June 2023 Material Handling Wholesaler

Page 1

381 Airtech Pkwy • Plainfield, IN 46168

15 Miles SW of Indianapolis

Pallet Rack & Components Will Be Dismantled And Prepped For Shipment Prior To Auction. All Assets Must Be Removed By June 15th




• (5,000+) 8’ X 2.5” THICK UNARCO STEP BEAMS


• (7,000+) WIRE DECKS










An Employee-Owned Specialty Publications International, Inc. Magazine www.MHWmag.com June 2023 $10 ADVERTISE IN Next Ad Deadline THURSDAY, JUNE 1 Call Dean at 563 557-4496 Material Handling Wholesaler For Photo Gallery & Sale Catalog & Additional Information Visit: www.cia-auction.com auctioneers x appraisers since 1961 CINCINNATI INDUSTRIAL AUCTIONEERS Check our website for ongoing & future auctions! 18% BUYERS PREMIUM IN EFFECT FOR ALL PURCHASES Cincinnati Industrial Auctioneers – IN License No. AC63004471 Jeffrey L. Luggen – IN License No. AU01051612 • Joseph M. Luggen – IN License No. AU11200137 Ryan L. Luggen - IN License No. AU12100031 WEBCAST AUCTION WEBCAST AUCTION OF 250,000 SQFT DISTRIBUTION CENTER FEATURING (700+) SECTIONS OF PALLET RACK – 42” D X 8’ W X 26’ & 30’ H WITH (7,000+) 2.5” & 3” STEP BEAMS & WIRE DECKING AND LARGE QTY. CLEAN WAREHOUSE SUPPORT EQUIPMENT SALE DATE: TUES, JUNE 6TH • 10:00AM EST INSPECTION: By appointment only with ryan@cia-auction.com COMMERCIAL SERVICES DISTRIBUTION CENTER



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!


June 20-22: Olathe, KS

October 3-5: Grayslake, IL

Virtual Class options:

July 18-20

September 5-7

November 28-30

www.MHWmag.com June 2023 3 COVER STORY 4 | In pursuit of safety Eileen Mozinski Schmidt COLUMNS 10 | Aftermarket Chris Aiello Stressing safety and safety related services to your customers is good business 14 | Bottom Line Garry Bartecki Balance sheet Part 2 18 | Sales Trends Jeffrey Gitomer Salespeople: “Never fail again” Here’s how! 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... Annual Aftermarket Issue Increase sales and profits with common sense strategies. Ad Deadline: June 1, 2023 Upcoming Supplement: BLACKBOOK of Industry Contacts Ad Deadline: June 26, 2023 JUNE 2023 • VOL. 44 NO. 6 Dean Millius General Manager/Publisher dmillius@MHWmag.com Nikole Hoffman / Eric Faramus Production Lead / Graphic Artist art@MHWmag.com Material Handling Wholesaler: (ISSN # 2155-3467) is published monthly for new and used equipment dealers, equipment manufacturers, manufacturer’s reps, parts suppliers, and service facilities serving the material handling industry. Editorial opinions expressed herein are the author’s and do not necessarily reflect the opinions of Material Handling Wholesaler. All material contained herein is protected by copyright laws and owned by Specialty Publications International Inc. ADVERTISING CALL 563 557-4495 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. SUBSCRIPTIONS: Third class subscriptions are free to qualified firms. First class: $89.95 per year. Foreign First Class: $415 Surface: $310 per year. Mexico and Canada Surface $145 Airmail $175. Single copies: $10.00 each. SUBSCRIBE ONLINE AT: www.MHWmag.com Material Handling Wholesaler, P. O. Box 725, Dubuque, IA 52004-0725 Phone:563.557.4495 Visit us Member of - Celebrating 40 YearsCheckour websitefora newSpecPage! GRINDSTAFF Engines Inc. 1041 S. Vista Ave. • Independence, MO 64056 Call Rick or Dedee • Phone: 816.796.7676 Fax: 816. 796.6053 E-mail: rick@grindstaffengines.com • dedee@grindstaffengines.com www.grindstaffengines.com We make engines our business, see the difference ENGINES. CYLINDER HEADS. PARTS. ✓ Professional Staff ready to help answer questions, fast quoting service and the know-how to get the job done right the first time. ✓ Pre-arranged freight discounts. ✓ ALL engines are “hot run” tested assuring a quality product when it leaves our facility. ✓ Centrally located in the Midwest for convenient shipping. engines Allis-Chalmers • Chrysler • Continental Cummins • Deutz • Ford • GMC Hercules • IHC • Isuzu • Mazda Mitsubishi • Nissan • Perkins • Peugeot Toyota Volkswagen • Waukesha Wisconsin • Yanmar new • rebuilt • exchange NEW ENGINES AVAILABLE & IN STOCK NOW! Since 1982 new cylinder heads with valves IN STOCK! Mitsubishi – Models 4G54, 4G63, 4G64, S6S Mazda – Model FE & F2 GM – Model 1.6, 2.2, 2.4 & 4.3 Nissan – H20-II, H25, Z24, K21, K25 and TB42 Toyota – 4Y Volkswagon – 1.9 Diesel Volkswagon – 2.0 Diesel Yanmar – 4TNE92/98

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

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.

4 www.MHWmag.com June 2023
www.MHWmag.com June 2023 5 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 Safety St o ra ge Effi ci ency 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

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.

“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

6 www.MHWmag.com June 2023
Cover Story continued
www.MHWmag.com June 2023 7 w w w . l i f t t r u c k n a t i o n . c o m CONTACT US Lift Truck Nation is a premier used equipment provider, selling material handling equipment, services, and solutions across the United States and headquartered in Atlanta, Georgia. We specialize in reconditioning used forklifts of any brand and condition. Whether you are looking to buy a used piece of equipment or looking to sell your used equipment Lift Truck Nation is your one stop solution. 6000 Plummer Rd SW, Atlanta, GA 30336 A N Y B R A N D A N Y Q U A N T I T Y A N Y C O N D I T I O N A N Y W H E R E 4 0 4 - 3 7 3 - 1 6 0 6

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.

Cover Story continued MORE THAN JUST FORKLIFTS

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.

8 www.MHWmag.com June 2023
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
TVH offers over 46 million part numbers for a wide range of equipment types including skid steers and compact track loaders. With 15 convenient locations, experience same-day shipping to ensure fast delivery.

West Point Rack is one of the fastest growing companies in the industr y Our customers recognize quality products, dependability 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 configurations of a wide variety of stacking racks Our structural pallet racks can be configured for a wide range of applications. West Point Rack h as the products that generates solutions for your storage needs.

We also 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

www.MHWmag.com June 2023 9 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 Pallet Portable Stacking
Cantilever Racks • Structural Pallet Racks Portable Stacking Racks Specialty Transport & Storage Products

Stressing safety and safety related

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 around the forklift. It’s easy to see which direction the forklift is moving in, which helps avoid collisions, accidents, and injuries. There are even some projection lights on the market now that project a ‘do not enter zone’ to


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

10 www.MHWmag.com June 2023
We BUY & SELL Portable Stack Racks Plastic Pallets NEW & USED 330-823-8200 Fax 330-823-8136 Email: ohiorack@ohiorack.com www.ohiorack.com OHIO RACK

There’s More To An EPS Reman Engine Than Meets The

Solid reputation in the industry for quality and integrity


Convenient, round trip freight, including prepaid, discounted outbound and return shipping

Large inventory of engines in stock ready to ship

At EPS, we’re absolutely committed to delivering the best quality reman engines and parts available anywhere. We also strive to make it easy for you to get what you need as quickly as possible, so you can get back to work. That’s why we provide so many “extras” that are all part of the deal when you do business with us.

➤ Large selection of remanufactured engines ready to ship.

➤ Reman parts, pumps and injectors and overhaul kits available.

➤ One of the industry’s oldest, largest and most reliable suppliers.

➤ Call us for expert advice!

www.MHWmag.com June 2023 11
Call 1-800-374-7522
Cores Wanted
Eye. With EPS, you get the complete package.
year warranty that we stand behind
Many major brands of remanufactured engines in stock including Cummins, Deutz, GM, John Deere, Kubota, Mazda, Mitsubishi, and Perkins. Remanufacturer for Bosch, Delphi, Denso, Stanadyne and Zexel fuel systems.
who can help you
quality control – we do everything in-house

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.

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..


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.

12 www.MHWmag.com June 2023 For more Aftermarket articles go to www.MHWmag.com
Aftermarket continued
www.MHWmag.com June 2023 13 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. 563 557-4496 | sales@MHWmag.com WWW.FORKLIFT-INTERNATIONAL.COM CAT Lift Trucks 2C3000 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 7689875 1 2012 Toyota 7FBCU15 Miller Equipment Co Garland | 469-366-4227 11 2018 HOIST P550 JYC EQUIPMENT Aventura | 786 301-4672 5 2001 Mitsubishi FGC20K Supreme Forklift & Equipment Queen Creek | 866 764-5438 1 2018 Baoli kbg25 United Lift Holdings Amherst | 800 279-5890 1 2013 Linde H50D Zoom Lifts & Equipment Chester, SC | 704 975-1377 3 2014 CAT Lift Trucks 2P5000 Illinois Lift Equipment Cary, IL | 888 745-0577 10 2010 Autolift E180AT36B (D5-180) H & K Equipment Coraopolis, PA | 412 490-5311 8 2008 Hyster H450D Supreme Forklift & Equipment Queen Creek | 866 764-5438 2 2004 CAT Lift Trucks DP40K Illinois Lift Equipment Cary, IL | 888 745-0577 12 2008 Combilift C12000XL Wolter Inc. Brookfield, WI | 888 272-0601 1 2013 Kalmar DCD250-12 H & K Equipment Coraopolis, PA | 412 490-5311 5 2015 Sellick STM55PRK4-HM Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 7689875 4 2015 Hyster E50XN MH Equipment Company Des Moines, IA | 515 288-0123 5 2016 CAT Lift Trucks 2C6000 Illinois Lift Equipment Cary, IL | 888 745-0577 14 2017 Aisle Master 44SE Russell Equipment Twinsburg, OH | 330 405-8300 7

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.

• 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:

• 2% Cash

• 28% AR

• 28% Inventory

• 40% Fleet and Fixed Assets


• 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,

14 www.MHWmag.com June 2023
n Saves valuable floor space for other use n Supports thousands of pounds n Move more material with fewer moves n Stacks 4-5 high n Nest or knock down when empty n Custom designs are our specialty STOCK PROGRAM AVAILABLE ON SOME SIZES & DESIGNS MADE IN THE USA THE DEALERS’ SOURCE FOR PORTABLE RACKS™ Contact Dyna Rack for your customers storage needs. 800-939-DYNA (3962) SALES@DYNA-RACK.COM | WWW.DYNA-RACK.COM
www.MHWmag.com June 2023 15 REGENERATE YOUR BATTERIES • Extend your battery run-time • Extend your battery lifespan • Detailed diagnostic battery health report YOUR BATTERY LIFE! E TEND Flight Systems Industrial Products · 800-333-1194 · shop.fsip.biz B OO K A DEMO

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.

16 www.MHWmag.com June 2023
Bottom Line continued For More Bottom Line go to www.MHWmag.com
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 June 2023 17 Everything Warehouse of Baltimore, LLC 4241 Brookhill Rd, Baltimore, MD 21215 | Office: 410-354-2333 | Direct: 667-219-0477 www.everythingwarehouse.net Tier Rack Corp LN-5 heavy duty custom frames - exterior dimension 60”w x 60”d x 70”h Interior dimension (between posts and frames when stacked) 55 ½”w x 55 ½”d x 62”h Stack 5 high @ 4,000# capacity per rack for total of 20,000# per stack Heavy gauge wire deck - Optional fork brackets - Powder coated color gray - Base weight 125 lbs / Post weight 20 lbs / Total unit weight 205 lbs

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?

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.

18 www.MHWmag.com June 2023
Sales Trends Jeffrey Gitomer
www.MHWmag.com June 2023 19 (888) 345-1270 . sales@interthor.com . www.interthor.com QUALITY ERGONOMIC LIFTING EQUIPMENT SINCE 1940 Explore the widest range in the market

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

20 www.MHWmag.com June 2023
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

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.

Material Handling equip auction

These versatile machinery and rack guards are ideal for protecting your machinery, racking and other valuable assets. Continuously welded joints make for strong units that can take a beating.

Constructed from 5" x 5" x 3/16" square tube with 10" x 10" x 5/8" base plates.

Available in 36" and 48" lengths, 10", 24" and 42" heights.

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

Low initial cost and maintenance.

Send us the footprint of your project and allow our engineers to assist you on your next project!

www.MHWmag.com June 2023 21
Jesco Industries, Inc. 950 Anderson Rd, Litchfield, MI 49252 Phone: 517-542-2903 Fax: 517-542-2501
x 1" Rectangular
EEZY STAK® Enclosures are designed and engineered to
time and
Sales Trends continued
money on your project installation.
Woven wire mesh panels welded into an angle frame; frames secured to the posts.
wire ties or unheard of specialty clips; just nuts, bolts, and standard hand tools are required.
Gray painted panels allow for full visibility into enclosure.
CSI: 10605, 102213
Trucks, Trailers, Material Handling Ag/ Construction in Marietta, PA Friday June 16th-Ring 1- 9 AM Ring 2-8:30 AM Ring 3-10 AM 717-426-2493 Accepting Items Thru 6/2 Preview Days June 12-15 Sales@HessAuctioneers.com PA Auction Co. #: AY2025/AH1856/VB1159 Call Today to Add Items! www.HessAuctioneers.net
• Speed Limiters • Zone Speed Control • Shift Inhibitors • Ignition Interlocks • Plug & Play Installation • TEX™ Telematics MADE IN THE USA Do more for your forklift fleet. www.loadingzonesafety.com (800)-318-2022 with Access Control / Impact Sensing
22 www.MHWmag.com June 2023
24 www.MHWmag.com June 2023 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 MaterialHandlingWholesaler or email editorial@MHWmag.com. To advertise in this new exciting feature, contact Dean at 563 557-4496
www.MHWmag.com June 2023 25 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. 563 557-4496 | sales@MHWmag.com WWW.FORKLIFT-INTERNATIONAL.COM 2015 Hyster S60FT Forklift Exchange, Inc. Ft Myers | 239 218-2801 2 2015 CAT Lift Trucks 2C6000 Illinois Lift Equipment Cary, IL | 888 745-0577 11 Hyster H180H Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 7689875 7 2013 Crown FC4525-55 Wolter Inc. Brookfield, WI | 888 272-0601 1 Toyota 8FG45U Toyota Material Handling Northern California Livermore, CA | 800 527-3746 1 2011 Hyster J40XN Miller Equipment Co Garland | 469-366-4227 7 2013 CAT Lift Trucks PD6000-D Wolter Inc. Brookfield, WI | 888 272-0601 1 2004 CAT Lift Trucks DP115 Illinois Lift Equipment Cary, IL | 888 745-0577 14 2011 Kalmar DCE75-6 H & K Equipment Coraopolis, PA | 412 490-5311 4 2016 Baoli KGB25 Supreme Forklift & Equipment Queen Creek | 866 764-5438 2 2022 HOIST M250 Forklift Exchange, Inc. Ft Myers | 239 218-2801 1 2015 Clark C20L Miller Equipment Co Garland | 469-366-4227 13 2009 HOIST F300-30 H & K Equipment Coraopolis, PA | 412 490-5311 7 2012 CAT Lift Trucks 2c4000 United Lift Holdings Amherst | 800 279-5890 1 2012 Toyota 7FGCU55 Supreme Forklift & Equipment Queen Creek | 866 764-5438 1 2014 Toyota 8FGCU25 Industrial Lift Truck Services Artesia CA | 833 649-3354 15

Felling Trailers Inc. announces beneficiary of 2023 Trailer for a Cause

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.


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.


Keynote sessions highlight Safety 2023 in San Antonio

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.


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.


26 www.MHWmag.com June 2023 Nuts & Bolts Acquisitions, expansions & other business news
For More Nuts & Bolts go to www.MHWmag.com
www.MHWmag.com June 2023 27 Power Steering Units Cylinders Pumps Valves New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts QUALITY&VALUE For Over 60 Years 15600 W LINCOLN 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

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,


Wheel Systems announced the acquisition by The Yokohama Rubber Co., Ltd. has been successfully completed for 2,074 million euros.

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.


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.


28 www.MHWmag.com June 2023
More Nuts & Bolts at www.MHWmag.com
www.MHWmag.com June 2023 29 Material Handling Network_Full page_7.625x9.875w change.indd 1 2/22/20 8:46 AM

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).



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.


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.



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.


For More Shifting Gears go to

30 www.MHWmag.com June 2023
Shifting Gears Industry personnel and organization news
www.MHWmag.com June 2023 31 PARTNER with AIT. American Industrial Transmission Inc. 20395 Hannan Pkwy. Walton Hills, 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

Shifting Gears Industry personnel and organization news

Flynn bids farwell to the “Iron Business” after 50 years

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 appoints Cole Heffernan as Chief Financial Officer

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. Heffernan resides in Austin, Texas, and holds a master's degree in accounting from the McCombs School of Business at The University of Texas.


32 www.MHWmag.com June 2023
https://shop.fsip.biz/en/content/green-series?utm_source=MHW&utm_medium=digi-mag&utm_campaign=GREEN_Series&utm_content=half_0623 800-333-1194 · shop.fsip.biz Exclusive North American Distributor and Remanufacturer Keep Your F leet C harged and R unning Ideal for forklifts, sweeper-scrubbers, pallet jacks, and more. RELIABLE • CONFIGURABLE • VERSATILE FLIGHT SYSTEMS INDUSTRIAL PRODUCTS
www.MHWmag.com June 2023 33

Industrial Manufacturing planned Project Report

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

Largest Planned Project

•Michigan - 9

•New York - 7

•Tennessee - 7

•Ohio - 6

•North Carolina - 5

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.

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

34 www.MHWmag.com June 2023
www.MHWmag.com June 2023 35 Everything Warehouse of Baltimore, LLC 4241 Brookhill Rd, Baltimore, MD 21215 | Office: 410-354-2333 | Direct: 667-219-0477 | www.everythingwarehouse.net Tier Rack Corp LN-5 heavy duty custom frames - exterior dimension 60”w x 60”d x 70”h Interior dimension (between posts and frames when stacked) 55 ½”w x 55 ½”d x 62”h Stack 5 high @ 4,000# capacity per rack for total of 20,000# per stack Heavy gauge wire deck - Optional fork brackets - Powder coated color gray Base weight 125 lbs / Post weight 20 lbs / Total unit weight 205 lbs Clearance SALE

New Products

See more new products online at www.MHWmag.com

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

Trelleborg has released its latest tire, CX940, made for maximum resistance in handling high-intensity jobs in busy ports and harbors, inland ports, and industries such as steel mills the world over. The CX940 tire is specially designed for heavy-duty equipment constantly on the move, such as reach stackers, straddle carriers, and top picks. The tire brings greater stability and comfort to operators and its unique wear-resistant compound helps protect the tire from wear and tear through long hours during high-intensity applications.


Continental introduces NightViu® LED Working Lights

Continental has introduced 16 new, premium working lights as part of the company’s NightViu® Lighting Solutions line. The new NightViu® Working Lights have been designed to help improve job site safety by dramatically increasing nighttime visibility. NightViu® LED Lights are built to withstand harsh conditions and feature rugged aluminum die-cast housings with cataphoretic coating, and resilient shatterproof polycarbonate lenses protect the advanced LED light sources.


For more New Products go to www.MHWmag.com

APS Resource introduces new Vertical Aerial Safety Light

APS Resource announces its newest innovation, the Vertical Aerial Safety Light which provides an extra layer of visual communication about vehicle restraint status for dock operations. The lights which weigh only six pounds each and impact, rust, and moisture resistant with easy wire connections for 120V incoming power, help to mirror the status indicator on the restraint control panel using red and green LED colors as an additional visual indicator (as well as amber LED if the restraint control panel is equipped with an amber light).


Comau is developing a new mobile robotics solution featuring Collaborative Robots

Comau is designing a powerful mobile robotics platform as part of an open, highly collaborative production environment, in the context of three different European Projects. The integrated solution, which leverages Comau’s proven expertise in IoT-enabled technologies and collaborative robotics, is a natural evolution of the company’s automated workflow optimization 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.


36 www.MHWmag.com June 2023
www.MHWmag.com June 2023 37 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. 563 557-4496 | sales@MHWmag.com WWW.FORKLIFT-INTERNATIONAL.COM 2014 Hyster E45XN MH Equipment Company Des Moines, IA | 515 288-0123 4 2006 Hyundai HDF70-7S Supreme Forklift & Equipment Queen Creek | 866 764-5438 1 2015 Clark
Russell Equipment Twinsburg, OH | 330 405-8300 7 2017
kbg35 United Lift Holdings Amherst | 800 279-5890 1 2014 Hyster E30HSD MH Equipment Company Des Moines, IA | 515 288-0123 5 2016
Toyota Material Handling Northern California Livermore, CA | 800 527-3746 1 2015 HOIST ECH6 Forklift Exchange, Inc. Ft Myers | 239 218-2801 3 2022 Noblelift 50NLI Easy Street JD&S, LLC Carol Stream, IL | 630 682-0021 2 2015 Hyster E65XN MH Equipment Company Des Moines, IA | 515 288-0123 5 2001 Hyster H60XM Supreme Forklift & Equipment Queen Creek | 866 764-5438 6 2006 CAT Lift Trucks E6000-AC Wolter Inc. Brookfield, WI | 888 272-0601 1 2006 Komatsu FD135-7 H & K Equipment Coraopolis, PA | 412 490-5311 4 2006 Elwell-Parker ESE350 H & K Equipment Coraopolis, PA | 412 490-5311 5 0
Toyota Material Handling Northern California Livermore, CA | 800 527-3746 1
JYC EQUIPMENT Aventura | 786 301-4672 4 2016 Raymond 940-SL100TN Miller Equipment Co Garland | 469-366-4227 10
Toyota 8FGCU30
Toyota 7-8FGCU35-BCS
2016 Taylor XH350L

New Products

See more new products online at www.MHWmag.com

JLG reveals Next-Generation ClearSky Smart Fleet™ IoT capabilities

JLG Industries, Inc. has offered a first look at the new ClearSky Smart Fleet™, a nextgeneration Internet of Things (IoT) platform for true, two-way fleet management and machine interactivity, at the Summit of the International Powered Access Federation (IPAF) in Germany. This JLG® system will launch in late Summer/early Fall 2023. Additional details about ClearSky Smart Fleet will be coming soon.


Cimcorp launches CVision Assisted Reality Glasses for real-time automation support

Cimcorp announced a new addition to its Success Services after-sales service range: CVision Assisted Reality-glasses. A major advancement in the field of automation support, CVision AR-glasses enable Cimcorp's Success Services team to assist customers in real-time, without the need to travel or arrange on-site meetings. Backed by anytime, anywhere support from Cimcorp experts, customers can minimize unplanned downtime and maximize the performance of their automated intralogistics solutions.


Toyota Material Handling introduces new Electric Walkie Stacker

Toyota Material Handling has recently launched a new electric walkie-stacker under the brand ToraMax, adding to the company’s growing portfolio of material handling products and solutions. The Tora-Max Walkie

Stacker offers supreme versatility, accessibility, and load stability. The new walkie-stacker adds to Toyota’s industry-leading lineup of electric products and is an ideal solution for customers in the warehousing, manufacturing, beverage, retail, and distribution industries. The new model is available for order online, on the MyToyota Store, and at TMH dealers across North America.


New improved Vacuum Grippers from COVAL with communications interface

COVAL offers manufacturers a range of vacuum grippers suitable for handling of parts of various sizes, weights, and materials. This gripper range has been extended with the latest CMS HD series multistage vacuum pumps, developed by COVAL. With this enhancement, the new generation of grippers meets the demands of Industry 4.0 with greater robustness, communication, and modularity. The new COVAL vacuum grippers offer a choice of three multistage vacuum pump configurations, depending on the needs of the integrator or end user: non-piloted, piloted, and communicating.


G-Tek work gloves: Hand protection meets dexterity

Warehouse workers have a demanding job that requires constant material handling and operation of machinery. To ensure their safety, workers need reliable protective gear, including work gloves that offer the necessary protection and dexterity to perform efficiently. G-Tek® work gloves are designed to meet these needs by offering a breathable string knit glove with coated palms and fingers. These features allow protection that is perfect for a warehouse environment but offers more grip and finger dexterity. www.fullsource.com

38 www.MHWmag.com June 2023

New Products

See more new products online at www.MHWmag.com

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

Comau has equipped John Deere with multiple MATE-XT wearable exoskeletons to help sustain worker well-being, alleviate physical stress, and reduce the ergonomic risk within its parts logistics operations. MATE-XT accurately replicates all movements of the shoulder, helping employees perform their jobs comfortably by reducing muscle fatigue without limiting mobility or adding bulk. Its ergonomic design can be easily adjusted to fit different people with different body types.


Combilift premieres new product at LogiMAT

As Combilift celebrates 25 years of innovation, the company plans to ensure that 2023 will be a year to remember by kicking off their newest product – the COMBiCUBE launched at the LogiMAT International Intralogistics show last month This new electric model incorporates a host of technological and design features that not only enhance handling procedures but also offer a high level of driver comfort. Combilift’s unique dynamic 360 steering enables seamless directional change while on the move and can be integrated into the Combi-CUBE as an optional extra, making it the most maneuverable counterbalance forklift on the market.


www.MHWmag.com June 2023 39
AMERICAN MADE             The Superior Turret Advantage Versatiltiy Make unloading & loading a breeze Easy to use 1800 Fork Rotation Save 50% Space Mutiple Options ✧ camera systems ✧ fork positioning & much more 800-359-3052 www.superioreng.com

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

• Pallet Truck Modifications

• Turret Mast Attachment

• Mechanical Attachments

• Special Design Request and Much Much More...

➤ Mechanical Power Transmission Equipment

➤ Non-Powered Floor Equipment & Access.

➤ Other

➤ Overhead Lifting Equipment & Access.

➤ Packing And Equipment

➤ Pallet Jacks

➤ Plant Facilities Equipment

➤ Parts

➤ Plant Yard Equipment

➤ Powered Industrial Trucks

➤ Rack/Shelving

➤ Rentals

➤ Repair Services

➤ Robots, Automated Equipment

➤ Safety Products

➤ Seats

➤ Storage Equipment

➤ Sweepers Scrubbers & Brushes

➤ Tires/Wheels

➤ Training Education/Assoc.

➤ Transportation & Hauling Equipment

➤ Warehouse Management ➤

40 www.MHWmag.com June 2023
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 Storage
Portable Storage Racks
All-Steel Stack Racks
Pallet Stacking Frames 800-939-DYNA (3962) www.dyna-rack.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


www.MHWmag.com June 2023 41 ➤ 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
Engines, Transmissions,
& Differentials 800-447-3967
www.charnor.com ➤ Manufacturer/Suppliers and Transmissions ➤ Manufacturer/Suppliers ➤ Transmissions
Transmissions, Drive Units, Differentials & Torque Converters 800-447-3967
Steer Axles
Portable Storage Racks
All-Steel Stack Racks
Pallet Stacking Frames
➤ 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 ➤ TIRES ➤ STORAGE EQUIPMENT • Portable Storage Racks • All-Steel Stack Racks
Pallet Stacking Frames 800-939-DYNA (3962) www.dyna-rack.com Partner with Miller to Forge Ahead. Start scheduling: www.millerfabricationsolutions.com/consultation YOUR HEAVY EQUIPMENT MOVES THE WORLD. 901.255.0735 Forklift Parts All Makes All Models ➤ Other ➤ Parts www.1stcmh.com
(3962) www.dyna-rack.com
42 www.MHWmag.com June 2023 MORE ADVERTISERS & RESOURCES AT www.MHWmag.com ALL BRAND FORKLIFT PARTS . . . . . . . . . . . 20 AMERICAN INDUSTRIAL TRANSMISSION, INC . . 31 BSLBATT . . . . . . . . . . . . . . . . . . . . . . . 1 COMBILIFT USA . . . . . . . . . . . . . . . . . . . 5 CUSTOM INDUSTRIAL PRODUCTS . . . . . . . 22, 23 DYNA RACK . . . . . . . . . . . . . . . . . . . . 14 ENGINE POWER SOURCE . . . . . . . . . . . . . . 11 EVERYTHING WAREHOUSE . . . . . . . . . . 17, 35 FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP) . . 15, 32 FORKLIFT-INTERNATIONAL .COM . . . . . . 13, 25, 37 GRINDSTAFF ENGINES, INC . . . . . . . . . . . . . . 3 H&K EQUIPMENT COMPANY . . . . . . . . . . . . 42 HADER INDUSTRIES INC . . . . . . . . . . . . . . 27 HESS AUCTIONEERS . . . . . . . . . . . . . . . . . 21 INDUSTRIAL FORKLIFTS . . . . . . . . . . . . . . 43 INTERTHOR, INC . . . . . . . . . . . . . . . . . . . 19 JESCO INDUSTRIES, INC . . . . . . . . . . . . . . . 21 JOSEPH INDUSTRIES, INC . . . . . . . . . . . . . . 42 OHIO RACK INC . . . . . . . . . . . . . . . . . . . . 10 SAFETY SYSTEMS & CONTROLS INC . . . . . . . 21 SAVETY YELLOW PRODUCTS . . . . . . . INSERT SUPERIOR ENGINEERING . . . . . . . . . . . . 39 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 Advertiser's Index 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 Authorized Distributor Authorized Distributor Authorized Distributor Authorized Distributor
Save Your Assets • People • Products • Equipment • More FACILITY ASSET PROTECTION Since 2003 1-877-728-3891 | www.save-ty.com The Most Competitively Priced Safety Products In America! The Original Drop-In, Lift-Out Guardrail

Guardrail / Hand Rail


• 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.

Rack Protection

• 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.


“V” Face Post Protectors

• 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.

“Live chat at www.save-ty.com”
Flush hardware 8” & 12” 36”,42”&48”

Our Products at Work

Dock Safety

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’.


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.


Mezzanine Safety Gates

Adjustable kickplate and rubber feet

Pivot Gate

• Choose from 60”, 65”, 72”, 96”, or 120” clear opening.

• Easily pivots to up or down position – requires only 10 - 20 lbs. of lift force.

• Ships mostly assembled – minor assembly required upon receiving. Simply anchor to the mezzanine floor.

• Adjustable kickplate and rubber feet.


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.


Call Toll Free to Order: 1-877-728-3891

Beam Pallet Stop

Thermostat Guard

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.


• Reduce damage to your controls.

• Protect any control box mounted to a building column – fan switches, thermostats, and light switches.

• Mounts in minutes with 8 pre-drilled mounting holes. Simply Tek screw to your column and you’re done!

• Available to fit 10” or 12” columns.

Building Column Protectors

• 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.

• 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.

3” Overhang 2” x 2” Spacing
*Plus local delivery, applicable taxes, maintenance and insurance. Restricted to normal clean application. Plus applicable sales taxes. While supplies last. FOB: Industrial Forklifts. Call for more details. CALL FOR MORE INFORMATION 230 N 48th Ave. Phoenix, AZ 85043 303-887-3953 www.IndustrialForklifts.com NOW IN STOCK CALL TODAY


We have the right ones.

With TVH, you have access to over 46 million parts for all industrial equipment from forklifts to mobile elevating work platforms to small earth moving equipment, available from our 15 locations.

Contact us today to find the right part for your equipment.