Material Handling Wholesaler December 2015

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www.MHWmag.com December 2015 3

Cover Story4 Donald Trumps sales and

success lessonsArt Sobczak

Columns 8 Aftermarket John Walker Downtime is costly!

12 Bottom Line Garry Bartecki Shake it up baby!

22 Human Element Eric Baker, Caliper Corporation

How not to build your empire

36 Your Business Eileen Schmidt J.W. Speaker celebrates

80 years

December 2015 Vol. 36 No. 12 Dean Millius General Manager/Publisher [email protected]

Alva Coffman Account Executive [email protected]

Kathy Regan Editor [email protected]

Valerie Vorwald Eric FaramusGraphic Designers [email protected]

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

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Industry News16 Nuts & Bolts

26 Shifting Gears

20 Industry Insights

Reader Resources24 Classified

46 Source Directory

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Cover Story Art Sobczak

Donald Trump.Just the name itself sets off a variety of polarizing emotions

and opinions.Regardless of how you feel about him politically or

personally I am keeping my opinion on that completely out of this there is no denying that he has been a tremendous business and media success.

And regardless of whether you agree with his methods, anyone can learn from some of his strategies and philosophies.

Lets take a look.Personal branding. Trump has said that people will know

a gold standard brand because the name will stand for the gold standard. It takes the guesswork out.

People pay Trump to put his name on real estate developments, golf courses, clothing, and more.

Do you set yourself apart?Regardless of what you sell, what no competitor has is YOU.I was listening to a top sales reps calls and a prospect said,

I can get your product from a hundred other vendors cheaper. Why would I buy from you?

She replied with, Yes, you could get the product. But you wont get me. Heres what you will get

Passion is power. Trump feels that the main ingredient for success is energy. Nothing great can ever be accomplished with-out amazing levels of energy, and energy comes from passion.

So whats the lesson? You need to have, or acquire passion for what you do. Then you will always have the energy to accomplish your dreams.

He says, Without passion you dont have energy; without energy you have nothing. Its necessary in order to withstand the challenges and difficulties one will face.

Think big. Ive used this quote from Donald Trump for years, since I first read his first book, The Art of the Deal, in 1987:

I like thinking big. I always have. To me its very simple: if youre going to be thinking anyway, you might as well think big.

Sales is a 24/7 profession. Over the years any time you would see Trump in an interview or on his own show he was a walking billboard for his own clothing line.

And he would always drop in references to his properties, his golf courses, and other projects. Always building his brand and image.

This is also related to the passion mentioned earlier. Do you switch it off when you leave the office. Or, do you LIVE sales and are you always on the lookout for ideas you can use in your

Donald Trumps sales and success lessons

Contributed photo


Cover Story

prospecting and selling? I text myself almost every day when I am out and see or hear a sales situation or story I can use and share with you.

Fearless failure. Like every massively successful person, Trump has had his share of setbacks. In regards to failures he has said, Its a blip, not a catastrophe.

He has made billions, lost billions, and made them back. Companies he has been a part of have filed Chapter 11 FOUR times. (Although he personally has never filed for bankruptcy.) His airline, and vodka brand failed. But he seems to be doing pretty well.

A mistake some salespeople make is dwelling on their nos instead of their successes. You have to wade through the nos and setbacks to get to the deals. And you do forget about the nos, while you enjoy the fruits of your sales many times over.

Quality is king. Similar to the branding mentioned earlier, Trump believes in being the best, doing the best, being associated with the best. He says,

I build quality things. Its a very important word to me. I out-quality everybody. Thats why my buildings do better, why my clubs do better, and why my projects do better. So whatever youre doing, do it with quality. Be the best at what you do.

Power through everything even the crap.Trump says,I see so many people who have a lot of ability, but they quit.

They lose faith. They lose confidence. They just dont take it to the end. I always tell people, Never quit. Obviously, you need the brainpower, which youre born with one way or the other.

But I see so many people with all of the abilities and they give up. Youll never make it unless you overcome the fears and the inhibitions and stick with what youre doing. There will be good days and there will be tough days, but stick with it.

Get the Word Out. In The Art of the Deal Trump wrote, You can have the most wonderful product in the world but if people dont know about it, its not going to be worth much. There are singers in the world with a voice as good as Frank Sinatras, but theyre singing in their garages because no one has ever heard of them. You need to generate interest, and you need to create excitement.

So true on so many levels. You probably have companies in your industry that are no better product or service-wise than anyone else, and/or individuals maybe even in your own company who are crushing it. What sets them apart?

Trump also has said, I play to peoples fantasies. People may not always think big themselves but they can still get very excited by those who do. Thats why a little hyperbole never hurts. People want to believe that something is the biggest and the greatest and the most spectacular. I call it truthful hyperbole. Its an innocent form of exaggeration and a very effective form of promotion.

Regardless of whether you like him, despise him, or are indifferent, we all can benefit from some of Donald Trumps common sense success principles and actions.

Art Sobczak helps sales pros prospect, sell and service accounts more effectively by using conversationally, non-sales messaging, and without rejection. Get a free ebook of 501 telephone sales tips at businessbyphone.com/501-tips-ebook. Email editorial @mhwmag.com to contact Art.


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Aftermarket John R. Walker

Downtime is costly!

If you are reading this article I can feel comfortable in saying that in all likelihood you are in the equipment business. I have spent a life time in the equipment business so before you critique this article as a repeat of what has been said before, realize that you are probably 100% right. If but one of you reading this article finally recognizes that what is being said makes sense and agrees to making some changes, then Ill feel more than gratified.

Years ago an association manager, good friend and client commented to me that I was a dealer person, and that I stood up for and assisted through my work to help equipment dealers make a profit in their operation. His comment could not have made me prouder. My mission statement for our clients has always been that I will assist the equipment dealer to: 1) improve sales, 2) improve profitability and, 3) increase customer satisfaction indexes.

Surveys consistently point out that customers purchasing equipment are interested with this question: Is the dealership concerned with taking care of my needs after the sale? Will the dealer be there for me with the right parts if I should experience unscheduled downtime? Will the dealer be there for me when I need service at my most critical time?

Farm equipment owners are concerned with whether or not their equipment will be operational when they need it for planting

or harvesting. Corporate operation people are concerned about tomorrow and whether their fleet of lift trucks will be ready to move loads from one spot to another in their distribution centers, factories or on their loading docks. Construction foremen are concerned with whether or not their crawlers will start when they have to move tons of material from one location to another, or dig a trench ten feet deep for a thousand feet through hard rock. Will the floor sweeper take care of sweeping the shopping mall on opening day? Will the greens mower be ready to mow the courses greens to the exact length for tomorrows tournament, a tournament scheduled to be seen by millions on TV? Will homeowners be able to cut their acre of grass as well as the landscaper who has one hundred yards to cut a week? This concern goes on and on with customers buying product from thousands of equipment dealers in every industry! Are the dealers as anxious to service their customers after the sale as they are to sell their customers at the time of the sale?

While customers may not lose sleep over their concern about unscheduled downtime, it is a concern that too few equipment dealers address thoroughly before, during or after the sale! In the equipment industry service is not a commodity! World-class equipment dealers will perform and provide quality service at a level un-heard of or recognized by average or mediocre equipment dealers. Top equipment dealers absolutely excel in the level of service provided to their customers. This world-class service provides the dealer increased profitability on product sold and, a return by the customer to purchase more and more equipment from a world-class dealership. Providing world-class services is a win-win situation for every equipment dealer. It is that focused opportunity we have, so many times, spoken about in past articles.

It is good to hear and to know that many manufacturers are back-peddling on their philosophy that the brand is selling the product. More and more they are recognizing that the quality and class of service provided by their successful dealer organization provides increased market share.

We have mentioned on numerous occasions the dealer who, in the early years of his business serviced his customers out of his garage or in his back yard! He was the type of equipment dealer who knew from the start the quality of service his customers wanted; not free of charge, but at a price commensurate with the quality of service he consistently provided. He was a world class dealer!

This dealer, through his quest to provide customers with world-class service after the sale, was also able to produce exceptional market share for his product, market share at a profit to the dealership, to his more than 700 employees and to himself. Years after he started his business he positioned himself to sell his company for a price he most certainly could not have imagined when he first turned his garage behind his home into a world-class full service dealership. He proved to the industry that by providing a one-stop shopping culture to customers, with terrific quality service to all customers, it is possible to achieve a high market share, while at the same time providing a high level of profit.

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We have found after fifty plus years of working with equipment dealers that too many equipment dealers have a single focus. That focus is to achieve market share with the lines of equipment they select to market. Years ago many dealers viewed their service facilities and their service departments as little more than a necessary evil. They viewed this portion of their business as necessary to make equipment ready for sale and/or to perform warranty. They neglected to recognize the customers concern for avoiding unscheduled downtime. They neglected to fully recognize that product support and particularly the dealers service department was what brought the customer back time and time again to purchase more and more of the dealers equipment. Too many times they failed to operate their shops in a professional manner; they failed to operate it as a true profit center.

The days of dealer entitlement are gone! For the equipment dealer it is imperative to understand the difference between intention and accomplishment. When you sell a commodity, and today most equipment is looked upon as a commodity, you have to out perform your competition. This is because all of your competitors make equipment that does the same thing as the product you sell. Intending to change wont put more sales and more profit into the dealership. It will not create customer loyalty; it will not develop repeat business or customer retention. It is by adopting and accomplishing a unique customer focused service culture that your dealership will earn new and repeat business every time!

Culmination of being a world class, full-service, one-stop equipment dealer is enhancing the customers buying experience and this develops the dealerships self-feeding-profit spiral.

The self-feeding-profit-spiral will spiral upwards: 1) the equipment sales person evaluates the customers application and provides a piece of equipment that meets and exceeds the customers needs and requirements. 2) The parts and service department, along with the dealerships Customer Service Representatives (CSRs) continues the process by evaluating and fulfilling the customers expectation and by providing the aftermarket products and services offered by the dealership. 3) Fulfilling the customers aftermarket needs generates additional equipment sales with improved profitability. 4) Additional new equipment sales generate more aftermarket opportunity and profitability.

This upward spiral also feeds the dealerships Absorption Rate and provides an improved cash flow for the dealership during business downturns. This is the dealers self-feeding-profit-spiral.

Because the equipment dealer will be selling the value-added service of the dealership, more of the dealerships line of product will be sold. As a rule, because of a value-added reputation for the dealership, more of the dealerships line of product will be sold and as a general rule at a slightly higher margin.

By increasing the sale of product, the dealerships parts and service departments will have the opportunity to sell more services at higher levels of profitability. The equipment dealer gains through a much higher level of his return on assets.

Aftermarket

908-673-3700 ext.317 Fax: 908-673-3800 [email protected]

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Aftermarket

It is your dealerships choice as to which direction you desire to go. You need to decide whether or not you will be merely a supplier or a marketer! The difference between the two words is a simple matter of your dealership and your personnel becoming proactive rather than reactive. The dealership that decides to focus on value-added services will be proactive and will be a marketer and focused upon becoming a world class dealer operation.

Special Offer to Readers: After Market Services has published a document on how to sell your dealerships service to the customers who have purchased their equipment from you, but are using a competitor, an independent or providing their own service through their own shop and with their own hired hands. There are two additional manuals entitled: The Sales Call and Sales Psychology, both retailing for $15.95. All three of these manuals are written for the Equipment Dealers Customer Support Sales Representative. Simply e-mail your request for these three manuals, stating your name, your dealership and your dealerships location, as well as your product line and your e-mail address, and the manuals will be sent to you along with an invoice in the amount of $16.95, which you will pay after the materials have been received. Our email address is: [email protected] John R. Walker is president of Aftermarket Services Consulting Co. Inc. E-mail [email protected] to contact John.

AnOld-fashionedHoliday Wish

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Heres hoping this holiday evokes fond memories of celebrations past and

brings you all the joy and excitement of this magical season. Thanks for doing

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For more Aftermarket articles visit www.MHWmag.com


Bottom Line Garry Bartecki

Shake it up baby!You know the next line Twist and Shout. Kind of apropos

in this business climate at this time of the year. I dont know about you but it is looking a little soft going into 2016...or is it looking a little better going into 2016. In either case it is only looking and not spectacular or depressing.

On the other hand sometimes these soft times brings out the entrepreneur in some folks where they use this situation to take market share from their competitors. After all, if it is either struggle through another post-depression year or try something new, I for one would take the chance and go after the business.

Now understand I am not suggesting any reckless behavior that would jeopardize shareholder value, but a well thought out plan than is managed and where managers are held accountable to meet their goals. Throwing a plan at the wall to see what sticks is not what I am referring to because in most cases this approach will only find a way to lose your investment and strain cash flow.

Any plan you consider has to keep your core business and margin providers moving ahead full speed without any disruption to make the new plan work. In other words, parts, service and rental revenues as well as customer satisfaction need to remain at pre-plan levels with management watching that they do so.

The plan needs to be fully vetted and documented. It has to have specific goals and processes in place to track results. There

have to be procedures in place to make decisions regarding problems. Staff has to know what is planned, how to implement the plan and how to measure and interpret the results and make changes as necessary. And of course, the C-level folks must be totally aware of how the program is progressing against cost and revenue estimates and when to cut the cord if necessary.

Technology also has to be considered in the general sense in order to make it easier for customers to do business with you. Telematics, tablets for the techs and truck drivers will be commonplace in short order. Helping customers understand the benefits of rental using solid Big Data should help solidify new revenues from both existing and new customers. Technology also plays a part that helps with the talent recruiting process. It is no secret that the companies using the latest technology attract the better talent and operate more efficiently.

If you decide to try some new strategies to improve your brand in the market and thus increase sales, please do it right and avoid using the less costly alternative that may do more to hurt your efforts than help. It always seems to turn out that customers will find a way to decipher if what you are doing is a benefit for them long-term or just a ploy that will not perform as promised. As long as you are making the investment you might as well have customers telling you how great the product or service is rather than saying it is not up to par. I guess we could apply this concept to your entire operation because this is the way to run a successful company.

No matter how your market works out for you next year you should not experiment without a full financial analysis including sensitivity analysis to know the impact of your plans on balance sheet, income statement and cash flow. To do otherwise is foolish and irresponsible. Bite off what you can chew using the soft market scenario for starters and then move to a more aggressive mode once you feel the market will be stronger than planned or because the new program is working better than expected, with better than expected meaning additional cash flow.

You are in a mature industry where good training, the right talent pool, adequate financing and technology will make you more productive and thus more competitive in your market. Not following this path to some extent can only lead to a less competitive entity and lower shareholder value. Might be a good idea to find out where you stand next to the competition.

One very effective way to measure performance are the 20 groups I have mentioned in the past. If there ever was a time to join one of these groups it is now, but only if you will give it a 100% effort. You will be amazed at what can be gleaned from these meetings to improve your business. They are worth every penny. I would be glad to help set you up in a group. Call me to discuss.

To close out this month here is a reminder to get and keep a handle on your tax situation and banking relationship. The tax landscape will be changing and with the new banking regulations you never know what they are thinking.

Get a leg up on 2016 by reviewing steps to take market share. But do it right.

Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail [email protected] to contact Garry.

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Nuts & Bolts Acquisitions, expansions & other business news

Raymond unveils new expansion at headquarters

The Raymond Corporation hosted a National Manufacturing Day event at its headquarters

in Greene, New York, unveiling a 47,000-square-foot addition to its facility and the reconfiguration of manufacturing space. The creation of the Raymond Operations Center accounted for 32,000 square feet of the addition. In this space, Raymond was able to add a second level for office space for operations and support, multiple collaborative team rooms and an employee fitness center. This allowed for the reconfiguration of 60,000 square feet on the manufacturing floor and optimization of the first floor support operations for improved efficiency and production capacity. An additional 15,000-square-foot expansion has been added to the west side of the building for new 60-foot test bay capabilities, office space, team rooms and break rooms. Raymond also implemented a number of upgrades to its manufacturing technology, installing advanced automatic welding and laser-cutting technology, upgrading warehouse management software, and integrating the corporate logistics plan with just-in-time delivery of equipment and materials. www.raymondcorp.com

Hyundai Forklift and Modern Group enter into dealer agreement

Hyundai Forklift announced the expansion of its geographic footprint and dealer base on the Eastern seaboard with the addition of Modern Group Ltd., headquartered in Bristol, Pa., as its newest authorized forklift dealer. With 70 years in business, the employee-owned Modern Group

operates seven locations serving Delaware, Pennsylvania, New Jersey and New York City. Distribution growth is essential for Hyundai, so we are extremely proud to welcome Modern Group one of the largest and most respected equipment distributors in the industry to our network, said Chuck Leone, Vice President of Hyundai Forklift. Our customers demand quality equipment and unmatched dealer support, and theyll get that, and more, with this partnership. We are thrilled to partner with Hyundai Construction Equipment, a company which is a global leader and is positioned for future growth, said Paul Farrell, CEO, Modern Group. Their forklift and construction products are world class, and their commitment to quality is second to none. www.hceamericas.com

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Nuts & Bolts

Gregory Poole Equipment successfully completes acquisitions

Gregory Poole Equipment Company announced that it has closed on its acquisition of the operations and assets of Dougherty Equipment Company, Inc. and VBS

Inc. Material Handling Equipment and certain assets of Briggs Equipment, Inc. The acquisition process has uncovered significant economies of scale and synergies and is expected to nearly double the divisions annual revenue. Following this acquisition, Gregory Poole has been appointed as an authorized dealer of Hyster and Yale lift trucks across four states and one of the regions largest overall material handling dealers. It is now the Yale dealer in portions of North Carolina, South Carolina and Virginia, and the Hyster dealer in most of Virginia and in portions of North Carolina, South Carolina and West Virginia. While Gregory Poole will no longer represent other competitive supplier relationships, it will continue to support its current customers through existing service agreements. The acquisitions were driven by the companys desire and directive to grow and by its strategic goal to be the recognized leader in the products it offers. NACCO Materials Handling Group (NMHG) helped to facilitate these transactions to address succession issues in several high-performing dealerships and to ensure continuity for customers, dealers and associates. The addition of Gregory Poole as a dealer, allows NMHG to expand its U.S. dual-brand distribution of its Hyster and Yale product lines. www.gregorypoole.com

Honeywell bar-code patent upheld by U.S. Patent and Trademark office

In its final written decision, the United States Patent and Trademark Office recently upheld the validity of a patent from Honeywell on core technology used in bar-code imagery devices. In its ruling in the case of Fujian Newland Computer Co., Ltd. vs. Hand Held Products, Inc., the Patent Trial and Appeal Board determined that the petitioner failed to provide sufficient evidence to demonstrate that the Honeywell-owned patent was invalid. This ruling is a significant victory that reinforces Honeywells drive to protect our scanning and mobility technological advancements, said Jeremy Whitley, chief intellectual property counsel, Honeywell Sensing and Productivity Solutions. www.honeywellaidc.com

Toyota marks manufacturing milestone Toyota marked a manufacturing milestone with the production

and sale of its five hundred thousandth forklift built at the companys manufacturing facility, Toyota Industrial Equipment Mfg, Inc. (TIEM). To mark the occasion, Toyota Forklifts of Atlanta President Lee Smith presented the 500,000 forklift, an 8-Series model, to customer RockTenn, the second largest paper company in the world. Toyotas manufacturing achievement is the latest demonstration that we are responding to our customers need to deliver forklifts in North America with quality, technology, performance, fuel economy and value, said Jeff Rufener, president of Toyota Material Handling, U.S.A., Inc. We look forward to achieving our next production milestone thanks to the hard work and support of our world-class team of associates, dealers, suppliers and customers. www.toyotaforklifts.com

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BY RANDALL-REILLY

Lift Truck Market Trends

Each month EDA, a product of Randall-Reilly, provides a snapshot of industry data thatll let you see where buying activity has been, and forecast where it might be heading so that you can proactively stay in touch with the needs and habits of your market. Understanding how and where buyers have been spending their money can help determine the scope of consumer spending, project growth for a certain product line, or identify the signs of a future downturn.

Top 5 Equipment Buyers

Displays the top five buyers nationwide for each of EDAs eleven industries, based on financing activity results added by EDA last month. The results are based on distinct serial numbers of sale and lease transactions for new equipment only.

Top 20 Equipment Lenders

Displays the top 20 lenders nationwide for each of EDAs eleven industries, based on financing activity results added by EDA last month. The results are based on all financing statements of sale and lease transactions for new equipment only.

Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/resources/industryinsight/lift-trucks.aspx

Industry Insight Data provided by EDA, a product of Randall-Reilly

Roadtex Trans. Corp. Somerset, Nj 18Class 3 Crown 11Class 1 Crown 4Class 2 Crown 3

B M S Mgmt. Inc. Saint Joseph, Mo 15I/C Lift Trucks - No Model Hyster 15

Cooper Tire & Rubber Co. Findlay, Oh 12Class 4 Toyota 9Class 4 Hyster 2Class 2 Toyota 1

Stanislaus Food Prods Co. Modesto, Ca 11Class 4 Hyster 11

Pacific Coast Producers Inc. Lodi, Ca 10Class 1 Toyota 6Class 4 Nissan 4

Toyota Motor Credit Corp . 161

Wells Fargo Bank ................ 137

Nissan Motor Accept Corp ...44

De Lage Landen Fin Svc .......33

Wells Fargo Eqt Fin ..............25

Banc of Amer Lsg & Capital..19

Citizens State Bank & Trust ..15

J M Eqt Co...........................14

De Place Bank ......................12

M B Fin Bank ......................11

5th 3rd Bank ........................10

Bank of the West ...................10

Zions Credit Corp ................10

Bank Of Amer ........................9

G E Capital Corp ...................9

Farm Credit Lsg Svc Corp ......9

G S G Fin ...............................7

US Bank Eqt Fin ....................7

PNC Eqt Fin ..........................7

1st Fleet Corp .........................6


Congratulations to all the Toyota Industrial Equipment Associates

and Dealers on 25 years and your 500,000th Forklift manufactured in the U.S.A.

For links to the Celebration, go to Material Handling Wholesaler You Tube account.

FROM YOUR FRIENDS AT


How not to build your empire

Human Element Eric Baker, Caliper Corporation

When we last saw music mogul Lucious Lyon (Terrence Howard) at the end of Empire season one, he was clinging to the bars of a jail cell, charged with the murder of his trusted confidant and advisor Bunkie Williams. See, Lucious was mistakenly diagnosed with a terminal disease and believed he needed to square things away in a hurry. Apparently part of the succession plan for his music label, Empire Records, required him to shoot Bunkie in cold blood. So much for loyalty.

Fast-forward to Empire season two: Thanks to some compromising photos of a judge, Lucious is now out of jail and back in the business of running Empire Records. And like any smart CEO, he knows how important it is to groom a successor so that Empire continues to thrive after he retires (or his luck runs out). Among his choices to assume the mantle of leadership are his three sons: Hakim, who wants the job but is brash and impulsive; Andre, who wants the job but is overly emotional and sensitive; and Jamal, who has the temperament but simply wants to record his own music.

Naturally, Lucious hires an organizational-development consulting firm to commence a comprehensive succession-planning engagement that includes profiling team members personalities, performing a talent audit, designing individual developmental plans, and

He doesnt do any of that. Its a TV show. Lucious schemes and manipulates and pits one son against another until all three have become bitter, paranoid wrecks, their relationships are destroyed, and the people they care about are left alienated and afraid.

Complicating matters is the presence of ex-wife Cookie (Taraji P. Henson), the original brains and money behind Empire, who was long ago sent up the river to do hard time while Lucious became a millionaire. Now shes out of the joint and is endeavoring to pit sons against father, take down Empire, and remake it her own way.

Im half-expecting J.R. Ewing to stroll onto the set one of these episodes and announce hes flipping his Ewing Oil holdings to obtain Empire in a hostile takeover (R.I.P. Larry Hagman).

Empire is one of TVs most compelling melodramas, thanks largely to the machinations and manipulations of Lucious and Cookie as each tries to wrest control of the music label and secure its future.

Youve probably worked for and with people who were similarly addicted to drama and political scheming but who also did not realize that whats good for TV is often bad for business. Whats good for business is coming up with a long-term, viable succession plan that includes a well-defined strategy, assessment

Wishing you and your family a happy and safe holiday season, from your friends at


Human Element

and development of high-potential employees, and shared values across the organization.

Eventually, even the most popular TV shows get cancelled. Make sure your business gets renewed indefinitely.

And dont take it out on Bunkie. He means well.

About Caliper - For nearly half a century, Caliper has been helping companies achieve peak performance by advising them on hiring the right people, managing individuals most effectively and developing productive teams. The accuracy, objectivity and depth of our consulting approach enable us to provide solutions that work for over 25,000 companies. To find out more about how Caliper can help you identify and develop people who can lead your organization to peak performance, please visit us at www.calipercorp.com or call us at 609-524-1200. Email [email protected] to contact Caliper.

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Shifting GearsIndustry personnel and organization news

UniCarriers Americas announces its Presidents Award Winner

UniCarriers Americas Corporation (UCA) honors Select Equipment, located in Buena Park, Calif., as its Presidents Award winner. Introduced in 1990, the Presidents Award recognizes a single dealership from UCAs Nissan Forklift Nine Dealer of Excellence winners, which embodies essential characteristics found only in the most accomplished organizations.

The dealer also possesses the characteristics of UCAs culture of reliability, goes the extra mile and accepts all challenges. To earn this honor, the dealership must outperform previous years, and reach the highest tier of success. Wed like to congratulate all of our Nissan Forklift Nine dealers, however our Presidents Award is reserved for the dealer who achieved the highest honor in 2014, said Steve Cianci, vice president, sales and marketing at UCA. This is a highly coveted award and Select Equipment demonstrated the caliber of an extremely worthy winner by exceeding the high standards required for consideration. Standing

out from the rest is hard to accomplish and their performance was truly outstanding. Were honored to give them this award. Founded in 1968, Select Equipment is a staple in the southern California forklift sales, repair and training industry. In addition to this honor, Select Equipment took home both Nissan Nine and gold-level Aftermarket Excellence Program awards in 2014. www.unicarriersamericas.com

Raymond celebrates 35th anniversary of parts distribution center

The Raymond Corporation is celebrating the 35 anniversary of the Raymond parts distribution center located in Syracuse, New

York. The parts distribution center in Syracuse celebrated with a luncheon for its employees and special guest speakers, including Steve Raymond, the first general manager of the Raymond parts distribution center, grandson of founder George Raymond Sr., and current president of Raymond Handling Concepts Corporation. Steve Raymond was a driving force in getting the Syracuse location ramped up for parts distribution to customers. The Raymond parts distribution center opened its doors in October 1980 to fill the need for a warehouse dedicated to parts

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supplies and distribution. A building and site in East Syracuse, New York, was chosen due to its central location and ease of access to ship parts, allowing orders to be quickly transported via air or truck. The parts distribution center has evolved from its fast-paced beginnings in 1980 to a 24/7/365 sophisticated operation with warehouse management systems and the latest technology, says Jim Schaefer, general manager of operations, at Raymonds parts distribution center. www.raymondcorp.com

National Lift Truck sponsors Race for a CureNational Lift Truck, Inc., the

Franklin Park, Il based material handling equipment distributor, sponsored Susan G. Komen Chicagos Lombard Race for the Cure on Sunday, September 20, 2015 at Yorktown Center in Lombard, Il. National Lift Truck volunteers, Aisha Awan and Kelly Knoop donated their time to the cause for the entire day while the company donated a Clark Pink forklift

and a Clark utility vehicle to be used by the organizers for the duration of the event. The Race for the Cure Series is the largest series of 5K run/fitness walks in the world. Up to 75% of net proceeds raised by the race are dedicated to fighting breast cancer locally in the Chicagoland metropolitan areas. The remaining 25% of net proceeds raised are contributed to the Komen Grants Program which funds research. www.nlt.com

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Power Steering Units Cylinders Pumps Valves

Power Steering Units Cylinders Pumps

New & Remanufactured ExchangePrecision Remanufactured Hydraulic Parts

QUALITY & VALUEFor Over 50 Years

15600 W LINCOLN AVE P.O. BOX 510269 NEW BERLIN WISCONSIN 53151PH: 262-641-8000 FAX: 262-641-8010

A SUBSIDIARY OF HADER INDUSTRIES INC.

HYDRAULIC SERVICES AND MANUFACTURINGwww.haderind.com e-mail: [email protected]


Standard R ModelSingle Phase Industrial Charger

Width 14.30

Depth 14.68

Height 14.06

Overall height with mounting bracket

17.06

Standard G ModelThree Phase Industrial Charger

Width 30

Depth 30

Height 20


23

Standard D ModelSingle Phase Industrial Charger

Width 20

Depth 20

Height 20


23

6700 Exchange Dr.Mans eld, Texas 76063Metro: 817-477-2703Toll Free: 877-882-6004Fax: 817-453-9988

Are long lead times stopping your ow of business?

Alltech battery chargers are BUILT TO LAST!

Celebrating 30 years of reliability!

The fast-paced material handling industry relies on heavy equipment engineered to keep up with many tough, grueling demands.

Keeping equipment in top condition means on-time schedules and projects nished under budget. Alltech Electronics manufactures quality-engineered, heavy duty, chargers and accessories made to perform and last a lifetime...or longer!

Standard Features: Durable powder coated metal nish UL constructed, ferro-resonant

Design Transformers Current limiting to (+/-)

10 line voltage Bright easy-to-read LED lamps Automatic start/stop

microprocessor control (eliminates under/over charging of batteries and ensures properly charged batteries every time)

Safety back-up timer (guards against over charging)

Digital ammeter (easy to read amp meter shows charger output)

Drop down front door for ease of service

Easily reachable major components


Combilift USA, 303 Concord Street, Greensboro, North Carolina 27406 : Tel: [email protected] | www.combilift.com

Capacity: 3,000 lbs. - 180,000 lbs.Combilift

Reducing Costs ... Increasing Space

Dramatically Reduces working aisle widths

Increases Storage by up to 50%

Works both inside & out

Does the work of both reach & counterbalance forklifts

Electric & LPG Powered Models

Lift capacities of up to 4,400 lbs.

Lift Height up to 49 ft.

77,000 lbs. 180,000 lbs. Capacity

Handles container sizes of 20, 30, 40, 45

Narrow aisles for maximum Storage

Offers excellent 360 visibility from driver position

Can travel in / out of warehouses

Eliminates waiting trailers

Safer stuf ng/destuf ng at ground level

2-Wheel Hydrostatic Drive with 2-Wheel Steer

Front and Rear independent sideshift

Customized for long & awkward loads

Combi Walkie Reach Truck Range

Works in an aisle-width of 84" pallet to pallet

A 4-Way option available

Patented Multi Position Tiller

Stack Containers

Low ground pressure when fully loaded

Combi SC - Straddle Carrier Range

www.aisle-master.com


IMIZED PERFORMANCE

FOR IC & ELECTRICLIFT TRUCKS

999 Wells Street | Lake Geneva, WI 53147 | Ph: 888.734.7687 | Fax: 262.348.5570 | www.stellana.com/us

Natural RubberPress-on Tire

FOR IC & ELECTRIC

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Your Business Eileen Schmidt

J.W. Speaker celebrates 80 yearsFor 80 years, J.W. Speaker Corporation has had a presence

in the Milwaukee area. Founded by John Speaker in July of 1935, the company got its start in radiator fronts, car mirrors, repair kits and automotive lighting. In the decades following that launch, the automotive market has undergone major transformation and J.W. Speaker has changed with the times while remaining a family-run business.

Its exciting to think about how far the business has come, said Tim Speaker, co-president of the company, in a statement on the business website released to mark the 80th anniversary. J.W. Speaker has progressed from a small parts automotive manufacturer into a global manufacturer of cutting edge lighting technology, he said.

Today, J.W. Speaker specializes in LED and other emerging lighting technologies; designing manufacturing and assembling products out of its Germantown, Wisconsin location.

J.W. Speaker serves the following markets: agricultural, automotive, commercial trucking, construction, industrial, marine, material handling, mining, off-road 4x4, power sports, railroad, specialty vehicles, truck and bus. The company is a supplier to well-known companies like Linde, Yale, Crown, Nissan and Toyota, to name a few, and also has a worldwide aftermarket business in original equipment manufacturer parts and consumer products. It is a growing segment of the business.

J.W. Speakers global footprint was emphasized this fall when the company announced a new business arrangement with J. Fuehr, GmbH out of Hamburg, Germany. The announcement, released in late October, said J. Fuehr will serve as J.W. Speakers distribution partner and order fulfillment center for products sold into the European and Middle Eastern industrial aftermarkets. Tim Speaker said the new arrangement will elevate the longstanding partnership between the companies. Were excited about the prospects of jointly growing our business with J. Fuehr, said Speaker, in the release.

J. Fuehr, a distributor of material handling vehicle lighting, switches and accessories and a provider of systems for original equipment manufacturers and aftermarket customers, has previously represented J.W. Speaker with select manufacturers in the overseas material handling market. Now J. Fuehr will operate as an extension of J.W. Speaker; it will serve as a designated distribution partner for products sold to certain European and Middle Eastern manufacturers and a fulfillment center for American-based distributors who export industrial-related lighting products.

J. Fuehrs Alexander Fuehr said J.W. Speaker has been a reliable partner for the German company. Their willingness to develop new, innovative products has helped us grow and differentiate ourselves from the competition. We are happy to further intensify this partnership and raise it to a new level, said Fuehr, in the statement.

J.W. Speakers history includes other moves to meet economic and market conditions. During World War II the company manufactured a miniature portable stove and can opener for use in the armed forces. By 1960, the shift was back to the automotive market. At that time, J.W. Speaker was under the leadership of John Speakers son, Jack. The company expanded into lighting for lawn and garden, and golf and turf tractors.

In recent years as LED lighting has grown, J.W. Speaker has invested in that technology and the aftermarket.

Now in its third generation of family leadership, those heading up J.W. Speaker say the company will remain flexible in efforts to grow and service customers.

We are committed to continually evolving to meet the needs of our customers, just as weve done for the past 80 years, said Jamie Speaker, company co-president, in a statement.

Eileen Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 12 years. Email [email protected] or visit eileenmozinskischmidt.wordpress.com to contact Eileen.

Remanufactured Transmissions, Engines, Torque Converters, Steer Axles,

Overhaul Kits and Aftermarket Parts for:

Material Handling Construction Agricultural Equipment

[email protected]

Authorized Distributor Authorized DistributorAuthorized Distributor Authorized Distributor Authorized Distributor

Celebrating a company milestone in 2016? Let us know by calling 877-638-6190 and your

business could be featured here.


PARTNER with AIT.

American Industrial Transmission Inc.20395 Hannan Pkwy. Walton Hills, OH Fx 440-232-8142 [email protected]

www.aittransmission.com 800-588-7515

Give Your Customers More Than They Expect.

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West Point RackWe dont just promisewe deliver!

13591 Chandler St. Omaha, NE 68138866-245-3630 Fax 866-245-3631

[email protected]

For Excellent Service Contact

Reva Bily

Quotes in 2 hours on most requests

Delivery in 2-3 weeks on most orders

Quality

Dependability

Satisfaction

Cantilever Structural PalletPortable Stacking

West Point Rack is one of the fastest growing companies in the industry. Our customers recognize quality products, de-pendability of service and competitive pricing.

Our Primary Goal is to support our dealers, satisfy their customers, earn trust and be the Vendor of Choice for rack products and racking systems.

We offer a full line of light duty, intermediate duty, heavy and extra heavy duty cantilever racks. We provide multiple configu-rations of a wide variety of stacking racks. Our structural pal-let racks can be configured for a wide range of applications.West Point Rack has the products that generates solutions for your storage needs.

We also offer specialty products such as bar cradle trucks, drum racks, hand carts and other specialty transport and storage products. Give us a call at 866.245.3630. We may have what you need. Look forward to hearing from you.

Cantilever Racks Structural Pallet RacksPortable Stacking Racks

Specialty Transport & Storage Products


www.ProductsForIndustry.com

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Products For IndustrySpecializing in Material Handling & Storage Equipment DistributionPFI puts more than 60,000 commercial, industrial and institutional productsat your fingertips storage products, material handling equipment, maintenance and janitorial supplies, warehouse and dock equipment, packaging and shipping supplies, industrial safety supplies, shop equipment, office furniture, and more! Better yet, we dont just sell them. We know them inside and out. We know how they work, where they work, and which will be the best for the application. Plus, were dedicated to providing personal serviceshelping you stay competitive while servicing your customers.

Personalized Catalogs Generate Sales!Order your 2016 catalogs.


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

New Akro-Mils dolly for 30661 louvered floor rac

Akro-Mils, a North American provider of storage, organization and transport products, announces the expansion of its industry-leading line of Louvered Hanging Systems with the

introduction of a new steel dolly for its popular 30661 Single-Sided Louvered Rack. Available in Gray (30661DOLLYGY) and Beige (30661DOLLYBE) models, the new dolly was designed specifically for the 30661 single-sided rack in response to customer requests. By offering single-sided mobility for changing needs, end users are better assisted in replenishment/stocking, storage area cleaning and space maximization. The dolly comes with durable casters and floor locks for maneuverability and safety. The industry standard for customizable vertical storage systems for plastic hanging bins, Akro-Mils Louvered Hanging Systems securely support AkroBins, InSight Bins and Universal Hanging Bins. These systems are made of heavy-duty, 16-gauge, cold-rolled steel for strength and durability. www.akro-mils.com

Clearpath announces shift into self-driving vehicles

Clearpath Robotics announced its first self-driving warehouse robot. OTTO is designed for intelligent heavy-load transport in industrial environments and delivers improved throughput and decreased operating costs. OTTO uses the same underlying self-driving technology popularized by the Google self-driving car. The system

delivers dynamic and efficient transport in increasingly congested industrial operations. Traditional material handling systems require costly and rigid changes to infrastructure, cannot adapt to a changing environment, and are not safe for collaboration with warehouse personnel. OTTO does not rely on external infrastructure for navigation, making implementation hassle-free and highly scalable. It can transport 3300 lb loads at speeds up to 4.5 mph, while tracking along optimal paths and safely avoiding collisions. Applications for OTTO include moving pallets in a warehouse or cross-dock, and for kitting or assembly line delivery. OTTO units are currently deployed in five test facilities, the first of which belonging to GE. www.clearpathrobotics.com

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GRINDSTAFF Engines Inc.

1041 S. Vista Ave. Independence, MO 64056Call Rick or Dedee Toll-Free: 800.896.7676 Phone: 816.796.7676

Fax: 816. 796.6053

E-mail: [email protected] [email protected]

www.grindstaffengines.com

We make engines our business, see the difference

ENGINES. CYLINDER HEADS. PARTS.

new cylinder head with valvesIN STOCK!Mitsubishi Models 4G54, 4G63, 4G64Mazda Model FE & F2GM Model 153 & 181 and 2.2 & 2.4Nissan H20-II, H25, Z24, K21, K25

and TB42Toyota 4YVolkswagon 1.9 Diesel

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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.

enginesPerkins Continental GMC Cummins

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NEW & IN STOCK NOW!TB45 Nissan engine assemblies


316 E 7th Street N Newton, IA, 50208

800-433-3572 thombert.com

SUCCESS IS EASIER WHEN YOU HAVE A SUPPLIER THAT Understands your business and your customers. Helps keep your customers satisfiedand loyal. Has the products you need to grow your customer base. Will help increase your bottom line profit.

That supplier is Thombert, your SINGLE SOURCE SOLUTION for less frustration and more profit. Give us a call, kick back, and rest easy. Its that simple!

SIM

Material Handling Wholesaler December 2015

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