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July 2016
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July 2016 • Vol. 37 No. 7
22
Dean Millius General Manager/Publisher
Human Element Caliper Corporation
Building a gold medal-winning team
26 38
Cover Story 6
“Thanks for the memories...!”
18
Aftermarket
Dave Baiocchi
Art Sobzcak
How sales reps (mis)handled my inquiry
Your Business MII Equipment celebrates 40 years
Industry News 32 Nuts & Bolts 34 Shifting Gears
Columns 12
Sales Trends
36 Industry Insight
Reader Resources 42 Classified
43 New Products
Bottom Line
48 Source Directory
52 Advertiser’s Index
Garry Bartecki
Kathy Regan Editor
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Valerie Vorwald Eric Faramus Graphic Designers
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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
“Thanks for the memories . . . !” Bob Hope This last article is to announce that after many years I have decided to take down my shingle. But before I do that, I hope this article will be a thank-you to all of you who have made the past 37 years such an enjoyable and successful experience. I name a few names and thank a few people, but explain up front, time and space does not allow me the luxury of expressing my thanks to everyone for making my career choice successful, and most of all enjoyable. It has been a great experience for almost four decades. It was 18 days before Christmas when I received that pink-slip from my very last employer. I gave the situation some thought and three days later in a fine restaurant, a martini in hand, I presented an idea to my bride. Five minutes later she raised her glass and said, “You’ve always wanted to work for yourself and if we don’t do it now we may never do it!” I never looked back and was never sorry for the decision I made, and I recognize that there were many people who both assisted and contributed to my success. I decided rather quickly, following my firing, just what I wanted to do and who I wanted to do it for. My early career was spent working with dealers in the farm, construction, industrial golf and turf industries, as well as the lift truck industry. I worked in these industries after my tour for Uncle Sam was ended. I was aware and understood as to what the dealer’s opportunity was within the area of what was referred to as product support and/or aftermarket. I researched the area as best I could and found the competition not truly focusing on just the aftermarket. Nor were the major suppliers (most) focused upon consulting for the equipment dealer’s aftermarket. It appeared to me to be an area that most manufacturers and their dealers were taking for granted. The few consultants that were attacking this particular market also had greatly expanded their focus and were attacking the dealer’s opportunity for the marketing of whole goods. These were professionals such as Bob Currie, Stu MacKay, Bill Sharp, Ed Walsh and Mike Nicholes - all who I have shared the stage with over the years. With the exception of the man (Ed Walsh) that I refer to as the professional guru who passed away many years ago, these gentlemen are still in the business and making a great contribution to all their clients and customers they have built up and worked with over the years. It is Mike Nicholes, the man who has forgotten more about parts inventory 6
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July 2016
control and management than anybody out there has ever known, who is truly the worldwide expert. Mike consistently shows his clients how to have the right part on the shelf, at the right time, and at the right price. Mike got me started in the heavy duty trucking industry and taught me all about the one topic which I believe helped me most to show equipment dealers the magic of 100% Absorption Rate. The first time I saw Mike work his magic, the dealers came alive and were truly in awe of what Mike had to say. While at the same time, were able to see for themselves what a 100% AR meant to their dealership’s bottom-line. Simply stated, establishing 100% Absorption Rate (AR) calls for the dealer to establish all of his departments into individual profit centers. It is a call for specific measurement easily identified as: 1) sales transactions, 2) cost of sales transactions, and 3) expense transactions. Therefore a profit center is a department(s) within a dealership that pays all of the expenses of this particular department and has a bit left over for the dealership. If the dealership’s parts manager, service manager and rental manager work together to achieve 100% AR and the left over bit of profit pays the dealership’s fixed overhead and variable selling expense, then the dealer will experience a highly profitable dealership. When our company came into existence, the car dealer lived by Absorption Rate and there was no question that the minimum goal would be higher than 100%. The typical, farm equipment, lift truck, construction, golf and turf, or industrial dealer could not believe what he was hearing, nor did he have the time to work at someone’s pipe dream. If a dealer checked out his own dealership and his actual AR came out as 58% or 78% (a position dealers had themselves in at that time), he immediately became a Doubting Thomas. They were too much of a Doubting Thomas to push to achieve ultimate success. I have no way of proving it. So what if I did begin the dealer’s interest in pushing the needle on the dial up in consultants’ heaven? I have a dealer friend who ten years ago hit 100% and now calls me every year with his new Absorption Rate that is now running 132%. Call me every year Charlie. I’m always glad to hear from you and the personal attaboy is always appreciated. Bob Currie, great at everything he does. I believe he is younger than I am. Before I joined the
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Cover Story consultant’s corps I hired Bob to do a series of seminars for the last company I ever worked for. He always does a great, great job. Bob does a great job analyzing numbers on dealer’s financials. He’s made Twenty-Groups popular and extremely effective. Bob and I have always been in sync on the department numbers and what they should tell a dealer. By the way, here is a prediction Bob made years ago - in the future, a minimum 50% of the equipment dealer’s employees will be technicians. It is not a guess any longer, the average dealer has surpassed that prediction. One thing I’ve never understood, he does great work on showing dealers the techniques of parts and service marketing. Throughout all my years I have stood fast on equipment dealers having an employee out in the field selling the dealership’s product support to the customer. Bob on the other hand tells anyone in the equipment business that it is all a waste of money and should be discontinued. The dealership in most of his cost of doing business studies in most industries is posting in service a 62% to 65%, but then check out their service contribution . . . it is in the single digits. Take a dealer principal through his descending sales reports and show him all the money he has left on the table. Caterpillar a few years ago claimed their dealers were leaving world-wide $18 billion in lost product support sales, which certainly is not chumpchange. Someday Bob, I hope we meet and you tell me why you are adverse to product support sales personnel. Please don’t tell me it is a job for the equipment sales person . . .
Stu MacKay, now here is a real genius with the numbers concerning customer usage of parts and service. The work he has done for manufacturers over the years is outstanding and should be more available to dealers for studying. He has excellent material for dealers who have a difficult time figuring out what their product is worth yearly in product support sales for the equipment they sold. Stu it has been a real pleasure knowing and working with you. Now to Bill Sharp. Bill conducts one hell of a boot camp program for new employees and particularly those entering the area of product support. Bill and I have worked clients together and on several emergencies he’s filled in for me. I know from some of my own experiences this is no simple task. Thanks, Bill for being a good friend and always willing to lend a helping hand. Now for the associations. They are all great people, fun to work with and great to known for their contacts. I was very lucky at the start of my consulting career to hook-up with numerous associations. They provided me a whole lot of business, contacts and friendships. I’ve had many associations forward me leads which, in turn, become customers. I’ve had associations request information for their members and if I have what is required, they get it. It has been a relationship that has been profitable for both my company and for the association. I’ll single out two of my association people who I would like to thank for singling me out for one of the best opportunities imaginable. Dave Kahler was executive vice president for the Ohio Farm Equipment Dealer’s Association. Bill Garling was
Thank You, John R. Walker For your insightful Aftermarket column since 1995! Wishing you the Best of Luck in the Future!
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Congratulations
John Walker! Thank you does not express how we at Material Handling Wholesaler feel about the expert advise you have given our readers since 1995. From your thoughts on “market share” to “absorption rate” you made us think and laugh throughout the years especially when something struck a nerve. John, we wish you many years of relaxation with your family, great health and most of all we thank you for your loyal friendship through the last 21 years.
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Cover Story Dave’s operation manager. The three of us were seated in a fast food restaurant in a small South Eastern Ohio town when they convinced me to write, once a month, a four-page article which they would put in their monthly member’s magazine. Now, for a while all I could think about was facing a deadline every 30 days writing an article about something that had to do with the equipment dealer’s product support sales. I hesitated and kept turning them down. I just felt it would tie me down causing more problems than value, but at Dave and Bill’s persistence, I caved. And, I will tell you, my readers, it was one of the best moves I have ever made in my entire life. I have received business throughout the world. I have no worry about selecting topics because they will end up sending me their ideas for topics and I’ll build an article around their thinking. I was given the idea of writing this article by an association manager, who has been a great friend for years. This article ends up being #327 and that ladies and gentlemen is a whole lot of words. It has been a work of enjoyment and fortunately every now and then I’ll get an attaboy from someone out there. And, of course, nothing peps someone up any better than words like “Great article this month, keep up the good work!” Thanks, again Dave & Bill for not letting me talk myself out of writing all those articles. Dealers/Distributors, a few words of advice, a few important steps for you to take which should make your job not only easier, but much more profitable. You, your father and possibly your great grandfather probably went into business to serve the community and make an appropriate profit for your effort.
Somewhere these goals got shuffled around. In this article I don’t want to end on a negative note - I’d like to end with a few comments to increase your profitability and enjoy yourself all at the same time. You’ve all heard speakers at one time or another say to the audience: “If you don’t enjoy what you are doing, then get out of what you are doing!” I told you at the start of this article, I was fired, I discovered life did not end at that point and went out to find a dream that happened to not only provide me with a good income, but more importantly allowed me to enjoy what I did. I would not have retired if I could have avoided not only the hard travel but the airlines themselves. As my wife told me, “For 60 years you have been on the road. Now is the time to enjoy yourself.” As dealers, the couple of items I’d like to leave you with are to think about what I said about. 1) Absorption Rate. Added profit covers a whole lot of sins and achieving 100% Absorption Rate is not all that difficult, but I assure you it takes a lot of work and commitment. Make your product support managers responsible. 2) Stop telling yourself your problems about increasing your overall service business. Especially when you have a list of customers who bought a ton of equipment from your dealership and are taking that equipment to their own shop or the local shade-tree or independent for service. 3) Stop believing that finding technicians is too hard to do. If you continue to think that way you will never change your mind and will convince yourself that it is hard to find technicians. One of my best friends is a highly successful equipment dealer. He has over 300 technicians
Salutes John Walker TM
“The Guru of Aftermarket Sales” Dear John, Thank you for highlighting the benefits of sales and profitability generated through aftermarket products such as ClearCap. We have greatly appreciated your columns and advice over the years. Best wishes, Steve Puls President Wy’East Products, Inc.
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Cover Story and is looking for yet another 30 before the year is out. Funny thing is, I know he will find them because he does not sit around with the excuse that technicians are hard to find! Think positive, stop being reactive and become proactive! 4) Stop worrying about equipment market-share. Run a profitable dealership and the world will beat a path to your door. If you have to worry about the profit you gave up to sit at the president’s table on awards night in order to accept a glass globe, think about how unenjoyable that is and look elsewhere to support yourself and family. Well, someone has said this at some point in their life. I didn’t, nor will I take credit of this month’s article title: Thanks for the memories! I’ve enjoyed writing this. I like the editors who allow me the freedom to say what I feel. I like everyone out there in the equipment business, and for all these years have thought of you as the salt of this earth! THANKS FOR YOUR BUSINESS . . . If you ever want to reach me my phone number is (803) 548-6707 or (918)230-0791, John R. Walker, former President of AFTER MARKET SERVICES CONSULTING COMPANY, PO box 541, Ft. Mill, SC 29716-0541. John can be reached at amsconco@aol.com by email.
Thanks for your support over the years
John Walker
I want to thank my customers for their support throughout the years. It has been a pleasure working with some top notch dealers throughout our great Country. Many of these dealers are great friends and I’ve enjoyed sharing my knowledge in aftermarket development for 37 years. Thank you for trusting me with your company and I also want to thank my Material Handling Wholesaler followers in reading my monthly column. Feel free to contact me if you have any questions or needing one of my manuals.
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Aftermarket Dave Baiocchi
Continuing the tradition NOTE FROM THE EDITOR: Today we say good-bye to a long-time friend and welcome a new Wholesaler columnist. As much as we have enjoyed reading John Walker’s columns over the years, and will certainly miss chatting with him each month, we have to celebrate along with him that he has reached that milestone we all envy – retirement.
which for decades depended on the “better mousetrap”, must now evolve to include new and previously untapped sources of income. Differentiation that builds value is now much less tied to the “equipment” and more realistically tethered to the support capabilities of the dealership.
In the few shorts years that I’ve been editor for Wholesaler, I’ve quickly learned that John Walker is a very well-respected icon in the aftermarket sector of the material handling industry. We know that readers looked forward to his column each month and were happy for a chance to meet him at the industry shows.
As late as the mid 1980’s, the thought of having a “second” sales crew to “sell” parts and service seemed like a ludicrous waste of money. Dealers bristled at the notion that this function of the dealership would have to be managed and cultivated. “Doesn’t this happen on its own? If they buy our truck, don’t they have to buy our parts?” The answers seem self-evident today. Few if any dealers in today’s marketplace don’t have some form of aftermarket sales effort at work inside their company.
We’ve known for a few months that this may be John’s last year writing for our magazine and along with that the monumental task of deciding what to do with the column. We share John’s believe that there is opportunity for our readers in the aftermarket sales and service. And because of that, felt we needed to find someone to continue the role of Aftermarket author. I think you’ll agree with our choice. Congratulations John, on your new role! And, welcome to the Wholesaler team Dave! Be sure to read John’s farewell article in this issue’s cover story. Enjoy Dave’s first Aftermarket article…… Our industry is creeping up on its 100th birthday. My research tells me that the first true “vertical” forklift ever built, entered service in 1923. What Yale & Towne Manufacturing Company started in the early 1920’s, has grown into a multibillion dollar industry, with dozens of OEM’s and thousands of dealer organizations worldwide. The innovation, and technology applied to these machines over the years has been impressive. For the better part of the 20th century, the best and brightest minds in the engineering world developed equipment that forever changed the landscape of materials handling. Dealer organizations were developed and grew into a collective of distribution brands and channels that sold and supported the very machines that (quite literally) carried the weight of the industrial capabilities that made our country efficient, productive and wealthy. As our industry has matured however, the performance differentiation between brands has narrowed. Profitability is no longer tied to market leaders having vastly superior technology, or significantly better equipment productivity. OEM’s are going through a process of merging, acquiring and absorbing in order to now generate “economies of scale” that will give them an edge in offering superior value, for the lowest price. These shifts have been especially difficult for dealer organizations, who by many accounts are following the pattern of the OEM in attempting to widen their market areas by merger and acquisition. The pressure on customer prices has been intense, as dealers try to innovate using new and different financial tools, and rental strategies to try and retain their position in both profitability and market share. These forces of change have motivated dealers to revise their market plans, and re-think the way they approach their marketplace. Any critical analysis of our industry over the past 15 years would reveal that dealer success and longevity, 12
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July 2016
There are still many dealers however who still consider an aftermarket sales force an unnecessary adjunct to an already expensive marketing effort. We are in the age of the “comborep” where the idea is to kill two birds with one stone. The logic behind the combo rep is simple. Why should a dealer put two sets of boots on the street, walking into the same door, talking to the same people, and securing the same business that ONE of them could do (as long as they were fairly compensated for it.)? I don’t disagree that in some cases the combo-rep has its place. Especially in smaller rural territories where logistically, single points of contact are actually preferable for both the customer and the dealership. The biggest issue with the combo-rep however is how difficult it is to find salespeople that have the skills to sell BOTH equipment, AND parts & service. The skill set of most salespeople will lean decidedly toward either one or the other, but seldom BOTH. In our industry I believe that if you are in sales, you are either a hunter or a farmer. The hunter is usually very good at what he does. He knows his job, and he focuses on a singular goal. Get the prey! His job is to scout the area, track the prey, load the gun, scope it, shoot it and retrieve it. This is usually where the fun ends for the hunter. All of the tasks that follow only frustrate him. His entire thought process is only focused on one thing. RELOADING the gun, and getting back into the woods! Farmers by contrast are a completely different breed. Most of them don’t have hunting skills, and feel ill at ease stomping through the brush. They do have their own set of definable skills however. Farmers prepare the ground. Then they plant, irrigate, fertilize, cultivate, protect and harvest crop after crop from the same piece of ground. What I have observed over the years is that hunters don’t farm very well, and farmers don’t hunt very well. Hunters are equipment salesmen. Farmers are customer service salesmen. Few if any do BOTH with equal vigor and excitement. We do however need BOTH hunters AND farmers on the team in order to demonstrate appropriate value to our customers. Our customers in many ways are just like us. They are also trying to create “economies of scale”, and doing all they can to
All of us at Material Handling Wholesaler want to thank John Walker for his expert advice and friendship for the last 21 years in writing the Aftermarket column. We also want to introduce to our readership the new aftermarket columnist Dave Baiocchi. He has spent 33 years in the equipment business as a sales manager, aftermarket director and dealer principal. Dave now consults with dealerships nationwide to establish and enhance best practices, especially in the area of aftermarket development and performance. Dave started his career at Peterson Power Systems, a Caterpillar dealer in San Leandro, CA in sales. After six years he was promoted to Rental Fleet and Used Equipment Manager. He then moved his family to join the leadership at J.M. Equipment Company who represented Nissan and Barrett Forklift Trucks. Dave worked there as the General Sales Manager and developed both machinery and aftermarket salespeople into an award winning sales team. In 1999, he and five other key employees partnered to purchase J.M. Equipment in which he became president of the material handling division. Under Dave’s management they were repeatedly awarded the “Nissan Nine” designation, highlighting the top nine dealers in the country. In 2005, he shifted responsibilities from equipment sales to aftermarket support and marketing. Dave was awarded the “Nissan Pinnacle” award for lifetime achievement efforts in both sales management and aftermarket development. Dave has served on several executive boards and committees during his tenure in the material handling industry, including being a member of the OEM dealer advisory councils for both sales and aftermarket. He has been a featured speaker at MHEDA conferences and MHEDA events at his dealership. In 2013, Dave started Resonant Dealer Services LLC, as a platform to share ideas with others in new and expanding ways. Dave will be taking the reins of the Material Handling Wholesaler “Aftermarket” column from John Walker. The staff of Material Handling Wholesaler wants to welcome Dave to our family and look forward to having Dave carry on the tradition of writing informative aftermarket monthly articles to make our dealer/distributor readership even more successful in their companies.
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Aftermarket widen their footprint by merger and acquisition. More than ever, they need dealers to expand their capabilities, improve their support offerings and guarantee their uptime. Fewer and fewer customers are taking care of their own fleets, or even hiring those who have too little infrastructure to truly service them adequately. Investment in the aftermarket business will be a REQUIREMENT for all dealers who want to survive in order to meet these growing needs in the coming years. And I’m not just talking about having a dedicated CSS sales team. These investments will have to be made on all levels. Parts inventory, consignments, increased van stock, telematics, training, tools and transportation will all have to be reconsidered in light of the value that dealers must demonstrate to meet the demands of the customer. Some people saw this trend before it ever became a shock to the bottom line. John Walker was one of the first. John’s contribution to our industry is unequalled. I consider John a “pioneer” of sorts; certainly a man ahead of his time in many respects. John’s vision and his life’s work was to highlight the importance and the necessity of robust aftermarket sales in a dealer’s value proposition to his clients. This was not an easy or popular road to take, but John understood the power of aftermarket sales, and he was able to portend the ramifications of not having these resources under development. Like John, I also have dedicated my career to aftermarket sales and building best practices inside the support functions of a
dealership. I have worked as a commission salesman (yes I was a hunter at one time), a rental manager, a used equipment manager, a general sales manager, an aftermarket director and a dealer principal. I have had a 360 degree view of this business over the past 33 years. Of all the challenges inside the dealership, shifting the culture and the perspective of ownership groups toward the importance of their aftermarket business is by far the most difficult task I have encountered. We are still very “equipment-centric” in this industry. But we are making progress. MHW magazine has asked me to share with you some of the programs and policies that I have developed over the years to assist other dealers in making these important transitions. I look forward to having this opportunity to offer ideas that will help our industry move forward. In regard to John Walker, I can only say that those shoes will feel mighty sloppy on my feet. I will do my best however to add to the legacy of aftermarket excellence that he has so capably built over the years. Enjoy retirement John…yes I am envious….and yes, you certainly have earned it! Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 33 years in the equipment business as a sales manager, aftermarket director and dealer principal. Dave now consults with dealerships nationwide to establish and enhance best practices, especially in the area of aftermarket development and performance. E-mail editorial@mhwmag.com to contact Dave.
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Bottom Line Garry Bartecki
Four issues that impact your business Times continue to change....which is an on-going process. I happen to study both international as well as US economics and find myself amazed every week because of some change that is disrupting a market or industry. Look how our “new” oil industry both emerged and disappeared in not too many years. See how Amazon is impacting the retail industry. And who would have thought that they would ever see ZERO interest rates for as long as we have. In the end, today’s business world is a tough place to be.
At first glance a reader will read the four issues and conclude he/she does not have the time nor finances to implement a program that could properly address these issues. My response would be to outline a plan, set the goals for five years out, make the players accountable and use all the resources you have available to assist with both the planning and implementation of the plan.
So if constant change is upon us, what exactly are the issues for material handling dealers? I will list four that I believe are important.
You have to know the industry....how it works....how it is financed.....and how it generates positive cash flow. And there are many sources to help you learn about the industry, where it has been and where it is going. You can get information from OEM’s, industry associations, industry publications (like this one), 20 Group participation, industry system providers, conventions, on-line courses and other experts with knowledge to fill in the gaps where you need guidance. To summarize, you can cut to the chase and get input and answers from industry people with minimum effort.
1. Technology adoption = success 2. Equipment improvements 3. Data management 4. Education....Education....Education All of these are important and warrant some management time to draft a plan to address these issues, along with other industry matters, with a goal to keep your company on the LEADING EDGE of the material handling distribution cycle.
Here’s how I would attack this program. Deal with #4 first
Once you get up to speed it will be easier to plan out where you want to be five years out and what you need to do to get there.
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Bottom Line Equipment upgrades
Technology is next The use of technology in the material handling business is gaining momentum, but I must confess that employees under 30 are probably the best source of expertise when it comes to adopting new technology and making use of what you have already. Your business system should be industry specific and the provider should be pestered to make your staff aware of ALL the features you need to provide above average customer service.
The equipment keeps getting better. Technology applied to equipment use is getting more available. It is getting better.... requires less maintenance......lower cost to own and operate. If the new Tesla battery technology makes it to the lift truck circuit .... we have a new major disruption on our hands.
Not only do you need to know your system, but also those apps on the tablets, phones and laptops. And probably the most important thing is to have an under 30 team charged with keeping systems updated and ALL employees trained to use the equipment at least at an 85% efficiency rate.
Data management goes along with technology. We have tracking data. We have telematics. We have training data to make repairs easier to complete. Our problem of course is how to receive and decipher the data we get. My solution to this is to work with your OEM or dealer to help you monitor and review data so that you can prioritize work that needs to be done to keep customers close to 100% up-time.
There are many technology experts out there. Maybe there is one living in your basement because their college degree has not produced a job. Part-time or full-time they can be had for not a lot of money. In addition, they may like what they see and you can spend some of your education money on them and wind up with a tax-paying member of society on your payroll. One thing is for certain re technology.....every employee has to remain current regarding the use of the company’s technology. No excuses allowed.
Data management
In the end, I believe a dealer can deal with these four issues with a modest investment in education, using an industry specific system, using the OEM to keep up to date with equipment changes and using our under 30 group to implement and monitor digital issues. Prepare the plan, set the goals, assign responsibility and inspect to ensure you are getting what you expect. Mastering these four issues = success and future profitability. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.
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Building a gold medal-winning team With the 2016 Rio Olympics fast approaching, top athletes from around the globe are vying for the final few spots available to represent their respective countries at the games. To make it this far, each contestant has had to take a single-minded approach to maximizing his or her personal performance potential and has pushed him or herself to be the best of the best. For a nation’s Olympic committee, however, the question is not always “Who is the best individual performer?” but “Which group of individual performers will make the best team?” As a business leader, this is a question you may ask yourself in a work context. An important part of team building is, of course, knowing the team’s objective, whether it’s winning a gold medal or grabbing a larger percentage of market share. But it’s also important to know what type of team you are building as well as what components are needed for the team to be successful. Take the baton relay in track and field, for instance. Only one team member performs at a time. Each individual must bring speed and stamina, but the critical team component is timing. If that baton hand-off goes awry, it doesn’t matter how fast each team member can run as an individual. Meanwhile, volleyball requires flawless synchronization of motion, with six athletes each in perfect position to support the player in front of, to the side, or behind her. In gymnastics, on the other hand, each member brings a different specialty to the team, and the entire group succeeds through a collective of strong personal performances. The parallels to teamwork in business should be apparent. For a company that deals in industrial or warehousing systems, an Outside Sales Rep may carry the baton on the first leg of the relay, the Sales Engineer on the second, the Installation Project Manager on the third, and the Account Manager on the final leg. A restaurant might be more like the volleyball team, with tables being cleaned, guests seated, orders taken, meals prepared and delivered, credit cards run, and back to tables being cleared, all while supplies continue to arrive and kitchens are kept clean. With the wrong group of people in place, service and food quality go downhill fast. Numbers and science are essential to building an Olympic team, from initial qualifying times to complex metrics that determine who would be best at running a given leg of a race, just as they are in supporting effective teamwork in business. About Caliper - For nearly half a century, Caliper has been helping companies achieve peak performance by advising them on hiring the right people, managing individuals most effectively and developing productive teams. The accuracy, objectivity and depth of our consulting approach enable us to provide solutions that work for over 25,000 companies. To find out more about how Caliper can help you identify and develop people who can lead your organization to peak performance, please visit us at www.calipercorp.com or call us at 609-524-1200. Email editorial@mhwmag.com to contact Caliper.
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Sales Trends Art Sobzcak
How sales reps (mis)handled my inquiry Add this one to the “I just have to shake my head in amazement” sales file, under the “Following up on leads” category. Bear with me as a rant a bit about an experience this past month. There are plenty of sales lessons here. I was looking for some space to rent for a video studio to get my growing collection of lights, backdrops, tripod etc. out of my house. I had very specific needs that could have easily been met by any number of property owners and managers with spare space. So I went online after hours and did searches for listings in the area I wanted. I filled out at least 10 online forms stating very specifically what I was looking for, what I was looking to pay and that I was ready to rent TODAY. The results? One rep got back to me the next day by email, saying he didn’t have anything. No offer for a referral to a colleague (don’t these people talk to each other?), no “Thanks for thinking of us. If you get to the point where you are looking for more full-service, larger space, I would enjoy working with you.”
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TWO days later, I got an email from a rep with another property. It was pretty much a template with attachments of brochures for several of their properties. None of which came close to the criteria I very clearly stated in my inquiry. It was obvious she paid no attention to what I specifically said I needed. In the canned email she wrote that she’d like to set a time for me to come by one of her properties and learn what my requirements were. Really. On the third day after filling out the forms, I got another templated email from a corporate property management office, thanking me for my interest, with links to their various properties, and asking me to fill out a form on their site that asked about my requirements. Seriously. You can’t make this stuff up. Also on the third day, one rep sent an email saying that he didn’t have exactly what I was looking for, but sent me information on something that was close, but still bigger and more expensive than what I needed. He actually READ what I filled out. Woo-hoo! The ONLY call I got from these forms was FIVE days afterwards. From a local rep from the corporate management company I mentioned earlier. I asked him why he didn’t call sooner. He dejectedly admitted that he just got the lead, and that’s the way they work. Again. Amazing. Oh, I did get a call the first day I filled out the forms. I had also placed an ad on Craigslist in the Property category, also with my very specific criteria. The call came within an hour of the ad going live online. It was from a building owner who had space that was bigger and more expensive than I needed. I thanked him for the call, and he said, “Why don’t you take a look at some pictures, and if it looks good we can talk about price later.” Nice. He sent the pics, I liked the space. A lot. He called back an hour later. Now I’m getting interested. I told him it was still more than I was looking to pay since I wasn’t looking for something that big. He said he was motivated to just get someone in there. Not a great negotiating tactic. But read on. I went to look at it. He knew I wouldn’t take the time to do that if I wasn’t somewhat serious myself. Bottom line, he dropped his price. Not to what I originally wanted to pay, but I was willing to come up since I loved the space.
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Lots of sales lessons here: - A lead is like a burning match. The fire (interest and opportunity) will go out quickly. Jump on them as soon as you see them.
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E B I R C
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Sales Trends Art Sobzcak
! Y A TOD
- One person who is motivated, and cares, can outsell a mammoth corporation with inefficient impersonal systems and employees who are just collecting a paycheck. - Despite someone saying your price is outside of their budget, keep in mind that a budget is usually just an adjustable nebulous thing. And there almost always is someone who can make a decision to go outside of it, IF they see a reason to do so. -What someone really WANTS will override what someone thinks they just need. Find out what that is and you will find your selling is easier. Make it your best week ever!!
Multiple resources for you and your company to stay up-to-date on industry news ▸ Weekly newsletters
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Art Sobczak helps sales pros prospect, sell and service accounts more effectively by using conversationally, non-sales messaging, and without “rejection.” Get a free ebook of 501 telephone sales tips at businessbyphone.com/501-tips-ebook. Email editorial @mhwmag.com to contact Art.
For more Sales Trends go to MHWmag.com
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Web ID: MDD6
1
Stock 17821 Type: Rider Reaches Make: Hyundai Model: HBR15-11 Year: 2007 Capacity: 3,000 lbs. Mast: 89/198 Triple Details: side shift, Forks, Stock 17621 Type: 4 Wheel Rider Make: Hyster Model: E65XN Year: 2012 Capacity: 6,500 lbs. Mast: 88/187 Triple Details: 4way, no attachments
16697 Type: IC Big Cushion Make: Toyota Model: 7FGCU70 Year: 2011 Capacity: 15,500 lbs Mast: 118/219T Details: LPG, 4Way, Side Shift, Fork Position, Forks Stock 18165 Type: 3 Wheel Rider Make: Mitsubishi Model: FB16KT Year: 2005 Capacity: 3,500 lbs. Mast: 83/188 Triple Details: side shift, Forks, Stock 18072 Type: IC Cushion Make: Hyster Model: S50FT Year: 2011 Capacity: 5,000 lbs. Mast: 82/189T Details: 4Way, No attachment Stock 17127 Type: IC Pneumatic Make: Yale Model: GLP050VX Year: 2011 Capacity: 5,000lbs Mast: 84/189T Details: Side Shift
Forkliftsavailable! available! OverOver 800500 Forklifts WE’RE NOT BROKERS, WE OWN OURINVENTORY! INVENTORY! WE’RE NOT BROKERS, WE OWN ALLALLOUR
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July 2016
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PROTECT YOUR FORKLIFT FLEET
introducing
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Web ID
• Look for the special Web ID code on selected equipment throughout the magazine
Access Control / Impact sensing
Number of photos online
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• Receive instant info on specific pieces of equipment • See additional photos
MADE IN USA
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2004 Omega Lift 4415T-16RS STK# 15468 (877) 725-4461 Pineville NC
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July 2016
View these pieces of equipment & more on
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Web ID to 27414 STK# 07 2015 Eoslift W20 $3,700 Montclair CA (888) 527-0356
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2J0I
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AH0V
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STK# JCB506C1 2006 JCB 506C $24,495 Green Bay WI (920) 494-8726 1
STK# JCB506C2 2006 JCB 506C $23,495 Green Bay WI (920) 494-8726
STK# 20320 2007 Toyota 8FGCU25 $14,900 Fort Lauderdale FL (800) 648-1891
CX4M
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STK# 12471N 2015 Hyster W40Z Green Bay WI (920) 494-8726 2
DW20
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STK# CPD15 2014 Eoslift CPD15J $18,000 Montclair CA (888) 527-0356
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STK# 12485N 2015 Hyster W40Z Green Bay WI (920) 494-8726 4
STK# 1EQ12084 2009 Hoist F300-30 Coraopolis PA (800) 708-9765
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to buy & sell equipment! www.MHWmag.com
July 2016
31
Nuts & Bolts
Acquisitions, expansions & other business news
Konecranes acquires Terex’s Material Handling & Port Solutions business Konecranes, a group of Lifting Businesses™, on May 16, 2016, signed an agreement (the “Stock and Asset Purchase Agreement”) to acquire from Terex Corporation (“Terex”) its Material Handling & Port Solutions (“MHPS”) segment (the “Acquisition”) against consideration consisting of cash and shares and to terminate the previously announced business combination agreement. The acquisition of MHPS will improve Konecranes’ position as a focused global leader in the Industrial Lifting & Port Solutions market. www.konecranes.com
Wincove acquires Bluff Manufacturing Bluff Manufacturing, provider of material handling and warehouse safety equipment to companies throughout the U.S, Mexico, Canada, Caribbean and South America, is pleased to announce that the company has been acquired by Wincove Private Holdings, LP, a holding company with a permanent equity capitalization and management. Wincove creates longterm capital appreciation for its shareholders by partnering with business owners, entrepreneurs and management teams to build market-leading companies. With offices in Boston and New York, Wincove has a permanent capital base, and can therefore stay invested in its partner companies for an unlimited time horizon. Bluff’s management team and Wincove plan to build on Bluff’s leadership position in the material handling market and to continue to provide dealers with the same great service, quality products, and fast, on-time delivery they have experienced over the last 45 years of the company’s operations. www.bluffmanufacturing.com
ClearCap Covers Every lift should be equipped! ClearCap Forklift Forklift Covers Every lift should be equipped! TM
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OSHA standard 1917.43 (e) (1) (ii) clearly states, “Overhead guards shall not obstruct the operator’s view.”
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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
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July 2016
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July 2016
33
Shifting Gears
Industry personnel and organization news
Toyota-Lift of Minnesota holds ribbon cutting at Byron, Minnesota location
Crown Equipment extends training footprint with new forklift service training center
Toyota-Lift of Minnesota (TLM) along with neighbors, Toyota Material Handling representatives, customers, vendors, Byron Chamber of Commerce members and officials from the City of Byron celebrated their new Byron, Minnesota location. The open house and ribbon cutting ceremony was May 24th, 2016 at the new 13,000 squarefoot building built on 4.3 acres at 1526 Voll Drive NW, Byron, MN 55920. TLM President John Scheunemann declared there: “I am very thankful for the support given by the community, Byron chamber of commerce, neighbors, vendors and staff. We also wish to thank Toyota’s Executive Vice President, Bob Bosworth, and his crew Christopher Jolly, Jim Petges, Beck Trajkovic, Steve Kueller, and David Byrnes. We are thrilled at the activity already seen here and look forward to being an active member of the community and bringing a higher level of customer service in material handling to the region. www.toyotaequipment.com
Crown Equipment Corporation announced the opening of a new regional service training center in Kansas City, Kansas. The company now has a network of eight regional service training centers across North America dedicated to training programs for Crown customers, dealers and employees. The new Crown facility joins the company’s existing regional training centers in California, Georgia, Illinois, Massachusetts, Ohio, Texas and Ontario, Canada, in offering Crown’s award-winning Demonstrated Performance® (DP) Training programs for service technicians. The company, through its network of regional training centers, company-owned branches and independent dealers offers a comprehensive range of forklift training programs, including DP Service Training for technicians, DP MoveSafe® Train-theOperator, DP LeadSafe® Train-the-Supervisor, DP TrainSafe® Trainthe-Trainer and pedestrian training. www.crown.com
Remanufactured Transmissions, Engines, Torque Converters, Steer Axles, Overhaul Kits and Aftermarket Parts for: • Material Handling • Construction • Agricultural Equipment
CLARK announces key organizational update CLARK Material Handling Company announced the appointment of Scott Johnson as Vice President, Dealer Services. In his expanded new role, Scott will retain responsibility for developing and maintaining CLARK’s dealer network, and in addition will assume responsibility for all dealer training and support services in North America. With this new training and support function, Dave Nicolette, Technical Trainer, and Billy Marksbury, Dealer Services Training Specialist, will report to Scott. Scott has over 20 years of experience with CLARK, most recently serving as vice president, business development. During Scott’s tenure, CLARK has seen significant strengthening of its North American dealer network. Scott serves on the Executive Board of the Industrial Truck Association. In his expanded new role, Scott will continue to report to Chuck Mix, Vice President of Operations. www.clarkmhc.com
Schneider Packaging Equipment unveils state-ofthe-art training lab for customers
800-321-9983 www.joseph.com sales@joseph.com Authorized Distributor
Authorized Distributor
Authorized Distributor
Authorized Distributor
Authorized Distributor
Schneider Packaging Equipment Co., manufacturer of end-ofline solutions for case packing, sealing and palletizing, has built a stateof-the-art training laboratory at its headquarters in upstate New York. The lab provides customers the opportunity to train on equipment in a controlled environment. Through hands-on training, customers are able to learn specific technical skills without slowing or stopping their production lines, which helps lower the learning curve once the new system is in place. “Schneider Packaging Equipment now offers training on everything from programmable logic controllers to robotics,” said Jim Kent, director of aftermarket services, Schneider. “By training customers in a classroom environment with a training cell and structured labs, we know their experience will directly translate to the equipment they are running in their facilities. Instead of having to learn a piece of equipment after an install, customers and employees will know the machine inside and out prior to delivery.” www.schneiderequip.com
34
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July 2016
SIMPLIFY YOUR LIFE SUCCESS IS EASIER WHEN YOU HAVE A SUPPLIER THAT • Understands your business and your customers. • Helps keep your customers satisfied…and loyal. • Has the products you need to grow your customer base. • Will help increase your bottom line profit. That supplier is Thombert, your SINGLE SOURCE SOLUTION for less frustration and more profit. Give us a call, kick back, and rest easy. It’s that simple!
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July 2016
35
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.
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.
Bridgestone Americas Tire Oper Nashville, Tn Electric Lift Trucks - No Model Raymond
25 25
Toyota Inds Commercial Fin....336 J M Eqt Co...............................23
W B Mason Co Brockton, Ma Class 3 Yale Electric Lift Trucks - No Model Yale Electric Lift Trucks - No Model Bendi Electric Lift Trucks - No Model Hyster Timken Co. North Canton, Oh Class 1 Crown Class 2 Crown Intl Auto Components Grp North Plymouth, Mi Class 4 Mitsubishi Bunzl Dist Lsg Inc Saint Louis, Mo Electric Lift Trucks - No Model Crown Electric Lift Trucks - No Model Raymond
21 12 4 3 2
De Lage Landen Fin Svc............82 Citizens Asset Fin.......................15
17 15 2
Wells Fargo Eqt Fin...................43 Liberty Bank & Trust...................9
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July 2016
Wells Fargo Bank.....................193 Wintrust Eqt Fin.......................22
Zions Credit Corp.....................55 US Bank Eqt Fin.......................13 Nissan Motor Accept Corp........48 Renaissance Capital Alliance......11 M B Fin Bank...........................47 Connell Eqt Lsg Co...................10
Century Tokyo Lsg USA............25 J P Morgan Chase Bank...............8 Banc of Amer Lsg & Capital......24 Farm Credit Lsg Svc Corp...........7
16 16 15 11 4
PNC Eqt Fin.............................23 Austin Bank.................................6
Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/resources/industryinsight/lift-trucks.aspx
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 2016
37
Your Business Eileen Schmidt
Humble beginnings lead to 40 years of success for MII Equipment It was a beginning in humble accommodations infused with entrepreneurial spirit. Four decades ago, Jim Hunter launched MII Equipment Inc. in borrowed space, actually, a restroom converted to an office. “He loves to tell that story,” said Dean Johnson, MII Equipment executive vice president, of Hunter’s tale of the business launch.
Hunter began the business as a manufacturer’s representative to three primary products lines; national manufacturers of pallet jackets, ergonomic equipment and dock and protective equipment. “His vision at that time was to provide material handling, dock equipment, floor mounted safety products and ergonomic equipment to the industrial customers throughout the Midwest,” said the company’s online history.
Nest them or stack them!
“As MII Equipment grew, it became evident that a broader line of products was needed to supply customers throughout the U.S.,” the site said. Bolstered by Hunter’s entrepreneurial enthusiasm, MII later transformed to include stocking representative, and later, master distributor. In 2000, the company had the opportunity to establish its own brand and did so with the launch of Handle-It product lines replicating the three original lines the company served, according to Johnson. MII president Hunter’s background in business, engineering and material handling helped him create products that filled in the gaps in MII’s line of products, the company history said. Today, Handle-It is a global source of products, with stretch-wrap machines being a key area of growth, according to Johnson. MII operates out of Milwaukee with about 22 employees in a 22,000-squarefoot warehousing and manufacturing facility, serving clients across the U.S. The majority of manufacturing takes place at locations in Wisconsin, China and India.
Available in 9 sizes and 4 colors!
NEST & STACK TOTES
©2016 Akro-Mils/Myers Industries Inc. AKM582
Akro-Mils' Nest & Stack Totes are your ideal containers for shipping, transfer and storage! These durable, industrial-grade totes have textured bottoms for a no-slip grip on conveyor belts. Ribs under the lip prevent jamming when nested. A wide stacking ledge allows totes to be securely stacked with or without lids in place. To find out more about these versatile plastic containers, visit us online at akro-mils.com!
38
akro-mils.com www.MHWmag.com
July 2016
800.253.2467
“Handle-Its’ focus remains on offering a competitively priced, high-quality product to the market place,” the business website said. Products offered include: guard rails, rack protectors, post protectors, overhead door track guards, dock plates and boards, edge of dock levelers, pit levelers, scissor lifts, tilters, pallet trucks. In addition to the current line of products, the company said it continues to expand those lines and offer custom engineered solutions to customer’s specific application needs.
www.MHWmag.com
July 2016
39
Your Business
Manufactures of Electrical Contacts, Contact Kits & Contactors
The 40th anniversary of the business has received little fanfare at MII, where Johnson said the “nose to the grindstone” efforts of the work force are allowing the anniversary to fly by relatively unnoticed. “The most important milestones are the success of the business,” he added. Looking ahead, company leaders are considering an expansion to include a California-based warehousing operation, to ease transport capabilities throughout the West Coast. Impact protection equipment remains the key offering at MII. Johnson added that plastic impact equipment may offer future growth opportunities. Building and maintaining relationships with customers is a pivotal component of MII’s operation, according to Johnson, who said MII is known for its responsiveness and versatility in its assistance to clients. “Customer service is the focus of what we try to do,” he said.
United Contact /Tipcon 589 Middlefield Road. Unit # 31 Scarborough, Ontario. Canada M1V 4Y6
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. Tel: 416-297-1770 Toll Free: 877-801-9115 Email: info@unitedcontact.com www.unitedcontact.com
Arcon
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Equipment, Inc.
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♦ Hobart ♦ Enersys The ARCON Difference Not just used chargers, but used ♦ Applied Energy The ARCON Difference chargers that are tested, calibrated, Solutions Not just used chargers, chargers thatinput are tested, andbut setused to match the AC voltage ♦ C&D calibrated, and set to match the ACWorking input voltage youfor specify. you specify. & ready use! ♦ and more! Working & ready for use!
GoodUsed Used Batteries WANTED Good Batteries WANTED We will buy quantities! Call us with details – We will buy quantities! Call us with details— we want your GOOD surplus stock only! we want your GOOD surplus stock only!
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Setting The Standard
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For Over
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Quality Products • Friendly Customer Service • Availability
FS F SIP
Flight Systems Industrial Products 1-800-333-1194 • www.fsip.biz
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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
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July 2016
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Classifieds LOOKING TO BUY BATTERIES WANTED
OHIO RACK We BUY & SELL Portable Stack Racks Flexible Packaging
Industrial Forklift Batteries and Chargers In Good Condition!! Call Us With Your Off-Lease Or Fleet Surplus Equipment.
propane PARTS & propane KITS for forklifts
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ARCON EQUIPMENT INC.
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New Single Phase Chargers 36-volt, 750 AH 48-volt, 600 AH other sizes available
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713.460.8197 • 800.687.3884 713.460.8197 •• 800.687.3884 tcmhouston.com fax: 713.460.5941 fax: 713.460.5941 www.forkliftsandtires.com
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July 2016
New Products
See more new products online at www.MHWmag.com
Stärke releases new walkie reach truck In response to growing demand within the marketplace, Stärke Material Handling Groupannounced the release of a redesigned version of its walkie reach truck. Redesigned to include several improvements over previous models, the ESR3040ACX represents an expansion of Stärke’s growing line of narrow aisle equipment. New features and improvements include an expanded range of lift capacities, standard fixed straddles and a front foot guard. “We’ve noticed a strong demand for many of the features we’ve added to this latest model,” comments Jim Chesla, VP of Stärke Material Handling Group. “We are confident that we’ve designed a model that will be both competitive and cost-effective in today’s market as an ideal choice for narrow aisle facilities.” www.starkeusa.com
New Lift-Rite® legal for trade scale pallet truck The latest integrated scale hand pallet truck from Lift-Rite® maximizes accuracy and efficiency. Ideally suited for large-scale delivery, distribution and pharmaceutical applications, the new legal for trade (LFT) hand pallet truck provides a lower-cost opportunity to make warehouse and delivery operations more flexible. The truck is convenient to move between docks to avoid congestion and provides a quick backup should a facility’s in-floor scale require maintenance. The scale truck achieves LFT status by using a total of four certified load cells to generate data with a percentage of error of just 1 pound for loads up to 3,000 pounds and 2 pounds for loads between 3,000 and 5,000 pounds. Additionally, the truck is able to provide a thermal on-board printer, a quick lift pump and exchangeable/rechargeable battery. Functions include gross net weighing, automatic and manual tare, totaling with sequence of loads, and piece counting and can be programmed from pounds to kilograms. www.liftrite.com
Dual lane hand pack conveyor system increases productivity Multi-Conveyor recently built a dual lane conveyor system with a center rail for a hand pack line. These mild steel constructed conveyors will transport individual trays that will be hand-packed into cases. The system is actually made up of four conveyor sections all joined by seamless transfers. First is a straight running 24’ long conveyor that has two lanes with a center divider (rail) to keep the trays separated. Operators will load the trays onto the conveyor by hand. (Note: The product used in the video was
for demonstration purposes only.) The second section is a mere 3’ long gapping conveyor with friction top plastic belting used to pull a gap at an elevation of 30” to the top of the conveyor. A 9’ long inclining conveyor was then incorporated, also using friction top plastic belting, to elevate the trays from 30” to 42” to raise the product at a desired hand-packing height for insertion of the trays into corrugated cases. www.multi-conveyor.com
Proto® rolls out innovation with new 540 and 550 series storage Proto® announces rolling storage innovation with the new 540 and 550 series. DuraDrawer™ coating helps protect drawers against wear and tear, while updated glass-filled nylon resin casters allow for great load capacity without sacrificing mobility. The upgrade serves harsh working environments with advanced organization by offering an expanded size range: single, double, and triple banked boxes ranging in seven sizes from 27” to 88” wide. Safety standards have also been improved with updated badges and safety markings. The Proto® 550 series is built for versatility, and is available in multiple platform widths and drawer configurations. For enhanced mobility, 6” casters—two swivel, two rigid— are loadrated to carry 900 lbs. per caster. The Proto® 540 series is built for essential jobs, featuring the popular drop front top chests in multiple drawer configurations. The line offers three new dual color options: safety red and grey, dual grey and dual black. Dual colors feature DuraDrawer™ textured drawers. Current standard colors (gloss yellow, gloss black, gloss red and gloss blue) are still available. www.protoindustrial.com
NEW powered drum handler safe/effective for male and female operators Liftomatic Material Handling, Inc. introduces the new Ergo750PWPL-CB drum transporter, the latest addition to the company’s Ergo-Matic® line of drum handling equipment. The Ergo750-PWPLCB is a completely powered and selfcontained drum handling device for lifting, lowering, and moving all steel, plastic, and fiber drums. The compact modular design is the perfect fit in tight aisles or cramped spaces where a powered, portable drum handling unit is required. Lift, transport, and place a drum with no man-handling. The unit can be operated safely and efficiently by any qualified personnel. A variety of lifting heights, options, and features are available on the Ergo-750-PWPL Series. The unit incorporates power drive forward and reverse features, as well as power lift and lower for moving drums safely and easily by any male or female operator. Varying weight capacities are available between 750 and 1,000 lb. www.liftomatic.com www.MHWmag.com
July 2016
43
it’s the
700 FOR 28 DAYS
$
BETTER WAY
For $700 a material handling equipment dealer can rent a 36’ long 20,000 lb. capacity aluminum yard ramp. Provide a much needed service to your customers. Ramps in stock for immediate delivery.
to buy and sell equipment MHconX.com is the industry’s newest website for buying & selling equipment nationwide that is a joint partnership of two of the industry’s most respected publications.
We Buy Used Dock Levelers Trades Considered
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Bay Equipment Co., Holland, Mich., 616-392-1811 or fax 616-392-6238 www.bayequipmentco.com • bay.eq.co@gmail.com
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July 2016
Innovative Solutions for Material Handling Call Today: 330.723.4050 or visit www.RicoEquipment.com
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July 2016
45
powRparts.com
Batteries
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Stocking distributor for all major motive parts and accessory manufacturers • Set-up a user account online at www.powRparts.com Chargers
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is your source for reconditioned & surplus forklift batteries, industrial charger, battery stands, handling equipment, and more!
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July 2016
Reduce safety risks & workers comp claims!
New Manual Extendable KOOI-FORKS Forks ®
Thin profile allows easy entry on 4-way GMA type pallets!
Always there when you need them! Manual Extension Forks provide a simple solution for handling differing load sizes or dual load transport. They replace the original forklift tines so they are always there when you need them. A simple fingertip locking mechanism, which doubles as a grease point, allows the forks to be extended manually and locked into an extended position for safe and secure transport of goods. They’re ideal for applications which have infrequent need for handling differing loads sizes. For more demanding applications, we recommend our original hydraulic telescopic KOOI-REACH FORKS® which allow length adjustment at the touch of a lever.
FINGERTIP LOCKING MECHANISM!
131 Franklin Plaza, Suite 335
■
Franklin, NC 28734
Learn more about the complete range of Meijer Handling Solutions innovative forklift attachments:
Phone: 828-349-9619
■
www.telescopicforks.com
■
info@meijer-group.com
www.MHWmag.com
July 2016
47
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.
▶ Allied Products ▶ Attachments & Access. ▶ Auctions ▶ Automated Storage Systems ▶ Automatic Identification Equip. ▶ Batteries/Chargers ▶ Container Storage ▶ Controls & Information Handling Systems ▶ Conveyors ▶ Customer Fabricators ▶ Drug Testing Compliance
▶ Dock Equipment ▶ Drum Handlers ▶ Electrical/Electronic Controls ▶ Engines ▶ Finance Companies ▶ Fluid Power Equipment ▶ Insurance Companies ▶ Inventory & Production Control Systems ▶ Inventory And Bar Coding ▶ Lift Tables ▶ LP Gas Distributors
▶ ALLIED PRODUCTS
▶ Mechanical Power Transmission Equipment ▶ Non-Powered Floor Equipment & Access. ▶ Other ▶ Overhead Lifting Equipment & Access. ▶ Packing And Equipment ▶ Pallet Jacks ▶ Plant Facilities Equipment ▶ Parts ▶ Plant Yard Equipment
▶ Powered Industrial Trucks ▶ Rack/Shelving ▶ Rentals ▶ Repair Services ▶ Robots, Automated Equipment ▶ Safety Products ▶ Seats ▶ Storage Equipment ▶ Sweepers Scrubbers & Brushes ▶ Tires/Wheels ▶ Training Education/Assoc. ▶ Transportation & Hauling Equipment ▶ Warehouse Management
▶ BATTERY / CHARGERS
GET THE TOTAL PICTURE
www.tvh.com
Sentinel has the right convex mirror for you.
Campus Crafts
160 Murray St., Rochester, NY 14606 1-(800) 733-6780
(800) 255-4109
www.campuscrafts.com
▶ ATTACHMENTS / ACCESSORIES • Pallet Truck Modifications • Turret Mast Attachment • Mechanical Attachments • Special Design Request and Much Much More... www.superioreng.com
1.877.422.9797 www.xtrapowerbatteries.com
▶ CONTAINER STORAGE ▶ Container Options •
www.tvh.com
• •
(800) 255-4109
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
800-939-DYNA (3962) www.dyna-rack.com
▶ Forks ▶ DOCK EQUIPMENT 119 Sizes
Over 35 years experience in manufacturing & distributing quality loading dock equipment.
Specials Available Chicago & CA Stock
ATLAS INTERNATIONAL LIFT TRUCKS 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web: www.atlasd2d.com
▶ 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
48
www.MHWmag.com
July 2016
PH: 800.251.3382 Fax: 931.486.0316
plit@pioneerleveler.com www.pioneerleveler.com
▶ 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
▶ ENGINES
▶ PARTS ▶ Emissions Analyzer
Reman Engines/Gas, LP & CNG
www.tvh.com
800-447-3967 www.charnor.com
(800) 255-4109
Engines, Cylinder Heads, Parts
GRINDSTAFF 1-816-796-7676 800-896-7676
▶ Manufacturer/Suppliers (New)
www.grindstaffengines.com • rick@grindstaffengines.com
www.tvh.com (800) 255-4109
▶ LIFT TABLES
www.tvh.com
▶ Manufacturer/Suppliers (Rebuilt)
(800) 255-4109 Reman Engines, Transmissions, Drive Units, Steer Axles & Differentials
▶P ALLET JACKS
www.tvh.com
800-447-3967 www.charnor.com
▶ Steer Assembly (Reman)
(800) 255-4109 ▶ Pallet Truck
800-447-3967 www.charnor.com
Steer Axles EZ-Lift Quality Scales and Scissorlifts too Chicago & CA Stock
ATLAS INTERNATIONAL LIFT TRUCKS 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web: www.atlasd2d.com
▶ PARTS ▶ Cylinders–Hydraulic
Hader Industries www.haderind.com/ 262-641-8000
▶ Tires/Wheels
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
▶ POWERED INDUSTRIAL TRUCKS ▶ Lift Truck Wholesalers
15600 W Lincoln Ave, P.O. Box 510260 New Berlin, WI 53151-0260
800 Trucks In Stock
All Makes and Models Chicago and California Stock
We also carry pumps, power steering units & valves.
Advertising that fits your needs!
ATLAS INTERNATIONAL LIFT TRUCKS 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web: www.atlasd2d.com
877.638.6190 | sales@MHWmag.com
www.MHWmag.com
July 2016
49
▶ RACK / SHELVING
▶ SAFETY PRODUCTS
www.tvh.com
Dealer Only Quick Ship Pallet Rack
(800) 255-4109
www.NAWLUSA.com
Cantilever Racks • Structural Pallet Racks Portable Stacking Racks • Specialty Transport & Storage Products
▶ STORAGE EQUIPMENT ▶ Carts •
866.245.3630 www.westpointrack.com
• •
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
800-939-DYNA (3962) www.dyna-rack.com
▶ New • • •
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
800-939-DYNA (3962) www.dyna-rack.com
▶ TIRES / WHEELS
VULKO TREAD
THE BEST POLYURETHANE WHEELS AND TIRES
AVT
AMERICAN VULKO-TREAD CORPORATION
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
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
▶ REPAIR SERVICES ▶ Motors (Electric)
www.continental-specialty-tires.us
...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
Industrial Tire
▶ TRAINING EDUCATION / ASSOCIATION ▶ After Market
AFTERMARKET SERVICES Consulting Co., Inc. Experience the benefits of a full-time After Market Consultant at a fraction of the cost. (803) 548-6707 • Email: amsconco@aol.com
www.warfieldelectric.com
▶ Transmissions
▶ TRANSPORTATION / HAULING EQUIPMENT 800-447-3967 www.charnor.com
Reman Transmissions, Drive Units, Differentials & Torque Converters
www.rldtrans.com
GET THE TOTAL PICTURE
Sentinel has the right convex mirror for you.
Campus Crafts
160 Murray St., Rochester, NY 14606 1-(800) 733-6780
www.campuscrafts.com
www.MHWmag.com
Fax: 508.991.7330 rich@rldtrans.com • erin@rldtrans.com • debbie@rldtrans.com
▶ SAFETY PRODUCTS
50
Phone: 508.991.6660
July 2016
Are you a distributor, dealer or OEM selling material handling, supply chain and logistics equipment or services in North America?
Connects you to industrial end users that require material handling equipment, products and services.
BE FOUND by local buyers sourcing warehouse equipment
findadistributor.com @FADNetwork
info@findadistributor.com
www.MHWmag.com
July 2016
51
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 Advertiser’s Index EOSLIFT USA CORPORATION . . . . . . . . . . . . . . . 15
PHILLIPS MINE & MILL, INC. (IRWIN
ADRIAN’S SAFETY SOLUTIONS/BEDNET® CARGO CONTROL SOLUTIONS. . . . . . . . . . . . . . . . . . . 17
FB CHAIN LIMITED. . . . . . . . . . . . . . . . . . . . . . . 14
TRANSPORTATION). . . . . . . . . . . . . . . . . . . . . 23
ADVANCE METALWORKING COMPANY, INC.. . . 40
FINDADISTRIBUTOR.COM. . . . . . . . . . . . . . . . . . 51
PRODUCTS FOR INDUSTRY. . . . . . . . . . . . . . . . . 39
ADVANTAGE MATERIAL HANDLING, INC.. . . . . . 21 AFTERMARKET SERVICES . . . . . . . . . . . . . . . . . . 11
FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18, 41
RESONANT DEALER SERVICES . . . . . . . . . . . . . . 11
AKRO-MILS INC.. . . . . . . . . . . . . . . . . . . . . . . . . 38
GATEWAY RACK CORP.. . . . . . . . . . . . . . . . . . . 24
ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 44
GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . 30
AMERICAN INDUSTRIAL TRANSMISSION INC . . . 53
H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 20
SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 30
AMERICAN VULKO-TREAD CORP.. . . . . . . . . . . . 55
HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 37
SHOPPA’S MATERIAL HANDLING . . . . . . . . . . . . 54
ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 40
HAMILTON CASTER AND MFG.. . . . . . . . . . . . . . . 4
STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . . 3
BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . 44
HMS LIFT INC. . . . . . . . . . . . . . . . . . . . . . . . . . . 26
SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . 41
CAVAION BAUMANN USA . . . . . . . . . . . . . . . . . . 2
HUPP TOYOTALIFT . . . . . . . . . . . . . . . . . . . . . . . . 8
SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 46
CHARNOR INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 27
INDUSTRIAL POWER PRODUCTS, INC. . . . . . . . . 46
CLARK MATERIAL HANDLING CO. . . . . . . . . . . . 19
JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 34
CONNELL FINANCE CO. INC. . . . . . . . . . . . . . . . 28
MEIJER HANDLING SOLUTIONS. . . . . . . . . . . . . . 47
DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24
MHCONX.COM. . . . . . . . . . . . . . . . . . . . . . . 30, 31
DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 52
TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11, 15, 56
ECOTEC LTD. LLC . . . . . . . . . . . . . . . . . . . . . . . . 20
MOTOR TECH, INC.. . . . . . . . . . . . . . . . . . . . . . . . 5
UNITED CONTACT . . . . . . . . . . . . . . . . . . . . . . . 40
ENGINE POWER SOURCE . . . . . . . . . . . . . . . . . . . 7
PANACEA AFTERMARKET COMPANY. . . . . . . . . 16
WY’EAST PRODUCTS . . . . . . . . . . . . . . . . . . 10, 32
RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . 25 RICO EQUIPMENT. . . . . . . . . . . . . . . . . . . . . . . . 45
SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 33 THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 29 THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 35
More advertisers & resources at www.MHWmag.com 52
www.MHWmag.com
July 2016
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
**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
2000 TOYOTA 6BPU15
2011 TOYOTA 8FGU30
2006 TOYOTA 7FDU35
300”FSV Mast, Hours: 29,000 (Key), 24V
132” V Mast, Hours: 6,000
159” V Mast, Hours: 5,000
2 UNITS IN STOCK
1 UNIT IN STOCK
$
4,500
$
9,500
2006 TOYOTA 7FGCU25
2012 TOYOTA 7BWS13F04
189” FSV Mast, Hours: 12,000
104” Mast, Hours: 8,000
3 UNITS IN STOCK
1 UNIT IN STOCK
$
5,200
$
1 UNIT IN STOCK
4,700
$
9,700
1 UNIT IN STOCK
2007 TOYOTA 8FGCU30
240”Quad Mast, Hours: 10,000 $
8,900
FORKLIFTS & NARROW AISLE EQUIPMENT
FORKLIFTS & NARROW AISLE EQUIPMENT
2006 Aisle Master 44S, 4,000 lbs., LP, 203” Mast, Sideshifter
2005 Toyota 7FG25, 5,000 lbs., Gas, 169” Mast, Sideshifter
2007 Toyota 7BRU23, 4,500 lbs., 36V, 270” Mast, Sideshifter (4 in stock)
2011 Toyota 8FGU15, 3,000 lbs., LP, 189” Mast, Sideshifter
2005 Toyota 6BPU15, 3,000 lbs., 36V, 270” Mast (4 in stock) 2010 Toyota 8BRU23, 4,500 lbs., 36V, 270” Mast, Sideshifter (4 in stock)
TELEHANDLER
2008 Toyota 8FD25, 16407, Diesel, 189” Mast, Sideshifter
2006 Terex TH842, 8,000 lbs., Diesel Fuel
1.866.506.2200 • omsh@shoppas.com www.shoppasmaterialhandling.com 15217 Grand River Rd • Fort Worth, TX, 76155 • P: 817.359.1100 • F: 817.359.1110
Printed in the U.S.A. ©2016, The Ousset Agency, Inc. wo#4997
Available Used Equipment – More in Stock, Call Omar For Listing
American Vulko-Tread Made in
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
TVHTVH is the worldwide leading supplier of quality replacement parts andand is the worldwide leading supplier of quality replacement parts accessories for the material handling and industrial equipment industry. accessories for the material handling and industrial equipment industry. With ourour 10 distribution centers across North andand South America, we we are are With 10 distribution centers across North South America, ableable to reach 90%90% of the industrial equipment population in 1inday to reach of the industrial equipment population 1 day ground service with over 7.5 7.5 million parts. ground service with over million parts.