on 330-823-8200 Fax 330-823-8136 the market now that project a ‘do not enter zone’ to Email: ohiorack@ohiorack.com www.ohiorack.com

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ensure pedestrians keep a safe distance away from the forklift.

All of these aftermarket safety lighting options are products that you can add on during the PreDelivery Inspection of a new forklift sold to your customer, up-sell during service maintenance, or demo during a customer service sales visit.

Chains, Forks, and Tires OSHA’s daily pre-operation forklift inspections call for the inspection of a variety of items on the forklift prior to starting the forklift. A few of these items are ‘high-wear items’ that can be inspected by a technician that is performing service or scheduled maintenance on the forklift or by a customer service sales rep visiting your customer or potential customer’s facility.

First, let’s discuss the forklift chain.

Application factors like chemicals, dust, or even weather can certainly shorten the life of a forklift chain. Ensuring the chain can operate safely, look for misalignment, rust, corrosion, cracking, damaged pins, cracks, or any other visible defect on a forklift’s chain. The chain elongates as it wears leading to a significant increase in actual pitch and potential chain failure. At 2% elongation, a service tech or customer service sales rep must advise on how much life is left until a replacement is needed. At 3% elongation means that the strength of the chain has been reduced by 15% and the chain must be replaced immediately. A great device for your technician or customer service sales rep is a forklift chain wear gauge. This device measures chain wear and indicates the percentage of elongation as noted above. This will allow them to show the customer their forklift chain elongation and quote the service labor and parts required to replace the chain.

Second, let’s take a look at forklift tires. A forklift’s tires will wear down faster than other parts on a forklift. The weight of the forklift and its load causes a lot of wear and tear on the tires.

Worn-out tires can be dangerous for the forklift driver but also for everyone in the surrounding

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Aftermarket continued

area. Part of the OSHA pre-operation inspection for the operator is to check the tire condition and pressure including looking for cuts and gouges. Sometimes these items get overlooked, so tires are another item that your technicians and CSSR’s can be looking to quote and sell replacements to your customers.

Finally, let’s discuss forks. Per OSHA standards, forks should be part of the preoperation inspection. Forks that are not in good working order must be replaced. Forklifts should not be operated if the forks show any defects such as surface cracks, blades are not straight, the difference in height of fork tips, excessive fork hook wear, etc. Another great device for your technician or customer service sales rep to have is a fork wear caliper. This device allows your tech or CSSR to measure the fork blade wear, the fork hooks, and the fork angle. The fork angle deviation must be within a margin of 3 degrees. That means that the angle between the blade and the shank must be between 87 and 93 degrees. When the fork angle is outside of this degree range, the forks must be replaced. Furthermore, OSHA standards state that forks with 10% or more wear to the blades must be removed from service. Being equipped with this fork wear caliper device will allow them to show the customer the fork wear and quote the service labor and parts required to replace the forks.

Operator Training According to OSHA standards, only trained and competent operators shall be permitted to operate a powered industrial truck. All powered industrial truck operators must be trained and certified to operate the equipment legally.

Additionally, re-certification is required every three years. Many of the customers you sell to will not have their own in-house trainers and may be looking for a third party to meet these operator training requirements. Many lift truck dealers already have this training as part of their product and service offerings to their customers.

If your organization does not currently offer this service, I recommend looking into exploring it. This value-added service will not only drive revenue to your dealership but also drive customer loyalty to your brand and your organization.

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Celebrate and promote National Forklift Safety Day this month, your customerfacing sales, service, and parts teams can create awareness and shine the light on forklift safety to your customers. The safety of your customers is a priority, make sure they’re educated on the importance of these safety-related products and services mentioned that your organization can offer.

Chris Aiello is the Business Development Manager at TVH Parts Co. He has been in the equipment business for 16-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..

CORRECTION: In the May issue of Material Handling Wholesaler, we had an error in the statistics in the Aftermarket column.

The paragraph should have read: According to the MHEDA data, a typical lift truck dealership revenue mix consists of the following: • New Equipment Sales: 29.2% • Used Equipment Sales: 7.9% • Parts: 18.4% • Service: 20.4% • Rental Billings: 14.4% • Other Revenue (not listed above): 9.7% We apologize for the error.

For more Aftermarket articles go to

www.MHWmag.com

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Bottom Line Garry Bartecki

Balance sheet Part 2 There is no doubt that Balance Sheet Management needs to be a top priority for Dealer Management. Dealers have a lot of money tied up in the Balance Sheet and with current economic and industry dynamics changing it will be imperative that Dealers be able to convert Balance Sheet Assets into CASH. Sounds like another MTM conversation but it is not.

I have been doing my normal economic daily review which entails about 100 email sources plus hours listening to CNBC and Bloomberg to try and anticipate future activities that will impact the equipment business in terms of material handling equipment as well as construction equipment.

And as of April 19, 2023, I am taking a stand that: • Rates will remain higher and last longer.

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• Inflation factors considered by the Fed are slowing but the remaining factors the Fed has no control over are sticking.

• The recession will happen if we are not in one already, • Banks will be tough to deal with for the foreseeable future.

• The EV conversion is moving much faster than anticipated.

• Any customers with any connection to the auto industry can expect major changes in their company activities.

• OEMs, Dealers, and Customers will probably change the way they do business because they have to.

• Most items on your Balance Sheet will probably be impacted by the above.

Your homework assignment for this evening is to figure out what your Balance Sheet will look like a year from now (especially the cash account).

A typical deal Balance Sheet would look like this: On the ASSET SIDE • 2% Cash • 28% AR • 28% Inventory • 40% Fleet and Fixed Assets On the LIABILITY & EQUITY SIDE • 11% AP • 17% NP -current • 7% Other Current Lia • 25% Long Term Lia • 38% Equity So, what do you think? How will the changes discussed above positively or negatively impact your balance sheet, understanding that changes in the Balance Sheet can leave you with either a higher cash balance or a lower cash balance? Hey,

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Bottom Line continued

maybe we should turn this into a game and see who comes out with the biggest cash balance.

The company with the largest cash amount will be featured in my Cover Story for the September issue. Just send me your starting Balance Sheet and a Balance Sheet a year later and we will assign a code number to it to keep it confidential.

Dean even said he will give a full-page ad to the winner. Please email the two balance sheets above to me by July 7th. Email them to editorial@MHWmag.com.

I guess the first thing I would do is compile a couple of revenue stream projections covering current lines of business as well as what you would expect from changes your OEMs will make and how those new items will price out and how will they compare maintenance wise with what you are selling now. And I guess you would want to include any new products or service lines you may add to support customers and their current needs. Don’t forget to factor in inflation as well as new cost line items needed to support new business.

Next, I would get a list of my top 50 customers and determine if they are “auto” related in any way, shape, or form. I guess any company with EV exposure also falls into this category. My fear would be that they will no longer need the number of units owned or rented. Finding this out sooner rather than later allows you to plan to replace “lost” business while at the same time helping them downsize their fleet by selling off the units for them.

My biggest fear would be the ultimate value and use of what you have hiding in your parts inventory and used equipment inventory. This is usually a scary scenario. What is interesting is the value can probably increase as supplies disappear, but at some point, sink like a rock as demand disappears. A timing issue for sure. Me, I would

sell off what I could now as prices are elevated and convert the assets into cash.

The goal here would be to get rid of slowmoving or sure-to-be slow-moving inventory and units to make room for replacement units and related maintenance items.

You have to be a little careful here because your Assets are supporting those loans you have on the books in terms of an operating line and equipment purchase long-term notes. Sell off too much and the bank will want a piece to put their ratios back in order.

My guess is that new unit revenues will increase for some time but that support revenues will decline as new units become more efficient and thus require less maintenance. I also expect rental revenues to increase but with some new rental scenarios coming into being. And let’s not forget that there are OEMs now planning to sell direct, which puts you in the service and maintenance business, which may not be a bad idea.

In the end, however, whatever plan you come up with needs to pay off related debt before you can move on to another business plan.

What we are discussing here is not easy to get your hands around. I would suggest that conversations with all OEMs are in order to see what they have in mind, especially for your region. Who knows, this may also be a good time to add other companies to your fold if their management is not ready to deal with this new business environment.

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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Sales Trends Jeffrey Gitomer

Salespeople: “Never fail again” Here’s how!

One of the greatest fears of salespeople is failure. Early in his career, the late David H. Sandler, founder of the Sandler Sales Institute, created a mechanism that prevented him, or any salesperson who uses it, from ever failing again.

The following adaptation from You Can’t Teach A Kid To Ride A Bike At A Seminar, by David H. Sandler and John P. Hayes, explains Sandler’s technique The Upfront Contract.

John Hayes recalls a magic moment in the book where David Sandler recounts how The Upfront Contract was born. One day, the thought occurred to Sandler that all he really needed to do was establish an agreement with a prospect to see if they had anything to discuss. That took the pressure off trying to close the sale. If they agreed they had something to discuss, they could continue to determine if they should do business together. If there was nothing to discuss, however, no harm done. There was no need to try to sell the prospect.

By establishing the agreement or a contract before Sandler tried to sell his services, he could call on anyone and never risk failing. Sandler couldn’t fail trying to get an upfront contract.

Either he got a commitment to continue, or he didn’t. If he did, all the better, and if he didn’t, Sandler was out the door, no regrets. Suddenly, selling became more of a game than a risk or a challenge. If you think of selling as a game, then you’ll find it appropriate to use The Upfront Contract.

Every sport uses one. Before a baseball game, the umpire calls the managers from the opposing teams to home plate, and they discuss the rules of the game. They agree on what’s foul and fair, what makes a home run, and they review any unusual circumstances about the ballpark. Later, during the game, if a batter hits a ball behind the catcher, up over the screen, and into the crowd, there’s no argument that it’s a foul ball. . . Why don’t salespeople take the same approach?

What could be more honest than to establish a set of rules at the beginning of interacting with a prospect?

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An Upfront Contract, or better yet, a series of Upfront Contracts, will save time for both you and the prospect, and help you make more money in sales without offending anyone. By always arriving at an agreement up front, you and the prospect can avoid misunderstandings, as well as the rhetoric and posturing that often occurs during the selling dance. An Upfront Contract improves communications and greatly enhances the profession of selling.

Here are some samples of how to form Upfront Contracts: When you meet your prospect (either on the phone or in person), say something like this: “Jim, let’s set some ground rules for our meeting.

I’d like to have the opportunity to ask you some questions about your business, and I’d also like you to ask me anything you’d like about my product. Is that okay with you?” (First Upfront Contract).

As we ask and answer each other’s questions, “Jim, we may decide there isn’t a fit between what you need and my product. We may decide it doesn’t make sense to spend any more time together. If we reach that point, are you comfortable telling me that?” (Second Upfront Contract).

“On the other hand, if you see that my product makes sense to you, we can decide to move forward. Okay, Jim?” (Third Upfront Contract).

“When we finish today, Jim, we can set up the ground rules as to how you and I will proceed. Is that satisfactory?” (Fourth Upfront Contract).

See how it works?

The more often Sandler used upfront contracting in sales calls, he discovered there was rarely a need to make a presentation. . . Why? Because when you create a series of contracts, prospects can experience how your product or service will fulfill their needs. As you develop the contracts, you gently guide the prospects to see that your product or service can eliminate the problem or provide the solution.

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Sales Trends continued

By establishing Upfront Contracts, you’re not guaranteed to get every order. . . However, establishing Upfront Contracts will guarantee your control of the selling process, every step of the way. As a salesperson, you’ll get in the habit of never making a move without knowing in advance what will happen when you do.

Even small items require an Upfront Contract. For example, your prospect asks you to call back on Thursday, but you don’t know why. Gently say, “Sally, I’ll be happy to call you

on Thursday. . . what will happen when we talk on Thursday?” Before you give up control of a selling situation, take the opportunity to get an Upfront Contract.

Upfront contracting won’t be easy because it’s asking you to change your behavior. At first, it’s going to feel awkward, but the more you use the technique, the faster you’ll master it.

One final word: The most important Upfront Contract you will ever make is with

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Sales Trends continued

yourself. It’s the contract that says nothing will drive you out of sales. The only way you can break that contract is to quit. Don’t.

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.

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Host and Founder of The New Warehouse Kevin Lawton interviews material handling, distribution, and logistics leaders who are doing new and innovative changes in their business.

You can hear the current and past podcasts by going to www.MHWmag.com.

If your company would like to be interviewed or if you know of someone we should interview, call Material Handling Wholesaler or email editorial@MHWmag.com.

To advertise in this new exciting feature, contact Dean at 563 557-4496

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Nuts & Bolts Acquisitions, expansions & other business news Felling Trailers Inc. announces beneficiary of 2023 Trailer for a Cause

Keynote sessions highlight Safety 2023 in San Antonio

Felling Trailers will host its eleventh annual Trailer for a Cause online auction of an FT-3 Utility trailer to benefit a nonprofit organization. Felling has selected Pockets of Hope as the 2023 Trailer for a Cause auction beneficiary.

The previous Trailer for a Cause auctions have raised nearly $40,000 for nonprofit organizations.

Felling Trailers' goal is to bring awareness to various nonprofits that are making a difference by donating 100% of the winning bid from the auction to a different nonprofit each year.

The American Society of Safety Professionals (ASSP) has unveiled a plenary session that will join two general sessions in a dynamic program designed to inspire, entertain and inform attendees of the Safety 2023 Professional Development Conference and Exposition in San Antonio. ASSP’s signature event will take place June 5-7 at the Henry B. Gonzalez Convention Center along the River Walk. At the expo, nearly 500 companies will showcase innovative safety solutions that can help organizations reduce injuries, illnesses, and fatalities.

www.felling.com

www.safety.assp.org/registration

ALAN opens nominations for 2023 Humanitarian Logistics Awards The American Logistics Aid Network (ALAN) has officially opened nominations for its seventh annual Humanitarian Logistics Awards, and it’s asking for your help in identifying some of this year’s most deserving honorees. Nominations (including self-nominations) can be made via ALAN’s website (https://www.alanaid.org/ humanitarian-awards-nomination/) between now and June 25th. Winners will be announced this fall at the annual CSCMP Edge Conference.

ALAN’s Humanitarian Logistics Awards are open to any logistics professional, academic, organization, or department. They are awarded in four key categories. www.alanaid.org

Growth in Material Handling Automation evident at ABCO-CEO confirms An industry report released in March that forecasts a nine percent increase by 2029 in automated material handling systems accurately reflects trends recently seen at ABCO Systems, according to CEO Seth Weisberg. The report from Exactitude Consultancy projected the automated material handling equipment market will reach $51.7 billion by 2029. The report said the automated material handling market will expand at a compound annual growth rate of 9.1 percent. As more businesses embrace automation, they are also finding there is a range of options that can improve their processes. www.AbcoSystems.net

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Nuts & Bolts Acquisitions, expansions & other business news CLARK Material Handling Company recognizes the 2023 Dealer of Excellence winners CLARK Material Handling Company has announced the winners of the 2023 Dealer of Excellence and 2023 Dealer of Excellence Advantage awards.

The CLARK Dealer of Excellence awards are presented annually to dealers in the CLARK dealer network that achieve high performance within their assigned regions.

Based on 2022 performance, the following six dealers have earned the Dealer of Excellence Advantage award for 2023: • Sunbelt Material Handling – Dallas, Texas • Forklifts of Minnesota – Bloomington, Minnesota • Brandt Tractor – Regina, Saskatchewan • C&B Material Handling – Shreveport, Louisiana • The Lilly Company – Birmingham, Alabama • Ardent Industrial Equipment – Savannah, Georgia Additionally, CLARK recognized Darr Equipment LP with the Headwinds Award, recognizing its efforts in the face of great challenges since becoming an authorized CLARK dealer in early 2020. CLARK also recognized Forklifts of Minnesota as the 2023 Dealer of the Year.

Trelleborg Wheel Systems officially joins The Yokohama Rubber Co. Ltd. operating under the name “Yokohama TWS” Following last year’s announcement, Trelleborg Wheel Systems announced the acquisition by The Yokohama Rubber Co., Ltd. has been successfully completed for 2,074 million euros.

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From this day forward, the company will officially be part of The Yokohama Rubber Co., Ltd., operating under the name “Yokohama TWS” as a new company. This acquisition enables The Yokohama Rubber Co., Ltd. to consolidate its leading position among tire producers in the world, becoming a global leader in the off-highway tires segment with the addition of Trelleborg, Mitas, Maximo, Cultor brands, and Interfit service network to its portfolio. The Yokohama Rubber Co., Ltd. employs over 28,000 people around the globe and operates in more than 120 countries. www.yokohama-tws.com

KION Group with a strong start to 2023 As already published on April 19, 2023, KION Group started strongly into 2023, despite a continued challenging market environment. The positive development of the Group’s business was mainly due to the Industrial Trucks & Services (ITS) segment performing much stronger than expected in the first quarter of 2023. The ITS segment, which focuses on forklift trucks, warehouse technology, and associated services, grew revenue by 16.7 percent year-on-year to €2.0 billion (Q1 2022: €1.7 billion). ITS made good progress executing the sizeable order book that was built last year, with positive effects on revenue growth. Dynamic price increases implemented in 2022 materialized already in the first quarter of 2023 and boosted revenue growth earlier than expected. www.kiongroup.com

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2/22/20 8:46 AM

Shifting Gears Industry personnel and organization news Barcoding Inc. acquires Procensis Inc. Barcoding, Inc. has announced its acquisition of Procensis, Inc., a mobility solutions provider based in Warminster, Pennsylvania. This acquisition represents Barcoding's focused investment in enterprise mobility and managed services to support its growing customer base. Following Barcoding's Process-People-Technology approach and proprietary delivery framework, Barcoding customers will now benefit from Procensis' expertise in wearable and mobile computing, screen modernization, user interface design, and integration with leading Warehouse Management Systems (WMS).

Pacific Coast Iron joins LiuGong North America Dealer lineup Pacific Coast Iron, Inc. is the latest West Coast construction equipment dealer to join the rapidly expanding LiuGong North America dealership network. Pacific Coast Iron leaders said they partnered with LiuGong to continue selling premium construction equipment at a fair market value. Pacific Coast Iron is a national heavy equipment dealership located near Sacramento, California. Established in 2013, the business brings a decade of experience buying and selling heavy equipment to the LiuGong dealer lineup, along with a wealth of relationships with dealers, buyers, and other industry stakeholders.

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Motion names new Senior Vice President and CFO Motion Industries, Inc., a distributor of maintenance, repair, and operation replacement parts, and a premier provider of industrial technology solutions have announced the promotion of Patrick Cummings to Senior Vice President and Chief Financial Officer, effective immediately. Mr. Cummings will report directly to Mr. Breaux.

He will also work closely with Bert Nappier, EVP and Chief Financial Officer of GPC, and the CFOs of the other GPC business units worldwide. www.motion.com

Andrew Manship appointed as Vanderlande’s next CEO Vanderlande has announced the appointment of Andrew Manship as its next Chief Executive Officer (CEO).

Andrew will take up the position on January 1, 2024, succeeding current CEO, Remo Brunschwiler, who has the intention to end his executive management career on December 31, 2023 and thereafter transition to nonexecutive management positions. Andrew is currently the company’s Executive VP of BU Airport & Parcel Solutions. He brings a strong customerdriven focus to his new role, as well as a deep understanding of Vanderlande’s business strategy, activities, and global markets. www.vanderlande.com/us

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Shifting Gears Industry personnel and organization news Flynn bids farwell to the “Iron Business” after 50 years

SVT Robotics appoints Cole Heffernan as Chief Financial Officer

Mike Flynn, Felling Trailers’ Northeastern Regional Sales Manager, bids farewell to life as a trailer sales rep after 22 years with the company. Mike decided to retire from the "iron business" in January of 2023.

A relationship that started in late 1999 when Mike met with Merle Felling (founder and COB of Felling Trailers), having their first conversations on Flynn representing the Felling Trailers brand in the Northeast. In 2000 Mike signed on with Felling Trailers as an independent trailer sales rep for the Northeast region.

SVT Robotics announced the appointment of Cole Heffernan as Chief Financial Officer (CFO). Heffernan joins the SVT executive team having most recently served as Head of Operations at SEI Novus, a cloud-native portfolio intelligence and analytics platform for institutional investors. Prior to SEI Novus, Heffernan served as CFO at Novus Partners, Inc., where he reconstructed the finance function of the organization and reduced operational costs while accelerating growth.

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Industrial Manufacturing planned Project Report Data provided by SalesLeads 143 new Industrial Manufacturing Planned Project in March 2023 with Q1 expansion increases MoM IMI SalesLeads has announced the April 2023 results for the new 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 143 new projects in the Industrial Manufacturing sector.

OREGON: Wood products mfr. is planning to invest $700 million in the construction of two manufacturing facilities at their manufacturing complex in DILLARD, OR. Completion is slated for 2025. The project also includes equipment upgrades on their manufacturing facilities in RIDDLE, OR, and COQUILLE, OR.

The following are selected highlights on new Industrial Manufacturing industry construction news.

Industrial Manufacturing - By Project Type • Manufacturing/Production Facilities - 126 New Projects • Distribution and Industrial Warehouse - 68 New Projects Industrial Manufacturing - By Project Scope/Activity • New Construction - 44 New Projects • Expansion - 58 New Projects • Renovations/Equipment Upgrades - 51 New Projects • Plant Closings - 11 New Projects Industrial Manufacturing - By Project Location (Top 10 States) • Georgia - 11 •Ontario - 8 •Pennsylvania - 7 •Texas - 7 •California - 5

•Michigan - 9 •New York - 7 •Tennessee - 7 •Ohio - 6 •North Carolina - 5

Largest Planned Project During the month of April, our research team identified 23 new Industrial Manufacturing facility construction projects with an estimated value of $100 million or more.

The largest project is owned by Bosch, who is planning to invest $2 billion for an expansion of a recently acquired manufacturing facility at 7501 Foothills Blvd. in ROSEVILLE, CA. Completion is slated for 2026.

Top 10 Tracked Industrial Manufacturing Projects ONTARIO: Automotive mfr. is planning to invest $1 billion for the renovation and equipment upgrades on their manufacturing facility in OAKVILLE, ON. Construction is expected to start in Spring 2024.

ALBERTA: Building materials mfr. is planning to invest $1 billion in the construction of a processing plant in EDMONTON, AB. They are currently seeking approval for the project. Completion is slated for 2026.

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KENTUCKY: Battery component mfr. is planning to invest $504 million for the construction of a 350,000 sf manufacturing facility in HOPKINSVILLE, KY. Construction is expected to start in late 2023, with completion slated for early Spring 2025.

NEW YORK: Diesel engine mfr. is planning to invest $452 million for the renovation and equipment upgrades on its manufacturing facility in JAMESTOWN, NY. They are currently seeking approval for the project.

PENNSYLVANIA: Semiconductor mfr. is planning to invest $300 million for the expansion, renovation, and equipment upgrades on their manufacturing complex in TAMAQUA, PA. They are currently seeking approval for the project.

OHIO: Automotive mfr. is planning to invest $280 million for a 1 million sf expansion of their engine manufacturing facility at 101 W. Campus Blvd. in BROOKVILLE, OH. They are currently seeking approval for the project.

GEORGIA: Metal recycling company is planning to invest $275 million for the expansion of their processing facility in AUGUSTA, GA. They are currently seeking approval for the project. Completion is slated for 2026.

WISCONSIN: Plastic film mfr. is expanding and planning to invest $270 million for the construction of a 130,000 sf manufacturing facility in MILTON, WI. They have recently received approval for the project. The site will allow for additional expansion.

FLORIDA: Specialty building materials mfr. is planning to invest $270 million for the construction of a 408,000 SF manufacturing facility in JACKSONVILLE, FL. They are currently seeking approval for the project.

Since 1959, SalesLeads, based out of Jacksonville, FL has been providing Industrial Project Reports on companies that are planning significant capital investments in their industrial facilities throughout North America

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New Products

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Trelleborg’s newest CX940 tire engineered to maximize modern port operations

APS Resource introduces new Vertical Aerial Safety Light

APS Resource announces its newest innovation, the Trelleborg has released Vertical Aerial Safety Light its latest tire, CX940, made which provides an extra layer for maximum resistance of visual communication in handling high-intensity about vehicle restraint status jobs in busy ports and for dock operations. The harbors, inland ports, and lights which weigh only six industries such as steel mills the world over. The pounds each and impact, rust, CX940 tire is specially designed for heavy-duty and moisture resistant with equipment constantly on the move, such as reach easy wire connections for stackers, straddle carriers, and top picks. The tire 120V incoming power, help to mirror the status brings greater stability and comfort to operators indicator on the restraint control panel using and its unique wear-resistant compound helps red and green LED colors as an additional visual protect the tire from wear and tear through long indicator (as well as amber LED if the restraint hours during high-intensity applications. control panel is equipped with an amber light). www.trelleborg.com

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Continental introduces NightViu® LED Comau is developing a new Working Lights mobile robotics solution featuring Continental has introduced 16 new, premium Collaborative Robots

Comau is designing working lights as part of a powerful mobile the company’s NightViu® robotics platform as Lighting Solutions line. The part of an open, highly new NightViu® Working collaborative production Lights have been designed environment, in the to help improve job site safety by dramatically context of three different increasing nighttime visibility. NightViu® LED European Projects. The Lights are built to withstand harsh conditions and integrated solution, feature rugged aluminum die-cast housings with which leverages Comau’s cataphoretic coating, and resilient shatterproof polycarbonate lenses protect the advanced LED proven expertise in IoT-enabled technologies and collaborative robotics, is a natural evolution of light sources. the company’s automated workflow optimization www.continental.com systems. Modular, scalable, and completely re-configurable, the platform can be easily adapted to different applications without changing the system’s underlying software or hardware architecture.

For more New Products go to

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www.comau.com

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

2014 Hyster E45XN MH Equipment Company Des Moines, IA | 515 288-0123

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

2006 Elwell-Parker ESE350 H & K Equipment Coraopolis, PA | 412 490-5311

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2016 Toyota 8FGCU30 Toyota Material Handling Northern California Livermore, CA | 800 527-3746

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0 Toyota 7-8FGCU35-BCS Toyota Material Handling Northern California Livermore, CA | 800 527-3746

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June 2023

37

New Products

See more new products online at www.MHWmag.com

Stacker offers supreme versatility, accessibility, and load stability. The new walkie-stacker adds to Toyota’s industry-leading lineup of electric JLG Industries, Inc. has products and is an ideal solution for customers offered a first look at the new in the warehousing, manufacturing, beverage, ClearSky Smart Fleet™, a next- retail, and distribution industries. The new model generation Internet of Things is available for order online, on the MyToyota (IoT) platform for true, two-way Store, and at TMH dealers across North America. fleet management and machine www.toyotalift.com interactivity, at the Summit of the International Powered Access Federation (IPAF) in New improved Vacuum Grippers from Germany. This JLG® system will launch in late Summer/early Fall 2023. Additional details about COVAL with communications interface COVAL offers ClearSky Smart Fleet will be coming soon. manufacturers a range of www.smartfleet.jlg.com vacuum grippers suitable for handling of parts of various sizes, weights, and materials.

Cimcorp launches CVision Assisted Reality This gripper range has been extended with Glasses for real-time automation support the latest CMS HD series multistage vacuum Cimcorp announced a pumps, developed by COVAL. With this new addition to its Success enhancement, the new generation of grippers Services after-sales service meets the demands of Industry 4.0 with greater range: CVision Assisted robustness, communication, and modularity. The Reality-glasses. A major new COVAL vacuum grippers offer a choice of advancement in the field of automation support, three multistage vacuum pump configurations, CVision AR-glasses enable Cimcorp's Success depending on the needs of the integrator or end Services team to assist customers in real-time, user: non-piloted, piloted, and communicating. without the need to travel or arrange on-site www.coval-inc.com meetings. Backed by anytime, anywhere support from Cimcorp experts, customers can minimize unplanned downtime and maximize G-Tek work gloves: Hand protection the performance of their automated intralogistics meets dexterity solutions.

Warehouse workers have www.cimcorp.com a demanding job that requires constant material handling and operation of machinery. To ensure Toyota Material Handling introduces their safety, workers need reliable new Electric Walkie Stacker protective gear, including work Toyota Material gloves that offer the necessary Handling has recently protection and dexterity to perform efficiently. launched a new electric G-Tek® work gloves are designed to meet these walkie-stacker under needs by offering a breathable string knit glove the brand Torawith coated palms and fingers. These features Max, adding to the allow protection that is perfect for a warehouse company’s growing portfolio of material handling environment but offers more grip and finger products and solutions. The Tora-Max Walkie dexterity. www.fullsource.com

JLG reveals Next-Generation ClearSky Smart Fleet™ IoT capabilities

38

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June 2023

New Products

See more new products online at www.MHWmag.com

Comau’s Mate-Xt Wearable Exoskeleton supports ergonomic wellbeing at Deere

Combilift premieres new product at LogiMAT

As Combilift celebrates 25 years of innovation, the company plans Comau has equipped to ensure that 2023 will be a year John Deere with to remember by kicking off their multiple MATE-XT newest product – the COMBiwearable exoskeletons CUBE launched at the LogiMAT to help sustain worker International Intralogistics show last well-being, alleviate month This new electric model incorporates a physical stress, and host of technological and design features that not reduce the ergonomic risk within its parts only enhance handling procedures but also offer logistics operations. MATE-XT accurately replicates all movements of the shoulder, helping a high level of driver comfort. Combilift’s unique dynamic 360 steering enables seamless directional employees perform their jobs comfortably change while on the move and can be integrated by reducing muscle fatigue without limiting into the Combi-CUBE as an optional extra, mobility or adding bulk. Its ergonomic design can be easily adjusted to fit different people with making it the most maneuverable counterbalance forklift on the market. different body types. www.combilift.com www.comau.com 

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June 2023

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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

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

VULKO TREAD

➤ STORAGE EQUIPMENT

THE BEST POLYURETHANE WHEELS AND TIRES

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

➤ Other

YOUR HEAVY EQUIPMENT MOVES THE WORLD.

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Start scheduling: www.millerfabricationsolutions.com/consultation

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➤ TIRES / WHEELS

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

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

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

800-321-9983 www.joseph.com sales@joseph.com Authorized Distributor

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Advertiser's Index­ __________________________________________________ ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 20

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

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

AMERICAN INDUSTRIAL TRANSMISSION, INC. . 31

H&K EQUIPMENT COMPANY. . . . . . . . . . . . . . . . 42

SUPERIOR ENGINEERING. . . . . . . . . . . . . . . . . . . 39

BSLBATT. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . .27

COMBILIFT USA . . . . . . . . . . . . . . . . . . . . . . . . . . . 5

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . . 21

CUSTOM INDUSTRIAL PRODUCTS. . . . . . . . . 22, 23

INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . 43

DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14

INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . . 19

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

JESCO INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . . 21

EVERYTHING WAREHOUSE . . . . . . . . . . . . . . 17, 35

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 42

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP) . . 15, 32

OHIO RACK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 10

FORKLIFT-INTERNATIONAL.COM. . . . . . . 13, 25, 37

SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . 21

THE NEW WAREHOUSE. . . . . . . . . . . . . . . . . . . . . 24 THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 29 TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 7 TVH. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2, 8, 44 WEST POINT RACK, INC. . . . . . . . . . . . . . . . . . . . . 9 WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . 33

MORE ADVERTISERS & RESOURCES AT www.MHWmag.com 42

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