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Whatever manufacturing and supply chain solutions or insights you need to FUTUREPROOF your business, you’ll find them at MODEX 2018. With over 850 of the industry’s solution providers on site and more than 100 hands-on education sessions, MODEX 2018 allows you to make new contacts, discover cutting-edge solutions and learn the latest trends that are sure to give you a leg up on the competition.
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March 2018 • Vol. 39 No. 3
Dean Millius General Manager/Publisher
22 | Human Element
Alva Coffman Account Executive
Caliper Corporation
Five ways to become a better leader in 2018
26 |
28 | Your Business Eileen Schmidt
Cover Story Making warehouse logistics - Faster. Smarter. Safer. Stephen Cwiak
Client success contributes to RMI 35 year longevity
Industry News
30 Nuts & Bolts 32 Shifting Gears
Columns 12 | Aftermarket Dave Baiocchi
16 | Bottom Line Garry Bartecki
36 Classified
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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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Reader Resources
Customer engagement policies CFO’s in 2018
Jeffrey Gitomer
What is anger and how do you get rid of it?
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6 |
Sales Trends
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manufacturer’s website; retailers are then responsible for a higher volume of packages and a greater variety of packages’ size, shape, weight and even material, such as polymer bags. You can address these trends by assessing equipment and processes to determine where updates are needed. Consider making a checklist that will uncover your facilities’ strengths and weaknesses, as well as your objectives for the coming years. Identifying this information will help you recognize your needs (equipment, software and operational) and more importantly, how a new automated solution will help you achieve your business objectives.
Cover story: Stephen Cwiak With last year’s peak retail season at an unprecedented high, global retailers witnessed the explosive growth of the e-commerce market unlike ever before, challenging their manufacturing and distribution centers to perform to scale in order to meet demand. Experts forecasted that e-commerce sales during the 2017 holiday season would increase between 18 to 21 percent over 2016 alone. If your company struggled to keep pace during the rush, now is a good time to consider how to modernize production and distribution operations in order to successfully face the continuous growth of the e-commerce market and next year’s peak holiday season. In particular, warehouse manufacturers can integrate automated material handling solutions such as conveyors, sorters and belt drives into the production line to help process higher volumes of orders and meet rapid delivery time requirements, all while keeping operational costs under control. If you are looking to make these improvements, partner with your warehouse manufacturers and consider the best practices outlined below. Assess current equipment and understand changes happening in your industry. In order to make improvements to your own equipment and operations, it is important to take time to understand the trends and changes occurring around you. Now that the busy holiday season has concluded, it may be a good time to understand where improvements can be made. Look both internally and externally to uncover situations that helped or hurt production during the seasonal rush. For example, there has been an increase of manufacturers selling direct-to-consumer (DTC), with more than a third of consumers buying directly from a brand 6
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A leading cookie manufacturer found that a modular conveyor platform would improve work flow and increase capacity. Efficient material handling solutions and intelligent automation are becoming prerequisites for success, as illustrated in the case of a leading Dutch cookie manufacturer. To maintain its competitiveness and lay the foundation for future growth, this cookie manufacturer has, over the course of years, made significant investments in intelligent material handling solutions. The vast range of biscuits and cookies that the company offers has one requirement in common: they are all delicate, fragile and perishable products that need delicate handling and protective packaging to guard against breakage and loss of freshness and flavor. Production machines and especially material handling equipment and associated software packages need to enable operators to carry out fast changeovers and reduce errors while minimizing the risk of product damage. An automation concept for the palletizing operations, which were mainly performed manually and caused a bottleneck for shipping operations, was investigated. A great variety of biscuit boxes coming out of more than 10 production lines needed to be processed faster: the palletizing capacity needed to increase to 3,000 boxes per hour. The project required a great number of roller conveyors along with automatic palletizers and vertical lifts. 24V roller conveyors were not only extremely easy to install but also brought the advantage of ongoing energy savings for the customer, due to the decentralized, zone-driven conveying concept. For inclines and declines, belt conveyors were used.
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Cover Story To reach this final solution, a few sample questions were asked to help assess the process: •C an the existing system efficiency handle new types of packages? •W hat are our current production times; is there an area that can be improved? •D oes the existing equipment require frequent maintenance? •W hen were our latest updates made (i.e. before volumes increased to X, or at a time when we had a handful of retail partners and now we distribute direct to consumers, etc.)? •D o I have enough warehouse/distribution space for new or additional equipment? Lastly, it was crucial to understand the budget available for equipment enhancement projects. For your project, team with a trusted system integrator. After you have a sense of your equipment and operational needs and financial resources, consider identifying and partnering with a system integrator that has experience in your industry. System integrators are a helpful partner to use during the processing of assessing and purchasing new equipment. They specialize in identifying components that solve automation problems and ensure that the new equipment has smooth integration and performs as expected. System integrators are well versed in their industry and have deep relationships with vendors. Once you have selected a system integrator, partner with them to discuss your budget, equipment and automation needs, system requirements and the overall results you need to achieve. This will ensure that you have shared expectations around measuring the success of the project and installation. The system
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March 2018
integrator will then provide a recommendation of several providers they feel are right for your factory and company size, customer needs and industry demands. One fast growing company, Juhayna Food Industries, a manufacturer specialized in the production, processing and packing of milk, yogurt and juice, started to face severe problems with storage capacity. A solution integrator was called to evaluate the current and future needs. It soon become clear that an integrated, more efficient approach in the cold store, covering a vast area of 1,800 square meters, was required to solve their bottlenecks in storage capacity and commissioning processes. The solution: a FIFO system. The live storage system proved ideal for Juhayna: due to the product nature, the stock turnover and fast rotation of SKUs is crucial. Pallet Live storage works on a first-in firstout principle while providing extremely high levels of storage density in a given area, and automatic stock rotation, with the minimum of forklift truck movements required to handle the flow of goods. Upon its installation, the live storage system delivered the fastest operation of all as well as providing high levels of capacity and storage. On a total of four levels, a dynamic storage system with approximately 2,680 pallet positions was successfully installed and brought immediate benefits. Research conveyor systems available and understand the benefits. After the system integrator provides the vendor recommendation, take time to research the different material handling solutions that they offer. With the system integrators help, request case studies that demonstrate the equipment’s efficiency and integration success, and ask questions that will help ensure the solution works for your needs. The following five features should be a priority when testing and assessing the provider’s material handing solution. These functions will help you uncover the benefits that their equipment can deliver to your production line. •Z ero pressure conveyor systems that reduce waste costs from goods damaged by impact loading or accumulated pressure on the belt •D ecentralized solutions in each conveyor zone will ensure that the belt is only moving if goods are present, which increases energy efficiency and
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Cover Story provides added flexibility to customize a shipment according to its individual requirements • S calable and modular conveyers ensure scalability for future growth by permitting seamless system extensions and reconfigurations without making significant structural changes • S mart solutions that incorporate industry 4.0 will provide the user with the ability to connect, configure and control warehousing systems and operating functions from a web interface or programming software, all while gathering data to improve logistics •A bility to add adaptable accessorizes to the conveyor system will maximize functionally and productivity, while enhancing processes to scale the system for future needs. Use this time to make improvements and prepare for what appears to be unceasing growth in the industry. For many retailers and their distributors, October is the final window of opportunity to conduct systems maintenance and upgrades. Taking advantage of
this "downtime” will help to optimize efficiency levels and eliminate risk of errors before the seasonal rush. About Interroll -The Interroll Group is a global provider of material handling solutions. The company was founded in 1959 and has been listed on the SIX Swiss Exchange since 1997. Interroll provides system integrators and OEMs with a wide range of platform-based products and services in these categories: Rollers (conveyor rollers), Drives (motors and drives for conveyor systems), Conveyors & Sorters as well as Pallet & Carton Flow (flow storage systems). Interroll solutions are in operation in express and postal services, e-commerce, airports, the food and beverage industry, fashion, and automotive sectors, and many other manufacturing industries. Among the company’s end users are leading brands such as Amazon, Bosch, Coca-Cola, DHL, Nestlé, Procter & Gamble, Siemens, Walmart and Zalando. Headquartered in Switzerland, Interroll has a global network of 32 companies with turnover of around CHF 401.5 million and 2,000 employees (2016). www.interroll.us
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Aftermarket Dave Baiocchi
Customer engagement policies In February I started a multi-part series about how “Details Matter” in our current business environment. The image that customers have of us, and our reputation as a supplier is formed in three ways. Customers generally draw conclusions based on what they SEE, how they are ENGAGED, and how they are COMMUNICATED with. Today, there is no time to waste, and our ability to effectively serve customers will in great part be predicated on how tuned in we are to what their needs are. Being nimble, and having processes in place that are suited to address those needs may be the thing that separates you from your competitors. Last month I spent some time talking about the visual impact of your dealership. Those customers that come to your place of business to purchase parts should see a facility that is uncluttered, with an organized parts showroom (not a storeroom), that has well defined signage and competitive pricing. Visuals however are only the beginning. This month I will dive into the customer experience. What a customer experiences when doing business with you is fully dependent on the extent to which they are engaged. Customer engagement happens both in person and on the phone. Today we will limit our discussion to visitors that actually come in person to your facility. Personal customer service There is a tire store that operates in our area of the country that takes greeting customers to a new level. Les Schwab Tire Centers are well-known in the west, as there are 410 store locations spread across eight western states. They constantly advertise on radio and television as the tire store that RUNS to greet you. Seldom do they ever fail to meet this key customer contact promise. Pull into any Les Schwab, and before you can make it into a parking spot, there is a smiling Les Schwab employee in a clean white shirt, clipboard in hand, jogging out to greet you with a handshake, a smile and an offer of service.
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Les Schwab is a popular tire store. Yes, they have great tire prices and a fine selection to choose from, but to me it’s very clear that Les Schwab is not really in the business of selling tires. Les Schwab is selling SERVICE. They believe that tire sales are simply the natural result of a proper customer engagement. They demonstrate their commitment to service before you even get out of the car, by running out the door to meet you. Now this may seem silly to a lot of people, but the reason they are successful is that they actually deliver on what they promise. With rare exceptions, an employee at Les Schwab is dedicated to watching the driveway and engaging the customer on purpose. Now I’m not suggesting that in the industrial equipment setting we need to replicate this practice. What I do suggest however is that everyone in your company understand that they are expected to have an active role in engaging the customer. From the receptionist to the truck driver, everyone must understand and be a part of customer engagement. Experts say that it only takes seven seconds after meeting someone to form an opinion of them. If a customer’s first impression is a negative experience, it’s impossible to turn that around easily or quickly. Most of us do not understand this dynamic, or how it can affect our business. To be successful at customer engagement, we must make it a priority to assign our employees to be active customer engagers. Customer engagement requirements 1. N obody is exempt - The receptionist may be first one to see the customer cross the threshold, but what if the phone rings? What if they are engaged with another customer at the counter? There are always other employees that are within the field of vision that, even though it may not be their primary duty, can and should get out of their chair and engage the customer. Salespeople, technicians, accounting, rental, janitorial staff…..yes, everyone must have customer engagement training, and see customer engagement as their first priority.
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Aftermarket 2. B e personally accommodating - This is a practice I saw demonstrated at a hotel in Salt Lake City. I inquired of a bellman, if he could direct me to the gift shop. He immediately said “certainly sir…follow me.” He then walked me to the gift shop, asked my name and where I was from, and then personally introduced me to the cashier at the gift shop. Wow. The reason this bellman did that, was because he was trained to do so. It was an established policy to be personally accommodating. I immediately thought about our business, and how unconnected most of us are to providing that level of personal customer service. If you make it a point to walk customers around your dealership and introduce them to the people they need to connect with, I can say with complete confidence that you have used your seven seconds wisely. 3. H ave a “go to” opening line - If not trained to do it differently, most people would open with “can I help you?” There is nothing inherently wrong with that, but consider that you just used one of your seven seconds asking them a
question to which there is an obvious answer. You already know you can help them! Don’t waste time on this trite greeting. Have a wellpracticed and confident engagement statement! Make and maintain eye contact. Smile naturally. Introduce yourself.“Hello my name is Dave. Thanks for coming in today! How can I assist you?” 4. H andshake - I am also a proponent of a handshake with all visitors. Regular customers or not, everyone respects a handshake. For new visitors, I also suggest the two-handed version. This is where you extend your right hand and then touch the back of their hand with your left hand. This is an action proven to connote trust, and the fact that you are actually interested in meeting them, and that they have your full attention. 5. T ransition - If the visitor is not looking specifically for you, quickly ask their first name, and what company they are with, and walk with them toward the department they need. Then introduce them to a person in that department, and stay with them (if possible) until you have a chance to make an introduction. What if everyone is on the phone – or there is a line at the parts counter?
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OK. Real life may not allow for every customer engagement to be this formal. I get that, but every dealer should have some sort of policy in place for greeting customers that is repeatable, professional and engaging. It should be a point of training and policy within the company, and many times it isn’t. The goal here is to make sure that the customer never feels sidelined, ignored, or marginalized. It’s stunning how quickly they can feel this way. A gesture as simple as looking up from the phone, making solid eye contact, and saying “I’ll be right with you” may be all that it takes to change a negative experience into a positive one. I have walked people into my parts department during a busy time of year, to find a line of customers waiting. When you encounter this I think it would be helpful to write the customers information on a slip of paper and hand it to a parts tech (let’s call him Jim.) Jim may very well be on the phone, but I interrupt him long enough to identify the customer for
Aftermarket him. I then return to the customer and inform him that Jim knows he is waiting, and will be right with him as soon as he finishes with his phone call. This allows the customer to feel cared for, even if they are constrained to wait.
with customers? Creating a focus on personal customer engagement is a good place to start, when your aim is to deliver on what you promise! Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 33 years in the equipment business as a sales manager, aftermarket director and dealer principal. Dave now consults with dealerships nationwide to establish and enhance best practices, especially in the area of aftermarket development and performance. E-mail editorial@mhwmag. com to contact Dave.
There are plenty of ways to get this done, but the bottom line is that accommodation has to be a priority for everyone. In this business, service is everything. We always talk about how great we are at it, but are we delivering service in a way that actually resonates
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Bottom Line Garry Bartecki
CFO’s in 2018 We are all well aware that business keeps changing …and changing more rapidly than it has in the past. And by changing we are talking about everything including every procedure and strategy that has been a constant for the last 20 years. I believe they call it disruption. And all of you have seen or felt disruption which supplied both pleasant and not so pleasant results. The disruption in the material handling business revolves around technology, robotics and maintenance expertise in terms of having qualified technicians to service both customer and rental fleets. Companies that do not adopt the disruptive forces and do nothing to change the way they operate will eventually fine themselves short of cash because they lack adequate volume to support the fixed costs of the business.
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Keeping these disruption forces in mind, management has to create a strategy to meet disruptive forces head on, including individual programs for each department in the business. And this is especially important in terms of what your CFO will be doing in 2018. CFO’s, in general, are finding themselves not only providing financial data but also input regarding margins, pricing, cash flow, tax planning and overall risk assessment. CFO’s do this by tweaking systems and procedures as well as diving into data and industry stats to see where the industry and customers are heading and how your company can help them get there. Does your CFO have to be a shining star to deliver all of the output described in the previous paragraph? Hell no, he/she only has to stay aware of what it going on in the industry and company and then have a menu of service providers who can help you get to where you need to be. In fact, you are probably better off having various professionals available to your staff who specialize in the services they provide. I myself am a CFO and follow this menu theory because I have neither the time nor brain power to provide expert advice for all of the current technical topics we deal with. I also maintain a list of industry leaders who can lead me to the professional I need when I need them. I don’t care what kind of problem comes up because I have a contact who can help me deal with it. I do this all the time. And I have no problem sharing my “experts” as long as you are not my direct competitor. I would encourage each and every CEO to push their CFO’s into industry associations and meetings supplied by both MHEDA and OEM’s. I have had the privilege of attending industry CFO meetings and find that the trip pays for itself from what you learn during the two-day program. This doesn’t need to be complicated because you can make some calls to other dealers selling your brand and see if they would be interested in paying you a visit for such a meeting. Compare notes, procedures, accounting issues, state and local tax issues, banking arrangements, methods to increase margins, and anything else you can think of. Then do it again to see how the others implemented
Bottom Line what they learned from the first meeting. I can guarantee you will want to follow through with a standard program to get together on a regular basis. So what should CFO’s be doing in 2018? •P articipate in MHEDA’s DiSC Report each and every year. Set up a template and get it done. • S pend some time digesting the new tax bill. It is more complicated than you think. If you are a flow-through entity spend the time to determine how the 20% deduction works and the reasons it could be reduced in your situation. Also know the rules related to depreciation, interest deductions, entertainment deductions and other major parts of the bill. Be especially vigilant regarding state and local taxes because some of the federal rules may not apply in your state. Prepare a pro-forma tax return for both 2017 and 2018 and have it checked by your tax advisor to assure you are in the right church and correct pew. • S pend time with management thinking about disruption. What could happen this year, next year, in the next five years? What if Amazon decided to get into the lift truck business using a list of local talent to service the units? Not impossible. We all know the business is different from what it was five years ago, with more rapid change to come. Better be prepared to deal with it. •G ood at what you do. Really? If you believe that raise your prices and have the CFO provide analysis on what the results could be. $ are always better than volume and if you have the products and horsepower to get the job done you should be paid for it. Every time we raise prices….they seem to stick without getting much pushback. •F orget the income statement and provide more data regarding cash flow…..which is all that matters. If the bank account is growing it doesn’t get much better than that. • I nvestigate financing alternatives in light of contemplated interest rate increases. Are you using swaps to fix your interest rates? Can you use more revolver notes as opposed to term loans to finance your rental fleets.
•G et more pure rental training. Lift truck dealers provide both short and long-term rentals. Learn what it takes to maximize cash flow from rental. •R eally investigate technology to provide better service as well as improve communication between staff and customers. If you are still killing 20 trees a day …you have a problem. Start by calling Winsby and they will get you started for a very reasonable price. •A sk your staff and employees for ideas to grow the business. For ideas to improve margins. For ideas to better serve customers. You will be surprised and the ideas are FREE. But it would be nice to show your appreciation with $ and recognition. •R eview internal systems and procedures to find ways to reduce time and cost of a transaction. Time is money. And cost reduction falls to the bottom line. Finding ways to lower cost generates higher margins. • I nvestigate joining a peer group or performance group such as those provided by Currie Management and learn what potential your company has to MAKE MORE MONEY. Review this list and select the top two or three items that you believe could make a difference in your business and ask your CFO to follow up on them and report back to management with options to consider. It is time to make use of CFO’s beyond number crunching. I suggest you give it a try. And, if anyone wants access to my menu of service providers……be glad to help. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.
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19791 2012 Cat EP4000
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20186 2013 Mitsubishi FGC20N 88/199 2 Way 3Way, Forks 20187 2013 Mitsubishi FGC30N 88/199 3 Way 3Way, Forks
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19152 1991 Nissan CPH02A25V 83/188 4 Way S-S, Forks
20118 2003 Nissan PE30Y
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20208 1985 Yale GC040ABJ
20451 2011 Yale ERC030VA
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19082 2012 Yale ERC030VA
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18877 2012 Yale ERC045VG
82/189 4 Way 4Way
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18164 2011 Hyster E80Z
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20123 2014 Mitsubishi FG20CN 83/187 3 Way S-S, 42” Forks
3 WHEEL RIDER ELEC
20430 2012 Utilev UT25P
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19900 2000 Cat EP16KT
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20427 2013 Utilev UT25P
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20392 2008 Hyster J30ZT
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19192 2010 Yale GLP040SVX
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19688 2009 Hyster J30ZT
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19047 2010 Yale GLP050LX
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20143 2011 Hyster J30XNT
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Human Element
Eric Baker, Caliper Coporation
Five ways to become a better leader in 2018 If your company is looking to grow revenue in 2018 (or if your not-for-profit organization seeks to expand its impact), your leadership team surely has a strategic plan in place. Hopefully that plan includes a talent-building component geared toward developing current and future leaders. But even if you plan to implement a structured talent-development strategy, it doesn’t mean your managers and supervisors can’t strive for professional growth on their own. The goal of any committed manager—beyond leading an efficient and productive team, of course—should be to achieve leadership maturity, a state in which the manager navigates the different aspects of the role in a balanced, confident, and non-egotistical manner. We all have a personal mix of strengths and weaknesses that make reaching this state a challenge. By taking a few moments to think about the five leadership recommendations below (and perhaps incorporating one or two into interactions with employees, peers, business
22
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partners and customers), managers and supervisors can get a head-start on the talent-development effort: 1. Listen more Some managers take the “do it because I said so” approach because, frankly, it’s the fastest route from point A (the task) to point B (completion of the task). Managers who aren’t as assertive, on the other hand, often lean on policies and mandates and end up becoming mouthpieces for upper management. They make excuses instead of making things better. Both approaches are short-sighted and a little bit lazy. The first focuses on the “now” at the expense of potential future gain. The second focuses on “never.” By actively listening to what employees have to say (that is, listening to understand rather than listening to reply), a manager can get to the heart of what’s broken and take steps to fix it. Even if immediate change isn’t possible, a listening manager can serve as a conduit between individual contributors and upper management,
Human Element and gain clarity around employee engagement and organizational climate. They might even discover that employees often have worthwhile ideas. 2. Don’t take it personally While it’s important to be supportive in terms of providing the tools employees need to be successful, it can be tempting for some managers to go beyond helpfulness and try too hard to be popular. However, a mature manager doesn’t look for personal validation from employees or peers, but from successful business results. When employees push back, complain, or challenge, it helps to remember that we all have our own motivations and hot buttons. Instead of thinking, this employee is my adversary, think, this issue has pushed the employee’s buttons, and I need to address it in a way that balances the needs of the employee with the needs of the department and the organization. Make it about them. 3. Empower people Some managers find themselves pushing people out of the way while declaring, “Forget it; it’s easier if I just do it myself.” Now, it could be that you don’t have the right people on staff, and if so, that’s imperative for upper management to address. However, some supervisors who think this way are by nature overly controlling and oriented toward micromanagement. Maybe they got promoted to supervisor because they happened to be the best individual worker and deserved reward. The reality is that doing and leading are not the same skill set. Some might not be comfortable holding people accountable or adept at providing training. Perhaps no one told them that good management is getting the most out of others, not doing it all themselves. Whatever the reason, it’s time to move forward. If employees don’t know how to do the work, train them. If they do, expand their responsibilities. Ask an experienced staffer to mentor a junior associate. If people think their work matters and they bring value, they will be more invested in the job. 4. Make fact-based decisions Our brains aren’t generally wired for neutrality and objectivity. They are wired for snap judgment and affirmation of what we already believe. It’s a prehistoric thing.
When it comes to leadership decisions, whether they pertain to hiring or solving problems or improving processes or allocating capital, we make our best choices by packing away our biases and instead looking for consistent data patterns. Diversifying information sources and seeking input from others can also help broaden the scope of one’s thinking. Sometimes this requires quieting our own egos and embracing fresh ideas. This doesn’t mean overanalyzing minutiae and gumming up the works. It means eliminating that which is unimportant and focusing on the key information that leads to optimal decision making. 5. Think Globally If we don’t constantly seek new learning and fresh ideas, our imaginations stagnate. You see it with struggling companies still trying to sell to customers who don’t exist anymore, or they continue attempting to sell in ways that no longer resonate with buyers. By keeping abreast of change and resisting an adversarial stance toward it, and by listening to an array of voices and perspectives, managers can gain a better understanding of stakeholder needs and become more effective at customizing responses to suit different audiences. One doesn’t have to agree with or adopt other viewpoints and experiences to recognize them as valid. Sure, it can be difficult to think about selfdeveloping these soft skills when departments are understaffed, business processes are inefficient, or you simply don’t have the people on board who can get the job done. But as a company’s strategic plan begins to correct shortcomings that are outside your immediate control, you can work toward integrating these tips and becoming the best leader you can be. About Caliper - For nearly half a century, Caliper has been helping companies achieve peak performance by advising them on hiring the right people, managing individuals most effectively and developing productive teams. The accuracy, objectivity and depth of our consulting approach enable us to provide solutions that work for over 25,000 companies. To find out more about how Caliper can help you identify and develop people who can lead your organization to peak performance, please visit us at www.calipercorp.com or call us at 609-524-1200. Email editorial@ mhwmag.com to contact Caliper.
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ARE YOU READY FOR
GROWTH?
The stock market is rising to levels never seen before, consumer confidence is at record highs and the just-released MHI-MHEM (Material Handling Equipment Manufacturing) quarterly forecast update says “material handling has improved in consumer confidence, industrial economic expectations, U.S. purchasing, the MHI business activity and continued growth in e-commerce.”
WHERE DO YOU FIT INTO THE GROWTH? NEW ORDERS ARE LIKELY TO RISE IN 2018 (BY 4.5%) TO A RECORD LEVEL OF $37.2 BILLION
Now is the time to capture your share of this by promoting your products and services now. According to Prestige Economics, LLC January 2018.
HOW?
By advertising in Material Handling Wholesaler - a trusted partner since 1979 to reach manufacturers, dealers and distributors.
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Sales Trends Jeffrey Gitomer
What is anger and how do you get rid of it? thought (and now is the worst time to lose your attitude -- it is at the core of your recovery).
Ever get angry? There are three types of anger: 1. A ngry at yourself -- the easiest of all angers to overcome. 2. A ngry at others -- based on their words or deeds. 3. A ngry at the world -- seek professional help. Anger is disguised with other words and in other forms -- vendetta, vengeance, argument, retaliation, tick off, irritate, lose temper, road rage, yelling, incensed, rub the wrong way, piss off and the dumbest -- get even. There are two reasons I'm writing about anger -one, I heard some idiot give a wrong explanation of it the other day, and two, because it completely destroys your attitude, your energy, and blocks your creative
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Unfortunately, anger is often involuntary. Something happens, or someone says something, and you get angry. Then you react or respond in-kind, and things get worse. And sometimes anger is pent up from five other things you suppressed, and the least little incident makes you snap or blow up. Anger is something you bring on yourself. It's a deeprooted emotion, and a dark-rooted emotion that takes a lot of energy, and robs you of your mental strength. Salespeople get angry when: their call goes unreturned, they lose a sale to price, a "sure sale" evaporates, the prospect does not show for a meeting, service or accounting screws up, or their commission check is wrong. •U NDERSTAND: Anger is a RESPONSE to some thing that happened, or some one who has said something or done something that upset your emotional equilibrium. Cause and effect. •G REAT RESPONSE: The guy who had his guitar broken on United Airlines got creative instead of angry. Wrote a song about it, got five million views on YouTube, got a new guitar, got an apology from United, and got a training contract to help the moron that abused him. What are you angry about? Job? Boss? Economy? Bad decision? The current value of your home? The government? Your wages? Someone you hate? Your spouse? Your health? A car accident that was someone else's fault? A car accident that was your fault? A parking ticket? A speeding ticket? A bad golf shot? Your team lost? You lost a bet? Something that broke? Someone broke something? Lost something? A bad luck break? Kids do something wrong? You're broke? Life? Whatever it is or was, you got angry. What do you normally do when you're angry? Yell, scream, swear,
Sales Trends punch, stomp, slam doors, get silent, scheme to get back, cry, clinch your fist? Or something more calm and civilized? How long did it take to 'recover,' or are you still angry about it? Even holding a grudge? Whatever it is, there are better ways to deal with it that can reduce the anger to a point of neutral, and then to a point of positive. •T HINK: Were you angry just before the situation started? No, you reacted angrily. Act vs. react is one of the key components in understanding where anger comes from and how to get over it faster -even prevent it. •F irst neutralize: Also known as "calm down," "count to ten," or "take a deep breath." Vent your thoughts, frustrations, and anger by yourself. Walk away. Get yourself back to mentally neutral. Ask yourself questions. What really happened? What is my best resolve right now? • Then ask yourself: What can I do RIGHT NOW to change my frame-of-mind? Can I call someone? Buy myself something? Jog? Read? Take a walk in the woods? Watch a (funny) movie?
And this article would not be complete unless I addressed myself. My personal experience with anger response has been one of the most difficult for me. Reacting angrily to poor service and airline crap is my Achilles heel. And I believe part of it stems from a big city (New York and Philadelphia upbringing) environment, where anger is part of the societal fabric, and from my dad, who liked to brag, "I give ulcers, not get them." I never realized it affected me as much as I affected it, or them. On my bright side, I have never yelled at nor struck my children (45 years of prudence and patience). And the past few years have brought a huge self-awareness. I'm not there yet, but there's hope. Steady awareness, and solid partner support, has created a new sense of calm -almost rising above it. 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 email Jeffrey at editorial@mhwmag.com.
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The interesting part of anger is that after a period of time, you look back and wonder why you acted or reacted the way you did. Or even forget why you were angry in the first place. Recovery must be complete. Make up. Apologize. Make amends. Make peace. Kiss. Hug. Be personal, sincere, and mean it for yourself, not just for the other person. The key is: Forgive. Until you forgive the past, you are destined to repeat it. Shake hands. Look the other person in the eye. Try substituting the words, "I apologize" for the words, "I'm sorry."
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27
Your Business Eileen Schmidt
Client success contributes to RMI 35 year longevity In over three decades of operation, RMI Corporation has grown from a computer rental provider to a full service business software developer whose products and services are utilized by 6,000-some global users. The idea for the Avon, Connecticut-based business of RMI began in 1983, when Paul R. Chapdelaine formed a business offering accounting solutions to midmarket companies. A year later, Chapdelaine expanded the business into computer rentals. "RMI purchased three computers for a class and decided to run an ad with an offer to rent them upon completion of the class," says a biographical article of the business the company website. "Since no one was renting computers for the day, week or month at the time, our ad was received with tremendous success and RMI soon had an inventory in excess of 200 computers." It was this arm of the business that laid the groundwork for what was to come, as RMI leaders found the expanded inventory of rented computers was in need of a tracking and order processing system. The company built Rental ADVANTAGE to automate the operation, and in the early 1990s, RMI licensed a copy of RealWorld/Rental ADVANTAGE and sold copies to computer rental shops and a New Jersey-based trailer rental company. This was the start of RMI's work in the equipment rental industry. By 1996, the company had made the full switch to software provider with the product RMI ADVANTAGE Solution. The product was soon after named the "Industry Solution" for Microsoft Corporation for the equipment, rental, sales and service industry and "ISV Partner of the Year" and "Gold Certified Partner" standing in 2004. The partner standing still holds today. By 2005, RMI's clients ranged from mid-size to large corporations within the equipment rental, sales and service industry and included over 3,000 concurrent users. Still, it was the release of ADVANTAGE Live that the company says "revolutionized" the industry. It was 28
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March 2018
the first company to release and market this type of industry solution in the cloud environment in the U.S., according to RMI. "By offering this as an alternative to on-premise purchases, RMI fulfills market demands to control IT costs with cutting edge business productivity tools accessible anytime, anywhere," the site says. By 2010, RMI had gone “all-in” with cloud computing as company leaders noted this was fast becoming “the preferred way of doing business. The following year saw the release of mobile, allowing users to use the ADVANTAGE system from any web browser enabled device. Today, RMI reports ADVANTAGE is in use by over 6,000 users and the company works to ensure the fulfillment of its promise to deliver quarterly updates and a full system upgrade for all cloud customers without additional cost. The business asserts that its ADVANTAGE software is a way to handling rapidly changing business environments and standards. “With markets booming and the rentals industry expected to experience growth, it is important to consider how you will meet increased demand and efficiency” in the year ahead, says a posting on RMI’s blog ahead of the start of the 2018 business year. The cloud-based system is designed to meet increased demand and keep teams productive even while on the road, the piece says. The key to the transformation, endurance, and achievement of RMI over 35 years, according to the business, has been the combined strength of Microsoft and RMI’s industry specific focus. “Our success relies on the success of our clients. New and improved software functionality can and will translate directly into increased profit for our clients,” the website says. 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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March 2018
29
Nuts & Bolts
Acquisitions, expansions & other business news
Kuebix makes 2018 transportation predictions Kuebix, creator of a transportation management system that delivers true freight intelligence, predicts the 2018 transportation market will experience a major shake-up due to recent tax reforms, continued capacity crunch and the focus on the digital transformation of the supply chain. With a cut in taxes on small businesses, cash flow could increase, allowing companies to invest more in technology, human capital and business expansion. However, the tightened capacity crunch, driver shortage and higher freight rates may deter some businesses from making purchases. Tax cuts combined with certain deductions will reportedly add $1 trillion in growth over the next decade, per the Tax Foundation, adding .29 percent to the US GDP and creating 339,000 new jobs. The new Tax Bill drives capital investment decisions by giving significant benefits to certain businesses. All companies can fully deduct the cost of equipment purchases the first year the asset is placed into service, incenting shippers to add solutions to help improve the efficiencies and productivity within their supply chains. www.kuebix.com
Electric vehicles will be a $87 billion market by 2028 Electric vehicles for construction, agriculture and mining will be a $87 billion market in 2028. Komatsu, John Deere, Caterpillar, and others manufacture the big vehicles - mainly hybrid - while other manufacturers offer smaller, pure-electric versions. Pure electric is a legal requirement indoors. Outdoors, fuel saving and better performance attracts. Cranes and man lifters have many applications. Their production volumes are larger than most people realize. So it is with the electric versions set for over 164,000 to be sold in 2028. This is an industry about to change radically. For example, in mining, over 90% of the world's mines are open cast. They are often in remote places up to 4,000 meters above sea level, where shipping diesel can cost more than buying it. Consequently, there is now a move to have 350 kW giant haul trucks working the floor and separately the top of the mine with electric rail-veyors lifting the ore from bottom to top. In an allelectric solution new pollution laws can be met, image improved and money saved, the electricity coming 30
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March 2018
from the mine's own wind turbines and photovoltaics. Battery swapping and fast charging of those batteries means 350 kWh batteries suffice - big but no larger than those in other EV sectors. The report from IDTechEx, Electric Vehicles for Construction, Agriculture and Mining 2018-2028, explains all this and gives detailed forecasts, comparisons and assessments. www.idtechex.com
KION Group and EP Equipment agree strategic partnership The KION Group is entering into an exclusive global strategic partnership with leading Chinese manufacturer EP Equipment in the fast-growing market for entry-level, light-duty warehouse equipment. The KION Group signed an agreement in Anji, China, to acquire a minority stake in EP Equipment. The cooperation will extend KION's product offering in the segment for entry-level, light-duty warehouse equipment both in China and around the world. The partnership will focus on joint product development and supply chain synergies and is expected to make both parties more competitive in terms of their product offerings. The transaction is subject to the usual closing conditions and regulatory approvals and is expected to be completed in the course of 2018. www.kiongroup.com
H&E Equipment Services to acquire Rental Inc. H&E Equipment Services, Inc. announced its entry into a definitive agreement to acquire Rental Inc., a non-residential construction-focused equipment rental company with five branches located throughout Alabama and Florida. Under the terms of the agreement, H&E is expected to pay approximately $68.6 million in cash for Rental Inc., subject to customary adjustments. The transaction is expected to close in the first quarter of 2018, and is subject to customary closing conditions. The acquisition of Rental Inc. will significantly improve H&E’s ability to serve customers in South Alabama, the Florida Panhandle and Western Georgia, all of which they believe are expansion or recovering markets. Rental Inc. is a wellrun and respected equipment rental and sales company that primarily serves customers in the non-residential construction markets. www.he-equipment.com
We Handle It All! Setting the Standard in Material Handling Equipment
As World-Class Designers & Manufacturers of Material Handling Equipment, We Offer:
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SPECIALTY TRAILERS
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Our heavy-duty transporters come equipped with maintenance free battery and charger, pendant control, electromechanical drive and steer with laser scan bumpers as an option. We can build to your specifications or ask about our standard models.
Some material handling jobs are so unique that only customized specialty trailers can be used efficiently. We can design and build any size or capacity from the "ground up" the exact trailer to fit your special needs.
TANK TRAILERS
Give us your specs, chances are we built a similar unit before and with minor modifications, get you what you need.
TRAIL SKIDS
Can double or even triple your forklift's capacity.Plus they are extremely maneuverable.
SCRAP BUCKETS
Our patented PHILLIPS Auto-Dump Bucket will increase efficiency and reduce the cost of handling almost any loose industrial material. Our buckets are available from 1/2 - 20 cubic yards. All operations are handled by the craneman. It cannot be dumped in mid-air or dumped accidentally.
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AGV Transporters are capable of fully automatic operation within your plant and are designed to meet your specifications. These high capacity AGV Transporters are equipped with a multitude of performance and safety features.
CHARGING ATTACHMENTS All PHILLIPS Charging Attachments have available quick disconnect hydraulic couplings bolted to the apron. Heat resistant modifications are done to any model of forklift for your safety.
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P.O. BOX 409 IRWIN, PA 15642
T: 724-864-8900 F: 724-864-8909 Email: Dave Felt at dfelt@irwincar.com
Part of the Industrial Sales Group of Irwin Car and Equipment
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1:50 PM
Shifting Gears
Industry personnel and organization news
Meijer Handling Solutions expands Growing to meet demand. Meijer Handling Solutions is nearing completion of a 19,400 sq/ft building expansion which will house additional production space for their growing telescopic KOOIREACHFORKS® line. This new addition means the Meijer Group will soon have over 202,000 sq/ft under one roof. Meijer Handling Solutions specializes in the production of logistical supply chain solutions which include attachments for mobile material handling equipment and stand-alone systems such as load transfer stations and more. The manufacturing operation is housed under the same roof as its Meijer Metal division, which serves as the primary component supplier to the “Solutions” division. This convenience not only complements quality for Meijer Handling Solutions, it also helps reduce costs, which is a benefit much appreciated by end users and distributors. The company is based in the province of Friesland located in the Northwest area of the Netherlands. Meijer Handling Solutions, Inc. is the wholly owned U.S. subsidiary of the Meijer Group and is located in Western North Carolina to service the North American marketplace. www.meijer-handling-solutions.com
Caterpillar officially opens HQ in Chicago Suburb Caterpillar Inc. is officially calling Deerfied, Illinois its new global headquarters. The new headquarters building is minutes away from Chicago’s O’Hare International Airport, is centrally located near major interstates and offers direct access to the Chicago Metra. As reported in April 2017, “Following a thorough site selection process, we chose this location because it is approximately a 20-minute drive to O’Hare airport and convenient to the city of Chicago via commuter train, achieving our goal to be more accessible to our global customers, dealers and 32
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March 2018
employees,” said Caterpillar CEO Jim Umpleby. “This site gives our employees many options to live in either an urban or suburban environment. We know we have to compete for the best talent to grow our company, and this location will appeal to our diverse, global team, today and in the future.” Caterpillar reached a multi-year leasing agreement with Corporate 500 office park. The company expects about 300 people in the new headquarters. www.caterpillar.com
Trojan Battery names new president/CEO Trojan Battery Co., LLC, manufacturer of deepcycle batteries, has announced the appointment of Neil Thomas as president and chief executive officer (CEO) for Trojan Battery, succeeding Jeff Elder. Elder, who has announced his retirement, will be available as a consultant to the company and will continue to be an investor in Trojan Battery. Neil Thomas joins Trojan following a prestigious career with Wayne Fueling Systems where he most recently served as CEO, as well as in other executive management positions. During his tenure with Wayne Fueling Systems, Thomas was responsible for strategically repositioning Wayne as a technology company focused on retail fueling equipment and services. He has also held a series of marketing, planning and sales management roles in the petroleum and industrial equipment industries with industry-leading companies including Chevron Corp. and Dresser Inc. Earlier in his career, he was a strategic management consultant with Arthur D. Little in its Global Energy practice. www.trojanbattery.com
FOR MORE SHIFTING GEARS ARTICLES GO TO www.MHWmag.com
Forklifts and Equipment Wholesale forklifts bought and sold
,
EAST COAST AND WEST COAST LOCATIONS California: 909-239-2957 Georgia: 847-687-9143
P Rental retirements P Excess inventory
For Sale
2012 Toyota 8FGCU35 88/230 quad 2014 Yale GLP40 83/190 2011 Yale GDP60 83/187
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2011 Hyster H60FT 83/188 2006 Raymond 740R 130/300 2004 Raymond EASIOPC30 95/210
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1978 Clark C500Y40 83/188 1978 Clark C500Y30 83/130
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WWW.FORKLIFTSANDEQUIPMENT.COM Jon Hagenson | 909-239-2957 | jon@forkliftsandequipment.com Sam Horelick | 847-951-4766 | sam@forkliftsandequipment.com Ryan Tiongson | 323-316-7719 | ryan@forkliftsandequipment.com
Rebecca Bailey | 847-687-9143 | rebecca@forkliftsandequipment.com Tom Faxel | 224-277-2591 | tom@forkliftsandequipment.com
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OSHA standard 1917.43 (e) (1) (ii) clearly states, “Overhead guards shall not obstruct the operator’s view.”
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March 2018
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GEORGIA LOGISTICS
S U M M I T APRIL 9-12, 2018 GEORGIA WORLD CONGRESS CENTER | ATLANTA
Connect, Compete and Grow your Business at the 2018 Georgia Logistics Summit Now in its 10th year, the Georgia Logistics Summit brings together nearly 2,000 logistics and supply chain professionals from Georgia and beyond to network, share best practices, and learn about the latest trends in the industry. Co-located with MODEX, the largest supply chain expo in North and South America, the Summit will bring exciting and engaging content to MODEX’s more than 800 exhibitors from industry, commerce, and government. Gareth Joyce, SVP Airport Customer Service & Cargo, will give the keynote address and take attendees on the Delta Air Lines journey to becoming a world class logistics organization centered around customer experience and brand fan creation. In addition, the Summit’s more than 50 presenters will discuss industry leading topics ranging from economics to talent and technology. Attendees can also meet the future of the supply chain industry at our Student Showcase, learn about the technology changing the industry with our Tech Disruptors panel, and experience new product innovations through our 3rd annual Logistics Technology Showcase. This year’s Summit will be the best yet. Secure your spot now!
REGISTER TODAY GeorgiaLogistics.com/Summit a division of the Georgia Department of Economic Development
34
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March 2018
Best in Class
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1/25/16 March 2018
8:55 AM
35
Classifieds FOR SALE
Series 1 Workhorse Single Shift rating
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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!
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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
•
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LOOKING TO BUY THE NEXT CLASSIFIED AD DEADLINE IS
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We BUY & SELL NEW & USED
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March 2018
CALL ALVA OR DEAN FOR RATE INFORMATION AT
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• REMAN TRANSMISSIONS • REMAN TORQUE CONVERTERS • TRANSMISSION REBUILD KITS • REMAN DRIVE AXLES
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• REMAN STEER AXLES
Fx 440-232-8142
www.aittransmission.com
sales@aittransmission.com
800-588-7515 www.MHWmag.com
March 2018
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INDUSTRY TRENDS
GIVE BACK EVENT
NETWORKING WITH PEERS
BREAKTHROUGH THINKING INTENTIONAL CULTURE
WHAT’S YOUR VISION? MHEDA Convention & Exhibitor Showcase
May 5 – 9, 2018 • Loews Miami Beach Hotel • Miami Beach, Florida What’s your vision for the future? What are you doing to prepare yourself and your organization for the challenges ahead? Technology, automation and e-commerce are dramatically changing the way material handling companies operate. Attend MHEDA’s 2018 Convention and gain the insight you need to face tomorrow’s lightning speed world. 2018 CONVENTION HIGHLIGHTS: • • • • •
Industry Trends Google Insight Demographic Shifts Women in Industry Selling Strategies
• Fishbowl Networking • Digital Marketing • Breakthrough Thinking • Process Improvement • Intentional Culture
Beyond the learning and networking, you will enjoy being in the heart of Miami Beach; steps from sizzling South Beach, high-energy night-life and world-class shopping. It’s the hottest material handling event of the year, don’t miss it! Register today! Visit www.mheda.org/convention2018 or call 847-680-3500. 38
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March 2018
WOMEN IN INDUSTRY SELLING STRATEGIES
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SUCCESS IS EASIER WHEN YOU HAVE A customer-focused supplier that understands your needs. Satisfied, loyal customers that can depend on you. A diversified customer base. Increased bottom line profit. Thombert is your SINGLE SOURCE SOLUTION for less frustration and more profit. Give us a call, kick back, and rest easy. It’s that simple! 316 E. 7th Street N. Newton, IA, 50208
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March 2018
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40
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March 2018
QUALITY& VALUE For Over 50 Years
Power Steering Units Cylinders Pumps Valves
New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts
15600 W LINCOLN AVE P.O. BOX 510269 NEW BERLIN WISCONSIN 53151 PH: 262-641-8000 FAX: 262-641-8010 A SUBSIDIARY OF HADER INDUSTRIES INC.
HYDRAULIC SERVICES AND MANUFACTURING www.haderind.com • e-mail: hadersales@haderind.com
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March 2018
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ANTI-SHOCK RACK COLUMN GUARD 100% high density recycled tire rubber Super shock absorption Affordable and effective rack protection Significantly reduces rack impact damage. No adaptors or anchor bolts required. Installs with tech screws.
IN STOCK
SHIPS NEXT DAY NATIONWIDE RACK REPAIR + PROTECT SERVICES
Manufacturers of RackmaX™ and EconomaX™ rack repair components, replacement cross braces and column protection. Factory RP-Pro technicians have an average of 15 years experience building and installing our rack repair components. For more information about our rack repair + protect products and services contact us at. Phone 800-708-1249 email: sales@rackmedx.com Ben 901-378-2309 Jim 901-378-2308
DC Service Systems, Inc. / RackmedX™ 42
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March 2018
Visit our website at rackmedx.com Dealer inquiries invited
**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
2012 TOYOTA 8FBCU25S
2012 TOYOTA 7FGCU35
2011 TOYOTA 8FGU25
Hours: 13,000 (Key)
Hours: 7,000
189”FSV Mast, Hours: 9,000
1 UNIT IN STOCK
2 UNITS IN STOCK
10 UNITS IN STOCK
$
8,500
$
10,900
$
11,500
2013 TOYOTA 8FGU30
2010 TOYOTA 8FGCU25
2001 TOYOTA 7FGAU50
147” Mast, Hours: 12,000
189” FSV Mast, Hours: 10,000
187”FSV Mast, Hours: 6,200
1 UNIT IN STOCK
2 UNITS IN STOCK
1 UNIT IN STOCK
$
9,900
$
6,900
$
10,900
FORKLIFTS & NARROW AISLE EQUIPMENT
AERIAL EQUIPMENT
2007 Toyota 7BRU23, 4,500 lbs., 36V, 270” Mast, Sideshifter (4 in stock)
2006 Genie S40, 500 lbs., Diesel
2010 Toyota 8BRU23, 4,500 lbs., 36V, 270” Mast, Sideshifter (4 in stock)
2007 Genie Z45/25, 500 lbs., Diesel, 45’
2011 Toyota 8FGU15, 3,000 lbs., LP, 189” Mast, Sideshifter
TELEHANDLER
2005 Toyota 7FG25, 5,000 lbs., Gas, 169” Mast, Sideshifter
2006 Terex TH842, 8,000 lbs., Diesel Fuel
Printed in the U.S.A. ©2018 The Ousset Agency, Inc. wo#5563
Available Used Equipment – More in Stock, Call Omar For Listing
1.866.506.2200 • omsh@shoppas.com www.shoppasmaterialhandling.com
15217 Grand River Rd • Fort Worth, TX, 76155 • P: 817.359.1100 • F: 817.359.1110
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March 2018
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New Products
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Interthor Reel Lifter handles reels in complicated places
Vestil introduces new fork truck reel attachment
When different reels, e.g. foil reels, paper reels, or cylinders, are to be positioned in unwinders, packing or production machines, the space is often limited around or under the machine. The reels are often placed inside the machine, where the maneuverability is limited. Positioning of the reels is difficult and hard for the operator. The Reel Lifter is the perfect partner for the Interthor Reel Rotator, which can take a reel from e.g. a pallet, rotate it and place it on the Reel Lifter. The Reel Lifter transports the reel to the machine and positions it gently in the right place. www.logitrans.com
Vestil Manufacturing Corporation has recently developed a fork truck reel attachment. Designed to provide a helping hand when maneuvering heavy, awkward sized reels; the device is constructed of steel with a powder coat finish for long term use while maintaining a smooth finish. The units simply attach to the forks of the lift and include two quick clasp chains for additional security. By placing the support bar through the opening of the spool, the forklift can then utilize the attached fork hooks to lift and maneuver the entire load to the desired location. www.vestilmfg.com
Smart process gating is reinventing muting When safety light curtains are guarding a danger zone where material must be moved automatically into or out of the zone, the muting technique is typically used. A new product, invented and offered by Leuze electronic now provides an easier and more efficient solution for this type of muting application without the need for additional sensors. Our innovative MLC 530 SPG (“Smart Process Gating”) light curtains, use a control signal provided by the PLC and the interruption of the protective field itself for bridging to the material transport. The SPG method meets the material transport requirements without the need for additional sensors. www.leuze.com
ALL Family of Companies adds eight units from Manitowoc The ALL Family of Companies is expanding its fleet with the purchase of eight cranes from respected manufacturer Manitowoc. The package includes two each of the MLC650 crawler, Grove TMS760E truck-mounted crane, and Manitowoc 999 crawler, plus two more truckmounted units: a Grove TMS800E and the all-new Grove TMS9000-2. The deal punctuated the final quarter of 2017. Upon receipt, the cranes will be deployed across the company’s network of branches, targeting markets where they are in the highest demand. www.allcrane.com
National Fleet Products’ ArtLift hoists up to 440 pounds National Fleet Products announced the introduction of its new ArtLift. Compared to hydraulic or pneumatic systems, the ArtLift is extremely lightweight, but it boasts a 440-pound lifting capacity that accommodates more than 98 percent of common freight. A powerful 12-volt electric motor provides the needed torque to smoothly rotate a worm gear that effortlessly lifts appliances, furniture, industrial equipment, and a variety of other conventional and unconventional cargo items to a height of up to 3.28 feet. The system’s compact design fits delivery vehicles of all types and is particularly well suited to vans and small box trucks. www.nationalfleetproducts.com
CLARK unveils “S-SERIES” line of internal combustion lift trucks CLARK Material Handling Company introduced the new S-SERIES forklift trucks, the latest advancement of its “heart of the line” family of internal combustion trucks. The S-SERIES is a “clean sheet” design initiative featuring collaboration among engineering, sales & marketing and end users across North America, Asia, Australia and Europe. Produced in both LPG, dual fuel and diesel configurations the S-SERIES platform is designed for use in all major global markets. The S-SERIES features SMART STRONG SAFE design elements. www.clarkmhc.com
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March 2018
47
New Products
See more new products online at www.MHWmag.com
Kubota unveils its best-valued utility vehicle yet
Smart Vision Lights expands mini ring light product family
Kubota Tractor Corporation enhances their current market standards with the introduction of the new RTV-X1120 models, Kubota’s most well-equipped utility vehicle at the best price among its competition. Designed for the commercial customers who use these machines for heavy duty work every day, the Kubota RTV-X1120 combines Kubota quality with enhanced power, torque and performance at a starting price point of $13,999 MSRP. The RTV-X1120 features a 24.8 gross horsepower diesel engine, dependable and ready for any job. Kubota-built and allterrain proven, the 3-cylinder liquid-cooled diesel engine has a well-earned reputation for providing extra acceleration and climbing power. www.kubotausa.com
Smart Vision Lights introduces its most advanced LED mini ring light — the RM140. The compact and powerful RM140 mini ring light is a low-angle ring light that works best for dark field ring applications. The light can also be used for radial illumination. The RM140 series features a sealed, IP65-rated aluminum housing and includes Smart Vision Lights’ built-in Multi-Drive™ constant current driver that allows the light to operate continuously or in OverDrive™ strobe mode. In addition, by regulating the current delivered to the LEDs and limiting their duty cycle, the Multi-Drive protects the highintensity LEDs from premature degradation and failure caused by excessive heat. www.smartvisionlights.com
New Liftomatic line of portable drum handlers Liftomatic Material Handling, Inc. recently introduced the Ergo-Matic® line of portable drum handling equipment. The Ergo line comprises a range of models and features for repetitive applications. The product family is fully modular and designed for efficient manual handling of a single drum. The ErgoMatic® line features high-lift capability up to 36” to double-stack drums, spark-resistant components for flammable areas, double “Parrot-Beak®” clamps for fiber and plastic drums plus special wheels and coatings for FDA Approved applications. Other features and options are available, along with off-the-shelf and custom solutions. www.liftomatic.com
New foot load cells eliminate bulky weigh modules A new line of foot load cells that can add accurate weighing capability to bins, conveyors, hoppers, tanks, and virtually any other platform has been introduced by Alliance Scale, Inc. Alliance Anyload® FatFoot Load Cells are compact machine feet that can be attached to virtually any platform to add weighing capability without the need for bulky weigh modules. Featuring a transducer which has a natural perfect linearity and a swivel foot with thread-in installation, they come in various capacities and have rubber boots that enclose the bearing area to help prevent foreign particles from affecting their long term accuracy. www.alliancescale.com 48
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March 2018
JW Winco announces availability of hygienic design cabinet JW Winco, Inc. announced the availability of GN 429 Hygienic Design Stainless Steel Cabinet "U" Handles. The RoHS compliant cabinet “U” handles are intended for use in hygiene areas. The sealed mounting surfaces enable fastening without dead spaces, while the high quality finish prevents adherence of dirt and facilitates cleaning. The matte and polished handle is made of stainless steel, while the FDA compliant sealing ring is comprised of a blue hydrogenated acrylonitrile butadiene rubber that is temperature resistant -77° F (-25 °C) to + 302 °F (+ 150 °C). www.jwwinco.com
Dematic announces solution for material handling productivity Dematic announces a new solution for customers looking to save space and improve product handling. The new Roller Non-Contact Accumulation (RNCA) Decline allows systems to accumulate and decline items on a single conveyor, reducing cycle time. The RNCA Decline combines accumulation, transport and decline functions, which provides reduced cycle times in a smaller space. This can benefit any operation, but is especially ideal for urban areas where space is expensive and same-day delivery is expected. In addition, improved positioning, tracking and control of containers prevent collisions, which limits product damage and saves money by preventing expensive re-work and returns. www.dematic.com
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▶E LECTRICAL / ELECTRONIC CONTROLS
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FLIGHT SYSTEMS INDUSTRIAL PRODUCTS New & Remanufactured Controllers, FSIP Battery Chargers, Displays & Joysticks 1-800-333-1194 Exclusive Distributor of the www.fsip.biz Xtender Battery Regenerator
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VULKO TREAD
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...The Exhaust Experts Phone: 847-487-2780 • www.blankeindustries.com
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▶ RACK / SHELVING ▶ New
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
▶ TIRES / WHEELS • • •
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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
▶ REPAIR SERVICES ▶ Motors (Electric)
Lift Up Your Business
...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
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ADVERTISE IN OUR SOURCE DIRECTORY! Reman Transmissions, Drive Units, Differentials & Torque Converters
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Remanufactured Transmissions, Engines, Torque Converters, Steer Axles, Overhaul Kits and Aftermarket Parts for: • Material Handling • Construction • Agricultural Equipment
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Advertiser’s Index ADVANCE METALWORKING COMPANY, INC.. . . 13
GEORGIA CENTER FOR LOGISTICS . . . . . . . . . . . 34
ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 15
GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . . 5
AMERICAN INDUSTRIAL TRANSMISSION INC. . . 37
H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 16
AMERICAN VULKO-TREAD CORP.. . . . . . . . . . . . 55
HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 41
ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 20 BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . . 8 CAMSO. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44 CLARK MATERIAL HANDLING CO. . . . . . . . . . . . . 9 CT PACKAGING SYSTEMS INC . . . . . . . . . . . . . . 18 DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 DC SERVICE SYSTEMS INC. RACKMEDX. . . . . . . 42 DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . 45 INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . 22 JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 52 KION NORTH AMERICA CORPORATION . . . . . . . . 2 MATERIAL HANDLING INDUSTRY (MHI) . . . . . . . . 4 MHCONX.COM. . . . . . . . . . . . . . . . . . . . 20, 21, 46 MHEDA. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38
PHILLIPS MINE & MILL, INC. (IRWIN TRANSPORTATION). . . . . . . . . . . . . . . . . . . . . 31 RESONANT DEALER SERVICES . . . . . . . . . . . . . . 26 RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . 35 SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 27 SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . 43 STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 29 SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . 18 SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . . 7 THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 19 THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 39 TRI-BORO SHELVING & PARTITION CORP. . . . . . 53
ECOTEC LTD. LLC. . . . . . . . . . . . . . . . . . . . . . . . 14
MHW. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24, 25
ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . 11
MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . . 3
FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10, 54
MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 20
COUNCIL (WERC) . . . . . . . . . . . . . . . . . . . . . . 40
FORKLIFTS & EQUIPMENT. . . . . . . . . . . . . . . . . . 33
NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13
WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 33
TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13, 56 WAREHOUSING EDUCATION AND RESEARCH
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TRI-BORO
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