June 2018 Material Handling Wholesaler

An Employee-Owned Specialty Publications International, Inc. Magazine

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June 2018

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June 2018 • Vol. 39 No. 6

Dean Millius General Manager/Publisher

22 | Human Element Caliper Corp.

Alva Coffman Account Executive

How to build a world-class sales organization

24 |

Sales Trends

Spencer Birkenholz / Eric Faramus Production Lead / Graphic Artist art@MHWmag.com

Jeffrey Gitomer

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.

26 | Your Business Eileen Schmidt

Cover Story

CECOR focuses on being - faster, better, smarter and safer

6 | Continuous safety programs combat complacency

Industry News

Susan Miller Hellert

39 Industry Insight

Email: dmillius@MHWmag.com • acoffman@MHWmag.com Material Handling Wholesaler reserves the right to reject or cancel any advertising for any reason, at any time. Advertisements that simulate Material Handling Wholesaler editorial matter in appearance or style or that are not immediately identifiable as advertisements are not acceptable.

Reader Resources

12 | Aftermarket Dave Baiocchi

40 Classified

16 | Bottom Line Garry Bartecki

In the next issue...

Let’s be careful out there

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June 2018

5

Susan Miller Hellert Safety is a major issue for warehouse management.

As technology increases, safety issues may change but their importance has not diminished. Today people and technology must co-exist for safety. In what a few years ago would have seemed science fiction, today’s warehouse is home to artificial intelligence, robots, driverless vehicles and more in an innovative landscape dedicated to safety, efficiency and productivity.

In 1970 President Nixon signed into law the Occupational Safety and Health Act. Since that time, occupational deaths have been cut by 62% and injuries by 42%. Despite these improvements, according to Martin Murray in Warehouse Safety and OHSA Standards of April 12, 2017, the fatal injury rate for warehousing industry remains higher than the national average for all industries. OHSA conducts 40,000 inspections each year with state offices contributing 60,000 more. These statistics indicate that while major advances have been made in the areas of safety and health, more are needed. The use of technology is proving to be a key to these improvements.

The DHL Supply Chain logistics specialist within Deutsche Post DHL Group has tackled a safety issue in Singapore where in 2016 2,000 incidents of workers being struck by moving vehicles needed to be resolved. With the use of wearable sensors to leverage technology the accident rate was successfully reduced.

In an August 24, 2017 article by Michael Poole in the Financial Times, a collaborative robot named “Sawyer” works safely with employees. This robot is responsive to touch and can be taught to do tasks without reprogramming to improve productivity by 15% 20%. Sawyer’s human coworkers agree that the robot can perform repetitive tasks that can cause injury thus improving their safety and health conditions.

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June 2018

The major reasons for OSHA citations are forklift trucks, hazardous materials, electrical safety, guardrails, respiratory protection and defective equipment. Forklift trucks contribute to 100 fatalities and 95,000 injuries each year. June 12, 2018 is Forklift Truck Safety Day to call attention to this issue. Training, driving at 5mph or less and maintaining safe clearances are factors in decreasing accident rates. Alpine Power Systems estimates that 70% of all accidents may have been avoided with proper training. Properly balanced loads, maintaining low loads, turning corners slowly and driving in only approved areas are the major methods for lessening the accident rate. WY East Products of Portland, Oregon offers a UV resistant low profile easily installed dome cover for forklift trucks. Company founder Steve Puls explained that these covers meet OSHA standards that specify “overhead guards shall not obstruct the operator’s view.” In addition the covers keep the operator’s vision clear of pooling or cascading water with ribs and gutters. The operator stays dry and comfortable in safety with high visibility.

OSHA requires evaluation of each powered industrial truck operator’s at least every three years.

Jacqueline Charlesworth of Forklift Safety Innovations advises that refresher courses should be conducted whenever accidents or near miss accidents occurs.

Retraining also needs to be required if any operator has a poor evaluation. Forklift Safety Innovations market DVD training kits to facilitate safety awareness.

Chemical hazards demand vigilance. Written spill control plans, protective equipment, safe storage, training and spill cleanup kits facilitate safe working environments. Respiratory protective equipment must also be provided and required. Fumes, dust, paint spray or other contaminants cause health issues if not properly removed.

Guardrails are an obvious safety device to ward off falls as are safety nets, warning lines and body harnesses.

According to OSHA another common problem is the failure to quickly replace or repair damaged equipment.

Legacy Supply Chain Services promotes safety through a checklist of eight factors each manager should review: • Post safety expectations • Set minimum safety standards •C reate periodic pop quizzes testing employee on their knowledge of workplace safety

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June 2018

7

Cover Story • Conduct safety sweeps

maintaining well lighted workspaces can prevent these frequent injuries.

• Provide training

Fire is a catastrophic hazard. All emergency exits must be clearly market and unobstructed. Following • Establish a safety committee building permits and codes are obvious and necessary • Ensure proper emergency signage safety requirements. It is important to have no exposed wires, no cords under flooring or carpets and no Rob Hirschberg of Alpine Power Systems emphasizes that safety is a top priority with productivity leaking flammable fluids. Rob Hirschberg of Alpine Systems stresses preventative maintenance on forklifts, and efficiency intertwined with safety policies. He batteries and chargers as crucial to reduce the chance of agrees that minimum standards must exist for all a fire. He adds that posting safety signs throughout the who enter warehouses. At Alpine visitors must be facilities warning employees of proper and acceptable accompanied by a supervisor and are required to wear behavior around forklift batteries and chargers is proper protective gear. very important. Also all fuel sources must be kept in Complacency can be dangerous. Mr. Hirschberg’s enclosed, certified and approved cabinet systems. Fire company conducts a continuous safety program to extinguishers need to be readily available and easily combat complacency. Their Stay Accident Free accessible throughout the warehouse. Of course, Everywhere program is promoted by human resources smoking must be strictly forbidden in all areas of the using informative emails, banners, apparel and warehouses. consistent training.

Ergonomics according to OSHA can be defined While employers have an ethical responsibility simply as the study of work. More specifically, to provide a safe working environment for their ergonomics is the science of designing the job to employees, safety is also a cost effective issue. The fit the worker, rather than physically forcing the expense of worker injury is estimated to be from worker’s body to fit the job. Adapting tasks, work $38,000.00 to $150,000.00. These costs can mean the stations, tools, and equipment to fit the worker can difference between a successful business and a failed help reduce physical stress on a worker’s body and enterprise. Establishing a culture of safety is vital. Ms. eliminate many potentially serious, disabling work Charlesworth sited successful implementation of safety related musculoskeletal disorders (MSDs). Ergonomics protocol at large companies such as Honda or Toyota. draws on a number of scientific disciplines, including She was impressed with the unity created with a shared physiology, biomechanics, psychology, anthropometry, vision toward stewardship of safety among employees industrial hygiene and kinesiology. Rob Hirschberg and employers. This stewardship must become a goal explained that Alpine Power Systems is ISO 9001:2015 to prevent death and injuries in the warehouse as Quality Certified with an emphasis on ergonomics well. Some companies believe a reward system may and employee safety. They use assembly lift tables, anti be important in establishing this culture of safety. fatigue mats, battery power jacks and forklifts to reduce A common conviction maintained by warehouse the chance of injury. employees and managers relating to this culture of When workers must twist their backs or over safety is accountability for everyone’s actions, a no extend for reaching, injuries are common. To prevent nonsense policy and immediate remediation of safety these problems proper training for lifting techniques issues. and using mechanical assistance for heavy or awkward Some of the more obvious and common causes of items must be provided. Brandy Farris Ware and Jeffrey accidents are slips and falls. Loose material or liquids Fernandez of JF Associates Inc., state that proper lifting on the floor contribute to dangerous falls. According techniques ensure the worker’s body is aligned with to Newcastle Systems May 9, 2017 article on the Top the part so that no back twisting is necessary and body 10 Health and Safety Issues in Warehouses using anti postures are close to neutral. Items should be placed at slip tape on floors, keeping boxes out of pathways and workstations with consideration given to frequency of use and weight and bulk of items. Mechanical assistance • Reward workplace safety

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June 2018

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Cover Story should be provided when necessary such as lifts, pickers, fork trucks, hand trucks, carts, conveyor roller tables, pallet lifts and scissor tables.

While operating a forklift truck in reverse, drivers often grab the overhead guard. This practice is quite dangerous as the operator’s hands go outside the safety of the driver compartment. Forklift Safety Innovations recommends their Comfort Back-Up Handle as a solution. The handle relieves back strain related to twisting as well as maintaining protection for the operator’s hands and arms.

Becky Boyd of Alpine Systems reiterated that materials piled excessively high cause not only overexertion but very real problems of items falling on workers. Using ergonomic workstations as well as carton and gravity flow systems installed into existing pallet racks can alleviate these injuries. The High Sight Wireless Camera System from Forklift Safety Innovations can be mounted anywhere on the forklift truck but is most commonly installed on the carriage in line with the forks. This allows the operator to retrieve a pallet from the racking even if it is out of sight or in a double deep rack. Up to four cameras can be paired to a single monitor thus allowing operators to have cameras around the truck in places they might not be able to see well. This system also allows the use of a SD card to record operation of the truck to confirm use, damage or accidents.

Bullying is a recent addition to safety issues in warehouses. OSHA requires employers to maintain an anti-bullying policy. Bullying is defined by OSHA as the repeated, malicious, health endangering verbal and non-verbal mistreatment of one employee by one or more other employees. In an April 13, 2018 article in EHS Today (Occupational Safety and Health magazine founded in 1938) David Sparkman asserts that 51% of employees report being bullied and distressingly 83% of bullies are supervisors. These statistics indicate the importance of bullying as a safety issue. Sparkman declared that creating and communicating a policy in an employment manual or posted is simply not enough.

Each allegation must be taken seriously and investigated with immediate corrective action in a no tolerance atmosphere.

Safety in the warehouse must be proactive.

Education, training, technology and safety products 10

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June 2018

all contribute to increased safety but the ultimate responsibility rests with the cooperation between employers and employees. Clearly stated policies, accountability and shared stewardship of the workplace are necessary components in a culture of safety that contribute to efficiency and productivity as well for the benefit of all.

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.

FOR MORE ARTICLES GO TO www.MHWmag.com

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11

Aftermarket Dave Baiocchi

We’re number 1 We have talked at length this year about how to communicate with customers. Our visual, verbal and in-person contacts with customers are the baseplate on which they build their opinions and assess our value to their organization. In a personal contact, experts say it only takes seven seconds for the other party to form an initial impression about you, and subsequently, your organization.

navigated the sales process. What did they open with?

What questions did they ask? How well did they communicate? What did they spend their time talking about? With rare exceptions, most auto dealerships did, (and still do), a less than stellar job when it came to customer engagement. The process quickly degenerated into a price volley, back and forth, with plenty of “let me talk to my manager” moments.

This is why it’s vitally important to engage customers on purpose and find ways to quickly and artfully express messaging that properly sends the image that you want the customer to have. I spend a great deal of time in my consulting work teaching dealers to: “Create your image on your terms.” We have so many opportunities to do this every time we engage a customer. Sadly, many dealers don’t do this on purpose. Sadder yet, many have not assessed or defined their value proposition in ways that their employees can easily communicate.

One thing that both I and Mark noticed about every dealership was the way they were fixated on being “number one.” During our last stop of the day, we were laughing about how EVERY dealer we visited was the number one dealer in Houston.

A salesman behind a partition heard us, stood up and popped he head over the wall, and said “but we really ARE number one! Mark stood up and replied (louder than he needed to), “I really don’t care if you’re number one. NOBODY cares about that. All I want is to get a good deal on the car I want, and to get out of here in less than 4 hours!”

Defining, and being able to articulate a company’s value proposition is what separates market leaders from mediocre performers in our industry. Being able to CONVEY and actively replicate that message to every person in your company that interfaces with a customer, is what can move you from a simple market leader to a position of market dominance.

A hush fell over the showroom. How could this be? How could customers not value the coveted number one status? It was unthinkable!

Over 30 years ago (wow, time flies), I was visiting a friend in the Houston area. I had met Mark while attending college, and years later he would be a groomsman at my wedding. While I was there, Mark and I went out car shopping. There was a certain model of car that he was looking for, and he wanted to visit several area dealers and see what kind inventory they had on hand, and what kind of deal he could get.

What is really amazing to me is that nothing has changed in over 30 years. Automobile OEM’s and dealers alike, spend untold millions of dollars on advertising campaigns that still have the central theme of “we’re number one.” How many people make their final buying decision based on the awards granted by J.D. Power & Associates? I’d venture to say few, if any.

All of the plaques adorning the dealership’s wall, and all of the emblems on the letterhead distinguishing an organization as a “dealer of excellence” are certainly a valid source of pride and measure of accomplishment for the dealership. I’m not discounting this. These awards are important, both for the dealer and the OEM. They are a touchpoint that builds morale with employees. But, what do these awards really mean to your customers?

At that time in my life I was a territorial equipment salesman for a Caterpillar forklift dealer. One of the things I enjoyed was watching how other salespeople

“We’re number one” is not the only low value claim out there. Another one is: “We’re the biggest dealer in the (insert territory here).” Many customers

Without a well-defined and properly communicated value message we end up with the trite, tired, worn-out platitudes that even large companies still use to try and get the customer to pay attention to them.

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June 2018

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Aftermarket have come to the conclusion that bigger is not necessarily better. Again, we make “size” sound like a value, but a customer who has never done business with you before may worry that your immensity may cause you NOT to focus on THEM. Just because your company has 15 branches, doesn’t necessarily guarantee that the customer will consider that as a point of value.

I have gone back to my “we’re number one” experience many times over the course of my career, if only to remind myself that it doesn’t matter what I value, or even what I think the customer might value. The secret to resonating with a customer, is to discover what matters to the customer and stay focused ONLY on addressing those issues. Your value statement has to be client focused, and widely appealing to the customers in the marketplace you are serving.

When engaging customers, your goal should be to translate every capability that you articulate into a customized value point. I like to use the phrase: “what that means to you.” For example: “Our service department has earned OEM Platinum standing for five Custom Material Handling Equipment

straight years.” This statement, on its own, means very little to a customer. So, let’s change the statement.

“Our service department has earned OEM Platinum standing for five straight years. What that means to you is that the technician we are sending to repair your equipment is trained, certified and capable.

It means our service vans are properly stocked with the right parts, and it means that our ratio of ‘first time fix’ is over 80%.”

This second statement connects the award with multiple value components that are significant and really mean something to the customer.

I even use the “what that means to you” method when reviewing my own bio during a training session.

My standard bio includes the distinction of being awarded by Unicarriers, with a “Pinnacle” award for “lifetime achievement in aftermarket sales.” I usually follow that up with this statement: “This award certainly means a great deal to me. What it means for you is that this OEM recognized meaningful value in the programs, policies and training that I put in place at my dealership. I am here to share those same practices with you.”

The bottom line is to know your value statement.

Also know that those people representing your value both understand and are able to articulate your dealerships value confidently. Most important of all is their ability to connect these points of value to the individual needs and desires of the customers being served.

Doing this produces resonance, and success normally follows.

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Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 33 years in the equipment business as a sales manager, aftermarket director and dealer principal. Dave now consults with dealerships nationwide to establish and enhance best practices, especially in the area of aftermarket development and performance. E-mail editorial@mhwmag. com to contact Dave.

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Bottom Line Garry Bartecki

Let’s be careful out there Remember the TV program “Hill Street Blues?” It was one of the most popular cop shows on TV. At the beginning of each show the sergeant would brief the troops and his last statement to end the briefing would always be “Let’s be careful out there!” Good advice for their line of work.

This month I am going to give you that same advice. Lift truck dealers…..Be careful out there.

Why? For a lot of reasons. Some of these being: Disruption is with us Business is very good right now but as we all know the lift truck market can turn on you at any time.

But this time is different because the entire material handling industry is going through disruption just like many other industries. Consequently, just riding out the storm (recession) that is sure to come may not be enough this time.

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It does sound like a pure rental transaction because that’s what it is. A rental company owns 100% of the equipment and the associated ownership and operating risks. It a unit breaks they fix it or replace it. If a customer needs more units the rental company will add them. If the customer needs fewer units they can return the excess units to the rental company. The customer only gets what they really need and want – to move product when they need to at the lowest cost possible.

The point here is, even though you have plenty of experience riding out recessions, this time your ability to recover lost gross profits that get you back to a 100% absorption rate may not be there to take advantage of.

Unit sales margins will be further squeezed. Parts sales may not recover and your ability to renew profitable rental transactions may be almost impossible to do.

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It is also no secret that the equipment distribution model is moving to a more value added service as opposed to a transaction where customers have to own or lease units. In short, they would rather just have units available as a service to move product when they need to move it. If they could avoid negotiating to purchase or lease units with associated maintenance services, and still find a way to have the utility of the units on hand to move product, I am sure they would consider it. Does this sound like a pure RTR transaction?

Could your company deliver this type of transaction? Maybe, but only after a lot of changes are made, some of which will lead to interesting discussions with OEM’s.

• Move more material with fewer moves.

16

I believe we can all agree that OEM’s would love to have fewer dealers to deal with. So they will help consolidate the industry and as a result be able to improve their marketing and sales effort, increase the number of national accounts, start selling parts direct and increase sales to rental companies. Where does that leave you? And, even after doing all of this, they will still expect you to hit your market share numbers.

June 2018

It will take time for a lot of these changes to take place, but they are on the way and require every dealer CEO to take steps to investigate and mitigate

Bottom Line these industry changes so that company profits and shareholder value are at least maintained at current levels.

The value of a dealer seems to ride with the economic cycles. And most of you are pretty good making it through the recession and recovering lost value caused by the downturn. But what it is worth today may not be attainable five years from unless ownership takes steps to go with the flow and adjust their income steams to meet projected market conditions. From my perspective if you are close to getting out, now may be the time to investigate that option.

from the sale of your business assets. The link for more information is http://info.csgpartners.com/esopsummit.html. Check it out.

Other tips of the day When you receive your 2017 company tax return, turn around and ask your CPA to run the 2017 numbers using the new tax bill. It will help you avoid surprises.

Take it with you

How to protect your investment Really evaluate where you are with your dealership. No BS allowed. Be realistic. The numbers should be good right now, good enough to prepare a reasonable estimate of what it is worth.

Also evaluate your ability to find other income streams you can sell to your customer base other than lift trucks.

See if you find some related lines you could give you a higher absorption rate.

I am not suggesting you will go out of business. What I am suggesting is things are changing and if you don’t invest in your company to adopt these changes the value of your business will depreciate to a lower number than you have today.

Remember, last month I mentioned the ESOP Summit I am participating in May. ESOP’s, if you qualify, can deliver much higher net sales proceeds

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Check out your tax situation regarding the sale of your business assets. While you are at it why don’t you calculate your normalized EBITDA numbers for the last three years and also work up an OLV estimate of what your rental fleets and inventories are worth.

If you need some help doing this give me a call 708 347 9109 or email at gbartecki@comcast.net.

To find out how Akro-Mils products can help your business handle all of its storage and material handling needs. visit us online at akro-mils.com.

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June 2018

17

Bottom Line There is a lot of interest in switching from a flowthrough entity to a C-corp because of the new lower tax rates. This may work in the interim but C-corps produce a double tax on the sale of business assets that you may not want to incur. And I suspect that most of you will have tax depreciation deductions to offset a substantial portion of your taxable income, perhaps making the switch to a C-corp not really necessary.

FYI, an ESOP transaction would eliminate the double C-corp taxes.

liability away from management. You certainly don’t need a 64-year-old employee losing 40% of their retirement money and then attacking management because they were not properly educated about investing for retirement.

Other tax issues to consider….all entertainment expense is no longer deductible…..allowances you give to employees have new tax ramifications. Better know what they are.

As I said before ….LET’S BE CAREFUL OUT With the stock market being what it is many THERE! dealers could have employees close to retirement with a substantial portion of their retirement assets in equities.

Garry Bartecki is a CPA MBA with GB Financial Services LLC. That is their decision to make as long as your plan third E-mail editorial@mhwmag.com to contact Garry. party administrator has properly educated employees of the risk of holding a substantial portion of equities when close to retirement age. Dealer management has a fiduciary responsibility to see to it that employees are properly educated about markets and risk assessment.

Please check with your third party administrator that they have accepted this fiduciary responsibility as part of their contract and have had management follow all the compliance steps required to keep any potential

FOR MORE BOTTOM LINE ARTICLES GO TO www.MHWmag.com

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June 2018

UNIT

YEAR MODEL

MAST

HYD

UNIT

NOTES

IC CUSHIONS

YEAR MODEL

MAST

HYD

20189 2012 Cat 2C5000

83/187 4 Way 4Way

19835 2011 Cat E4000

83/189 3 Way S-S, Forks

20301 2012 Cat 2C6000

88/199 3 Way S-S, 42” Forks

20160 2011 Hyster E30XN

82/126 3 Way 3Way, Forks

20585 2012 Cat 2C6000

88/199 3 Way S-S, LBR, 42” Forks

20162 2011 Hyster E30XN

82/126 3 Way 3Way, Forks

20670 2012 Hyster S60FT

88/187 3 Way S-S, LBR, Forks

19870 2011 Hyster E30XN

94/216 3 Way S-S, 42” Forks

20707 2004 Mitsubishi FGC20K 78/216 3 Way S-S, LBR, Forks

20295 2013 Hyster E50XN-33

82/189 4 Way 4Way

20186 2013 Mitsubishi FGC20N 88/199 3 Way 3rd Valve, Forks

19033 2008 Hyster E65Z

88/194 4 Way S-S/F-P, 60” Forks

20708 2003 Mitsubishi FGC25K 84/240 3 Way S-S, LBR, Forks

20221 2012 Yale ERC030VA

94/216 3 Way S-S, LBR, 42” Forks

20055 2012 Mitsubishi FGC25N 83/187 3 Way PAINT, S-S, Forks

20222 2012 Yale ERC030VA

94/216 3 Way S-S, LBR, 42” Forks

20620 2012 Yale GLC050VX

83/189 3 Way S-S, LBR, Forks

20667 2012 Yale ERC030VA

82/187 3 Way S-S, LBR, Forks, “EE” Rated

20621 2013 Yale GLC050LX

85/188 3 Way S-S, LBR, Forks

20612 2007 Yale ERC040AH

82/187 3 Way S-S, Forks

17140 2008 Yale GLC070VX

85/181 3 Way S-S, LBR, 48” Forks

18962 2010 Yale ERC050VG

83/189 3 Way S-S, 48” Forks

17795 2012 Yale GLC070VX

88/187 3 Way 3Way

17796

18596 2010 Yale ERC050VG

85/195 3 Way S-S, Forks

2012

Yale GLC070VX

88/187 3 Way 3Way

17797

20345 2010 Yale ERC050VG

83/189 3 Way S-S, Forks

2012

Yale GLC070VX

88/187 3 Way S-S

20347 2011 Yale ERC050VG

83/189 3 Way S-S, Forks

19625 2012 Yale ERC050VG

84/189 3 Way S-S, Forks 88/187 3 Way 60” Forks

IC PNEUMATICS 20332 2012 Clark CQ30L

86/189 3 Way 4Way, S-S/F-P, 72” Forks

18305 2009 Yale ERC060VG

20737 2009 Doosan G25E-5

84/186 3 Way S-S, Forks

STOCKPICKERS

20714 2008 Hamech G32T-16

98/203 3 Way S-S, 42” Forks

17839 2010 Atlet PPC

0/56

20717 2008 Hamech G32T-16

96/203 3 Way S-S, 42” Forks

20425 2004 Crown SP3200

95/213 1 Way 42” Forks, Pallet Clamp

20627 2008 Hamech G32T-16

103/203 3 Way S-S, 42” Forks

20508 2008 Crown SP3505-30

90/195 1 Way Pallet Clamp, 42” Forks

18623 2010 Hyster H50FT

84/189 4 Way 4Way

20499 2008 Crown SP3505-30

90/195 1 Way Pallet Clamp, 42” Forks

19767 2012 Hyster H50FT

84/189 3 Way PAINT, S-S, Forks

20724 2008 Crown SP3505-30

90/195 1 Way Pallet Clamp, 42” Forks

19076 2010 Hyster H60FT

118/181 4 Way S-S/F-P, Forks

20725 2008 Crown SP3505-30

90/195 1 Way Pallet Clamp, 42” Forks

20370 2012 Hyster H60FT

87/181 3 Way S-S, LBR, Forks

20641 2006 Hyster R30XMS2

95/213 1 Way 42” Forks, Pallet Clamp

19839 2012 Mitsubishi FG15N-LP 84/188 3 Way S-S, 42” Forks

20531 2012 Hyster R30XM3

105/240 1 Way 42” Forks, Pallet Clamp

20616 2013 Mitsubishi FG25N

84/188 3 Way S-S, LBR, Forks

20312 2003 Yale OS030ECN

95/213 1 Way 48” Forks, Pallet Clamp

19373 2012 Yale GLP030VX

84/187 3 Way S-S, Forks

18774 2006 Yale OS030ECN

89/195 1 Way 42” Forks, Pallet Clamp

19310 2013 Yale GLP030VX

84/187 3 Way S-S, Forks

19538 2006 Yale OS030ECN

89/195 1 Way 42” Forks, Pallet Clamp

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June 2018

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June 2018

21

Human Element

Agota Alvarez, Caliper Corporation

How to build a world-class sales organization The world of sales is changing, and top sales leaders are changing with it. Building a world-class sales organization starts with building a world-class buying experience for your clients – and the key to this process is developing true relationships between salespeople and customers. These days, it is not about pushing products; it’s about creating an experience and a relationship that addresses clients’ needs.

The selling climate today The world we live in is becoming more dependent on technology and digital communication, and industries are changing as a result. The average customer is changing, as well. Today’s customers are coming in prepared with information they have gathered from web sites, social media and word of mouth, and they are expecting more from salespeople than ever before.

Given the changing landscape of the marketplace, salespeople can no longer simply stick to what has worked in the past. Buyers are coming in prepared, and most customers have made their buying decisions before ever interacting with a salesperson. The sales process no longer simply entails showing up and attempting to close the deal. To be successful, salespeople must be experts who can read the customer, learn quickly, be resourceful and connect the dots for the customer. Salespeople must become trusted advisors who provide insight, not just information.

What can sales leaders do?

Today’s sales leaders are faced with the challenge of creating a better, more efficient sales organization.

Gerhard Gschwandtner, founder and CEO of Selling Power, explains that sales leaders need to ask themselves the following questions: • Do I hire the right salespeople?

•D o I give them the right start, with comprehensive training on company culture and professional selling skills?

•D o I provide the tools needed to succeed, and do I give the right coaching?

22

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June 2018

According to Mr. Gschwandtner, “Sales managers should not be numbers catchers, but people developers.” Coaching and development should be a priority.

“As a coach,” he says, “you want to look at two things all the time. First, is the salesperson setting high enough standards and high enough goals? And second, which is more difficult, what are the self-imposed limitations that salesperson believes they have?”

This requires listening on the part of sales leaders, as they must try to uncover the hidden obstacles and internal roadblocks their salespeople have in place.

How do we get there?

It is critical for sales leaders to understand the strengths of their sales team. Tom Gartland, president, North America at Avis Budget Group, states that a major goal for sales managers and leaders is “ensuring that you have the right people in the right jobs.”

According to Mr. Gartland, “You have to be able to assess that, be decisive and move on.”

He recommends matching words to actions. It is important for sales leaders to get to know each individual on the team, understand his or her role, and use that knowledge to create the best team possible.

In order to do that, Mr. Gartland says, you have to, “invest the time in them to understand them personally, their strengths, their development areas and then make a decision and put the right team on the field. And support them.”

Implementing the solution The key to mentoring your sales team is listening carefully to what the salesperson is experiencing and seeing how they respond. To help your salespeople adapt to this new business environment, add some innovative or creative aspect to their standard methods of operation. Salespeople must learn to adapt to this new type of customer in order to create that worldclass buying experience, and doing so involves thinking about how to sell to an organization in a way that makes a difference to them.

Human Element Salespeople today must develop the required business acumen and learn to connect the dots to address crucial aspects of the client’s business.

Sales leaders have to focus on the knowledge and motivations of each team member and then predict how they will respond to sales situations and whether they will be successful. It is no longer as simple as identifying a hunter or a farmer. Those models are outdated, and sales leaders must create a new sales force that possesses the knowledge, insight and resourcefulness to adapt to the new business environment and consistently provide a world-class buying experience to clients.

This process begins with assessing your sales team by using a valid and reliable personality assessment.

Sales leaders can use the information gathered from the assessment in coaching initiatives, three-sixty engagements, and even talent audits. Mr. Gartland told us how his experience with the three-sixty approach: “I’ve been through the process, and so has my team, and we’ve all discussed these openly.” These open discussions allow team members to understand one another’s strengths and areas in which they struggle.

“We’ve done three-sixtys on all of us, including myself,” Mr. Gartland continues, “and I know the areas where I’m vulnerable.” Once all parties understand their behavior dynamics and motivations, members of your sales team can work together to make decisions and move forward to create a world-class buying experience for clients.

“Be totally open to the diversity of ideas that your new team is going to bring. Get shoulder to shoulder with them; work with them,” says Mr. Gartland. In order to create a sales force that will understand your clients, you need to truly understand the members of your team and ensure they are placed in roles in which they will succeed.

Agota Alvarez has been with Caliper since 2005 and currently serves as Caliper’s Content Marketing Manager. 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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June 2018

23

Sales Trends Jeffrey Gitomer

Elevator selling.

New heights in networking.

Going up? More than 10 floors? I challenge you to try to get a business card or lead on your next elevator trip.

Thousands of people take the elevators every day.

Usually in dead silence. Company presidents and salespeople in the same elevator and no one is speaking.

That's no fun. I have taken a new approach to elevator riding – trying to meet someone and get a card or a lead every time I go up or down and there's someone else in the car.

Here's how it works: 1. I watch who enters or see who is on when I enter. I try to select the best prospect from among the passengers. If there's only one other passenger the choice becomes infinitely more clear.

2. I immediately engage him or her with a statement or question – usually humorous.

3. I f they laugh or smile, I say "What do you do?"

What do you do is the operative line in this process. In four words you have struck the target in the bullseye. It's quick, exactly to the point and non-threatening.

4. T hey will immediately tell you what they do.

(People love to talk about the subject that interests them the most – themselves.)

5. I f they seem to be a prospect, you close with "Give me your card and I'll send you some information I think you can use."

6. H e or she gives you the card before the door opens and you win the game.

7. Give him or her your card. Shake hands firmly.

8. You follow up within 24 hours.

Your opening line on the follow up call is easy.

"I'm the guy in the elevator, I finally got off and thought I'd give you a call," and both of you will laugh.

Personal experience: On my way up the elevator to the Business Journal last week I engaged a clean 24

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June 2018

cut, good looking young man and learned he had just started selling life insurance. A great prospect. We exchanged cards. That night HE CALLS ME to be sure I sent him the information I promised, and to try to sell me insurance. He didn't, but he became a customer of ours yesterday. I guess it works both ways. But it works!

And remember, every CEO and bigwig in this city gets on an elevator. Want a chance to meet him or her? Just start talking. Any time you're in any elevator it will work.

Here are some additional guidelines for successful elevator networking: •Y ou ain't got much time. Start talking immediately upon entering the elevator. Try to say the line "What do you do," before the elevator begins to move.

•H ave your cards in your shirt or jacket pocket so you can get to them in a second.

•D on't press. If the person chooses not to talk, let it be.

• Men will be more receptive than women.

• I f it's a hot one, get off the elevator on the prospect's floor if you haven't completed the deal.

•M en – don't follow women off the elevator – these days you're likely to get a kick in the groin or a face full of mace, if she feels you have the wrong intentions.

• I f you didn't get all the info, watch which way they turn, and follow up with a cold call.

• I t's awkward the first few times. Practice until you can get the person to smile and respond to your opening remark before the elevator door closes.

Try this approach: Get on the elevator at the top floor, tell the person you have a deal for them and you can get them in on the ground floor – in fact, we'll be on the ground floor in 30 seconds! If they laugh, you've got 'em.

Sales Trends It's fun, you get to build communication skills, you become a bit bolder, you meet new people, and you'll make a few sales. Try 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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June 2018

25

Your Business Eileen Schmidt

CECOR focuses on being - faster, better, smarter and safer For over six decades, CECOR has created sump cleaners and carts focused on several simple but important concepts - faster, better, smarter and safer.

“CECOR believes a clean work environment produces higher productivity,” said Rose Peterson, sales and marketing manager, in an email interview with Material Handling Wholesaler.

“Our products keep production areas clean. A clean work area improves productivity, makes better use of space and manpower, and reduces on-the-job injuries.

Our carts keep scrap off the floor and make it easy to transport and dump heavy loads,” she said.

CECOR designs and manufacturers two lines of products; Sump Shark sump cleaners and industrial dumping carts and containers. The latter includes dumping carts, material handling carts, and tilt trucks used in a variety of industries, said Peterson, who

said the company’s two lines of products share equal importance in the business.

CECOR’s Sump Shark sump cleaners are industrial sludge vacuums that suck out and filter industrial fluid.

And “the carts were originally designed for and are popular with the machining industry because they come in a variety of configurations, some with low profiles to fit under machine tool discharge,” Peterson said. “Also, they are very durable. Made of heavy gauge steel, the seams don’t leak and they hold up in very tough environments.”

The CECOR carts are unique for offering multiple dumping method options and a small footprint, according to Peterson. “Because space is usually limited, we manufacture a companion dumping frame which attaches to a fork lift or hook hoist and picks the cart up to dump. So they hold more and have a smaller

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Your Business footprint than a conventional rocker-style hopper,” she said.

Carts can also be equipped with fork pockets for use with a rotating fork lift attachment or Tee-cleats for use with a hydraulic dumper,” Peterson said.

Serving customers in the machining business ranging from small machine shops to large international companies, along with a wide range of manufacturing companies utilizing its carts, CECOR has a diverse client base.

Being customer-focused has been and continues to be of key importance, according to Peterson, who said CECOR can “add options or make changes to our standard container line to meet individual needs.”

CECOR was founded in Verona, Wis., in 1955. A facility was constructed there in the 1960s and added on to three times in the following years.

This year, the business moved to a new, larger facility ten miles south in Belleville responding to a recent challenge of needing more operating room, according to Peterson.

Throughout its 60 years in business, CECOR has encountered many changes, including the way equipment is purchased and shifts within the manufacturing industry itself, Peterson said.

But the company has maintained a steady presence.

“We make quality products and through good times and bad, our customers have stuck with us,” Peterson said. “Other companies have left the field and new ones have sprung up, but we still believe we are the best at what we do.”

CECOR’s product lines are built to last. “They are constructed of heavy duty steel and don’t leak. There are (CECOR) carts out in the field that are forty years old and still being used,” Peterson said.

Longevity is important to the company in its human relations as well.

“The employees at CECOR believe in what we do and what we stand for. Most of our employees have been here for many years and know our products well,” Peterson said.

Eileen Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 12 years. Email editorial@mhwmag.com or visit eileenmozinskischmidt.wordpress.com to contact Eileen.

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June 2018

27

Nuts & Bolts

Acquisitions, expansions & other business news

Combilift announces new jobs and opens new headquarters Combilift has set the benchmark for mass production of customized innovative products according to Martin McVicar, Managing Director.

Mr McVicar was speaking at the official opening of the new Combilift global headquarters. Built at a cost of €50 million, the new 500,000 sq.ft (46,500 sq. m) global headquarters and new manufacturing facility will allow Combilift to double production. Established in 1998, Combilift currently exports 98% of its products to 85 countries through its 250-strong international dealer network. Combilift is celebrating its 20thyear anniversary of lifting innovation. www.combilift.com

FlexMove, Geppert-Band merge into Dorner In a move that combines more than 100 years of conveyance expertise, Dorner Holding Company, the parent company of Dorner Mfg. Corp., FlexMove and Geppert-Band GmbH is merging the three entities into one consolidated brand: Dorner. The new Dorner boasts a global workforce of more than 400, and brings a diverse conveyor automation product line and extensive application knowledge to industries around the world. The headquarters will remain in the United States, with manufacturing facilities in Germany, Malaysia and Mexico, and a sales and engineering office in Canada. www.dornerconveyors.com

Alta Equipment acquires Elite Heavy Equipment Services Alta Equipment Company® (Alta) announced that it has acquired Elite Heavy Equipment Services, LLC (Elite). Founded in 2008, Elite was the premier independent heavy equipment field service company in Illinois. Alta will take over the operations of its Spring Grove, IL facility and retain all Elite service technicians. “Elite was well known in the Illinois construction market for hiring the best technicians and providing outstanding customer service,” says Ryan Greenawalt, CEO of Alta. “This acquisition will jump 28

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June 2018

start our ability to service our construction customers and position Alta as the service leader in the Illinois market.” www.altaequipment.com

MHI announces 2018 MHI Innovation Award winners During MODEX, MHI Industry Night featured comedian Jim Gaffigan. MHI donated $45,000 in ticket sales from the event to the Material Handling Education Foundation, Inc. At Industry Night, MHI announced the 2018 MHI Innovation Award winners.

Best Innovation of an Existing Product Winner ELOKON GmbH for ELOshield - Proximity Detection System Best IT Innovation Winner Yard Management Solutions for Eagle Eye Yard Management Software Best New Innovation Winner The Raymond Corporation for the Raymond Virtual Reality Simulator The winners of the 2018 MHI Young Professional Network (YPN) awards were also announced at this event. Winners are as follow.

•T he YPN Mentor Award Winner - James Radous of UniCarriers Americas •Y PN Outstanding Young Professional Award Winner - Brian C. Neuwirth of UNEX Manufacturing Lastly, congratulations to Gary Braaten of Ubimax, Inc. who won the door prize Trip of a Lifetime vacation at a $30,000 value at Industry Night. We look forward to seeing photos from Gary's adventure. www.mhi.org

**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

2010 TOYOTA 8FGCU25

2007 TOYOTA 7FGKU40

2013 TOYOTA 8FGU30

189” FSV Mast, Hours: 10,000

187”FSV Mast, Hours: 6,200

147”Mast, Hours: 12,000

2 UNITS IN STOCK

1 UNIT IN STOCK

1 UNIT IN STOCK

$

6,900

$

10,900

$

9,900

2012 TOYOTA 8FBCU25

2012 TOYOTA 8FGCU25

2013 TOYOTA 8FGU30

Hours: 13,000 (Key)

Carton Clamp, Hours: 9,000

147” Mast, Hours: 9,000

10 UNITS IN STOCK

1 UNIT IN STOCK

2 UNITS IN STOCK

$

8,500

$

12,900

$

11,500

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#5637

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

www.MHWmag.com

June 2018

29

Shifting Gears

Industry personnel and organization news

JW Winco celebrates 40 years of strength in standard parts

Unicarriers Americas celebrates top dealers and sales reps

May marks the 40th anniversary and success of JW Winco, Inc., a Ganter Company. Since its beginnings in 1978, family-owned Winco continues to lead a new generation of innovation and solutions for the standard parts industry. Winco saw sales increase by 10% to over $16.5 million in 2017 from its North American Divisions and sees continued growth in 2018.

Over the past 10 years, Winco has greatly increased capacities to fulfill the demand experienced by expanding staff and sales channels in the US, Canada, and Mexico. JW Winco now has more than 60,000 sku’s in stock and has introduced over 500 new and expanded series of inch and metric size standard product offerings, including modern hygienic design components. JW Winco has also expanded its shop, assembly, and machining facility to improve the company’s capabilities and flexibility to upgrade and deliver special customer requests even in small quantities. www.jwwinco.com

UniCarriers Americas Corporation (UCA) celebrated its top dealer personnel during UCA’s annual Pack for the Sun sales trip last month. An estimated 50 dealer personnel and their guests traveled to sunny Punta Cana, Dominican Republic where they were recognized for top sales performance.

Pack for the Sun winners are selected based on the number of new units and aftermarket parts sold. To qualify for the trip, UCA sales representatives were entered into contest groups determined by their dealership’s market size.

During the trip, two UCA Pinnacle award winners were announced; the Pinnacle award for New Equipment Sales was given to Henry Hannan of M&L Industries, and the Pinnacle award for Aftermarket Parts went to Jeff Stehley of Capital Equipment and Handling. The Pinnacle award is a lifetime achievement award given to the most successful sales professionals in UCA’s dealer network.

Pack for the Sun attendees enjoyed many perks and activities during their trip including a welcome reception on the beach with live entertainment, a golf outing, an awards reception and dinner, and a VIP Catamaran tour. www.unicarriersamericas.com

Crown Equipment recognizes top distributors in Latin America Crown Equipment Corporation recently honored its top-performing distributors in Latin America and the Caribbean. Five distributors earned Ascent Awards for delivering outstanding sales and service performance results in 2017.

The 2017 Ascent Award winners are IMEQ Dominicana, S.R.L. (Dominican Republic); Marine Power, Ltd. (Cayman Islands); Momatt S.A. de C.V. (Mexico); Montacargas y Accesorios de Nicaragua, S.A. (Nicaragua); and Sistemas y Proyectos S.A. (Guatemala). This is the second Ascent Award for Montacargas y Accesorios de Nicaragua, S.A. and the third for both Marine Power and Momatt S.A. de C.V. IMEQ Dominicana, S.R.L. has earned this award every year since its inception in 2004. Momatt was also last year’s Summit Award recipient for outstanding achievements in sales and customer satisfaction. www.crown.com 30

www.MHWmag.com

June 2018

FOR MORE SHIFTING GEARS ARTICLES GO TO www.MHWmag.com

Introduces

“Team-Up” Safety Initiative FE A S N U T R O P E R & E IZ N G RECO S N IO IT D N O C K C A R E G A R STO REPAIR WHEN:

COLUMN

STRUT

corner deflection is greater than ½"

down aisle deflection is greater than ½"

front to back deflection is greater than ½"

missing or torn struts broken welds

diagonal deflection is greater than ½"

horizontal deflection is greater than ½"

FOOTPLATE sheered or missing

loose anchor nuts

twisted/ missing anchors

disengaged or damaged beam end plate

LOAD BEAM

missing or damaged safety clips/ retainers

damaged

To purchase posters and to get additional information on storage rack safety, visit

LEctIoN bEAM DEfStan dard:

Reference d with product When the beam is loade than the allowable and bends down more be replaced. must beam the , ction defle ALLoWAbLE LENGtH of bEAM = DEfLEctIoN 180

MacRakSafety.com Deflection Gap

Examples: 1/2" 96" ÷ 180 = .53" or 13/16" 144" ÷ 180 = .8" or

Reference Line

1 - 2012 specifications

Based on RMI/ANSI 16.

Member

SAFETY

MacRakSafety.com

Visit Our Website

Watch Our Video

SAFETY

SAFETY

© 2018 Mac Rak, Inc.

All rights reserved.

www.MHWmag.com FETY

June 2018

31

Shifting Gears

Industry personnel and organization news

Shoppa's Material Handling enhances sales team

Wisconsin Lift Truck plans for railcar mover facility in West Salem, WI

Shoppa’s Material Handling is proud to announce the addition and promotions of several strategic people to meet the needs of customers as the company continues to grow alongside the phenomenal growth of the DFW Metroplex and surrounding counties.

Wisconsin Lift Truck, a member of Wolter Group LLC, is preparing for the construction of their 15,000 sq. ft. facility in West Salem, WI with a groundbreaking ceremony being held May 4th, 2018. This facility will be dedicated to servicing railcar movers and other material handling equipment, as the mining and railcar mover industry expands in the La Crosse area. The facility will be staffed with expertly trained technicians for all brands of railcar movers, including: Shuttlewagon, Trackmobile, Rail King and more. Service calls will be offered 24/7.

Wisconsin Lift Truck has over 30 years of experience in the railcar mover industry. Along with the West Salem facility, Wisconsin Lift also has a railcar mover reconditioning facility located in De Pere, WI. Other locations under the Wolter Group umbrella include Brookfield, Janesville, Eau Claire, Wausau, Menomonee Falls, Rockford and Bolingbrook, IL. http://www.woltergroupllc.com/

Brian Corcoran has joined Shoppa’s as national account manager.

Drew Webber joined the Shoppa’s team in August of 2017 as a sales intern after graduating from Texas Tech.

Scott McClure, an eight-year veteran of Shoppa’s, has been promoted to territory manager and will be focusing on the development of new customers as well as managing existing key accounts.

Tony Ybarra has been promoted to sales support & CRM administrator.

Scott Hubbell has been promoted to fleet manager.

Kevin Pate joined the Shoppa’s team in September 2017 and has been promoted to director of inside sales. www.shoppasmaterialhandling.com

THE NEXT ADVERTISING DEADLINE IS

FRIDAY, JUNE 1ST CALL ALVA OR DEAN FOR RATE INFORMATION AT

877.638.6190

32

www.MHWmag.com

June 2018

SOLIDEAL PON 775 NMAS (NON-MARKING ANTI-STATIC PRESS-ON TIRE)

BY CAMSO

THE INDUSTRY’S FIRST NON-MARKING ANTI-STATIC TIRE Resolves the important safety issue of static electricity generated by non-marking tires by eliminating static build-up which causes electric shock and truck damage

SAFETY BREAKTHROUGH

Patented anti-static technology Special device which allows static electricity to dissipate from the forklift to the ground

Find out more about this tire and discover our full range at camso.co

www.MHWmag.com

June 2018

33

ClearCap & TuffCab! ClearCap Roof Covers!

Easy Install

Keeps Seat Dry • ClearCap Roof Covers Keeps Operator Dry • Sizes to Fit Various Trucks • Easy to Install • Reasonably Priced • Clear or Tinted • UV Polycarbonate • Domed Roof Diverts Rain • Blocks UV Rays • O.S.H.A. Compliant

TM

Clear Solutions to Common Problems TuffCab Panel Cab Enclosures

Vinyl Side Doors

Engineered to Fit Hyster, Yale, Cat, Mitsubishi, Toyota & Unicarriers • Full Enclosures or Individual Components • Affordable • Durable Steel & Safety Glass Construction • Easy Clamp-on Installation • Fast Lead Times • Windshield Includes 12v Wiper

Wy’East Products 1-888-401-5500 www.clearcap.com 34

www.MHWmag.com

June 2018

MHEDA is the Material Handling Equipment Distributors Association.

We provide education, networking and industry news to over 600 Material Handling Companies from 43 States and 7 Countries Worldwide.

Join MHEDA today and connect with our dynamic material handling business community.

Gain access to best practices, exclusive networking events and customized industry data.

For more information visit www.mheda.org, call 847.680.3500 or email connect@mheda.org.

INDUSTRY TRENDS

PROFESSIONAL DEVELOPMENT

NETWORKING WITH PEERS

CAREER ADVOCACY

MHEDA IS A PROUD SUPPORTER OF NATIONAL FORKLIFT SAFETY DAY

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June 2018

35

PARTNER with AIT. Give Your Customers More Than They Expect.

Give Them AIT’s Quality and Your Service.

• REMAN TRANSMISSIONS • REMAN TORQUE CONVERTERS • TRANSMISSION REBUILD KITS • REMAN DRIVE AXLES

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• REMAN STEER AXLES

Fx 440-232-8142

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www.MHWmag.com

June 2018

sales@aittransmission.com

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QUALITY& VALUE For Over 50 Years

Power Steering Units Cylinders Pumps Valves

New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts

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

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

www.MHWmag.com

June 2018

37

CONGRATULATIONS

ON YOUR

20TH ANNIVERSARY! Congratulations on 38,000 Combilifts worldwide, and the launch of your new products and opening of the new manufacturing facility in Monaghan, Ireland!

THE SOURCE READERS LOVE! 38

www.MHWmag.com

June 2018

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

BY RANDALL-REILLY

Lift Truck Market Trends ach month EDA, a product of Randall-Reilly, provides a snapshot of industry data that’ll let you see where E buying activity has been, and forecast where it might be heading so that you can proactively stay in touch with the needs and habits of your market. Understanding how and where buyers have been spending their money can help determine the scope of consumer spending, project growth for a certain product line, or identify the signs of a future downturn.

Top 5 Equipment Buyers

isplays the top five buyers nationwide for each of EDA’s eleven D industries, based on financing activity results added by EDA last month. The results are based on distinct serial numbers of sale and lease transactions for new equipment only.

Top 20 Equipment Lenders

isplays the top 20 lenders nationwide for each of EDA’s eleven D industries, based on financing activity results added by EDA last month. The results are based on all financing statements of sale and lease transactions for new equipment only.

Toyota Inds Comm. Inc......301

Summit Funding Grp Inc...... 8

Wells Fargo Bank................116

Atlas Toyota Matl Hndlg Llc... 6

Wells Fargo Eqt Fin............. 54

Scott Fin Svc Llc................... 5

Nissan Motor Accept Corp.. 42

Farm Credit West................... 5

15 15

De Lage Landen Fin Svc...... 35

Trecap Eqt Llc....................... 5

P N C Eqt Fin Llc............... 26

T C F Eqt Fin Llc.................. 5

Beachwood, Oh Unicarriers Unicarriers Hyster

14 9 4 1

1St Natl Bank...................... 19

Eqt Depot............................. 4

Bank Of The West................ 18

U S Bank............................... 3

Banc Of Amer Lsg & Capital.17

Coastal Community Bank...... 3

Fontana, Ca Toyota

12 12

U S Bank Eqt Fin................ 10

X P O Logistics Supply Chain High Point, Nc Class 4 Toyota Class 1 Toyota

70 45 25

Crossdocking & Whse Sys Inc Laredo, Tx Class 4 Unicarriers

16 16

Amarillo Cotton Whse Lp Amarillo, Tx Class 5 Cat Tremco Inc Class 1 Class 4 Class 1 Vitco Dist Inc Class 3

Farm Credit Lsg Svc Corp..... 8 Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/resources/industryinsight/lift-trucks.aspx

www.MHWmag.com

June 2018

39

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.

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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

•

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LOOKING TO BUY THE NEXT CLASSIFIED AD DEADLINE IS

BATTERIES WANTED

FRIDAY, JUNE 1ST

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

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www.MHWmag.com

We BUY & SELL NEW & USED

Email: ohiorack@cannet.com

www.ohiorack.com

June 2018

CALL ALVA OR DEAN FOR RATE INFORMATION AT

877.638.6190

Robust and clean Continental Solid Tires Features

Benefits

› Up to 50% less rolling resistance compared to competition.

› As much as 9% reduction in energy costs along with a significantly reduced carbon footprint.

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› Reduced running temperature equals less tread wear and greater retention of load capacity.

› Excellent wear and chunk resistance.

› Little to no difference in performance of non-marking tires as compared to standard black tires.

› Highly elastic, shock absorbing rubber. › Advanced engineered non-marking tire.

› Excellent ride comfort and stability. › In many applications end users note Continental Solid Tires last up to twice the life of our competitors’ tires.

New er custom r e off

For details on receiving 10% off your first order of up to 12 tires, send code MHWJUNE18 to CST.Promotions@conti-na.com. www.continental-specialty.com

www.MHWmag.com

June 2018

41

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June 2018

43

Keep your forklift drivers

safe with

Smoothy90 Tires.

A Smoother, Safer Ride Through advanced polymer technology, Smoothy90 offers superb heat resistance at a softer hardness creating

more traction, better steering, & reduced braking distance.

1.888.734.7687 www.Stellana.com/US

44

www.MHWmag.com

June 2018

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STK# 17983 Ohio Lift Truck, Inc. 2009 Doosan BC30S-5 Grand River OH (440) 354-1444

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Msg & Data Rates May Apply; Ts & Cs, and Privacy Policy: http://autoconx.com/terms

The

BETTER WAY

to buy & sell equipment! www.MHWmag.com

June 2018

45

46

www.MHWmag.com

June 2018

New Products

See more new products online at www.MHWmag.com

New hoists offer industry-leading technology and safety Columbus McKinnon Corporation, designer, manufacturer and marketer of motion control products, technologies and services for material handling, introduces its new Yale® YK™ and Shaw-Box® SK™ electric wire rope hoists. Manufactured to the highest industry standards, the Yale YK and Shaw-Box SK monorail hoists are German engineered and offer reliable operation, high efficiency and long life, and are competitively priced for the U.S. market. Designed with safety in mind, the hoists incorporate standard safety features such as a block-operated limit switch, adjustable geared limit switch, motor temperature control and overload protection. www.cmworks.com

“Save”ty Yellow introduces Dock Stop Gate The Dock Stop Gate is a new, oneof-a-kind safety solution designed to prevent accidents – specifically forklifts driving or backing off docks at warehouse and facility gates. “Save”ty Yellow Products is a producer of facility asset protection and safety products used in manufacturing, distribution centers and warehouse facilities. With forklift injuries in the thousands every year, “Save”ty designed the industry’s strongest gate safety solution – the Dock Stop.

According to President Dan Gentile, the Dock Stop is one of the stronger solutions on the market for forklift dock safety. www.save-ty.com

PATLITE announces USB-connected signal tower light PATLITE (U.S.A.) Corporation announces a major upgrade to their USB signaling device line. The LR6-USB - USB LED Signal Tower is designed to connect conveniently to a PC or HMI and receive power and commands over a single USB connection. This second-generation USB signal tower line is based on the industryproven first generation LU7-USB series. Offering similarly low power consumption and no maintenance LEDs, the LR6USB features PATLITE’s next generation LR6 Signal Tower technology with brighter LEDs, expandable up to 5 LED color modules, and supports multiple platforms including Windowsâ OS and Linux OS. www.patlite.com

New pushbutton drum lifting Liftomatic Material Handling, Inc. recently introduced the new Ergomatic 1000-PLEH-BC drum transporter with a powerful electric/hydraulic lifting system that is activated by a simple pushbutton; foot pumps or hand cranks are not required. The manually propelled unit will safely transport steel, plastic and fiber drums weighing up to 1,000 pounds. The power lift system is quiet, smooth, and available in 20” and 36” lift heights. Options include non-sparking packages, alternate coatings, and Liftomatic’s exclusive “Double Parrot-Beak®”” clamping system for an extra margin of safety. www.liftomatic.com

New Dock-Lift safety gate provides loading dock area safety Mezzanine Safeti-Gates, Inc., an innovator in the design and manufacturing of industrial safety products for warehouses, distribution centers and manufacturing facilities, announced the availability of a new Dock-Lift safety gate that provides a safe environment for employees moving material to and from loading docks. The Dock-Lift safety gate is a self-closing gate designed to automatically close and lock into place as the lift elevates, forming a barrier for employees on the lift that make the transition from the tractor trailer to the loading dock or ground level. www.mezzgate.com

Camso launches industry-first nonmarking anti-static forklift tire Camso unveils the first patented anti-static forklift tire to resolve the important safety issue of static electricity generated by non-marking tires. In 2017, the company launched three new Solideal press-on (PON) tire solutions for forklifts working in high- and medium-intensity applications. In high-intensity applications, tires are pushed beyond their limits and are likely to experience heat build-up. Where non-marking tires are used, operators and warehouse managers also have the issue of static build-up to consider. www.camso.co

www.MHWmag.com

June 2018

47

New Products

See more new products online at www.MHWmag.com

Toyota Forklifts offers a new solution with heavy-duty product expansion

Dematic introduces enhanced goods-to-person solution

Toyota Forklifts is raising the bar with its newest additions to the THD product line. The forklift manufacturer announced the launch of their adjustable wheelbase forklifts with the capacity to lift from 15,000 to 80,000 pounds. Named for the horizontally adjustable wheelbase, the newest cushion tire forklift to hit manufacturing floors this year is unlike any other Toyota forklift. Small enough to navigate tight spaces and strong enough to lift up to 80,000 pounds when fully extended, it adds safety and confidence to lifting large, bulky and oddly shaped loads like machinery. www.toyotaforklifts.com

Dematic introduces an enhanced Goods-to-Person (GTP) solution to provide a smarter, faster ergonomic order fulfillment engine. This modular, turnkey solution combines the secure, high-density inventory management benefits of Dematic Multishuttle® with the compact, high-speed advantages of patented inter-Aisle Transfer (iAT) capability. “Industries with high SKU volumes — such as those in auto parts, electronics and cosmetics markets — will especially benefit from our enhanced Dematic Goodsto-Person solution,” said Mike Khodl, vice president of global solution management. www.dematic.com

New electric chain hoist harnesses the power of intelligent lifting

Seegrid expands Supervisor Fleet Management Software

Generations of users have relied on the Lodestar electric chain hoist for the durability and reliability it provides for lifting applications. Now, this iconic hoist from Columbus McKinnon Corporation, a designer, manufacturer and marketer of material handling products, systems and services, is better than ever, combining the Lodestar’s industry-leading design with the best-in-class features of Magnetek’s premier variable frequency drives. Equipped with the Magnetek IMPULSE® G+ Mini drive, the Lodestar VS features CM HI-Tech™ (Hoist Interface Technology) – one of the easiest to use computer interfaces on the market developed exclusively by Columbus McKinnon. www.cmworks.com

Seegrid announced the expansion of its fleet management software, Seegrid Supervisor. With the addition of three new features–Queues, Barcode Scanner support, and Caution Tape– Seegrid increases overall material movement efficiency and builds on its commitment to transition customers towards automated, datadriven environments. Developed in close partnership with their customers, Supervisor’s newest features reduce the cost and unpredictability of human involvement across many touchpoints, improving safety and reliability, and increasing overall efficiency for our customers. www.seegrid.com

AeroVironment introduces electric forklift charger AeroVironment, Inc. introduces the newest addition to the company’s premium intelligent charging family that supports and charges any material handling battery. “ProCore OC expands our PosiCharge ProCore intelligent charging product line with an opportunity charger designed to deliver efficiency, ROI on material handling operations and the reliability our customers expect,” said Ken Karklin, vice president and general manager of AeroVironment’s Efficient Energy Systems business segment.

“Safe, reliable and easy-to-use, ProCore OC offers many of the built-in features and much of the functionality typically found on our premium ProCore fast charger solutions – and at a lower price point.” www.avinc.com 48

www.MHWmag.com

June 2018

Portable tilter positions containers for easy access to contents PT Series Container Tilters from Presto ECOA tilt containers up to 85° to allow workers to access contents without bending into the container. As containers tilt up, items, even those at the bottom, end up at a comfortable position for easy retrieval. These portable, battery powered container tilters go anywhere they are needed making them ideal for applications that require sharing between multiple users or work cells, or where workers need to pick up and return containers to and from staging areas. They work with a variety of containers including wire baskets, plastic totes, and gaylords. www.prestolifts.com

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

▶ ATTACHMENTS / ACCESSORIES

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

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

▶ BATTERY / CHARGERS

• Pallet Truck Modifications • Turret Mast Attachment • Mechanical Attachments • Special Design Request and Much Much More...

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▶ 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

▶ DISPLAY RACK AND SHELVING

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▶ DISTRIBUTORS

Contact sales@xpb.ca

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

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info@findadistrubutor.com

June 2018

49

▶E LECTRICAL / ELECTRONIC CONTROLS

▶ Pallet Truck Parts

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

www.tvh.com (800) 255-4109

▶ Manufacturer/Suppliers

▶ ENGINES

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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

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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)

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Steer Axles

▶P ALLET JACKS ▶ Pallet Trucks

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

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VULKO TREAD

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

www.tvh.com (800) 255-4109

50

www.MHWmag.com

June 2018

...The Exhaust Experts Phone: 847-487-2780 • www.blankeindustries.com

▶P OWERED INDUSTRIAL TRUCKS

▶ STORAGE EQUIPMENT ▶ Carts

800 Trucks In Stock

All Makes and Models Chicago and California Stock

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ATLAS INTERNATIONAL LIFT TRUCKS

•

•

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

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▶ RACK / SHELVING ▶ New

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

▶ TIRES / WHEELS • • •

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

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

AMERICAN VULKO-TREAD CORPORATION

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

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

▶ 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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www.continental-specialty-tires.us

Industrial Tire

www.warfieldelectric.com

▶ Transmissions

ADVERTISE IN OUR SOURCE DIRECTORY! Reman Transmissions, Drive Units, Differentials & Torque Converters

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▶ SAFETY PRODUCTS

www.tvh.com (800) 255-4109

NEXT AD DEADLINE:

FRIDAY, JUNE 1ST CALL ALVA OR DEAN AT

877.638.6190

www.MHWmag.com

June 2018

51

Resonant Dealer Services Dave Baiocchi | 209.652.7511

m dave@resonantdealer.com w www.resonantdealer.com

June 2018

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Programs that start producing an ROI on Day One!

Advertiser’s Index 3D STORAGE SYSTEMS LIMITED. . . . . . . . . . . . . 54

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 37

RESONANT DEALER SERVICES . . . . . . . . . . . . . . 52

AKRO-MILS. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17

HAMILTON CASTER AND MFG. CO. . . . . . . . . . . . 3

RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . . 1

AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 36

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . 10

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 11

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 25

JH THOMAS INDUSTRIES LTD. . . . . . . . . . . . . . . 23

CAMSO. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 20

CECOR INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

MAC RAK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 31

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . 53

MEIJER HANDLING SOLUTIONS, INC. . . . . . . . . . . 9

CONTINENTAL TIRE THE AMERICAS, LLC.. . . . . . 41

MHCONX.COM. . . . . . . . . . . . . . . . 20, 21, 43, 45

DC SERVICE SYSTEMS INC. RACKMEDX . . . . . . . 15

MHEDA. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35

DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . 16

MHW . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38, 52

ENGINE POWER SOURCE . . . . . . . . . . . . . . . . . . 13

MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . 55

FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2, 26

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 15

VALUE RAIL . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18

GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . . 5

NOBLELIFT EQUIPMENT . . . . . . . . . . . . . . . . . . . 20

WEST POINT RACK, INC.. . . . . . . . . . . . . . . . . . . . 7

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 11

NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 34

SHOPPA'S MATERIAL HANDLING . . . . . . . . . . . . 29 STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 44 SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 25 SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 46 THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 19 THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 42 TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4, 11, 56

MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 52

www.MHWmag.com

June 2018

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