Material Handling Wholesaler November 2015
-
Upload
material-handling-wholesaler -
Category
Documents
-
view
219 -
download
2
description
Transcript of Material Handling Wholesaler November 2015
800-939-DYNA (3962)For additional literature and pricing information, call
www.dyna-rack.com • email: [email protected]
For additional literature and pricing information, call
www.dyna-rack.com • email: [email protected]
The Dealers’ Source For Portable Racks™
STOCK PROGRAM AVAILABLEStack and Store Your Product with Dyna Racks!
Call For Assistance In Solving Your Storage Problems!
NetworkMATERIAL HANDLING
powered by
the website that’s A BETTER WAY to buy and sell equipment
877.638.6190 www.MHconX.com
Why is it better?Real time inventory management system
MHconX.com will be promoted in print, online and e-newsletters giving you the ability to reach more potential buyers and sellers
Proven lead generation tools such as your own dedicated toll-free number, SMS texting and instant email leads
INSIDE
What’s New
CreatingOpportunities
An Employee-Owned Specialty Publications International, Inc. Magazine www.MHWmag.com November 2015 $10
There is only one North American company authorized
to sell OEM parts by the Baumann factory that has
produced every single engine powered Baumann
sideloader built since 1969. That company is Cavaion
Baumann USA.
Our easy-to-use, point and click online parts system
provides everything you need to properly support your
Baumann sideloader. Machine specific schematics,
real-time parts inventories in North America as well
as factory inventory, electrical drawings, hydraulic
diagrams and printable manuals.
You see exactly what the factory sees as we are the only
North American parts source and new machine source
affiliated with the Baumann Factory.
Authorized Baumann Sideloader PartsIF YOU OWN, OPERATE OR SUPPORT AN ENGINE POWERED BAUMANN SIDELOADER AND YOU ARE NOT BUYING YOUR PARTS
FROM CAVAION BAUMANN USA, YOU ARE WAITING TOO LONG AND PAYING TOO MUCH FOR YOUR BAUMANN PARTS.
EXCLUSIVE NORTH AMERICAN DISTRIBUTOR
For Cavaion Baumann Sideloader Inquiries: Call Domenic Niro at 855-334-2909 or 412-737-6134 [email protected]
Call Danny today at: 855-334-2909 or email him at:
[email protected] and start getting the
full support of the Baumann factory on every order!
MHWholesalerParts11.14.indd 1 11/15/12 9:56 AM
There is only one North American company authorized
to sell OEM parts by the Baumann factory that has
produced every single engine powered Baumann
sideloader built since 1969. That company is Cavaion
Baumann USA.
Our easy-to-use, point and click online parts system
provides everything you need to properly support your
Baumann sideloader. Machine specific schematics,
real-time parts inventories in North America as well
as factory inventory, electrical drawings, hydraulic
diagrams and printable manuals.
You see exactly what the factory sees as we are the only
North American parts source and new machine source
affiliated with the Baumann Factory.
Authorized Baumann Sideloader PartsIF YOU OWN, OPERATE OR SUPPORT AN ENGINE POWERED BAUMANN SIDELOADER AND YOU ARE NOT BUYING YOUR PARTS
FROM CAVAION BAUMANN USA, YOU ARE WAITING TOO LONG AND PAYING TOO MUCH FOR YOUR BAUMANN PARTS.
EXCLUSIVE NORTH AMERICAN DISTRIBUTOR
For Cavaion Baumann Sideloader Inquiries: Call Domenic Niro at 855-334-2909 or 412-737-6134 [email protected]
Call Danny today at: 855-334-2909 or email him at:
[email protected] and start getting the
full support of the Baumann factory on every order!
MHWholesalerParts11.14.indd 1 11/15/12 9:56 AM
There is only one North American company authorized
to sell OEM parts by the Baumann factory that has
produced every single engine powered Baumann
sideloader built since 1969. That company is Cavaion
Baumann USA.
Our easy-to-use, point and click online parts system
provides everything you need to properly support your
Baumann sideloader. Machine specific schematics,
real-time parts inventories in North America as well
as factory inventory, electrical drawings, hydraulic
diagrams and printable manuals.
You see exactly what the factory sees as we are the only
North American parts source and new machine source
affiliated with the Baumann Factory.
Authorized Baumann Sideloader PartsIF YOU OWN, OPERATE OR SUPPORT AN ENGINE POWERED BAUMANN SIDELOADER AND YOU ARE NOT BUYING YOUR PARTS
FROM CAVAION BAUMANN USA, YOU ARE WAITING TOO LONG AND PAYING TOO MUCH FOR YOUR BAUMANN PARTS.
EXCLUSIVE NORTH AMERICAN DISTRIBUTOR
For Cavaion Baumann Sideloader Inquiries: Call Domenic Niro at 855-334-2909 or 412-737-6134 [email protected]
Call Danny today at: 855-334-2909 or email him at:
[email protected] and start getting the
full support of the Baumann factory on every order!
MHWholesalerParts11.14.indd 1 11/15/12 9:56 AM
There is only one North American company authorized
to sell OEM parts by the Baumann factory that has
produced every single engine powered Baumann
sideloader built since 1969. That company is Cavaion
Baumann USA.
Our easy-to-use, point and click online parts system
provides everything you need to properly support your
Baumann sideloader. Machine specific schematics,
real-time parts inventories in North America as well
as factory inventory, electrical drawings, hydraulic
diagrams and printable manuals.
You see exactly what the factory sees as we are the only
North American parts source and new machine source
affiliated with the Baumann Factory.
Authorized Baumann Sideloader PartsIF YOU OWN, OPERATE OR SUPPORT AN ENGINE POWERED BAUMANN SIDELOADER AND YOU ARE NOT BUYING YOUR PARTS
FROM CAVAION BAUMANN USA, YOU ARE WAITING TOO LONG AND PAYING TOO MUCH FOR YOUR BAUMANN PARTS.
EXCLUSIVE NORTH AMERICAN DISTRIBUTOR
For Cavaion Baumann Sideloader Inquiries: Call Domenic Niro at 855-334-2909 or 412-737-6134 [email protected]
Call Danny today at: 855-334-2909 or email him at:
[email protected] and start getting the
full support of the Baumann factory on every order!
MHWholesalerParts11.14.indd 1 11/15/12 9:56 AM
There is only one North American company authorized
to sell OEM parts by the Baumann factory that has
produced every single engine powered Baumann
sideloader built since 1969. That company is Cavaion
Baumann USA.
Our easy-to-use, point and click online parts system
provides everything you need to properly support your
Baumann sideloader. Machine specific schematics,
real-time parts inventories in North America as well
as factory inventory, electrical drawings, hydraulic
diagrams and printable manuals.
You see exactly what the factory sees as we are the only
North American parts source and new machine source
affiliated with the Baumann Factory.
Authorized Baumann Sideloader PartsIF YOU OWN, OPERATE OR SUPPORT AN ENGINE POWERED BAUMANN SIDELOADER AND YOU ARE NOT BUYING YOUR PARTS
FROM CAVAION BAUMANN USA, YOU ARE WAITING TOO LONG AND PAYING TOO MUCH FOR YOUR BAUMANN PARTS.
EXCLUSIVE NORTH AMERICAN DISTRIBUTOR
For Cavaion Baumann Sideloader Inquiries: Call Domenic Niro at 855-334-2909 or 412-737-6134 [email protected]
Call Danny today at: 855-334-2909 or email him at:
[email protected] and start getting the
full support of the Baumann factory on every order!
MHWholesalerParts11.14.indd 1 11/15/12 9:56 AM
For Cavaion Baumann Sideloader Inquiries: Call 855-334-2909 or 540-735-1745 [email protected]
www.MHWmag.com November 2015 3
Cover Story4 3-D Printing:
Creating OpportunitiesMary Glindinning
Feature8 3-D printing of high importance
Columns 10 Aftermarket John Walker
How serious do you consider your aftermarket competition?
14 Bottom Line Garry Bartecki
Top line does not matter
26 Human Element Caliper Corp
Stabilize your employee investment through good leadership communication
36 Sales Trends Art Sobczak
Sales lessons from a Billy Joel and Elton John concert
38 Your Business Eileen Schmidt
Towlift celebrates 50 years
November 2015 • Vol. 36 No. 11Dean Millius General Manager/Publisher [email protected]
Alva Coffman Account Executive [email protected]
Kathy Regan Editor [email protected]
Valerie Vorwald Graphic Designer [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.
ADVERTISING CALL 877.638.6190Email: [email protected] • [email protected] Material Handling Wholesaler reserves the right to reject or cancel any advertising for any reason, at any time. Advertisements that simulate Material Handling Wholesaler editorial matter in appearance or style or that are not immediately identifiable as advertisements are not acceptable.
SUBSCRIPTIONS: Third class subscriptions are free to qualified firms. First class: $89.95 per year. Foreign First Class: $415 Surface: $310 per year. Mexico and Canada Surface $145 Airmail $175. Single copies: $10.00 each.
SUBSCRIBE ONLINE AT:www.MHWmag.com
Material Handling Wholesaler, P. O. Box 725, Dubuque, IA 52004-0725Toll-free: 877.638.6190 Phone:563.557.4495 Fax: 563.557.4499
Visit us
Member of
In the next issue ... Managing strategic
business relationships.
Industry News20 Nuts & Bolts
32 Shifting Gears
28 Industry Insights
Reader Resources30 Classified
46 Source Directory
40 New Products
50 Advertiser’s Index
MOTOR TECH, INC.
• Large Inventory
• 24 Hour Turn Around
• Competitive Price
• Same Day Shipment on Stock Motors
• Six Month or 750 Hrs Warranty
• We are now rebuilding Raymond gear boxes. Call for price and availability
Specialists In Remanufactured Lift Truck Motors & Parts
MOTOR TECH, INC.
419 Interstate Rd, Addison, Il 60101
800-253-3062 Fax 630-543-1972
Now Accepting Visa & Mastercard
$ TOP DOLLAR $
For Late Model
Motor Cores
Photo courtesy iStock Photo
4 www.MHWmag.com November 2015
A cardinal rule at newspapers is just because you can print something doesn’t mean you should. You have to choose the best use of space.
It’s the same with 3D printers: they can’t print everything, and you have to choose to use them in the ways that make the most sense. But 3D printers do have the potential to change how material handling works in the next decade.
“It’s just technology. It’s not scary. It’s good to be aware of it,” said Steve Medwin, director of systems and advanced engineering at the Raymond Corporation. At Raymond, 3D printers make scale or full-size prototypes. “It’s easy to take it to a meeting. People can handle it” and see how it might work, Medwin said. “It’s a little more complicated to actually print a 3D part that is actually part of a truck. The issues lie in the designing of a part. For a 3D printed printer to successfully print a truck part, you have to consider material properties, cost and much more. Depending on the application, it may or may not be cost
effective to print in metal. It’s not quite cost effective to do 3D printing in metal yet,” Medwin said.
The technology to 3D print has been around for 20 years, he said. Prices on hobbyist printers fell and people took note. The media paid attention, especially when astronauts used a 3D printer on the International Space Station. “It will have an impact, but I think it will be more subtle,” Medwin said. It takes time to print in 3D and the product needs finishing. “I think it’s something to watch. It’s prudent to be actively engaged in the technology today,” and it leads to consideration of how to design forklift trucks that could use 3D parts, he said.
But the prospect of eliminating a spare parts warehouse because parts can be printed in the back of a truck on their way to being delivered is far away. “It’s taken off in the last five years or so. Traditionally, additive manufacturing has been used largely as a prototype tool, but use cases are shifting more and more toward final parts. That said, it is important to note that additive
Cover Story Mary Glindinning
CreatingOpportunities
www.MHWmag.com November 2015 5
6 www.MHWmag.com November 2015
Cover Story
manufacturing is not going to replace all manufacturing,” said Zach Simkin, co-president of Senvol, which conducts analytics and consulting exclusively for the additive manufacturing industry.
It can, though, reduce time to market through prototypes that can be made in an hour or two.
Simkin has a manufacturing background, and started to see how additive manufacturing could solve supply chain problems. “I think it’s hype that lead folks to believe that you push a button” and produce what you need. “It’s not like a microwave. The technology isn’t that good yet,” and Simkin does not foresee that being the case in the near term.
Just because a part can be produced using additive manufacturing doesn’t mean it should be. A cost-benefit analysis must determine which manufacturing method is most cost effective.
The Senvol Database has 1,000 industrial additive manufacturing machine and material entries. It helps people trying to understand the landscape, or helps engineers look for a machine or material for a specific application.
“3D printing has the potential to change both the timing and location of the manufacture of selected products. The manufacturing and distribution model would move to become not only just-in-time, but also at-the-point-of-use. We could see a dramatic reduction of inventory in high-value, unpredictable-demand 3D-printable products,” said Yves Leclerc, managing director at business and technology consulting firm West Monroe Partners, and Aaron Bresinger, experienced consultant.
But they don’t envision delivery trucks with 3D printers on board, creating the item ordered on the way to delivering
it. “3D printing is a delicate, high-precision manufacturing technique. Temperature control and stability of the platform on which to print each layer of ink are two typical requirements. The environment of a delivery truck is not conducive to that type of production. I just don’t see any cost-benefit at this time to developing the sort of delivery trucks that could make this a viable option.”
“The greatest potential of 3D printing lies in the evolution of new inking materials and the ability of the printer to lay multiple inks when and where needed for a given product. Delivery trucks are not an optimal production environment unless one is able to maintain all of the necessary inks on-board and with the necessary environmental controls.
“Legal considerations may also play a factor here. Copyright protection is an unresolved issue. Also, we have to consider the need for quality control. There may be stringent controls on where 3D printing can occur,” Leclerc and Bresinger said. That said, the role of warehouses may change.
“Many production facilities and warehouses would relocate closer to the point of use. Warehouses could become smaller,” they said. “We could also see a change in the purpose of warehouses. Normal warehouses have overstock and picking. In a 3D printing world, future warehouses will not have a need to overstock, replenishment will become minimal, and picking will be limited from workers. Long-distance trucking may be reduced.”
3D printing could change the raw material used to build some products, and reduce the number of components needed to build a product. “In the US, new domestic-lab-produced 3D inks could replace many raw materials that are sourced offshore.
908-673-3700 ext.317 Fax: 908-673-3800 [email protected]
FORKLIFTS FOR SALE
Connell Equipment Leasing Company200 Connell Drive, Berkeley Heights, NJ 07922
A Division of Connell Finance Company, Inc.
Visit Our NEW Website To See All Of
Our Inventory:
www. UsedForkTrucks
.com
2009 LINDE H35D5,500 lb. cap, 90”/131” FFL diesel, rotator, 48” forks
2006 HYSTER H360D36,000 lb. cap, 144”/147” diesel, SS/FP, 48” forks
2011 CATERPILLAR DP70E14,000 lb. cap, 132”/179” std.
dual pneu, SS, 48” forks
2011 CAT PD 12000D12,000 lb. cap, 98”/201”
diesel, lumber forks
2010 TOYOTA 7FGU358,000 lb. cap, 90”/129”
LPG, SS, 36” forks
2009 TOYOTA 7FDKU409,000 lb. cap, 82”/120” std.
diesel, FP, 42” forks
2011 MITSI FGC33N6,500 lb. cap, 87”/185” tsu
LPG, 48” forks
2008 TAYLOR THC40040,000 lb. cap, 109”/99”
diesel, 66” coil ram
2012 HYSTER S155FT15,000 lb. cap, 85”/95”
diesel, 48” forks
2007 HYSTER H90FT9,000 lb. cap, 85”/116” diesel, SS/FP, 46 forks
2012 TOYOTA 8FDU326,500 lb. cap, 85”/131” diesel, FP, 48” forks
2010 HOIST FKS1122,000 lb. cap, 98”/99” mast
SS/FP, 56” forks
2010 YALE GDP12012,000 lb. cap, 107”/150”
diesel, SS, 46” forks
2010 YALE GLPO60VX6,000 lb. cap, 91”/130”
LPG, SS, 48” forks
www.MHWmag.com November 2015 7
Cover Story
We could see a significant move from global production to worldwide domestic production,” they said. And it could increase customization.
“Customization would occur immediately prior to the load of the product design into the 3D printer(s). This could occur with each individual product, or could be done as needed in one-off scenarios,” they said. “If viable, mass customization benefits will include improvement in holding costs, working capital and space utilization. For expensive printable products with a customer base that desires customization, 3D printing would alleviate the need to carry the same “safety stock” as today. The ability to customize at the point of build will enable a decrease in inventory.
“3D printing breaks down the barriers between design and build. Customizable computer-aided design (CAD) programs generate the design for each product, which is then loaded into the 3D printer(s). The design then tells the printer exactly how to print the product, a purely digital process. The buyer will have more opportunity to customize the product to suit individual tastes or needs, since the cost to do so will be lower with 3D printing. This will be especially true for products that are built by the buyer using a local (at home or business) 3D printer.”
Here is their best advice for companies: “It is too early to make any significant changes. At this time, we advise the industry to: monitor the progress of 3D printing in technology-savvy industries (bio-tech, aviation and defense); identify products (e.g., after-market automotive spare parts) that best fit the optimal 3D printing product profile (high-value, random-demand); participate in R&D activities that involve new inking materials (This will provide expertise in special handling and storage that could be required for these materials.); and gain legal expertise in intellectual property and other issues relevant to the use and distribution of 3D printing materials and products.”
At the Matter Creative Center in Dubuque, Iowa, people use 3D printers at summer camp and workshops. “It’s not a manufacturing tool for us,” but a way to create, said Jordan DeGree, executive director. Just as a dot matrix printer puts a layer of ink on paper, a 3D printer lays one layer, but then a second, third, fourth and so on. Instead of ink, it uses filament. “Anything you can design” can be printed, DeGree said. It can take a long time to make a large quantity, but prototypes can be produced rapidly.
While the first filaments were plastic, now some can conduct electricity and glow in the dark. More options are emerging. As with any technology, the price of 3D printers will keep dropping. Right now, desktop 3D printers cost a few hundred dollars, although commercial models cost more.
The day could come when most households have a 3D printer, just as most homes have a dot matrix printer. But that could be years away, and it will need to be more user friendly.
“A 3D printer is never going to be able to produce everything. I would imagine it would be hard to print wood products,” DeGree said.
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.
When trying to determine whether a particular part can be cost-effectively manufactured by AM, it is critical to analyze the entire supply chain. Initially, the supply chain should be examined from a qualitative standpoint.
Courtesy of Senvol, below are the seven supply chain scenarios that tend to lend themselves well to AM. If a part falls into one or more of these scenarios, it may be cost-effective to produce via AM and is a candidate for further evaluation. If a part does not fall into any of these scenarios, the part almost certainly will not be cost-effective for AM, given the current state of AM technology.
Scenario Scenario Description
Expensive to Manufacture
Do you have parts that are high cost because they have complex geometries, high fixed costs) e.g. tooling), or are produced in low volumes? AM may be more cost-efficient.
Long lead times Does it take too long to obtain certain parts? Are your downtime costs extremely high? Do you want to increase speed-to-market? Through AM, you can often get parts more quickly.
High inventory costs
Do you overstock or understock? Do you struggle with long-tail or obsolete parts? AM can allow for on-demand production, thus reducing the need for inventory.
Sole-sourced from suppliers
Are any of your critical parts sole-sourced? This poses a supply chain risk. By qualifying a part for AM, you will no longer be completely reliant on your current supplier.
Remote locations
Do you operate in remote locations where it is difficult, time consuming or expensive to ship parts to? AM may allow you to manufacture certain parts on-site.
High import/ export costs
Do you pay substantial import/export costs on parts simply because of the location of your business unit and/or your supplier? On-site production via AM can eliminate these costs.
Improved functionality
AM can enable a part to be redesigned such that its performance is improved beyond what was previously possible.
Courtesy of Senvol, LLC
8 www.MHWmag.com November 2015
3-D printing of high importance
Feature
Additive manufacturing (AM) is opening up new business opportunities by freeing design from the restrictions of traditional manufacturing processes, enabling customization, and speeding up product time-to-market. Together, VTT Technical Research Centre of Finland Ltd and Nurmi Cylinders Oy have developed a cost-efficient, 3D-printed, reliable hydraulic valve block that is 66% lighter than the original part. 3D printing, also called additive manufacturing or AM technology, enables the production of objects of nearly any shape without the limitations associated with traditional manufacturing methods. Combined with advanced design and optimization techniques, the potential cost-savings of AM extends to the design phase where simulation can reduce the number of necessary design iterations. This technology also enables small, one-off production runs, which remove the additional costs typically associated with customization.
A new hydraulic valve block has been optimized to take full advantage of the benefits of 3D printing. The result is a product that is 66% smaller than the original design – leading to savings in weight, space and material. The valve block, which is used to control hydraulic cylinders that move under loads applied via the hydraulic fluid, can be found in cranes for example. Traditionally, the internal channels of the valve block are created with straight, circular drillings in a solid block of material. Additionally, several auxiliary drillings are needed, which are plugged and create the
potential for leakages. With AM, the internal channels of the valve block can be optimized to optimize flow and save space, while the potential for leakage is removed because auxiliary drillings are no longer necessary.
“Using a laser for metal 3D printing is fairly new in Finland. Metal powder is spread one layer at a time and laser-melted at the desired areas. Unique, new materials are under development which will lead to new features and designs not yet commercially available. We have analyzed the manufacturing costs and identified cost savings. In the future, this technique will give free hands for a designer, because manufacturing is not limiting geometries anymore,” says Senior Scientist Petri Laakso of VTT.
Together with the private sector, VTT engaged in a two-year project in November 2014 aiming to create new business within Finland with the use of AM technology. The overall project consists of the companies’ own projects and a research project by VTT, in which the companies are also participating. Tekes, the participating companies and VTT are providing the budgeted funding of three million euros. The project is part of VTT’s For Industry spearhead program and its SME project startups. www.vtt.fi
FIREBAFFLES
SOLIDRACKDECK
MEZZANINE DECK
punchdeck.com | firebaffles.com fluekeeper.com | dacsinc.com
DACSM A T E R I A L H A N D L I N G
inc.
PROVEN SOLUTIONS
ONE SOURCE
800-909-4937
Punch Deck® and Punch Deck® Plus- Installed and Trusted Worldwide -
Combines a smooth storage surface withrack shelf porosity - Both FM Approved
Fluekeeper® and Fluekeeper® HD- Maintains 3” of Flue Space -
A simple, cost effective way to keep storedmaterial out of required rack
transverse flue spaces
Solid Corrugated Steel Deck Products- Fire Baffles, Rack Deck & Mezzanine Deck -
& FLUEKEEPER® HDKEEPS FLUE SPACES OPEN
& PUNCH DECK® PLUSOPEN AREA RACK DECK
SEE US AT MODEX 2016 | BOOTH 3947
www.MHWmag.com November 2015 9
10 www.MHWmag.com November 2015
Aftermarket John R. Walker
How serious do you consider your aftermarket competition?
For years I have asked hundreds of equipment dealers, their department managers and many times individuals involved with the parts, service and rental departments this question: If your customers asked: “How will I be better off if I buy from your dealership rather than from your competition?” We further asked whether or not the dealership could be absolutely certain that everyone in the dealership would answer the question in the exact same manner?
The follow-up question to the original comment for this article is: How much do we actually know and truly understand about our aftermarket competition?
Over the years I have told thousands in the equipment business that everyone within the dealership must recognize that every customer who buys equipment from the dealership has a CHOICE. This choice occurs when it comes to where your customer will go for their parts, service and rentals or for the product support requirements they will be faced with over the years of maintaining their equipment. That is a basic which all successful world-class equipment dealers totally understand.
One of the frustrating points of view that constantly plays out in the equipment industry is how little time aftermarket managers spend in the field with customers to determine the strengths and weakness of their aftermarket competition. Too many aftermarket managers get tied down in their comfort zone, either behind the
counter or out in the shop turning wrenches. There is a tendency to forget that marketing/selling parts and service is absolutely no different than marketing/selling complete goods. You need to know what your product support competition is doing in your market, how they are doing it and most importantly, why they are successful. Please understand that your competition is not necessarily the dealer selling a like piece of equipment. It could be a local independent, a specialty shop, an independent parts warehouse, etc. What are their strong points and where are they vulnerable? How can your dealership compete? What are the facts and what are the assumptions?
A professional sales person would never consider entering the market place without a thorough knowledge and understanding of their competition. Should it be anything less for the professional parts manager, service manager or aftermarket service sales representative?
Your customers all have a choice, a choice as to where they purchase their parts and the service to keep their equipment operating. In the aftermarket if you do not know and understand the facts surrounding your competition you will never be in a position to sell the customer on the features, advantages and benefits of doing business with your dealership.
In the aftermarket, perception is everything! If your customers believe your labor rate is high in comparison to the
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
www.MHWmag.com November 2015 11
When it comes to remanufactured engines and parts, sometimes what you don’t see is just as important as what you do. At EPS, we’re absolutely committed to delivering the best quality reman engines and parts available anywhere. At the same time, we also want to make it easy for you to get what you need as quickly as possible, so you can get back to work. That’s why we provide so many “extras” that are all part of the deal when you do business with us.
More than 500 remanufactured engines in stock, ready to ship.
A wide array of reman parts, pumps and injectors, and overhaul kits.
More than 35 years in business – one of the industry’s oldest, largest and most reliable suppliers. Call us for expert advice!
Call 1-800-374-7522 enginepowersource.comCores Wanted
There’s More To An EPS Reman Engine Than Meets The Eye.
With EPS, you get the complete package.
Most major brands of remanufactured engines in stock including CAT, Chrysler, Continental, Cummins (B & C series), Deutz, Ford, GM, Hercules, Kubota, Mazda, Mitsubishi, Nissan, Perkins, Toyota, Waukesha and Yanmar. Factory-authorized remanufacturer for Bosch, Delphi, Denso, Stanadyne and Zexel fuel systems.
One year warranty that
we stand behind
Solid reputation in the industry for quality
and integrity
Convenient, round trip freight, including prepaid, discounted outbound and
return shipping
Large inventory of engines in stock
ready to ship
Knowledgeable application
experts who can help you
Outstanding quality control – we do
everything in-house
12 www.MHWmag.com November 2015
Aftermarket
independent, then that perception will continue until you, by stating the facts, convince your customers otherwise.
Value-added is as important to the marketing of your aftermarket as it is to complete goods. You don’t necessarily have to match your competitions parts pricing or the competitions’ labor rates. However, you must be sure that for your additional price the customer is getting something in addition to what they receive from your competition.
It is a known fact that as an OEM dealer your customer’s perception is that your operation is high priced. To overcome this perception you will need to sell your dealership’s uniqueness, as far as the aftermarket is concerned. For example: If your dealership’s parts warranty is 30, 60, 90 or even 180 days versus your competition’s non-existence parts warranty, then you have a value added situation. If your service warranty is guaranteed and your competitions is not you have a value-added service. Following is a listing of some value-added parts and service items that have become so basic that many times you neglect to mention them to your customers to make a big issue of certain items you cover that your competition does not.
Value-added factors found in your service department: Guaranteed work, quality service, genuine or alternative sourcing of parts, factory trained technicians, orderly and well equipped shop, proper tools for working on customer equipment, budgeted maintenance costs, ability to service a broad base of equipment, experienced and helpful personnel.
Value-added factors found in your parts department: One stop shopping, competitive parts pricing, financing, overnight delivery of emergency parts, convenient dealership
hours, parts for all makes, experienced and involved personnel, significant parts in inventory, highest quality exchange and re-built components.
These are basic items that add value to your dealership, your product support departments and certainly to the customer. Check your competition out as to their ability to provide these services. Then develop your own customer prospective and department sales presentation. However, before you do, make sure you do your own research and development. Check out, not only your customers but your competition. Find out exactly what your customers are looking for and only then be positioned to sell your dealership’s added-value. It will most certainly pay off in additional sales for your parts and service departments.
Ask and answer these questions concerning your aftermarket competition:1. What is the competition’s true pricing structure. In parts, all
too often when we hear that the customer receives a discount from the competition, we back away from the sale. We need to determine immediately what the customer actually paid for the part and in what quantities did he have to buy to receive the discount? Many times you will be surprised to find that your actual price is lower than the discounted price.
In service, you may learn that your labor rate is double that of your competition. Hard to explain, unless your market research discovers that your competition requires three hours to do a job that only requires one hour in your shop or, that the independent bills for two people working on the job.
2. What is your competition’s overall marketing philosophy? Customers are concerned with availability of parts. Competitors in parts marketing are basically interested in fast, high turn parts. Your dealership is in a position to supply all of the parts for the equipment you sell, you are the one-stop, single source supplier for your customers.
In service, we have seldom met a dealer who did not guarantee his shop’s work. So why not market this guarantee? You might well find in your market research that your competition does not offer the same guarantee.
3. What is the quality of your competition’s parts and service? It is imperative that you develop a marketing strategy devoted to backing up your dealership’s and your manufacturer’s sale of quality aftermarket services. Overemphasize your quality parts and service at every opportunity, don’t let it be only a perspective, make it a fact of life at your dealership!
4. What is the integrity and reputation of your dealership versus your competition? Sometimes we find talking about our reputation and integrity so basic that we neglect to develop a marketing strategy around these important factors that make our dealership and our aftermarket services so outstanding in the eyes of our customers. As an example, the following dealer comment: “When you buy from our dealership, you don’t just buy the sales department, you buy the whole dealership!”
Marketing your integrity and reputation begins with the development of a Mission Statement and/or A Statement of Purpose. A document memorized by employees and made visible to all your customers.
ECOTEC Ltd. LLC150 Marybill Dr. • Troy, OH 45373
P: 937.606.2793 • F: 937.606.2026www.ecotecbatcharger.com
The Ecopoint charger from Ecotec is a full featured industrial battery charger available in 2 models for 8 hr. and 10 hr. recharge. The standard ECO-250 control offers data management normally found only in much more expensive chargers.
For pallet jacks, consider the fully automatic STC taper charger. Plugs into any 120V outlet for convenience and portability.
For the ultimate in ef� ciency and � exibility, consider the Access high frequency charger. Models are available for both conventional and opportunity charging.
www.MHWmag.com November 2015 13
Aftermarket
Your dealership’s integrity and reputation is developed by informing the customer about some very basic facts: How long your dealership has been in business. Representing a manufacturer or manufacturers who have been in business for so many years. A dealership with sales of so many millions of dollars. A dealership selling to some of the finest companies or consumers in the area (references.) A dealership with so many dollars in shelf inventory and overnight delivery from your suppliers. You are a one stop shopping center for parts. A parts department staffed by experienced, friendly, cooperative and involved individuals. A competitive parts department established to service the needs of the customer. A service department offering guaranteed work and quality service, staffed by professional, experienced and involved individuals, with over 50 combined years of experience. Factory-trained, experienced technicians. An orderly and well equipped shop, with tools designed for doing the job right, the first time and on time! A shop with the ability to service a broad base of equipment. Fully equipped road service trucks and trucks for transporting the customer’s equipment.
Look at what your dealership has to offer your customers and develop a marketing strategy to sell the advantages of using your aftermarket services versus using the competition.
When is the best opportunity to market your aftermarket? We believe it is part of the entire selling process and should happen immediately after or even during the sale of the equipment. We encourage the equipment salesperson to bring in and allow the customer to meet the parts, service and aftermarket service rep as part of the selling process. Sell your entire dealership at the time of the sale and you will keep your customer from considering those others in the competitive market place.
The dealer who provides superior product support services to their customers will in turn receive more for their products!
If you are interested in developing this sales culture even further within your dealership email us at [email protected], and ask us to email you our manual entitled “Back-ground for Developing Value Added Selling.” You will be invoiced for this document a total of $14.99 and payment will be made when you have determined you are satisfied with your purchase . . . look for this manual to: 1) increase your product support sales, 2) increase your product support profitability and, 3) to greatly improve your customer satisfaction, while last but not least, 4) reducing the customer’s ailment called Buyer’s Remorse.
John R. Walker is president of Aftermarket Services Consulting Co. Inc. E-mail [email protected] to contact John.
Good question.
What’s the di� erence?
800-255-4109 • tvh.com
$700 FOR 28 DAYSFor $700 a material handling equipment dealer can rent a 36’ long 20,000 lb.
capacity aluminum yard ramp. Provide a much needed service to your customers. Ramps in stock for immediate delivery.
We Buy Used Dock Levelers Trades
Considered
Bay Equipment Co., Holland, Mich., 616-392-1811 or fax 616-392-6238www.bayequipmentco.com • [email protected]
14 www.MHWmag.com November 2015
Bottom Line Garry Bartecki
Top line does not matter
I recently produced a webinar for Infor (dealer and rental software provider) where we reviewed the status of the rental markets and what the ARA crystal ball was showing for the growth of rental through 2019.
The growth numbers are pretty impressive, but if dealers in the equipment rental business think they are just going to sit back and ride the wave I would suggest that program will not work. Rental is truly a growth industry but when you take into account all the new players going into the rental business, the growth factor could provide a much more competitive environment, one that will destroy any company just trying to ride the rental growth wave.
Some of the visual materials we used for the webinar were supplied by Joe Box and Key Bank. Joe covers the rental industry and always provides current reliable data describing the rental markets as well as the public rental companies. You can ask Joe to put you on his mailing list to receive the Key Bank commentary which covers both industrial and construction markets. [email protected].
One thing Key Bank does is compare their company portfolio to the specific industry economic cycle associated with that industry, and it was interesting to note that they felt the public rental companies are at the top of their game and about to start the next downward cycle. Where do you feel your company
sits in its own cycle? Probably worth some conversation at the next management meeting you convene.
My review of the EDA data in the October issue of MHW didn’t reflect anything to write home about. Kind of flat and based on what you keep hearing, the manufacturing index appears it will remain so for a while. Which is why I titled this column The Top line does not matter…..because in your business that is absolutely true. It is the gross margin line and percentage, the sales mix, the operating profit line, all of which mean more when measuring the performance of a material handling dealer. Get the sales mix wrong and the top line will really not matter.
Can we improve the top line profitably? Sure you can because it makes a lot of sense right now to continue to consolidate the industry. Money is available, interest rates low (free money), dealers looking to sell. Add in a continuation of Bonus Depreciation through 2016 (on the table) and you could conservatively increase the top line and at the same time reduce fixed costs as a percentage of the new combined sales, keep the tax bite to a minimum and generate adequate ROI’s from your investment. With all the latest technology I think it is safe to say that larger business units are more efficient to operate in this type of business.
Speaking of consolidation how did you like last month’s column? I found it quite interesting and it kind of supports that the life cycle of most business units is limited, especially those owned privately.
I guess my point about the top line is that it will be tougher to move the top line through your normal business process, and if it is more cash flow you are after you will have to do more with aftermarket products and services (John Walker tells you how), and at the same time look for acquisition candidates that will move both the top line as well as your overall returns.
On the other hand, if you are a potential “seller” it may be a good time while the funding is still available to take some bucks off the table. There are many ways to skin a cat and at the same time lower your stress factor. I do have to warn “sellers” however, that your tax position is what needs to be planned for before you do anything.
One other thing I want you to consider and that is how you would plan out your business affairs if we run into a deflationary period. In many areas of the economy it is already in the works. How would you deal with this type of situation? Most people never had to before. We are usually paying off debts with cheaper dollars…..but what if we are paying off debts with more valuable dollars. And how do these economics work in terms of payroll and other operating expenses. Top line decreases across the entire sales mix ... Interesting to say the least.
Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail [email protected] to contact Garry.
We Will Solve Your Mobility Problems
WH514
Material Handling Solutions
NUTTINGOrder Picking Platforms
are used in conjunction with electric order pickers to increase productivity and safety.
All models include safety features: forkguides with stirrups,hardwood clamp block and flush interface between platform and
electric order picker.
Models built to suit specific applications. Available in any sizeor capacity. Choose from steel, aluminum or wood deck.
Contact NUTTING today for a creativesolution to your unique material
handling needs.
800-533-0337450 Pheasant Ridge Drive
Watertown, SD 57201
www.accomhs.com
More Bottom Line articles available on www.MHWmag.com
www.MHWmag.com November 2015 15
To learn more about what makes a MHEDA MVP an
excellent choice, visit www.mheda.org/MVP
Your Search for Material Handling Equipment Distributors Just Got Easier
Your Search for Material Handling Equipment Distributors Just Got EasierLooking for an award winning distributor with a documented commitment to business excellence? Look for the MVP logo. The Material Handling Equipment Distributors Association, MHEDA, has awarded the following distributors the 2015 MVP, Most Valuable Partner Award. This award is earned by companies with outstanding working relationships with customers, suppliers and employees. Feel confident in your decision by choosing a MVP award winner.
AHS, LLC Cincinnati, OH
AK Material Handling Systems Maple Grove, MN
All Lift Service Company Willoughby, OH
American Warehouse Systems Blaine, MN
Associated Addison, IL
Bode Equipment Co. Londonderry, NH
Bublitz Material Handling Kansas City, MO
Cardinal Carryor, Inc. Louisville, KY
Carolina Material Handling Services Columbia, SC
CE-DFW Warehouse Solutions Grapevine, TX
Conveyor Solutions Inc. Schaumburg, IL
Eastern Lift Truck Co., Inc. Maple Shade, NJ
Elite Supply Chain Solutions Hudson, OH
Fallsway Equipment Co Akron, OH
FMH Material Hdlg SolutionsDenver, CO
Gregory Poole Equipment Co. Raleigh, NC
Hodge Material Handling Dubuque, IA
Liftech Equipment Companies E. Syracuse, NY
LiftOne Charlotte, NC
Mathand, Inc. Woodstock, GA Maybury Material Handling E. Longmeadow, MA
Morrison Ind Equipment Co Grand Rapids, MI
National Lift Truck, Inc. Franklin Park, IL
NMC Material Handling Omaha, NE
Papé Material Handling Eugene, OR
PeakLogix Midlothian, VA
R.H. Brown Co. Seattle, WA
Riekes Equipment Co. Omaha, NE
Southern Acquisitions Farmers Branch, TX
Springer Equipment Co. Inc. Birmingham, AL
Sunbelt Industrial Trucks Dallas, TX
Warehouse1 Kansas City, MO
Wisconsin Lift Truck Corp. Brookfield, WI
WW Cannon Dallas, TX
2015
16 www.MHWmag.com November 2015
View these pieces of equipment & more on
www.MHconX.comText the Web ID to 27414 for more equipment details.
The BETTER WAY to buy & sell equipment!
More photos available
Text the Web ID to
274142007 Caterpillar SF2200 STK# 14530X (877) 725-4461 Pineville NC
08ZA 4
1999 Yale GLP040AF STK# 16858X (877) 725-4461 Pineville NC
0ISK 1
2007 Caterpillar TL1255 STK# 55070 (800) 708-9765 Coraopolis PA
0JDZ 1
2006 Caterpillar DP150 STK# 15801X (877) 725-4461 Pineville NC
0QSS 1
2002 Raymond DSS30 STK# 16710X (877) 725-4461 Pineville NC
18CB 1
2011 VOGELE SUPER 1800-2 STK# RRMP0003 (864) 295-7800 Greenville SC
18O5 1
2014 Broderson IC80-3J STK# CHI1551 (864) 295-7800 Greenville SC
1DPI 1
2014 Grove RT540E STK# CHR3505 (864) 295-7800 Greenville SC
1GCX 1
2010 Linde C4531TL5 STK# FRS0040 (864) 295-7800 Greenville SC
1XFQ 1
2013 JLG 2646ES STK# MLS6224 (864) 295-7800 Greenville SC
23B8 1
2007 Hubtex DQ 45-G-3050 STK# FL102DQ45U490 (979) 431-5654 Bryan TX
28PX 1
2014 Tailift FG50P STK# FG50N430 (979) 431-5654 Bryan TX
2FW4 1
2008 Jungheinrich EFG430 STK# 53348 (800) 708-9765 Coraopolis PA
2J0I 3
2008 Clark CMP70D STK# CMPU480 (979) 431-5654 Bryan TX
2MZU 1
2015 Karcher KM105/110 R bp STK# 310N276 (979) 431-5654 Bryan TX
2ZZR 1
www.MHWmag.com November 2015 17
THE FORKLIFT PROWORLDWIDE WHOLESALER OF QUALITY LIFT TRUCKS
THEFORKLIFTPRO.COM9801 INDUSTRIAL DRIVE • PINEVILLE, NC 28134
877.725.4461¡SE HABLA ESPAÑOL!
Text WEB ID to 27414 More photos available
Type: Rough TerrainMake: Omega LiftModel: 4415T-16RSYear: 2004Capacity: 16,000 lbsMast: 138/180SDetails: FP, 120” Forks, Full Cab, A/C, 4WD, 4WS
Web ID: 5RKI 5
Type: IC Big CushionsMake: RoyalModel: T300CSYear: 1998Capacity: 30,000 Mast: 118/143 StandardDetails: LPG, 4Way, S-S FP,96” Forks
Type: IC Big PneumaticsMake: CatModel: DP150Year: 2006Capacity: 33,000 lbsMast: 163/177SDetails: Diesel, 5 Way, S-S, Ind. FP, 75”Forks, 2 New Drive Tires
Type: IC Big PneumaticsMake: TaylorModel: THD280MYear: 2000Capacity: 28,000Mast: 159/180 standardDetails: Diesel, Cab, 5way, S-S PF, 96” Forks
Type: Electric Pallet JackMake: RaymondModel: 112TM-FRE60LYear: 2005Capacity: 6,000 lbsMast: NADetails: 27” x 48” Forks
Web ID: SLV4 1
Web ID: MVU6 1
Web ID: MVU5 1Web ID: 0QSS 5
Over 800 Forklifts available!WE’RE NOT BROKERS, WE OWN ALL OUR INVENTORY!
Over 500 Forklifts available!WE’RE NOT BROKERS, WE OWN ALL OUR INVENTORY!
Type: IC CushionMake: HysterModel: S50FTYear: 2005Capacity: 5,000 lbsMast: 94/218TDetails: LPG, S-S, Forks
Web ID: 1CYL 1
Type: Aerial LiftsMake: JLGModel: 600AJYear: 2003Platform 60’Details: 4WD, Articulating/Jib, Deutz Diesel
Web ID: 0E64 1
Type: IC Big CushionMake: ToyotaModel: 7FGCU70Year: 2011Capacity: 15,500 lbsMast: 118/219TDetails: LPG, 4Way, S-S, F-P, Forks
Web ID: 1AKI 1
Type: IC Big CushionMake: RicoModel: PG-350Year: 2011Capacity: 35,000 lbs.Mast: 133/144SDetails: LPG, F-P, 60” Forks
Web ID: ND5C 1
Type: IC Big PneumaticsMake: TaylorModel: THD280MYear: 2001Capacity: 28,000 lbsMast: 159/180SDetails: Diesel, Cab, 4Way, S-S, F-P, 96” Forks
Web ID: 16D5 1
18 www.MHWmag.com November 2015
Standard R ModelSingle Phase Industrial Charger
Width 14.30”
Depth 14.68”
Height 14.06”
Overall height with mounting bracket
17.06”
Standard G ModelThree Phase Industrial Charger
Width 30”
Depth 30”
Height 20”
Overall height with mounting bracket
23”
Standard D ModelSingle Phase Industrial Charger
Width 20”
Depth 20”
Height 20”
Overall height with mounting bracket
23”
6700 Exchange Dr.Mans� eld, Texas 76063Metro: 817-477-2703Toll Free: 877-882-6004Fax: 817-453-9988
Are long lead times stopping your � ow of business?
Alltech battery chargers are BUILT TO LAST!
Celebrating 30 years of reliability!
The fast-paced material handling industry relies on heavy equipment engineered to keep up with many tough, grueling demands.
Keeping equipment in top condition means on-time schedules and projects � nished under budget. Alltech Electronics manufactures quality-engineered, heavy duty, chargers and accessories made to perform and last a lifetime...or longer!
Standard Features:• Durable powder coated metal � nish• UL constructed, ferro-resonant
Design Transformers• Current limiting to (+/-)
10 line voltage• Bright easy-to-read LED lamps• Automatic start/stop
microprocessor control (eliminates under/over charging of batteries and ensures properly charged batteries every time)
• Safety back-up timer (guards against over charging)
• Digital ammeter (easy to read amp meter shows charger output)
• Drop down front door for ease of service
• Easily reachable major components
www.MHWmag.com November 2015 19
616.583.1700 ● www.f low-r ite.com
Call Flow-Rite today to learn how single-point watering systems
can improve your operation!
Your system now comes with FREE battery maintenance software!
Successful fleet managers maintain their batteries.
616.583.1700 ● www.f low-r ite.com*At Participating Dealers
20 www.MHWmag.com November 2015
Nuts & Bolts Acquisitions, expansions & other business news
HighJump acquires WesupplyHighJump, a global provider of supply chain management
solutions, announced that it has acquired Wesupply, a United Kingdom-based premier provider of supplier enablement and B2B integration solutions across multiple industries including retail, building, CPG, energy and manufacturing. With this acquisition, HighJump further expands its global footprint and extends its growing leadership position in the market for trading partner connectivity and omni-channel enablement. Wesupply’s comprehensive electronic trading platform increases HighJump TrueCommerce EDI Solutions’ global reach to over 10,000 trading partners and 130,000 trading connections. The acquisition of Wesupply empowers the growth initiative of HighJump TrueCommerce with the addition of a true multi-tenant SaaS solution that enables quick onboarding of new trading partners and rapid time-to-value for community members. The addition of Wesupply adds further to TrueCommerce’s significant scale in Europe and growing international presence. www.highjump.com
Columbus McKinnon completes acquisition of Magnetek
Amherst, N.Y.-based Columbus McKinnon Corp., a material handling products manufacturer, has completed its acquisition of Menomonee Falls-based Magnetek Inc. Magnetek manufactures digital power and motion control solutions for material handling, elevator and mining applications. It is one of North America’s largest independent digital drives, radio controls, software and accessories suppliers for industrial cranes and hoists, and has counted Columbus McKinnon as a customer. The $188.9 million transaction, announced in July, is expected to provide enhanced technology, innovation, branding and expertise to Columbus McKinnon.
The brand and operations will remain intact at Magnetek, and its president and chief executive officer, Peter McCormick, will continue to lead the subsidiary. The company has about 340 employees. While Columbus McKinnon, which has 2,735 employees at 17 global manufacturing facilities, does not yet have any firm hiring plans, it expects to add additional employees at Magnetek as it grows the business, said Gregory Rustowicz, chief financial officer and vice president of finance at Columbus. www.cmworks.com
www.summitmetalproducts.com
1351 Nagel Blvd., Batavia, IL 60510
Ph: (630) 879-7008 | Fax: (630) 879-8068
RAIN DECK
• open area rack deck (B-Deck)
• perforated for sprinkler drainage
• installed on step ledges of rack beams
• top of deck is � ush with top of rack beam
• smooth top surface protects products
• products slide easily on and off
• � nishes available are painted or galvanized
www.MHWmag.com November 2015 21
Call your local dealer or contact Mac Rak directly
Custom Pallet Rack Repair Kits Manufactured to Your Specifications
EngineeredRack Repair & ProtectionMac Rak products are engineered to the highest quality and highest impactprotection available.All repair products are powder coat painted.All necessary hardware and anchors areincluded. All repair products may beinstalled without complete unloading of the rack when a rack-lifting jack is used.
macrak.com
WE REPAIR ALL TYPES OF STORAGE RACKS.
Request yourFREE COPY of our User’s Guide For Inspection Of Damaged Storage Rack Systems
USER'S GUIDE FOR INSPECTION OF DAMAGED STORAGE RACK SYSTEMS
DON�T WAIT UNTIL IT�S TOO LATE!
BESTWARRANTY
IN THE MARKET!
Mac Rak Inc. offers a Lifetime Warranty for all our products against defects in
manufacturing or material workmanship.
Elite repair kits have a limited Lifetime Impact Warranty.
22 www.MHWmag.com November 2015
Hoist Liftruck Mfg., Inc. enters into agreement with Toyota Material Handling
Hoist Liftruck Mfg., Inc., a manufacturer of high-capacity material handling equipment, announced it has entered into an exclusive agreement with Toyota Material Handling U.S.A., Inc., (TMHU) to manufacture
pneumatic tire forklifts under a private label agreement. Hoist Liftruck will manufacture to TMHU’s specifications pneumatic tire products ranging from 22,000# in capacity to 72,000# in capacity under a private label agreement with its first orders expected to be delivered later this year.
“Toyota has consistently demonstrated the ability to produce results with the products it distributes and we feel our pneumatic tire trucks will be an excellent addition to their product line up,” said Stu Jacover, VP Strategy and Development of Hoist Liftruck. “We are excited to partner with TMHU on this project and we are confident this will be integral to our mutual growth.” “The high capacity forklift market is an important segment of the material handling industry in North America,” said TMHU President Jeff Rufener. “We are committed to our role as a full line supplier and we are proud to partner with Hoist to offer Toyota dealers and customers a broader selection of high capacity forklifts made in the U.S.” Hoist Liftruck, who recently announced their pending manufacturing expansion into 550,000 SF building in East Chicago, IN has experienced an influx of activity and business over the past few years thanks to strategic positioning in the marketplace, continuing growth of the economy and booming industries. www.hoistlift.com
Caterpillar slashes revenue forecast, may cut up to 10,000 jobs
Caterpillar Inc slashed its revenue forecast for 2015 by $1 billion and said it could cut up
to 10,000 jobs through 2018, amid a downturn in the mining and energy industries. Shares of the world’s biggest construction and mining equipment maker, which has also been hit by a slowdown in industrial activity in China, fell as much as 8 percent to a five-year low of $64.65 on Thursday. The stock also pulled down shares of other industrial companies and knocked 31 points off the Dow Jones Industrial Average. Caterpillar said it expected revenue to fall for the third straight year in 2015, to $48 billion. Revenue is expected to fall a further 5 percent in 2016, the company said. Caterpillar said it would cut 4,000-5,000 jobs by the end of 2016, most of them in 2015. The company has already reduced its workforce by more than 31,000 since mid-2012. Caterpillar had 114,233 employees as of Dec. 31, according to Thomson Reuters data. The company expects to save up to $1.5 billion annually from the restructuring. It expects to incur about $2 billion in pretax costs. The restructuring could impact more than 20 plants around the world across its three large businesses - construction, resources, and energy and transportation, the company said. www.caterpillar.com
Nuts & Bolts
Tel. (888) 345 1270 Email: [email protected]
New Reel Rotator
1940 - 2015
Interthor parent company
Avoid Strain on Arms And Back With Interthor’s New Reel Rotator
• For safety reasons gripping arms cannot open by mistake
• Handles reels up to an impressive 50” diameter• Available in fork over and straddle design• Manual and electric rotation• 1,100 lbs capacity
halfpage_Material_Handling_Wholesaler_reels_2.indd 1 28-09-2015 07:51:29
www.MHWmag.com November 2015 23
MHW 11/15
The Howard Bernstein Material Handling Industrial Distribution Scholarship
recruit SMART... save MONEY... save TIME
“We hired a graduate each year and our investment has paid dividends.”Duncan Murphy, President, Riekes Equipment Company, Omaha, Nebraska
Meet the winner, Daniel Anderson!Meet Howard Bernstein Scholarship winner, Daniel Anderson one
of the students to receive the Howard Bernstein Material Handling Industrial Distribution Scholarship award this year. He is currently a senior at Oklahoma State University in Tulsa, OK where he is majoring in Industrial Engineering and Management.
He recently toured TVH headquarters in Olathe, Kansas and met with TVH of� cials.
“It’s important that we support those students who are interested in pursuing a career in the material handling industry,” said Pat
McLaughlin, President, TVH. “It was a pleasure to meet Daniel, show him around our facility and to talk with him about our industry.”
TVH is a proud sponsor of The Howard Bernstein Material Handling Industrial Distribution Scholarship. This scholarship was established in 2012 with the goal of attracting talented students to the material handling industry. Each year, this scholarship is awarded to students committed to studying the material handling, industrial distribution, engineering, logistics and supply chain curriculum.
All scholarships identify the sponsors as benefactors and do not name Howard Bernstein.
Yes, I wish to be an investor in our industry’s future!Name: ________________________________________ Title: _____________________________Company ___________________________
Address: ______________________________________________________________________________ State: ___________ Zip: ________
Phone: ______________________________ Fax: ________________________________Email: _____________________________________
Sole award Shared awards Shared awards Shared awards Shared awards Sole award Shared awards Shared awards Shared awards Shared awards Elite $5,000 and above
Sole award Shared awards Shared awards Shared awards Shared awardsElite $5,000 and above Gold $2,500-4,999
Sole award Shared awards Shared awards Shared awards Shared awards Gold $2,500-4,999 Silver $1,500-2,499
Sole award Shared awards Shared awards Shared awards Shared awards Bronze $500-1,499
Sole award Shared awards Shared awards Shared awards Shared awards Bronze $500-1,499 Other $ __________
Please � ll out form above and mail to: Material Handling Education Foundation, Inc. (MHEFI)
Attn: Donna Varner | 8720 Red Oak Blvd., STE 201 | Charlotte, NC 28217-3992
MHEFI is a non-pro� t IRC501(C) (3) charitable organization in partnership with MHEDA and MHI. This program is managed by MHEFI. For additional information contact Donna Varner at 704.714.8731.
By joining other industry leaders you bene� t by:
• Reaching thousands of trained students committed to material handling and industrial distribution, attracting leading companies offering these opportunities
• Directly recruiting among hundreds pre-quali� ed universities
• Joining a LINKEDIN group of industrial distribution students and faculty
• Making your company known among the leaders in your industry
All this can help you:
• Lower your recruiting time and costs
• Tailor your recruitment message to a pre-quali� ed audience
• Leapfrog your competition and attract the best
Remember:
• You establish year-round relations with schools of your choice
• 100% of your contribution goes to a scholarship and the funds pay all administration cost
Left to right: Pat McLaughlin – President, Els Thermote – CEO, Daniel Anderson, Dirk von Holt – VP Sales & Marketing
24 www.MHWmag.com November 2015
JCB to cut 400 jobs due to global market slumpJCB says it is to cut 400 jobs over the coming weeks after a
“dramatic” slow down in world markets. The Staffordshire-based construction firm said the equipment market in Brazil, Russia, China and India was down 43% on the same period in 2014. Staff across the UK could be affected and union consultation has begun, chief executive Graeme Macdonald said. He said there was a “perfect storm” across worldwide markets which were either down or slowing. “In the first six months of the year, the market in Russia has dropped by 70%, Brazil by 36% and China by 47%,” the firm said. “Parts of Europe are also struggling, with France down by 26%. Even the strong growth in the UK and North America has softened due to a fall in market confidence over the summer...” Mr Macdonald said the business, which currently employs about 6,500 UK staff, has had to make some “difficult but necessary” decisions. JCB currently has eight factories in Staffordshire, one in Derbyshire and two in Wrexham. Gordon Richardson, of the GMB union, said: “These staff job losses are the first ripple from the downturn in world markets, including China, impacting on the UK economy. “This huge wave of uncertainty is likely to lead to further job losses in the sectors that trade with the rest of the world. “GMB will do everything we can to avoid compulsory redundancies and to mitigate the impact on the workforce.” www.jcbna.com
Nuts & Bolts
www.superioreng.com
melmor Associates, inc.
“World’s Largest Material Handling Distributor”
Since 1963
Wire Baskets Hoists Pallet Racking Conveyor Rolling Ladders
Steel Containers Self Dumping Hoppers Shop Pans Warehouse Carts Plastic Containers
Melmor Associates, Inc. 840 Ann Avenue - PO Box 511 - Niles, OH 44446
330-652-1784 phone - 330-652-1667 fax www.melmor.com
USED AND NEWMATERIAL HANDLING EQUIPMENT
Melmor Associates, Inc.840 Ann Avenue - PO Box 511 - Niles, OH 44446
330-652-1784 phone — 330-652-1667 faxwww.melmor.com
melmor Associates, inc.
“World’s Largest Material Handling Distributor”
Since 1963
Wire Baskets Hoists Pallet Racking Conveyor
Steel Containers Self Dumping Hoppers Shop Pans Warehouse Carts
Melmor Associates, Inc. 840 Ann Avenue - PO Box 511 - Niles, OH 44446
330-652-1784 phone - 330-652-1667 fax www.melmor.com
• Wire Baskets• Hoists• Pallet Racking• Conveyor• Rolling Ladders
• Steel Containers• Self Dumping Hoppers• Shop Pans• Warehouse Carts• Plastic Containers
www.MHWmag.com November 2015 25
P 800.548.4430 www.ProductsForIndustry.com F 800.336.6608
Translucent FliPak® Totes• Injection-molded polyolefin• Stack and nest• Includes flip lidSee-through polypropylene construction permits easy visual identification of contents. Partially filled containers will not collapse whilestacked. Designed to optimize space on pallets and in trucks, trailers, and warehouses. Attached lid, with solid metal hinge pin, closestightly. High-strength injection-molded polyolefin construction offers maximum product protection from impact, moisture, chemicals,vermin, etc. Appropriate for lean manufacturing. Made in USA. IN STOCK.
2015Material Handling
& Storage Equipment
2015
Cabinets & Lockers Shelving & Racks Bins & Container Storage
Shop Equipment Trucks & Carts
Handling Equipment Warehouse Equipment Environmental & Safety
UP TO
OFF
35%
Overall LxWxH Cap. Cu. Ft. Stock Number Reg. $ SALE $214/5x151/5x94/5" 1.4 6100500-T 34.00 22.00
214/5x151/5x129/10" 1.8 6100600-T 36.10 23.90265/16x1615/16x121/8" 3.2 6100700-T 47.90 32.00
See page 163for more sizes.
PFI VBM COVER 1 IN TEMPLATE_Layout 1 12/1/14 10:58 AM Page 1
Translucent FliPak® Totes• Injection-molded polyolefin• Stack and nest• Includes flip lidSee-through polypropylene construction permits easy visual identification of contents. Partially filled containers will not collapse whilestacked. Designed to optimize space on pallets and in trucks, trailers, and warehouses. Attached lid, with solid metal hinge pin, closestightly. High-strength injection-molded polyolefin construction offers maximum product protection from impact, moisture, chemicals,vermin, etc. Appropriate for lean manufacturing. Made in USA. IN STOCK.
2015Material Handling
& Storage Equipment
2015
Cabinets & Lockers Shelving & Racks Bins & Container Storage
Shop Equipment Trucks & Carts
Handling Equipment Warehouse Equipment Environmental & Safety
UP TO
OFF
35%
Overall LxWxH Cap. Cu. Ft. Stock Number Reg. $ SALE $214/5x151/5x94/5" 1.4 6100500-T 34.00 22.00
214/5x151/5x129/10" 1.8 6100600-T 36.10 23.90265/16x1615/16x121/8" 3.2 6100700-T 47.90 32.00
See page 163for more sizes.
PFI VBM COVER 1 IN TEMPLATE_Layout 1 12/1/14 10:58 AM Page 1
Translucent FliPak® Totes• Injection-molded polyolefin• Stack and nest• Includes flip lidSee-through polypropylene construction permits easy visual identification of contents. Partially filled containers will not collapse whilestacked. Designed to optimize space on pallets and in trucks, trailers, and warehouses. Attached lid, with solid metal hinge pin, closestightly. High-strength injection-molded polyolefin construction offers maximum product protection from impact, moisture, chemicals,vermin, etc. Appropriate for lean manufacturing. Made in USA. IN STOCK.
2015Material Handling
& Storage Equipment
2015
Cabinets & Lockers Shelving & Racks Bins & Container Storage
Shop Equipment Trucks & Carts
Handling Equipment Warehouse Equipment Environmental & Safety
UP TO
OFF
35%
Overall LxWxH Cap. Cu. Ft. Stock Number Reg. $ SALE $214/5x151/5x94/5" 1.4 6100500-T 34.00 22.00
214/5x151/5x129/10" 1.8 6100600-T 36.10 23.90265/16x1615/16x121/8" 3.2 6100700-T 47.90 32.00
See page 163for more sizes.
PFI VBM COVER 1 IN TEMPLATE_Layout 1 12/1/14 10:58 AM Page 1
Translucent FliPak® Totes• Injection-molded polyolefin• Stack and nest• Includes flip lidSee-through polypropylene construction permits easy visual identification of contents. Partially filled containers will not collapse whilestacked. Designed to optimize space on pallets and in trucks, trailers, and warehouses. Attached lid, with solid metal hinge pin, closestightly. High-strength injection-molded polyolefin construction offers maximum product protection from impact, moisture, chemicals,vermin, etc. Appropriate for lean manufacturing. Made in USA. IN STOCK.
2015Material Handling
& Storage Equipment
2015
Cabinets & Lockers Shelving & Racks Bins & Container Storage
Shop Equipment Trucks & Carts
Handling Equipment Warehouse Equipment Environmental & Safety
UP TO
OFF
35%
Overall LxWxH Cap. Cu. Ft. Stock Number Reg. $ SALE $214/5x151/5x94/5" 1.4 6100500-T 34.00 22.00
214/5x151/5x129/10" 1.8 6100600-T 36.10 23.90265/16x1615/16x121/8" 3.2 6100700-T 47.90 32.00
See page 163for more sizes.
PFI VBM COVER 1 IN TEMPLATE_Layout 1 12/1/14 10:58 AM Page 1
Translucent FliPak® Totes• Injection-molded polyolefin• Stack and nest• Includes flip lidSee-through polypropylene construction permits easy visual identification of contents. Partially filled containers will not collapse whilestacked. Designed to optimize space on pallets and in trucks, trailers, and warehouses. Attached lid, with solid metal hinge pin, closestightly. High-strength injection-molded polyolefin construction offers maximum product protection from impact, moisture, chemicals,vermin, etc. Appropriate for lean manufacturing. Made in USA. IN STOCK.
2015Material Handling
& Storage Equipment
2015
Cabinets & Lockers Shelving & Racks Bins & Container Storage
Shop Equipment Trucks & Carts
Handling Equipment Warehouse Equipment Environmental & Safety
UP TO
OFF
35%
Overall LxWxH Cap. Cu. Ft. Stock Number Reg. $ SALE $214/5x151/5x94/5" 1.4 6100500-T 34.00 22.00
214/5x151/5x129/10" 1.8 6100600-T 36.10 23.90265/16x1615/16x121/8" 3.2 6100700-T 47.90 32.00
See page 163for more sizes.
PFI VBM COVER 1 IN TEMPLATE_Layout 1 12/1/14 10:58 AM Page 1
Translucent FliPak® Totes• Injection-molded polyolefin• Stack and nest• Includes flip lidSee-through polypropylene construction permits easy visual identification of contents. Partially filled containers will not collapse whilestacked. Designed to optimize space on pallets and in trucks, trailers, and warehouses. Attached lid, with solid metal hinge pin, closestightly. High-strength injection-molded polyolefin construction offers maximum product protection from impact, moisture, chemicals,vermin, etc. Appropriate for lean manufacturing. Made in USA. IN STOCK.
2015Material Handling
& Storage Equipment
2015
Cabinets & Lockers Shelving & Racks Bins & Container Storage
Shop Equipment Trucks & Carts
Handling Equipment Warehouse Equipment Environmental & Safety
UP TO
OFF
35%
Overall LxWxH Cap. Cu. Ft. Stock Number Reg. $ SALE $214/5x151/5x94/5" 1.4 6100500-T 34.00 22.00
214/5x151/5x129/10" 1.8 6100600-T 36.10 23.90265/16x1615/16x121/8" 3.2 6100700-T 47.90 32.00
See page 163for more sizes.
PFI VBM COVER 1 IN TEMPLATE_Layout 1 12/1/14 10:58 AM Page 1
Translucent FliPak® Totes• Injection-molded polyolefin• Stack and nest• Includes flip lidSee-through polypropylene construction permits easy visual identification of contents. Partially filled containers will not collapse whilestacked. Designed to optimize space on pallets and in trucks, trailers, and warehouses. Attached lid, with solid metal hinge pin, closestightly. High-strength injection-molded polyolefin construction offers maximum product protection from impact, moisture, chemicals,vermin, etc. Appropriate for lean manufacturing. Made in USA. IN STOCK.
2015Material Handling
& Storage Equipment
2015
Cabinets & Lockers Shelving & Racks Bins & Container Storage
Shop Equipment Trucks & Carts
Handling Equipment Warehouse Equipment Environmental & Safety
UP TO
OFF
35%
Overall LxWxH Cap. Cu. Ft. Stock Number Reg. $ SALE $214/5x151/5x94/5" 1.4 6100500-T 34.00 22.00
214/5x151/5x129/10" 1.8 6100600-T 36.10 23.90265/16x1615/16x121/8" 3.2 6100700-T 47.90 32.00
See page 163for more sizes.
PFI VBM COVER 1 IN TEMPLATE_Layout 1 12/1/14 10:58 AM Page 1
Translucent FliPak® Totes• Injection-molded polyolefin• Stack and nest• Includes flip lidSee-through polypropylene construction permits easy visual identification of contents. Partially filled containers will not collapse whilestacked. Designed to optimize space on pallets and in trucks, trailers, and warehouses. Attached lid, with solid metal hinge pin, closestightly. High-strength injection-molded polyolefin construction offers maximum product protection from impact, moisture, chemicals,vermin, etc. Appropriate for lean manufacturing. Made in USA. IN STOCK.
2015Material Handling
& Storage Equipment
2015
Cabinets & Lockers Shelving & Racks Bins & Container Storage
Shop Equipment Trucks & Carts
Handling Equipment Warehouse Equipment Environmental & Safety
UP TO
OFF
35%
Overall LxWxH Cap. Cu. Ft. Stock Number Reg. $ SALE $214/5x151/5x94/5" 1.4 6100500-T 34.00 22.00
214/5x151/5x129/10" 1.8 6100600-T 36.10 23.90265/16x1615/16x121/8" 3.2 6100700-T 47.90 32.00
See page 163for more sizes.
PFI VBM COVER 1 IN TEMPLATE_Layout 1 12/1/14 10:58 AM Page 1
PR
OU
DPA
RTN
ER
S
YOU SELL. WE SUPPLY.
You Sell. We Supply.
Ma
terial H
and
ling a
nd Stora
ge Eq
uipm
ent Wholesa
ler P: 800-548-4430 2015
2015 P-MKT
ATTENTION MAILROOM: This catalog is used by salespeople within your company to purchase equipment and supplies for resale. Please be sure they
receive it. If you’re receiving duplicates, need help with address corrections, or are no longer a reseller, please contact us at 800-548-4430. Thank you.
Products For Industry
770 South 70th Street
P.O. Box 14770
Milwaukee, WI 53214
PH: 800-548-4430
FX: 800-336-6608
Stay Connec
ted
PRESORTED
Bound Printed Matter
U.S. POSTAGE
PAID
MILWAUKEE WI
PERMIT NO 5654
Streamline Your Material Handling Distribution
P: 800-548-4430 www.ProductsForIndustry.com F
: 800-336-6608
2015Material Handling
&
Storage Equipment
Cabinets & LockersShelving & Racks
Bins & Container Storage
Shop Equipment
Trucks & Carts
Handling EquipmentWarehouse Equipment
Environmental & Safety
100%
SATISFACTION
GUARANTEE
FIND US AT THE SHOW!
Check out:
www.ProductsForIndustry.com
Minimum 3-YEAR GUARANTEE
on EVERY PRODUCT!
Translucent FliPak® Totes
• Injection-molded polyolefin• Stack and nest
• Includes flip lid
See-through polypropylene construction permits easy visual identification of contents. Partially filled containers will not collapse while
stacked. Designed to optimize space on pallets and in trucks, trailers, and warehouses. Attached lid, with solid metal hinge pin, closes
tightly. High-strength injection-molded polyolefin construction offers maximum product protection from impact, moisture, chemicals,
vermin, etc. Appropriate for lean manufacturing. Made in USA. IN STOCK.
Overall LxWxH
Cap. Cu. Ft.
Stock Number
Reg. $
SALE $
214/5x151/5x94/5"
1.4
6100500-T
34.00
22.00
214/5x151/5x129/10"
1.8
6100600-T
36.10
23.90
265/16x1615/16x121/8"
3.2
6100700-T
47.90
32.00
UP TO
OFF35%
See page 163
for more sizes.
2015 PFI Marketing Cover VBM IN TEMPLATE_Layout 1 12/1/14 12:42 PM Page 1
Requestyour FREE
catalog!
CONNECT WITH US TODAY!
Delicious
Slash Dot
Newsvine
Yahoo
Microsoft
App Store
Qik
Tumblr
Behance
Friendster
RSS
Flickr
MySpace
Mixx
FriendFeed
SlideShare
Yahoo Buzz
MSN
Amazon
Vimeo
WordPerss
Design Float
Bebo
StumbleUpon
Skype
YouTube
Netvibes
Apple
Last.fm
Viddler
Blogger
Deviant Art
Squidoo
Retweet
Digg
Technorati
Google Talk
AOL
MobileMe
Mister Wong
Virb
Posterous
Design Bump
Share This
Delicious
Slash Dot
Newsvine
Yahoo
Microsoft
App Store
Qik
Tumblr
Behance
Friendster
RSS
Flickr
MySpace
Mixx
FriendFeed
SlideShare
Yahoo Buzz
MSN
Amazon
Vimeo
WordPerss
Design Float
Bebo
StumbleUpon
Skype
YouTube
Netvibes
Apple
Last.fm
Viddler
Blogger
Deviant Art
Squidoo
Retweet
Digg
Technorati
Google Talk
AOL
MobileMe
Mister Wong
Virb
Posterous
Design Bump
Share This
Delicious
Slash Dot
Newsvine
Yahoo
Microsoft
App Store
Qik
Tumblr
Behance
Friendster
RSS
Flickr
MySpace
Mixx
FriendFeed
SlideShare
Yahoo Buzz
MSN
Amazon
Vimeo
WordPerss
Design Float
Bebo
StumbleUpon
Skype
YouTube
Netvibes
Apple
Last.fm
Viddler
Blogger
Deviant Art
Squidoo
Retweet
Digg
Technorati
Google Talk
AOL
MobileMe
Mister Wong
Virb
Posterous
Design Bump
Share This
CALL US1-800-548-4430
Download your catalogorder forms at
www.productsforindustry.com
GetNoticed
26 www.MHWmag.com November 2015
Human Element Caliper Corp.
Stabilize your employee investment through good leadership communication
Whether you’re an active investor who craves the thrill of the open market or someone who is simply dutiful in contributing toward your 401K every two weeks, a global stock plunge can inspire feelings of helplessness and anxiety. After 2009, if a global stock plunge does not cause you to feel helpless and anxious, you may be a candidate to take up base jumping or crocodile wrestling. There are frequent openings I hear.
But assuming imminent disaster is not your idea of fun, last week’s tumble in China probably had you looking over your shoulder. You try to do the right things and make sound business decisions, but forces beyond any one person’s control can still have a detrimental effect on your financial outcomes. It’s that way not just with investing but also the world of work in general.
The good news is we have more power to mitigate uncertainly in our offices than we do on the trading floor, and leadership communication is the key.
When employees are left to guess about the health of their company or the security of their jobs, work quality often suffers. Many workers view silence from management as a sign of dissatisfaction from management. Why try so hard if it doesn’t matter? Product and process changes that appear without warning can also lead to questions about a company’s goals, plans and direction and how the employee fits into that scheme. Frightening team members into working harder seldom leads to increased productivity and reduced turnover.
Some executives try to do the right thing by holding periodic status updates with staff members, but this approach can still convey a message of Them (management) versus Us (employees). Standing at the end of a boardroom table and informing employees about decisions that were already made on their behalf is preferable to a silo of silence, but it’s still not the two-way communication that alleviates uncertainty.
Good leadership communication involves gathering feedback from team members on an ongoing basis, seeking feedback throughout all levels of the organization (you never know who is going to come up with a game-changing idea), and helping people to know that their contributions matter. You may even consider establishing a rotating employee representative to participate in business planning and strategy sessions.
There are plenty of other ways to enhance employee engagement and reduce anxiety through good leadership communication. Be creative! Better yet, ask your employees for ideas.
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.
Call toll-free Wy’East Products 1-888-401-5500 or visit www.clearcap.comTM
ClearCapTM Forklift Covers Every lift should be equipped!
A Clear Solution to a Common ProblemTM
Keeps seat dry!
OSHA standard 1917.43 (e) (1) (ii) clearly states, “Overhead guards shall not obstruct the operator’s view.”
• Made of rigid, high impact, non-yellowing polycarbonate plastic
• Reasonably priced protection from rain, snow, dust & sun
• Many sizes available to fit various trucks, in clear & tinted versions
Avoid OSHA fines!
Call toll-free Wy’East Products 1-888-401-5500 or visit www.clearcap.comTM
ClearCapTM Forklift Covers Every lift should be equipped!
A Clear Solution to a Common ProblemTM
Keeps seat dry!
OSHA standard 1917.43 (e) (1) (ii) clearly states, “Overhead guards shall not obstruct the operator’s view.”
• Made of rigid, high impact, non-yellowing polycarbonate plastic
• Reasonably priced protection from rain, snow, dust & sun
• Many sizes available to fit various trucks, in clear & tinted versions
Avoid OSHA fines!
www.MHWmag.com November 2015 27
Prin
ted
in th
e U.
S.A
. ©20
15, T
he O
usse
t Age
ncy,
Inc.
wo#
4483
15217 Grand River Rd • Fort Worth, TX, 76155 • P: 817.359.1100 • F: 817.359.1110
1.866.506.2200 • [email protected]
**FORKLIFTS WANTED**
FORKLIFTS & NARROW AISLE EQUIPMENT FORKLIFTS & NARROW AISLE EQUIPMENT
2010 Bendi B40IC, 4,000 lbs., LP, 250 Quad Mast, Sideshifter
2008 Hyster S50FT, F187V11810F, LP, 189” Mast, Sideshifter
2006 Aisle Master 44S, 4,000 lbs., LP, 203” Mast, Sideshifter
2011 Toyota 8FGU15, 3,000 lbs., LP, 189” Mast, Sideshifter
2011 Toyota 7FBCU15, 3,000 lbs., 36V, 189” Mast, Sideshifter (10 in stock) 2004 Toyota 7FGCU45-BCS, 10,000 lbs., LP, 199” Mast
2009 Toyota 7FBCU18, 3,500 lbs., 36V, 222” Mast, Sideshifter TELEHANDLER
2010 Toyota 8BRU23, 4,500 lbs., 36V, 270” Mast, Sideshifter (3 in stock) 2006 Terex TH842, 8,000 lbs., Diesel
Available Used Equipment – More in Stock, Call Omar For List ing
We Wi l l Buy Quan t i t i e s ! Ca l l Us Wi th De ta i l s - We Want Your Surp lus S tock
2006 TOYOTA 7FGU60
187”FSV Mast, Hours: 14,000
$19,900
1 UNIT IN STOCK
2006 CATERPILLAR EP18KT
217”FSV Mast, Hours: 3,358
$6,900
1 UNIT IN STOCK
2006 TOYOTA 7FDU60
159”FV Mast, Hours: 6,700
$17,500
1 UNIT IN STOCK
2008 TOYOTA 8FGCU30
199”FSV Mast, Hours: Over 5,000
$9,400
1 UNIT IN STOCK
2011 TOYOTA 8FGCU25
218”FSV Mast, Hours: Over 8,000
$9,900
4 UNITS IN STOCK
2004 TOYOTA 7FGU35
187”FSV Mast, Hours: 8,000
$8,500
2 UNITS IN STOCK
28 www.MHWmag.com November 2015
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 ..... 295
Wells Fargo Bank .................... 124
JM Eqt Co ................................ 49
Connell Eqt Lsg Co .................. 47
Skandinaviska Enskilda Banken . 24
Corp Svc Co ............................ 19
Nissan Motor Accept Corp ....... 18
GE Credit Corp ....................... 17
Banc of Amer Lsg & Capital...... 13
PNC Eqt Fin ............................ 11
De Lage Landen Fin Svc ........... 11
M B Fin Bank .......................... 11
US Bank Eqt Fin ...................... 10
Farm Credit Lsg Svc Corp .......... 9
Amer Bank ................................. 9
Bank of The West ........................ 9
Bank of Amer ............................. 8
Wells Fargo Eqt Fin .................... 7
Citizens Asset Fin Inc .................. 6
G E Capital Commercial Inc....... 6
Olam West Coast Inc. Fresno, CA 49Class 4 Nissan 25Class 5 Nissan 23Class 1 Nissan 1
Alcoa World Alumina LLC Pittsburgh, PA 28Class 5 Linde 6Class 4 Taylor 5Class 5 Taylor 3Class 2 Raymond 2Class 3 Hyster 2Class 5 Hyster 2Class 3 Doosan 1
Class 3 Raymond 1Class 3 Toyota 1Class 4 Mitsubishi 1Class 4 Toyota 1Class 5 Mitsubishi 1Class 5 Toyota 1Class 5 Yale 1
Toyota Motor Mfg. IN Inc. Princeton, IN 26Class 1 Toyota 26
CHG Meridian Usa Corp. Woodland Hills, CA 24Class 2 Crown 24
Sapa Extrusions Inc. Coraopolis, PA 19Class 5 Combilift 11Class 4 Nissan 4Class 5 Linde 2Class 5 Taylor 2
www.MHWmag.com November 2015 29
TRI-BORO
THE SOURCE
TRIBOROSHELVING.COM | SEE US AT MODEX 2016 - BOOTH 637
TRI-BORO RACK & STORAGE PRODUCTS | 800.633.3070
30 www.MHWmag.com November 2015
Classifieds
Original & Aftermarket Parts for Most Equip.
FORKLIFTS & TIRES713.460.8197 • 800.687.3884
tcmhouston.com • fax: 713.460.5941
andTIRES
Authorized Dealer
Original & Aftermarket Parts for Most Equip.
FORKLIFTS & TIRES713.460.8197 • 800.687.3884
fax: 713.460.5941www.forkliftsandtires.com
FOR SALE
Series 1 WorkhorseSingle Shift rating
New Single PhaseChargers
36-volt, 750 AH 48-volt, 600 AH
other sizes available
Full 2 yr. warranty(10 yr. transformer
coverage)
SAVE ON QUANTITYPURCHASE!
Used 3-phase chargersalso available
ARCON EQUIPMENT INC
(440) 232-1422www.ArconEquipment.com
We Accept
Simple. It's your one stop reference for products and services offered in the material handling industry.
DEADLINE for the next edition is December 21!
What is Wholesaler’s Black Book?
Phone: (813) 877-4500Fax: (813) 871-6250Email: [email protected]: www.keytroller.com
• Inexpensive!! Only $900 dealer cost! • 7” color LCD display • Rechargeable battery and charger • IR night vision camera for low light • Installs to any make or model forklift Digital wireless transmission ---much clearer than analog---minimal interference!
• VERY easy to install and demo • Can accept up to 4 external cameras • Adjustable time out--auto turn off • Turn camera on with included FOB • NO wires running up mast!
S E ETROLLERWireless Viewing Forklift Camera
Phone: (813) 877-4500Fax: (813) 871-6250Email: [email protected]: www.keytroller.com
Bright orange receiver belt springs up when unbuckled making it a nuisance if NOT buckled by the driver
When the doors go down,CO tune-ups = easy money!
...The Exhaust Experts
Visit our website to learn more about reducing carbon monoxide (CO), saving fuel and operating equipment at peak performance.
Phone: 847-487-2780 • www.blankeindustries.com
•
Specialty Material Handling, Inc.The
Bought & Sold, Rentals, New & Used Parts, Appraisals, Technical Support
Gregg Zdan(734) 641-1800
www.useddrexels.comAssociated with DREXEL Industries since 1972
Experts
•
•
•
www.MHWmag.com November 2015 31
LOOKING TO BUY
We BUY & SELLPortable Stack RacksFlexible PackagingNEW & USED
800-344-4164Fax 330-823-8136
Email: [email protected]
OHIO RACK
910.371.2958www.legacygse.com
Warehouse & industrial tow tractors available in:
✓ Electric
✓ Narrow isle
✓ Gas
✓ Diesel
✓ LPG
✓ Large & small units
Buy & Sell / New & Used units available
Also now offering warehouse carts & wagons
BATTERIESWANTED
Industrial ForkliftBatteries and
Chargers In GoodCondition!!
Call Us With YourOff-Lease Or Fleet Surplus Equipment.
ARCON EQUIPMENT INC.
440-232-1422www.ArconEquipment.com
Serving professionals in the
WHOLESALE MATERIAL HANDLING INDUSTRY
3 EASY METHODS TO SIGN UP!
• Scan the code
• E-mail [email protected]
• Call 877-638-6190
E-mail [email protected] to report name/title change,
moving, damaged/missing copies, or to cancel your subscription.
Free SubScription
www.MHWmag.com
View these pieces of equipment & more on www.MHconX.comText the Web ID to 27414 for more equipment details.
The BETTER WAY to buy & sell equipment!
2005 Mitsubishi FGC25K STK# 18971 (800) 648-1891 Fort Lauderdale FL
LM10 1
2011 Komatsu FG30HT-16 STK# 1EQ11363 (800) 708-9765 Coraopolis PA
M7GV 1
Hyster H210XL STK# 19865 (800) 648-1891 Fort Lauderdale FL
M7GW 7
2008 Taylor T520S STK# 1EQ11635 (800) 708-9765 Coraopolis PA
MK2Z 1
Powered by
NetworkMATERIAL HANDLING
32 www.MHWmag.com November 2015
Shifting Gears Industry personnel and organization news
Crown Equipment discusses alternative energy at The Battery Show
Crown Equipment Corporation announced Ernst Baumgartner, project manager, participated as a panelist at
The Battery Show 2015 in Novi, Michigan. The panel session, “Optimizing Hybrid-Electric Vehicle Technology for Off-Road Vehicles” is part of the show’s Electric & Hybrid Vehicle Technology Expo. Its focus was on the aspects of electrification technologies that are most important for off-road vehicle engineers to consider. Dave Lamb, global applications engineering manager for Sevcon, and Steve Huard, Ph.D., staff engineer and engineering fellow at Parker Hannifin Corp., joined Baumgartner on the panel. “With fuel cell and lithium-ion technology, and advances in the management of lead-acid batteries, fleet managers today have more viable power source options for their industrial vehicles,” said Baumgartner. “Customers are looking for suppliers who will help them understand their energy options and the trade-offs that exist between different solutions so they can, ultimately, choose the option that is the best fit for their forklift fleet, facility and application.” During the session, Baumgartner discussed why fuel cells and lithium-ion batteries are gaining attention as alternative energy solutions for powering forklifts and highlighted some important considerations for those looking to pilot these alternative energy solutions. www.crown.com
Raymond Handling Concepts expands Breast Cancer Charity fundraiser
Raymond Handling Concepts Corporation (RHCC), a materials handling equipment supplier in Northern California and the Northwest, will be holding its second annual Pink Pallet Jack Project online auction to raise money for two breast cancer charities from Oct. 8-14 on eBay. The charities benefitting from the auction are the Tina Turner Memorial Foundation, in the city of the Raymond Corporation’s origin Greene, NY, and Northwest Hope and Healing in the Greater Seattle area. In addition to this auction, the Raymond dealer network spanning the United States is getting involved in programs to raise breast cancer awareness and funding. During the seven-day auction on eBay, participants bid on Raymond’s pink 8210 AC walkie pallet jack. The 8210 Raymond AC walkie pallet truck was released by the Raymond Corporation in 2015 and is the perfect lift truck when you need to navigate tight spaces. J&K Trucking out of California bid on and won RHCC’s first pink pallet jack for $4,150 and donated an additional $350 so RHCC was able to donate $4,500 to the two breast cancer charities. The power of the Raymond dealer network really amplifies the scope of the fundraiser with dealers activating their own programs. Last year, Heubel, the Raymond dealer in the Midwest, raised more than $27,000, and they have plans to put on another pink pallet jack auction this year. Malin is also getting involved by painting an 8210 pallet jack pink and donating it to the National Breast Cancer foundation in Dallas, Texas. www.raymondhandling.com
UniCarriers Americas announces Canadian National Sales Manager
UniCarriers Americas (UCA) hired Alan Kunce as its new national sales manager as part of the company’s expansion in Canada. In this role, Kunce is responsible for national accounts and dealer development across Canada. Prior to joining UniCarriers, Kunce acquired more than a decade of experience in the material handling industry. Kunce originally worked
for Hewitt Material Handling as a product support representative, branch service supervisor and eventually a major account representative. While at Hewitt Material Handling, Kunce was the top sales representative for seven consecutive years. “We are very excited to utilize Alan’s proven sales experience and methods to help grow our Canadian dealer network,” said Brian Markison, director, North American Sales. “His skills will help strengthen dealers and allow them to grow and support the UniCarriers brand in Canada.” Earlier this year, UCA expanded its dealer network in Canada to nine authorized dealerships with the addition of All-Lift Ltd., A.M.B. Lift Inc., EMU and Deval, covering specific regions throughout the country. www.unicarriersamericas.com
Alan Kunce
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
• Guaranteed performance
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
www.MHWmag.com November 2015 33
Shifting Gears
Stellana US Inc. announces new North American sales manager-aftermarket
Stellana US Inc., a global manufacturer of molded polyurethane and rubber wheels and tires, welcomes Dave Brocklehurst as North American Sales Manager-Aftermarket. With over 10 years of business development experience within the material handling industry, Dave will be a strong addition to the Stellana sales team. “Dave has a unique
skill set that aligns very well with our long term sales strategy”, said Michael Scoon, Director Global Sales and Marketing. “His understanding of market requirements and his experience driving sales development will be a valuable asset to our existing and new customers.” Dave Brocklehurst joined Stellana US on September 15th, 2015, and will be responsible for developing sales in the material handling dealer aftermarket and OEM aftermarket sales channels for North America. Previously, he worked over ten years for Superior Tire and Rubber in sales management. www.stellana.com
Dave Brocklehurst
Flight Systems Industrial Products 1-800-333-1194 • www.fsip.biz
FFFFFFFFFSSSSSSFSFFFSFSFSFFFSFFSFFFSFSFSFFFSF IIIIIIPPPPPPPPP
Your Source For New & Remanufactured Battery Chargers
F o r k l i f t s • P a l l e t J a c k s • S c r u b b e r - S w e e p e r s • G o l f C a r t s
Battery Chargers
F o r k l i f t s • P a l l e t J a c k s • S c r u b b e r - S w e e p e r s • G o l f C a r t s
Battery Chargers
F o r k l i f t s • P a l l e t J a c k s • S c r u b b e r - S w e e p e r s • G o l f C a r t s
More Shifting Gear articles available on www.MHWmag.com
See our wide selection of pre-owned equipment: www.towlift.com/used-equipment
Locations: Cleveland • Columbus • Mentor • Toledo
Thanks to our valued customers and suppliers. We’re celebrating 50 years in business!
www.towlift.com
Follow us:
PMS 187-coatedCMYK conversion is 0c 100m 8
*New equipment brands vary by Towlift location. See our website for more info.
34 www.MHWmag.com November 2015
In Memorial of Gary K. SelmanOn Sept 13th, at approx. 9pm, Gary Selman
passed away with his family & children by his side. Only days after celebrating 75 years on this earth, Gary has gone to be with his Lord and savior Yeshua/Jesus. For those that knew him (or heard of him,) the variations could have been one of the many di� erent versions of Gary Selman. No matter the version or time period you knew of him, his everlasting impact will be in our hearts for an even longer time than 75 years.
In our material handling industry, his tenure of almost 50 years, the variation could have been the newbie salesman at Vogels in Brooklyn, NY in the 60’s, or as the World’s Smallest Wholesaler during his Gary K Selman Enterprises decades of the 70-80’s. Or it could have been during his renaissance of Genesis Lift in NJ, which also happens to be my entry to this beloved (and sometimes beleaguered) industry. Regardless of the company(s) he founded, or corporation he worked for, the daily lessons he taught to me and others in this industry will be forever remembered with tremendous fondness. He always sold very well, but it didn’t matter to him. It wasn’t the selling he was concerned with. I can remember lesson after lesson he would tell me. “Buy right, it won’t matter what happens next, as the right sale will come when you need it to.” If you did happen to buy or sell to Gary over the last 20 years, he would always have a plethora of forklift toys. It was his thing to give them away, and it has somewhat rubbed o� on me amassing a huge collection of toys. I view them as a historical lesson, and a fascinating history too.
But his reach was far beyond what this industry had to o� er. Did you know he was an Elvis fanatic? Some of you do, and some might even recall his abilities to even impersonate Elvis. I remember as a kid at home, Dad would have similar out� ts to the � ashy Elvis of the 70’s and perform local, live concerts at our dining room area, singing the best of Elvis. � e neighbors were invited! I might be biased here, but from what I remember and what I’ve heard...he was good. � e scarves, belts, and the TCB (taking care of business) necklace all were present. Lest I forget about the “Elvis Car” that he purchased from Lowel Hayes in 1978. Lowel happened to be Elvis personal jeweler in Memphis and was gifted this 1977 Lincoln Mark V Bill Blass edition in April of 1977 only months before Elvis’ death. Speaking of musical talents, Gary was an accomplished guitar player and piano player – always wowing our guests during parties or family get togethers. He could always get people swaying, singing, and smiling when he started playing the piano.
Late in the 70’s, he was born-again and saved in Yeshua/Jesus. Finding the Lord for him was an earth shattering event and forever changed what he would do for himself, family, and for thousands (if not millions) of people around the globe. In what has become a large ministry – Hope of the World Ministries, and Beth Israel congregation in NJ, it all started in the den of our home in NJ. A couple of chairs, a couch, some prayer & bible verses spoken and interpreted, Gary founded what has become a world outreach ministry spreading the gospel regardless of your background in religion, with Beth Israel. � e humble beginnings have been replaced with a larger proper facility (the 3rd such move since its founding,) with thousands of people coming for services throughout the week. Gary would regularly minster to anyone within earshot and interest, consistently asked people where they were from to learn about culture & religion, and spread the word of hope through believing. � e joy, counseling, and mentorship he gave to many can never be replaced, and I know that the congregation will be missing my father greatly, as we all will.
But wait! � ere’s more. He was an accomplished Radio talk show host for three decades, also spreading the gospel. Once a week, he and his pastor at the time would perform for 2 hours each week on 970AM, later being broadcast online as well. Two Nice Jewish Boys was the name of the radio broadcast, and was always interesting to listen to. Born Again Jewish & Christians talking about the bible, Jesus, and overall religion on an open forum. He even let me open the show when I was just a kid, sit on his lap and talk into a huge microphone to announce my dad’s name.
� ere are so many more other facets to this great man (devoted husband, little league coach, provider and father of 4 kids, community church leader, etc.,) but for me, he was Dad. Growing up in those � rst 17-18 years, the chance of getting away from the parents, being free on your own, was the #1 goal. Yet, here, I � nd myself trying out some part-time jobs from when I was 15, to eventually working with my Dad in some crazy wholesale forklift business. He came down the hall of our house, gave me a hand written list (no computers, no smartphones, etc.) and said, “start making some calls to these people. I haven’t heard from or spoken to them in a long while.” I had no idea what to do, how to say it, what to say, etc. I had a small list of forklifts he
had in stock (some with prices, some without,) and I was just plain nervous. My � rst call was to Buck Caldwell. I can still remember how bad I was. But I went through the list, gave Dad my notes (to which he gave me an entire history of right and wrong,) and that is what started me (and apparently now stuck with,) in this crazy, roller coaster industry that we call Materials Handling Equipment. At my age currently, and my introduction to this business in 1994, I shouldn’t know what a Waukesha engine is, a Pettibone Mercury is, or why CLARK made a C20P in the 60’s. But I do, and the reason I do is because of my Dad. He taught me not only the various in-and-outs of a sales process, but the actual guts of the industry as well. � e history, the specs, the why, etc. ,came from him. It has been polished over time throughout my career with other accomplished managers and owners I worked with, but it was my Dad that gave me the joy and happiness in this business. It was the war-stories of deals, or arguing which is worse (2 stage mast, 4,000lbs. capacity, 4wheel electric, OR, well...nothing else is really worse than that in wholesale...) or just reviewing what’s going on in our industry. He always remained in wholesale, while I transcended into retail and operations. It allowed for many great conversations about the struggles between rental/sales dept. and service. Should you have family in this business, or be in business together, cherish it. He wanted me to take his company over and build it, but I didn’t have the wherewithal that he did. Only Gary Selman could be a wholesaler in my family, and he was amazing.
Why you ask? Because almost every month over the last 4-5 years, he would call me ⅔ into the month and tell me he’s having the worst month ever, not sure if he can continue, etc. Most of the time, he called back sometime weeks later and would tell me he had the best month ever. He always turned it around, � gured it out, and made it happen. Regardless of the business you are in, it’s an amazing accomplishment to take something from nothing, and have fun doing it.
Love you, Dad. We will ALL miss you, but continue to celebrate you!
Baron
If there is a story you would like to share with his family, we have setup a special email address at: [email protected]. Should you not want to email them, I have continued to keep his phone – so please call and I will look forward to hearing from you. As Gary would say, God Bless.
God Bless.
www.MHWmag.com November 2015 35
Always in our hearts
To see a complete list of our inventory, visit our new online showroom at
New & UsedForklifts • Coil Tractors • Railcar Movers
Yard Tractors • Container Handlers & More
Contact us at800-708-9765 or 412-490-5311
www.HKEQUIPMENT.com
PROTECT YOUR FORKLIFT FLEET
MADE IN USA
Safety Systems & Controls, Inc. 800/318-2022 www.loadingzonesafety.com
PACE-One G2 Top Speed Limiter
PACE-One ZSC Zone Speed Control
With Multiple Speed Settings
Dot-Lok G2 Transmission Shift Inhibitor Traction Control
Plug & Play Installation
36 www.MHWmag.com November 2015
Sales Trends Art Sobczak
Sales lessons from a Billy Joel and Elton John concert
I had the opportunity to see the Rolling Stones kick off their US tour in San Diego a few months ago. What was most mind-blowing was how Mick Jagger at 87 – or whatever he is now –bounced around stage like he did when he was 30.
Great concert overall. But one of the best ones I’ve seen was in 2009. Billy Joel and Elton John played together and I saw them when I still lived full time in Omaha. The music was what one would expect from these two legends. And I loved it for another reason. I learned and reinforced some sales lessons.
I wrote about it then, and I’m reprinting it for you today. Billy Joel and Elton John are two of the most popular, talented pianists/performers/entertainers of our time. I had the opportunity to see them perform recently in Omaha. Amazing. They both sang together to begin the show, then each performed separately. Then they finished together again with their biggest hits. The place was electric.
However, in my opinion, one of them clearly connected with the audience better, and received a warmer response. He expertly did things that we also do – or should do – as salespeople and communicators. That person was Billy Joel.
Don’t get me wrong, Elton John was fabulous, and I would pay to see him alone. In fact, I prefer his music. It’s just that Billy Joel was masterful in his handling of the crowd.
Let’s look at how. Elton played his set first. He mentioned the obligatory, “It’s great to be in Omaha,” which drew a big cheer. That was about it regarding his rapport with the crowd.
He could have been playing in his living room by himself. The music was great, he just wasn’t present.
Then Billy Joel sang his first song. After it, he stopped, looked at the audience, burst into a big smile, and brief conversations with several sections of the arena as if he shooting the bull at the bar with some buddies. He then turned and joked with the section behind the stage, saying, “I bet you thought those were going to be bad seats,” which they weren’t, since the stage was backless. That drew hoots and laughs.
He used some local humor, next pointing to the far upper end of the arena, “And you people way up there, sitting over in Council Bluffs, thanks for coming.” Council Bluffs is across the river from the arena, in Iowa. That comment brought the house down. I’m sure it wasn’t tough to incorporate that local comment, but it had a huge impact. Just like some of the research we do to learn about our prospects and customers.
Further addressing the people in the nosebleed seats he said, “If you can’t see me, I’m the guy who’s six-foot four, a cross between Brad Pitt and Tom Cruise...with flowing blond locks.” Of course he’s pretty much the opposite of all of that. And the crowd roared again. Self-deprecating humor helps us connect with others, as opposed to trying to be aloof, or a know-it-all in the sales process.
Elton John did not acknowledge the other members of his band. After each song, Billy Joel introduced one of his many band members by name, and where they were from. It was not all about him. Just as in sales, it should never be about us.
Further, he again added some local flavor by making a point to emphasize that one of his guitarists was from LINCOLN, NEBRASKA. That of course went over well. The more you can relate to what is going on in your listener’s local, physical world, the better the connection.
Elton John’s piano was stationary on the stage. His back was to my section on the side of the stage the entire time. Billy Joel’s piano spun around, so that he was facing all parts of the crowd equally. Again, small point about making it about the audience, and connecting, contributing to the total impact.
I am always amazed by people who do things that I have zero talent or aptitude for, and musicians certainly fall into that category. My musical experience consists of being a disc jockey for weddings during college (I did over 400 receptions in four years!). As a result, I still know a lot of songs from that era. And when I go to a concert, like many people, I prefer to hear the songs I know.
For the most part, these guys excelled in this area, since they have about a gazillion hits between them. However, Elton John played one, maybe two new songs – one excruciatingly long – while most of the crowd politely sat. He looked like HE was enjoying himself. (Compare that to the salesperson who talks about what HE wants to talk about.)
Remanufactured INDUSTRIAL
❒ Most Models IN STOCK for immediate Shipment.
❒ We Can Remanufacture and Ship Your Converter Within 48 Hours.
✓
MANUFACTURING COMPANY
✓
4501 WEST NORTH AVE • MELROSE PARK, IL 60160PHONE (708) 343-5444 • FAX (708) 344-6160
www.MHWmag.com November 2015 37
Sales Trends
Billy Joel, however, played only the well-known hits, delighting the crowd, singing along to every song. Again, it was about the audience.
It reminded me of what Kix Brooks, of the famous country duo Brooks & Dunn told me. (I know, huge celebrity name-drop here.) I played golf with him about a year and a half ago the day of their concert in Phoenix (a good friend of mine is a good friend of his). He’s a down-to-earth, regular guy, and a pretty good golfer (we tied with 82’s).
I asked him if he was going to play lots of songs from their new album. He looked at me, smiled and winked, and with his slight Southern drawl said, “Art, when you got 16 Number Ones in the rack, people get pissed if you don’t play ‘em.” So true.
Of course, being a sales geek, I found a way to turn a concert into a sales lesson. Billy Joel helped the crowd buy him by making it about us, personalizing and customizing his comments, and overall projecting a warm vibe that made him likable because he genuinely cared about his audience.
Sounds like a good model, doesn’t it?
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.
Fax 817-847-6552www.allbrandforklift.com • e-mail: [email protected]
F O R K L I F T P A R T S C O . , I N C .8 0 0 . 4 4 1 . 3 7 7 1 • 8 1 7 . 8 4 7 . 7 2 2 7
Used partsGreat deals on hard-to-find,
early & late model parts for most makes and models
Please call
38 www.MHWmag.com November 2015
Your Business Eileen Schmidt
Towlift celebrates 50 years
When the employees and families of Towlift Inc. gathered at Ohio amusement park Cedar Point this summer, bystanders likely wouldn’t have guessed that the hundreds of yellow shirts the group donned for the event were connected to a company that had started half a century early with just a handful of people.
But the material handling business, which started as a Towmotor dealership in 1965, now boasts over 300 employees and eight physical locations. And although Towlift has expanded and diversified over its five decades, the business continues to operate under family leadership and remains tightly connected to its Ohio roots.
Towlift President, David Cannon, went through the history at their 50th anniversary party. Matt Adams, General Manager and third generation of the family leadership, finished with some inspiring words for the future. “We’ve come such a long way since the beginning and all because of the wonderful people that work here” said Cannon.
Towlift has four locations under the original company name. Headquartered in Cleveland, the business has full service operations in Columbus and Toledo, along with a parts and service operation in Mentor, Ohio. Affiliate companies include: Forklifts of Toledo, B&B Forklift, Wilson Barrett Battery Power Systems and Ohio Warehouse.
All of the Towlift locations carry Cat Lift Trucks, Kalmar, Hoist and the Trackmobile rail car mover lines. Racking and warehouse supplies and equipment are also offered, and some of the company locations carry the Linde, Jungheinrich® and Mitsubishi Forklift lines.
“It goes beyond just selling the equipment,” explains Cannon. “Our emphasis is customer care...providing customers with the right product and the right after-market support.” This support required a large investment into parts inventory, over the road service vans, a large fleet of rental equipment, customer service staff and a highly skilled team of service technicians.
As the business has grown, its lines have expanded, and the equipment has become more sophisticated, making it imperative that Towlift technicians stay abreast of developments and learn the different product lines through annual training. “Our technicians are one of our greatest assets”, emphasizes Cannon, and so Towlift has a dedicated training staff and is a factory authorized regional training center for technical training.
Now in its third generation of family leadership, there is a sense of pride throughout the staff over being continually owned and operated by the same family. “It’s personal. Employees know we have a stake in (the business) and we care about it,” says Cannon.
A lot of other dealerships have been bought out by factories in the material handling business, but to Cannon, the family leadership of Towlift indicates the company is solidly rooted. “To me it says, ‘we’re here for the long haul” he said. “All our investments are made for the long term best interests of our customers, our associates, our suppliers and our shareholders.”
The family leadership translates to a commitment to the community as well – Towlift continues to look for ways to be involved in the Ohio communities and southern Michigan counties where it operates.
The business has worked continually with local charities and offers forklift operator training courses to unemployed veterans. In recent years, Towlift made equipment donations to the Cuyahoga Valley Scenic Railroad, Mid-Ohio, Lorain and Cleveland Food banks, and Cherry Street Mission in Toledo.
Asked whether the next fifty years will bring additional expansion and efforts to diversify, Cannon was confident. Absolutely,” he said. “There has been so much change and consolidation; I don’t think we’re ever done with change.”
Eileen Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 12 years. Email [email protected] or visit eileenmozinskischmidt.wordpress.com to contact Eileen.
Remanufactured Transmissions, Engines, Torque Converters, Steer Axles,
Overhaul Kits and Aftermarket Parts for:
• Material Handling • Construction• Agricultural Equipment
Authorized Distributor Authorized DistributorAuthorized Distributor Authorized Distributor Authorized Distributor
Get your company recognized! For more information on
Wholesaler’s Your Business column contact Alva or Dean at 877-638-6190.
www.MHWmag.com November 2015 39
A PARTNERSHIP with
www.charnor.com 1-800-447-3967
BEST VALUE FOR $SPENT COMPETITIVE Pricing
BEST Core Policy - BEST WarrantyEQUALS...
YOUR CUSTOMER’S SATISFACTION
SPENT $$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$
EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...EQUALS...
for REMAN means...
VALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUEVALUE
40 www.MHWmag.com November 2015
New Products See more new products online at www.MHWmag.com
Verti-Lift manual turntables ideal for pallet loading or unloading
Verti-Lift manufactures an array of manual turntables which enhance ergonomics and productivity by eliminating the need to walk around or reach across loads. Ideal
for loads which require pallet loading or unloading, these low profile turntables feature heavy duty construction, and a 4,000# capacity. The standard turntable top is ½" thick steel, with optional conveyor top available. Seven platform sizes, both square or round, from 24" x 24" to 60" x 60" suit most applications. Custom shapes and sizes are available. Detents can be added at 90-degrees and 180-degrees to further enhance operator efficiency. Lifetime lubricated kingpin bearings ensure a long service life with no maintenance. Verti-Lift manual turntables can floor mounted, stand-mounted or on Verti-Lift hydraulic or pneumatic scissor lifts, making them ideal for palletizing, de-palletizing, work station assembly and manufacturing of all kinds and in all industries. www.verti-lift.com
Buckhorn® launches new 62” x 48” extended length bulk boxes
Buckhorn Inc., provider of reusable plastic packaging solutions, announces a new 62" x 48" extended length bulk box. The new 62" x 48" footprint offers maximum trailer cube utilization allowing more containers to fit in
a 53' trailer. The extended length boxes have a 2,000-lb. capacity and also inter-stack with Buckhorn’s existing 64" x 48" product offering. The containers are available in 34", 44" and 50" heights. “The 44" height is a completely unique offering,” said Joe Borer, Market Manager. “Both the 44" and 50" heights feature a tall, one-piece base with 10" of storage for dunnage allowing the panels to be collapsed for return shipment.” Buckhorn’s extended length bulk boxes are ideal for products such as automotive trim parts, hoses, pipes, harnesses and other long, awkwardly shaped items. They collapse flat in seconds and stack for storage and return shipment – optimizing space usage and saving money on return freight. Hand-hold areas on the panels provide a comfortable grip for assembling and collapsing the containers. www.buckhorninc.com
MVP Brush & Broom Blowout!!
SAME DAY
SHIPPING!
WE HAVE YOU COVERED
1.800.870.0687FAX: 616.406.3125
EXCELLENT
QUALITY!
MVP...We’re your partner in parts!Check stock, prices and order at: www.mor-value.com
Be sure to take advantage of the MVP November Brush & Broom Sale!
www.MHWmag.com November 2015 41
316 E 7th Street N Newton, IA, 50208
800-433-3572 thombert.com
SUCCESS IS EASIER WHEN YOU HAVE A SUPPLIER THAT• Understands your business and your customers.
• Helps keep your customers satisfied…and loyal.
• Has the products you need to grow your customer base.
• Will help increase your bottom line profit.
That supplier is Thombert, your SINGLE SOURCE SOLUTION for less frustration and more profit. Give us a call, kick back, and rest easy. It’s that simple!
SIMPLIFY YOUR LIFE
42 www.MHWmag.com November 2015
New Products
New Sovella packing stationsIntroducing a new high-
quality, ergonomic and economical packing station for efficient packing from Sovella. Each packing station includes the frame, top, uprights, top shelf with dividers, two roller holders (one above and one below the
work surface), and a horizontal rail with paper/tape dispenser. A large range of additional accessories are available. Two new carton trolleys have also been introduced with this line of products. All steel parts are epoxy powder coated in grey. Work surface is made of 1” laminate with plastic edges. Frame size is 36” x 72” and is height adjustable from 25.59” to 35.43”. Max load capacity of the packing station is 660 lbs. www.sovella.com
Toyota launches three new productsToyota Industrial Equipment introduced several new
products to its customers and dealers this month including a new Reach Truck, a new 80-Volt Electric and a High-Capacity IC forklift. The latest product launch culminates months of product development, with eight new Toyota models and services introduced in the last two years.
Toyota’s new Reach Truck, available in 2,500 -4,500 lb. capacities, features more than 500 engineering changes to increase quality, reliability and durability. The new forklift includes extended service intervals and an increased powertrain warranty of 3 years / 6,000 hours. New 80-Volt Electric Toyota’s new
80-Volt Electric forklift is available in 4,000 – 7,000 lb. capacities. Designed to work outdoors, 80-Volt forklifts offer reduced maintenance, improved ergonomics and increased productivity, and are proven to have twice the run time as 36- and 48-volt models. New High-Capacity IC Forklift Toyota’s new High-Capacity IC forklift, available in 22,000 – 72,000 lb. capacities, is made for ports, lumber, oil and gas, and any other industries where high-capacity forklifts are used. www.toyotaforklift.com
Akro-Mils announces four new sizes of Akro-Grids
Akro-Mils, a North American leader in storage, organization and transport products, announces the expansion of its industry-leading line of Akro-Grid dividable grid containers with the addition of four new sizes. New Akro-Grid models include 33103 (10 ⅞" L x 8 ¼" W x 3 ½" H),
33162 (16 ½" L x 10 ⅞" W x 2 ½" H), 33165 (16 ½" L x 10 ⅞" W x 5" H), and 33222 (22 ½" L x 17 ½" W x 12" H). Versatile work-in-process containers, Akro-Mils’ Akro-Grids feature a molded-in grid system with divider slots that allows the creation of hundreds of compartment sizes down to 1 ⅛" square. Injected-molded from industrial strength polymers, Akro-Grids resist most solvents and chemicals. Strong stacking rims and external ribbing provide added strength. Akro-Grids are compatible with most racks, shelving and automated material handling equipment. Akro-Grids are now available in 13 sizes and four colors — red, blue, gray and clear. Accessories (sold separately) include long dividers, short dividers, clear snap-on lids, adhesive labels and label holders. www.akro-mils.com
Interthor’s Reel Rotator lifts and rotates reels up to 1,100 lbs
The Danish manufacturer of material handling equipment, Logitrans A/S (parent company of Interthor Inc.), now introduces a Reel Rotator. The perfect choice when transporting, lifting and rotating heavy reels with a large diameter. “It is hard, uncomfortable and often impossible to lift and rotate reels without help – and many enquiries have now led us to develop the Reel Rotator. The Reel Rotator makes it possible to solve every imaginable reel handling situation”,
says Gitte Kirkegaard Berg, CEO at Logitrans A/S. The new Reel Rotator from Interthor Inc. is compact, very maneuverable and ensures the user ergonomically correct working conditions. The gripping arms have rubber-covered gripping pads to achieve the largest friction and to ensure a gentle grip. The Reel Rotator can handle soft as well as hard reels up to an impressive 50" in diameter. www.interthor.com
♦ Hobart♦ Enersys ♦ Applied Energy
Solutions♦ C&D♦ and more!
We Accept:
Equipment, Inc.440-232-1422www.ArconEquipment.comwww.arconequipment.com
We specialize in dependable reconditioned
BATTERIES AND CHARGERScalibrated to factory specs by our certifiedtechnical staff.
Arcon
Good Used Batteries WANTEDWe will buy quantities! Call us with details—
we want your GOOD surplus stock only!
The ARCON DifferenceNot just used chargers, but used chargers that are tested,
calibrated, and set to match the AC input voltage you specify.Working & ready for use!
Hobart—Enersys—AppliedEnergy Solutions—C&D
—and more!
Over 35 years ofsatisfied customers!
www.ArconEquipment.comAkron | Cleveland, OH 44146440-232-1422
We specialize in dependable reconditioned batteries & chargers calibrated to factory specs by our certi� ed technical staff.
The ARCON DifferenceNot just used chargers, but used chargers that are tested, calibrated, and set to match the AC input voltage you specify. Working & ready for use!
Good Used Batteries WANTEDWe will buy quantities! Call us with details –
we want your GOOD surplus stock only!
www.ArconEquipment.com
More New Products available on www.MHWmag.com
www.MHWmag.com November 2015 43
999 Wells Street | Lake Geneva, WI 53147 | Ph:888.734.7687 | www.stellana.com/us 999 Wells Street | Lake Geneva, WI 53147 | Ph:888.734.7687 | www.stellana.com/us
Stellana’s Tmax polyurethane tires developed with a 70A hardness, will provide hightraction in both Indoor and Outdoor applications and will not load up with debris. Tmax carries 90% of the load of a standard 85A tire while increasing traction in coldand damp environments. BETTER TRACTION = SAFETY
COLD STORAGE INDOOR FREEZERS OUTDOOR
1.15
HIGH TRACTION POLYURETHANE
RRRRRRRRRRRRRRRRRRRRRRRRR
44 www.MHWmag.com November 2015
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
www.MHWmag.com November 2015 45
46 www.MHWmag.com November 2015
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
www.MHWmag.com November 2015 47
▶ PARTS ▶ Cylinders–Hydraulic
▶ POWERED INDUSTRIAL TRUCKS ▶ Lift Truck Wholesalers
▶ LIFT TABLES
▶ PALLET JACKS
ATLAS INTERNATIONAL LIFT TRUCKS5050 N. River Road • Schiller Park, IL 60176(847) 678-3450 • Web: www.atlasd2d.com
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]
ATLAS INTERNATIONAL LIFT TRUCKS5050 N. River Road • Schiller Park, IL 60176(847) 678-3450 • Web: www.atlasd2d.com
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
48 www.MHWmag.com November 2015
▶ RACK / SHELVING ▶ New
▶ REPAIR SERVICES ▶ Motors (Electric)
▶ TRAINING EDUCATION / ASSOCIATION ▶ After Market
▶ STORAGE EQUIPMENT ▶ Carts
• Portable Storage Racks • All-Steel Stack Racks • Pallet Stacking Frames
800-939-DYNA (3962)www.dyna-rack.com
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
• Portable Storage Racks • All-Steel Stack Racks • Pallet Stacking Frames
800-939-DYNA (3962)www.dyna-rack.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]
www.MHWmag.com November 2015 49
Power Steering Units Cylinders Pumps Valves
Power Steering Units Cylinders Pumps Valves
New & Remanufactured ExchangePrecision Remanufactured Hydraulic Parts
QUALITY & VALUEFor Over 50 Years
15600 W LINCOLN AVE P.O. BOX 510269 NEW BERLIN WISCONSIN 53151
PH: 262-641-8000 FAX: 262-641-8010A SUBSIDIARY OF HADER INDUSTRIES INC.
HYDRAULIC SERVICES AND MANUFACTURINGwww.haderind.com • e-mail: [email protected]
50 www.MHWmag.com November 2015
Advertiser’s Index
ADVANCE METALWORKING COMPANY, INC. . . . . . . . . . . . . . . . . . . . INSERT
ADVANTAGE MATERIAL HANDLING, INC. . . . . . . 9
AFTERMARKET SERVICES . . . . . . . . . . . . . . . . . 32
AIGNER LABEL HOLDING CORP. . . . . . . . . . INSERT
ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . 37
ALLTECH ELECTRONICS, INC. . . . . . . . . . . . . . . 18
AMERICAN INDUSTRIAL TRANSMISSION INC . . 44
AMERICAN VULKO-TREAD CORP. . . . . . . . . . . . 51
ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . 42
BAY EQUIPMENT CO. . . . . . . . . . . . . . . . . . . . . 13
CASCADE CORPORATION . . . . . . . . . . . . . . INSERT
CAVAION BAUMANN USA . . . . . . . . . . . . . . . . . 2
CHARNOR INC. . . . . . . . . . . . . . . . . . . . . . . . . . 39
CLARK MATERIAL HANDLING CO. . . . . . . . . . . . 5
CONNELL FINANCE CO. INC. . . . . . . . . . . . . . . . 6
DACS, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
DYNAMIC MANUFACTURING CO. . . . . . . . . . . . 36
ECOTEC LTD. LLC . . . . . . . . . . . . . . . . . . . . . . . 12
ENGINE POWER SOURCE . . . . . . . . . . . . . . . . . 11
FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP) 33
FLOW-RITE CONTROLS . . . . . . . . . . . . . . . . . . . 19
GATEWAY RACK CORP. . . . . . . . . . . . . . . . . . . 10
GENESIS LIFT, INC. . . . . . . . . . . . . . . . . . . . 34, 35
GRINDSTAFF ENGINES, INC. . . . . . . . . . . . . . . . 50
H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . 35
HADER INDUSTRIES INC . . . . . . . . . . . . . . . . . . 49
HAMILTON CASTER AND MFG. . . . . . . . . . . INSERT
HANNIBAL INDUSTRIES, INC. . . . . . . . . . . . INSERT
HOWARD BERNSTEIN SCHOLARSHIP. . . . . . . . . 23
INDUSTRIAL POWER PRODUCTS, INC. . . . . INSERT
INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . 22
JOSEPH INDUSTRIES, INC. . . . . . . . . . . . . . . . . . 38
KEYTROLLER, LLC . . . . . . . . . . . . . . . . . . . . INSERT
MAC RAK INC. . . . . . . . . . . . . . . . . . . . . . . . . . 21
MELMOR ASSOCIATES, INC. . . . . . . . . . . . . . . . 24
MHCONX.COM . . . . . . . . . . . . . . . . . . .16, INSERT
MHEDA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15
MOR-VALUE PARTS COMPANY . . . . . . . . . . . . . 40
MOTOR TECH, INC. . . . . . . . . . . . . . . . . . . . . . . . 3
NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14
PRESTO LIFTS, INC. . . . . . . . . . . . . . . . . . . . INSERT
PRODUCTS FOR INDUSTRY . . . . . . . . . . . . . . . . 25
REUSA-WRAPS . . . . . . . . . . . . . . . . . . . . . . INSERT
RHINO RUBBER, LLC . . . . . . . . . . . . . . . . . . INSERT
SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . 35
SHOPPA’S MATERIAL HANDLING . . . . . . . . . . . 27
SOUTHWORTH PRODUCTS CORP . . . . . . . . INSERT
STELLANA U.S. . . . . . . . . . . . . . . . . . . . . . . . . . 43
SUMMIT METAL PRODUCTS, INC. . . . . . . . . . . . 20
SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . 24
SUPERIOR TIRE & RUBBER CORP. . . . . . . . . . . . 45
SUPERLIFT MATERIAL HANDLING INC . . . . . INSERT
THE FORKLIFT PRO . . . . . . . . . . . . . . . . . . . . . . 17
THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . 41
TOWLIFT, INC. . . . . . . . . . . . . . . . . . . . . . . . . . 33
TRI-BORO STORAGE PRODUCTS . . . . . . . . . . . . 29
TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13, 52
UNIRAK STORAGE SYSTEMS . . . . . . . . . . . . INSERT
WEST POINT RACK, INC. . . . . . . . . . . . . . . . INSERT
WHOLESALE PALLET RACK PRODUCTS . . . . INSERT
WY’EAST PRODUCTS . . . . . . . . . . . . . .26, INSERT
More advertisers & resources at www.MHWmag.com
We are a new
distributor of
TIME-SERT® thread
renewal syste
m
GRINDSTAFF Engines Inc.
1041 S. Vista Ave. • Independence, MO 64056Call Rick or Dedee • Toll-Free: 800.896.7676 • Phone: 816.796.7676
Fax: 816. 796.6053
E-mail: [email protected] • [email protected]
www.grindstaffengines.com
We make engines our business, see the difference
ENGINES. CYLINDER HEADS. PARTS.
new cylinder head with valvesIN STOCK!Mitsubishi – Models 4G54, 4G63, 4G64Mazda – Model FE & F2GM – Model 153 & 181 and 2.2 & 2.4Nissan – H20-II, H25, Z24, K21, K25
and TB42Toyota – 4YVolkswagon – 1.9 Diesel
✓ Professional Staff ready to help answer questions, fast quoting service and the know-how to get the job done right the � rst time.
✓ Pre-arranged freight discounts.
✓ ALL engines are “hot run” tested assuring a quality product when it leaves our facility.
✓ Centrally located in the Midwest for convenient shipping.
enginesPerkins • Continental • GMC • Cummins
Hercules/White • Chrysler • IHC Waukesha • Mitsubishi • Peugeot
Nissan • Wisconsin • Toyota • Mazda Ford • Allis-Chalmers
new • rebuilt • exchange
NEW & IN STOCK NOW!TB45 Nissan engine assemblies
Celebrating57 Years of Excellence!
Innovative research and quality products have made us the oldest supplier of Polyurethane industrial wheels and tires in the United States.WE’RE PROUD OF THAT!
Whether your forklift is Crown, Raymond, Yale, Hyster, Toyota, or any other model, we have your wheels and tires.
We also offer a complete line of wheel bearings, as well as high quality mast guide bearings.
Great price, high quality, prompt service.
We invite you to Join The Leader!
Anythingto makeyourholidayshappy.