October 2017 Material Handling Wholesaler by Material Handling Wholesaler

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An Employee-Owned Specialty Publications International, Inc. Magazine

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October 2017 • Vol. 38 No. 10

26 | Your Business Eileen Schmidt

EUMER “Made Different” makes B a difference for 40 years

30 | Human Element Eric Baker

Fixing your organizational talent gaps Stock photos provided by Ingimage.com

Cover Story 6 |

omen leaders in the W heart of commerce Susan Hellert

32 |

Sales Trends Jeffrey Gitomer

Where are you in the game of sales? Setting standards or making quota?

Industry News 40 Nuts & Bolts

42 Shifting Gears

Dean Millius General Manager/Publisher Alva Coffman Account Executive

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Kathy Regan Editor editorial@MHWmag.com Spencer Birkenholz / Eric Faramus Production Lead / Graphic Artist 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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SUBSCRIPTIONS: Third class subscriptions are free to qualified

Columns 14 | Aftermarket Dave Baiocchi Delegate authority and don’t interfere

22 | Bottom Line Garry Bartecki Spend a little – make a lot

Reader Resources 52 Classified

55 New Products

57 Source Directory 60 Advertiser's Index

In the next issue... Look for the November issue for our cover story as we explore warehouse efficiency opportunities.

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October 2017

in Chicago. To quote Bob Dylan: The times they are a changing. Today more and more women are finding successful and rewarding careers in materials handling. Changing times

Cover story: Susan Miller Hellert Material Handling: An Important Function of Manufacturing and Logistics. Each and every item of physical commerce must be transported by means of material handling. A purchase on Amazon, the stocking of Walmart’s or Menard’s shelves , grocery store inventory or an order of Girl Scout cookies requires the movement, protection, storage and control of materials and products throughout manufacturing , warehousing, distribution, consumption and disposal by manual, semi-automated, or automated equipment. That is the definition of the supply chain involved in material handling.

According to Judy Hoberman motivational speaker, career coach and author of Selling in a Skirt, Famous Isn’t Enough, and Pure Wealth, 85% of all consumer purchases are influenced by women. Add that to the fact that nearly 50% of today’s workforce is female and the reasoning for women seeking careers in once male dominated fields is clear. A career choice for women Ellen Voie, President and CEO of the Women in Trucking Association, began her career with a distinctive choice in high school: shop class rather than home economics. Here she learned welding and drafting. That led to a job in a steel fabricating plant drawing material handling equipment. When asked if she wanted to work in the traffic department she accepted, earned her diploma in Traffic and Transportation Management, and began a new career.

Cathy Diaz of TVH Total Sources Parts and Accessories and Kathy Henry of Forklift Systems Inc. A successful career in material handling demands started their careers in family owned businesses. Ms. knowledge of forecasting, resource allocation, production Henry stated that “with my father, if you were not in planning, flow and process management, inventory school, you worked.” She decided to try full time after management and control, customer delivery, and after high school and found her niche. Ms. Diaz worked sales support and service. These functions improve for her Dad who owned and operated multiple Mobil customer service, reduce inventory, shorten display Oil full service stations. She “grew up with service time and lower overall handling costs in manufacturing, and parts.” Later she moved to an aftermarket parts distribution and transportation. company on the recommendation of a friend. Women in Material Handling 2017 Christy Willis of UNICarriers Americas worked for The MHI (Materials Handling Industry) is the nation’s largest material handling logistic and supply chain association. It offers education, networking and solution sourcing for members, their customers and their industry.

According to the MHI only 29% of leadership positions within the industry are held by women. At the CEO level only 5% of these offices are controlled by women. The MHEAA (Material Handling Equipment Distributors Association) and AWESOME (Achieving Women’s Excellence in Supply Chain Operations) addressed issues faced by women within the industry at the Pro Mat conference in April 2017. The first Women in Industry Conference to focus on issues relating to women specifically is planned for November 2, 2017 6

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October 2017

20 years in Human Resources within a manufacturing environment before moving to material handling. “I absolutely love manufacturing and the impact material handling has on the overall economy.” She quoted a respected colleague about her passion: “material handling is the heart of commerce.” Shelley Bell of Yale Materials Handling Corporation started as a marketing assistant for an over the road trailer manufacturer. She distributed flyers and sent emails at first. The job evolved into a sales position where she first came in contact with supply chain on larger scale. As director of business development of a medical equipment company she came to a better understanding of what makes supply chains tick. Her experience and motivation

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Cover Story led to her present position as Manager of Warehouse Industry Strategy. Els Thermote is the CEO of TVH TotalSource Parts and Accessories, a global distributor and manufacturer of quality replacement parts for the material handling and industrial equipment industry. Founded by her father and a business partner in their garage in Belgium, the company has moved into the United States with the acquisition of Systems Material Handling in Kansas. According to Ms. Thermote; “This is a great industry. We have positions for a variety of interests and passions.” Whether a potential employee has interests in sales, manufacturing, creative pursuits or any number of choices, material handling offers an appropriate fit. Although following different paths, these women do agree on several points: • Supply chain has little visibility to younger women. Since few high school or college graduates can define supply chain management, it is not an obvious option as a career. • A better connection between the product on the shelf and how it got there must be achieved. • While perhaps not a trendy vocation, material handling is involved in every interest a person may have. Shelley Bell summed up the importance:” Every day I am amazed at what I have access to and the things I get to participate in – all because of forklifts!” bstacles or opportunities in a male O dominated field

Ms. Willis remarked that she always reflects on how she could have done something differently or how an issue could have been prevented. She highlighted being an open communicator as essential in overcoming obstacles. To do this she emphasized face-to-face conversations rather than email if possible. Cathy Diaz remarked that “obstacles are opportunities to change perspective.” This confident attitude is the basis of success for many women in leadership positions. Ellen Voie believes that the only obstacles that exist are in the individual’s head. Working hard, not making excuses and thoroughly learning the industry are the most cited methods to overcoming any obstacles – perceived or real. Characteristics of women in leadership Arianne Sproat, Chief Operating Officer of International Technical Coatings, was named 2017 Face of the Supply Chain at the 2017 ProMat Conference. She began her career as a receptionist, earned her degree in business administration, and moved up through the channels of her company. She credited her success to the “I’ll do it” attitude. “I took every opportunity as a learning experience and became exposed to every aspect of the business.” She continued, “No matter what position you have you are a part of a team and you play an integral role. I grew up on the plant floor, so I respect every single employee whether they are in the production departments or in the office. I treat everyone the same.”

A positive attitude is critical to establishing a positive environment in any workplace. Ellen Voie stated that a All aspects of supply chain management are interested positive attitude brings more people to you as a leader. in creating a more diverse working environment. The She asserted, “no one wants to be around someone retirement of the baby boom generation, fewer well who keeps looking backward with remorse and looking trained workers and a culture shift all contribute to this forward with despair. In order to motivate we need to change. be focused on bringing our teams with us to success.” Attitude is everything according to Els Thermote. She While it is generally agreed that some obstacles knows that while life is full of obstacles and challenges, may exist for women, it is also agreed that the rewards how you respond to them defines your character and far exceed the challenges. A common reaction to the your quality of life. question of stereotypes is that obstacles are not usually based on gender but in negotiating a career path in an Other qualities of a good leader include compassion, unfamiliar environment. Women must prove themselves humility, confidence and taking responsibility for one’s as knowledgeable and competent in industry specific own life. Teamwork requires these qualities. Consistent experiences. With confidence in skills and knowledge, with this statement, Shelley Bell believes that all of success is the reward. the attributes mentioned are important in maintaining and promoting a positive morale and achieving results. 8

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October 2017

Cover Story Specifically she emphasized humility and accountability as critical. If able to admit mistakes and learn from them, a leader maintains an open mind and that prevents missing out on opportunities. Confidence is a consistent requirement for leadership. Ms. Diaz affirmed this in the belief that confidence is needed to make decisions and influence others. While confidence is necessary aggressiveness is not. It is that fine line between aggressive and assertive that many women have had to negotiate. Ms. Voie emphasized that a leader must stand up for herself, her employees and her clients but intimidation or disrespect must never play a role in true leadership. “Being kind and trying to find common ground is a better option; I am committed to maintaining the dignity of the person I am working with even if we disagree.” Others have encountered the problem of women being seen as aggressive or a bully rather than assertive. If someone expects a woman to show more emotion or suffers from personal or professional insecurity he/ she is more likely to view a woman as aggressive. Once people reach the conclusion that getting the job done is what matters, the issue usually diffuses. Christy Willis stressed that as she grew professionally, she learned to better communicate with both men and women at all levels. Maintaining a calm, confident, positive, humble and compassionate attitude is the answer to this dilemma. When aggression is defined as growth in adding more locations or more parts or more employees, Els Thermote believes it to be a positive attribute. She thinks the key to leadership is to care about people – your employees, clients, contractors or anyone with whom you have a business relationship. Mentors and sponsors A mentor is someone with whom a person has a natural affinity. Someone who can be a sounding board and guide is the best definition of a mentor. Some industries such as TVH offer a formal mentor/ mentee program. With more than 70 people currently participating, it has proved to be a supportive network for employees. Unfortunately other similar programs have been less successful. The hazard is that sometimes they are too artificial to be rewarding. A sponsor is someone who is well positioned to facilitate growth in a career. A sponsor advocates for you and propels action. 10

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October 2017

Mentors provide invaluable feedback, advice and challenge ways of thinking that may become counterproductive. Ms. Bell found a mentor in her mother who worked for many years in the forestry business – another male dominated field. “She developed a stoic and assertive presence while maintaining compassion and empathy for her employees. She taught me to embrace being ‘different’ and use it as a competitive advantage. Mentors also provide a new perspective to issues. Sometimes approaching a subject from a new angle can be the answer. Ms. Voie thinks that mentors are extremely important. As someone who can help you maneuver through challenges, steer you away from mistakes and help you work through problems, mentors are invaluable. She continued: “There are many women in leadership roles willing to take on a mentee, but we don’t need to limit our mentors to women. In fact, men can often elevate us in our careers through their networks. Gender should not be an issue.” Having a mentor is vital to successful leadership according to Ms. Thermote. She joined Vistage in 2007. Vistage is a global CEO organization with a 60 year history as a business advisory and executive coaching organization. A mentor can be a key component in a person’s professional development. It is just as critical to share that knowledge with others by becoming a mentor yourself. Els Thermote mentors high school students on a weekly basis. She has found this to be rewarding as well as a means to spread the word about material handling. Advice from and for women in leadership Judy Hoberman accentuates the role of communication in leadership. She explains that men and women communicate differently. While men exchange information for the sake of information – just the facts please, women strive to establish relationships with the exchange of information. While the former focuses on the product, the later focuses on customer needs. Women have relationships with everyone they know and everything they buy. Men ask questions but women ask many more! Men question to gather information and women question for information and to develop a relationship. While differences exist, neither is right or

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wrong. Embracing the differences leads to improvement in working relationships and the bottom line. One issue that faces women is the tendency to wait for promotion rather than actively pursuing opportunity. Statistics from Hewlett Packard claim that men will apply for a job when they meet only 60% of the qualifications, but women apply only if they meet 100% of the qualifications. Ms. Bell and Ms. Voie both cite this report as illustrated in Lean In, the Confidence Code. If you possess 100% of the qualifications then you are overqualified according Ellen Voie. She recommends women push themselves to get out of their comfort zones and apply for positions that challenge. Shelly Bell reiterates this advice with the counsel to “stop second guessing your worth and going through the paralyzing analysis of every ‘what if’ scenario.” She continues with a favorite quote and advice: “If you never venture beyond what you know, you’ve spawned your own limitations.” It is important to note, “no substantiated, intrinsic performance limitations belong to women. As a whole, women should be sure we are not perpetuating that perception.” Women in leadership must make it known within their organizations that gender does not play a factor

when considering a candidate for a position according Kathy Henry. Women employees need to prepare for the next role and have the confidence to advocate for themselves. MHEDA stresses a calculated approach to career building rather than the often times cited accidental approach. Build the skills necessary for an end goal position. Don’t wait for something to drop into your lap. Achieving balance Both men and women struggle to balance work with family/friends/faith/health. For women this conundrum has special significance. Christy Willis believes this to be the hardest thing she deals with. “Spending time with family and friends helps but having time for me is very difficult.” For Ellen Voie getting outside for fresh air on a daily walk is essential no matter the weather for relaxation and rejuvenation. Ms. Thermote expressed that delegation is essential in leadership. “Working on the business instead of in the business” allows her to do more strategic planning. Surrounding yourself with excellent people makes achieving balance much less difficult. Kathy Henry summed up the issue quite well: “You have to know when to put work to the side and focus on the other things that are important in your life. I could literally work around the clock and have plenty to do. I choose not to for a couple of reasons. That is not a healthy balance and can lead to burn out in your job…. I want to enjoy my family and fiends. They help keep me grounded and they give me the balance that I need.” Material Handling/Supply Chain Management offers a varied and fast paced career for women. It involves many different areas, many different skills sets, has a huge impact on both the United States’ and global economies and provides numerous opportunities for women seeking a challenging but fulfilling vocation. Susan Miller Hellert is Senior Lecturer Emeritus from the University of Wisconsin Platteville. Now a free-lance writer for a variety of clients. You may email editorial@mhwmag. com with questions.

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October 2017

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24-08-2017 October 2017 14:00:0613

Aftermarket Dave Baiocchi

Delegate authority and don’t interfere “Surround yourself with the best people you can find, delegate authority and don't interfere as long as the policy you've decided upon is being carried out.” - Ronald Reagan Delegation is many times fraught with difficulty. Last month I talked about “releasing” control to your most trusted and dependable subordinates in order to move your departments toward self-reliant success. This is the highest form of delegation. Delegation comes in many forms however. Simply defined, delegation is assigning work to others. Depending on the work, the simple definition can tend to be not so simple. Some managers are good at it. Others struggle. The reasons for the struggles are wide and varied: • Lack of trust • Urgency and deadlines • Matching properCHARGER” skill set to theTHAT selected task THEthe “LITTLE

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• Failure by management to fully explain the project • Failure by the subordinate to fully grasp the concept being explained

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October 2017

otherwise retained by the delegator. It’s impossible to hand off an assignment, if you refuse to let go of it. Many times the tendency to over-manage a delegated task has to do with the first item on the list…a lack of trust that your assignee will get it right. Other times the compulsion to meddle is driven by new ideas and the desire to change things on the fly. Making changes midstream however, usually makes the project impossible to complete on time, and with any semblance of continuity. One day I was speaking with our technical director at our dealership. This employee was my right-hand man for delegation activities when it came to technical issues. He shared a story with me once about delegation that fits nicely here: “Before coming to J.M. Equipment, I worked for a small company that did light manufacturing, sales and training. The owner of the company is a great guy and good friend to this day. It was however sometimes very difficult to work with him. We had projects to complete and goals to reach and we had the technical and financial resources to do these things. I would get involved with a project, get it 90% complete just in time for the owner to step in and make a change, effectively wiping out all (or a significant portion) of the work I had done. Moving forward, I would be almost done with the new changes and he would come up with some other idea. What was worse, was that after he threw a wrench into things, he would move on to something else and not make himself available to answer any questions or provide any further input. At first I questioned my own abilities; I thought that he kept slowing things down because I wasn’t doing my job well enough. Others in the industry were always complimenting me, even offering me jobs from time to time. So, while I could always improve, the problem couldn’t be completely with me. This manager was creative and talented but didn’t necessarily manage projects well, especially when the project required other people to be involved in the process. We all could have gotten a lot more done if he’d just set some specific goals, assigned them to

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October 2017

Aftermarket someone and waited for the results without getting unnecessarily involved.

personal risk to their ego presents an obstacle that is difficult for them to conquer.

I believe that we lost out on some good business ventures with larger, very prestigious companies because of this kind of inefficiency. Because of constant delays, we could never manage to deliver on time. Luckily this business is still going strong but in a different, perhaps smaller way. I may be wrong but I believe in delegation; tell someone what you want, and provide a suitable time frame for completion. If they don’t deliver and the requests were reasonable, find somebody else to do it. Constantly meddling just stifles things, and the result never has the quality you had originally envisioned.

As leaders, it’s important to not only admit, but moreover embrace that just because we have been chosen for a leadership position, does not mean that we automatically have been imbued with knowledge from on high, and are now in a position of being superior in every way to our subordinates. Being a leader has nothing to do with being superior. During my tenure in this industry, I have led many people who were superior to me in education, technical prowess, computer skills, accounting and a host of other ways. Being a leader is understanding and capitalizing on the idea that every team member has skills and abilities that are requisite for success. When you carry this posture, the participants on the team feel needed, and valued. This calls up a desire within all of them to willingly apply their unique abilities for the benefit of the project. They no longer view delegation as management’s way to deflect burdensome work down the line. Sadly, this is how delegation is viewed in far too many organizations.

This story defines what I would refer to as delegation abuse. It highlights just how important proper delegation is. This was a case of the management selecting the right person for the task, but indecision, perfectionism, and possibly lack of trust impeded the process. In the end, it diluted the efforts of a qualified and motivated employee. Many managers struggle with this type of interference because of they cannot imagine anyone on the team being able to do the job as well as them. The

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October 2017

Delegation is a management tool that carries with it the danger of being improperly used, or over-used. The best delegators make it look like an art form. To be adept at delegation managers must take great care in choosing what they delegate, and to whom. If a manager delegates a complex task to an individual that is not capable or trained in performing the work, then the natural human response of the manager would be to meddle in the execution of the task. Matching the people who have the right education, skills and experience to your most important tasks is required if you want delegation to work in ways that make the team stronger. As a leader of multiple aftermarket departments, I have observed service managers that were approached on a regular basis with employees saying: • Can’t we just send him (untrained technician) to do the repair since he’s already in the area? • Can’t she (file clerk) just file those warranties so we can catch up? • And there’s even the enthusiastic but underqualified team member trying to convince the boss: "I can handle it," only to fail, disappoint a customer and feel disenfranchised and frustrated in the end.

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Aftermarket This highlights the need not only to understand and enact proper delegation, but also to TEACH proper delegation inside your department. Your shop manager, and your dispatcher are two employees whose entire pathway to success depends on their ability to skillfully assess the need, and consider the knowledge and ability of the participants, before assigning tasks.

only connects the dots for the employee, but it also sets up an expectation of excellence, that many employees will take seriously.

The best way to teach delegation, is to be transparent in your own use of it. When delegating important tasks, explain WHY you selected the person who will be performing the work. Take the opportunity to recognize their unique qualifications. This may not be appropriate for every assignment, but when done properly, this not

and enhance best practices, especially in the area of aftermarket development and performance. E-mail editorial@mhwmag. com to contact Dave.

When you train someone on a new process, explain that the reason for the training is so that they can be a resource for the team. Once trained, let them know that they will be called on to perform delegated tasks using Delegation cannot be properly executed by just the new skills being taught. Do this purposefully, and throwing assignments out to your subordinates and your subordinates will start to understand the power of expecting things to get accomplished. Does it make sense delegation and what it can mean for them, the customers to delegate rebuilding a transmission to an entry level they serve, and the company they work for. apprentice? Of course not. A manager must understand that his subordinates all have different personalities, skill Dave Baiocchi is the president of Resonant Dealer Services levels, tolerances, habits, ideals and backgrounds, and that LLC. He has spent 33 years in the equipment business as all those things have the tendency to change as time goes a sales manager, aftermarket director and dealer principal. by. Dave now consults with dealerships nationwide to establish

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Materials Handling Solutions for Your Industry Combilift, leaders in providing innovative material handling solutions including Sideloaders, 4-Way Forklifts and Straddle Carriers offer products designed to handle long and oversized loads better than anyone else, guaranteeing considerable improvements in space utilization and safety. With capacities ranging from 3,200 to over 180,000lbs, it’s a safe choice to go with Combilift.

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Continental develops a CLEAN Tire Technology while manufacturing millions of passenger and truck tires. CLEAN Tire Technology is the “Secret” to Continental’s press-on-band and resilient tires outperforming the competition — in many cases lasting more than twice as long as our competitors brands or longer. Continental blends Natural Rubber and Silica together at the molecular level creating a New, Stronger Compound.

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12/21/15 1:41 PM

Bottom Line Garry Bartecki

Spend a little – make a lot There is little doubt that to be successful in the future every dealer on the planet will have to upgrade their operations to include (1) digital systems that apply to all aspects of the business (2) robotics which are sure to become part of every business (3) adopt IoT with the various new products and applications offered, and (4) supply the training to make all of this work to generate a satisfactory ROI on your investment in your business operations. This is a big responsibility that every manager will be faced with. And it will be both time consuming and expensive. So what do you do and how do you plan for these events? To me that will depend where you are in your transition cycle. Dealers with the option of having many years remaining at the helm have to plan for and implement these new opportunities as they become available and workable in our industry. Owners getting ready to transition out will see it another way. “A large investment I will not benefit from.” In reality, owners near the transition point should plan to either move out in the next couple of years before these new requirements are upon us, or take steps to improve the value of their dealership with minimum investments. What can both dealers with a long-term outlook as well those with a short transition plan do to increase the value of their company with a minimum investment? I suggest you invest time and a few bucks to really get acquainted with your accounting and business system. Many dealers make the investment to install the system to get it up and running including the

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October 2017

training that goes along with that process, but thereafter neglect addition training and review of what is available in the system that they are not using including new applications that have become available and are not being used. I can guarantee you that if you sign up for a twoday review of your system where discussions are held with personnel from each department and especially the accounting department, you will find more efficient ways to do the accounting and generate reports needed by management to run the business. The process will both save employees a lot to time messing with paperwork and accounting issues, thus making them available to do what you are paying them to do, which is make you money. In addition, the process assists with reducing the amount of paper you use and automates many of the daily, weekly and monthly reports generated. The return on this type of review will in the 60-day range once you implement the improvements. This includes the follow-up with employees to ensure that required changes are being made. The way it works is as follows: •T wo day review with a review of each department plus extensive conversation with accounting department personnel. •R eview of findings, a priority list prepared, assignments of responsibility delegated for each change being implemented, a timeline set. •W eekly phone calls with the system specialist to review progress to date including review of output. •C onversations with management to fine tune existing or new reports required. •C heck up with personnel involved to determine that they are now more efficient in their work and have better timely information on which to make decisions. •H ave all C-level management sit in on this review process and supply the buy-in to motivate employees.

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October 2017

Bottom Line After sitting in on a few of sessions I was amazed at how many times a piece of paper with picked before the accounting was finalized, how many different people were looking at the same type of transactions with each one recording the transactions a different way, how long it takes to get departments to supply timely information for the month-end close, with the biggest revelation being how much of this required data output could be automated in the system thus eliminating many of the current processes being followed. I was also impressed by the response from employees once they learned they could use the system more effectively and spend more time on what is important. I guess the bottom line here is that if you get data from the computer to generate reports or supply answers……that process can be automated to generate and distribute those reports without someone digging into the data every day, week or month.

So what will this cost you….maybe $3000 for the initial two-day review. Then $500 a week for follow up that will be more concentrated in the beginning of the process and disappear as the transition is finalized. A VERY MODEST INVESTMENT compared to having employees waste time because of inefficient processes, employees able to devote more time to running business and in the end reducing the need for additional admin or accounting help. The boss will love this. The accounting department will love this. The department heads will love this and your auditors will love this. So to assess where you stand answer these questions: aA re you closing your books within 7 days after the month end? a A re your cash balances and bank reconciliations supplied automatically by the system? a A re management reports generated and distributed by the system? a A re you mailing out invoices and statements every month?

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a A re use of credit cards creating havoc in the accounting department? a I s payroll automatically transferred from the payroll service into your system? a A re work orders properly accounted for each day and closed out timely every day? a You can add your own problems to this list. Whether owners are sticking around for the long haul or preparing to exit, this review process will make your company more valuable and flexible to deal with what is coming down the road. It will be worth your time to investigate this program for your company. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial @mhwmag.com to contact Garry.

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October 2017

Your Business Eileen Schmidt

BEUMER “Made Different” makes a difference for 40 years For four decades, BEUMER Corporation has been a leader in the North American material handling industry. A subsidiary of the global BEUMER Group, the business is part of both a worldwide enterprise and a family-run operation that provides a wealth of services and solutions to its customers. The global operation bills itself as an "international manufacturing leader in intra-logistics in the fields of conveying, loading, palletizing, packaging, sortation and distribution technology." "BEUMER Group offers the right solution for almost every logistic challenge," says the company website. In the North American corporation celebrating its 40th anniversary this year, the business delivers this same full suite of solutions and services, according to John Sarinick, chief sales officer for BEUMER Corporation. "As a global company, we're able to leverage our worldwide network of expertise and experience to deliver the best solutions possible to our customers," said Sarinick, explaining the advantages of being part of a worldwide operation in an email to Material Handling Wholesaler. The roots of the business are in Beckham, Germany. BEUMER Maschinenfabrik was founded in 1935 as a manufacturing company for conveying equipment, with the first orders coming from area cement, lime and mining companies, according to a history published on the company website. The business expanded from there, founding the American arm of the company in 1977, followed by Australia in 1983 and Brazil in 1993. The following year, the BEUMER Corporation began directly marketing sortation and distribution systems. Recent years have seen further expansions, including the foundation of a subsidiary in China in 2006 and the acquisition of Crisplant a/s in Denmark in 2009. Today, the business covers over 70 countries worldwide and has 4,000 employees, over 300 of which are based in North America. The North American locations include offices in Kansas City, Missouri; Somerset, New Jersey; Arlington, Texas and Canada.

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October 2017

The Somerset office serves as the North American headquarters and has a warehouse with a full spare parts inventory as well as a research and development testing area and some system assembly, according to Sarinick. The Arlington, Texas, office has a production warehouse for the Airports division, producing conventional airport baggage handling technology, including conveyor Sarinick said. "BEUMER Corporation has a diverse customer base spanning across its four business lines," he said. Airports and airlines are served from the airport baggage handling line. Postal, courier, express and parcel markets, along with e-commerce, apparel and fashion industries are served by sortation and distribution. Palletizing and packaging and conveying and loading serve a variety of markets: cement, lime, gypsum, mining and minerals, ports and terminals, power and chemical, and petrochemical. Sustainability is a major focus within the business, efforts that Sarinick said are viewed as a "core company value." BEUMER has built and implemented its own sustainability index, which measures economics, environmental and social responsibility components. "This is critical in delivering best-in-class solutions, as well as fulfilling our responsibility to our customers, employees, the environment and society," Sarinick said. He added that the fortieth anniversary of the U.S. operation is viewed with pride throughout the company. "We're looking forward to the next forty years of delivering best-in-class material handling solutions to our customers in North America," Sarinick said. “Our company slogan , “Made Different,” is more than just a saying. Our philosophy to focus on our business from a long-term perspective not only sets us apart from competition, but allows us to focus on what matters most; quality, sustainability and innovation.” 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.

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UNIT

YEAR MODEL

MAST

HYD

NOTES

UNIT

IC CUSHIONS 18666 18883 18978 19967 18066 19706 19874 19875 19894 19961 19180 17140 17796 17797

2011 2013 2009 2009 2010 2010 2011 2011 2008 2013 2011 2008 2012 2012 2011 2010 2006 2010 2011 2008 2010 2011 2010 2011

Cat 2C6000 Hyster S40FT Hyster S50FT Hyster S50FT Hyster S50FT Hyster S55FTS Hyster S60FT Hyster S60FT Yale GLC030VX Yale GLC050LX Yale GLC060VX Yale GLC070VX Yale GLC070VX Yale GLC070VX

82/126 61/82 82/189 88/200 83/129 82/189 88/187 88/187 82/187 87/188 88/187 85/181 88/187 88/187

3 Way 3 Way 3 Way 3 Way 4 Way 4 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way

S-S, Forks S-S, Forks S-S, Forks S-S, Forks 4Way, No Att. 4Way, S-S, 42” Forks S-S, 42” Forks S-S, 42” Forks S-S, 42” Forks S-S, Forks S-S, Forks S-S, LBR, 48” Forks 3Way S-S

2011 2007 2012 2012 2011 2013 2011 2012

MAST

100/209 92/189 84/174 85/173 84/173 88/187 99/199 118/219 85/174 100/208

3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 3 Way 4 Way 3 Way 4 Way

S-S, Forks, SWB S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks 48” Forks BCS, 4Way PRS, 4Way

3 Way 4 Way 3 Way 3 Way 3 Way 3 Way 4 Way 4 Way

Full Cab, 3Way 4Way, No Att. S-S, 72” Forks S-S, 42” Forks S-S, Forks S-S, Forks S-S/F-P, 42” Forks 4Way Hyd., Forks

19792 2007 Cat DP150 19921 2014 Hyster H135FT 17950 2005 Hyster H300HD

Cat GC45K-SWB Cat GC55K Hyster S80XM Hyster S80FT Hyster S80FT Toyota 7FGCU35 Toyota 7FGCU45 Toyota 7FGCU70 Yale GLC080VX Yale GLC120VX

Hyster H80FT 90/185 Hyster H90FT 86/173 Hyster H120FT 99/134 Mitsubishi FG15N-LP 84/188 Mitsubishi FG25N 84/188 Yale GLP030VX 84/187 Yale GLP050VX 84/189 Yale GLP060VX 87/181

19790 19791 18968 19460 19461

2012 2012 2010 2011 2011

Cat EP4000 Cat EP4000 Yale ERP050VL Yale ERP050VL Yale ERP050VL

NOTES

Web ID: 5W8I

153/167 5 Way S-S/I-F-P, 96” Forks, OHG 148/212 4 Way 4Way, New Solids, New S-S, 60” forks, P. Cab 144/147 3 Way NEW SOLIDS, S-S, 96” Forks, P. Cab 82/185 83/185 83/189 83/189 83/189

4 Way 4 Way 3 Way 3 Way 3 Way

4Way, Forks 4Way, Forks S-S, 42” Forks Full Cab, S-S, Forks Full Cab, S-S, Forks

83/189 83/189 94/216 88/198 88/198 83/189 82/126 88/200 88/200

3 Way 3 Way 3 Way 3 Way 3 Way 4 Way 3 Way 4 Way 4 Way

S-S, Forks S-S, Forks PAINT, S-S S-S, 32” Forks S-S, 32” Forks 4Way S-S, Forks S-S, Forks S-S, Forks

4 WHEEL RIDER ELEC 19828 19835 18364 18927 18928 19754 19082 19155 19157

2012 2011 2008 2010 2010 2010 2012 2010 2010

Cat E3500 Cat E4000 Hyster E30Z Hyster E30Z Hyster E30Z Hyster E50XN Yale ERC030VA Yale ERC045VG Yale ERC045VG

BIG RIDER ELEC 18980 2010 Hyster E80Z 19690 2010 Hyster E80Z 19692 2010 Hyster E80Z

84/173 4 Way 4Way (H Pattern) 82/174 4 Way 4Way 82/174 4 Way 4Way

3 WHEEL RIDER ELEC 19900 2000 Cat EP16KT 19568 2011 Cat 2ET4000 16814 2006 Yale ERP030TH

83/188 3 Way S-S, Forks 82/188 3 Way S-S, Forks 78/175 3 Way PAINTED, S-S, Forks

STOCKPICKERS 19844 2008 Hyster R30XMA2 19851 2006 Raymond 19584 2007 Yale OS030ECN

Text WEB ID to 27414 Web ID: 5V3Z

HYD

PNEUMATIC ELECTRICS

IC PNEUMATICS 18076 18341 19976 19839 19998 19622 19893 19896

YEAR MODEL

IC BIG PNEUMATICS

IC BIG CUSHIONS 19525 19173 19899 19660 19336 18168 18078 18356 19015 19876

¡SE HABLA ESPAÑOL!

Web ID: 4UFZ

132/300 1 Way 42” Forks, Pallet Clamp 95/210 1 Way 42” Forks, Pallet Clamp 89/195 1 Way 42” Forks, Pallet Clamp

BILL’S Pick of the Month

Web ID: 1LK0 19874, Hyster S60FT

Web ID: 1M5Y

19899, Hyster S80XM

Web ID: 0OBY

18078, Toyota 7FGCU45

Web ID: 69Y4

19961, Yale GLC050LX 19914, Hyster H120FT

19792, Caterpillar DP150

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435

Text the

6DB3

B0Y1

Web ID to 27414 STK# 18173 Ohio Lift Truck, Inc. 1998 Mitsubishi 2FBC15 Grand River OH (440) 354-1444

More photos available

1MV0

STK# GC80923 Alta Equipment Company 2011 Hyster S80FTBCS Livonia MI (844) 256-9684

BLY4

STK# TR0044752 MH Equipment Company 1999 Caterpillar 2EC20 Des Moines IA (888) 564-2191

BIS6

STK# XX0044430 MH Equipment Company 2012 Yale GP050VX Des Moines IA (888) 564-2191

5MM9

STK# 19833 The Forklift Pro 2011 Clark C25CL Pineville NC (877) 725-4461

STK# U16527 TICF National Off Lease Equipment Center 2010 Toyota 8FGCU30 Fort Worth TX (844) 311-6612

3L5U

STK# 2649 Parke County Diesel LLC 1996 Clark GCX15E Marshall IN (844) 686-1567

1WZ4

STK# 19831 The Forklift Pro 2011 Clark C25CL Pineville NC (877) 725-4461

8LF9

0I2P

STK# 19822 The Forklift Pro 2013 Caterpillar 2P3500 Pineville NC (877) 725-4461

STK# 18381 Ohio Lift Truck, Inc. 1986 Clark C500-120 Grand River OH (440) 354-1444

7T2B

6DFE

STK# 1EQ13690 H&K Equipment 2009 Hoist F300-30 Coraopolis PA (800) 708-9765

STK# 8023 Parke County Diesel LLC 2004 Hyster H50XM Marshall IN (765) 597-2473

STK# 19967 The Forklift Pro 2009 Hyster S50FT Pineville NC (877) 725-4461

559S

STK# GC35971 Alta Equipment Company 2011 Yale GC035VX Livonia MI (844) 256-9684

B0XL

STK# 1EQ13582 H&K Equipment 2009 Heli CPCD30 Coraopolis PA (800) 708-9765

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October 2017

Human Element

Eric Baker Staffing, training and ownership thoughts

Fixing your organizational talent gaps Talk is cheap, they say. This is especially true in the business world. For example, have you ever purchased an item from a store that claims “We stand behind our products!” only to discover they have all kinds of arcane refund rules when you try to return the thing because it broke? Business leaders have an image in mind for their organizations. A freight-transport company has to project operational efficiency to its current and potential customers, while a tech company should be seen as having a culture of innovation. However, you can’t claim operational efficiency if, behind the scenes, no one in the organization has patience for building systems or following procedures. And you can’t boast about leading-edge tech products if you lack the creative resources and know-how to develop them. Well, one can do those things, but customers will quickly learn otherwise and move on to a competitor. The problem is: How do you know if your company has the people in place to fulfill the image you want to project? Performance competencies are a great place to start. Performance competencies are the attributes we possess that help us perform well in jobs for which we are well suited (and cause us to struggle if we do not line up well with our roles). They are built from hard data and based on research into top performers across all positions and industries. A lot of business leaders make the mistake of thinking everyone in the organization needs to have the same set of motivations (the “hiring in one’s own image” fallacy). In reality, performance competencies will be different for different functions. If you work in a tech company looking to innovate, you want leaders who show performance competencies such as leading change and managing innovation. On your product development team, you need people with competencies like continuous learning and creativity and innovation. If you are with a freight-transport organization, process management, strategic thinking, and adaptability are likely to be important competencies for overseeing systems and 30

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October 2017

coming up with timely solutions when logistical issues arise. After measuring the performance competencies displayed by your existing staff, you can: • Identify the enterprise-wide talent gaps that may be holding you back • Uncover the hidden talent and untapped potential you already have • Reorganize your human capital to ensure people are in the roles for which they would be most productive We live in an age of data, and gathering such information on your staff is becoming an important component of organizational development. With that in mind, the first step toward accessing the information in the bullets above is to have team members complete a scientifically validated personality assessment. Imagine you collected such data from your leadership group. These are the people whose actions define the culture of the organization, and you would be able to see, for the first time, exactly what you’re missing in terms of driving innovation or developing and implementing operational standards. Then move onto your R&D or product-development team. Maybe the leadership qualities you seek are hiding there in plain sight. And so on. If you don’t have the people you need, you can start moving the culture needle with future hires. The assessment process pays for itself when, by having the right people in the right roles, you start delivering on the image you project to the market. 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.

It’s what makes us different! Serial No.

8FGCSU20-17752 8FGCSU20-18880 7FGCU25-05168 8FGCU25-11959 8FGCU25-12345 8FGCU25-12428 8FGCU25-26768 8FGCU25-30283 8FGCU25-30296 8FGCU25-30307 8FGCU25-39594 8FGCU25-46697 7FGCU30-68544 8FGCU32-11012 8FGCU32-13273

Model

8FGCU18 8FGCSU20 7FGCU25 8FGCU25 8FGCU25 8FGCU25 8FGCU25 8FGCU25 8FGCU25 8FGCU25 8FGCU25 8FGCU25 7FGCU30 8FGCU32 8FGCU32

8FGCU25

240 Quad Mast, Side Shifter, Fresh paint, new tires

Description

189 RETAIL A S/S 240Q RENT C S/S DIR OHG 189 RETAIL C S/S 4WAY 189 RETAIL B S/S 189 RETAIL C S/S 189 RETAIL B S/S BUILD IP--198 RETAIL B S/S 189 RETAIL B S/S 189 RETAIL C S/S 189 RETAIL C NO S/S 189 RETAIL B S/S BUILD IP 240Q RETAIL A S/S 199 RETAIL B S/S SN D90 PN 187 RETAIL B S/S 187 RENT B 4 WAY HYD

7FDU35

Year 2011 2012 2007 2007 2007 2007 2009 2010 2010 2010 2012 2013 2006 2007 2009

187” 3 FSV Mast, SS, Diesel, Solid Pn Tires, Fresh Paint

Serial No.

8FGCU32-16671 A7FDAU50-70687 7FGU25-77840 8FDU25-32081 8FGU25-14578 8FGU25-41293 8FGU25-43912 7FDU30-62749 8FGU32-13037 8FGU32-36883 7FDU32-61776 7FDU32-61878 7FGU35-63261 A7FDKU40-71932 17415

Model

8FGCU32 7FDU45 7FGU25 8FDU25 8FGU25 8FGU25 8FGU25 7FDU30 8FGU30 8FGU30 7FDU32 7FDU32 7FGU35 7FDU35 C9000

7FBCU15

187” 3 Stage Mast, Side Shifter, Several To Choose From

Description

187 RENT NO S/S 4WAY 187 RETAIL B S/S FORKLIFT 189 RENT C S/S FORKLIFT 189 SS 189 RETAIL A S/S 131V RETAIL C S/S 159V RETAL A S/S DUAL DR 6K PNEUMATIC 187 RETAIL C S/S DUAL DR 187 RENT C NO S/S IP 187 RENT C NO S/S 4 WAY 187 RETAIL S/S 192V RENT READY

Year 2012 2012 2005 2013 2008 2012 2012 2006 2008 2013 2005 2005 2007 2013 2011

7FDU32

187” 3 Stage Mast, Side Shifter, Dual Drive

Contact Ted Davenport

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11000 Palmbay Dr. Orlando, FL 32824

5127 Recker Highway Winter Haven, FL 33880

560 Cynthia St. 1623 N Magnolia Ave. Jacksonville, FL 32254 Ocala, FL 34475

7565 Chatsworth Rd Columbus, GA 31820

4700 Pio Nono Ave. Macon, GA 31206

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1865 Business Parkway Valdosta, GA 31601

October 2017

Sales Trends Jeffrey Gitomer

Where are you in the game of sales? Setting standards or making quota? On March 2, 1962, an unbreakable basketball record was set.

He also averaged 48.5 minutes of play per game that same year (that’s every minute, of every game, plus overtime).

I’m a Wilt Chamberlain fan. I have been since the late 1950s.

Wilt entered the NBA as a Philadelphia Warrior (based on the territorial draft system that was in place at that time), briefly went to San Francisco when the Warriors went there, then rejoined Philadelphia as a 76er, and ended his career in Los Angeles as a Laker.

Chamberlain grew up in Philadelphia. (I grew up in Philadelphia’s suburbs.) He went to Overbrook High School and then decided to go the University of Kansas. He dropped out of college after two seasons, and because in those days you could not enter professional basketball until after your senior class had graduated, he played one and half years with the Harlem Globetrotters.

When Wilt retired…

In the summer of 1960, while I was attending Pine Forest (a summer camp), Wilt came as a Harlem Globetrotter. (He had previously been a kitchen boy at the camp.) He put on a brief exhibition and signed autographs. I was 14. I had the presence of mind to ask Wilt for his autograph on a postcard. At camp we were required to write home every day.

• He held the record for most rebounds with 23,924. (Will never be passed.)

The postcard I sent home that day read: Dear Mom and Dad, I played ball with Wilt the Stilt today. Here’s his autograph. Please save this postcard. Love, Jeff My mother, rest her soul, saved the postcard for 25 years. I found it with all the other postcards and letters she had saved as I was going through her personal artifacts after she passed away. That was a moment all by itself. I don’t know the value of a 1960 Wilt Chamberlain authentic autograph, but I do know that if someone offered me $100,000, I would pass. Some things have no price in spite of the clichés you may have heard. Back to Wilt.

• He was the all-time leader in career points with 31,419. (Later passed by Kareem Abdul-Jabbar, Karl Malone, and Michael Jordan)

• He led the NBA in scoring for seven years in a row. Most games with 50+ points: 118. Most consecutive games with 40+ points: 14. Most consecutive games with 30+ points: 65. Most consecutive games with 20+ points: 126. Highest rookie scoring average: 37.6 per game. Highest field goal percentage in a season: .727. (And with many of these records, the player in second place is far, far behind.) INTERESTING FACT ABOUT WILT: He never fouled out of a basketball game during the entire length of his career, yet he also led the league in blocked shots and rebounds. THE RECORD: On March 2, 1962, while playing against the New York Knicks, in Hershey, Pennsylvania, in front of about 4,500 people, Wilt scored 100 points. It’s a record that is celebrating its 50th birthday, and a record that will most likely never be broken.

The game was not televised. I listened to it on the You can argue the fact that Wilt was the best radio. basketball player of all time. Many will agree. Many will The reason I’m writing this piece is that Wilt disagree. I don’t really care about the people who disagree. Chamberlain did not just set records, he set standards. His Wilt Chamberlain’s records are still on the books. athletic prowess was so great that he changed the rules of He was the only NBA player to score 4,000 points in the game. a season. He set NBA single-game records for most Wilt was so massive and such a great rebounder that points (100), most consecutive field goals (18), and most they widened the foul lanes to prevent Wilt from complete rebounds (55). His most mind-boggling stat was the 50.4 basketball domination. He was a game changer AND a points per game he averaged during the 1961-62 season. rule changer. 32

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October 2017

Sales Trends • What are you able to change about your career or process? • What level are you playing at? Top, middle, or below average? • What records are you setting that will last 50 years? • What contributions have you made? Wilt Chamberlain was colorful and controversial. You either loved him or hated him. I loved him. Most people don’t realize that Wilt wasn’t just a basketball player, he was a world-class athlete. He set a state high school record in high jump, and after he retired from professional basketball, he won the two-man volleyball championship more than once. Please don’t confuse this article as just a tribute to the late, great Wilt Chamberlain. Rather, it’s a commentary on setting standards, breaking records, and the ability to have so much skill that the rules are changed to level the playing field. That’s what Wilt Chamberlain was to basketball.

What standards have you set? Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com. For information about training and seminars visit www.Gitomer.com or www.GitomerCertifiedAdvisors.com, or email Jeffrey at editorial@mhwmag.com. Subscribe to Jeffrey’s free weekly email magazine, Sales Caffeine, at https://www.gitomer.com/ezine/

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ANNUAL

SALUTE TO WOMEN

IN THE MATERIAL HANDLING INDUSTRY

JACKIE MARCHISIN

BRENDA HARRISON

As a Pallet Rack Specialist for WPRP, I am excited to work with our distributors to help them provide optimal solutions to their customers. Our resources allow us to choose from different quick ship locations. Being involved in helping open our newest PA Quick Ship program and helping to support and grow our East Coast customer base has been very rewarding. This makes it easy to ensure our customers have a positive buying experience. And this in turn makes me proud to be a part of the WPRP Team!

Brenda's background in management, project coordination, logistics, communications and organization allows her to excel in her role at AKMHS as a Senior Project Account Specialist. With 27 years on the job experience, specializing in the grocery industry and a key member of The Design Group, Brenda has displayed her passion and enthusiasm to work with her customers, vendors and team members to provide the highest degree of service and the best possible storage solutions in the industry.

Pallet Rack Specialist Wholesale Pallet Rack Products

LINDA ANLAUF

Senior Project Account Specialist AK Material Handling Systems

ANDREA NEISEN

Director of Inside Sales Wholesale Pallet Rack Products

Project Coordinator AK Material Handling Systems

Working with our Material Handling Distributors makes each day exciting and rewarding. Our Distributors help me to keep learning, and I look forward to sharing this information through our "Would you like Fries with That?” Video Series. I find extreme value in networking and enjoy being a part of the MHEDA-NET Pacesetters and Women in Industry Groups and well as a Mentor. I am proud to be part of a Rock Star Team who believes in the importance of customer-focused relationships.

Andrea’s background in management and order fulfillment allows her to excel as Project Coordinator at AK. Andrea collaborates with The Design Group at AK Material Handling System to make sure the execution phase meets the unique demands of your business operations. Whether it’s making sure an order ships on time or coordinating your multi-phase installation, Andrea ensures the timeline is adhered to with a seamless delivery.

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October 2017

ANNUAL

SALUTE TO WOMEN

IN THE MATERIAL HANDLING INDUSTRY

MORGAN KURTZ

Product Development Manager Flight Systems Industrial Products Morgan has been with FSIP since 2013 and has held many roles as part of the sales, customer service and product development teams. In her current role as Product Development Manager she manages all aspects of the products that FSIP offers. She works closely with the engineering and manufacturing departments on new product development for both new and remanufactured products. Morgan oversees the Quality Department, which is responsible for assisting customers in troubleshooting FSIP products and handling warranty claims. Morgan is also responsible for creating and delivering employee and customer product training.

ALVA COFFMAN Account Executive Material Handling Wholesaler

Alva has been with Specialty Publications for 15 years with eight of those years as an account executive for Material Handling Wholesaler. Alva enjoys working with clients to help them reach the perfect audience for their products. Alva has been a life-long Cubs fan and is eagerly awaiting the playoffs. This is the year! Go Cubs!

KATHY REGAN Editor

Material Handling Wholesaler

MARUQUEL BERRIOS

Manager of Sales Administration Southern States ToyotaLIFT 18 Years in the making - “I can talk about Forklifts”

Started in 1999 at Florida Lift Systems, Inc. and has held several roles that allowed her to understand the ins and outs of the material handling business from an operational and administration perspective. She loves what she does, most importantly she enjoys working with the people who make this complicated business and industry keep moving forward.

LISA LAYEL

OE Aftermarket and Rental Sales Support Trelleborg Wheel Systems

I have been in the tire industry for 14 years, most recently working for Trelleborg Wheel Systems. I work closely with our Original Equipment Aftermarket and Rental Manager to grow our business segment. We have strategically increase that business, added new accounts and built customer relationships in a very short time while at Trelleborg. I also completed my Bachelor’s Degree in Business Management while working fulltime and raising my son. I look forward to the opportunities ahead within our business.

I have been the editor of Material Handling Wholesaler for five years. I love working with our authors picking topics that provide solutions to current issues in the industry and contribute to the success of our audience. My favorite issue is October when we get to spotlight key successful women in the industry.

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October 2017

ANNUAL

SALUTE TO WOMEN

IN THE MATERIAL HANDLING INDUSTRY

KIM PATTON

LISA LUTTRELL

I have been with Trelleborg for almost six years. My team and I take care of all the tire orders shipping out of Akron, Ohio, including full truckload service and less-thantruckload service, inventory adjustments, and return goods authorizations for all warehouses. I enjoy the challenges we face each day and I look forward to the amazing opportunities and ways to grow our business.

I have been with Trelleborg Wheel Systems for two years working in the Customer Service Department. I have 20 years in Account Management and Sales Support. I am also a member of our Safety Committee. My favorite part of my job is helping others. I handle the replacement accounts, original equipment aftermarket, and have worked with the construction products. I look forward to what I will learn each day in this industry.

Logistics Supervisor Trelleborg Wheel Systems

Customer Service Representative Trelleborg Wheel Systems

CONSUELO DE LA TORRE

Customer Service Representative Trelleborg Wheel Systems

I joined Trelleborg in 2016 and it has been a pleasure to be part of this organization. On a daily basis, I process tire orders for our aftermarket accounts in the West Coast and help support our sales team. I have 17 years of experience in customer service and I truly enjoy being able to serve customers. While there are challenges within my role, going above and beyond to meet customers’ needs certainly provides a significant sense of reward.

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October 2017

LEIGH JOHNSTON

Sales Support MH National Accounts Trelleborg Trelleborg Wheel Systems I have worked for Trelleborg for almost four years in roles of communications and accounting, and have helped run the MH National Accounts program for the past 3 years. I have a Bachelor’s Degree in Journalism and Communications and have a year completed of my Master’s in Business Administration. I love supporting the Sales Team for the entire nation and working directly with the National Account customers and the Servicing Dealers. I enjoy seeing how the program is continually growing and developing and making sure the customer is our top priority.

ANNUAL

SALUTE TO WOMEN

IN THE MATERIAL HANDLING INDUSTRY

MELISSA WEST

EMILY MCEACHERN

I have been in the tire industry for over 10 years and currently been with Trelleborg for about a year. My current role has opened up many new paths for me to continue growing my knowledge of the tire industry. During my time within in this industry, I have held many exciting roles that have attributed to my growing knowledge and built many connections. Some of these roles have included team lead for customer service wholesale, national container coordinator. In the variety of roles I’ve held for my career, I have also built skills in forecasting and price analyzing. I look forward to more challenges and chances to grow in the tire industry.

Being part of the Trelleborg family for the past two and a half years has been a very exciting journey! Working within an amazing finance team has allowed me to utilize my dual Bachelor’s degree in accounting & finance, as well as, my minor in Operations Management in a variety of ways. My role has offered many rewarding challenges and opportunities to grow within my profession and the tire industry.

East Replacement inside Sales and Sales Support Trelleborg Wheel Systems

IDA RAMOS

Inside Sales – Rental manager Trelleborg Wheel Systems I am a proud member of the Trelleborg family for one year. I have never felt more appreciated and valued. I have been working in the construction industry for 13 years, keeping the world moving one track at a time as an Inside Sales Rep / Rubber Track specialist. It brings me great joy to meet the needs of our customers (as well as helping the internal ones daily). I’m very excited to be going after the rental market and know we will continue to prosper.

Accounts Payable Supervisor Trelleborg Wheel Systems

HELENE DEVUYST

Canada Operations Manager TVH Helene Devuyst is the Canada Operations Manager for TVH’s two Canada locations in Port Coquitlam, BC and Mississauga, ON. She plans and directs operations in order to improve productivity and efficiency for both locations. Helene loves working with her team of conscientious and motivated employees. One accomplishment that she is very proud of, is that over the last two years she has helped decrease freight costs by more than 23%.

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October 2017

ANNUAL

SALUTE TO WOMEN

IN THE MATERIAL HANDLING INDUSTRY

AMANDA LORUSSO

CHRIS FOY

Amanda Lorusso started her career with TVH in 2008 and is currently the Inside Sales Manager for TVH’s two Canada locations located in Port Coquitlam, BC and Mississauga, ON. In addition to her responsibilities at TVH, she is also continuing her education and is enrolled at Athabasca University in the Bachelor of Management program. One of her favorite things about her job is that it is different each day and she considers the people she works with as family.

Chris Foy is the Talent Development Manager for TVH. She started her career with the company in 1989 as a Customer Service Representative. Throughout the years, she worked in various technical service and sales roles which instilled a strong passion for service in Chris. Today, she applies this passion in serving the employees of TVH. Chris leads a team of Learning and Development professionals who are focused on the employee experience.

JULIE SORBY

REVA BILY

Julie Sorby has been with TVH since 1996 and has held various positions within the company. Currently she is the Data Supervisor. Julie and her team are in charge of setting up new accounts and administering customer data for all TVH companies in North America. She loves her job because every day brings a new adventure and new opportunities to learn. Julie is grateful for the wonderful relationships with customers, vendors and co-workers she has experienced over the years.

As president, Reva is involved in every aspect of West Point Rack, including configuring and pricing quotes, purchasing steel and, as she puts it, “doing whatever it takes to get the job done.” Her primary goal is “to support our dealers, satisfy their customers, earn trust and be the vendor of choice for rack products and racking systems.”

Inside Sales Manager TVH

Talent Development Manager TVH

Data Supervisor TVH

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President West Point Rack

October 2017

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October 2017

Nuts & Bolts

Acquisitions, expansions & other business news

ALAN seeking donations for Hurricane Harvey relief efforts

Hurricane Harvey devastated Texas after making landfall on Friday, August 25th. The slow-moving storm left behind flattened communities and caused historic flooding in Houston and other parts of Texas. The American Logistics Aid Network (ALAN) is assisting with relief efforts. ALAN coordinated transportation of cots from San Antonio to Houston (UPS Foundation for Harris County OEM), provided information on sources of swift water rescue teams (Bayshore Global), information on drones for damage assessments (Crawford & Co), information on portable medical clinics (Clinic in a Can) and information on rotor aircraft for delivery of pharmaceuticals to clinics / hospitals (Airlink / Healthcare Ready / Cardinal). Several requests for transportation and warehouse space have been posted: http://alanaid.org/logistics-map/. Offers can be submitted here: http://alanaid.org/how-to-help/offerinkind/ www.alanaid.org

Alta Equipment Company® acquires YES Equipment & Services, LLC Alta Equipment Company®(Alta) and YES Equipment & Services, LLC (YES), announced that they have signed a definitive agreement under which Alta acquired the assets of YES in Illinois, resulting in Alta becoming an authorized Yale® dealer in the state of Illinois. Alta will integrate YES customers and services into its current operations as it looks to expand and grow its footprint in the Chicago metropolitan market. “I am excited about this acquisition because metropolitan Chicago presents one of our greatest growth opportunities due to the size and density of the industrial truck market. Adding the Yale line to our existing product portfolio will bolster our position in the warehousing segment of the market,” says Ryan Greenawalt, President of Alta. www.altaequipment.com

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October 2017

HP and Deloitte announce alliance HP Inc. and Deloitte Consulting LLP announced a first-of-its-kind alliance to help accelerate the digital transformation of the global manufacturing industry. The two companies will collaborate on the implementation of HP’s 3D printing systems in large-scale manufacturing environments, applying their digital operations experience to help enterprises accelerate product design and production, create more flexible manufacturing and supply chains, and enhance efficiency across the manufacturing lifecycle. This can help increase innovation, accelerate time-to-market, reduce costs and waste, and help large enterprises compete more effectively in today’s dynamic global economy. www.hp.com

Flight Systems Industrial Products acquires ARS Solutions, LLC Flight Systems Industrial Products (FSIP) located in Carlisle, PA announced that it has acquired ARS Solutions, LLC located at 80 S Fairbank Street in Addison, Illinois. FSIP is a remanufacturer of electronic products found on electric and gas powered vehicles. They also provide manufacturing services, a variety of distributed products and assist OEMs with new application designs. Their product line supports many platforms including industrial trucks, golf carts, scrubber-sweepers, mining cars/locomotives, electric boats, go-karts and ground support equipment. ARS Solutions, LLC has provided electronic repair services since 2010 to the material handling industry, also offering repair services on electronic and electromechanical parts for the appliance industry, including dishwashers, ranges, refrigerators and washer and dryer controls. www.fsip.biz

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Industry Alert Hurricane Harvey devastated Texas after making landfall last month. The slow-moving storm left behind flattened communities and has caused historic flooding in Houston and other parts of Texas. The American Logistics Aid Network (ALAN) is assisting with relief efforts. Recently, ALAN coordinated transportation of cots from San Antonio to Houston (UPS Foundation for Harris County OEM), provided information on sources of swift water rescue teams (Bayshore Global), information on drones for damage assessments (Crawford & Co), information on portable medical clinics (Clinic in a Can) and information on rotor aircraft for delivery of pharmaceuticals to clinics / hospitals (Airlink / Healthcare Ready / Cardinal). • Several requests for transportation and warehouse space have been posted: http://alanaid.org/logistics-map/ • Offers can be submitted here: http://alanaid.org/how-to-help/offerinkind/ ALAN is very interested in any needs that businesses have, and they are working on a task force to support private sector supply chain recovery efforts. Information on supply chain disruptions is also requested. This information will not be shared except to assist emergency management partners with their decision making for critical commodities. If you would like to help those affected by the storm, here’s what you should keep in mind. Cash is best: By far, monetary donations are the most useful help you can give. They allow affected communities to purchase exactly what they need, when they need it most; they permit local sourcing of supplies, which stimulates the economy and keeps tax revenues at home; and they help survivors to take control of their own recovery. You can donate to support ALAN – each $1 donation enables delivery of $2.82 of logistics services, and $72 of humanitarian aid. Donate at http://alanaid.org/how-to-help/donate/

The Red Cross depends on financial donations to help provide immediate relief. They have already set up a way to donate to victims with a simple text. Text the word HARVEY to 90999 to make a $10 donation. You can also visit redcross.org or call 1- 800-RED CROSS. The United Way has also announced a way to text a donation: Text UWFLOOD to 41444 to donate to the United Way Flood Relief Fund. Donations to support The Salvation Army’s Hurricane Harvey relief efforts can be made at helpsalvationarmy.org or by calling 1-800-SAL-ARMY. Work through ALAN: ALAN partners with voluntary organizations, communities, and emergency response agencies on the ground to provide an organized response. ALAN is happy to share your offers of support with our partners to see if they match local needs. You can call ALAN at 863 668-4238 or email info@alanaid.org if you have any questions. Connect before you collect: Make sure that there is a need—as well as capacity and a specific recipient—for your donation on the other end. Your good intentions can overburden local supply chains if affected communities are not prepared for the arrival of your goods or services. Don’t self-deploy: Many families have been displaced by these storms and housing and other services will be directed to support their needs first. ALAN was founded by several professional and trade associations who came together after Hurricane Katrina to help provide humanitarian relief. Today, ALAN comprises hundreds of supply-chain businesses who stand poised to respond in the event of disasters. We are experts in transportation, warehousing, cold storage, and distribution, and we can help locate and move goods from suppliers to affected communities rapidly and efficiently. American Logistics Aid Network is a 501(c)(3) nonprofit organization supported by generous corporate and private donors. Learn more about the companies and associations that support us at: http://alanaid.org/how-to-help/sponsor/

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October 2017

Shifting Gears

Industry personnel and organization news

WPRP announces new director of inside sales Linda Anlauf has been promoted to director of inside sales at WPRP Wholesale Pallet Rack Products, a nationwide wholesale distributor of pallet rack, wire deck and accessories. Linda’s experience over the past 14 years working for a pallet rack manufacturer as well as a material handling supplier gives her a well-rounded understanding of the material handling industry. Linda is a member of the Pacesetters MHEDA-NET group, has participated in three MHEDA panel presentations at ProMat, Modex and Convention, and is a member of the first Women in Industry MHEDA-NET group where she participates as a Mentor for other material handling professionals. Linda is passionate about sharing knowledge through educational programs such as WPRP’s Would You Like Fries with That video series and staying in touch with the industry through social media. www.akequipment.com

Manufacturers of Electrical Contacts, Contact Kits & Contactors

Crown Equipment recognizes dealers in Latin America and Caribbean

Crown Equipment Corporation recently honored its top-performing dealers in Latin America and the Caribbean. Momatt S.A. de C.V. (Mexico), an independent Crown dealer that has enjoyed a strong relationship with Crown for more than 45 years, received the Summit Award for outstanding achievements in sales and customer satisfaction in 2016. In addition, four dealers earned Ascent Awards for standout performances. “We are honored to have the hard work and success of our team recognized by Crown Equipment,” said Lourdes Saldaña, president, Momatt. “In 2014 and 2015 our team won Ascent Awards and now we reached the next level. We believe that customer relationships should be built on trust, deep product knowledge and dedication to serving as a partner. We remain focused on helping customers overcome challenges and growing their business.” The 2016 Ascent Award winners were Real Marketing Limited (Trinidad & Tobago), Marine Power, Ltd. (Cayman Islands), Lift Trucks & Parts, Inc. (Puerto Rico) and IMEQ Dominicana, S.A. (Dominican Republic). Real Marketing was last year’s Summit winner and earned Ascent Awards in 2014 and 2015. This is the third Ascent Award for Lift Trucks & Parts and IMEQ Dominicana, S.A. and the second for Marine Power, Ltd. Joe Ritter, director of operations in Latin America, Crown Equipment, said, “We are grateful to have an outstanding group of dealers in our Latin America distribution network. This year’s winners, along with the rest of the dedicated members of our distribution network, play the lead role in strengthening customer relationships and growing our business in the region.” www.crown.com

Toyota announces promotions within national management teams

United Contact /Tipcon 589 Middlefield Road. Unit # 31 Scarborough, Ontario. Canada M1V 4Y6

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Tel: 416-297-1770 Toll Free: 877-801-9115 Email: info@unitedcontact.com www.unitedcontact.com

October 2017

Toyota Material Handling, U.S.A. (TMHU) announced the promotions of Tom Lego and Scott Redelman to their national management teams this summer. Tom Lego has been promoted to national manager of training and the customer center, where he will spearhead all TMHU training initiatives and oversee the Customer Center. Lego joined Toyota Industrial Equipment Manufacturing (TIEM) in 1991 with positions in production control, purchasing

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October 2017

Shifting Gears

Industry personnel and organization news

and kaizen project management before joining TMHU in 2011 as the customer center manager. In the past year, Lego has also led the technical training team. Scott Redelman has been promoted to national manager of Toyota Lean Management and will head Toyota’s efforts to develop the Toyota dealer network with the goal of teaching Toyota customers to practice lean principles and logistics. In addition to his role with Toyota Lean Management, Redelman will lead the development of an internal lean management training program. Redelman joined TIEM in 1996 as a specialist in production control before his most recent position as senior manager of production control and logistics. www.toyotaforklift.com

Unicarriers president discusses role of forklifts with Illinois legislators Coinciding with the 4th National Forklift Safety Day (NFSD), UniCarriers Americas president and past NFSD chairman James J. Radous III visited legislators in Washington to discuss the critical impact forklifts have on commerce and the importance of creating more Illinois jobs. Mr. Radous met with the staff of Senator Tammy Duckworth (D-IL), Representatives Peter Roskam (R-IL), Randy Hultgren (R-IL), and the legislative assistant to Senator Dick Durbin. Positioning UniCarriers as a trusted advisor in the industry, Radous discussed the Illinois manufacturer’s success in continuously creating more jobs, offering continued education for its employees, and supporting state commerce. UniCarriers currently employs over 500 personnel at its Marengo, IL facility. Radous also asked each legislator to help continue to support fair trade, to support UniCarriers to remain competitive in Illinois, and asked for an open discussion on tax reform. In addition, Radous cited a 2017 report conducted by Oxford Economics entitled “Lifting America: The Economic Impact of Industrial Truck Manufacturers, Distributors and Dealers,” which highlights the large financial footprint industrial trucking has on the United States economy – an estimated $25.7 billion. www.unicarriersamericas.com

WIT Association to give away a truck The Women In Trucking (WIT) Association announced that it will be giving away a 2014 Volvo VNL670 at the “Salute to Women Behind the Wheel” next spring. The truck is being donated to WIT by Arrow Truck Sales, Inc., a Gold Partner 44

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October 2017

supporter of the association. To qualify, a driver must complete an application form to verify eligibility, and write a short essay on why it is important to attract more women into the trucking industry. Examples of ways the driver has encouraged women to consider a career in trucking will show her or his support for the mission of Women In Trucking Association. Applications will be accepted until November 15, 2017. The contestant must be at least 23 years old and hold a valid commercial driver’s license and be a member in good standing of WIT before September 30, 2017. WIT President/CEO Ellen Voie, will hand over the keys to the winner on March 24, 2018 during the 9th annual “Salute to Women Behind the Wheel,” at the Mid-America Trucking Show at the Kentucky Exposition Center in Louisville, Kentucky. www.womenintrucking.org

Applied Machinery Sales growth spurs team expansion Applied Machinery Sales (AMSMerlo), supplier of world class Merlo telehandlers to the USA market is expanding its territory sales team. “AMS-Merlo has experienced strong business expansion throughout the first part of the year, “says Garth McGillewie, president of AMS. “ Growing our salesforce, as our business increases, ensures we meet the demands for the Merlo telehandler within our customer base in the construction, farming and equipment rental segments.” Troy Motz will cover the NC, SC and GA markets. He brings an extensive knowledge base in material handling to his role at AMS. He resides in Rock Hill, SC. Brian Collins, who has broad based heavy equipment experience, will cover the South Georgia, FL and AL markets. He resides in Valdosta, GA. John Crawford, with a home base in Covington, LA will cover the MS, LA and East Texas markets. John, a Marine and Army vet, also brings a deep knowledge of material handling to this position.” www.ams-merlo.com

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October 2017

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October 2017

Women in Industry Conference Conquer Tomorrow November 2, 2017 theWit Hotel Chicago Co-Presented by MHEDA & MHI

Are you ready to light your fire of excellence? It’s time. Women are seeking a stronger voice in the material handling industry. MHEDA and MHI are partnering to present the first ever Women in Industry Conference. This dynamic event is designed for women who want to fire up their leadership and communications skills, connect with other women in the industry and maximize multiple learning opportunities offered in one-action packed day. In addition to the knowledge gained, you will also have the unique opportunity to meet other women who work in material handling businesses and face similar daily challenges. Just like you, these women all have a story to tell. Together we will share experiences and life lessons learned. You’ll have a great time laughing, enjoying the amazing downtown Chicago location and learning things that will help you both professionally and personally. Register today and get ready to Conquer Tomorrow!

Who Should Attend?

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• Material Handling Executives, Owners, Presidents • Operations Managers • Marketing Managers kers Women Spea g Managers Am • azin HR • Sales Professionals • Women who want to improve their leadership and communications skills. the founder of

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way 45 201 U.S. High IL 60061-2398 Vernon Hills, Ph: 847-680-3500 rg da.o mhe ect@ conn omen mheda.org/w

agencies.

tember 15 to Register by Sep ly Bird Rate! Receive the Ear th

Learn how your peers manage industry challenges. Conference Discover ways to communicate more effectively. in Industry 2017 Women Glance a Reveal 25 distinct differences in how Sc men think. le atwomen heduand tel Chicago theWit Ho Improve your non-verbal communication skills. mber 1 ve No y, Wednesda Discuss modern trends in HR. 2 November Thursday, Uncover tips for business development in the digital world. Quiet your inner critic and acknowledge your potential. Become a better leader. And so much more! en

r Online

Registe

iation, a GPHR, SHRM gement Assoc iation CEO of The Mana employers’ assoc Chicago-based 1000-member over which serves y respected She is a highl a variety of ns. izatio organ an authority on advisor and is issues. organizational CPAE, is , BSW, MFA, Linda Larsen people worldwide to be® one of only 232 Speaker Hall of Fame . the inducted into featured presenter for a combines She has been rences. Linda over 1,000 confe rience as a professional her 20-year expeeducation and training in actress with her and behavioral sciences. communications Manager eting is the Mark than Tracy Niehaus d. Tracy has more , with at Intelligrate ting experience 27 years of marke g integrated programs lopin expertise deve trial products and for complex indusIntelligrated, Tracy held to services. Prior leadership roles in B2Bcomprehensive ting agencies. focused marke

How Do I Register? eda.org/women

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SPHR Fayoumi, CAE, ent and Mary Lynn -SCP is the Presid

6:30 p.m. – 8:30

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tration Breakfast & Regis ity Breaker Activ Welcome & Ice Everything is Side Up When Staying Right Upside Down l Member Pane a.m. Not It’s 10:45 – unications: 9:45 a.m. ore Gender Comm 12:00 p.m. Playground Anym 11:00 a.m. – Your Mother’s

a.m. 7:00 a.m. – 8:00 a.m. 8:00 a.m. – 8:30 a.m. 8:30 a.m. – 9:30

1:00 p.m. 12:00 p.m. – p.m. 1:00 p.m. – 2:00

p.m. 2:15 p.m. – 3:00 p.m. 3:15 p.m. – 4:00 p.m. 4:00 p.m. – 4:30 p.m. 5:30 p.m. – 7:00

Lunch for Feet: Improv Thinking on Yourtry Women in Indus Workshops Three Business ssions Roundtable Discu -Up Conference Wrap Trivia Game & tion Happy Hour Recep

ne at www.mh

A Conference in the Heart of Chicago theWit Hotel Chicago

Questions? Call (847) 680-3500 Email connect@mheda.org Visit www.mheda.org/women

Boldly located in the heart of Chicago’s theater, arts and shopping district, theWit Hotel stands as an homage to creativity and expression. With features like eye-popping design, stunning views, and innovative culinary creations, a stay at theWit is to experience an adventure that doesn’t start until after you reach your destination. Enjoy mile after Magnificent Mile of world-class retailers lining the streets outside of the hotel with over 500 shops and 300 eateries found on nearby Michigan Avenue.

www.MHWmag.com

October 2017

ARE YOU LOOKING FOR A PROVEN AND COST EFFECTIVE WAY TO REACH NEW CUSTOMERS?

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October 2017

**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

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STK# U17936 TICF National Off Lease Equipment Center 2011 Toyota 8FGCU25 Fort Worth TX (844) 311-6612

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The

BETTER WAY

to buy & sell equipment! www.MHWmag.com

October 2017

Classifieds FOR SALE

Series 1 Workhorse Single Shift rating

New Single Phase Chargers 36-volt, 750 AH 48-volt, 600 AH other sizes available Original & Aftermarket Parts for Most Equip.

Full 2 yr. warranty

FORKLIFTS & TIRES

(10 yr. transformer coverage)

713.460.8197 • 800.687.3884 fax: 713.460.5941 www.forkliftsandtires.com

SAVE ON QUANTITY PURCHASE!

• Specialty Material Handling, Inc.

•

The

Experts

Used 3-phase chargers also available

ARCON EQUIPMENT INC We Accept

(440) 232-1422

www.ArconEquipment.com

Bought & Sold, Rentals, New & Used Parts, Appraisals, Technical Support

Gregg Zdan (734) 641-1800 www.useddrexels.com Associated with DREXEL Industries since 1972

•

LOOKING TO BUY BATTERIES WANTED

The next classified ad deadline is FRIDAY, SEPT. 29TH Call Alva or Dean for rate information at 877.638.6190

Industrial Forklift Batteries and Chargers In Good Condition!!

OHIO RACK

Call Us With Your Off-Lease Or Fleet Surplus Equipment.

Portable Stack Racks Flexible Packaging

ARCON EQUIPMENT INC.

800-344-4164 Fax 330-823-8136

440-232-1422

www.ArconEquipment.com

87MT

www.MHWmag.com

We BUY & SELL NEW & USED

Email: ohiorack@cannet.com

www.ohiorack.com

Iron Bull™ Waste Hoppers Can Pay You Back Added production efficiency, more floor space, workers love them ■ More durable, easier to use, safer too. ■ Big selection, or custom to solve waste handling problems. We are an Amish-owned company. No website. Please call.

Iron Bull Mfg. LLC

765-597-2480

100%

Satisfaction Guarantee

DEALERS WANTED

October 2017

Material Handling Wholesaler

STK# 20243 2006 Yale GDP 155 Fort Lauderdale, FL (800) 648-1891

Visit www.MHconX.com for more equipment

View these pieces of equipment & more on

www.MHconX.com Text the Web ID to 27414 for more equipment details.

8I10

Text the

30LP

3JZM

Web ID to 27414 STK# 20814 Worldwide Forklifts Inc. 2008 Tailift FG30P Fort Lauderdale FL (800) 648-1891

More photos available

B0XK

STK# 1EQ13562 H&K Equipment 2006 Linde/Baker H35T Coraopolis PA (800) 708-9765

5MQ1

STK# P24076 TICF National Off Lease Equipment Center 2011 Toyota 7BNCU20 Fort Worth TX (844) 311-6612

5B8L

STK# Y1012416 MH Equipment Company 2008 Yale GLC100VX Des Moines IA (888) 564-2191

7T2B

5MLR

STK# UR2078 TICF National Off Lease Equipment Center 2009 Toyota 8FGCU30 Fort Worth TX (844) 311-6612

STK# 50151 Ohio Lift Truck, Inc. 2002 Hyster E80XL3 Grand River OH (440) 354-1444

0BPU

5MMA

STK# 18275 Ohio Lift Truck, Inc. 2007 Hyster R30XM Grand River OH (440) 354-1444

STK# 2649 Parke County Diesel LLC 1996 Clark GCX15E Marshall IN (765) 597-2473

STK# 2653 Parke County Diesel LLC 2006 Caterpillar P5000 Marshall IN (844) 686-1567

BLY2

STK# 18734 Worldwide Forklifts Inc. 2002 Caterpillar NOR30 Fort Lauderdale FL (800) 648-1891

87MT

3KUE

STK# U17991 TICF National Off Lease Equipment Center 2010 Toyota 8FGCU30 Fort Worth TX (844) 311-6612

B0XL

STK# 20243 Worldwide Forklifts Inc. 2006 Yale GDP155 Fort Lauderdale FL (800) 648-1891

STK# 1EQ13582 H&K Equipment 2009 Heli CPCD30 Coraopolis PA (800) 708-9765

9A99

STK# 50291 Ohio Lift Truck, Inc. 2007 Yale ERC100HHN36TV108 Grand River OH (440) 354-1444

STK# 20818 Worldwide Forklifts Inc. 2006 Toyota 7FGKU40 Fort Lauderdale FL (800) 648-1891

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The

BETTER WAY

to buy & sell equipment! www.MHWmag.com

October 2017

BUY, SELL, MANAGE YOUR INVENTORY WHY IS

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 Receive a FREE TWO-MONTH TRIAL offer. You have nothing to lose and a lot to gain from MHconX.com

New equipment added daily! MHconX.com is the inventory management system website to buy & sell your material handling equipment. You can access MHconX.com on your desktop, smart phone or tablet.

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

877.638.6190 54

www.MHWmag.com

October 2017

www.MHconX.com

New Products

See more new products online at www.MHWmag.com

Introducing the Interstate Power Care Battery Medic

Introducing stainless steel, tool-less, hygienic product transfer conveyors

Interstate Power Care and PowersolutionsFX are pleased to introduce the patented Battery Medic technology to the industrial community that uses primarily Class 1 – 3 electric lift trucks. Product highlights include: removes sulfation buildup in 2 days or less. Portable for use at customer site. 95% of batteries evaluated are good candidates for rejuvenation. Simple three-step process to set up, run and complete the de-sulfation process. Delivers de-sulfated battery 100% of the time with recovered capacity exceeding 85% www.powersolutionsfx.com

The need for a quality, yet affordable, pre-engineered, hygienic washdown system was the driving force in the design of the Slim-Fit by Multi-Conveyor. The tool-less pin-pull approach allows the operator to remove the belt in mere seconds for routine maintenance. The tool-less belt removal and washdown stainless steel frame are essential in hygienic food, beverage and pharmaceutical applications. Slim-Fit, soon to be the industry standard, can be used in tight or narrow spaces for virtually endless product shapes and sizes.

Hamilton introduces new shock absorbing casters Hamilton Caster introduced a new line of shock absorbing casters designed to meet the needs of the growing aerospace industry. These spring-loaded casters feature Hamilton’s newest Spinfinity maintenance-free swivel construction and a unibody spring housing providing up to 200% greater spring travel and a wider operating capacity range compared to Hamilton’s existing line. The new shock absorbing AE Series casters reduce noise, protect cargo and extend caster, wheel and bearing life. They are well suited not only for aerospace applications but also for those heavy-duty material handling challenges that require extra care during transport in industrial environments. www.hamiltoncaster.com

Columbus McKinnon introduces CM® Rocket™ universal pendant control Engineered for operator comfort, the new CM® Rocket™ universal pendant control from Columbus McKinnon Corporation delivers precision control and accuracy. Compared to competitors’ traditional straight-grip and push-button configurations, the CM Rocket pendant control’s unique rocker switch and comfort-fit design give operators ultimate load control while reducing hand strain and fatigue. This allows for safer and more efficient operation of hoists and industrial equipment with momentary operation. The wide shape of the rocker switch, along with its rugged, no-slip directional indicators, allows for easy operation with or without gloves. www.cmworks.com

www.multi-conveyor.com

Club Car introduces improved van boxes for work utility vehicles As part of its ongoing Transportation Solutions Program, Club Car introduces two new van box systems based on commercial customer and dealer feedback. The boxes address problems such as damaged panels and corners, water intrusion and security. One is designed specifically to fit Carryall 500 work utility vehicles and street-legal Carryall 510 LSVs (low speed vehicles) with standard lockable double rear doors. The other is designed for Carryall 700 work utility vehicles and street-legal Carryall 710 LSVs. This larger box features three lockable double doors, one set on each side and one set on the rear. Both boxes are made of rustproof powdercoated aluminum. www.clubcardealer.com

Kardex Remstar presents new Medium Universal tray for Shuttle XP Demands on storage capacities companies must manage are increasing. Kardex Remstar meets customers’ needs to manage more capacity in less space by presenting the new tray type Medium Universal, developed for the Shuttle XP vertical lift module (VLM) product family. These extra wide models provide greater capacity in a larger tray size, gaining more capacity per cubic foot. In addition, integrating even sturdier corner joints and center bars as well as higher front edges has considerably improved the strength and stability of the tray. The flexibility of the new Medium Universal tray allows implementation for both new customers in addition to being compatible with existing machines. www.kardexremstar.com

www.MHWmag.com

October 2017

New Products

See more new products online at www.MHWmag.com

3-in-1 conveyor technology includes ARB, removable bump turn and beaded guiderails

Pettibone adds 74-horsepower engine option for Extendo 944B Telehandler

Multi-Conveyor recently built a 3-in-1 system to do a 90° degree rotation of bundled cartons of a dry snack food ... a conveyor trifecta for this customer. The systems includes ARB (Activated Roller Belt) technology provided by Intralox; along with beaded guide rails for continuous movement while maneuvering through two manually adjustable bump turn assemblies in the process. This conveyor rotates the cartons to work in conjunction with the customer's pre-printed brand and identification label applications. The bump turn is manually removed and repositioned on the same stainless steel mount - then reapplied as needed. The ARB conveyor will "edge align" all products without adjustment.

Pettibone has introduced a 74-horsepower engine option for its Extendo 944B telehandler, giving end users and rental operators another material handling solution to fit their needs. The 74-horsepower Cummins QSF 3.8 Tier 4 Final diesel engine features a DOC muffler and requires no diesel exhaust fluid (DEF). This simplified exhaust system is more compact and eliminates the need for the MD3 after treatment display found on the standard 944B model. Drivetrain and axles have been optimized with the 74-horsepower engine to provide greater tractive effort with minimal tradeoff on top end speed. www.gopettibone.com

www.multi-conveyor.com

New metric size, compression latches from J.W. Winco J.W. Winco, Inc. announced it now offers GN 516.5 Metric Size, Stainless Steel Compression Latches. The RoHS compliant compression latches have a closing mechanism that transfers the rotary movement of the operating element (key) into a 90° turn and then into a 6 mm linear stroke. This mechanism is designed for common applications such as making a tight and vibration-proof interlock in the end position (retaining position) in connection with an elastic element (door casing seal). The catch lever, housing and locking mechanism are manufactured of stainless steel stainless. www.jwwinco.com

Seegrid announces new driving vision guided vehicle Seegrid expanded the company’s suite of automated solutions with the announcement of the GP8 Series 6 self-driving pallet truck. Further enhancing the Seegrid Smart Platform, which combines flexible and reliable infrastructure-free vision guided vehicles with fleet management and enterprise intelligence data, the GP8 Series 6 offers fully automated material movement to execute hands-free load exchange from pick-up to drop-off. Operating without wires, lasers, magnets, or tape, the Seegrid GP8 Series 6 allows manufacturers and distributors to change routes in-house, operate in manual mode, and effortlessly scale their fleet as they grow. www.seegrid.com

New worklights now available TVH in the Americas (TVH), has added two new LED worklights to their extensive inventory; the SYLED1500 and SYLED2500. These lights can be used in a variety of applications to fit your needs such as construction machinery, material handling trucks, mining machinery, building projection lights, outdoor commercial lighting, farm equipment, emergency lighting, 4x4 off-road vehicles and other heavy equipment. The 1500 and 2500 series are both equipped with 12-24 volts, die cast aluminum housing, polycarbonate lenses, stainless steel mounting hardware and spot or flood beam patterns. You can depend on these lights to work over 30,000 hours and give you peace of mind with reverse polarity protection and four certifications including CE, RoHS, IP67, and E-Mark. www.tvh.com

3-D positioning system mounts, adjusts & locks devices in space A new 3-D positioning system that simplifies the setup of cameras and other devices for research, laboratory, process, and packaging applications has been introduced by Stafford Manufacturing Corp. of Wilmington, MA. The Stafford 3-D positioning system consists of a robust group of mounting components, including a base which can securely attach to any flat surface, stepped and straight-through couplings, and precision shafting that can be easily adjusted and locked. Featuring a ball-end shaft and clamp mount accessory with an infinitely adjustable range of motion, this rugged system lets users move, tilt, and swivel to position and lock devices in space www.staffordmfg.com

www.MHWmag.com

October 2017

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 ▶ Distributors ▶ Drug Testing Compliance

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

▶ Mechanical Power Transmission Equipment ▶ Non-Powered Floor Equipment & Access. ▶ Other ▶ Overhead Lifting Equipment & Access. ▶ Packing And Equipment ▶ Pallet Jacks ▶ Plant Facilities Equipment ▶ Parts ▶ Plant Yard Equipment

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

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

Contact sales@xpb.ca

Celebrating over a decade as the global leader in New, Used and ReConditioned Industrial Battery Technology and Accessories.

www.tvh.com

(800) 255-4109

(800) 255-4109 ▶ CONTAINER OPTIONS ▶ Container Storage

▶ Forks 119 Sizes

•

Specials Available Chicago & CA Stock

• •

ATLAS INTERNATIONAL LIFT TRUCKS 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web: www.atlasd2d.com

▶ BATTERY / CHARGERS

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

▶ DISPLAY RACK AND SHELVING

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

America’s Source for Affordable Forklift Batteries GREEN POWER BATTERIES, LLC. | 1.619.737.5944 sales@greenpower-batteries.com | www.greenpowerforkliftbatteries.com

DACS

inc.

800-909-4937 dacsinc.com ▶ DOCK EQUIPMENT

Don't miss out on selling opportunities. List your business in the Source Directory.

NEXT DEADLINE: Friday, SEPT. 29th Call 877 638-6190 for details.

Over 35 years experience in manufacturing & distributing quality loading dock equipment. PH: 800.251.3382 Fax: 931.486.0316

www.MHWmag.com

plit@pioneerleveler.com www.pioneerleveler.com

October 2017

▶E LECTRICAL / ELECTRONIC CONTROLS

▶ Pallet Truck Parts

Flight Systems Industrial Products Remanufactured Controls

FS F SIP

www.tvh.com

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

(800) 255-4109

www.fsip.biz • 1-800-333-1194

▶ Manufacturer/Suppliers

▶ ENGINES

www.tvh.com (800) 255-4109

800-447-3967 www.charnor.com

Reman Engines/Gas, LP & CNG

Fo r kl i f t En g i n ePa r t s .c om Highest Quality Engine Kits, Cylinder Heads and Parts from the Industrial Engine Specialists since 1971 K21 Nissan

H20-II Nissan

F2 Mazda

4G63 Mitsu

K25 Nissan

H20 Nissan

FE Mazda

4G64 Mitsu

and Many other parts & kits available

▶ Manufacturer/Suppliers (Rebuilt)

SAME DAY SHIPPING

215.773.9111

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

800-447-3967 www.charnor.com

▶ LIFT TABLES ▶ Steer Assembly (Reman)

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

Steer Axles

▶P ALLET JACKS ▶ Pallet Trucks

▶ Tires/Wheels 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

▶ Pallet Jacks

www.tvh.com (800) 255-4109

www.MHWmag.com

October 2017

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

▶ Emission Analyzers Visit our website to learn more about reducing carbon monoxide (CO), saving fuel and operating equipment at peak performance.

▶ STORAGE EQUIPMENT ▶ Carts •

...The Exhaust Experts

• •

Phone: 847-487-2780 • www.blankeindustries.com

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

▶P OWERED INDUSTRIAL TRUCKS 800 Trucks In Stock

All Makes and Models Chicago and California Stock

ATLAS INTERNATIONAL LIFT TRUCKS 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web: www.atlasd2d.com

▶ 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

▶ RACK / SHELVING

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

▶ New • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

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

▶ REPAIR SERVICES ▶ 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

▶ Transmissions

Reman Transmissions, Drive Units, Differentials & Torque Converters

800-447-3967 www.charnor.com

▶ SAFETY PRODUCTS

www.tvh.com (800) 255-4109

Advertise in our Source Directory!

NEXT AD DEADLINE: FRIDAY, SEPT. 29TH

Call Alva or Dean at

877.638.6190

www.MHWmag.com

October 2017

PROTECT YOUR FORKLIFT FLEET PACE-One G2 Top Speed Limiter

GET YOUR WHOLESALER lut INSI e t DE oW om e

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2016 Julyr 2017 Octobe

tions Specialty Publica ee-Owned An Employ

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$10

.com www.MHWmag

Magazine

Subscribe to receive your monthly issue up to one week faster by getting it sent First Class!

Plug & Play Installation

l. Please rush! dated materia

UNIRAK

STORAGE

SYSTEMS

nal & professio on. timely shipment drawings to 100% Customer Satisfacti From concept s are the Unirak provides racking structure installation, of and dynamic Trust decades warehouse. Quality pallet mills, robotic of the modern roll-forming to complement backbone state-of-the-art powder coating experience, and hi-gloss welding cells . your operation

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Go to www.MHWmag.com, call 877.638.6190 or scan this code MADE IN USA

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

Advertiser’s Index 3D STORAGE SYSTEMS LIMITED. . . . . . . . . . . . . 46

HAMILTON CASTER AND MFG.. . . . . . . . . . . . . . 61

SHOPPA'S MATERIAL HANDLING . . . . . . . . . . . . 49

AK MATERIAL HANDLING SYSTEMS . . . . . . . . . . 34

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . 22

SOUTHERN STATES TOYOTALIFT. . . . . . . . . . . . . 35

ALLTECH ELECTRONICS, INC. . . . . . . . . . . . . . . . 14

INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . 13

STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 25

AMERICAN INDUSTRIAL TRANSMISSION INC . . . 23

JH THOMAS INDUSTRIES LTD. . . . . . . . . . . . . . . 33

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 28

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 24

CHARNOR INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 17

MHCONX.COM. . . . . . . . . . 28, 29, 50, 51, 53, 54

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . 19

MHEDA. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 47

CONTINENTAL TIRE THE AMERICAS, LLC.. . . . . . 21

MHW . . . . . . . . . . . . . . . . . . . . . . . . . . . 41, 48, 60

DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . 20

MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . 63

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

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . . 7

FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2, 18, 35

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

FLORIDA LIFT SYSTEMS. . . . . . . . . . . . . . . . . 31, 39

QUANTUM STORAGE SYSTEMS. . . . . . . . . . . . . . 12

GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . 28

RESONANT DEALER SERVICES . . . . . . . . . . . . . . 16

UNITED CONTACT . . . . . . . . . . . . . . . . . . . . . . . 42

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 20

RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . . 3

WEST POINT RACK, INC.. . . . . . . . . . . . . . . . . 9, 38

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 45

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 60

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . 7

SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 20 SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 43 THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 27 THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 15 TRELLEBORG WHEEL SYSTEMS, INC.. . . . 35, 36, 37 TVH . . . . . . . . . . . . . . . . . . . . . . 4, 64, 13, 37, 38 U.S. NETTING, INC. . . . . . . . . . . . . . . . . . . . . . . 62 UNIRAK STORAGE SYSTEMS. . . . . . . . . . . . . . . . . 1

More advertisers & resources at www.MHWmag.com 60

www.MHWmag.com

October 2017

The Toughest Carts on the Planet.

Add

30 Tons . *

Then Throw Your Weight Around.

Stuck with a heavy load? You need a Hamilton. We start with our ultra-durable casters. Then we add a rugged structural frame, and the guts to handle 30 tons and years of abuse. Learn more about the toughest custom trucks on the planet at CartsAndTrailers.com. *80 ton trucks also available. ÂŠ 2017 Hamilton Caster & MFG. Co. ÂŠ 201 3 H a m i l ton C a ste r & MFG. Co.

REPS & DEALERS WANTED CALL TODAY: 1-800-331-2973

Tiered Discounts for Sales Reps and Dealers Downloadable Sales Materials and Media Best Selling Loading Dock Safety Products Blind Drop Shipment Available Many More Products Available STOPS 13,100LB. FORKLIFT @ 4MPH

ULTIMATE DEFENDER GATE

STOPS 13,100LB. FORKLIFT @ 4MPH

ULTIMATE DEFENDER GATE PLUS

BEST SELLING BARRIER! 5,000LB. TEST CAPACITY

DEFENDER GATE

WALL MOUNTED SAFETY NETS

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STANDARD SAFETY GATE

POST MOUNTED SAFETY NETS

“EXPERTS IN LOADING DOCK SAFETY”

www.usnetting.com | sales@usnetting.com | 1-800-331-2973

NEXT GENERATION

POLYURETHANE WHEELS

BREAK THROUGH

CHEMISTRY

LOWERS

Keep your fleet on the floor and out of the maintenance shop. Finally there is a wheel engineered for the demands of today’s 24/7 warehouses. Falconium utilizes a revolu-

MAINTENANCE COSTS

tionary break through in polymer chemistry to give you wheels that carry up to 40% heavier loads and can withstand the internal heat buildup that causes yesterday’s wheels to fail.

polyurethane wheels Falconium boosts productivity by reducing downtime and costly wheel change outs. Contact your Millennium dealer to setup a test drive and find out why warehouse managers across the country are making the switch to Falconium . ®

UNPARALLELED LOAD CAPACITY GO FARTHER, RUN LONGER

GUARANTEED

Toll Free 800 421-1180 www.millenniumtire.com