Material Handling Wholesaler July 2015

An Employee-Owned Specialty Publications International, Inc. Magazine

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July 2015

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July 2015 • Vol. 36 No. 7

16

Human Element Caliper Corp.

Remodel your hiring process with team interviewing

32 38

Sales Trends

Dave Kahle

Dealing with your customer’s time constraints

Your Business Eileen Schmidt Shelving Inc. celebrates 55 years

Industry News copyright istockphoto/Orla

12 Nuts & Bolts

Cover Story

24 Shifting Gears

Established aftermarket programs increase profits

4

John Walker

Columns 8

Bottom Line ZIG or ZAG?

Garry Bartecki

Dean Millius General Manager/Publisher dmillius@MHWmag.com Alva Coffman Account Executive acoffman@MHWmag.com Kathy Regan Editor editorial@MHWmag.com Hobie Wood Production Manager hwood@MHWmag.com Valerie Vorwald Graphic Designer art@MHWmag.com Material Handling Wholesaler: (ISSN # 2155-3467) is published monthly for new and used equipment dealers, equipment manufacturers, manufacturer’s reps, parts suppliers, and service facilities serving the material handling industry. Editorial opinions expressed herein are the author’s and do not necessarily reflect the opinions of Material Handling Wholesaler. All material contained herein is protected by copyright laws and owned by Specialty Publications International Inc.

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Cover Story John Walker

Established aftermarket programs

INCREASE PROFITS

Customers don’t always approach you for business. You sometimes have to approach them!

Professional sales and marketing people worldwide, know that in order to sell any kind of product, they must at some point approach and sell (face to face) the customer what they have to offer.

Too many times, in a typical equipment dealership, our marketing approach to the aftermarket is exactly the opposite.

We have a tendency to believe that parts, service and rental sales are guaranteed and we have a tendency to wait for the customer to approach us. Most equipment dealers’ aftermarket efforts are reactive rather than proactive.

Forty plus years ago, with the urging of the manufacturers, many successful equipment dealers established a parallel sales force to their equipment sales personnel. Clark Equipment Company was one of the first to champion Customer Service Sales Representatives or CSSR personnel. Several years ago, John Deere’s Agricultural Division initiated their dealer program for calling on the customers before, during and after the sale. This marketing program is growing slowly and where the dealers are involved, the program is proving highly successful. Despite this, in the rest of the industry only a small amount of effort is being put forth by the manufacturers.

With product differences narrowing dramatically, customers are seeking value added services. Surveys continue to reflect the customers’ interest. Customers want to know whether or not the dealer is willing and able to satisfy their needs after the sale.

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July 2015

In particular, dealers do a poor job of marketing their service departments.

Will the dealership provide parts availability, quick service response time, rental capability and operator training programs, as well as safety instruction? These important and profitable areas of value added selling keep the customer returning for their second, third and even fourth piece of equipment from your dealership. It is the “key” to increased market share of product.

Your aftermarket support is your dealership’s most unfailing weapon against the competition!

We are continually asked by equipment dealers, how to increase margins on equipment sales (though our area of expertise is not selling equipment.) Margins on complete goods are nowhere near what most equipment dealers want them to be.

Despite this, studies and surveys indicate that customers will pay more for equipment if the dealership provides the service after the sale. Research indicates that a very high percentage of purchase decision makers would pay more for the equipment, if quality aftermarket services were discussed and provided. This service cannot just be perceived, it must be a fact of service before, during and after the sale.

The question is: How much more are they willing to pay?

Play a game of “what if” with your financial statement. Add 1% to 3% or even 5% to your margins on complete goods and discover the overall effect this has upon your dealership’s financial strength. We have experienced successful equipment dealers in all types of industries who have learned the truth of these surveys.

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Cover Story These successful dealers have increased their complete goods margins, and at the same time, increased both product support sales and product support profits.

This is why the successful and profitable equipment dealer works to develop a strong parallel selling team for the dealership.

A selling team devoted to increasing the dealer’s productivity, profitability, and customer delight!

You must recognize up front that in today’s marketplace that your customers have a choice! A choice of where they purchase their parts, their service, their rental and their operator and safety training, after they purchase the equipment from your dealership.

If equipment dealers and department managers recognize this important fact, they will quickly recognize the necessity of marketing their aftermarket through a strong CSSR program.

Many times an equipment dealer will tell us they do not need a Customer Service Sales Representative because the dealer is already getting all of the product support business, or at least all the dealership can possibly handle. Most dealers will tell you that their equipment sales personnel do this job very well. In fact these dealers are walking away from the opportunity they created when they sold the equipment in the first place.

Your equipment dealership probably does not need a CSSR if your financial numbers are somewhere close to the following:

What makes Wholesaler unique?

“

arts: 28% of your dealership’s sales are parts, your margins P are 30% to 34%, and all your customers are using your dealership for 90% of their parts and accessory requirements. ervice: 25% contribution (customer, internal & warranty) S of your total dealership’s sales are service, your dealership is achieving an 80%+ service billing efficiency and your service gross margins are running between 65% and 70%.

Rental: Your dealership is experiencing 6% of acquisition cost as utilization dollars and a gross profit margin of 45%.

Training: Your customers are all using your dealership for operator and safety training and your dealership is showing a 50% gross profit on this training.

We have discovered that the average dealer has little more than a 30% service market share (30% of the dealers’ customer base is using the dealerships’ service department), which leaves 70% of the dealers’ customers shopping elsewhere for service.

This 70% is the dealership’s unrecognized opportunity for dramatic sales and profit increases.

If your dealership mirrors this model or is an average dealership then it becomes the time to truly market your service department. The successful equipment dealer should market the fact that the dealership wants the customer’s service business and is willing to guarantee that the dealership wants to keep the customer’s unplanned downtime to an absolute minimum.

”

Breadth of articles

Damian G.

Connell Equipment Leasing Company 200 Connell Drive, Berkeley Heights, NJ 07922

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July 2015

Cover Story As always let us remind the dealer that your service department is a key element in increasing the dealership’s parts business. If your dealership is performing the service business or is performing planned maintenance for the customer, it is your dealership that is getting the parts business. The other reminder is that service sales and profits also have a dramatic effect of increasing the dealership’s Absorption Rate.

As we mentioned at the start of this article, customers don’t approach you for business, you have to approach them! One of our clients in the golf and turf industry could not understand why one of their customers who owned thirty pieces of the dealer’s lines of equipment purchased the bulk of their parts from the will-fitters. A survey of the customer indicated that the will-fitter called on the buyer a minimum of once a month and in season more often. Furthermore, these personal sales contacts were supplemented by a weekly telephone call to the customer from the will-fitter.

The dealership was a short six minutes away from the customer. In a period of five years no one from the dealership’s parts department had called upon the customer to ask for the parts business. It doesn’t take a consultant or a brain surgeon to discover what the problem was at this dealership.

We have mentioned it many times in our articles and seminars, that marketing your dealership’s aftermarket requires the same techniques used in the marketing of complete goods.

Equipment dealers have sales personnel for complete goods. It therefore stands to reason that there is a need for sales personnel for product support.

Developing a thriving aftermarket or product support sales program takes a great deal of work and effort. It is a program that must originate with the dealer principal. It is a program that will assist your dealership to regain, retain and grow your overall dealership profitability.

We recommend that dealers who do not have a CSSR program consider the possibilities of developing this program.

Those dealers who do have a program should continue to work at the program to keep it successful. Successful dealers will tell you that this program develops the financial strength of the dealership dramatically.

Here’s your Manual Special for this month: Service Marketing for Equipment Dealers, this is a 68 page manual, again on special for $16.99. It covers extensively the topic of selling service to your customer base. It answers every question you might be asked by the customer, it is a must for every Service Manager, every CSSR, PSSR, every prospective CSSR and for Branch Managers and Dealer Principals. Email us at amsconco@aol.com we will email you the manual along with our invoice. If for any reason the manual does not exceed your expectation, email us and let us know and then you may discard your invoice . ... have a great sales and profit week ...

John R. Walker is president of Aftermarket Services Consulting Co. Inc. E-mail editorial@mhwmag.com to contact John.

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Bottom Line Garry Bartecki

ZIG or ZAG? Here we are in June and 2015 is shaping up to be a yawn. u Retail sales are lackluster. u Consumer debt is flat. u US production is flat or slightly down. u International production is flat or down. u The dollar’s strength is hurting exports.

Here we are 70 months into the recovery and there still is no recovery.

So where does the material handling industry go from here?

Is it time to ZIG or ZAG?

By ZIG or ZAG I am referring to both your short and longterm strategic plans to increase business, profitability, cash flow and value. Depending on the timeframe you set for yourself to monetize your investment, changes in the material handling supply chain, disruptive activities impacting every industry and timing of reasonable growth returning in the economy ….you have a big job ahead of you.

I don’t know what you’re thinking but I find it hard to see a significant turnaround any time soon. Consequently, management has to tightly manage the balance sheet and at the same time generate positive cash flow. The lowlights noted above I believe justify my thinking. To me the short term almost requires a zero-based budgeting approach for the entire operation. You remember zero-based budgeting don’t you? You start with a

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blank sheet and start building your budget for what you really, really, really need and dispense with the rest. At the same time and somewhat of a result of your zero-based work you find ways to lower your fixed costs, thus making it easier to make a profit.

This approach helps you hunker down and protect your investment until such time as a miracle recovery occurs where you can take advantage of your solid balance sheet and low fixed costs, or it is time to monetize the business without needlessly depreciating shareholder value.

On the other hand, if you are a hard driver and a (calculated) risk taker, you may choose to ZAG and take advantage of the low interest rates, dealerships with cash flow problems, manufacturers looking for dealers that know what they are doing and expand the business and consolidate activities to reduce costs and improve profits. Right now there is no doubt that this scenario is possible.

Did you know Warren Buffet recently bought a group of auto dealers? A couple of other hedge fund managers are looking to do the same. Hmmmmm, wonder why? Could it be that rolling up dealers is a good idea?

Speaking of dealer groups I suggest you go to the Hendricks Auto Group website and review the history of the company and how they acquired 133 franchises, 95 dealerships and 29 brands.

In 2014, according to the website, Hendricks sold 180,000 vehicles for approximately $10 billion dollars. Can you imagine how many customers came through the service department? How did they do that? How could they own franchises from different manufacturers? If you want to find out how they reached this point I suggest visiting their website, and while you are at it you may want to do the same for Berkshire Hathaway because you will be surprised how many different dealers and rental businesses they own.

What these large investor groups have done is create a brand, a brand that means more to a customer than the equipment or vehicle brand that is being sold. Sure they have to deal with vendors and sure they have to meet their territory numbers, but they can achieve above average results because they are a more efficient operation, created a reputation of providing excellent service and have the horsepower to get the job done. In short, most vendors would want them on their team.

If you like this ZAG approach there are people out there looking to make a return on their money and while the money is expensive from mezzanine investors, when you combine it with a bank loan the blended rate isn’t so bad. Since the mezz funds can be considered equity it makes the loans easier to get. What I have found is there are banks that work with specific mezz players to make these types of investments possible.

I have mentioned a few months ago that the means of getting material handling equipment to the market is changing and has to change to continue to make it a win-win-win for vendors, dealers and customers. The game as we know it is probably on the way out ... with new ways evolving of providing material handling solutions to customers. Squawk Box on CNBC has been bringing on leaders from the top 50 Disruptors. Go get a copy of the list along with a stiff drink ... you are going to need it. It is absolutely

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Bottom Line amazing how these young and old people alike are changing the way products go to market with more services and cheaper prices.

One that recently caught my eye has to do with batteries. Think about this for a moment ... if Elon Musk and his crew find a way to produce batteries that can basically convert all lift trucks to be battery operated, what would that do to your business?

If you are making plans to retire or sell the business I would ZIG. If you still have fire in your belly and like a challenge then ZAG after giving a tremendous amount of thought to how money will be made in the lift truck business or the one of many businesses your find yourself in using the hard and human assets you have at your disposal.

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Nuts & Bolts Acquisitions, expansions & other business news

ThomasNet and ISM celebrate Supply Chain Industry’s future leaders From Katy Conrad Maynor, who helped develop a regional sourcing strategy for Shell Oil’s business-to-business products, to Matthew Bauer, who was instrumental in bringing reverse auctions to public agencies in Arizona, today’s youngest supply chain professionals are making an exceptional impact right from the start. To celebrate emerging leaders like them, ThomasNet.com® and Institute for Supply Management® (ISM®) kicked off their second “30 Under 30 Rising Supply Chain Stars” Recognition Program. The success of the inaugural program, which generated hundreds of nominations and created a groundswell of industry support, inspired the organizations to continue it this year. To help these winners build on their accomplishments, each new rising star will receive complimentary membership in ISM for one year, where they can take advantage of educational and networking programs. One “megawatt” professional from the second group, along with their nominator will also receive an all-expense paid trip to ISM2016 to be held May 16-18 in Indianapolis. Individuals can nominate deserving young professionals by going to www.thomasnet. com/30under30. Self-nominations are also encouraged. The deadline is July 31, 2015. All nominees must be thirty or younger as of December 31, 2015. www.ThomasNet.com

MHEFI 2015-16 Scholarship awards announced The Board of Directors of the Material Handling Education Foundation, Inc. (MHEFI) recently announced its 2015-2016 Scholarship Winners. A total of $127,150 in scholarships was issued. For 39 years, MHEFI has supported material handling and logistics sciences students at many universities. MHEFI scholarships are awarded each year to students dedicated to entering the material handling and logistics field, either within MHI member companies or the user community. These students are pursuing careers in the industry as engineers, project managers, management and professors. Many will be employed in manufacturing and the supply chain.

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Howard Bernstein Scholarship Sponsored by Atlas Toyota Material Handling

$5,000 awarded to Jeremy Kaszycki Bradley University Howard Bernstein Scholarship Sponsored by Conger Toyota Lift & Transamerican Equipment

$5,000 awarded to Natalie Burger University of Wisconsin - Superior Howard Bernstein Scholarship Sponsored by Eastern Lift Truck, Mr. Jack Patten, Mr. Gary Moore, Hy-Tek Material Handling

$5,000 awarded to Joseph Leon, University of Pittsburgh Howard Bernstein Scholarship Sponsored by Hamilton Caster, Hanel Storage Systems, Mr. George Sefer

$5,000 awarded to Tori Crook University of Nebraska at Kearney Howard Bernstein Scholarship Sponsored by TVH Americas

$5,000 awarded to Lacy Greening Oklahoma State University Howard Bernstein Scholarship Sponsored by WorldWide Material Handling

$5,000 awarded to Stephanie Demos, Ohio State University Material Handling Education Foundation Honor Scholarship

$5,000 awarded to Alexis Huelsman, Auburn University Material Handling Education Foundation Honor Scholarship

$5,000 awarded to Tianqi Gao, Auburn University Material Handling Equipment Distributors Association Honor Scholarship

$5,000 awarded to Jonathan Barry, Auburn University Material Handling Equipment Distributors Association Honor Scholarship

$5,000 awarded to Ellen Graszi, Penn State University Spanco, Inc. Honor Scholarship

$5,000 awarded to Carolyn Duffett, Penn State University We’ve listed scholarships of $5000 or more. Many other scholarships have been awarded and can be viewed at www.MHEFI.net. Since 1976, MHEFI has awarded more than $2.5 million in scholarships and grants to students at 76 colleges and universities. www.MHEFI.net

Sell it on

Frazier Industrial Honor Scholarship

$5,000 awarded to Benjamin Acker University of Oklahoma - Norman

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July 2015

877.638.6190 www.MHconX.com

The Howard Bernstein Material Handling Industrial Distribution Scholarship

recruit

SMART... save MONEY... save TIME

By joining other industry leaders you benefit by: • Reaching thousands of trained students committed to material handling and industrial distribution, attracting leading companies offering these opportunities

All this can help you: • Lower your recruiting time and costs • Tailor your recruitment message to a pre-qualified audience • Leapfrog your competition and attract the best Remember: • You choose the school for your scholarship

• Directly recruiting among 76 pre-qualified universities • Joining a LINKEDIN group of industrial distribution students and faculty

• You establish year-round relations with schools of your choice

• Making your company known among the leaders in your industry

• 100% of your contribution goes to a scholarship and the funds pay all administration cost

“We hired a graduate each year and our investment has paid dividends.”

Duncan Murphy, President, Riekes Equipment Company, Omaha, Nebraska

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 Elite $5,000 and above

Shared awards Gold $2,500-4,999

Shared awards Silver $1,500-2,499

Shared awards Bronze $500-1,499

Shared awards Other $ __________

MHEFI is a non-profit 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.

Please fill 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

www.MHWmag.com

MHW 07/15

July 2015

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July 2015

Nuts & Bolts

Old Dominion Freight Line announces senior management changes

PartnerTech signs framework agreement with Raymond Corporation

Old Dominion Freight Line, Inc. announced that Greg C. Gantt, the Company’s Executive Vice President and Chief Operating Officer, has been promoted to President and Chief Operating Officer. David S. Congdon will remain the Company’s Chief Executive Officer and will assume the new responsibilities of Vice Chairman of the Board of Directors. J. Wes Frye, the Company’s Senior Vice President - Finance and Chief Financial Officer, has announced his plans to retire from the Company effective December 31, 2015. Adam N. Satterfield, the Company’s Vice President - Treasurer, will become the Company’s Chief Financial Officer effective upon Mr. Frye’s retirement. David S. Congdon commented, “Old Dominion is quite fortunate to have someone of Greg’s experience and expertise. Since joining the Company in 1994, he has assumed ever-increasing levels of responsibility for all aspects of our operations. Greg has played a critical leadership role in Old Dominion’s growth from a small, regional LTL motor carrier to one of the five largest LTL companies in the United States. As the Company’s newly-elected Vice Chairman of the Board and continuing CEO, I look forward to working with Greg and our Board of Directors as we continue to enhance the business model that is setting the standard for success in our industry.”

PartnerTech AB and the Raymond Corporation (Raymond), a part of Toyota Material Handling North America (TMHNA), the number one material handling company in North America, have signed a framework agreement covering production of electronics and electromechanical modules for forklifts. The agreement with Raymond further expands the cooperation between PartnerTech and TMHNA. The agreement includes product development, prototyping, production and aftermarket services and involves PartnerTech’s units in Åtvidaberg, Malmö, Sieradz and Atlanta. Additional volumes are expected at approximately SEK 35 million in 2015. “We are very pleased to have signed this agreement with Raymond. With the recently signed framework agreement with Toyota Material Handling Europe we have now further strengthened our position as a key supplier within Toyota Material Handling Group. This proves that we have a competitive offering covering the whole product lifecycle and that we can deliver on a global scale,” says Leif Thorwaldsson, President and CEO of PartnerTech AB. Aligning with a key supply partner such as PartnerTech enables us to leverage a global supply chain footprint in support of achieving our short and long term business objectives, ” says Keith Burlingame, Director Corporate Procurement at the Raymond Corporation. www.partnertech.com www.raymondcorp.com

www.odfl.com

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5/4/15 2:17 PM

Human Element Caliper Corp.

Remodel your hiring process with team interviewing Team interviews can take a hiring process that is old and worn and bring it back to life, helping you hire great employees that stay and shine! And the process is DIY once you have the tools.

A team interview typically involves assembling several interviewers to gain a broader perspective on the candidate’s experience, skills and personality. The interview-panel format is especially helpful when the candidate will be reporting to more than one manager, since interviewers all get to hear the same responses and can follow up on each other’s questions.

Alternatively, team interviews can be conducted in a series of one-on-one meetings for ease of scheduling and to reduce the intimidation level for candidates.

Two key elements of team interviewing are variety and consistency. Employ both and notice how much richer and accurate your selections become.

You can incorporate variety into the process by engaging interviewers with distinct personality differences. For example, you might enlist one interviewer who is process oriented and another who is a task juggler, one who is gregarious alongside someone who is reserved, or pair a big-picture thinker with a tactical one. This shows candidates the diversity they’ll experience. With enough personality ‘flavor’ in the mix, your candidate will also find the interviewer who best puts her at ease and, by extension, encourages her to be more authentic.

Consider variety in perspectives as well. Whether people are interviewers or not, their perspectives are critical when putting together questions. Ask yourself: l Are the manager’s concerns represented? What about peers? What behavioral questions should I ask of the applicant to address these views? l Are internal customers represented? l Have I incorporated a matrix manager’s needs? l Will the candidate have direct reports? If so, how can I address their concerns in the interview?

Then take the time to brainstorm questions that touch on the range of perspectives.

You can also vary where you conduct interviews. It may not be possible for the candidate to visit each interviewer’s office, yet parading interviewers into a conference room can be tiring for everyone. Break things up by holding some interviews in a central location and others in offices.

Consistency is equally critical to maximizing hiring effectiveness. Try using a structured guide that gives interviewers parameters and guidelines for asking questions. Instead of each person asking the same question, discuss in advance who will be covering which questions and how.

Training can help interviewers who are inexperienced in asking behavioral questions. Making the effort to build those skills across your interview team will pay off big time.

1351 Nagel Blvd., Batavia, IL 60510 Ph: (630) 879-7008 | Fax: (630) 879-8068 www.summitmetalproducts.com

RAIN DECK • open area rack deck (B-Deck) • perforated for sprinkler drainage • installed on step ledges of rack beams • top of deck is flush with top of rack beam • smooth top surface protects products • products slide easily on and off • finishes available are painted or galvanized

ADDITIONAL CAPABILITIES • solid steel deck for pallet rack and shelving • solid and perforated flat cover plates • roll formed and structural crossbar supports • steel deck for mezzanines and pick modules • layouts to minimize or eliminate field cutting • miscellaneous fabricated metal parts

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Human Element Determine in advance the maximum number of interviews for candidates. Putting them “through the wringer” in a prolonged hiring process is grueling for them and defeating for you, and it makes the calibration of interview results time consuming and hard to achieve. But whatever that number is, be consistent in how you apply it.

Finally, spend a consistent amount of time debriefing your team. Don’t shortchange a candidate because one team member can’t meet at a particular time. Wait until everyone is present to review your scores and notes. It’s also a good idea to have a facilitator conduct the calibration so that all voices are heard.

Reminders for variety: l Expose your candidates to multiple personalities within the organization. l Apply a range of perspectives when crafting interview questions. l Use variety in meeting locations and times.

Reminders for consistency: l Ask the same set of core questions to each candidate. l Debrief with your interview team consistently. l Use consistent selection tools beyond interviews.

By adding these simple items to your hiring toolbox, you can rebuild your staffing process so that it’s better than ever.

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 609-5241200. Email editorial@mhwmag.com to contact Caliper.

John R. Walker 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.

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July 2015

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THE FORKLIFT PRO WORLDWIDE WHOLESALER OF QUALITY LIFT TRUCKS

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14530 Type: Narrow Aisle Make: Cat Model: SF22 Year: 2007 Capacity: 2000 lbs Mast: 78/65M Details: Electric 24 V, Forks, Mono Mast, Fork Over Stacker, No H/M 15216 Type: VNA Articulating Make: Aisle Master Model: 44S Year: 2005 Capacity: 4,400 lbs Mast: 91/220Q Details: LP, 4 Way, S-S, FP, LPR. 42”Forks 15308 Type: IC Big Pneumatics Make: Cat Model: DP150 Year: 2003 Capacity: 33,000 lbs Mast: 163/177S Details: Diesel, 5 Way, S-S, FP, 94”Forks 15668 Type: IC Cushions Make: Hyster Model: S50FT Year: 2008 Capacity: 5,000 lbs Mast: 82/189T Details: LP, 3 Way, Mono, S-S, 48”Forks 15809 Type: IC Big Pneumatics Make: Hyster Model: H155XL2 Year: 2006 Capacity: 15,500 lbs Mast: 124/244T Details: LP, 4 Way, No Attachments

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Take the pain out of YOUR supply chain. Join the Rhino Team!

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We are looking for dealers and distributors to be a part of the Rhino team that represents “Excellence in Service” with a commitment to the principles of continuous improvement, quality and competitive products. Our team will take the “pain” out of the supply chain process.

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July 2015

23

Shifting Gears Industry personnel and organization news

Yale honors outstanding performers with 2014 Dealer of Excellence Award Yale Materials Handling Corporation is excited to recognize its top performing dealers with the 2014 Dealer of Excellence award. This award honors Yale® dealers that have exhibited focused leadership, and continue to drive their customers to the highest level of performance in all functional areas of materials handling.

“Our dealers continue to demonstrate an exceptional commitment to service, providing expert knowledge and support that exceeds customer expectations and attracts new business,” said Bob Sattler, Vice President of Dealer Business Development, Yale. “The Yale dealer network is one of the largest in the materials handing industry, and our Dealer of Excellence recipients have proven to meet the most demanding criteria, standing out from a remarkably talented group of dealers.”

To receive the award, dealers must meet rigorous business practice standards and performance criteria including superior customer satisfaction, general management, truck sales, shortterm rental, aftermarket sales and parts and training and service.

Each year, the program requirements are assessed and modified to ensure that performance standards keep pace with increasing customer expectations and heightened industry demands.

2014 Dealer Excellence Recipients Yale Dealer

Dealer Principal

Alta Equipment (Eastern MI Division)............ Steve Greenawalt Berry Material Handling ................................. Joe Wilson Black Equipment Company, Inc..................... Scott Bonnell Burns Industrial Equipment, Inc. .................... Christopher Burns Dougherty Equipment Company (NC Division) ................................................ Michael Dougherty Eastern Lift Truck Co., Inc. ........................... Mike Pruitt Fairchild Equipment Inc. (WI. Division) ........ Gary Fairchild Hilo Materials Handling Group ...................... Steve LoPiccolo Hy-Tek Material Handling ............................. Sam Grooms Insley-McEntee Equipment Company, Inc..... Philip Robinson Key Material Handling Equipment Co., Inc. .. Robert Kehley MacKinnon Equipment & Services................. Sandy MacKinnon Medley Material Handling Company.............. Mark Medley Northland Industrial Truck Co., Inc. (MA Division) ................................................ Alan Hammersley Riekes Equipment Company.......................... Duncan Murphy Yale Carolinas-East ......................................... Gray Wheeler The Yale Dealer of Excellence recipients were honored with a special awards celebration on April 10, 2015 in Newport Beach, Calif. The 2014 Dealer of Excellence program marks the 21st year that Yale has honored its highest performing dealers. www.yale.com

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July 2015

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A SOUND INVESTMENT IN SAFETY EDGE ALERT WILDECK®

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July 2015

25

Shifting Gears

Remembering an industry icon...

Howard Bernstein

ATD selects Raymond for Excellence in Practice recognition

An industry icon has passed at the age of 92. Howard Bernstein, founder and former chairman of the Atlas Companies in Schiller Park died at 10:30 p.m. Monday, May 18, at Evanston Hospital in Chicago, Ill. Bernstein loved the material handling industry and spent more than 75 years building his business, but more importantly he built friendships with everyone he met.

Howard Bernstein After leaving the Atlas Companies, Bernstein 1923-2015 was passionate about encouraging young people to enter the material handling industry. He even formed the Howard Bernstein Scholarship Fund contributing his own money to launch it. Bernstein mentioned only five universities in the country had courses in distribution, but with this scholarship and the efforts of MHEDA and MHI that list has grown to more than 30 universities with distribution and engineering courses.

Bernstein served as president of MHEDA in 1965 and attended almost every convention.

“Howard was one of the greatest Howard wearing his famous leaders and icons in this industry and an hat worn at the Hannover example of someone who truly gave of himself for the betterment of others. He Fair in Germany. never stopped sharing his gifts of experience and knowledge,” said Liz Richards, executive vice president of MHEDA. “The past few years, Howard passionately worked to help raise the awareness of this industry among students through the establishment of the Howard Bernstein Industrial Distribution Scholarship first by seeding the fund with $150,000 and then tirelessly fund raising within the material handling community bringing in tens of thousands of dollars.

His message was about the importance of ‘investment’ in Bernstein received the Lifetime young people. I was fortunate Achievement Award from MHEDA. to have worked with Howard on this effort and have had the pleasure of Howard’s friendship and mentorship for the past 20 years. The material handling industry has lost a great man.”

Aftermarket consultant John Walker added, “I first met Howard early in the 60s, and in my entire career I have never met a man with the integrity of Howard ... if he told you something you could count on it.”

Memorials can be sent to any of these organizations that Howard was passionate about. The Howard Bernstein Scholarship Fund or the Palm Springs Air Museum.

The Association for Talent Development (ATD), formerly ASTD, honored the Raymond Corporation with both an Excellence in Practice Award and Citation for its Course Manager Training and Development Program.

ATD’s Excellence in Practice Awards program recognizes organizations for results achieved through the use of practices and solutions from the entire scope of talent development. Awards are presented to organizations with proven practices that have delivered measurable business results in achieving organizational goals. Citations are presented to organizations with promising practices that have shown they will demonstrate measurable results. At Raymond, we are a learning and growing organization that supports, encourages and cultivates our employees, in turn helping to do the same for our customers,” says Michael Field, chief executive officer for The Raymond Corporation. “To be recognized by the Association for Talent Development as a company that excels in our Course Manager Training and Development Program, not only here in the United States but internationally, reinforces the importance and effectiveness of our efforts.” www.raymondcorp.com

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July 2015

TVH University enhances skills Enhance your employees’ knowledge of new generation mechanical systems, emerging technologies and professional skills by enrolling in a TVH University (TVHU) course. Our unparalleled industry related training paired with hands-on training takes your employees’ skills to the next level. Whether you are investing in your employees who work in the parts department or service department, TVHU has a program to further develop their professional skills.

Students learn practical problem solving skills and effective trouble shooting techniques. If your employees haven’t attended a TVHU training course, check out the available classes in 2015. Choose from a variety of courses held at a TVH location near you. Class size is limited. www.tvh.com

More Shifting Gear articles available on www.MHWmag.com

REMEMBERING AN INDUSTRY ICON

Howard Bernstein 1923 – 2015

Howard was an icon and an example of someone who truly gave back to this industry. He never stopped sharing his experience and knowledge. Howard passionately worked to help raise awareness of this industry among young people. Our industry has lost a great man.

It was an honor to have Howard a part of my life personally and professionally.

George Prest, CEO of MHI.

Howard was one of the greatest leaders and icons in this industry and an example of someone who truly gave of himself for the betterment of others. He never stopped sharing his gifts of experience and knowledge. I was fortunate to have worked with Howard on his scholarship program and have had the pleasure of Howard’s friendship and mentorship for the past 20 years. The material handling industry has lost a great man.

Liz Richards, Executive Vice President of MHEDA

Memorial contributions may be made to the Howard Bernstein Scholarship Fund. (See ad in this issue) or to the Palm Springs Air Museum at www.palmspringsairmuseum.com

From the entire staff at Material Handling Wholesaler, our thoughts & prayers to the entire Bernstein family and friends around the world. www.MHWmag.com

July 2015

27

Shifting Gears

UniCarriers Americas recognizes Pinnacle Sales Award winner

Forks Large inventory!

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July 2015

UniCarriers Americas Corporation (UCA) announced Richard Mustico of CFE Equipment as the winner of its prestigious Pinnacle Award for sales achievement in 2014. Mustico, who is a sales representative at CFE Equipment in Norfolk, Va., was nominated for the award by Tony Sessa, dealer principal of CFE. During Mustico’s 11-year tenure in the material handling equipment industry, his substantial equipment sales have earned him recognition as one of the leading sales professionals at his dealership for the past eight years, and his persistence and salesmanship resulted in a multiyear agreement with a large account, generating not only considerable forklift unit sales, but valuable aftermarket opportunities. “The Pinnacle Award is the highest recognition that UniCarriers Americas can bestow upon an individual. Those who receive this award represent the very best and most successful professionals in the material handling industry,” said Steve Cianci, vice president of sales and marketing at UCA. “We have the utmost respect for Rich and his achievements thus far in his young career in the industry.

Congratulations to Rich and CFE Equipment.” Mustico’s nomination was made based on five characteristics that set him apart as a sales professional: discipline, integrity, reliability, collaboration and passion for his profession. www.unicarriersamericas.com

MHI announces 2015 Young Professional Network Mentor Award MHI announced the 2015 Innovation and Young Professional Award winners at their 70th Anniversary Celebration during ProMat 2015.

Michael Romano, President and CEO of Associated, a provider of integrated supply chain solutions, was recognized with the MHI 2015 Young Professional Network Mentor Award.

This award is given to an MHI member who offers professional guidance, instills and nurtures talent, advocates for employees and their professional development, possesses a commitment to the company and its people, and serves as a positive and inspiring role model. As a 35-year veteran of the material handling industry Mike has spent his career making significant contributions to every organization he has been associated with and has mentored countless leaders along the way. Additionally, Mike has been a driving force behind the industry’s initiative to gain a higher level of visibility among new talent. He has done this through his participation on the Material Handling Equipment Distributors Association’s (MHEDA) Board of Directors, Executive Committee and serving as their President in 2002.

Additionally he has served on The College Industry Council of Material Handling Education Foundation (CICMHE) and MHI’s Education Foundation Board of Directors. www.associated-solutions.com

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www.MHWmag.com

July 2015

31

Sales Trends Dave Kahle

Dealing with your customer’s time constraints

Q A

ow much time should you expect from a customer for H an appointment?

This is one of those many questions about sales issues for which the answer always begins with “It depends.”

It depends, first of all, if this is a prospect (someone who has not purchased) or a regular customer (someone who buys regularly). Generally speaking, you can expect more time with a customer than with a prospect.

It depends, secondly, on the understanding your customer has about the purpose and agenda of the call. For example, if you asked for 60 minutes in order to detail your response to his request for a proposal or a piece of equipment, then you should expect 60 minutes. If you asked for a short period of time to introduce you and your company, then you are probably lucky to get 30 minutes.

It depends, next, on your personal reputation. If you are a seasoned rep who, over the years, has built a reputation that you won’t waste your customer’s time, and that you are always prepared to share something you think will be of value to the customer, then you should expect more time. If, however, you

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don’t have such a reputation with the customer, then you should expect less time.

It depends, finally, on your objective for the sales call. If you want to check up on the delivery of an order, for example, it probably shouldn’t take you more than ten minutes. If you want to get a tour of the facility and meet four of the key people, it could take a couple of hours.

As an overall rule to guide you, the call shouldn’t take any longer than it needs to take. In other words, have a purpose, have an agenda and move methodically and professionally through that agenda.

Remember, of equal importance to how much time you think the call should take is how much time the customer has to devote to it. As you know, time is the scarce commodity of our age, and your customer doesn’t have much of it. You need to respect your customer’s time constraints. If you expect an hour of your customer’s time, that’s 16 percent of his day. Are you that important? Will you bring him/her enough value to justify that? Never allow your preconceived notions to override your customer’s time constraints.

Q A

If the time allowed for a sales call is too short, should you cancel or reschedule?

Good question. To put my answer in perspective, remember that I believe that time is the customer’s most scarce asset. They never have enough time. That’s why they use voice mail, gate keepers and set agendas – to help them get the most out of their days. It is so difficult to actually get face-to-face selling time that any time you get should be respected. I’ve said all of that in order to say this: Take the appointment, even if you know you don’t have enough time to do what you want to do.

That gives you an opportunity to make a personal contact, and to learn a little bit about the customer. Do as much as you can during that first appointment, and, before you leave, make an appointment for the next visit to complete what you started.

Dave Kahle has trained tens of thousands of distributor and B2B salespeople and sales managers to be more effective in the 21st century economy. He’s authored nine books, and presented in 47 states and eight countries. Sign up for his free weekly Ezine or visit his blog at www.davekahle.com. E-mail editorial@mhwmag.com to contact Dave.

Get your ad in the August issue of Material Handling Wholesaler.

Deadline: Wednesday, July 1 877-638-6190 or email sales@MHWmag.com 32

www.MHWmag.com

July 2015

We Handle It All! Setting the Standard in Material Handling Equipment

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

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

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It cannot be dumped in mid-air or dumped accidentally.

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3/2/15 July 2015

3:47 PM 33

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

BY RANDALL-REILLY

Lift Truck Market Trends ach month EDA, a product of Randall-Reilly, provides a snapshot of industry data that’ll let you see E 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

Top 20 Equipment Lenders

isplays the top five buyers nationwide for each of D 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.

Goodyear Tire & Rubber Co. Akron, OH Class 1 Motrec Class 1 Hyster Class 4 Hyster

77 38 30 9

isplays the top 20 lenders nationwide for each of D 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.

Toyota Motor Credit Corp......................... 242 Wells Fargo Bank................. 210

Bank Of The West..................27 GE Credit Corp....................23

Nissan Motor Accept Corp....95

Bank Of Amer Lsg & Capital.........................20

De Lage Landen Fin Svc........82

US Bank Eqt Fin...................19

SCG Capital Corp.................77

Century Tokyo Lsg Usa..........19

PNC Eqt Fin.........................52

Farmers & Merchants Trust Co................................17

C H G Meridian Usa Corp.

Electric Lift Trucks - No Model Class 2 Class 1 Class 1 Class 2 Class 5

Woodland Hills, CA 52 Crown 35 Crown 10 Crown 2 Hyster 2 Hyster 2 Linde 1

Cardinal Health Inc. Class 3

Dublin, OH Crown

35 35

MB Fin Bank........................49

Wells Fargo Eqt Fin...............13

GSG Fin................................35

BMO Harris Eqt Fin Co.......10

Musco Olive Prods Inc. Class 4

Tracy, CA Cat

25 25

Connell Eqt Lsg Co...............28

GE Capital Commercial Inc.....9

John Morrel & Co. Class 3 Class 1

Sioux City, IA Crown Crown

24 19 5

34

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July 2015

Skandinaviska Enskilda Banken..................................52

Beverly Bank.........................14

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

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July 2015

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July 2015

37

Your Business Eileen Schmidt

Shelving Inc. celebrates 55 years When Mike Schodowski sees a disorganized office or business, he often feels the urge to make the space more organized and space efficient. “It eats you in the stomach because you know you can really help them,” said Schodowski, who as vice president of sales for Shelving, Inc., knows how to make space work harder.

Now in its 55th year, Shelving, Inc. provides shelving and racking products to make the best use of the available space.

Shelving, Inc. offers design services and complete turnkey installation for both large and small businesses. Since 2007 the company has expanded into the residential market as well.

The business, headquartered in Auburn Hills, Mich., remains in the Detroit area of its inception and in its over half century in operation has expanded both its bricks and mortar operation and two online stores.

Jack Schodowski, Mike’s father, founded the business in 1960. The new venture followed his career as a mathematics instructor at Wayne State University, his work as an industrial engineer with Square D Company and a job as a regional sales representative for Interlake Steel of Chicago. Jack Schodowski’s move from academia to industry to entrepreneur was driven in part by the desire to control his own destiny, according to his son, Mike Schodowski.

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July 2015

“You get paid what you’re really truly worth. And he would help employ people” providing good salaries, Mike Schodowski said. “That was also a high motivation.”

Shelving, Inc. was established on Riopelle Drive in East Detroit’s warehouse district. Jack Schodowski began by selling slotted angle materials by day and building his own custom shelves at night.

From there, the business grew into a warehouse on Grand River Ave., and later, a larger facility on West Chicago Blvd. The company continued growing, moving to its current location in Auburn Hills in 1979, and adding more corporate office space in 1994, according to a company history.

The business developed an online presence for generating sales leads in 1997, and after e-commerce orders began to grow, created a website solely for e-commerce in 2007.

“The retail (side of the business) is branching out more into e-commerce,” said Mike Schodowski, who said Shelving, Inc.’s business-to-business market is currently larger than the online side of the operation, although the latter is growing at a quick clip.

Schodowski said he envisions this technological expansion continuing during Shelving, Inc.’s next 55 years, both for the company and its customers. “The rate of change is so fast, you

Your Business really have to be able to respond and change to market conditions faster now than even five years ago,” he said.

Although the recent recession proved difficult, Schodowski said Shelving, Inc. made it through with “a lot of good teamwork.” “We did not lay off any employees during that period. We didn’t reduce employee base or cut their pay,” he said.

Today, there are 23 company team members and Schodowski anticipates one or two more will be hired by the end of the year.

He senses the current economic climate will continue to improve.

Since 2000, Shelving, Inc. has been profitable every year except one, despite the recession, according to the company’s history. It posted record sales in 2013.

Shelving, Inc. donates 10% of its profits to the Capuchin Soup Kitchen in Detroit, MI. “Both Shelving, Inc. and the Schodowski family began their lives in Detroit and we want to give back to the community from which our roots started.” Mike Schodowski said.

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 editorial@mhwmag.com or visit eileenmozinskischmidt.wordpress.com to contact Eileen.

Contact editorial@mhw.com to have your business featured in Material Handling Wholesaler! ew a n of e r a ad tor We tribu ® thre dis ERT stem E-S al sy TIM new re

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

Hyster announces new short wheelbase industrial lift truck Hyster Company announces its new H300HD2S and H330HD2S industrial lift trucks at AISTech 2015, the nation’s largest steel exposition.

Suitable for applications such as steel manufacturing, concrete and lumber, the new models are designed to offer 30,00033,000 pounds of capacity with a shorter wheelbase. The Hyster® H300HD2S and H330HD2S models come in response to customer demand for superb maneuverability combined with excellent capacity. Featuring an outstanding outside turning radius for the most compact operating conditions, where space is limited and ease of use is paramount, the new trucks allow users to make efficient use of facility space. Standard to these models is a right-sized Cummins QSB 4.5 L Tier 4 Interim engine mated to a three-speed power-shift ZF WG 161 transmission, which enables smooth shifting, precise inching and fast acceleration. The powertrain is engineered to offer outstanding fuel economy while providing full-rated lifting capacity. www.hyster.com

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We specialize in dependable reconditioned We specialize in dependable reconditioned BATTERIES AND CHARGERS batteries & chargers to calibrated to factory specs bycalibrated our certified factory specs technical staff. by our certified technical staff.

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July 2015

New Quantum Rackbin complete packages Quantum Storage Systems, the inventor of the 42” Rackbin, has designed a wire shelving system to accommodate as many as 12 Rackbins on four shelf levels. This bin and shelving combination is ideal for storing large or bulky items. The 42” deep bin comes in widths of 16 1 ⁄2”, 19 7⁄8” and 23 7⁄8” all heights are 1 17 ⁄2”. The chrome plated wire shelving system is a starter unit combined with an add-on unit that when put together, can house these extra-large bins. www.quantumstorage.com

UniCarriers offers exclusive Nomad® Forklift for indoor and outdoor use UniCarriers Americas Corporation (UCA) offers the Platinum II Nomad® series lift truck. The Nomad series features the flexibility to use the compact lift truck both indoors and outdoors. Built on a smaller frame, typical for warehouse or other indoor applications, UniCarriers’ exclusive Nissan Forklift brand Nomad series lift truck rides on solid pneumatic tires, which allow an indoor truck to traverse outside on paved surfaces. They are available in 3,000-, 3,500- and 5,000pound capacity models. The Nomad series is powered by the company’s well-known K21 industrial engine. This low-emission, 2.1-liter engine runs on LPG (an optional gas/LP dual-fuel system is available for even greater versatility). The vehicles feature precision maneuverability in confined spaces, intuitive operation systems and rugged construction. Nomad lift trucks maintain high capacity, making them the ideal solution for handling material between inside operation and outside storage facilities. www.unicarriersamericas.com

New louvered panel hooks from Akro-Mils Akro-Mils announces the expansion of its industry-leading line of Louvered Hanging Systems with the addition of a new accessory — Louvered Panel Hooks. Available in two sizes and three hook styles, these metal hooks securely attach to louvers — adding flexibility and organizational customization to existing louvered systems. Users can create a more efficient work environment by using hooks to make a “shadow board” for hanging tools and equipment. The hooks are ideal for organizing oddshaped items such as sanding disks, tape rolls and cords. The Louvered Panel Hooks can be mixed with Akro-Mils’ AkroBins® on louvered systems to develop customized storage areas for unique applications. www.akro-mils.com

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July 2015

41

New Products

Portable bench scale creates shipping department anywhere

Columbus McKinnon introduces new Yalelift hoist for harsh environments

A portable, battery powered bench scale that is legal-for-trade and lets users create a shipping department anywhere in their facility with RS232 interconnectivity is available from Alliance Scale, Inc. of Canton, MA. The Alliance/CAS PB Series Portable Bench Scale is ideally suited for use in shipping & receiving departments, assembly, and additional production lines for handling overflow shipping requirements during busy or seasonal times. Allowing users to instantly create a shipping department anywhere, this lightweight legal-for-trade scale weighs only 14.5 lbs. and has an RS232 port for connecting to networked devices and receipt printers. Available in 150-, 300- and 500 lbs. capacities with 1/3000th external resolution, the Alliance/CAS PB Series Portable Bench Scale provides up to 300 hrs. continuous operation using Alkaline batteries or 60 hrs. rechargeable. Featuring a large 6-digit LCD display which is detachable for easy viewing, it is offered with an optional wall-mount bracket and receipt printer.

When you need a rugged manual hoist ideal for use in harsh environments, turn to the new Yalelift 360 ATEX hand chain hoist from Columbus McKinnon Corporation. A leading designer, manufacturer and marketer of material handling products, Columbus McKinnon designed the Yalelift 360 ATEX for use in explosive atmospheres. Not only does the hoist come equipped with explosion protection, spark resistance and corrosion-resistant features, it also has a unique patented hand chain cover that rotates 360 degrees to lift loads from virtually any angle.Previously available to customers in Europe, Asia, Africa and Latin America, the Yalelift 360 ATEX hoist is now available to the North American market. The Yalelift 360 ATEX is built for hazardous environments and is designed to meet ATEX requirements. Specifically, this unit meets EU Directives 2014/34/ EU and 99/92/EC and has the classification Ex II 2 GD c IIC T4.

The hoist also features a spark-resistant, copper-coated suspension and load hooks; stainless steel load and hand chain; and bronze trolley wheels. The Yalelift 360 is engineered to resist corrosion with an enclosed stamped-steel housing and a partially enclosed chain guide and gear box. Our MKS micro-corrosion protection system consists of an anti-corrosion basecoat layer paired with a chemical-resistant topcoat for maximum protection in harsh environments. www.cmworks.com

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Remanufactured INDUSTRIAL

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Cover Story John Walker

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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

Knowledgeable application experts who can help you

Outstanding quality control – we do everything in-house

Customers don’t always approach you for business. You sometimes have to approach them!

Professional sales and marketing people worldwide, know that in order to sell any kind of product, they must at some point approach and sell (face to face) the customer what they have to offer.

Too many times, in a typical equipment dealership, our marketing approach to the aftermarket is exactly the opposite.

We have a tendency to believe that parts, service and rental sales are guaranteed and we have a tendency to wait for the customer to approach us. Most equipment dealers’ aftermarket efforts are reactive rather than proactive.

Forty plus years ago, with the urging of the manufacturers, many successful equipment dealers established a parallel sales force to their equipment sales personnel. Clark Equipment Company was one of the first to champion Customer Service Sales Representatives or CSSR personnel. Several years ago, John Deere’s Agricultural Division initiated their dealer program for calling on the customers before, during and after the sale. This marketing program is growing slowly and where the dealers are involved, the program is proving highly successful. Despite this, in the rest of the industry only a small amount of effort is being put forth by the manufacturers.

With product differences narrowing dramatically, customers are seeking value added services. Surveys continue to reflect the customers’ interest. Customers want to know whether or not the dealer is willing and able to satisfy their needs after the sale.

In particular, dealers do a poor job of marketing their service departments.

Will the dealership provide parts availability, quick service response time, rental capability and operator training programs, as well as safety instruction? These important and profitable areas of value added selling keep the customer returning for their second, third and even fourth piece of equipment from your dealership. It is the “key” to increased market share of product.

Your aftermarket support is your dealership’s most unfailing weapon against the competition!

We are continually asked by equipment dealers, how to increase margins on equipment sales (though our area of expertise is not selling equipment.) Margins on complete goods are nowhere near what most equipment dealers want them to be.

Despite this, studies and surveys indicate that customers will pay more for equipment if the dealership provides the service after the sale. Research indicates that a very high percentage of purchase decision makers would pay more for the equipment, if quality aftermarket services were discussed and provided. This service cannot just be perceived, it must be a fact of service before, during and after the sale.

The question is: How much more are they willing to pay?

Play a game of “what if” with your financial statement. Add 1% to 3% or even 5% to your margins on complete goods and discover the overall effect this has upon your dealership’s financial strength. We have experienced successful equipment dealers in all types of industries who have learned the truth of these surveys.

Large inventory of engines in stock ready to ship

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.

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.

³ More than 500 remanufactured engines in stock, ready to ship. ³ A wide array of reman parts, pumps and injectors, and overhaul kits. ³ More than 35 years in business – one of the industry’s oldest, largest and most reliable suppliers. Call us for expert advice!

4

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July 2015

Call 1-800-374-7522

Cores Wanted

enginepowersource.com www.MHWmag.com

✓Most Models IN STOCK for immediate Shipment. ❒ ✓We Can Remanufacture and Ship Your Converter ❒ Within 48 Hours.

PHONE (708) 343-5444 • FAX (708) 344-6160

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July 2015

5

Multiple resources for you and your company to stay up-to-date on industry news Weekly newsletters Facebook updates

Website exclusives Monthly issues via print and digital

MANUFACTURING COMPANY 4501 WEST NORTH AVE • MELROSE PARK, IL 60160

July 2015

www.MHWmag.com

**FORKLIFTS WANTED** We W i l l B u y Q u a n t i t i e s ! C a l l U s W i t h D e t a i l s - We Wa n t Yo u r S u r p l u s S t o c k

2 UNITS IN STOCK

2010 TOYOTA 8FGCU25

2006 MITSUBISHI FG25N

258”Quad Mast, Hours: Over 10K 1 UNIT IN STOCK

2009 TOYOTA 7FGCU45BCS

199”FSV Mast, Hours: 6,500 $

$

12,400

2006 TOYOTA 7FDU60

132”FV Mast, Hours: 5,800

159”V Mast, Hours: 6,700

2 UNITS IN STOCK

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2010 TOYOTA 7FGU35

$

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18,500

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11,400 1 UNIT IN STOCK

2009 TOYOTA 7FDKU40

132”FV Mast, Hours: 9,400 $

16,900

FORKLIFTS & NARROW AISLE EQUIPMENT

FORKLIFTS & NARROW AISLE EQUIPMENT

2002 Toyota 7FGCU35BCS, 8,000 lbs., LP, 187”FSV Mast, Sideshifter

2011 Toyota 8BRU23, 4,500 lbs., 36V, 330”FSV Mast, Sideshifter

2010 Toyota 8FGCU30, 6,000 lbs., LP, 187”FSV Mast, Sideshifter

2010 Toyota 8FGU15, 3,000 lbs., LP, 119”FV Mast, Sideshifter

2006 Manitou TMT55FLHT-2, 5,500 lbs., Diesel, 12’ Mast

2008 Toyota 8FDU30, 6,000 lbs., LP, 187”FSV Mast, Sideshifter, Dual Drive

2008 Mitsubishi EDR15N, 3,000 lbs., 36V, 240” Mast, Sideshifter

TELEHANDLER

2005 Toyota 7FGCU70, 15,500 lbs., LP, 230”FSV Mast, Sideshifter

2006 Terex TH842, 8,000 lbs., Diesel

1.866.506.2200 • omsh@shoppas.com www.shoppasmaterialhandling.com

Printed in the U.S.A. ©2015, The Ousset Agency, Inc. wo#4483

Available Used Equipment – More in Stock, Call Omar For Listing

15217 Grand River Rd • Fort Worth, TX, 76155 • P: 817.359.1100 • F: 817.359.1110 www.MHWmag.com

July 2015

43

New Products

New all terrain pallet trucks Vestil announces a new all terrain pallet truck with large diameter wheels, ideal for use on gravel, dirt, or other types of rough terrain. Wheels include sealed bearings for dust protection and long life.

Fork service range is 3" to 9". Usable straddle width is 50" between outriggers.

Dual rear steering wheels are 10" diameter pneumatic. Welded steel tubular frame construction provides maximum strength. Ideal for construction sites, landscaping, nurseries and more. www.vestil.com

Improve the safety and control of your overhead crane handling operation For Overhead cranes, Forewarner Maxi from Keytroller is available in red or blue MAXI and has 28 LEDs that produce a bright, focused beam on the floor below giving your overhead crane operator a completely new frame of reference and better control of the crane, hook and load above.

Also gives pedestrians visual warning of material being handled in the area. MAXI can be ordered with a heavy duty cast steel dual ball adjustable mounting bracket and will connect directly to input power from 12--24--36--48--60 VDC. Long lasting Cree LED designed for 30,000--50,000 lifetime hrs. BLUE:120 Watts RED:84 Watts. www.keytroller.com

Raymond showcases best practices in operator & pedestrian safety In honor of the second annual National Forklift Safety Day on June 9, 2015, sponsored by the Industrial Truck Association (ITA), The Raymond Corporation is sharing best practices in operator and pedestrian safety by offering a free poster to serve as a best practices reminder to operators and pedestrians. With labor being more than 70 percent of lift truck ownership costs, operator training and accountability are critical to a company’s operational efficiency and profitability,” says Michael Field, chief executive office for The Raymond Corporation. Raymond provides a lift truck operator training program called Safety On The Move® that helps customers comply with their non-delegable Occupational Safety and Health Administration (OSHA) duty for all industrial lift truck operators to be trained and certified in the use of their equipment. Raymond also provides an integrated suite of fleet management solutions called iWAREHOUSE Essential™ and iWAREHOUSE Enterprise™ that can collect information about the lift truck and the operator to assist in best practices in the warehouse. Deriving best practices from both the training program and management solutions, Raymond created the poster to help provide a number of guidelines for those who work in a warehouse environment. www.raymondcorp.com

Contact editorial@mhw.com to have your new product featured in Material Handling Wholesaler!

Portable Storage Racks Dealer’s Choice • • • •

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

Toll Free: 888-288-9078

Fax: 314-381-5908 e-mail: kmarshall@gatewayrack.com web address: www.gatewayrack.com 44

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July 2015

introducing

A BETTER WAY

to buy and sell equipment MHconX.com is the industry’s newest website for buying and selling equipment nationwide that is a joint partnership of two of the industry’s most respected publications, Material Handling Network and Material Handling Wholesaler.

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

New equipment added daily!

Call 877.638.6190 for more details and see how MHconX.com is a better way to buy and sell equipment.

powered by

MATERIAL HANDLING

Network

877.638.6190

www.MHconX.com www.MHWmag.com

July 2015

45

New Products

Introducing Hamilton’s No-Maintenance Kingpinless Casters

New & Used Forklifts • Coil Tractors • Railcar Movers Yard Tractors • Container Handlers & More

To see a complete list of our inventory, visit our new online showroom at www.HKEQUIPMENT.com

You’re a productivity monster. So why let junkyard, highmaintenance casters put the brakes on your production line?

Introducing Spinfinity, the new maintenancefree, kingpinless caster series from Hamilton. No grease. No maintenance. No downtime.

Its 100% maintenance-free construction protects against debris and foreign objects that shred other casters. The most durable maintenance-free, kingpinless casters feature a heavy-duty, extra thick forged steel mounting plate and ring to withstand shock loading and continuous abuse. Extreme loads. Extremely smooth swivel. Radial ball bearings? Not a chance. Hamilton designed and built a completely sealed cnc-machined swivel construction to keep grease in and contaminants out with a proven kingpinless raceway design with precise tolerances. The highest capacities.

Our ZFHS (2,500 pounds) and ZFFM models (3,200 pounds) haul more than any other maintenance-free, kingpinless casters. www.hamiltoncaster.com

Contact us at 800-708-9765 or 412-490-5311

www.usedequipmentplaza.com

Quality off-lease usedoff-lease equipment Quality used equipment available online! www.usedequipmentplaza.com

r Registe o today t ar ete egis becoRm o tord!ay t a e y u b become

available online!

buyer!

Purchaseyour your used equipment from DLL — a true industry Contact: Purchase used equipment from DLL — a true industry leader in providing successful financial solutions leader in providing successful financial solutionsPaul Smyth – “Rental Ready” used equipment is immediately available.

T +1 800 767 5004 ext. 3496

Contact: Paul Smyth

– Pictures and full inspection reports available for all units.

– “Rental Ready” used equipment is immediately available.E psmyth@leasedirect.com T +1 800 767 5004 ext. 3496 www.usedequipmentplaza.com – Quality used equipment* at auction prices.

– Pictures and full inspection reports available for all units.

E psmyth@leasedirect.com * Caterpillar, Combilift, Doosan, Drexel, Hyster, Linde, Nissan, Taylor, Yale, and many more! www.usedequipmentplaza.com – Quality used equipment* at auction prices. * Caterpillar, Combilift, Doosan, Drexel, Hyster, Linde, Nissan, Taylor, Yale, and many more!

46

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July 2015

QUALITY& VALUE For Over 50 Years

Power Steering Units Cylinders Pumps Valves

New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts

15600 W LINCOLN AVE P.O. BOX 510269 NEW BERLIN WISCONSIN 53151 PH: 262-641-8000 FAX: 262-641-8010 A SUBSIDIARY OF HADER INDUSTRIES INC.

HYDRAULIC SERVICES AND MANUFACTURING www.haderind.com • e-mail: hadersales@haderind.com

www.MHWmag.com

July 2015

47

New Products

PROTECT YOUR FORKLIFT FLEET 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

MADE IN USA

Safety Systems & Controls, Inc. 800/318-2022 www.loadingzonesafety.com

Introducing a new battery maintenance app With Battery Steward it’s simpler now than ever before to maintain your forklift batteries! Download the app for FREE on the App Store or Google Play. Battery Steward is a cloud-based solution that organizes your forklift battery care schedule, alerts you when tasks are due, records maintenance and asset data, and allows you to analyze the data over time. Use your mobile device and identifying labels to create easy-to-follow battery care task lists. Check off tasks by scanning the Battery Steward identifying label that has been attached to your battery. Concerned about missing or overlooking a task?

Battery Steward alerts you to when a task is due or past due.

Record and analyze important battery maintenance data through the online portal. Identify neglected, misused, or abused batteries.

Battery Steward labels come free in Millennium single-point battery watering kits from participating Flow-Rite dealers. Labels to outfit an existing fleet can also be purchased from participating Flow-Rite dealers. www.batterysteward.com

Call 877.638.6190 for more details and see how MHconX.com is the better way to buy and sell equipment. powered by MATERIAL HANDLING

Network

Experience the MOR-VALUE DIFFERENCE today!

We can help you look good to your customers!

Our highly trained customer service staff is the most knowledgeable in the industry when it comes to providing sweeper/scrubber & personnel vehicle replacement parts solutions.

MVP’s expert technical service is fast, friendly and free!

Depend on the Specialist...We’re Your Partner in Parts!

Toll Free 800.870.0687 Fax: 616.406.3125 www.mor-value.com Email: orders@mor-value.com 48

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July 2015

Fork-Co Forks & Attachments ...

More than forks!

Hook type and pin type forks, capacities to 110,000 lb. Pin type (shaft type) forks are made up in our Alvin, TX plant from stock blanks.

RDD 40 ROTATOR 4,000 LB Capacity Fork Spreaders - quick detach fork spreader and pin type sideshifter manufactured in our Alvin, TX plant

Unit Load Handling Systems, Inc., Alvin, TX manufactures heavy duty pipe clamps for forklifts from 18,000 LB to 55,000 LB capacities.

Fork Covers - load protection products Made in Houston, TX

UNIT LOAD HANDLING SYSTEMS, INC.

New Style Pipe Clamp for smaller forklifts.

WPH-AB series pipe hold down clamp fits to any class II, III, or IV carriage or sideshifter and has ZERO lost load center. Made in Texas

Fork-Co USA has a new web site. Visit us today at:

www.FORK-CO.com The new Fork-Co USA Comprehensive Catalog for 2014 has been published to the web and is accessible through the web site.

Find forks, attachments, parts and accessories there.

Fork-Co Forks & Attachments PH: 888.367.5260 www.FORK-CO.com

FAX: 281.692.1450 info@tradingpoint.biz www.MHWmag.com

July 2015

49

New Products

USED AND NEW MATERIAL HANDLING EQUIPMENT

melmor

Associates, inc.

melmor

“World’s Largest Material Handling Distributor”

Since 1963 Associates, inc.

“World’s Largest Material Handling Distributor”

• •  •  • •

• Steel Containers Wire Baskets Since 1963 Hoists Wire Baskets Steel Containers Hoppers •  Self Dumping Baskets  Dumping Steel Containers Wire Hoists Self Hoppers •  Shop Pans Pallet Racking  Self HoistsPallet Racking  Shop PansDumping Hoppers • Warehouse Carts Conveyor Racking  Shop Pans PalletConveyor  Warehouse Carts • Plastic Containers Rolling Ladders Conveyor  Warehouse Carts



Rolling Ladders



Plastic Containers

Melmor Associates, Inc. 840 Ann Avenue - PO Box 511 - Niles, OH 44446 Melmor Associates, Inc. 330-652-1784 phone - 330-652-1667 fax 840 Ann Avenue - PO Box 511 - Niles, OH 44446 www.melmor.com

Melmor Associates, Inc.

Sensoray Highlights Model 3011 miniature camera Sensoray announces its Model 3011 miniature HD IP camera, ideal for security, surveillance and monitoring. Featuring a robust 2.25 x 2.00 x 1.20" enclosure, including the lens, the Model 3011 can produce an H.264 or JPEG compressed stream at resolutions up to 1080 lines at 30 frames per second (fps), and two simultaneous streams at lower resolutions. The camera produces 13 megapixel JPEG snapshots at 5 fps and supports resolutions up to 4192 x 3104. The Model 3011 is equipped with a variety of advanced features, including autofocus, auto white balance, image stabilization, and ultra-tough packaging. It consumes less than 3 Watts of power using power over Ethernet (POE) or an external 5 V power supply. A highsensitivity complementary metal–oxide–semiconductor (CMOS) image sensor combined with an advanced image processor delivers excellent video and still image quality. The camera performs efficient H.264 video compression (HP@L3) and outputs the compressed video in MP4, transport stream, or AVI formats. Two separate output streams — each with independently configurable resolution and bitrate — can be generated for some combinations of resolutions. www.sensoray.com

330-652-1784 phone - 330-652-1667 fax

840 Ann Avenue - PO Box 511 - Niles, OH 44446 www.melmor.com 330-652-1784 phone — 330-652-1667 fax www.melmor.com

www.superioreng.com

50

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July 2015

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Material Handling Material Handling Material Handling Material Handling Material & & Handling &Handling Material Material Handling Material Handling &Storage & Storage Equipment Equipment Storage Equipment Shop Equipment Shop Equipment & Carts& Carts Shop Equipment Trucks & Trucks Carts Trucks & & & Storage EquipmentStorage Equipment Shop Equipment Trucks & Carts Shop Equipment Trucks & Carts Storage Equipment Storage Equipment Storage Equipment Shop Equipment Trucks &Trucks Carts & Carts Shop Equipment

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not collapse while while lcloses hinge pin, closes will chemicals, not collapse while ure, als, metal hinge pin, closes while not collapse while moisture, chemicals, oses SALE $ closes l hinge pin, s, ure, 22.00 chemicals,

2015 20152015

Handling Equipment Warehouse Equipment Environmental & Safety Equipment Warehouse Equipment Environmental & Safety HandlingHandling Equipment Warehouse Equipment Environmental & Safety Handling Equipment Handling Warehouse Equipment Environmental & Safety Equipment Warehouse Equipment Environmental & Safety HandlingHandling Equipment Warehouse Equipment Environmental & Safety Equipment Warehouse Equipment Environmental & Safety& Safety Handling Equipment Warehouse Equipment Environmental

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triboromhwjuly115.qxp_Layout 1 6/8/15 11:17 AM Page 1

There’s a new rack in town…

100% USA MADE QUICK-SHIP PROGRAM UNIVERSAL TEARDROP DESIGN DURABLE POWDER COAT FINISH

Tri-Boro Rack & Storage Products | THE SOURCE

800.633.3070 | triboroshelving.com 52

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July 2015

Successful fleet managers maintain their batteries.

Call Flow-Rite today to learn how single-point watering systems can improve your operation!

Your system now comes with FREE battery maintenance software!

*At Participating Dealers

616.583.1700 â—? w w w.f l ow- r i te . com www.MHWmag.com

July 2015

53

YOUR MATERIAL HANDLING

SOURCE DIRECTORY

For a direct link to these websites, visit www.MHWmag.com and click on the corresponding display ad under the category you are browsing.

E Allied Products E Attachments & Access.

E Auctions E Automated Storage Systems E Automatic Identification Equip.

E Batteries/Chargers E Container Storage E Controls & Information Handling Systems E Conveyors E Customer Fabricators E Drug Testing Compliance

E Dock Equipment E Drum Handlers E Electrical/Electronic Controls E Engines E Finance Companies E Fluid Power Equipment E Insurance Companies E Inventory & Production Control Systems E Inventory And Bar Coding E Lift Tables E LP Gas Distributors

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E Other E Overhead Lifting Equipment & Access.

E Packing And Equipment E Pallet Jacks E Plant Facilities Equipment E Parts E Plant Yard Equipment

E Powered Industrial Trucks E Rack/Shelving E Rentals E Repair Services E Robots, Automated Equipment E Safety Products E Seats E Storage Equipment E Sweepers Scrubbers & Brushes E Tires/Wheels E Training Education/Assoc.

E Transportation & Hauling Equipment E Warehouse Management

E BATTERY / CHARGERS

GET THE TOTAL PICTURE

Sentinel has the right convex mirror for you.

www.tvh.com

Campus Crafts

160 Murray St., Rochester, NY 14606 1-(800) 733-6780

(800) 255-4109

www.campuscrafts.com

E ATTACHMENTS / ACCESSORIES • Pallet Truck Modifications • Turret Mast Attachment • Mechanical Attachments • Special Design Request and Much Much More... www.superioreng.com

E Forks

1.877.422.9797 www.xtrapowerbatteries.com

E CONTAINER STORAGE E Container Options •

119 Sizes

•

Specials Available Chicago & CA Stock

•

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

ATLAS INTERNATIONAL LIFT TRUCKS 5050 N. River Road • Schiller Park, IL 60176 (847) 678-3450 • Web: www.atlasd2d.com

E DOCK EQUIPMENT

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

www.tvh.com (800) 255-4109

PH: 800.251.3382 Fax: 931.486.0316

E AUTOMATIC IDENTIFICATION EQUIPMENT Barcoding solutions for warehouses, distribution centers and manufacturing. Improve www.supplychainservices.com productivity, increase accuracy, reduce costs, and improve service.

Helping Customers Operate Better

54

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July 2015

plit@pioneerleveler.com www.pioneerleveler.com

E ELECTRICAL / ELECTRONIC CONTROLS

Flight Systems Industrial Products Remanufactured Controls

FS F SIP

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

www.fsip.biz • 1-800-333-1194

E Manufacturer/Suppliers (Rebuilt)

E ENGINES

800-447-3967 www.charnor.com

Reman Engines/Gas, LP & CNG

Engines, Cylinder Heads, Parts

GRINDSTAFF

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

800-447-3967 www.charnor.com

E Pallet Truck Parts

1-816-796-7676 800-896-7676

www.tvh.com

www.grindstaffengines.com • rick@grindstaffengines.com

(800) 255-4109 E LIFT TABLES E Steer Assembly (Reman)

www.tvh.com (800) 255-4109 800-447-3967 www.charnor.com

Steer Axles

EP ALLET JACKS

E Tires/Wheels EZ-Lift Quality Scales and Scissorlifts too Chicago & CA Stock

ATLAS INTERNATIONAL LIFT TRUCKS 5050 N. River Road • Schiller Park, IL 60176 (847) 678-3450 • Web: www.atlasd2d.com

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

AMERICAN VULKO-TREAD CORPORATION

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

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

E POWERED INDUSTRIAL TRUCKS E Lift Truck Wholesalers

E PARTS E Cylinders–Hydraulic

Hader Industries www.haderind.com/ 262-641-8000

15600 W Lincoln Ave, P.O. Box 510260 New Berlin, WI 53151-0260 We also carry pumps, power steering units & valves.

E Emissions Analyzer

800 Trucks In Stock

All Makes and Models Chicago and California Stock

ATLAS INTERNATIONAL LIFT TRUCKS 5050 N. River Road • Schiller Park, IL 60176 (847) 678-3450 • Web: www.atlasd2d.com

E RACK / SHELVING

www.tvh.com (800) 255-4109 E Manufacturer/Suppliers (New)

Dealer Only Quick Ship Pallet Rack

www.NAWLUSA.com

www.tvh.com

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

(800) 255-4109

866.245.3630 www.westpointrack.com

www.MHWmag.com

July 2015

55

E RACK / SHELVING E New

E TIRES / WHEELS

• • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

Corrugated Steel Rack Deck Punch Deck ® • Solid Deck Economical • Strong • Easy Install • Fast Delivery Painted • Galvanized • Stainless Steel

DACS

inc.

800-909-4937 dacsinc.com

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

AMERICAN VULKO-TREAD CORPORATION

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

Website: www.avt.us • E-mail: avtsales@avt.us Lift Up Your Business

✷Industrial Pneumatics-Radial & Cross-Ply ✷Super Elastic Resilient ✷Press-On Bands ✷Multi-Purpose Tires (MPT) 877-235-0102

www.continental-specialty-tires.us

Industrial Tire

E REPAIR SERVICES E Motors (Electric) ...is the solution to all your Electric Lift Truck Motor needs.

New • Rebuilt • Exchange • Motors • Armatures • Parts 8 Locations Coast to Coast 800-435-9346 www.warfieldelectric.com

E Transmissions

E TRAINING EDUCATION / ASSOCIATION E After Market

AFTERMARKET SERVICES Consulting Co., Inc.

800-447-3967 www.charnor.com

Reman Transmissions, Drive Units, Differentials & Torque Converters

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

(803) 548-6707 • Email: amsconco@aol.com

E TRANSPORTATION / HAULING EQUIPMENT

E SAFETY PRODUCTS

Phone: 508.991.6660

GET THE TOTAL PICTURE

Sentinel has the right convex mirror for you.

Campus Crafts

Fax: 508.991.7330 rich@rldtrans.com • erin@rldtrans.com • debbie@rldtrans.com

160 Murray St., Rochester, NY 14606 1-(800) 733-6780

www.rldtrans.com

www.campuscrafts.com

www.tvh.com (800) 255-4109 E STORAGE EQUIPMENT E Carts • • •

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

Contact us for more information.

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

800-939-DYNA (3962) www.dyna-rack.com 56

www.MHWmag.com

July 2015

877.638.6190 | sales@MHWmag.com

PARTNER with AIT. 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

American Industrial Transmission Inc. 20395 Hannan Pkwy. Walton Hills, OH

• REMAN STEER AXLES

Fx 440-232-8142

www.aittransmission.com

sales@aittransmission.com

800-588-7515 www.MHWmag.com

July 2015

57

ClearCap Covers Every lift should be equipped!

ClearCap Forklift Forklift Covers Every lift should be equipped!

TM

TM

Keeps seat dry!

Keeps seat dry!

A Clear Solution to a Common Problem A Clear Solution to a Common Problem

TM

Avoid OSHA fines!

Avoid OSHA fines!

TM

• Made of rigid, high impact, non-yellowing • polycarbonate Made of rigid, plastic high impact, non-yellowing polycarbonate plastic • Reasonably priced protection from rain, snow, & sun priced protection from rain, snow, • dust Reasonably dust &sizes sun available to fit various trucks, • Many clearsizes & tinted versions • in Many available to fit various trucks, in clear & tinted versions

OSHA standard 1917.43 (e) (1) (ii) clearly states, “Overhead guards shall not obstruct the operator’s view.”

OSHA standard 1917.43 (e) (1) (ii) clearly states, “Overhead guards shall not obstruct the operator’s view.”

Call toll-free Wy’East Products 1-888-401-5500 or visit www.clearcap.com Call toll-free Wy’East Products 1-888-401-5500 or visit www.clearcap.com

TM

TM

Advertiser’s Index ADVANCE METALWORKING COMPANY, INC.. . . 32

ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . . 5

ADVANTAGE MATERIAL HANDLING, INC.. . . . . . 14 AFTERMARKET SERVICES. . . . . . . . . . . . . . . . . . 18

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24

AKRO-MILS INC.. . . . . . . . . . . . . . . . . . . . . . . . . 11

FLOW-RITE CONTROLS. . . . . . . . . . . . . . . . . . . . 53

PRODUCTS FOR INDUSTRY. . . . . . . . . . . . . . . . . 51

ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 10

FORK-CO USA SALES, LLC. . . . . . . . . . . . . . . . . . 49

RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . 23

AMERICAN INDUSTRIAL TRANSMISSION INC. . . 57

GATEWAY RACK CORP.. . . . . . . . . . . . . . . . . . . 44

AMERICAN VULKO-TREAD CORP.. . . . . . . . . . . . 59

GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . 39

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 40

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 46

BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . 10

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 47

CAVAION BAUMANN USA. . . . . . . . . . . . . . . . . . 2

HAMILTON CASTER AND MFG.. . . . . . . . . . . . . . . 9

CHARNOR INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 35

HOWARD BERNSTEIN SCHOLARSHIP. . . . . . . . . 13

CLARK MATERIAL HANDLING CO. . . . . . . . . . . . 17

INDUSTRIAL POWER PRODUCTS, INC. . . . . . . . . 39

CONNELL FINANCE CO. INC. . . . . . . . . . . . . . . . . 6

JAMCO INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . 28

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 22

DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . . 8

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 29

DE LAGE LANDEN FINANCIAL SERVICES. . . . . . . 46

MELMOR ASSOCIATES, INC.. . . . . . . . . . . . . . . . 50

TRI-BORO STORAGE PRODUCTS. . . . . . . . . . . . . 52

DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1

MHCONX.COM. . . . . . . . . . . . . 18, 19, 20, 21, 45

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7, 60

DYNAMIC MANUFACTURING CO.. . . . . . . . . . . . 42

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 48

WILDECK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 25

ECOTEC LTD. LLC. . . . . . . . . . . . . . . . . . . . . . . . 11

MOTOR TECH, INC.. . . . . . . . . . . . . . . . . . . . . . . . 3

WY’EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 58

PHILLIPS MINE & MILL, INC. (IRWIN TRANSPORTATION). . . . . . . . . . . . . . . 33 PRESTO LIFTS, INC.. . . . . . . . . . . . . . . . . . . . . . . 15

RUBBERMAID COMMERCIAL PRODUCTS . . . . . . 37 SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 48 SHELVING INC. . . . . . . . . . . . . . . . . . . . . . . . . . 38 SHOPPA’S MATERIAL HANDLING. . . . . . . . . . . . 43 STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 41 SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . 16 SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 50 SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 36

More advertisers & resources at www.MHWmag.com 58

www.MHWmag.com

July 2015

American Vulko-Tread Mad e i n

U. S . A.

For more than 55 years

Suffering from LWD? (Load Wheel Dysfunction) We have the cure!

Contact AVT for a better, longer–lasting, more satisfying load wheel experience. Put that smile back on your operator’s face!

Our polyurethane wheels and tires resist premature failure and add longevity to reduce down time. Whether you’re moving slow under a heavy load or you’re a high–speed specialist, we’ve got your wheel. Increase your productivity today!

We invite you to JOIN THE LEADER!

AMERICAN VULKO-TREAD CORPORATION 690 Chase, Elk Grove, Illinois 60007

(847) 956-1300 • (800) 323-6052

Fax: (847) 956-1339 • Web site: www.avt.us avtsales@avt.us

Anything to light up your life.