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September 2018 • Vol. 39 No. 9
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18 | Human Element
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Material Handling Wholesaler: (ISSN # 2155-3467) is published monthly for new and used equipment dealers, equipment manufacturers, manufacturer’s reps, parts suppliers, and service facilities serving the material handling industry. Editorial opinions expressed herein are the author’s and do not necessarily reflect the opinions of Material Handling Wholesaler. All material contained herein is protected by copyright laws and owned by Specialty Publications International Inc.
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6 | FINANCE/RENTAL/LEASING WHERE ARE WE??
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Reader Resources
To stock or not to stock part 2
36 Classified
Jeffrey Gitomer
Call me in 6 months-A polite way of saying No
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24 Nuts & Bolts 26 Shifting Gears
10 | Aftermarket Dave Baiocchi Sales Trends
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5
What the heck…let’s start with FINANCE. From the Finance side I currently encourage dealers to properly manage their debt matrix so that they have more dry powder than maybe they have carried over the last 4-5 years. I say this because it appears that we have more corporate debt on the books today than we did in 2008 before the last crash. In fact, there is so much debt out there that there is no reasonable way to work the math to pay it off. And it is no secret that the Fed encouraged borrowing to grow the economy and kept interest rates low to raise asset prices. And guess what, it worked.
FINANCE/RENTAL/LEASING WHERE ARE WE??
Garry Bartecki
Today we will examine the financial challenges and regulatory changes that impact your rental and leasing business. Interesting topic but one that is also pertinent in today’s economic environment. When I first drafted the title for this piece …… FINANCE/RENTAL/LEASING…. It made me think about many different topics of discussion that effect dealers, customers, bankers, OEM’s, and all others related to these type of business transactions. There are probably a thousand offshoots I could work with that would produce at least a 100-page book. So, why don’t you take a blank piece of paper and start jotting down topics related to FINANCE/ RENTAL/LEASING and see how many you come up with. And then send me the list. The person with the greatest number of topics directly associated with FINANCE/RENTAL/LEASING will receive a selection of some of my better cigars. Some of the topics I thought of are FLEXABILITY, COST REDUCTION, MORE UPTIME, LEASE/BUY DIFFERENTIAL SLIPPING AWAY, BALANCE SHEET, EQUITY, BANKING, DEPRECIATE PROPERLY, FINANCING ON BALANCE SHEET, FINANCING OFF BALANCE SHEET, GAAP, TAX BENEFITS, INTEREST RATES, FINANCIAL RISKS, EQUIPMENT COSTS, AMAZON, EQUIPMENT VALUATION, RESIDUAL VALUES, FINANCING MATRIX, TIME UTILIZATION, DOLLAR UTILIZATION, RENTAL RATES, RENTAL PURCHASE OPTIONS, RE-RENT TRANSACTIONS, AND SO ON….. So, where do we start? 6
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The only problem is we have so much debt on the books now that these latest interest rate hikes are going to cause defaults on outstanding loans or bond issues, which in turn will cause a recession and another round of bank nonsense where you will find that your collateral value is less than it has to be, followed by a request to sell off rental units to provide cash flow to reduce debt. Sound familiar. Many of us remember 2008-9 and should prepare now to avoid another round of playing with the bankruptcy court. What many economists believe it that a credit crisis will cause the next recession, and not the other way around where the recession causes debt default’s. A most likely scenario when you consider how much total debt is outstanding when you take into account HOUSEHOLD, CORPORATE, GOVERNMENT AND FINANCIAL DEBT. How does $238 Trillion grab you? About 330% of estimated GDP. (with the total not including unfunded government obligations). SCARY NUMBERS TO PAY ATTENTION TO. The bottom line here is you do NOT want to overleverage. You DO want to clean up your balance sheet and reflect as high a book value as you can. (which means using a book depreciation formula to support a book value in line with the orderly liquidation value of your rental assets). In short, do not hurt yourself by writing off 100% of your rental assets which understates the true equity value of your business. Make your business as attractive as you can and keep it that way. In addition to properly depreciating your rental and other fixed assets I would take steps and find ways to borrow less for both new inventory as well as rental assets. As far as inventory is concerned I believe that rental as a method of providing utility value will continue to put pressure on new equipment sales as well as long-term leases with maintenance. Customers today want flexibility, lower cost options and more
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September 2018
7
Cover Story manageable rental contracts. When you think about it what they want is a deal that one of the national or regional rental companies could offer them. Equipment when they need it without any formal long-term arrangement to deal with. And if you have not already, I am sure you can look forward to this new competitor hitting your market and customer base. One way to lower your borrowing needs is to keep your rental trucks longer. You can probably get at least another four years out of your current fleet with a modest cost increase. Or, you could refurbish your units and get quite a few more years out of them as rental units. The rental companies are doing this and some OEM’s that supply equipment to rental companies are doing it and selling the units at a substantial discount when compared to the price for a new unit. Can you imagine your ROI on these units…..they will almost double. To sum up you buy less, borrow less, increase cash flow and just about double your ROI. And if your OEM’s were smart they would assist you with this process. Play with the numbers if you don’t believe me, they produce a much healthier balance sheet, more profits on the income statement and a lot more cash flow. A COMPANY PREPARED TO DEAL WITH ANY ECONOMIC EVENTS THAT TRANSPIRE. From a regulatory standpoint we have both GAAP and Tax Issues to consider. One will be good for your business and one maybe not. The change in the accounting for leases starting in 2019 will make customers record the debt associated with leases on their balance sheet. Have a million dollars’ worth of lease payments on your books means you will not have another million-dollar liability on your balance sheet offset by million-dollar soft asset on the asset side of your balance sheet. The goal is to even the playing field so we know how much debt a company has outstanding which is somewhat shielded by operating lease contracts. Kind of makes sense as long as you are not the person who has a company with a lot of operating leases on the books. I guess you figured out by now which regulatory issues is the bad one. Even though there is an asset to offset the lease liability the debt/equity ratio becomes much less attractive, and even if your bankers say it will not make a difference, that is hard to believe especially if you are having credit issues which concern the bank. One interesting part of the lease conversion is that all leasing in effect going into 2019 will have to be 8
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September 2018
converted to the new lease rules. If you want to see how this would impact your business, look over the lease footnote in your year-end financial statement where your total outstanding lease payments are noted….and there you have it. So, don’t be surprised if customers start shying away from the 5-year operating leases since they no longer provide the financing benefit they have up to this point. In fact, you may find your sales team is getting questioned about what you can do to mitigate this issue. And what is the answer to that question? Think about it, because the previous comments made above provide some relief along these lines. My goal for the last couple of years has been to encourage dealers close to retirement status to clean up the house and get out before another financial crisis shows it ugly face and depletes the value of their business once again, leaving them with another longterm wait until the value is restored to where you can receive a reasonable value for your lives work. Some of you listened, many did not….again running the gauntlet hoping to avoid an encounter with your bank. So now, I am suggesting a new approach to protect your investment and to make it bulletproof if that financial crisis occurs. BORROW LESS, KEEP RENTAL UNITS LONGER, REBUILD RENTAL UNITS TO SELL OR RENT, PAY DOWN DEBT, INCREASE ROI ON RENTAL ASSETS, HAVE THE ABILITY TO TAKE ADVANTAGE OF LESS FORTUNATE DEALERS, HAVE THE ABILITY TO TAKE MORE OUT TO PUT INTO ANOTHER VENUE SAFE FROM CREDITORS, DO YOUR BEST TO GET OUT OF PERSOANAL GUARANTEES, AND BE IN A GOOD POSITION WHEN IT AGAIN TIME TO TRANSITION OUT. I left one major issue I am always yelling about out or my list of potential topics related to FINANCE/ RENTAL/LEASING. Can you tell me what that is? A couple of additional cigars at stake. Send your list or my missing link to gbartecki@ comcast.net. It is time to start planning for economic changes as well as customer wants. Make some time to do that. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.
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September 2018
9
Aftermarket Dave Baiocchi
To stock or not to stock part 2 Now I know I’m going to pick a fight on this subject. Van inventory is a subject of much controversy and discussion in our industry. Many if not most dealers that I encounter, want their service vans stocked with very lean inventories that consist mostly of consumables, some ignition parts, belts, switches and radiator caps. The reason is simple enough. Inventory costs money, and when you have a dozen or more vans on the road, it’s a sizeable investment. So, we tend to limit van stock to only the fastest moving parts. Conventional wisdom informs us that a dealer must turn the value of his entire inventory 4 times a year in order for the department to meet their overall net profit objective. There are variables that affect this ratio. Interest rates, changes in OEM equipment lines, dead stock, and annual returns all add a measure of complexity to the daunting task of inventory management. I will generally agree that a forklift dealer should have a minimum of four inventory turns per year on his entire inventory value. Individual piece turn ratios however can be wide and varied, and the criteria for shelf stock in the warehouse may be driven by outside factors. For instance, if we know that a transmission housing has a 6-month lead time, and we normally sell two a year, we may feel constrained to abandon the simplistic 4x model, because we simply can’t afford for our customer to be out of service for an extended period. So, we depend on the faster moving inventory in the warehouse to “balance the scales” and get us to the 4x value benchmark. This “balancing” includes paring down the stock on the vans, so that they ONLY carry fast moving items, which helps us meet our overall 4x turn ratio goal. If we are married to the 4x model, it will be difficult to achieve this goal any other way. The 4X model however has some weaknesses I would like to address. The 4x model assumes that the only costs to be accounted for in inventory value are the prices we pay for the parts, and the interest carrying costs we pay to purchase the inventory. I would agree that these truly are the only costs when we are talking about over the counter warehouse inventory. When we sell parts out 10
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September 2018
of the service van however, there are other costs that should be considered. Some of these costs are as follows: •T he cost of labor to return to the shop to pick up a part we don’t carry on the van • The cost of fuel for the same trip • The cost of wear and tear on the service van •T he loss of reputation we suffer for NOT being able to perform a “first time fix” •T he loss of repair business that COULD have been approved, completed and billed on the spot, because we didn’t carry the right parts onboard. The absence of non-consumable, “component” parts on a service van does one very important, and very destructive thing. It forces your road technician to say NO when he should be able to say YES. I think it’s important to understand the risk we run when we force our people to tell customers “no” (including “No, I can’t quote you”, or “No, I don’t have that part on my van”). • I f a technician is working on a customer owned unit, not having parts on board puts you at risk of losing the customer, or your profitability, because of excessive travel time needed to acquire the parts. • I f a technician is working on a rental truck, not having parts on board puts you at risk of losing profitability due to increased labor expenses. Either way, the tech has to be paid, not to mention the additional mileage and fuel costs involved. So, how do we know how MUCH to stock, and WHAT MODELS to stock parts for? My observations of most dealerships are that in respect to van inventory, the dealer is in one of 2 camps. Camp 1. Their van inventories generally are not very well controlled, and they routinely depend on individual technicians to “request” the parts that they think they will need. This practice leads to “hit and miss” van inventories that are based on estimations and
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Aftermarket assumptions by the technician that may or may not be correct. Camp 2. Their van inventories are TIGHTLY controlled, and follow the 4x model (at minimum), perhaps even setting the bar at 6x or 8x due to the fact that only fast-moving parts are allowed on the van. I am of the opinion that BOTH camps are equally inefficient in cutting the costs that I listed earlier. In order to eliminate the costs of not having the right parts on the van, we have to invest time anticipating what parts will actually be needed. This process begins with assigning ALL of the (retail) equipment the dealer regularly services to individual technicians (or vans). We cannot reasonably assess our needs if we don’t start with these assignments. Assigning retail forklifts to a van (or a tech) helps to build an “equipment profile” that when analyzed will provide us with the makes and models that a particular tech will be MOST LIKELY TO HAVE HIS BOOTS UNDER during the course of normal day to day activities.
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September 2018
Once this analysis is complete, we can draw a conclusion as to what the OPPORTUNITIES will be to sell parts on the makes and models discovered in the analysis. The level at which we will stock the van with parts for an individual make and model, will be directly proportional to the ANNUAL service opportunities (ASO’s) that tech will have to work on those units. We then should devise multiple levels of van parts inventory consistent with these ASO’s. Example: evel 1 – (a few parts) For makes and models L where the tech has between 15 and 35 ASO’s evel 2 – (moderate inventory) For makes and L models where the tech has between 35 and 80 ASO’s evel 3 – (comprehensive inventory) For makes L and models where the tech has more than 80 ASO’s This fundamentally changes the model for planning and stocking van inventories. Instead of using a “historical sales” criteria, we can now use an “opportunity” criteria. When done right, restocking the van should also be paired with a program that provides a “menu” of repairs that the technician can quote “on the spot”, utilizing the parts he now knows he carries for the equipment he is likely to encounter. This inventory modeling will have a much greater impact on the other cost factors we mentioned earlier. I have provided this type of service for several dealers across the country, including the needed analysis, inventory planning, menu development, and even incentive programs. At the end of the day, you are either going to have an inventory plan that costs you money or gives you the maximum opportunities to drive new business. I like the latter. See more about this at: www.resonantdealer.com/programs/servicemenu-program/ Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 35 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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September 2018
13
Sales Trends Jeffrey Gitomer
Call me in 6 months-A polite way of saying No Pat me on the head and tell me to go away. That's the real meaning of call me in six months (or any nebulous "get back to me" after some period of time). The prospect is really saying no! To overcome this objection, you must find out what true obstacles are in the way. • Does the buyer really want your product? • Is there someone else? Is your price too high? • Can the prospect afford what you're selling?
• The prospect doesn't like your product. • The prospect thinks your price is too high. •T he prospect has a friend or relationship established to buy or get your product or service in some other (more beneficial) way. Are you willing (do you have the guts) to bottom– line the buyer? Ask him, "Are you really saying NO?" Anyone trying to get away without deciding needs to be pinned down and forced to be direct.
Sandra Lynch of Tri–Tel Communications says, "Is there a particular reason you prefer me to get back to you in six months?" No matter what the prospect says, agree with him/her. Set a firm (confirmed) appointment, even if it's six months down the road. Don't call back before the appointment, just show up, Sandra recommends.
If you want to begin the process to overcoming this objection (stall), and find out where the sale is, do any one or combination of the following:
Marlene Claiborne says "What would prevent you from taking action today?"
•A sk the prospect, "If you purchased now, do you see the benefit?"
Fact is if the prospect says call me in six months you haven't found the true objection.
• Ask what will be different in 6 months.
I challenge you that the real reason(s) for this objection are found in the short list below: 1. You have not established rapport.
• Find out who else is involved in the decision.
• S how that by purchasing now the prospect will save/earn back some or all of the purchase price in six months.
2. You have not established buyer confidence.
• S how how delay can cost more than purchase now.
3. You have not established need.
• Ask if he has looked at the cost of delay.
4. Y ou have not established a sense of urgency to buy today.
• S how how the advantage of purchase now outweighs the hidden expense of waiting.
5. You have not established value.
• Show the difference between spend and cost.
6. You have not established trust.
Wherever the answer lies (and often the prospect does just that), one fact is clear: if the prospect says get back to me in six months, YOU HAVE NOT UNCOVERED THE TRUE OBJECTION.
You've done all that you say? The prospect is telling me the truth you say? Baloney, I say. If you are looking for some truth in rejection try looking a bit deeper. The real reason might be one of these: • The prospect isn't the true decider. • The prospect doesn't have the money. • The prospect doesn't like you (or your company). 14
•A sk the prospect, "Do you see yourself buying in six months?"
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September 2018
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.
UNIT
YEAR MODEL
MAST
HYD
UNIT
NOTES
IC CUSHIONS 20870 20871 20839 20635 20619 20883 20707 20186 18168 20955 19181
2013 2013 2011 2011 2010 2013 2004 2013 2008 2007 2011
Cat 2C6000 Cat 2C6000 Clark C30C Clark C32CL Hyster S50FT Hyster S50FT Mitsubishi FGC20K Mitsubishi FGC20N Toyota 7FGCU35 Yale GLC040SVX Yale GLC060VX
82/185 82/185 83/186 85/189 83/189 83/189 78/216 88/199 88/187 94/216 88/187
3 Way 3 Way 3 Way 3 Way 4 Way 3 Way 3 Way 3 Way 3 Way 4 Way 3 Way
S-S, Forks S-S, Forks SS, forks, New cushion tires S-S, LBR, Forks 4Way, S-S, LBR S-S, Forks S-S, LBR, 48” Forks 3rd Valve, 48” Forks S-S, 48” Forks 4Way, S-S, Forks
87/172 87/172 84/174 88/186 84/120 84/120
3 Way 3 Way 4 Way 4 Way 3 Way 3 Way
F-P, 48” Forks F-P, 48” Forks S-S, Forks 4th Valve, S-S, 72” Forks S-S, Forks S-S, Forks
86/189 84/186 85/186 89/198 84/189 85/182 87/181 91/187 91/187 117/183 108/220 107/220 84/187 84/187 84/187 84/187 87/181 87/181 86/121
4 Way 3 Way 3 Way 3 Way 3 Way 4 Way 3 Way 3 Way 3 Way 3 Way 4 Way 4 Way 3 Way 3 Way 3 Way 3 Way 4 Way 4 Way 3 Way
4Way, S-S/F-P, 70” Forks S-S, Forks
148/212 123/244
4 Way 3 Way
4Way, IV Carriage, Full Cab S-S, 72” Forks
IC BIG CUSHIONS 20896 20897 20050 19597 20246 20247
2011 2011 2005 2008 2010 2010
Cat GC45KS Cat GC45KS Hyster S80XM Hyster S80FT Yale GLC080VX Yale GLC080VX
IC PNEUMATICS 20332 20737 20750 20498 19659 20760 20370 20844 20845 18076 20971 20972 19373 19310 18575 19622 20859 19148 20895
2012 2009 2011 2008 2013 2011 2012 2013 2013 2011 2014 2014 2012 2013 2013 2013 2013 2011 2014
Clark CQ30L Doosan G25E-5 Doosan G30P-5 Hamech G25T-16 Hyster H50FT Hyster H60FT Hyster H60FT Hyster H60FT Hyster H60FT Hyster H80FT Hyster H100FT Hyster H100FT Yale GLP030VX Yale GLP030VX Yale GLP030VX Yale GLP030VX Yale GLP060VX Yale GLP070VX Yale GLP080VX
NEW PAINT & TIRES, S-S, 42” Forks S-S 4Way S-S, LBR, 48” Forks S-S, Forks S-S, Forks Full Cab, S-S Singles, 4Way, S-S/F-P, LBR, Forks Singles, 4Way, S-S/F-P, LBR, Forks S-S, Forks S-S, Forks 3rd Valve, Forks S-S, Forks S-S/F-P, 42” Forks S-S 3Way, Forks
IC BIG PNEUMATICS 20426 20841
2010 2011
YEAR MODEL
MAST
HYD
NOTES
83/189 83/189 84/240 84/240 84/240 84/240 88/198 88/198 88/198 82/126 88/187 90/258 83/130 94/218 83/189
3 Way 3 Way 4 Way 4 Way 4 Way 4 Way 3 Way 3 Way 3 Way 3 Way 4 Way 3 Way 3 Way 3 Way 3 Way
S-S, Forks S-S, Forks 4Way 4Way 4way 4way S-S, 32” Forks S-S, 32” Forks S-S, 32” Forks 3Way, Forks 4 Way S-S, 45” Forks 3Way S-S, 42” FORKS S-S, 48” Forks
95/213 105/240 95/213 95/213 105/240 105/240 95/213 95/213 89/195 89/195 89/195 95/213
1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way
42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 48” Forks, Pallet Clamp 42” Forks, Pallet Clamp 42” Forks, Pallet Clamp Pallet Clamp, 42” Forks 42” Forks, Pallet Clamp
95/212 95/212 95/212 107/242 119/272 131/302 95/212 119/266 119/266 95/210 95/212 110/251
4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 4 Way 3 Way 4 Way
S-S, 42” Forks S-S, 42” Forks S-S, 42” Forks S-S, 42” Forks S-S, LBR, 42” Forks Forward St., S-S, Forks 42” Forks Side St, S-S, Forks Side St, S-S, Forks S-S, 42” Forks, Large Entry Rollers 42” Forks S-S, LBR, 42” Forks
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Hyster H155FT Yale GLP155VX
19828 19835 20837 20838 20794 20795 18927 18928 18929 20160 18842 20751 18095 18205 18962
2012 2011 2006 2006 2006 2006 2010 2010 2010 2011 2012 2006 2006 2007 2010
Cat E3500 Cat E4000 Crown FC4020-50 Crown FC4020-50 Crown FC4020-50 Crown FC4020-50 Hyster E30Z Hyster E30Z Hyster E30Z Hyster E30XN Hyster E65XN-36 Linde E20C Yale ERC050GH Yale ERC050GH Yale ERC050VG
STOCKPICKERS 20641 20642 20766 20778 20773 20768 20769 20312 20640 19869 20832 20777
2006 2006 2006 2006 2008 2008 2010 2003 2005 2007 2007 2007
Hyster R30XMS2 Hyster R30XMS2 Hyster R30XM2 Hyster R30XMS2 Hyster R30XMS2 Hyster R30XMA2 Hyster R30XM2 Yale OS030ECN Yale OS030ECN Yale OS030ECN Yale OS030ECN Yale OS030ECN
RIDER REACHES 20594 20716 20726 20237 17206 20078 18285 19779 19781 20906 20112 20967
2007 2007 2007 1992 1999 2007 2004 2012 2012 2014 1999 2005
Crown RR5210-40 Crown RR5210-40 Crown RR5210-40 Hyster N30FR Hyster N30XMR2 Hyster N35ZR Hyster N40XMR3 Hyster N45ZR-18.5 Hyster N45ZR-18.5 Mitsubishi Yale NR035ADN Yale NR035AEN
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September 2018
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Human Element
Eric Baker, Caliper Corporation
How to get better hiring results using pre-employment assessments Question: Would you rather make an important decision with more information or less information? That’s rhetorical, of course. We all want more information. It gives us greater confidence in our choices and increases our sense of control. No one goes to a supermarket and asks the shelf stocker to black out the nutrition label with a Sharpie, do they, or visits a car dealership and insists the vehicle window stickers be removed before shopping. And surely no one would hire a job candidate without first evaluating the prospective employee’s motivations, behavioral tendencies, and performance drivers. Imagine handing salary and benefits to people without knowing if they’re wired to do the job! Alas, many companies do overlook that essential information. Or, rather, they willingly pass on it and prefer to gamble their time, money, and resources.
Managers are expected to make hiring decisions based on paltry data, knowing full well that the person they meet in the interview is putting on a show of best behavior and saying all the right things. That’s the fundamental rationale for using pre-employment assessments in the hiring process: More information about the applicant is better than less information. The real decision is not, “Should I use a preemployment assessment,” but, “Which Preemployment assessment should I use?” The best option is one that has been rigorously researched and tested, is EEOC compliant, and offers versatility, such as the Caliper Profile. People often think of a pre-employment assessment as an applicant screener, but the tool can provide so much more value when fully integrated into the process. Here are three big advantages of using assessments for hiring: 1. Selection The primary function of an assessment is to identify the most viable candidates. To use a simple example, say you have three candidates for a Territory Sales role. Naturally, you want to find the applicant who displays the strongest capacity for generating leads, networking, closing, and operating autonomously in the field. The assessment results will show you which candidates are hard-wired to function in such an arena and which ones are merely talking a good game. It takes a lot more than personal charm to be an effective salesperson! Otherwise, there would be no such thing as turnover; with sure knowledge of forthcoming revenue, we’d simply hire the slickest talker. Meanwhile, other roles require different motivators and behaviors. Production Supervisors, Accountants, Call-Center Representatives, Software Designers, and Event Planners are just a few examples of positions that call for specific and distinct blends of personality attributes. It can be overwhelming to figure out who among all your candidates is right for each position you need to fill. A pre-employment assessment, when applied systematically, sorts it all out for you. Companies that use assessments systematically are also able to add consistency to their hiring process,
18
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September 2018
Human Element eliminate personal biases among their hiring managers, and begin building a data pool for Analytics use. 2. Interviewing Applicants are rarely perfect. Even those whose behavioral tendencies line up well with the key success factors of the job may have a few question marks in their assessment results. Other times, you might not be able to find the ideal candidate and instead have to choose from several applicants with different blends of motivators and inhibitors. In either case, you’ll want to ask targeted interview questions to find out if applicants have been able to compensate for their limitations in the past and how they would handle the challenges of the role going forward. The assessment results will help you focus your questions by highlighting concern areas. Remember that Territory Sales example above? What if the applicant displays the requisite presentation skills, persistence, and autonomy but shows potential to fall short in relationship building or problem solving? Based on what the assessment reveals, you’ll know the potential issues to drill down on in the follow-up interview. Satisfactory responses will give you peace of mind because you know that the applicant has learned to compensate, or you can at least start formulating a coaching plan. Unsatisfactory responses also give you peace of mind because you avoid hiring the wrong person.
performers. Important: This process has to be done scientifically with statistical analysis; it’s not guesswork. If you work for a smaller organization, you might be thinking, “Wait a second. I don’t have the resources for a customized competency model.” Well, we have good news: Caliper has already built a library of sales competency models for different types of sales roles. While many assessment tools profess to measure personality traits, the Caliper Profile is designed to link personality traits to proven jobperformance criteria. In other words, we know which traits are drivers of success in transactional sales vs. consultative sales vs. technical sales and so on. We have a model that fits your industry and selling environment. Selection, interviewing, and job models are not the only ways that an assessment like the Caliper Profile can improve hiring results. It can also be an integral tool for onboarding new hires and setting them up for success, but that’s another story for another day. 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.
3. Competency Modeling Now imagine you have a hundred Territory Sales reps across multiple regions, or dispersed throughout multiple branch locations. As is often the case, some of these reps will be strong performers, and others will struggle. It’s easy to chalk off underperformance as “the cost of doing business,” but it is possible to build a more productive sales force. The best way is through competency modeling. Your top performers are tops for a reason: they have the right blend of motivators for sales success in your organization. By using assessments to collect personality data from the sales team (including all performance quartiles), you can begin to reveal the differentiators that set your best reps apart. These differentiators are the groundwork for a success model based on the behavioral competencies of top
FOR MORE HUMAN ELEMENT ARTICLES GO TO www.MHWmag.com
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September 2018
19
ClearCap & TuffCab! ClearCap Roof Covers!
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September 2018
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September 2018
21
Your Business Eileen Schmidt
Andax Industries meeting their customers’ containment needs for 40 years Creativity has always been of paramount importance at Andax Industries. The leak and spill control product manufacturer has a 40-year history of creating innovative products to meet its customers’ needs, including in the secondary containment and emergency preparedness markets. It is a track record the company president says the business will work to continue into the future. “We are here to help. We are here, most importantly, to listen to the concerns (customers) have in performing their job responsibilities. Our focus is to provide the outside the-box solutions to their needs,” said Patrick McAtarian, president of Andax. Located in St. Marys, Kansas, Andax manufactures in the U.S. and serves customers in electric utility and industrial manufacturing markets globally. McAtarian said the business’ manufacturing efforts have yielded several key products, including the launch of the Andax Pac™ in 1985. The Pac was revolutionary in the market as the first vacuum pack spill kit for vehicles, according to McAtarian.
of the state,” he said. But with the Tank Trap’s three second response time, such clients are able to quickly mitigate a leak, protecting the environment and the company’s bottom line, McAtarian said. And earlier this year, Andax launched a product called The Extreme Shell™. It allows a facility operator or safety manager to encapsulate a leaking pipe flange or valve at the source and diverting that leak to a secondary containment vessel. “Then the maintenance issue isn’t dictating your work environment or production schedule,” said McAtarian, who said the optional remote operating system which compliments the product allows operators to monitor situations through a smart phone app. “This product can be a tremendous time saver,” he said. The celebration of the company’s 40th anniversary in 2017 was significant for Andax, which was launched by McAtarian’s father.
Andax’s products and solutions have stood the test of time, said McAtarian, who added that as Andax also created a patented Transformer Sac™ many businesses have consolidated or been part containment product that contains leaking transfomer at of acquisitions, Andax has maintained its original, the source. It allows for the transformer to be contained independent character. while safely lifted by the lifting lugs and lowering on The focus of the business to maintain meaningful to a utility truck before leaving a site with the product, relationships with customers and help them solve McAtarian said. problems with their operations, including customizing The company’s Tank Trap™ is also popular, an instant portable containment device capable of containing a spill in mere seconds, according to McAtarian. “It allows a vehicle operator to contain a spill in 3 seconds. You are containing a spill and then able to make a phone call to dispatch,” he said, adding that many of Andax’s material handling customers use the Tank Trap™ in industrial facilities and that the product has also been essential to the business’ transportation industry customers who often have little time to respond to a leak or spill when on the road. “Invariably, they end up next to a storm drain and they’re on the 6 o’clock news being an enemy 22
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September 2018
products to their specific needs. “We are able to use our experience and expertise to actually save them time and take their jobs easier,” said McAtarian, who said the company has several new products making their way through the development process now. “I believe and hope they will be as revolutionary as our previous products,” he 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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September 2018
23
Nuts & Bolts
Acquisitions, expansions & other business news
Crown Equipment opens new Grand Rapids branch
Lifts staff with plans to grow the team immediately. It will operate it as its fifth location in the northeast. "We're extremely excited to welcome Mobile Lifts to the ABLE family," said Steven Laganas, ABLE's Chief Executive Officer. "Their 40 plus year history along with a very loyal customer base was certainly one of the factors that helped us in our decisionmaking. I look forward to partnering with Mobile Lifts' knowledgeable and talented team," Laganas added. www.ableequipment.com
Crown Equipment Corporation has announced the opening of a new sales and service location near Grand Rapids, Michigan. The new, expanded facility will replace the previous location to help the company meet growing customer needs in Grand Rapids and throughout western Michigan. Located in Kentwood at 5352 Broadmoor Avenue SE, the Crown Lift Trucks facility offers customers a complete selection of material handling technologies, products and services. “We continue to see growth and opportunity in this region, especially among our diverse group of customers, including food distributors and automotive manufacturers,” said Eric McNutt, branch manager, Crown Equipment. “This larger facility will accommodate the resources we need to fully service our customers in this growing market. It will also allow us to continue to provide the advanced equipment, technology and service they need to support growth, control costs and enhance safety and energy efficiency.” www.crown.com
ABLE Equipment Rental purchases aerial assets of Mobile Lifts ABLE Equipment Rental, Inc. of NY, has announced that it has purchased the aerial equipment assets and service operations of Mobile Lifts, Inc. of Norristown, PA. The transaction will allow the facility to operate as the newest branch of ABLE Equipment Rental. ABLE will retain most of the current Mobile 24
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September 2018
Raymond Handling Concepts Corp. announce safety contest winner Raymond Handling Concepts Corporation (RHCC), a materials handling equipment supplier in Northern California and the Northwest has announced its winner of the ‘Safety Show Offs’ contest that took place in honor of National Forklift Safety Day 2018. In addition to being recognized, RHCC provided Treetop, Inc. with a lunch for all 27 employees for the steps the company has taken to ensure safety in its warehouse. TreeTop, Inc. took the initiative to increase awareness of moving forklifts and direction of travel by installing blue lights on all its forklifts, which illuminate when the trucks are in reverse. This gives both the operator as well as anyone in the immediate area now a clear visual of where the truck is and where it is going. In addition, Treetop requires anyone in the warehouse to wear high visibility vests for added safety. To view RHCC’s Top 10 Forklift Safety Tips, click here: https://raymondhandling.com/national-forklift-safetyday/
www.raymondhandling.com
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Nuts & Bolts
Acquisitions, expansions & other business news
Vermeer sustains significant damage from tornado Seven people inside Vermeer's manufacturing plant in Pella, Iowa were injured when it was struck by a tornado. They were treated at a local hospital and released. The factory, which has about 2,800 employees manufacturing industrial and agricultural equipment, was hit by a tornado around 4 p.m. on July 19th. Vice President of Operations Vince Newendorp says the east half of the company's campus, which includes seven manufacturing buildings, sustained extensive damage. He says the plant activated its storm warning system and workers were in shelters when the storm hit. www.vermeer.com
Credit: Des Moines Register
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September 2018
Shifting Gears
Industry personnel and organization news
Winkle Industries names new Regional Sales Manager Joseph Schatz, President of Ohio-based Winkle Industries, has announced that Chris Moretti has been named as Regional Sales Manager covering the southeast. Winkle engineers material handling solutions, renowned for its mechanical and magnetic lifting devices for steel mills and heavy crane applications. Moretti succeeds Paul Bean as Winkle’s Regional Sales Manager in the region, who retired recently with over 20 years of service to Winkle customers. According to Schatz, Chris Moretti brings extensive customer service experience in heavy-duty electrical applications in industrial steel and fabrication facilities. In previous field positions, he was closely engaged with the heavy-lift and material handling requirements of many industrial customers including steel fabricators and distribution customers. Moretti also takes on responsibility for recruiting additional sales representatives and dealers to extend Winkle’s service presence at a local level throughout the region. www.winkleindustries.com
FRAZIER opens Dyersburg, TN facility
FRAZIER Industrial Company hosted the grand opening of its Dyersburg, Tennessee plant. The 175,000 square foot, state-of-the-art facility was welcomed to the greater Dyerbsurg community in a ribbon-cutting ceremony with members from 26
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September 2018
FRAZIER, The Dyer County Chamber of Commerce and local businesses. “FRAZIER is proud to open this new facility in western Tennessee that will, in turn, allow us to reach a broader market in the Midwest,” expressed Carlos P. Oliver, FRAZIER’s President, He added “We are fortunate to have another production facility that allows us to further invest in America and create additional jobs.” In May 2017, FRAZIER announced plans to invest $17.4 million to locate new operations in Dyer County and create 120 new jobs. www.frazier.com
Transportation Association awards $10,000 in scholarships
The International Bridge, Tunnel and Turnpike Association (IBTTA) has announced the recipients of the 2018 IBTTA Foundation Scholarship awarded to undergraduate students pursuing degrees in a transportation-oriented field of study, including engineering; urban and regional planning; construction management; public administration; and other related fields. IBTTA is the worldwide association for the owners and operators of toll facilities and the businesses that serve them. Lyndon Chang, pursuing a degree in public policy and administration from the University of Southern California, and Jenson Draper, an engineering major at the University of Minnesota, were selected to each receive a $5,000 scholarship from the IBTTA Foundation Scholarship Program. www.ibtta.org
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CALL OR EMAIL for immediate offers on all types of forklifts.
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WHOLESALER SALUTES WOMEN IN THE MATERIAL HANDLING INDUSTRY
We are proud to once again bring you our annual October Salute to Women in the material handling industry. You can market yourself or a valued employee in the October issue by placing a photo and a 50-75 word description in our special salute section. Describe your business or position, educational background, accomplishments, your business successes and goals.
INCLUDES
Photo of yourself and 50-75 word description
INVESTMENT
$50 each or $35 each for 10 or more people Email your photo & word document to SALES@MHWMAG.COM Contact your Wholesaler sales representative for more information.
877.638.6190
DEADLINE: MONDAY, AUGUST 27
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THE NEXT CLASSIFIED AD DEADLINE IS
FRIDAY, AUGUST 31ST CALL ALVA OR DEAN FOR RATE INFORMATION AT
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WWW.HKEQUIPMENT.COM 800.708.9765 | 412.490.5311
1351 Nagel Blvd., Batavia, IL 60510 Ph: (630) 879-7008 | Fax: (630) 879-8068 www.summitmetalproducts.com
RAIN DECK • open area rack deck (B-Deck) • perforated for sprinkler drainage • installed on step ledges of rack beams • top of deck is flush with top of rack beam • smooth top surface protects products • products slide easily on and off • finishes available are painted or galvanized
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September 2018
29
Drive Tires & Load Wheels OE-Specified Parts Improving service tech efficiency Minimizing warranty claims Driving profit
The
Right Tool for the
Job. 1.888.734.7687 www.Stellana.com/US
30
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September 2018
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
September 2018
31
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 32
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September 2018
Resonant Dealer Services
Remanufactured Transmissions, Engines, Torque Converters, Steer Axles, Overhaul Kits and Aftermarket Parts for:
Dave Baiocchi | 209.652.7511
• Material Handling • Construction • Agricultural Equipment
m dave@resonantdealer.com w www.resonantdealer.com
FORKLIFT INDUSTRY BOOT CAMP Designed for employees NEW to the Material Handling Business 2 Separate Sessions of 90-120 Minutes Next open sessions scheduled: August 28th (1st Session) and August 30th (2nd Session) September 17th (1st Session) and September 19th (2nd Session) All sessions start 9:00 AM PST. AFFORDABLE! $199.00 for the first participant, $99.00 for each additional from the same dealership. For more information go to www.resonantdealer.com/programs/onboarding-webinar
800-321-9983 www.joseph.com sales@joseph.com Authorized Distributor
Authorized Distributor
Authorized Distributor
Authorized Distributor
Authorized Distributor
TO ENROLL: Send the following information to dave@resonantdealer.com 1.) Participant Name and email 2.) Managers Name and email 3.) Name and email for the person providing credit card payment.
Remanufactured
Electronics Savings • Quality • Availability
Flight Systems Industrial Products 1015 Harrisburg Pike, Carlisle, PA 17013 717-254-3747 • 1-800-333-1194 (Main Location)
FSIP
80 S Fairbank St Ste 7, Addison, IL 60101 708-546-3763 • 1-800-804-5711
ww.shop.fsip.biz
(Midwest Branch)
www.MHWmag.com
September 2018
33
BUY, SELL, MANAGE YOUR INVENTORY WHY IS
BETTER?
Real time inventory management system MHconX.com will be promoted in print, online and e-newsletters giving you the ability to reach more potential buyers and sellers Proven lead generation tools such as your own dedicated toll-free number, SMS texting and instant email leads Receive a FREE TWO-MONTH TRIAL offer. You have nothing to lose and a lot to gain from MHconX.com
New equipment added daily! MHconX.com is the inventory management system website to buy & sell your material handling equipment. You can access MHconX.com on your desktop, smart phone or tablet.
Call 877.638.6190 for more details and see how MHconX.com is a better way to buy and sell equipment.
powered by
877.638.6190 34
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September 2018
www.MHconX.com
SIMPLIFY YOUR LIFE
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
800-433-3572
thombert.com
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September 2018
35
Classifieds FOR SALE
FULL FEATURED ACCESS MONITORING FOR SMALL FORKLIFT FLEETS
• Specialty Material Handling, Inc.
•
The
Series 1 Workhorse Single Shift rating
New Single Phase Chargers 36-volt, 750 AH 48-volt, 600 AH other sizes available
Full 2 yr. warranty
Experts
(10 yr. transformer coverage)
Bought & Sold, Rentals, New & Used Parts, Appraisals, Technical Support
SAVE ON QUANTITY PURCHASE!
Gregg Zdan
Used 3-phase chargers also available
ARCON EQUIPMENT INC
(734) 641-1800 www.useddrexels.com
We Accept
Associated with DREXEL Industries since 1972
(440) 232-1422
www.ArconEquipment.com
•
•
Original & Aftermarket Parts for Most Equip.
FORKLIFTS & TIRES 713.460.8197 • 800.687.3884 fax: 713.460.5941 www.forkliftsandtires.com
LOOKING TO BUY PARTS MANAGER WANTED
3KRL
BATTERIES WANTED
1
OHIO RACK We BUY & SELL
STK# 50235 Ohio Lift Truck, Inc. 2006 Yale ERC080HHN36TV096 Grand River OH (440) 354-1444
Visit www.MHconX.com for more equipment
36
Portable Stack Racks Flexible Packaging NEW & USED
Industrial Forklift Batteries and Chargers In Good Condition!! Call Us With Your Off-Lease Or Fleet Surplus Equipment.
800-344-4164 Fax 330-823-8136
ARCON EQUIPMENT INC.
Email: ohiorack@cannet.com
www.ArconEquipment.com
www.MHWmag.com
www.ohiorack.com
September 2018
Shoppa’s, a major market Toyota forklift dealer, is seeking an experienced Parts Manager to manage all aspects of the department and act as a technical and sales resource to our team and customers. • Manage & Control Parts Inventory Through Consistent Analysis & Pro-active Strategies for Growth & Cost Controls • Industrial Equipment Parts & MS Excel Experience Required • Attractive Compensation, Benefits & Work-life Balance
440-232-1422
shoppas.com/careers 866.506.2200
QUALITY MATTERS
When “Close Enough” Isn't Good Enough...
QUALITY. PRECISION. PERFORMANCE.
At MVP, we pride ourselves on providing outstanding quality, drop-in replacement parts. We don’t use phrases like “close enough” or “will fit.” Our staff scrutinizes over parts before we add them, making sure that we can be proud to put our name on each one. The extra investment and commitment to quality means your customers will get a part that will fit and perform just as the original did -- making you look like the expert! For over 20 years, equipment dealers and service centers have trusted MVP with their business. You, too, can count on MVP’s PROVEN, quality and performance to make your customers happier and your job easier!
At MVP, You’re the Most Valuable Person!
1.800.870.0687 mor-value.com E-mail: info@mor-value.com Fax: 616.406.3125
Wholesale Only.
PUT THE MVP SPECIALIST TO WORK FOR YOU!
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September 2018
37
www.superioreng.com
38
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September 2018
New Products
See more new products online at www.MHWmag.com
Liftomatic releases below-hook drum handling system Liftomatic Material Handling, Inc., has expanded its line of innovative drum handling equipment to include the new model 3A-HDBHDL, a below-hook drum handling system. The 3A-HD-BHDL is a fully automatic and mechanical below hook attachment that can be used to lift 55 gallon drums from an overhead position for placement to or from many containment devices, scales, pallets or similar handling requirements. Drums remain in a vertical position while lifted and/or transported with the 3A-HD-BHDL unit. The 3A-HD-BHDL works with three radial arms that conform to the drum body and engage at the underside of the drum chime on nearly any 55-gallon steel or plastic drum. The unit has a working capacity of up to 3000 pounds/drum. www.liftomatic.com
Millwood introduces the Product Protector Solutions providers need to have their finger on the pulse of their customers’ pain points. For many warehouse managers, that means a way to prevent their pallets and product from being destroyed when colliding with a fork truck. Millwood, Inc. is offering relief in the form of our newest product, the Product Protector. The Product Protector is a solid steel frame with a rubber bumper that attaches to a forklift. Instead of destroying a pallet when a fork truck moves too hard or fast, the Product Protector impacts the stringer before the deck boards are damaged by the fork tine heel. www.libertydirect.com
OnlineLabels.com launches free tool for GHS Label Compliance OnlineLabels.com launched a new label generator tool for companies handling hazardous chemicals. The new resource will allow users to create a label compliant with the Globally Harmonized Standard (GHS) of hazard safety. The GHS generator tool is designed to provide organizations of all sizes a convenient way to comply with international standards. The tool assists users with pre-written hazard statements and autogenerated pictograms, eliminating the need for timely research, a designer, or expensive software. www.OnlineLabels.com/GHSLabelGenerator
Combilift launches the Combi-OP Combilift has launched the first purpose-built order picker. The CombiOP is the first purposebuilt order picker on the worldwide market for long products. Previously customers have had to modify traditional order pickers to cope with the specific demands of long loads. The Combi-OP now guarantees much more efficient and non-compromised operation for easy picking of long profiles in, for example, steel service centers. This man-up truck features a long platform to enable the operator to access long products stored at height. It is fitted with guide rollers to enable it to operate in existing guided narrow aisles of just 1.4m – the same width as those needed for Combilift’s GT truck. It enables operators to easily and safely hand pick orders for customers from the roomy elevated platform and it has a capacity of 450 kg. Its overhead guard, light anti-slip floor, self-closing platform gate and guard rails guarantee utmost safety, as does the travel speed and steering angle which automatically adjusts according to lift heights. www.combilift.com
TVH offers quality Remanufactured Engines TVH in the Americas (TVH),a supplier of quality replacement parts and accessories for the material handling and industrial equipment industries offers high quality remanufactured engines that are unmatched in the industry. With over 500 engine cores in circulation, covering the most popular makes and models, TVH’s remanufactured engines are built to the strictest OEM specifications. TVH’s highly skilled, A.S.E. certified technicians completely disassemble and clean each engine. Using quality components and state-of-the-art equipment, all cylinder heads and engine blocks are fully restored and resurfaced to look and perform like new. Once assembled, our remanufactured engines are put through rigorous testing to assure quality performance. Each engine is shipped using industry leading packaging techniques to ensure safe and efficient transportation. All remanufactured engines come with a 1-year/unlimited hour, 90 days on leaks warranty. www.tvh.com
www.MHWmag.com
September 2018
39
New Products
See more new products online at www.MHWmag.com
Venture Research creates the next generation RFID and IoT Forklift Reader Venture Research, Inc., a global supplier of RFID and IoT solutions has announced the next generation of Industrial Forklift Readers. The Venture Research solution is designed from the ground up to withstand both indoor and outdoor harsh environments of forklift usage with its IP65 rating while incorporating the state of the art in RFID and IoT technology. With the swappable rechargeable Li-ion battery, the reader can be quickly installed to full operation in just 5 minutes on a standard type 2 or type 3 carriage forklift. The Forklift Reader can sense its environment and autonomously manage the complete pick, drop and stack operations while providing store and forward transactions directly to the cloud via Wi-Fi or optional Cellular communications. Built-in location tracking incorporating GPS, RFID, and IoT (BLE) provides positional awareness of the forklift in real time. www.ventureresearch.com
Pressure-sensitive safety mats help manufacturers realize additional operator protection Rockford Systems, LLC., a provider of machine safeguarding products and services, is helping manufactures build additional machine safeguarding protection into their operations with a complete line of pressuresensitive safety mats and accessories. Pressuresensitive safety mats from Rockford Systems detect the presence of workers, vehicles or production materials and act as an emergency stop that immediately removes power from a machine if it is operating or cycling. It also prevents the machine from starting. Removing pressure and switching on the control unit restores power to the machine. When installed correctly, the mats ensure an operator or passer-by cannot reach into the point-of-operation hazard prior to the machine coming to a stop. Rockford Systems mats are resistant to wear, oils, grease, acids and most common chemicals. They are the industry standard for reliability and durability in the harshest industrial environments including robotic welding, water jets, tube benders, conveyors, CNCs and other assembly machines. www.rockfordsystems.com
40
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September 2018
SuperKlean offers Industry's most extensive line of Industrial Water Nozzles With the release of its new 'Lite' Series industrial nozzles, SuperKlean Washdown Products now offers the washdown industry's most extensive line of heavy duty, hot and cold water washdown nozzles. These highly ergonomic nozzles offer the same heavy-duty attributes of SuperKlean's widely used 'Standard' Series nozzles, but also feature only 45% of the weight while retaining about 95% of the flow rate. SuperKlean is also re-launching improved and extended versions of their Thermosmart' Series nozzles, now available in a wide range of colors including Dark Blue, Light Blue, White, and Gray, in either brass, lightweight aluminum, or stainless-steel construction. 'Thermosmart' nozzles feature easy to read, fully digital readouts that change color depending on temperature, providing instantaneous feedback to the operator, without having to modify spray positioning. In addition, these digital readouts are built to withstand years of heavy usage without degrading or breaking. Industrial nozzle lines now include, 'Standard' nozzles 'Lite' nozzles, 'Thermosmart' nozzles, DuraFlow 'Mini' stainlesssteel nozzles, and DuraSpray nozzles. www.superklean.com
Skyjack's SJ519 designed for the North American market While most of Skyjack’s telehandler series was designed with Europe in mind, the SJ519 TH was designed specifically for the North American market. The small stature of the SJ519 TH means increased maneuverability onsite, enabling it to complete various tasks that its full-sized counterpart could not. Similar to the rest of the TH series, the SJ519 TH features a fully opening cab door, which allows operators to access the cab with ease. Skyjack launched its TH series in 2015 with four models and have now rounded out its offerings to provide equipment in each of the key lift classes. www.skyjack.com
Crown announces price increase Crown Equipment Corporation just announced that they will be implementing a price increase effective September 4, 2018. The new pricing will be available from the Crown retail network. The company’s global headquarters is located in New Bremen, Ohio, USA, with regional headquarters in Australia, China, Germany and Singapore. Its employees number more than 15,500 worldwide. Crown operates a service and distribution network that exceeds 500 retail locations in over 80 countries. www.crown.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... www.superioreng.com
▶ CONTAINER OPTIONS ▶ Container Storage • • •
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
800-939-DYNA (3962) www.dyna-rack.com
▶ 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
Corrugated Steel Rack Deck Punch Deck ® • Solid Deck Economical • Strong • Easy Install • Fast Delivery Painted • Galvanized • Stainless Steel
DACS
inc.
800-909-4937 dacsinc.com ▶ BATTERY / CHARGERS
▶ DISTRIBUTORS
Contact sales@xpb.ca
Celebrating over a decade as the global leader in New, Used and ReConditioned Industrial Battery Technology and Accessories.
@FADNetwork
www.MHWmag.com
info@findadistrubutor.com
September 2018
41
▶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
▶ Manufacturer/Suppliers
▶ ENGINES (REMAN)
Reman Engines/Gas, LP & CNG
800-447-3967 | www.charnor.com
Fo r kl i f t En g i n ePa r t s .c om Highest Quality Engine Kits, Cylinder Heads and Parts from the Industrial Engine Specialists since 1971 K21 Nissan
H20-II Nissan
F2 Mazda
4G63 Mitsu
K25 Nissan
H20 Nissan
FE Mazda
4G64 Mitsu
and Many other parts & kits available
▶ Manufacturer/Suppliers and Transmissions
SAME DAY SHIPPING
215.773.9111
Reman Engines, Transmissions, Drive Units, Steer Axles & Differentials
800-447-3967 | www.charnor.com ▶ LIFT TABLES ▶ Steer Axle Assembly
Steer Axles
800-447-3967 | www.charnor.com ▶P ALLET JACKS ▶ Pallet Trucks
▶ Tires/Wheels EZ-Lift Quality Scales and Scissorlifts too Chicago & CA Stock
ATLAS INTERNATIONAL LIFT TRUCKS 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web: www.atlasd2d.com
▶ Pallet Jacks
VULKO TREAD
THE BEST POLYURETHANE WHEELS AND TIRES
AVT
AMERICAN VULKO-TREAD CORPORATION
690 Chase Ave., Elk Grove, Illinois 60007 Phone: 847-956-1300 • Fax: 847-956-1339 • 800-323-6052
Website: www.avt.us • E-mail: avtsales@avt.us
▶ Emission Analyzers Visit our website to learn more about reducing carbon monoxide (CO), saving fuel and operating equipment at peak performance.
...The Exhaust Experts Phone: 847-487-2780 • www.blankeindustries.com
42
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September 2018
▶P OWERED INDUSTRIAL TRUCKS
▶ STORAGE EQUIPMENT ▶ Carts
800 Trucks In Stock
All Makes and Models Chicago and California Stock
•
ATLAS INTERNATIONAL LIFT TRUCKS
•
•
1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web: www.atlasd2d.com
Toyota Forklifts
Over 1,000 in Stock
Wholesale Packages Available
Bell Fork Lift, Inc.
34660 Centaur, Clinton Township, MI 48315 586-415-5200 . www.bellforklift.com
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
800-939-DYNA (3962) www.dyna-rack.com
▶ TIRES / WHEELS
VULKO TREAD
THE BEST POLYURETHANE WHEELS AND TIRES
AVT
AMERICAN VULKO-TREAD CORPORATION
690 Chase Ave., Elk Grove, Illinois 60007 Phone: 847-956-1300 • Fax: 847-956-1339 • 800-323-6052
▶ RACK / SHELVING
Website: www.avt.us • E-mail: avtsales@avt.us
▶ New • • •
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
800-939-DYNA (3962) www.dyna-rack.com
Lift Up Your Business ✸Industrial Pneumatics-Radial & Cross-Ply ✸Super Elastic Resilient ✸Press-On Bands ✸Multi-Purpose Tires (MPT) 877-235-0102
www.continental-specialty-tires.us
Industrial Tire
▶ REPAIR SERVICES ▶ Motors (Electric) ...is the solution to all your Electric Lift Truck Motor needs. New • Rebuilt • Exchange • Motors • Armatures • Parts 8 Locations Coast to Coast 800-435-9346 www.warfieldelectric.com
▶ Transmissions
Reman Transmissions, Drive Units, Differentials & Torque Converters
800-447-3967 | www.charnor.com
ADVERTISE IN OUR SOURCE DIRECTORY!
NEXT AD DEADLINE:
FRI. AUGUST 31ST
▶ SAFETY PRODUCTS
CALL ALVA OR DEAN AT
877.638.6190
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September 2018
43
PROTECT YOUR FORKLIFT FLEET PACE-One G2 Top Speed Limiter
GET YOUR WHOLESALER
FASTER
PACE-One ZSC Zone Speed Control With Multiple Speed Settings
Inc. International, Publications
$10
2018 September
.com www.MHWmag Specialty ee-Owned An Employ
Magazine
Plug & Play Installation
l. Please rush! dated materia ster: This is ATTN.: Postma
que, 725 •Dubu P.O. Box
0725 IA 52004-
Access Control / Impact sensing
e Requested Change Servic
Prsrt Std e US Postag PAID Wholesaler
Dot-Lok G2 Transmission Shift Inhibitor Traction Control The Dealers’
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Porta Source For
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e Stack and Stor
Your Prod
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! ge Problems Your Stora In Solving
pricing literature and
call information,
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For additional
-rack.com www.dyna
Go to www.MHWmag.com, call 877.638.6190 or scan this code MADE IN USA
Safety Systems & Controls, Inc. 800/318-2022 www.loadingzonesafety.com
Advertiser’s Index ADVANCE METALWORKING COMPANY, INC.. . . 29
GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . . 5
NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23
ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 28
H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 29
RESONANT DEALER SERVICES . . . . . . . . . . . . . . 33
AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 13
HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 32
RHINO RUBBER, LLC. . . . . . . . . . . . . . . . . . . . . . 46
AMERICAN VULKO-TREAD CORP.. . . . . . . . . . . . 47
INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . 16
ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 23
JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 33
BEATON INDUSTRIAL. . . . . . . . . . . . . . . . . . . . . 18
KION NORTH AMERICA CORPORATION . . . . . . . . 2
CAMSO. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21
MAC RAK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 31
DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
MEIJER HANDLING SOLUTIONS, INC. . . . . . . . . . 45
DC SERVICE SYSTEMS INC. RACKMEDX. . . . . . . 25
MHCONX.COM. . . . . . . . . . . . . . . . . . . . . . . . . . 17
DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
MHEDA. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 34
ECOTEC LTD. LLC. . . . . . . . . . . . . . . . . . . . . . . . 12
MHW. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27, 44
ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . 11
MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . . 4
TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 48, 23
FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3, 33
MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 37
VESTIL MFG. CORP. . . . . . . . . . . . . . . . . . . . . . . . 7
FORKLIFTS & EQUIPMENT. . . . . . . . . . . . . . . . . . 27
NOBLELIFT INTELLIGENT EQUIPMENT CO., LTD..38
WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 20
SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 44 SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . . 9 STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 30 SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . 29 SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 38 THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 15 THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 35
MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 44
www.MHWmag.com
September 2018
Th
ew logorld’ isti s m cs os pr t in od ge uc ni ts ou s
Why drive around when you can reach across?
The World’s #1 Telescopic Forks!
Telescopic Multi-Forks KOOI-REACHFORKS can be applied to multipallet handling attachments to add reach or additional load handling ability.
Save time, improve safety and reduce operational cost Hydraulic telescopic forks can be fitted to most any type of forklift truck adding value in the form of increased versatility.
One sided loading improves safety and saves time Consult with an expert to learn more. Contact us today.
(828) 349-9619 | infousa@meijer-group.com
Best in Class
When press-on tire performance is your priority use Rhino.
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Warehouse: 234-678-7863 Toll Free: 877-744-6603 Fax: 888-480-8611
Checkout our new website at
www.rhinorubbertires.com and be sure to click on the Quick Quote button.
Rhino Rubber Warehouse • 275-299 N. Arlington St. • Akron, OH 44306
Celebrating 57 Years of Excellence!
Innovative research and quality products have made us the oldest supplier of Polyurethane industrial wheels and tires in the United States. WE’RE PROUD OF THAT! Whether your forklift is Crown, Raymond, Yale, Hyster, Toyota, or any other model, we have your wheels and tires. We also offer a complete line of wheel bearings, as well as high quality mast guide bearings. Great price, high quality, prompt service. We invite you to Join The Leader!