Material Handling Wholesaler February 2016

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Cover Story6 Up your game in 2016

Mary Glindinning

Columns 10 Aftermarket John Walker

The road to hell is paved with good intentions & resolutions!

14 Bottom Line Garry Bartecki

2016 – How’s it looking?

22 Human Element Caliper Corporation

Can anything rival the power of pumpkin spice?

24 Sales Trends Art Sobczak

Your benefits might not be benefits

40 Your Business Eileen Schmidt

Hannibal Industries celebrates 30 years

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, manufacturer’s reps, parts suppliers, and service facilities serving the material handling industry. Editorial opinions expressed herein are the author’s and do not necessarily reflect the opinions of Material Handling Wholesaler. All material contained herein is protected by copyright laws and owned by Specialty Publications International Inc.

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Cover Story Mary Glindinning


Up your gamein 2016

We asked people in varied sectors of material handling what trends are on the horizon for the New Year and beyond. Here are their insights:

The industry that moves product has made its own mobility a high priority. That means using tablets or other devices on lift trucks or other machines. “Customers want to extend applications to wherever and whenever the work is done. This results in more accurate real-time information,” said Jim Rimay, vice president of sales for Handheld. “Everyone in the facility can be connected so that everyone can see what everyone else is doing. Just-in-time inventory in material handling really drives the need for real-time information.

“We’re finding that customers are looking to drive increased productivity with devices that allow multiple applications,” Rimay said. “They want to support legacy applications via terminal emulation, client server ERP apps and also newer browser-based cloud systems.”

“Applications are being migrated from single-use devices to multi-function ruggedized tablets. Tablet devices can be used for pick-n-pack or inventory cycle counting, and can be forklift-mounted, carried, or used kiosk-style,” Rimay said.

“Since Handheld offers a wide product line of rugged mobile computers, we work in many different industries. Some markets, electric utilities for example, have adopted mobile technology early and extensively. Others, say waste management and forestry, are just now widely deploying these types of devices to harness the productivity gains,” Rimay said. “Material handling industry has seen early wide-spread adoption, but is now fine-tuning the process and changing to newer cloud-based applications.”

“Offering multiple hardware platforms allows us to find the best ergonomic fit. And supporting both Windows and Android simultaneously provides the customer both flexibility and

migration capabilities,” Rimay said. “By creating devices with broad appeal, we’re able to offer our

rugged devices at prices that make them a great value.On the horizon, “applications will develop

that communicate in real-time with better endpoint connectivity and intelligence,” Rimay saidErgonomics will continue to drive the industry, and

look for automotive to start strong, according to officials from Herkules Equipment.

“Equipment cost may be higher but system speed can increase efficiency, requiring fewer units/lines and less operating requirements,” said Scott Priest, senior account manager for Herkules Equipment. Customers want “equipment that is flexible and more easily updated, equipment that is smarter and has fewer maintenance needs, and focuses on user return on investment.”

Customers are also looking for “ergonomics, definitely; aging capital requires updates, and ergo was not high on many lists in the past. Now businesses recognize that keeping the work force happy and healthy is good business sense,” Priest said.

Because material handling serves so many industries, it needs to “be on top of trends across the board--a difficult assignment,” Priest said.

Changes on their way include “‘data-driven’ processing – collecting and using data – analytics - to drive improvement and efficiency, for example, operator efficiency,” Priest said, and “autonomous vehicles – not track or sensor driven – that can make decisions based on environment conditions.”

The growth in ergonomic demand is the biggest change Mike Jenner, senior account manager for Herkules Equipment, has witnessed.

“Automotive will be ‘hot’ until the summer of 2017,” Jenner said. “Budgets are tightening, and most customers are waiting for their 2016 budgets to start purchasing.”

And this year, “companies will be challenged to get through the 2017 slowdown. But the fragility of the Chinese market, and their decreasing quality, will drive more companies to move back from China, as well as Mexico,” Jenner said.


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Cover Story

Drones have work to do before they can work in material handling.

For drones to be used in warehouses, they need to be able to lift product, have battery power that will last and be safe, said Jaco Hooijer, operations manager at Qimarox. “For now, the lifting capability is too limited and battery life is too short to be interesting,” Hooijer said. “For safety, it would be necessary that the area where drones are operating cannot be entered by people or they should be separated by nets or fencing. In my opinion, their best use would be in warehouses that cover a big area with

low rotation speed on stock, cost for people to move around is high and investment in automated systems is not feasible.”

The drone itself won’t be the major cost; software and adaptations to improve lifting will be. But investment on infrastructure is low. “You can start with a few and if demands increase you can quickly add more units,” he said.

Besides a potential trend toward drones, more manufacturers are specializing in a limited number of products and don’t sell directly to end-users, Hooijer said, “and specialized integrators that work with the end-user to find the best solution to their challenges and determine together with the customer which

equipment is needed and from which supplier it is bought. End-users now are more aware of the fact that no machine builder or system integrator can build everything at the needed quality and for a good price as a specialized manufacture can that is working on higher volume and therefore can continuously work on improving of quality and better pricing.”

Consolidation has changed markets. “An increasing part of the market is being served through O.E.M. aftermarket programs driven by consolidation within the forklift dealer organizational structure,” said Tim Ryan, president of Rhino Rubber. “These new companies, which reach across state lines, have greater buying power than ever before, and their tire sales volume is growing.”

“Many tire manufacturers are looking for ways to increase revenues by offering ‘bolt on’ products that will appeal to the customer base they currently serve. An example of that is traditional polyurethane manufacturers offering rubber tire solutions to assist in growing market shares.

“Over the past 35 years, the single biggest change I have seen relates to the positioning of tires as commodity items, thus eliminating special compound tires to solve specific application problems. While this serves to reduce tire manufacturing costs, it will increase operating costs for those customers who are unable to extend or improve tire life when needed,” Ryan said.

“To see the future is always challenging; however regarding tires, I believe over time the demand will grow for localized knowledge-based companies that have service-driven commitments to their customers,” Ryan said.

Changes in the way people shop have made changes in warehouses, and as more people do more of their shopping online, companies want nimble ways to deliver quickly.

“Over the next five years, key components to warehouse automation will be increased visualization and flexibility. Access to goods via single-click mobile applications, as a next-step platform for e-commerce, presents

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consumers with an increased convenience to drive growth,” said Alex Kushner, sales and proposal manager, sortation and distribution for Beumer Corporation. “Further, with increasing competition throughout the industry, service levels are amplified. So how does an e-tailer fulfill clientele which are spread out, ordering a wide variety of goods, in an ever decreasing lead time? With a comprehensive automated fulfillment process solution and real-time knowledge of inventories.

“E-tailers will develop omni-channel fulfillment processes, sharing inventories to maximize flexibility to accommodate surges in various peaks throughout the year. Sortation solutions will need to adapt to these peaks as well, with infrastructures to adjust to changes in the business. To decrease lead time, the supply chain may choose to mix multiple product engines in common corrugate to reduce transportation time and cost, and/or pull from local retail location. The clientele will need a real-time look at each stage of their supply chain to determine the optimal fulfillment method. I foresee the growth of big data and mobile applications will aid engineers in algorithm development to make these decisions more data driven.”

So there will be a demand to handle surges at back-to-school and Cyber Monday and to get everything ordered in the same package. Which will lead to increased pressure on delivery companies.

“I expect a surge in growth in not only your major carriers (FedEx, UPS, Amazon, DHL), but also regional carriers preparing to automate,” said Kushner.

Clients want common systems that can keep up with growth and make sure the orders will arrive when promised.

“The biggest change I have witnessed in recent years is this push to ‘waveless’ fulfillment, and the impact that has on the fulfillment process. To be honest, I am still working to gather information to generate an informed decision on the impact it has on efficiency and labor,” Kushner said. “I expect a further push in the customization of software and big data to influence fulfillment processes, particularly the allocation of inventories to fulfill orders most efficiently.”

Mary Glindinning is a freelance writer who has worked at daily and weekly newspapers for more than 20 years. She lives in rural Shullsburg, Wis. E-mail [email protected] to contact Mary.

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Aftermarket John R. Walker

The road to hell is paved with good intentions and resolutions!

This is an updated article we wrote to equipment dealers two years ago and we are rewriting it today for those dealers who have set their 2016 resolutions and intentions into their new business plans. We want to remind you all to understand the difference between intention/resolution and accomplishment!

We believe quite strongly that the questions asked in this article deserve focus and attention. The concept of enhancing the customers’ buying experience requires a fundamental change in the mindset of the equipment dealer. The days of dealer entitlement are long gone.

When you sell a commodity, whether we like it or not most manufacturers’ products; the products that are sold by the equipment dealer are commodities. More and more products are becoming look-alikes and work-alikes. Therefore, when you sell a product, if you agree it is a commodity you must outperform your competition because all your competitors offer great equipment that does the same thing as the products you are offering, and your customers have a definite choice.

Intending to change won’t put any money in the bank, or create customer loyalty, but, adopting unique customer focused service practices will earn you new and repeat business every time, thus driving your product market share upwards!

Turn your intentions into accomplishments! Make sure that everyone within your dealership is focusing upon making the customers’ buying experience at your dealership an experience that truly wows the customer. Dare to be different from your competition, make the customer want to come back to your dealership again, again and again and watch your market share of product increase dramatically, while your dealership’s profitability increases accordingly.

The term buyer’s remorse surfaced many years ago, by whom we do not know. What it refers to is the remorse or mental anguish arising from a past experience. When tied to the word “buyer” it becomes the anguish concerning the buyer’s choice from whom he purchased the equipment. Did the buyer make the right decision? Did he make an educated choice?

Or, was the choice made because of a few bells and whistles, the color of the equipment or the products’ market position based on units sold? It is at this point, and particularly with a new buyer, that other more important questions come to mind. Unanswered questions like: “Does the dealer have the resources, personnel and facilities to take care of my needs and requirements after the sale of the equipment?”

In the equipment business, customers buy a product to fill a specific requirement or need for that particular customer. For the buyer, the equipment he has purchased is the means by which he provides his living; whether the customer is the owner of the company, whether or not he is the operator of the equipment, or whether he is the purchaser of the product the dealer is selling, they are all business people whose livelihood depends upon the equipment performing up to their standard.

Customers as a general rule want to single source the equipment they purchase. They want to return to where they purchased the equipment for their product support needs. They don’t want to have to source parts, they don’t want to look for someone who can fix their equipment right the first time and they don’t want to go elsewhere for a rental unit. The customer in effect wants to return to where the unit was purchased for his needs and requirements after the sale.

When queried as to what customers are looking for in order to dispel what we refer to as buyer’s remorse: 1) Parts availability - they want a dealer who maintains and carries in stock the right parts, at the right time and at the right price, or is able to have the parts within 24 hours. 2) Service Response Time - they want a dealer who has the ability and quality of personnel to keep unscheduled down-time to a bare minimum. 3) They want trained personnel working on their equipment. 4) They want these quality trained personnel to be both friendly and reliable and available and ready to work on their equipment when the unit(s) are down.

I’ve had the opportunity over the years to do work for what I call world-class equipment dealers. Getting to know these dealers made it possible for me to talk and question customers as they came into the dealership.

These conversations with customers became the fun part of my job, the questions and answers were face to face, enlightening and quite interesting. At the parts counter I might ask a question

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like: “Do you shop here for all your parts? Isn’t it possible that you can get a better price down the street?” The answer: “Yea, I buy almost 100% of my requirements here. I know in some cases I pay a higher price than I could get down the street, but these people have the parts on the shelf or can have them delivered to me by tomorrow afternoon!” Then I might switch the topic to the dealers’ Service Department, with a question like this: “Do you use this dealership for servicing your equipment?” To which the general reply may run something like this: “Yea, I get my service done here and sometimes I wonder why I’m paying a premium price ... $149.50 an hour, but then I know for certain when they fix it, it will be fixed right. They keep telling me that their technicians are the best there is and I can’t dispute it, because they have always done the job right the first time and best of all they are “on-time” and I have no argument with that ... they do a great job at servicing what they sell! Another thing is that when this dealer does the work they always alert me to any problems I may want to take care of now rather than later. They take care of me and my boss and that’s the important thing. We can’t afford to have our equipment side-lined or down all together.”

Do you always get answers like this when you ask these questions? Certainly, you know if I told you that praise is all you hear ... then you would have a hard time believing me. But think about this, what if you heard answers like this 50% to 65% of the time ... because that is what we see in world-class equipment dealerships and that kind of praise brings equipment into your shop, pumps up your field work and sells a lot of parts. This provides a dealership with a whole lot of sales and profits and an

increase in customer satisfaction indexes. This leads to an increase in customer retention, which leads to increased market share. Oh, by the way isn’t that why you (your dad, your grandfather or your great-grand father) got into the business of being an equipment dealer?

Can you change your customers’ attitude over-night? Can you do away with buyer’s remorse in a couple of weeks? The answer is: probably not, because many of you have spent years taking customers for granted; putting up with employees who are merely reactive to customer’s needs. Many dealers have also spent years being primarily suppliers to their customers and have neglected being marketers of their products and services. But you can start right now changing the dealership’s attitude and approach and changing the attitude and approach of your managers, (Sales, Parts, Service, Rental and Used), then working to get every dealership employee on the same page with customer service, which in the long run drives customer retention.

We have spent a lot of hours over the past thirty plus years with equipment dealers trying to help them focus upon what we refer to as their unrecognized opportunity ... the dealership’s aftermarket.

Most dealers can tell you the names of all their big customers, they know them by heart and generally mentally come to attention the minute that customer walks through the front door. They can tell you the number of dollars or number of units that customer purchased from the dealership over the past five years; without even looking up the numbers.

Ask that dealer how much service business he brings into the shop yearly and he’ll tell you that’s a question for his Service

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Manager. When the dealer goes to the Service Manager to ask, he may hear something like this: “Oh, he has been doing his own service work for years and he’s got a shop bigger than ours and has his own technicians! We do hear from him from time to time when he’s having a problem and needs some information from our technicians.”

It was pointed out years ago that too few dealers take the time at the point of sale to ask the customer for his service business. Maybe, just maybe that is why many customers build their own shops and bring in their own technicians. They feel that since you didn’t ask for their business, you didn’t want it and therefore, since they know the unit is likely to break-down they make arrangements to do their own service work.

Most equipment dealers are amazed when they look at their computer sales reports to discover just how many of their equipment customers are not purchasing their service from the dealership who sold the equipment. It is almost like dealers are not really interested in having this additional profitable business. I am told so many times that it is because we don’t have enough technicians to perform this work and the customers believe our labor rates are too high. They get a lower price from the Independents or the shade-tree technicians. It is unbelievable the number of varying reasons why an equipment dealer’s Service Contribution to Total Sales is so low. But to be honest, the real reason is that those with Low Service Contribution are simply not willing to focus upon their profitable opportunities, nor are they willing to truly market their dealerships’ capabilities to service the customers after the sale of the product.

It is the start of a New Year. It will be 2016 by the time you read this. You will have made up your business and marketing plans for the coming year. You have probably even made a few New Year resolutions or intentions as to some of the changes you want to make in your business or your department for the coming year. I sincerely hope that you’ll pick up on the theme of this article and start looking at the opportunities your dealership has with your aftermarket. Stop being a Doubting Thomas and believe that the opportunity is in the back-end of your business.

If you are serious about changing and would like a “jump-start”, email me at [email protected] and ask for our manual entitled: Laying the Groundwork for Developing a Value-Added Culture. It is yours, free of charge, my Christmas present to you, our readers. We wish all you equipment dealers out there a Very Happy and Prosperous New Year!

John R. Walker is president of Aftermarket Services Consulting Co. Inc. E-mail [email protected] to contact John.

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Bottom Line Garry Bartecki

2016 – How’s it looking?

Good question. We should take a poll and find out what your equipment sales personnel are hearing for 2016. Are customers buying, selling, renting or all of the above. And if all of the above ... how has the mix changed over the last couple of years.

As you know I read quite a few economic and industry newsletters, reports, etc. It is amazing how the opinions differ for 2016 and beyond, but I have to say that the positive opinions are not expecting much because of the strong dollar and slowing economies around the world.

One report of note is the fourth quarter Wells Fargo Construction Quarterly report that says that fleet sizes of large general rental companies increased 55% since 2010. That percentage for the period June 14 to June 15 is 12.6%, and for OEM and dealer rental operations it is 17.9%. The reasons for this phenomenon appears to be unpredictable work backlogs and projected business activity levels. Other reasons point to weak balance sheets due to the economic downturn and banking requirements. But no matter how you look at it those percentages are significant to the point where some serious C-Level discussion is in order to see if your organization is in sync with the market.

My personal opinion is that customers are getting better educated about the costs to own and operate equipment. National and public rental companies really educate investors and in

addition any party that wants to review their quarterly financial results. Add in the data available from telematics and all of a sudden equipment owners have a whole new perspective when it comes to replacing or buying new equipment. When you start hearing that national rental companies are keeping units in a rental fleet three years longer to improve ROI you start putting two and two together and ask yourself why are you turning over your lift trucks after five years if your “data” indicates that you could keep them (debt free) for another two or three operating cycles.

I also participate in the Duke University, CFO magazine Global Business Outlook. More than 1,000 financial executives from around the world responded for the 4th quarter survey. I have always liked this report because it covers a broad spectrum of industries and markets. Some highlights from the report follow:

• Two-thirds of US firms expect to increase employment in 2016....2% average growth ... which includes wholesale and retail but a 1% decrease for manufacturing.

• US firms expect wage increase of 2.9% in 2016.• Finding qualified employees - one of top three concerns.• Sparce spending on cap-x expected to continue • 60% say regulations and economic conditions hurting

productivity.• 80% say technology and automation improve productivity. • On scale of 1-100, execs rate the outlook at 60, down from

65 in last survey. Biz spending to remain soft but hiring steady.

• Big issues ... economic uncertainly, difficulty finding employees, regulatory requirements and benefit costs.

As I noted above ... nothing to write home about regarding 2016 ... and increased market share will be what you take from someone else.

I have to think that lift truck dealers and their customers kind of fall into place as noted in the Wells Fargo report and the Duke report kind of supports my thinking. Consequently, I would have to say that the market for lift trucks in 2016 will be somewhat flat, which on the other hand should supply more product support activities as fleets age in both your rental fleets and customer fleets. I don’t have to say it but now is the time to review John Walker’s material and beef up the parts and service business.

By this time I am sure you are aware of the Tax Extender bills passed by Congress in December, 2015. Customers who purchased either new or used units in 2015 have the ability to apply both Bonus Depreciation (new equipment only) or Sec 179 (new or used equipment) depending on their tax situation. These two tax benefits will be available for some time and your sales personnel should be well versed in both. They can get a little complex but there are “Tax Benefit Calculators” available on the internet that calculate the tax savings from using either Bonus or 179.

I am telling sales folks I work with that 2016 is going to a year where they will earn their keep. And I believe it.

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

Forklift dealer self-publishes children bookEverybody loves a good book and Frank

Clark, vice-president at The Lilly Company just self-published a book about forklifts just for the kids. Frankie Forklift and Friends take kids on an adventure in the warehouse with Frankie being the main character. Other characters include Petee Pallet, Sally Shrinkwrap and

Tony Towmoter. As the series continues more characters will be introduced. Each story brings to lie different characters from the material handling industry called Powered Industrial Equipment (PIE). The first book storyline revolves around Frankie’s first day at work. The goal is to introduce the material handling industry to kids and teach simple life lessons. Books may be purchased online at Frankieforklift.com for $13.95 each. There are free coloring pages available on the site too. www.Frankieforklift.com

Newell Rubbermaid to buy JardenNewell Rubbermaid and Jarden Corporation on December

14, 2015 announced that they have entered into a definitive agreement to combine the two companies. The transaction creates a $16 billion consumer goods company to be named Newell Brands, with a portfolio of leading brands in large unconsolidated categories, including Paper Mate®, Sharpie®, EXPO®, Parker®, Elmer’s®, Calphalon®, Rubbermaid®, Graco®, Baby Jogger®, Aprica®, Goody®, Irwin®, Lenox®, Rubbermaid Commercial Products®, Coleman®, First Alert®, FoodSaver®, Jostens®, K2®, NUK®, Oster®, Rawlings®, Sunbeam® and Yankee Candle®. The scaled enterprise is expected to accelerate profitable growth with leading brands that compete in a global market that exceeds $100 billion, with business and capability development supported by the efficiencies of this transformational combination. www.newellrubbermaid.com

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OSHA fines Idaho & Sedalia Transportation Company

RCL Wiring LP, which operates as Idaho & Sedalia Transportation Company, harassed and terminated a signal shop technician in retaliation for reporting a work-related injury in violation of the Federal Railroad Safety Act, U.S. Department of Labor Occupational Safety and Health Administration investigators determined. OSHA has ordered the company to give the employee his job back and pay more than $332,469 in back wages and damages, as well as reasonable attorney’s fees. Investigators determined the Sedalia-based transportation company disciplined the five-year employee after he reported injuries sustained Feb. 1, 2014. After the technician asked the company for reimbursement of medical co-payments, Idaho & Sedalia required him to submit a second injury report, and then threatened to discipline him for filing it late. Without a thorough investigation, the company terminated him on June 12, 2014, for allegedly making harassing and threatening statements. OSHA ordered Idaho & Sedalia to reinstate the technician and pay him $154,749 in back wages, plus interest minus applicable employment deductions, as well as $177,720 in punitive and compensatory damages and reasonable attorney’s fees. The company also must remove disciplinary information from the employee’s personnel record and provide information about whistleblower rights to its employees. Prior to this incident, the employee had never been disciplined. www.whistleblowers.gov/acts/frsa.html

IRS announce 2016 optional standard mileage rates

The Internal Revenue Service has issued the 2016 optional standard mileage rates used to calculate the deductible costs of operating an automobile for business, charitable, medical or moving purposes. Beginning on Jan. 1, 2016, the standard mileage rates for the use of a car (also vans, pickups or panel trucks) will be: 54 cents per mile for business miles driven - down from 57.5 cents for 2015. 19 cents per mile driven for medical or moving purposes - down from 23 cents for 2015. 14 cents per mile driven in service of charitable organizations. The business mileage rate decreased 3.5 cents per mile and the medical, and moving expense rates decrease 4 cents per mile from the 2015 rates. The charitable rate is based on statute. The standard mileage rate for business is based on an annual study of the fixed and variable costs of operating an automobile. The rate for medical and moving purposes is based on the variable costs. Taxpayers always have the option of calculating the actual costs of using their vehicle rather than using the standard mileage rates. www.irs.gov

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Nuts & Bolts

Holland presented with LTL Carrier of the Year Award

Holland has been recognized with the Parker Hannifin 2015 LTL Carrier of the Year award. The award, presented by Parker, the global leader in motion and control technologies, is “in recognition of Holland’s

commitment to operational excellence and continuous improvement.” It is the third consecutive year that Holland has received this award. Joe Bocian, Director Global Logistics and Transportation at Parker and Reed Tepper, Corporate Logistics and Transportation at Parker presented the award to Jim Ferguson, Holland Vice President of Sales and Marketing. In addition to raw performance numbers, carriers were measured based upon the results of an annual customer service survey taken by representatives from all of the company’s North American shipping locations. Parker evaluated less-than-truckload (LTL) carriers across a variety of service and performance measures including on-time service, claims performance, continuous improvement participation, electronic data interchange invoicing compliance, billing accuracy and customer service. www.hollandregional.com

Construction activity strong in 2015For nearly 40 years, Wells Fargo Equipment Finance and

its predecessors have surveyed construction industry executives annually to better understand the unique challenges that decision-makers face. Over the last five years, we’ve seen slow but steady growth that has made this industry more and more appealing. The results of our 2015 survey of construction industry executives revealed a sense of optimism that has held up well through the first three quarters of this year. Two themes we saw play out in 2015 were that equipment rentals would remain strong and equipment acquisitions would likely rise, although at a pace that most industry participants would like to see more accelerated than is currently taking place.

As the fourth quarter comes to a close there are two key legislative items that are important to companies in this space that could invigorate the industry if resolved in a timely manner. A highway funding bill and reinstatement of bonus depreciation could have a positive impact for manufacturers, distributors, rental companies and equipment end users. Banks and independent finance companies that rely on this industry to deploy longer term capital would also benefit. How much of a benefit is open to interpretation. Non-residential construction activity is increasing. Most areas of the country are seeing a rise in non-energy related commercial and infrastructure spending. A look at the number of projects valued at over $5 million that are either in the planning, bidding or post-bid stage shows a year-over-year increase of 30% from October 2014 to October 2015. The states with the highest percentage increases are Kentucky (83%), Oklahoma (75%), Wisconsin (73%), Massachusetts (73%) and Utah (71%). Only one state, Montana, is showing a decline in large project activity at -21%. The next lowest state for growth is Tennessee at a positive 24%. The positive, even if modest, growth numbers for both residential and non-residential construction are good indicators that this industry can remain healthy going into 2016, though with some notes of caution, particularly the continuing impact of the slowdown in the energy sector.

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Cover Story Mary Glindinning


Up your gamein 2016

We asked people in varied sectors of material handling what trends are on the horizon for the New Year and beyond. Here are their insights:

The industry that moves product has made its own mobility a high priority. That means using tablets or other devices on lift trucks or other machines. “Customers want to extend applications to wherever and whenever the work is done. This results in more accurate real-time information,” said Jim Rimay, vice president of sales for Handheld. “Everyone in the facility can be connected so that everyone can see what everyone else is doing. Just-in-time inventory in material handling really drives the need for real-time information.

“We’re finding that customers are looking to drive increased productivity with devices that allow multiple applications,” Rimay said. “They want to support legacy applications via terminal emulation, client server ERP apps and also newer browser-based cloud systems.”

“Applications are being migrated from single-use devices to multi-function ruggedized tablets. Tablet devices can be used for pick-n-pack or inventory cycle counting, and can be forklift-mounted, carried, or used kiosk-style,” Rimay said.

“Since Handheld offers a wide product line of rugged mobile computers, we work in many different industries. Some markets, electric utilities for example, have adopted mobile technology early and extensively. Others, say waste management and forestry, are just now widely deploying these types of devices to harness the productivity gains,” Rimay said. “Material handling industry has seen early wide-spread adoption, but is now fine-tuning the process and changing to newer cloud-based applications.”

“Offering multiple hardware platforms allows us to find the best ergonomic fit. And supporting both Windows and Android simultaneously provides the customer both flexibility and

migration capabilities,” Rimay said. “By creating devices with broad appeal, we’re able to offer our

rugged devices at prices that make them a great value.On the horizon, “applications will develop

that communicate in real-time with better endpoint connectivity and intelligence,” Rimay saidErgonomics will continue to drive the industry, and look for

automotive to start strong, according to officials from Herkules Equipment.

“Equipment cost may be higher but system speed can increase efficiency, requiring fewer units/lines and less operating requirements,” said Scott Priest, senior account manager for Herkules Equipment. Customers want “equipment that is flexible and more easily updated, equipment that is smarter and has fewer maintenance needs, and focuses on user return on investment.”

Customers are also looking for “ergonomics, definitely; aging capital requires updates, and ergo was not high on many lists in the past. Now businesses recognize that keeping the work force happy and healthy is good business sense,” Priest said.

Because material handling serves so many industries, it needs to “be on top of trends across the board--a difficult assignment,” Priest said.

Changes on their way include “‘data-driven’ processing – collecting and using data – analytics - to drive improvement and efficiency, for example, operator efficiency,” Priest said, and “autonomous vehicles – not track or sensor driven – that can make decisions based on environment conditions.”

The growth in ergonomic demand is the biggest change Mike Jenner, senior account manager for Herkules Equipment, has witnessed.

“Automotive will be ‘hot’ until the summer of 2017,” Jenner said. “Budgets are tightening, and most customers are waiting for their 2016 budgets to start purchasing.”

And this year, “companies will be challenged to get through the 2017 slowdown. But the fragility of the Chinese market, and their decreasing quality, will drive more companies to move back from China, as well as Mexico,” Jenner said.


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Can anything rival the power of pumpkin spice?

While pumpkin spice could definitely be called a cultural phenomenon, it has also become somewhat of a seasonal joke. Buzzfeed has created multiple listicles in honor of the fall flavor, and a quick search of #pumpkinspice on social media channels will pull up literally thousands upon thousands of posts (as I type this, there are 554,761 photos on Instagram using that hashtag). Who knew that a squash and some nutmeg could cause such a ripple effect?

Pumpkin spice has become such a sensation—thanks largely to the seasonal latte featured at Starbucks—that it seems almost EVERYONE is jumping on the pumpkin spice bandwagon. At this point, many companies would have you think that anything and everything can be improved with a little pumpkin spice magic. Seriously, visit one of those Buzzfeed lists to see what I mean. Pumpkin spice flavored pumpkin seeds are a real thing.

I think we can all agree that some pumpkin spice items are clearly better than others… just like some of your potential successors will be better than others. (Ooh, a business tie-in!)

Let’s look at some examples:• Pumpkin spice coffee sounds way more delicious than

pumpkin spice water.• Pumpkin spice Oreos? OK, sure. Pumpkin spice salmon?

HARD PASS.

• Pumpkin spice marshmallows could be good (maybe on top of your pumpkin spice latte!). Pumpkin spice Pringles? Not necessary.

It may be time for us as consumers to consider which of these pumpkin spice items are actually worthy of our dollars and our hashtags. Similarly, it’s never a bad time to consider which of your employees have proven themselves to be high-potential candidates that should be placed in your leadership pipeline as part of your Succession Management Plan.

Why? Because you want to fill your key leadership positions with successful pumpkin spice lattes, not pumpkin spice water that’s going to fall flat.

P.S. By the time I finished typing this blog post, the #pumpkinspice count on Instagram was up to 554,783. And by the time you check it out, there will be even more. Good grief, Charlie Brown!

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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Sales Trends Art Sobczak

Your benefits might not be benefits Greetings!“That prospect is so dumb. We have a great product and he just

doesn’t get it.” Ever heard or said that before? That itself is dumb. It’s not his job to “get it.” It’s our job to only recommend what they perceive to be great.

Tweet this one out: A benefit is only a benefit if the listener sees it as one, at that very moment. Which means that even though your marketing department wrote out a list of benefits, your prospect might not necessarily get excited about them.

Value is a dynamic moving target that varies by individual. You are both interested and not interested in certain things today, and both of those feelings are different than they were six months ago.

The variables that affect everything are the “What?” and “Why?”What is going on in your prospect’s/customer’s world that

now makes them either interested, or at least more susceptible to be interested in what you have?

You look for these trigger events or circumstances in your research and/or Social Engineering. For example, you might find out your prospect is gearing up for a huge holiday rush and need lots of temporary staff to fill positions.

The “Why?” is why someone might be interested in your possible benefits.

For example, the fact that a line of luggage has indestructible wheels might not be a benefit for a market segment that just goes camping, doesn’t roll through airports, and doesn’t want to pay a premium price.

On the other hand, someone like me who maneuvers bags through crowds at airports, through parking lots and rental car facilities, typically with a box of workbooks, and has had numerous wheels broken off by brutal baggage handlers WOULD love the benefit.

So, to ensure that, we reverse-engineer the benefit to create the questions.

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breaking?”Getting these answers, and the process of having them answer

does a couple of things:1. You learn what indeed is of value to your prospect, since

they told you, in their own words; words that you can then use back to them when you make your recommendation. And they won’t argue with their own words.

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2. When they are answering, they are visualizing a picture of what they are talking about... either the pain they want to avoid, or future pleasure that they would get from your result.

Again, benefits are not universal. When we present what WE think is a benefit, we could be off-target and create objections. Many salespeople do.

Instead, practice these principles and you will be more persuasive, and get more people engaged, and buying

Make it your best week ever!

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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Shifting Gears Industry personnel and organization news

Clark increases manufacturing footprint in Kentucky

CLARK Material Handling Company, a global manufacturer of forklift trucks, announced an expansion of its Lexington, KY manufacturing facility which will significantly increase CLARK’s under-roof manufacturing in Lexington by more than 200 percent. Beginning in May 2016, CLARK will start production of its popular

ECX (four-wheel electric) and TMX (three-wheel electric) models in Lexington, KY, which were previously produced in San Luis Potosi, Mexico. The ECX and TMX will join the NPX, ESX, PWX and HWX models, which are currently produced in CLARK’s Lexington manufacturing facility. In conjunction with this reshoring of production to Lexington, CLARK also announced today that it has purchased an adjacent four acre parcel of land including a multipurpose building to augment its existing facilities which now total over 162,000 square feet at the

Lexington campus. This expansion at CLARK is the first phase in growing its global footprint in North America, Brazil and Europe. When the expansion is complete, by 2020, it is anticipated that CLARK’s global manufacturing capabilities will have grown 1.5 times from its current size. “The investment CLARK is making today in its Lexington manufacturing operations is a direct result of the significant increase in business opportunities which CLARK has experienced over the past two years,” said Dennis Lawrence, CLARK’s President and CEO. “The expansion of manufacturing operations in North America solidifies CLARK’s long term commitment to its dealers and customers while providing additional employment opportunities for Central Kentuckians.” www.clarkmhc.com

Handling Specialty project featured on The Amazing Race

On December 4th, many millions watched The Amazing Race contestants enter the largest water extravaganza stage show in the world today. Though there were many groups involved in the building of the City of Dreams Theatre in China, Handling Specialty played a

huge roll in the realization of its spectacular show; The House of Dancing Water. Macau is located on the western bank of the Pearl River Delta in southern Guangdong, China and lies some 60 kilometers to the west of Hong Kong. The Amazing Race took their contestants to the underwater stage show to test the teams and discover who would be moving on to the next exotic location. The purpose-built theater was designed with many breakthroughs including Handling Specialty’s 11 hydraulic stage lifts, which are used to transform the pool into a spectacular stage in less than a minute. The contestants were made-up to look like the performers in the show and asked to jump from the heights Handling Specialty’s underwater scissor lifts took them and into the circular pool below. The stage project in Macau, China was a massive undertaking for the minds of Handling Specialty’s sales, engineering and manufacturing talents. The project is maintained by Handling Specialty and has enjoyed a very lucrative first five years in operation. www.handling.com

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Type: IC CushionMake: HysterModel: S80FTYear: 2011Capacity: 8,000 lbsMast: 84/173TDetails: BCS, Side Shift, 48” Forks 4,888 hrs

Type: IC Big PneumaticMake: CaterpillarModel: DP150Year: 2006Capacity: 33,000 lbs.Mast: 163/177SDetails: diesel, Side Shift, Ind. Fork Position, 75” Forks

Type: IC Big PneumaticMake: YaleModel: GDP155VXYear: 2008Capacity: 15,500 lbs.Mast: 108/134SDetails: CM Diesel Engine, 96” Forks, 1,187 hrs

Type: IC PneumaticMake: ToyotaModel: 8FDU25Year: 2007Capacity: 5,000 lbs.Mast: 84/189TDetails: Diesel, 42” Forks Multiple Available

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Over 800 Forklifts available!WE’RE NOT BROKERS, WE OWN ALL OUR INVENTORY!

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Type: IC PneumaticMake: YaleModel: GLP050VXYear: 2012Capacity: 5,000 lbs.Mast: 86/194TDetails: MZ Engine, Side Shift, 42” Forks, 3,041 hrs

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Type: StockpickerMake: RaymondModel: 261-OPC30TTYear: 2005Capacity: 3,000 lbs.Mast: 95/204 TripleDetails: 24V Battery, 42” Forks, Pallet Clamp

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Type: IC Big CushionMake: ToyotaModel: 7FGCU70Year: 2011Capacity: 15,500 lbsMast: 118/219TDetails: LPG, 4Way, Side Shift, Fork Position, Forks

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Type: Rider ReachMake: RaymondModel: EZ-R40TTYear: 2006Capacity: 4,000 lbs.Mast: 95/211 TripleDetails: 36V Battery, Side Shift, 42” Forks

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Type: IC Big PneumaticMake: HysterModel: H155XL2Year: 1998Capacity: 15,500 lbs.Mast: 126/134SDetails: PK Diesel Engine, Side Shift, 92” Forks

Web ID: 256M 2


Shifting Gears

Yale® ESC030AD three-wheel stand recognized as Product of the Year finalist

Yale Materials Handling Corporation announces that its ESC030AD three-wheel stand has been recognized by Plant Engineering as a product of the year finalist. The competition celebrates innovation and recognizes new product designs that help improve productivity in manufacturing operations. Plant Engineering selected the Yale three-wheel stand as a finalist in

the material handling systems category for its ability to perform in extreme environments, while maximizing operator comfort and productivity. This recognition highlights the commitment Yale has to understanding customer challenges, and turning ideas into innovative solutions that help our customers grow their businesses and be more productive,” said David McNeill, Manager of Product Strategy for Yale. “We are honored to have the three-wheel stand recognized for its exceptional performance and versatility.” Extreme environments including cold storage, wash-down and food processing, can be brutal on operators and components. The ESC030AD three-wheel stand is engineered to stand up to harsh environmental conditions and strict serviceability requirements with innovative features that help improve productivity across a wide range of extreme manufacturing applications. www.yale.com

Raymond supports STEM education in 2015The Raymond

Corporation contributed to 75 nonprofit organizations in 2015, as

well as concentrated its efforts on science, technology, engineering and mathematics (STEM) education. With this focus, Raymond is using its experts and their knowledge to aid in the development of the future workforce and impact its community. In 2015, Raymond collaborated with high schools, trade schools, colleges and universities to stress the critical role STEM plays in manufacturing and the material handling industry. Through financial contributions, facility tours, mentoring, a cooperative and other programs, Raymond encouraged students to see manufacturing, engineering and related fields as viable choices for future careers. Here are a few highlights from the year: National Manufacturing Day, Southern Tier of New York Robotics Competition, Raymond co-op program, University involvement at Binghamton University, Cornell University and Rochester Institute of Technology (RIT). www.raymondcorp.com

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www.MHWmag.com


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Shifting Gears

ALAN partners with Transportation Intermediaries Association

The American Logistics Aid Network (ALAN) announces its newest partner, the Transportation

Intermediaries Association (TIA). Through this formal relationship, TIA and ALAN will work together to identify sources of transportation capacity for humanitarian relief in support of ALAN’s mission to save lives and reduce suffering for disaster survivors. The partnership is effective immediately, and ALAN is sharing information on transportation needs related to recent disasters including flooding in South Carolina and Texas. TIA voted during their fall board meeting in mid-November to formalize their relationship with ALAN. Based in Alexandria, VA, TIA is the premier organization for third-party logistics professionals doing business in North America. TIA provides resources, education, information, advocacy and connections to establish, maintain and expand ethical, profitable and growing businesses in service to their customers. www.alanaid.org

Crown Equipment and Momatt open new technology demonstration center in Mexico

Crown Equipment Corporation, supplier of material handling equipment, and Momatt, an authorized

distributor of Crown lift trucks, have expanded their presence in Mexico with the opening of a new technology demonstration center at Momatt’s Toluca facility. Joe Ritter, director of operations in Latin America, Crown Equipment, said, “The first-of-its-kind in Mexico, the technology demonstration center is designed around our customers to help them make informed purchasing decisions when it comes to the advanced equipment and technology they need to increase the productivity of their operations. The center offers them an opportunity to better understand how lift trucks and technology perform within different material handling scenarios.” The demonstration center, known as CEDEM (Centro de demostración), showcases the latest technology from Crown Equipment, including the QuickPick® Remote order picking system that uses semi-automated truck navigation technologies to reduce low-level order picking walk steps, Crown’s InfoLink® wireless operator and fleet management system, the Crown TSP 7000 Series turret stockpicker that offers faster lift speeds with a MonoLift™ mast, and the Crown C-5 Series industrial forklift capable of performing in harsh conditions that have traditionally been too tough for sustained forklift performance. www.crown.com

SAFETY YOU CAN AFFORD.When budgets run tight, don’t trust the safety of your facility to cheap, foreign-made guard rail. ValueRailTM safety guard rail is precision formed from high strength steel to protect your facility with Made in the USA quality you can trust.

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Shifting Gears

Aftermarket expert Gary Bennicoff dies at 72Industry leader Gary Walter Bennicoff

passed away on December 31, 2015. He started as a forklift technician and worked his way up to the executive level and recently celebrated his fiftieth anniversary in the material handling industry. Gary received numerous awards over these fifty years including the first Material Handling Wholesaler award in 1998 of “Aftermarket Professional of the Year”. For his

many years of service with Nissan Forklifts he captured “Nissan’s Lifetime Achievement Service Excellence Pinnacle Award”. Gary’s passion and life centered on the aftermarket and Gary was the “best there was” whenever it concerned the aftermarket.

"Gary had a way with people in life and within the industry, as can be attested by the hundreds of emails from his friends" said Wholesaler Aftermarket columnist John Walker. "Gary knew the aftermarket and his dealer friends all recognized that if Gary said he would do something, you could bank on it immediately. He will be remembered for his no nonsense demeanor and direct approach to life. Gary always lived life on his own terms, and for this he will be fondly remembered. Gary was indeed a great friend of mine, and I thank him for all the assistance he has given me during my career." Walker added.

Gary served his country proudly in the United States Navy and is a veteran who served with distinction.

Gary was an investor in Service First Material Handling in Houston and he passed on the last day of the year, at his desk, serving his customers. I feel that Gary’s life can be summed up in his companies Mission Statement: Service First Material Handling recognizes and satisfies the needs of our customers and establishes a tradition of integrity, compassion, service, and friendship. Our employees are dedicated to maintain those standards and we are proud to share in the success of our customers we call friends.

He is survived by his wife Marion Bennicoff, his sons Jeffrey Heins and wife Suzy of Allentown PA., James Heins and wife Janet of Medway MA., Gary William Bennicoff and wife Connie of Cypress, Texas, Christopher G. Bennicoff of Manvel, Texas, sisters, Ann Bennicoff Breiner of Allentown PA. and Sue Bennicoff Pedro of Atwater, California. He had three grandchildren, Jacob Heins, Jenna Heins and Lindsey Bennicoff. He had numerous nieces and a nephews, stepdaughter, Marilyn Goatley, and her daughter Mackenzie Umphry from Angleton, Texas. His passions included, auto mechanics, Nascar races, horses, dogs, boating and golf.

In lieu of flowers, the family asks that that donations be made to the Houston SPCA in memory of Gary Walter Bennicoff, c/o Memorials, 900 Portway Dr., Houston, Texas 77024.

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Shifting Gears

Dematic completes acquisition of ReddwerksDematic, a global supplier of integrated automated

technology, software and services to optimize the supply chain, announced today the completion of its acquisition of Reddwerks Corporation. The acquired company is a leading innovator of Warehouse Execution Software (WES) that provides customers with real-time decision engines to optimize material and information flow in the supply chain. Reddwerks will operate as a subsidiary of Dematic under the tradename Dematic Reddwerks, offering an enhanced software suite that provides responsive order fulfillment to Dematic and Dematic Reddwerks customers. Ulf Henriksson, Dematic President and CEO stated, “We are pleased to announce the acquisition of Reddwerks and to promote our ability to design, develop and deliver “On Demand” software solutions that will enhance automation technologies to dynamically optimize warehouse and distribution functions.” Henriksson continued, “Our expanded offering will enable customers to respond to today’s dynamic demands, providing a unique and unprecedented combination of automation and software that maximizes employee efficiency and minimizes customer investment.” www.dematic.com

Southworth International acquires European manufacturer of material handling equipment

Southworth International Group, a provider of ergonomic material handling equipment, announced that it has agreed to acquire Marco Group AB, a leading European manufacturer of similar lifting and positioning technologies in Sweden. Founded in 1935 and headquartered in Ängelholm, Sweden, Marco Group is the market leader in the manufacture of hydraulic lifting tables in Europe. “Marco’s extensive product line, strong management team and solid base of operations are a natural fit with Southworth. This transaction is strategically important for us for several reasons. First, it accelerates our presence in both European and Asian markets in which we see significant opportunities. Second, it supplements our existing product supply in China, for both domestic and international trade,” said Brian McNamara, President of Southworth International Group. “Between the strong presence in the European market and the extensive manufacturing capabilities globally, we feel that we can gain a competitive position not only overseas but domestically as well. We are thrilled to welcome Marco Group AB to the Southworth family,” McNamara concluded. www.southworthproducts.com

Organizations want team members at all levels to share a common language and process for de� ning, planning and executing projects and to deliver improved project results faster and more cost-effectively. Leading Successful Projects has been designed for project managers, project sponsors, project team leaders and project team members whether in title or function. The course goal is to provide participants with the skills to de� ne, plan and execute projects for internal and external customers. Rodney Wells will be your leader for this informative webinar. He is an NICC Business and Community Solutions trainer and certi� ed Project Management Professional. He has earned a BS in Economics from the Ohio State University, a BA in Computer Science from the University of Texas and an MBA in Business Management from the University of Iowa. With over 20 years in the � eld of project management Rod has experienced the practical application of project management over many industries. He also has over 20 collective years experience as an adjunct instructor for the University of Dubuque, Kirkwood Community College and Phoenix Online.

Material Handling Wholesaler is giving its readers a 10% discount for this webinar. For more information on the course description, group discounts and to register, go to https://ManagingProjects2016.eventbrite.com/?discount=MHW

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Classifieds

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andTIRES

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FOR SALE

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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 that’ll 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 EDA’s 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 EDA’s 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

Toyota Motor Credit Corp . 243

Wells Fargo Bank ................ 177

Banc Of Amer Lsg & Capital 100

GE Credit Corp ...................64

De Lage Landen Fin Svc .......45

GSG Financial ......................44

Nissan Motor Accept Corp ...41

Wells Fargo Eqt Fin ..............34

Farm Credit Lsg Svc Corp ....17

Clark Material Handling .......11

Merchants Capital Resources 11

Wi Lift Truck Corp ................8

U S Bank Eqt Fin ...................8

Bankfinancial ..........................8

Bank Of The West ...................8

1st National Bank ..................8

5th 3rd Bank ..........................7

1st Independence Bank ..........7

1st Eagle Bank ........................6

Century Tokyo Lsg Usa ...........6

Unified Grocers Inc. Los Angeles, Ca 84Class 3 Crown 55Class 2 Crown 24Class 1 Raymond 5

Cardinal Health Inc. Dublin, Oh 58Electric Lift Trucks - No Model Raymond 26Class 2 Crown 16Class 2 Raymond 7Class 1 Crown 5Class 3 Crown 4

Schenker Inc. Freeport, Ny 57Class 3 Jungheinrich 32Class 2 Jungheinrich 25

New Orleans Cold Storage & Whs New Orleans, La 22Class 1 Yale 22

Blue Diamond Growers Sacramento, Ca 17Class 1 Hyster 16Class 5 Hyster 1


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Your Business Eileen Schmidt

Hannibal Industries celebrates 30 years

It was a humble start in the metal fabrication business for Hannibal Industries Inc. in 1985 - just eight employees in the Los Angeles office. But now, three decades later, the company has reached into global markets, added new facilities, established an Employee Stock Ownership Plan, and describes itself as one of the largest U.S. steel pallet rack manufacturers west of the Mississippi River.

The business ships over 90,000 tons of steel annually, according to company leaders. "Hannibal has had great success over the years and we owe that success to our team," said Blanton Bartlett, company president, in a company statement released late in 2015 to mark the firm's 30th anniversary. He pledged continued growth in the years to come.

Hannibal provides carbon steel tubing to metal distributors and storage solutions in the following industries: food and beverage, home improvement, warehouse distribution, manufacturing, cold storage distribution, retail, archive storage, automotive and Third Party Logistics Providers. The company was formed after the purchase of Kaiser Steel Tubing assets in 1985. Mitsui & Company acquired part of the business two years later, and secured remaining company assets in 1999, according to Hannibal's company history.

Hannibal's storage systems division came into being in 1997, with the acquisition of Rack and Roll, Inc. and the company became employee-owned in 2008.

The growth promised by Bartlett was evident last summer, as Hannibal broke ground on a 42,000-square-foot addition to its Houston manufacturing center. The new construction, added to the existing 110,000-square-foot facility, will include a powder coating production line, environmental room and office space. Steve Rogers, Hannibal's vice president of sales, said the addition was needed to help serve the company's eastern U.S. customers.

"The company has been shipping more and more racking from Los Angeles to (the Southeast)," said Rogers, at the ground-breaking. "It was time to expand in an effort to provide our customers with a national presence."

Hannibal's anniversary year was also notable for the awarding of a patent for its TubeRack, which was designed to cut down on damage to stored goods in distribution centers due to seismic activity, and to improve worker safety. The product underwent an impact test with a wrecking ball simulating an 18,000-pound forklift traveling at 2 miles per hour, and performed as expected, bouncing back with minimal damage. The test can be viewed at https://www.youtube.com/watch?v=h-RrKcE_E2A.

TubeRack's inventor, Andrew Kirby, said he was proud of the result following the receipt of the patent in July of last year. “My first priority as an engineer is saving people's lives, and TubeRack's dual-moment frame creates a stronger, safer and more flexible system that will save the lives of people in distribution centers during seismic activity,” Kirby said, in Hannibal's statement.

Hannibal also continues to promote green and lean manufacturing practices, including the purchase of six cleaner burner diesel tractors in 2013. The company also implements a trash collection service that automatically separates recyclable items, uses energy-efficient lighting fixtures, and supports alternative means of commuting for employees. All of the measures are meant to fulfill Hannibal's environmental philosophy, posted on the company site: “We believe it is our responsibility as a company to initiate and put forth our best efforts to reduce waste and encourage environmental friendly practices for not only our employees but for the world.”

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.

Manufactures of Electrical Contacts, Contact Kits & Contactors

United Contact /Tipcon589 Middle� eld Road. Unit # 31Scarborough, Ontario. CanadaM1V 4Y6

Tel: 416-297-1770Toll Free: 877-801-9115

Email: [email protected]

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

business could be featured here.


Manufacturing facility opening early 2016

EXPANDING SOUTHSteel Pallet Racking • Houston, Texas

Hannibal South6501 Bingle RoadHouston, TX 77092 Toll Free: 866-513-1200

Ryan PeckSales Manager(801) [email protected]

Josh StricklandRegional Account Representative(817) [email protected] Booth #4747

Visit us


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

APEM introduces the AV security pushbuttonsAPEM, Inc., a global manufacturer of

high quality man-machine interface products, announces that it has launched its three new models in its AV series switches. The AV series is a wide range of vandal-resistant pushbutton switches that offers the same robustness and aesthetics you’ve come to expect from APEM. Tested and qualified for impact resistance and

sealing - IP and IK levels, these stainless steel switches withstand all types of adversity (rain, frost, UV, vandalism) while offering a modern and stylish design. For increased operator safety, APEM’s AV series includes 3 new models approved to EN 61058-1 (NF/CE standard) that can switch a 250VAC current. The EN61058-1 approval is essential in all applications linked to the operation of consumer equipment such as light fixtures and devices. The design of the AV 250V models has been specifically adapted to meet the requirements of the EN61058-1 standard, including: minimal distance between contacts and housing, adapted case length to ensure correct creepage distance, and self-extinguishing or flame retardant material with high insulating power. www.apem.com

Store harsh chemicals with confidenceNever worry about corrosion

while storing strong acids such as hydrochloric, sulfuric, or nitric acids; or bases such as sodium, potassium, or calcium hydroxide in Justrite’s new, metal-free polyethylene cabinet for corrosives. With a robust design constructed

of chemical-resistant, high density polyethylene, it protects against damaging container leaks or vapors when storing harsh chemicals. Versatile in any environment, the cabinet features a recessed kick-toe for improved ergonomics when used under a counter, or use for stand-alone storage and take advantage of top work surface. A spacious interior holds up to 36, 2.5-liter bottles and includes an adjustable shelf. Leakproof sump with a big 8.5-gal capacity features a removable sump cover for easy cleaning of spills, and serves as a bottom shelf for additional storage. For expanding storage needs, stack an additional cabinet on top without taking up additional floor space. www.justritemfg.com

Toshiba expands thermal barcode printer line with new wireless models

Toshiba America Business Solutions introduces its desktop BFV-4 thermal barcode printer series for on-demand labels in any transportation/logistics, healthcare and retail environment. The printers’ compact and top-loading, clamshell design – weighing in at less than 5 ½ pounds – facilitates sharing between departments, dedicated to a single station or any place where space is limited. Available in both thermal transfer (BFV-4T) and direct thermal (BFV-4D) formats, both printers come standard with USB and Ethernet connectivity with optional wireless 802.11 b/g and Bluetooth allowing for label printing from other locations without cables or wiring. Toshiba’s wireless configurations will be available beginning in Q1 2016. “VDC forecasts high single-digit growth for desktop printers as these take share away from industrial alternatives due to increased demand for low-to-mid volume barcode labeling in healthcare, logistics, and retail,” said Richa Gupta, senior analyst at VDC Research. “Toshiba’s competitively priced BFV-4 line is designed to address this demand while also potentially giving the company access to new accounts with its brand-agnostic approach to printer emulation.” Users will also appreciate the BFV-4T printer’s expanded ribbon capacity as the model is capable of using a high-capacity 300 meter ribbon for optimal efficiency. www.business.toshiba.com

Contact Dyna Rack for your customer’s storage needs.

800-939-3962 [email protected]

The Dealers’ Source For Portable RacksTM

• Saves valuable floor space for other use.

• Supports thousands of pounds.

• Move more material with fewer moves.

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• Nest or knock down when empty.

• Custom designs are our specialty.

Stock program available on some sizes & designs. More New Products available on www.MHWmag.com


6250 Halle Drive | Valley View, OH 44125 | Phone: 216-503-9464 | www.everbatts.com

We are also interested in

BUYING USED forklift batteries & chargers

Your BEST SOURCE for reconditioned forklift batteries & chargers

forklift batteries & chargersforklift batteries & chargers

Evergreen has a large inventory ready for immediate shipment.

Looking for a quantity of a certain model battery or hard to � nd model battery, Evergreen may be your best option to meet your needs with one phone call.

Please call 216-503-9464 or check our website www.Everbatts.com for our current inventory of batteries and chargers for immediate delivery.

Evergreen sells and rents batteries and chargers• Rental batteries to get to the end of a forklift lease• Rental batteries for seasonal needs • If you are waiting for new batteries we have short term rentals


New Products

Janam’s flagship rugged mobile computer line offers dual-OS support

Janam Technologies LLC, provider of rugged mobile computers that scan barcodes and communicate wirelessly, introduced the newest addition to its XM series of rugged mobile computers. The XM70 rugged mobile computer offers the same industry-leading form factor and rugged design of Janam’s flagship XM66 with more power than ever before. Designed to deliver maximum return on investment, the

new XM70 supports both Android™ and Microsoft® Windows® Embedded Handheld 6.5 operating systems on the same device, enabling enterprise and government customers to future-proof their technology investments and eliminate the costs associated with forced application migration and expensive hardware upgrade. In addition, backward compatibility with XM66 accessories allows customers to reuse existing peripherals and batteries while cost-effectively upgrading to the latest mobile computing platform. www.janam.com

Caster Concepts' expands effort to reduce workplace injuries with new products

Caster Concepts Inc. has announced the addition of three new products to its popular ergonomic and health and safety line of casters, wheels, rigs and tread designed to reduce the leading causes of workplace injuries. The Albion-based manufacturer recently unveiled the Swivel on Swivel Caster, which reduces the amount of force needed to turn and maneuver a cart, and to start rolling a cart when all the wheels are not parallel. The Drive Caster™ integrates an electric motor with an industrial caster to create a single unit that can be easily added to carts, racks or just about anything that rolls on casters. With a mere flip of a switch, operators can effortlessly move heavy loads without fear of injury. The Total Lock Brake locks a caster and eliminates all movement, including swiveling and wheel turning, creating a system that could render popular floor lock brakes obsolete. Each of the new Caster Concepts' products significantly reduces exertion and the risk of injuries from over-exertion such as pushing and pulling. Over-exertion is the leading cause of workplace injuries in the United States, costing businesses more than $15 billion. www.casterconcepts.com

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New Products

Pettibone’s new Speed Swing 445F designed for multiple rail tasks

Updating the innovative design of the industry’s original do-it-all rail crane, Pettibone introduces the Speed Swing 445F. Designed to be versatile for multiple railroad service applications, the 445F offers precise hydraulic engineering and ample

power to lay rails, set ties, and perform numerous other tasks. Powered by a 163-horsepower Cummins QSB4.5 Tier 4 diesel engine that offers fuel savings up to 10-percent over the previous model, the Speed Swing 445F features a Dana T20000 3-speed transmission with twist grip electric shift control that delivers exceptional torque. The machine has an impressive front load capacity of 10,000 pounds and side load capacity up to 8,000 pounds. Operators can move the Speed Swing between jobsites quickly, traveling at 25 mph on Hi-rail and 20 mph with all-terrain rubber tires. The tires – along with four-wheel drive with a rear wheel disconnect – also allow greater maneuverability off the rails to simplify most jobs. Four-wheel outboard dry disc service brakes provide sure stopping power. www.gopettibone.com

Hyster receives Product of the Year Award Hyster Company announces it has

received a 2015 Product of the Year Award from Energy Manager Today in the materials handling category. The award was earned for the company’s PSI industrial lift truck engines featuring Hyster® Variable Power Technology™. Award recipients were determined based on an appointed panel of

expert judges working in the energy management field who are dedicated to improving energy strategies across a wide range of industries. “To be chosen for this award confirms that we are at the forefront of our industry in delivering highly adaptable solutions for our end-users,” said Joe Dennison, Product Manager for Hyster. “Enhancing fuel economy and efficiency, while increasing both performance and uptime is a high priority for our customers, and we are proud to deliver them with such a quality solution in our PSI engines.” The PSI engines featuring Hyster Variable Power Technology, offer users more power combined with greater fuel efficiency. They are designed with adjustable performance modes that enable users to maximize productivity or fuel economy to fit specific application and energy needs, which allows the lift trucks to serve double-duty. www.hyster.com

New affordable forklift battery chargers from Italy

Intella Liftparts is pleased to announce the introduction of the ATIB line of forklift battery chargers. ATIB ELETTRONICA SRL is an Italian company with more than 25 years’ experience in the production of battery chargers and electronics. Since 1989 we provide solutions for charging any battery type (from Lead Acid and

GEL up to VRLA, AGM, Li-Ion etc.) focusing on Motive Power. ATIB's main products include: 50Hz conventional chargers, HF chargers, DC/DC converters and battery servicing items. In addition to manufacturing chargers and DC/DC converters under the ATIB brand name, ATIB has a great deal of experience in designing and producing private label chargers for various battery and forklift OEMs. In addition to OEM agreements, ATIB sells and markets its line of chargers to virtually every country. www.atibelettronica.it

The only name you need to know for aftermarket success.

Aftermarket Services Consulting Co., Inc. • Solely dedicated to your aftermarket opportunities

• 40+ years of experience in aftermarket development

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When you want results in your aftermarket efforts, call Aftermarket Services Consulting Co., Inc. 803-548-6707

...John is waiting to help you succeed.

Aftermarket Services Consulting Co., Inc.P.O. Box 541 • Ft. Mill, SC 29716

www.amsconco.com • [email protected] 803-548-6707

John R. Walker

Check the website to see the latest new products!

www.MHWmag.com


West Point Rack“We don’t just promise…we 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


New Products

Gabriel® introduces Guardian Struts and ReadyMounts®

Gabriel® (Ride Control, LLC), the inventor and industry leader in automotive ride control technology, announces the addition of its GuardianTM line of struts and ReadyMounts® to the existing Guardian shock family, which delivers reliable shock absorption at an excellent value. “Gabriel has developed the Guardian line as a reaction to the needs of the market, serving our customers who are budget conscious but still expect a high quality product,” said Duncan Greathead, Vice President of Sales and Marketing for Gabriel. “Our introductory coverage will include over 250 products, between struts & ReadyMounts, and will complement Gabriel’s Ultra series by delivering an affordable and high-quality product that provides a plush, comfortable ride to family vehicles under normal driving conditions.” A catalog featuring just the new Guardian struts and ReadyMounts has been released, and all of the new part numbers are loaded in the Gabriel on-line catalog. www.gabriel.com

Anderson Power Products® introduces the SBS™ Mini

Anderson Power Products® is excited to introduce the SBS™ Mini, our smallest ever DC power connector in the legendary SB® product group. Since 1953, the SB® has set a proven record of performance using the innovative flat-wiping contact technology. New features were added over time with the launches of the SBS™, SBE®, & SBX® connectors. SBS™ Mini securely holds two (2) crimp and poke contacts with sacrificial tips to enable

hot swap capabilities on DC circuits. The low resistance contacts accept 20 to 10 AWG (0.75 to 4.0 mm²) wires allowing up to 52 amps of UL rated performance per position. Rugged one-piece housings fully insulate each contact position for 600V capability. SBS™ Mini adds additional insulation to the mating interface to protect against accidental exposure to live circuits. Easy to grip housings inherit color-coded mechanical keys from the SB® connector. Each key is assigned a unique color for quick foolproof circuit identification. This is of particular importance when distinguishing series from parallel connections, or circuits operating at incompatible voltages. www.andersonpower.com

For more information on Drexel Swingmast, EX Rated Trucks & the CombiliftPlease contact John Gowland at

1-800-651-5850 or e-mail [email protected]

Provide safe, secure, material handling solutions

• One truck that does it all!• Various masts up to 360”• Operates in 4 1/2 ft. Vna aisle • Long load handling

Thomas Lift Truck

Combilift 4-Directional Sideloader C5,000 to C17,3000 C6,000GT

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Submit new products by emailing them to

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Power Steering Units Cylinders Pumps Valves Valves

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


New Products

Orlaco pushes the boundaries with CornerEyeGet an excellent

view of blind spots around trucks with the new revolutionary CornerEye camera monitor system — a unique vision system that combines the ultimate digital

technology with an effective application solution. With an advanced HD monitor and a robust camera, Orlaco is offering a vision solution that pushes the boundaries. CornerEye covers a field of vision that more than satisfies the criteria of vision classes V and VI. The system has a wide angle lens that combines with the latest technologies to deliver a field of vision of 270°. This is revolutionary in the truck industry, because this system makes every truck builder eligible for exemption from the pavement and front view mirror requirement, in accordance with mirror directive R46. CornerEye gives you a full and detailed picture of your surroundings, continuously and in real time! The HD camera shows every detail on the high-resolution HD monitor. www.orlaco.com

New super sanitary extend and retract conveyor

Multi-Conveyor recently provided a single stainless steel constructed, pneumatic controlled sanitary quick release tool-less belt conveyor for transporting temperature controlled raw meat product at a volume of more than 50,000 lbs per hour. The conveyor

has a retractable idle and drive end with a center take-up. The retractable idle end operates with a customer supplied metal detector to reject product at the infeed. The retractable drive end operates in two positions to dispense into either of two hoppers positioned at the discharge. A check weigher triggers the divert to move from one side or the other based on weight for continuous processing. While a manually adjustable belt scraper w/catch pan scrapes off excess product that does not fall into the totes. Sanitary specifications included a mill finish with electro-polish. All welds had to be continuous, free of pits, cracks and crevices. The retractable “noser” frame itself is completely removable. The controls are located in an offset sanitary enclosure. www.multi-conveyor.com

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We make engines our business, see the difference

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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

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Toll Free: 888-288-9078Fax: 314-381-5908

e-mail: [email protected] address: www.gatewayrack.com

Portable Storage RacksPortable Storage RacksDealer’s Choice

• Enhances warehouse/factory efficiency• Stacks 4-5 high, nests empty• Use air space• Full visual control for inventory and handling

To see a complete list of our inventory, visit our new online showroom at

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Combilift USA, 303 Concord Street, Greensboro, North Carolina 27406 : Tel: 1-877-COMBI-56

[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 stuffi ng/destuffi 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


Celebrating 29 Years 1986-2015

Dealers wanted — Most states AVAILABLEFull line of high quality, high efficiency EagleSmart Battery Chargers

✸ Lowest priced battery chargers in the market – Maximize your pro� ts and competitiveness

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✸ Available for all battery sizes – 12V-80V, 255Ah to 1200Ah

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✸ Full line of chargers also available to dealers including HF, IGBT and Fast Chargers

✸ Full line of battery management and � eet management systems

Ph: 866-848-5400 / 519-653-7979 • Fax: 407-302-4484 • [email protected] • www.jamco1.com

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Register to attend for FREE at modexshow.com

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March 17-20, 2014

Collocated withMODEX 2014

Need basic teardrop selective rack? Or special sizes, colors, or lead times?

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View our latest video online

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Benefi t from multiple advertising opportunities associated with MODEX 2016Ad deadlines:Supplement: February 26, 2016April issue: March 1, 2016E-newsletter: March 3, 2016

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An Employee-Owned Specialty Publications International, Inc. Magazine www.MHWmag.com April 2015 $10

Get quality training with hands-on classes from TVHU

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MHEDA’s 60th Annual Convention & Exhibitor’s Showcase

April 18-22, 2015

Advertise in the May issue because our readers will fi nd out what’s going on at the MHEDA ConventionAd deadlines:May issue: April 1, 2016

The granddaddy of Material Handling shows! Advertise in this special supplement dedicated to the CeMat show

Ad deadlines:Supplement: March 23, 2016May issue: April 1, 2016

For more details contact Alva or Dean800.638.6190 • [email protected]

Generating leads for your business


CUSTOM TRAILERSThis one-of-a-kind was just what

the customer ordered!

GENERAL PURPOSE TRAILERS

Single end fifth wheel, front automotive or all wheel steering capabilities.

Our equipment is of heavy duty, all welded steel construction capable of

withstanding the roughest punishment.

TRAIL SKIDSCan double or even triple your forklift's capacity.Plus they are

extremely maneuverable.

TANK TRAILERS Give us your specs, chances are we

built a similar unit beforeand with minor modifications,

get you what you need.

CHARGING ATTACHMENTSAll PHILLIPS Charging Attachments have

available quick disconnect hydraulic couplings bolted to the apron. Heat

resistant modifications are done to any model of forklift for your safety.

Setting the Standard in Material Handling EquipmentWe Handle It All!As World-Class Designers & Manufacturers of Material Handling Equipment, We Offer:

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www.irwincar.com

AGV TRANSPORTERSAGV Transporters are capable of fully automatic operation within your plant and are designed to meet your specifications. These high capacity AGV Transporters are equipped with a multitudeof performance and safety features.

SCRAP BUCKETSOur patented PHILLIPS Auto-Dump Bucket will increaseefficiency and reduce the cost of handling almost any loose industrial material. Our buckets are available from 1/2 - 20 cubic yards. All operations are handled by the craneman. It cannot be dumped in mid-air or dumped accidentally.

TRANSPORTERSOur heavy-duty transporters come equipped with maintenance free battery and charger, pendant control, electromechanical drive and steer with laser scan bumpers as an option. We can build to your specifications or ask about our standard models.

SPECIALTY TRAILERSSome material handling jobs are so unique that only customized specialty trailers can be used efficiently. We can design and build any size or capacity from the "ground up" the exact trailer to fit your special needs.

PHILLIPS PRODUCTSPart of the Industrial Sales Group of Irwin Car and Equipment

PHILLIPS PRODUCTSP. O. BOX 409IRWIN, PA 15642

T: 724-864-8900F: 724-864-8909Email: Dave Felt at [email protected]

15142 - Irwin MHW - April Ad.indd 1 3/2/15 3:47 PM


YOUR MATERIAL HANDLING

SOURCE DIRECTORYFor 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

▶ 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

▶ BATTERY / CHARGERS

▶ CONTAINER STORAGE ▶ Container Options

1.877.422.9797 www.xtrapowerbatteries.com

• Portable Storage Racks • All-Steel Stack Racks • Pallet Stacking Frames

800-939-DYNA (3962)www.dyna-rack.com

Over 35 years experience in manufacturing & distributing quality loading dock equipment.

PH: 800.251.3382 Fax: 931.486.0316

[email protected] www.pioneerleveler.com

▶ ELECTRICAL / ELECTRONIC CONTROLS

www.fsip.biz • 1-800-333-1194 www.fsip.biz • 1-800-333-1194

FFFFFFSSSFSFFFSFSFSFFFSF IIIPPPPPPFlight Systems Industrial ProductsFlight Systems Industrial Products

Remanufactured ControlsRemanufactured ControlsRemanufactured Controls• Partnered With Many Leading OEMs• ISO Certified For Quality Management• Serving The Industry For Over 40 Years

www.tvh.com(800) 255-4109

www.tvh.com(800) 255-4109

Helping Customers Operate Better

Barcoding solutions for warehouses, distribution centers and manufacturing. Improve productivity, increase accuracy, reduce costs, and improve service.

www.supplychainservices.com

▶ Forks

• Pallet Truck Modifications• Turret Mast Attachment• Mechanical Attachments• Special Design Request

and Much Much More...

www.superioreng.com

ATLAS INTERNATIONAL LIFT TRUCKS5050 N. River Road • Schiller Park, IL 60176(847) 678-3450 • Web: www.atlasd2d.com

119 SizesSpecials Available

Chicago & CA Stock

▶ ATTACHMENTS / ACCESSORIES

▶ AUTOMATIC IDENTIFICATION EQUIPMENT

▶ DOCK EQUIPMENT

GET THE TOTAL PICTURE Sentinel has the right convex mirror for you.

Campus Crafts 160 Murray St., Rochester, NY 14606

1-(800) 733-6780www.campuscrafts.com

▶ ALLIED PRODUCTS


▶ PARTS ▶ Cylinders–Hydraulic

▶ POWERED INDUSTRIAL TRUCKS ▶ Lift Truck Wholesalers

▶ LIFT TABLES

▶ PALLET JACKS


EZ-Lift QualityScales and Scissorlifts too

Chicago & CA Stock

www.haderind.com/Hader Industries262-641-8000

15600 W Lincoln Ave, P.O. Box 510260New Berlin, WI 53151-0260

We also carry pumps, power steering units & valves.

▶ Emissions Analyzer

▶ Manufacturer/Suppliers (New)

▶ Manufacturer/Suppliers (Rebuilt)

▶ Pallet Truck Parts

▶ Steer Assembly (Reman)

▶ Tires/Wheels

www.tvh.com(800) 255-4109

www.tvh.com(800) 255-4109

www.tvh.com(800) 255-4109

www.tvh.com(800) 255-4109

Reman Engines, Transmissions, Drive Units, Steer Axles & Differentials

800-447-3967www.charnor.com

Steer Axles800-447-3967

www.charnor.com

VULKO TREAD

AMERICAN VULKO-TREAD CORPORATIONAVT

THE BEST POLYURETHANE WHEELS AND TIRES

690 Chase Ave., Elk Grove, Illinois 60007Phone: 847-956-1300 • Fax: 847-956-1339 • 800-323-6052

Website: www.avt.us • E-mail: [email protected]


800 Trucks In StockAll Makes and Models

Chicago and California Stock

Dealer Only Quick Ship Pallet Rack www.NAWLUSA.com

Cantilever Racks • Structural Pallet RacksPortable Stacking Racks • Specialty Transport & Storage Products

866.245.3630www.westpointrack.com

▶ RACK / SHELVING

1-816-796-7676800-896-7676

Engines, Cylinder Heads, Parts

GRINDSTAFF

www.grindstaffengines.com • [email protected]

Reman Engines/Gas, LP & CNG800-447-3967

www.charnor.com

▶ ENGINES


▶ RACK / SHELVING ▶ New

▶ REPAIR SERVICES ▶ Motors (Electric)

▶ TRAINING EDUCATION / ASSOCIATION ▶ After Market

▶ STORAGE EQUIPMENT ▶ Carts



Corrugated Steel Rack DeckPunch Deck® • Solid Deck

Economical • Strong • Easy Install • Fast DeliveryPainted • Galvanized • Stainless Steel

DACSinc.

800-909-4937 dacsinc.com

...is the solution to all your Electric Lift Truck Motor needs.

New • Rebuilt • Exchange • Motors • Armatures • Parts8 Locations Coast to Coast 800-435-9346

www.warfieldelectric.com



AFTERMARKET SERVICESConsulting Co., Inc.

Experience the benefits of a full-time After MarketConsultant at a fraction of the cost.

(803) 548-6707 • Email: [email protected]

[email protected] • [email protected] • [email protected]

www.rldtrans.com

Phone: 508.991.6660

Fax: 508.991.7330

▶ Transmissions

Reman Transmissions, Drive Units, Differentials & Torque Converters

800-447-3967www.charnor.com

VULKO TREAD

AMERICAN VULKO-TREAD CORPORATIONAVT

THE BEST POLYURETHANE WHEELS AND TIRES

690 Chase Ave., Elk Grove, Illinois 60007Phone: 847-956-1300 • Fax: 847-956-1339 • 800-323-6052

Website: www.avt.us • E-mail: [email protected]

Lift Up Your Business

Industrial Tire877-235-0102

www.continental-specialty-tires.us

✸Industrial Pneumatics-Radial & Cross-Ply✸Super Elastic Resilient ✸Press-On Bands

✸Multi-Purpose Tires (MPT)

▶ SAFETY PRODUCTS▶ TRANSPORTATION / HAULING EQUIPMENT

▶ TIRES / WHEELS

www.tvh.com(800) 255-4109

GET THE TOTAL PICTURE Sentinel has the right convex mirror for you.

Campus Crafts 160 Murray St., Rochester, NY 14606

1-(800) 733-6780www.campuscrafts.com

Wholesaler offers a wide variety of advertising options to help companies get noticed.

Contact us for more information.

877.638.6190 | [email protected]


Die Handling

Custom Engineered Solutions Explosion Proof

Pegasus Elite Series

Roll/Coil HandlersReach/Straddle TrucksPallet TrucksTractorsAutomatic Guided Vehicles (AGV’s)

Die HandlersDie RacksVehicle MoversGrip/Lift TowPlatform TrucksCounterbalance TrucksRebuilds

TransportersCertified-Used Equipment Specialty TrucksExplosion Proof TrucksExplosion Proof RentalsExplosion Proof Recertification Program

Innovative Solutions for Material Handling

Pegasus Series

NEW TRUCKS. RENTALS. CERTIFIED-USED.

Call Today: 330.723.4050 or visit www.RicoEquipment.com

Call Today: 330.723.4050 or visit www.RicoEquipment.com

Innovative Solutions for Material Handling

Capacities exceeding 400,000 lbs. Leasing Available!


Advertiser’s Index

ADVANTAGE MATERIAL HANDLING, INC. . . . . . . . 15

AFTERMARKET SERVICES . . . . . . . . . . . . . . . . . . . 46

AKRO-MILS INC. . . . . . . . . . . . . . . . . . . . . . . . . . 8, 9

ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . . 25

ALLTECH ELECTRONICS, INC. . . . . . . . . . . . . . . . . 19

AMERICAN INDUSTRIAL TRANSMISSION INC . . . . 62

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . . 32

BAY EQUIPMENT CO. . . . . . . . . . . . . . . . . . . . . . . 20

CHARNOR INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . 45

COMBILIFT LTD . . . . . . . . . . . . . . . . . . . . . . . . . . . 53

CONNELL FINANCE CO. INC. . . . . . . . . . . . . . . . . 16

CONTINENTAL TIRE THE AMERICAS, LLC. . . . . . . . . 7

CT PACKAGING SYSTEMS INC . . . . . . . . . . . . . . . 24

DACS, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . INSERT

DESIGN STORAGE AND HANDLING . . . . . . . . . . . . . 2

DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 42

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

EOSLIFT USA CORPORATION. . . . . . . . . . . . . . . . . 60

EVERGREEN INDUSTRIAL BATTERIES . . . . . . . . . . . 43

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). . . . . . . . . . . . . . . . . . . . . . . . . 3, 12, INSERT

FLOW-RITE CONTROLS . . . . . . . . . . . . . . . . . . . . . 37

GATEWAY RACK CORP. . . . . . . . . . . . . . . . . . . . . 52

GEORGIA CENTER OF INNOVATION FOR LOGISTICS . . . . . . . . . . . . . . 39

GRINDSTAFF ENGINES, INC. . . . . . . . . . . . . . . . . . 50

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . . 52

HADER INDUSTRIES INC . . . . . . . . . . . . . . . . . . . . 49

HAMILTON CASTER AND MFG. . . . . . . . . . . . . INSERT

HANNIBAL INDUSTRIES, INC. . . . . . . . . . . . . . . . . 41

HERKULES EQUIPMENT CORPORATION . . . . . . . . 17

HESS AUCTIONEERS . . . . . . . . . . . . . . . . . . . . . . . 25

INDUSTRIAL POWER PRODUCTS, INC. . . . . . . . . . 22

INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . INSERT

IRON BULL MFG. LLC . . . . . . . . . . . . . . . . . . . . . . . 1

JAMCO INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 54

JH THOMAS INDUSTRIES LTD . . . . . . . . . . . . . . . . 48

JOSEPH INDUSTRIES, INC. . . . . . . . . . . . . . . . . . . . 14

KEYTROLLER, LLC . . . . . . . . . . . . . . . . . . . . . . INSERT

MATERIAL HANDLING INDUSTRY (MHI) . . . . . . . . . 4

MHCONX.COM . . . . . . . . . . . . . . . 29, 31, 33, INSERT

MOR-VALUE PARTS COMPANY . . . . . . . . . . . . . . . 44

MOTOR TECH, INC. . . . . . . . . . . . . . . . . . . . . . . . . . 5

NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . INSERT

PHILLIPS MINE & MILL, INC. (IRWIN TRANSPORTATION) . . . . . . . . . . . . . . . . 55

PIONEER DOCK EQUIPMENT . . . . . . . . . . . . . . INSERT

QUANTUM STORAGE SYSTEMS . . . . . . . . . . . . . . . 52

RHINO RUBBER, LLC . . . . . . . . . . . . . . . . . 63, INSERT

RICO EQUIPMENT . . . . . . . . . . . . . . . . . . . . . . . . . 59

SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . . . 10

SHOPPA’S MATERIAL HANDLING . . . . . . . . . . . . . 21

STARKE MATERIAL HANDLING GROUP . . . . . . INSERT

STELLANA U.S. . . . . . . . . . . . . . . . . . . . . . . . . . . . 61

SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . . 28

SUPERIOR TIRE & RUBBER CORP. . . . . . . . . . . . . . 35

THE FORKLIFT PRO . . . . . . . . . . . . . . . . . . 27, INSERT

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . . 51

TRI-BORO STORAGE PRODUCTS . . . . . . . . . . . INSERT

TVH . . . . . . . . . . . . . . . . . . . . . . . . 1, 13, 64, INSERT

UNIRAK STORAGE SYSTEMS . . . . . . . . . . . . . . INSERT

UNITED CONTACT . . . . . . . . . . . . . . . . . . . . . . . . 40

VALUE RAIL . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30

WEST POINT RACK, INC. . . . . . . . . . . . . . . 47, INSERT

WY’EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . 18

XTRA POWER BATTERIES . . . . . . . . . . . . . . . . INSERT

YODER AND FREY . . . . . . . . . . . . . . . . . . . . . . . . . 23

More advertisers & resources at www.MHWmag.com

Dealer’s ResourceS15 W20 T1645W

Toll Free: 888-264-5008

Looking for our annual clearance sale of electric pallet trucks?EOSLIFT has a large selection featured on www.MHconX.com

www.eoslift.us

Dealer’s ResourceE15 W15 W20 T1645W

Toll Free: 888-264-5008


www.eoslift.us

M25


Toll Free: 888-264-5008


www.eoslift.us


Toll Free: 888-264-5008


www.eoslift.us

M25


Toll Free: 888-264-5008


www.eoslift.us


Toll Free: 888-264-5008


www.eoslift.us

M25

Long Runs High Speed High Loads

IMIZED PERFORMANCE

PREMIUM POLYMER COMPOUND

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

“ is your Solution”

IMIZED PERFORMANCEIMIZED PERFORMANCEIMIZED PERFORMANCEIMIZED PERFORMANCEIMIZED PERFORMANCEIMIZED PERFORMANCEIMIZED PERFORMANCE

PREMIUM POLYMER COMPOUNDPREMIUM POLYMER COMPOUNDPREMIUM POLYMER COMPOUND

Load Wheels & Tires

“ is your Solution”

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.

Give Them AIT’s Quality and Your Service.

• REMAN TRANSMISSIONS

• REMAN TORQUE CONVERTERS

• TRANSMISSION REBUILD KITS

• REMAN DRIVE AXLES

• REMAN STEER AXLES

Easy to Find...Tough to Beat.

Warehouse: 234-678-7863 Toll Free: 877-744-6603Fax: 888-480-8611

Rhino Rubber Warehouse • 275-299 N. Arlington St. • Akron, OH 44306

Rhino’s New Series of Resilient Tires Tackles your Tire Needs Head OnA new line of tires designed to meet a wide variety of material handling applications:• Rhino “Wide Wall” Series – meets most material handling needs and competitively priced• Rhino “Forte” Series – Best for the toughest of applications• Rhino “K” Series – the Performance tire where high traction is needed in tough applications• Rhino “Prime Extra” – engineered where High Performance and extended tire life is needed.

The Prime Extra is the Best in Class solid industrial tire.• Rhino “SD” Series – designed with aperture system for improved traction and ride

Before making your next tire selection, visit our new website to see our entire line of tires and the benefits they offer or call us today. Take the PAIN out of your supply chain. Move it exclusively…MOVE IT ON RHINO.

Checkout our new website at www.rhinorubbertires.com

and be sure to click on the Quick Quote button.

Wide Wall Forte K Prime Extra SD



















TVH is the worldwide leading supplier of quality replacement parts and accessories for the material handling and industrial equipment industry. With our 10 distribution centers across North and South America, we are able to reach 90% of the industrial equipment population in 1 day ground service with over 7.5 million parts.

Material Handling Wholesaler February 2016

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Transcript of Material Handling Wholesaler February 2016