December 2018 Material Handling Wholesaler by Material Handling Wholesaler

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December 2018

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December 2018 • Vol. 39 No. 12

Dean Millius General Manager/Publisher Alva Coffman Account Executive

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Spencer Birkenholz / Eric Faramus Production Lead / Graphic Artist art@MHWmag.com Material Handling Wholesaler: (ISSN # 2155-3467) is published monthly for new and used equipment dealers, equipment manufacturers, manufacturer’s reps, parts suppliers, and service facilities serving the material handling industry. Editorial opinions expressed herein are the author’s and do not necessarily reflect the opinions of Material Handling Wholesaler. All material contained herein is protected by copyright laws and owned by Specialty Publications International Inc.

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COVER STORY 6 |

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endor Management— V embracing mutual expectations Dave Baiocchi

22 Nuts & Bolts

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On your mark..Get set..Go!

14 | Human Element Caliper Corp. Six components of Self-Management Jeffrey Gitomer

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Sales Trends

20 Industry Insight 26 Shifting Gears

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December 2018

The OEM expects the dealer to: 1.) E stablish and maintain a minimum amount of market share for the products. 2.) P urchase a sufficient amount of inventory consistent with sales goals. 3.) P rovide a B2B sales team to advertise and promote the product line. 4.) P urchase and promote the sale of genuine OEM replacement parts consistent with sales goals. 5.) P rovide technical and field service support for end users of the products.

Dave Baiocchi Let’s face it. Suppliers are a requisite part of our business. Without them, we have no product, no parts, no sales, and no profits. We are distributors, so we need something to “distribute”. If we choose to create those items ourselves, we then cease to be distributors, and become manufacturers. So, a great part of how efficiently and profitably we operate, depends in great part on how well we manage our relationships with those who supply the goods and services we need to allow us to satisfy our customers. When we hear the words “vendor management” we usually take that to mean “vendor reduction”. Although reducing vendors is not a bad thing, I think it’s more important to understand WHY we do business with the vendors we choose, and if those reasons are strategic, or simply convenient. Furthermore, I feel that it is critical that we build deeper relationships with our suppliers, where both parties are committed to a long-term relationship, governed by mutual goals and objectives. Cultivating these relationships is not as easy as it seems. The way I see it, there are two types of supplier interactions that the dealer has to manage. The first one is the OEM-dealer relationship. The second is the what I refer to as the standard supplier relationship. I want to explore both of these relationships in detail. This month we will consider how we interface with the OEM. Next month we will tackle the broader spectrum of suppliers. The OEM relationship The OEM relationship is by far the most important and financially significant relationship a dealer will have. The connection between dealers and OEM’s is symbiotic, and is affected by a series of expectations that both parties have from the outset. 4

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The dealer expects the OEM to: 1.) P rovide durable and serviceable products. 2.) P rovide technical data and training for dealer service personnel. 3.) P rovide competitive and responsible warranty coverage. 4.) P rovide reasonable manufacturing lead times. 5.) O ffer inventory flooring programs. 6.) O ffer competitive financial merchandising tools to help sell the product. 7.) A llow for a reasonable profit on both parts and equipment Both sides have much to gain if the relationship is strong. A well-managed OEM relationship results in a GROWING population of equipment in the market area, that serves both the dealer and the OEM by building a perpetual base of parts sales, and a respected product reputation. A poorly managed OEM relationship on the other hand, usually stems from a lack of commitment from either party (or both). The loss of product reputation normally begins when end users get lost in the shuffle as the dealer and OEM struggle to protect their own interests. Penalties are levied, and threats are traded. This is the beginning of the end, and the customers can sense it a mile away. So how do we “manage” this relationship for the mutual benefit of both parties? My observation over the years is that much of the OEM-dealer discord is rooted in unrealistic expectations on both sides. Look at the expectations listed above. I think we can all agree that both the dealer and the OEM assume that their expectations will be fulfilled, but we rarely quantify what that will mean. Fully understanding the

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December 2018

Cover Story needs and expectations of the other party is the key to navigating a successful relationship. We seldom do this in a tangible way. Look around our industry. With a little investigation, you will find that the strongest OEMdealer relationships exist between parties that truly understand and embrace not only the content of the other party’s expectations, but also their business philosophy, market approach and overall long-term objectives. I saw one example of this when visiting a Toyota dealer recently. While getting a tour of the facility, I noticed that the parts department inventory and shelving was noticeably clean, organized, properly faced, and rotated. When I asked how they were able to keep everything so tidy, I was told that the entire dealership embraced the 5S business practice. 5S is a clean manufacturing standard used primarily by the OEM. Here was an example of the dealer and OEM being so aligned, that they adopted these manufacturing standards into their own dealership operations. Doing so did two things. First, it signaled to the OEM that this dealer was committed not only to

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their common goals, but also to common practices. This kind of alignment moves both parties past a simple “agreement” and moves them into a true “partnership”. Secondly, the adoption of this practice IMPROVED the dealership! The practice became a touchstone for employees; and a standard that everyone understood and could support. Too many dealers don’t have this level of reciprocity with their OEM. Too many dealers feel disconnected and disenfranchised by the practices of the OEM. Just look at the “goal setting” process. How many times have I heard dealer principals complain that the OEM sets their sales and parts goals without regard to their input? Many OEM’s and dealers have to know that this process is broken. The dealer provides all of the available historical data, and sets a goal based on what he knows about his marketplace. The OEM then unilaterally CHANGES that goal to meet mandates created by corporate managers who have no connection to the dealer or the marketplace. The resulting in-fighting does nothing to strengthen the alliance.

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December 2018

Cover Story I think we can do better. At minimum, we can enact some strategy to improve the process for both parties. 1. ) T ry to hit the “reset” button by having an open discussion about the list of expectations that are salient to both of your interests. Just the act of admitting that each side has specific expectations that need to be met will go a long way to building faith in the relationship. 2.) U nderstand that GOALS are seldom achieved without TOOLS. Pair expectations with programs, campaigns, specials, and financial incentives that help the dealer embrace not only the goal, but also the process. Many dealers expect aftermarket sales to happen “all by themselves”. We can’t afford to be that passive. The OEM may show more pricing flexibility if dealers can demonstrate their plan to purposely accelerate their sales and marketing activity. 3.) D on’t ignore the elephant in the room. Many times, both sides pretend that certain inequities and obstacles don’t exist. Neither

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side addresses the problem, so that both sides can maintain the status quo. The list of items is wide and varied. A few examples: a. U nreasonable OEM parts prices b. I nsufficient warranty reimbursement allowances c. D elays in addressing technical problems d. C ertification requirements The willingness to actually address issues like this “head on” usually results in solutions that serve both parties. Embarking on this journey to strengthen our OEM relationship is complicated, especially when we have more than one OEM to satisfy. Representing multiple equipment lines within the dealership has become more prevalent in recent years. Having multiple OEM expectations to manage makes this process even more important. Every dealer should have a definable plan for each of their OEM lines. Perhaps the choices are based on price sensitivity. Perhaps certain lines are reserved primarily for specific industries or applications. Whatever the case, having a strategic battle plan for each OEM you represent is necessary if you want to properly manage expectations. Having that OEM both understand and respect your plan only helps this process succeed.

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December 2018

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Bottom Line Garry Bartecki

On your mark..Get set..Go! Another year behind us….and by all indications it should have been a profitable year, one that increased company cash flow, equity and overall third- party value. If this is true… HORRAY for you. On the other hand, if your sales have been flat the last couple of years without any significant growth in earning and cash flow, you need to conduct an internal audit to find out why. (To be discussed in a future column) Before we get started let me tell you the ESOP webinar we had was quite good (if I say so myself). I even liked it because it did not get into the weeds or try to throw a lot of numbers at the participants. Nate Perkins from CSG Partners presented some easy to read slides along with a narrative that laid out the benefits of an ESOP whether the company shareholder plans to leave, stay or something in between. Being very familiar with the process I went over the pros and cons of the deal along with a suggested process that will allow a pending candidate

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December 2018

to assure themselves that they have a tentative deal before they start spending a lot of money. Here is the link to the webinar. https://register.gotowebinar.com/ recording/4410788045880436225 If you missed and may have some interest I suggest you go to the link and give it a go. Any questions, let me know. Now back to topic for this month. I have been pushing you for months to estimate your income tax bite for 2018 using the new law. If you did that you have a rough idea of where you stand, which when compared to 2017 tax law should be a bit different. I suggested this in the first place to help you decide what steps to take when reviewing your year-end balance sheet and income statement and any potential adjustments you will make to prepare for your year- end accounting, especially if you find yourself with potential taxes you would like to deal with. Those of you who have no idea how the new tax bill will impact our checking account will just have to wing it and hope you are doing the right thing. C-corps have a pretty good idea where they stand (starting with a 21% rate) but there are many changes to deal with in terms of fixed asset additions, interest expense limitation, NOL limitations, LKE limitations and many others. Flow-through entities (S-corp, LLC, etc.) have a much more complex set of facts to deal with. Not only do you have to deal with the limitations noted in the prior paragraph but also figure out what amount of taxable income is going to show up on our 1040 after applying the NEW DEDUCTION FOR PASSTHROUGH ENTITIES. Boy, that 21% C-corp rate is going to look very attractive to our Flow-Through readers because the NEW DEDUCTION may not get you to where you want to be. But before you tell yourself to switch from a S-corp to a C-corp, get yourself a real tax pro to review the consequences of such a move because based on what I am reading the switch may not be such a good idea. I have some articles I can pass along regarding the switch if you would like to see them. So, as you prepare for the year end I suggest you decide what adjustments and write-offs have to be considered.

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December 2018

Bottom Line •A R write offs and an adjustment of the reserve account • Parts to write down or off per your internal parts policy • A used equipment valuation to use when pricing units for sale • Fleet adjustments: What to sell off by year end • A review of material repairs that could be capitalized (per your policy) • A review of tech performance for both productivity and efficiency. • A review of your interest expense to determine what interest is subject to limitation. But let us not let the tax tail wag the dog. Have your books reflect your “true” income and EBITDA numbers so that you don’t have to go back to explain why your books are not really your books. Do your homework and get the proper level of professional help to explain the C corp issue if you plan to explore that route.

One last pain in the butt to make note of. I have been getting questions about the new lease capitalization GAAP rules. These rules take effect in 2019 for public companies. So, they want to know what they have to do and what they can get away with in terms of your lease contracts. These questions will expose you to reveal your breakdown of the lease payment between equipment and maintenance. In short, they do not want to have to capitalize the leases, but with most of your long-term deals will require that they do so. And before you start thinking you will make the leases month to month …that don’t fly. Thinking of setting up a Lease Review program to help dealers provide lease info that meets GAAP to their customers for accounting purposes. Will speak to Dean about it to see if maybe we can do this through MHW. Boy, you have a lot on your plate before year end……better GO and get it done. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.

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December 2018

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December 2018

Human Element Eric Baker, Caliper Corporation

Six components of Self-Management Jobs can be aggravating. You have to deal with all kinds of personalities, some of them difficult. You see things that are broken but lack the resources or clout to fix them, and people who don’t understand your work are often the ones telling you how to do it. You just want to produce good results and get noticed (and rewarded) for your effort. In an ideal world, you are in a role that plays to your strengths and motivations and limits exposure to your weaknesses, and you are partnered with a manager who serves as your advocate. In reality, you’re likely motivated by some aspects of your job but not by others, and your manager is probably being pulled in too many directions at once to play cheerleader. The best you can do is to do your best. Truth bomb: You’ll never be good at the things you’re bad at. In other words, you can’t simply choose what motivates you at work any more than you can choose your height or your family members. You can’t make yourself be outgoing if you’re shy, for example, just as you can’t force ideas to materialize if you’re not intrinsically creative. None of us chooses external factors like economic upheaval, competitive threats, disruptive changes, and mergers and acquisitions, either, which are often the obstacles that stand between you and your career goals. You can, however, choose how you comport yourself. Organizations are always looking to identify highpotential employees. Focusing on the following six areas of self-management will not guarantee a promotion, but they could help you get noticed positively and increase your perceived value to your employer. And the higher your perceived value, the more likely they are to invest in you. Let’s get to it: 1) Staying composed under pressure – Did you know one of the top job competencies for supervisory, sales, and customer-service positions is Composure? Regardless of the power dynamic between you and your stakeholders, staying composed shows that you are in control. Staying calm earns you respect, sets the tone, and increases others’ willingness to follow your lead. It’s contagious, in a good way. 14

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December 2018

2) Showing self-awareness – Some folks have no clue how they are perceived by the people around them. They might be perfectly good at performing their work, but the rest of us only experience their loud personal phone calls that echo through the building, oblivious comments that insult other team members, and tiresome questioning of others’ statements. A self-aware person monitors reaction and considers how their words and actions affect everyone else. If you’re not sure how you are perceived, ask for honest feedback (and don’t argue with what you hear). 3) Being willing to change and adapt – Technology changes fast, as do consumer preferences and market trends. It’s inevitable that companies have to revise systems, strategies, and policies. Refusing to adapt and showing resentment toward change are sure ways to be labeled an outmoded dinosaur. Instead, ask questions, get ready to update your understanding when new information comes to light, and volunteer to be part of the solution. 4) Demonstrating professionalism – Professionalism is about maintaining integrity when executing your responsibilities, respecting people at all levels of the organization (as well as customers and vendors), and embracing the ethics and best practices of your profession. In fact, openly expressing a personal philosophy of professionalism in a job interview can make a favorable impression on a prospective employer. 5) Taking ownership of your work – No matter where you are on the organizational chart, from entry-level employee to CEO, make your tasks your own and deliver on your promises. This doesn’t mean you have to fall on a sword when other people screw up, but it does mean accepting praise and criticism alike and not passing the blame for setbacks onto others. 6) Focusing on learning – Everyone likes to be the expert and to feel confident in their skills, but if there’s a recurring theme for the 21st century business world, it’s “change.” To stay viable and valuable, it helps to keep an open

UNIT

YEAR MODEL

MAST

HYD

UNIT

NOTES

IC CUSHIONS 20870 20589 20788

2013 2011 2003

Cat 2C6000 Clark C25CL Toyota 7FGCU20

82/185 83/189 61/80

3 Way 3 Way 2 Way

S-S, Forks 3Way 2Way, Forks

100/209 84/173 84/120

3 Way 3 Way 3 Way

S-S, Forks S-S, Forks S-S, Forks

84/188 84/187 111/157

3 Way 3 Way 3 Way

S-S 3rd Valve, LBR, 60” Forks S-S, 96” Forks

Doosan G70S-5 Hyster H155FT Yale GDP300EC

114/220 107/133 144/147

4 Way 4 Way 4 Way

4Way, S-S/F-P, Forks 4Way, 60” Forks Full Cab, S-S/F-P, 48” Forks

Hyster T7Z-AC Hyster T7Z-AC Hyster T7Z-AC

0/0 0/0 0/0

1 Way 1 Way 1 Way

Tugger, Hitch Tugger, Hitch Tugger, Hitch

153/334 173/303 119/269

3 Way

S-S, 42” Forks Man up turret truck Swing, S-S, LBR, Forks

/ / /

2 Way

108/246 78/187 83/189

4 Way 3 Way 3 Way

4Way, S-S/F-P, 48” Forks S-S, Forks Full Cab, S-S, Forks

83/189 88/198 88/187

3 Way 3 Way 4 Way

S-S, Forks S-S, 32” Forks 4Way

88/185 88/185

3 Way 3 Way

3 Way S-S, LBR, 48” Forks

19900 20107 21160

IC BIG CUSHIONS 20938 19339 20246

2012 2011 2010

Cat GC40KSWB Hyster S80FT Yale GLC080VX

2010 2013 2013

20641 20768 20312

Cat 2P3500 Hyster H30FT Yale GDP100VX

2010 2011 2014

21096 20905 20112

TUGGERS 20973 20974 20976

2011 2011 2011 2013 2006 2007

AisleMaster 44SH Crown 40TSTN Drexel SLT35

4 Way

2016 2004 2014

Bobcat T750 Broderson IC-80-3G Cat D6N Dozer

2014 2010 2011

Hyster J40XN Yale ERP040VF Yale ERP050VL

4WD, 4WS, 3SP, Carry Crane Full cab, heat/ AC, 161” blade, TA-2 insp

2012 2010 2010

Cat E3500 Hyster E30Z Yale ERC060VG

2011 2012

Yale ERC080HH Yale ERC080HH

21196 20764 18492

20148 20149 20150 20476 20488 20490 20491 20496 19716 21132 20878 20415 18520 18350 21123 20117 21174 20445

BIG RIDER ELEC 20067 20755

83/188 83/190 94/216

3 Way 3 Way 3 Way

S-S, Forks S-S, LBR, Forks Forks

2006 2008 2003

Hyster R30XMS2 Hyster R30XMA2 Yale OS030ECN

95/213 105/240 95/213

1 Way 1 Way 1 Way

42” Forks, Pallet Clamp 42” Forks, Pallet Clamp 48” Forks, Pallet Clamp

2010 2013 1999

Hyster N30ZDR-16.5 Mitsubishi Yale NR035ADN

110/251 139/318 95/212

4 Way 4 Way 3 Way

Deep Reach, S-S, LBR, Forks S-S, 42” Forks 42” Forks

1984 2008 2009

Crown 30WTL-S Hyster W40ZA Hyster W40ZC

72/106 72/100 72/100

2 Way 1 Way 2 Way

Straddle, Forks 42” Forks 48” forks

2006 2007 2010

Crown RC3020-30 Hyster E30HSD Yale ESC030AC

83/190 84/189 84/130

3 Way 3 Way 4 Way

S-S, 42” Forks S-S, LBR, 48” Forks 4Way

2007 2007 2007 2007 2013 2013 2013 2011 2011 2012

Cat WP4500 Cat WP4500 Cat WP4500 Cat WR6000 Hyster W40Z Hyster W40Z Hyster W40Z Yale MPB040E Yale MPB040EN Yale MPB040EN

0/0 0/0 0/0 0/0 / / 0/0 0/0 0/0 0/0

1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way 1 Way

27” x 48” Forks, B/C Pack 27” x 48” Forks, B/C Pack 27” x 48” Forks, B/C Pack 27” x 48” Forks 27” x 48” Forks, 24V Pack 27” x 48” Forks, 24V Pack 27” x 48” Forks, 24V Pack 27” x 48” Forks, 24V Pack 27” x 48” Forks, Battery Pack 27” x 48” Forks, BC Pack

/ 131/302 / / 83/187 61/82 / 115/263

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

S-S, LBR, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks S-S, Forks

4 Way

S-S, Forks

PARTS TRUCKS

4 WHEEL RIDER ELEC 19828 18927 19105

Cat EP16KT Crown SC4540-40 Komatsu FB13M-2

ELECTRIC PALLET JACK

PNEUMATIC ELECTRICS 20319 21126 19460

2000 2011 1990

WALKIE ELEC

20071 20969 18954

MISCELLANOUS 20608 21040 21097

NOTES

STANDUP COUNTERBAL.

VNA ARTICULATING 20901 20650 20618

HYD

RIDER REACHES

IC BIG PNEUMATICS 21023 21153 21110

MAST

STOCKPICKERS

IC PNEUMATICS 20296 21228 21197

YEAR MODEL

3 WHEEL RIDER ELEC

2012 2007 2008 2007 2007 2012 2011 2001

Hyster E40XNS Hyster N45ZR Hyster E45Z Hyster E50Z Nissan Nissan C50PL Yale GLC030VX Yale NR035AE

BILL’S

Text WEB ID to 27414 Web ID: 4UY1

Web ID: 1G5G

Web ID: 4KQP

Pick of the Month

Web ID: 1FXT 21164 Yale GLP155VX 8696 hours

Web ID: 7Z9U

21110 Yale GDP300EC 13682 hours

21040 Broderson IC-80-3G 88 hours

Web ID: 4B7Z

21015 Hyster H155XL2 3633 hours

877.725.4461

Over 800 Forklifts available!

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21041 Yale GDP190VX 12799 hours

Web ID: 6MG0

20246 Yale GLC080VX 2630 hours

21194 2013 Palfinger GT55 989 hours

Bill Zemak | bill@theforkliftpro.com Edwin Mora | ed@theforkliftpro.com Jake Agnew | jake@theforkliftpro.com

Nick Sosa | nick@theforkliftpro.com Seth Caldwell | seth@theforkliftpro.com Tim Smith | tim@theforkliftpro.com

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December 2018

Human Element mind, look for cross-training opportunities, and show an eagerness to gather insight and expertise from the people around you. This goes for senior managers too. New hires just out of college or trade school have been exposed to methods and philosophies you haven’t thought of. Being open to new ideas doesn’t undercut your authority; it strengthens your authority. We’re not naïve enough to think that companies and managers don’t sometimes create their own

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obstacles to maximizing employee performance. Some managers say they want their staff members to take ownership and then they micromanage them anyway. And when companies shift gears every five minutes and senior leadership can’t make up their minds or provide clear direction, it’s hard to be “adaptable.” While we may never experience the picture-perfect work environment, all other things being equal, isn’t it better to take a self-managed approach than to let the churning tide carry you off? Be your own highpotential employee and see what happens. 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 them at 609-524-1200. Email editorial@mhwmag.com to contact Caliper.

email: aechargers@aol.com www.alltechelectronics.net 6700 Exchange Dr. | Mansfield, TX 76063

www.superioreng.com

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December 2018

STOP!

Thombert DYALON® “J” drive tires offer you the traction your reach truck or order picker needs to start and stop on a dime. Providing improved safety with the durability you need for less downtime, lower maintenance costs, and better lifetime value. Stop on a dime but save a lot more with 90 Shore A durometer DYALON® “J” drive tires.

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December 2018

Sales Trends Jeffrey Gitomer

If you would do it later—Why wouldn’t you do it now? I met a guy on the plane who was an area director for a major shoe store chain. "Suppose I went into your store and the shoe I wanted was out of stock in my size - what would happen," I queried. "Well, that shoe store has the capability of finding those shoes in our other stores -- and then asks (tells) the customer to go to the other store to pick them up." "Can't you just ship them to my home?" I wondered. "No," he said matter of factly. "We're not set up to do it that way." I turned the tables and asked the guy which he would rather have? "Delivered," he said without a second of hesitation. "I'd rather have them delivered." "What about your customer? Do you think they'd want them delivered, too?" I challenged. "Yes, I suppose they would," he said with that 'what's

this guy going to say next' look. "Who's your biggest competitor?" I asked. "WalMart," he said. "Suppose WalMart came out with a new service that would locate out of stock shoes for shoppers at other WalMart's and deliver them to the customers home the same day they were ordered - no hassle - complete return privileges at any WalMart store think you might have to offer the same thing to be competitive?" "You bet we would!" was his knee jerk reply. WAKE UP CALL! HELLO - ANYONE HOME? If you would do it after your competition does it to "meet" them, why wouldn't you do it before they do it and "beat" them? If you would do it reactively, why wouldn't you do it proactively? •W hy not beat them (your competition) to the punch? • Why not make them react to you? • Why not have them be perceived as the follower? • Why not be the leader in service?

Warm wishes for a Merry Christmas and a Happy New Year!

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December 2018

•W hy not set the standard and let others try to catch you? I'm stumped. There isn't one company or person reading this column right now that doesn't have an opportunity to out-maneuver and out-serve the competitor you hate the most - yet sit there and wait for something to happen. Wait for your arch rival to take the lead. Why? You only have an opportunity to capture leadership once - after that, you play #2 - ask Avis. They've been "trying harder" for 25 years. Enterprise Rent-A-Car is a different story. They took the bold position to deliver the rental car to the customer. Their competition HATES it (and their customers love it.) They niched the replacement car market, delivered it to the door of the customer, and are now number one in rental cars. Call Hertz and ask them who's number one.

Sales Trends Enterprise never wanted to be number two - and using a proactive approach, beat Hertz at their own game, just by delivering the car and mastering one segment of the market - and beat them so bad, that now Enterprise is entering the Airport market - and Avis is still "trying" to do it the same old way. Pity. Most of these changes (innovations) are obvious. You see something new and say to yourself, "why didn't I think of that?" Three big reasons we fail to see the obvious: 1. T oo caught up in the day-to-day "got to make more sales" trap of mediocrity. Failure to see the big picture. 2. T oo caught up on making money instead of becoming "best" at what you do. The greed factor blocking the leadership and creativity factors. 3. T oo wasteful of your personal time (news, dumb TV, ball games, bars) to focus and plan for true success. Upside-down success priorities. PROACTIVE OPPORTUNITY KNOCKS: What new service or product offering could you make that would establish you as a leader in the field? PROACTIVE CHALLENGE: What would you hate for your competition to beat you at? PROACTIVE LEADERSHIP: What new service could you offer that your competition would HATE you for? Leaders don't respond to trends - they set them. Are you in the field or do you lead the field? Your innovative proactive actions will determine your fate. And your field position. Be first. If you would do it reactively, why wouldn't you do it proactively? is a haunting question. Don't let it haunt you. 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.

www.MHWmag.com

December 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. MTD Consumer Grp Inc Valley City, Oh Class 4 Crown Class 3 Crown Class 2 Crown Class 1 Crown Class 5 Hamech 1

78 61 13 2 1

Mygrant Glass Co

Hayward, Ca

Electric Lift Trucks - No Model Raymond Class 5 Cat 1 Exide Tech Inc Class 1

Alpharetta, Ga Doosan 32

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 Commercial Fin Inc...............................314 Wells Fargo Bank................192 Wells Fargo Eqt Fin............124 Nissan Motor Accept Corp.. 80

33 32

Palmer Logistics Class 5

Houston, Tx Unicarriers

25 25

Xpress Global Sys Inc Class 5

Tunnel Hill, Ga Unicarriers

18 18

P N C Eqt Fin Llc............... 71 De Lage Landen Fin Svc...... 48 C H G Meridian Usa Corp. 17 U S Bank Eqt Fin................ 16 Banc Of Amer Lsg & Capital............................. 14

Radius Bank........................ 11 Zions Credit Corp................. 9 Indl Lsg Co........................... 8 Bank Of The West.................. 8 G F C Lsg.............................. 8 Comerica Bank..................... 6 Capital One........................... 6 Scott Fin Svc Llc................... 5 Plainscapital Bank.................. 5 Green Bank........................... 5

J M Eqt Co......................... 11 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

December 2018

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

• Improved storage utilization • Safer product handling • Increased productivity • Indoor / Outdoor Introducing the

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Featuring 360° steering and a multi-functional joystick allowing smooth seamless motion and change of direction, in addition to full control of all the hydraulic functions. This contributes to faster procedures and safety for manufacturing, distribution and logistics operations.

www.MHWmag.com

December 2018

Nuts & Bolts

Acquisitions, expansions & other business news

JLG celebrates production of 250,000th manufactured Self-propelled Boom

Time Manufacturing-Versalift acquires Aspen Aerials

JLG Industries, Inc., a global manufacturer of aerial work platforms and telehandlers, marks a milestone in North American manufacturing with the production of its 250,000th self-propelled boom lift. The model is a 660SJ and was built at the company's manufacturing facility in Shippensburg, Pennsylvania. Delivery of the commemorative lift was made to Skyworks LLC of Buffalo, New York, the same rental company who purchased the 100,000th boom lift in 2006 and the 100,000th JLG telehandler in 2015. Skyworks also took delivery of the first JLG 1850SJ, the world's largest selfpropelled lift, in 2014. www.jlg.com

Time Manufacturing/Versalift has acquired Aspen Aerials in a deal that will create significant value by expanding its set of high-quality product offerings, and at the same time, leveraging its own growing global market access. Now known as ‘Aspen Aerials, a Time Manufacturing Company,’ the Duluth, MN-based manufacturer will continue to lead the bridge inspection equipment and repair industry, in North America and beyond. Aspen Aerials has manufactured high reaching, stable, and durable specialty equipment used to inspect the safety and integrity of bridges for more than 30 years.

TVH hosts education fair for employees TVH in the Americas (TVH), hosted an education fair at its Olathe, KS headquarters for all employees interested in furthering their education. Representatives from twelve local colleges were on site to answer career and education questions, as well as provide helpful information on the different degree programs that they offer. Degree opportunities included Associates, Bachelors, Masters and Professional Certifications. In a continuing effort to empower employees to reach their full potential, TVH offers up to $3,000 in tuition assistance, per calendar year, to all full-time and parttime employees who have completed one year of service. www.tvh.com

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December 2018

www.versalift.com

Sixth Crown Equipment facility achieves Zero Landfill status Crown Equipment Corporation added another location to its growing roster of zero landfill status facilities. The company’s manufacturing facility in Troy, Ohio, earned the status as a result of employee efforts at the location. As part of Crown’s sustainability commitment, a team of employees began evaluating the facility’s operations for waste reduction opportunities in 2017. Employees identified methods for recycling or reusing waste when possible, including coolants and used oils, aerosol cans, paint waste, disposable towels, cardboard and wood pallets. Any remaining waste not reused or recycled is sent to a waste-to-energy facility. In total, Crown expects to divert more than 6,000 pounds of the facility’s waste from landfills each year. Other Crown locations to achieve this status include manufacturing facilities in Minster, New Knoxville and New Bremen, Ohio, as well as Crown Lift Trucks sales and service locations in Dayton, Ohio, and Lexington, Kentucky. www.crown.com

RackmedX™ Repairs + Protects Damaged Pallet Storage Racks

PREMIUM COMPONENTS & PROFESSIONAL SERVICE

SAVE 50% OR MORE OVER REPLACING. NO UNLOADING IN MOST CASES. 100% ALL TIME SAFETY RECORD. Every environment including cold storage. For information about RackmedX™ products and services contact us at 800-708-1249 or email: sales@rackmedx.com. Visit our website at www.rackmedx.com Rackmedx™, RackmaX™ and EconomaX™ are Trademarks or DC Service Systems, Inc

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Smart Discharger Load bank Damaged Pallet Storage Racks Battery Monitoring PREMIUM COMPONENTS PROFESSIONAL SERVICE System & (BMS)

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Sold separately For information about RackmedX™ products or build your custom package! and services contact us at 800-708-1249 or email: sales@rackmedx.com. Visit our website at www.rackmedx.com 1-800-333-1194 • xtender@fsip.biz • www.batteryrestoration.biz

Flight Systems Industrial Products

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December 2018

**FORKLIFTS WANTED** We W i l l B u y Q u a n t i t i e s ! C a l l U s W i t h D e t a i l s - We Wa n t Yo u r S u r p l u s S t o c k

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2014 TOYOTA 8FG50U

2014 TOYOTA 7FBCU15

187” Mast, Hours: 2,000

179”V Mast, Hours: 2,000

189”FSV Mast Hours: 7K Key

2 UNITS IN STOCK

4 UNITS IN STOCK

25,500

19,900

7,900

2014 TOYOTA 8FGC35U

2012 TOYOTA 8FGCU30

2013 TOYOTA 7FGU45

148” Mast, Hours: 10,000

199” Mast, Hours: 6K Key

187” Mast, Hours: 3,000

1 UNIT IN STOCK

4 UNITS IN STOCK

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10,900

29,500

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’

2012 Toyota 8FGU15, 3,000 lbs., LP, 189” Mast, Sideshifter

TELEHANDLER

1997 Toyota 6FGU5, 5,000 lbs., Gas, 189” Mast, Sideshifter

2006 Terex TH842, 8,000 lbs., Diesel Fuel

1.866.506.2200 • omsh@shoppas.com www.shoppasmaterialhandling.com

15217 Grand River Rd • Fort Worth, TX, 76155 • P: 817.359.1100 • F: 817.359.1110 24

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December 2018

Available Used Equipment – More in Stock, Call Omar For Listing

View these pieces of equipment & more on

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

93UW

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7NWD

2RRV

Web ID to 27414 STK# 21036 2011 Yale GLC030VX The Forklift Pro Pineville NC (877) 725-4461

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0RZU

STK# GC30129U 2002 TCM FCG15 Alta Equipment Company Livonia MI (844) 256-9684

0ZBP

STK# PC36208U 2006 Cushman 600410 Alta Equipment Company Livonia MI (844) 256-9684

B92G

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STK# 1EQ13878 2010 Tusk 1100PDA2-8 H&K Equipment Coraopolis PA (800) 708-9765

STK# 20922 2012 Toyota 7FBEU15 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

7NT8

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STK# 226503 2013 Hyster L02.5 MH Equipment Company Des Moines IA (888) 564-2191

A9SM

STK# 21157 2008 Yale NDR035EA The Forklift Pro Pineville NC (877) 725-4461

3EVU

STK# CES #20695 2007 Mitsubishi ESR20N Coronado Equipment Sales Colton CA (877) 830-7447

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

IE2A

STK# 1EQ12339 2004 SMV SL181200 H&K Equipment Coraopolis PA (800) 708-9765

7H3W

STK# 21166 2014 Hyster E50XN The Forklift Pro Pineville NC (877) 725-4461

LK9Z

STK# 18219 2011 Yale OSO30 Ohio Lift Truck, Inc. Grand River OH (440) 354-1444

5A39

STK# 20991 2002 Hyster H100C The Forklift Pro Pineville NC (877) 725-4461

7O5Y

STK# 75966 2005 Kalmar-AC P110CX H&K Equipment Coraopolis PA (800) 708-9765

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

The

BETTER WAY

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December 2018

Shifting Gears

Industry personnel and organization news

Steve Boecking returns to Shoppa's as Chief Operating Officer

ALL Crane Rental of Tennessee wins Governor's Safety Award

Shoppa’s Material Handling has announced that Steve Boecking is Shoppa’s new Chief Operating Officer. He brings more than 40 years of experience in the material handling industry and previously worked at Shoppa’s for seven years from 1992-1999. Steve understands the ins and outs of the industry, having started on the ground floor in the parts department, then as a forklift mechanic and from there, into sales and management. “Steve is going to be such a valuable asset to Shoppa’s and the Toyota brand,” said Jim Shoppa, president of Shoppa’s Material Handling. www.shoppasmaterialhandling.com

ALL Crane Rental of Tennessee, located in Knoxville, has been honored with the Governor’s Award of Excellence for Workplace Safety and Health. The branch has worked more than 107,000 hours without lost time or restricted duty due to workplace injury or illness. Tennessee Department of Labor and Workforce Development Commissioner Burns Phillips presented the award during the Tennessee Safety and Health Conference in Nashville in August. “ALL Crane Rental has demonstrated strong commitment to maintaining a safe and healthy workplace,” said Phillips. “The evaluation criteria for this award are challenging, and this company has worked extremely hard to meet and exceed the standards the award requires.” www.allcrane.com

Lorenz returns to Germany to work for Toyota Material Handling Europe Toyota Material Handling Europe has appointed Jan Lorenz managing director for Toyota Material Handling Deutschland. Previously, he has held senior positions for Jungheinrich in the UK as managing director and in the US market where he developed a dealer network and later was in charge of the direct sales organization. Lorenz succeeds Norman Memminger who has been appointed Senior Vice President for Toyota Material Handling Europe’s important Rental & Used business. www.toyota-forklifts.eu

www.MHWmag.com

December 2018

Wildeck announces top management changes Wildeck, Inc. just announced that Thomas Paulsen has joined the company as its new Chief Financial Officer (CFO). Paulsen will be responsible for overseeing the company’s accounting processes and providing strategic financial input to members of the senior leadership team. Wildeck also announced that Daniel Lorenz will be the new Vice President of Operations. He will be responsible for managing day-to-day operations of Wildeck’s manufacturing department as well as supporting strategic growth goals. www.wildeck.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

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Watch Our Video

SAFETY

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December 2018

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December 2018

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

Clear Solutions to Common Problems TuffCab Panel Cab Enclosures

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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

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www.MHWmag.com

December 2018

Nuts & Bolts

Acquisitions, expansions & other business news

Rental Works expands and will move headquarters

Motion Industries acquires Hydraulic Supply Company

Rental Works in Richmond, Va has purchased a 184,720 squarefoot-building and 9.43 acres of land for $2.1 million for a new headquarters. Rental Works will occupy 38,000 square feet and rent the rest of the building. The building renovations are expected to be completed by Spring of 2019. The company was founded in 1986 by co-owner Raymond Parker who purchased it from the original partners. Co-owner Billy Hidell joined the firm in 2013. They have 25 employees and will be expanding that number in the future. www.rentalworksmd.com

Motion Industries, Inc., a wholly owned subsidiary of Genuine Parts Company, announced that it has acquired Hydraulic Supply Company (HSC). Execution of the transaction was completed last month. Jim Inglis, HSC CEO, said, "I'm grateful to see our company able to continue growing as a division of Motion Industries - a great cultural fit and shared values. I'm extremely thankful for all that the Hydraulic Supply Company team members have done for me, my family and for each other over the last 71 years. I know that under Motion Industries leadership it's going to continue to be a fun and exciting future." www.motionindustries.com

NEW & USED Forklifts | Coil Tractors | Railcar Movers Yard Tractors | Container Handlers & More

To see a complete list of our inventory, visit our new online showroom at

WWW.HKEQUIPMENT.COM 800.708.9765 | 412.490.5311 30

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December 2018

Tackle your heaviest load with confidence. We’ll guarantee it.

Cushothane® XL™

40 Scientific Rd., Warren, PA 16365

1.800.289.1456 www.SuperiorTire.com

www.MHWmag.com

December 2018

Shifting Gears

Industry personnel and organization news

Mezzanine Safeti-Gates, Inc. celebrates 35 years with launch of new safety gates Mezzanine Safeti-Gates, Inc., has announced it has designed new dock safety gate models that provide fall protection for employees working on loading docks. Celebrating 35 years in business this year, Mezzanine Safeti-Gates has designed dual-gate safety systems used in thousands of manufacturing and material handling facilities throughout the world. Over the last 35 years, the company has continued to create new innovative dual-

Arcon 440-232-1422 440-232-1422

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Equipment, Inc.

www.ArconEquipment.com www.ArconEquipment.com Akron | Cleveland, OH 44146 www.arconequipment.com

gate safety gate models for industrial facilities. With the new Dock safety gates, the company continues its expansion into loading dock operations, and now offers ten standard models in addition to custom designed solutions. www.mezzgate.com

Over 35 years of satisfied customers!

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December 2018

Here’s hoping this holiday evokes fond memories of celebrations past and brings you all the joy and excitement of this magical season. Thanks for doing business with us. We look forward to seeing you often in the year to come. www.HKEQUIPMENT.com 412-490-5311

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December 2018

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December 2018

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December 2018

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December 2018

QUALITY& VALUE For Over 50 Years

Power Steering Units Cylinders Pumps Valves

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December 2018

Nuts & Bolts

Acquisitions, expansions & other business news

Caterpillar buys and restarts former Crown Casting Industries foundry

WIKA Mobile Control installs qSCALE I2 LMI on XTREME Telehandler

Caterpillar Inc. has acquired the closed Crown Casting Industries foundry in Hodges, SC, and will invest in improvements to restart the ferrous casting operation early next year. The announcement was made by the South Carolina Dept. of Commerce and indicates that Caterpillar will produce specialty castings for its engines and transmissions, supplement the production of castings produced elsewhere. The 103,000-sq.-ft building was acquired by Caterpillar for a reported $1.8 million. It committed to invest $13.5 million, according to the state agency, and its manufacturing plan would create 85 jobs at the foundry. Caterpillar will begin hiring workers for the plant immediately, the state noted. www.cat.com

Alden Equipment was awarded a government contract to deliver sixty (60) XTREME XR5919 telehandlers. Alden Equipment partnered with WIKA Mobile Control (WMC) to install a qSCALE I2 load moment indicator (LMI) on each of the telehandlers. This system provides the operator with a display of the current load and geometric information, including the actual and allowable load, boom length, boom angle, and load radius. The system components for this project include a 4.3” color graphic display, two (2) pSENS pressure transducers, a cSCALE DIO controller, and a custom LWG152 cable reel. This cable reel was modified so that it could serve two functions – one for the LMI system and the other for sending a signal to activate the forks. This solution eliminated the need for multiple cable reels. www.wika-mc.com

TVH introduces new Career Coaching program TVH in the Americas (TVH), strives to provide their employees with all the best career development opportunities available so they can further their careers in the direction they want to go. To fulfill that promise, TVH has created a Career Coaching program designed to give employees a chance to sit one-on-one with their knowledgeable Talent Development Team to help advance their careers within the company. Employees can get expert advice on how to create an eye-catching resume, outline potential career paths, tips for interviewing and even education advancement opportunities. www.tvh.com

Honeywell Partners with Fetch Robotics to deliver Autonomous Mobile Robots to distribution centers. Honeywell has announced a strategic collaboration with Fetch Robotics to provide distribution centers with autonomous mobile robots to help them more effectively fulfill growing volumes of e-commerce orders. The initiative enables Honeywell Intelligrated’s customers to increase productivity and boost labor efficiency by deploying Fetch Robotics’ autonomous mobile robotics, which operate safely alongside people to transport items through distribution centers without human guidance or fixed paths. By adding this offering to its smart robotics portfolio, Honeywell Intelligrated can provide customers with a range of flexible automation solutions that can be tailored to address current and future operational needs. www.intelligrated.com

www.MHWmag.com

December 2018

Robust and clean Continental Solid Tires Features

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New er custom r e ff o

For details on receiving 10% off your first order of up to 12 tires, send code MHWDEC18 to CST.Promotions@conti-na.com. www.continental-specialty.com

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December 2018

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!

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PUT THE MVP SPECIALIST TO WORK FOR YOU! 40

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December 2018

Wholesale Only.

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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sales@aittransmission.com

800-588-7515 www.MHWmag.com

December 2018

Shifting Gears

Industry personnel and organization news

Unicarriers concludes first-ever Forklift Industry Summit

Point of Rental software adds Myrick as Global Director of Customer Care

UniCarriers Americas Corporation (UCA) concluded its first Forklift Industry Summit last month in Miami. The invitation-only event brought together more than 375 industry leaders to learn about the latest in material handling. Component and aftermarket suppliers, dealers, media and industry experts congregated together for the first time to network and share information about the future of the forklift industry. UniCarriers Americas President James J. Radous III discussed the state of both the industry and the company and how UCA is currently investing in new resources to bring the best in forklift technology to the marketplace. Brian Markison, senior director of sales and marketing, addressed attendees on UCA's product roadmap and the company's focus on sales growth. www.unicarriersamericas.com

Kristy Myrick, the former Senior Director of Guest Assistance and Customer Care at Hilton, has joined Point of Rental Software as the company’s new Global Director of Customer Care. She will oversee in-house support teams in the U.S., U.K., and Australia. Myrick joined the Point of Rental team on Oct. 1 after nearly 24 years with Hilton, where she was responsible for all service teams supporting the Hilton Honors program. Having hit 5,000 customers before adding nearly 2,000 PartyCAD users earlier this year, Point of Rental knew it needed to scale its in-house customer support successfully. www.point-of-rental.com

Complete Forklift Repair merges with Onsite Lift LLC Complete Forklift Repair, LLC in Corinth, KY has announced that Onsite Lift, LLC will merge with Complete Forklift Repair, effective October 1st. This move will combine both companies 15-20 years’ experience and excellent reputations which brings together the staff from both companies to form a strong support team for all customers and technicians. www.completeforkliftrepair.com

www.MHWmag.com

December 2018

Joe Ruddell new Retail Sales Manager at Dawes Rigging & Crane Rental Joe Ruddell has been promoted to retail sales manager at Dawes Rigging & Crane Rental, a member of the ALL Family of Companies. Ruddell is celebrating his 20th year with Dawes, the previous 19 serving as rental sales manager for southeastern Wisconsin, where he and his staff were responsible for a nine-county area including Greater Milwaukee. In his new role, Ruddell will oversee all retail representatives throughout the Dawes organization, while continuing to work with the rental sales team in southeast Wisconsin. His duties will include helping to promote all product lines in a region that is experiencing extensive growth. www.allcrane.com

View these pieces of equipment & more on

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STK# 21192 2007 Hyster N40ZR The Forklift Pro Pineville NC (877) 725-4461

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STK# 18733 2010 Hyster S35FT Ohio Lift Truck, Inc. Grand River OH (440) 354-1444

STK# 54178 2010 Hoist P400-48 H&K Equipment Coraopolis PA (800) 708-9765

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STK# 18683 2004 CROWN SC4000 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

STK# GC50426 2009 Hyster S50FT Alta Equipment Company Livonia MI (844) 256-9684

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STK# 1EQ13818 2004 SMV SL421200G3 H&K Equipment Coraopolis PA (800) 708-9765

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STK# 1EQ14181 2011 Kalmar DCE75-6 H&K Equipment Coraopolis PA (800) 708-9765

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December 2018

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STK# SL32153 2011 Sky Jack SJIII4632 Alta Equipment Company Livonia MI (844) 256-9684

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STK# GC80684 2011 Hyster S80FTBCS Alta Equipment Company Livonia MI (844) 256-9684

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STK# GC35351 2010 Hyster S35FT Alta Equipment Company Livonia MI (844) 256-9684

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STK# 20979 2015 Sellick STM55PRK4-HM Worldwide Forklifts Inc. Fort Lauderdale FL (800) 6481891

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STK# CES #20911 2008 Raymond 740-R45TT Coronado Equipment Sales Colton CA (877) 830-7447

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STK# GP60144 2011 Yale GP060VX Alta Equipment Company Livonia MI (844) 256-9684

STK# OS30540 2001 Hyster R30XMS2 Alta Equipment Company Livonia MI (844) 256-9684

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

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STK# 21105 2013 Caterpillar C6000 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

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STK# CES #20822 2007 Toyota 7FBEU15 Coronado Equipment Sales Colton CA (877) 830-7447

STK# EC60728 2012 Yale ERC050VG Alta Equipment Company Livonia MI (844) 256-9684

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STK# 21167 2014 Hyster E50XN The Forklift Pro Pineville NC (877) 725-4461

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December 2018

STK# 17978 2009 Doosan BC30S-5 Ohio Lift Truck, Inc. Grand River OH (440) 354-1444

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

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The

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New Products

See more new products online at www.MHWmag.com

Toyota Forklifts launches all new Order Picker model line-up

Douglas Battery reintroduces Raptor Rapid High-Frequency modular chargers

Toyota Forklifts expanded its product line to help warehouse customers meet growing demands with introducing three new order pickers. The new products offer advances in efficiency technology with their optional Lift Logic Speed and Height Control System, enabling fast and easy picking. The line includes Toyota’s first model in the class to offer a 36-volt option that reaches a maximum reach height of 390 inches. All models come equipped with AC Drive and two models come standard with AC Lift. The entrylevel model is a 24-Volt that lifts up to 240 inches. The mid-level model is also a 24-volt and lifts up to 366 inches with faster lift speeds than competitive 24-Volt models. Finally, the premiumlevel model is a 36-volt and lifts up to 390 inches. www.toyotaforklift.com

Douglas Battery™, is reintroducing its Raptor™ Rapid charger, a high-frequency, high-speed fully automatic modular fast charger that can eliminate the need for battery changes. Engineered with the latest digital power control technology, Raptor™ Rapid chargers enable batteries designed for fast charging to be safely charged anytime during the shift-day. With high charge rates, most two-shift and some two- to three-shift operations can avoid changing batteries during the shift. Raptor™ Rapid chargers offer intelligent charging with high efficiency and flexibility, while packaged in one of the industry’s most compact sizes. www.douglasbattery.com

TVH introduces a new LED Beacon TVH in the Americas (TVH), just released the addition of a new LED beacon series to their already extensive product offering. The SY22059 series is a high-profile beacon available in either permanent or magnetic mount options. These beacons not only flash, but also rotate giving you the functionality of a strobe or rotator in one light! This amber LED beacon comes equipped with 36 LEDs, 24 are outward facing, 12 are upward facing, and they are rated to 100,000 hours of operation. They also have nonvolatile memory recall to the last flash pattern used of the 14 it comes with. www.tvh.com

RAVAS introduces the next generation of iForks High accuracy, next generation iForks, powered by compact Lithium ion battery packs. No cabling, installed in minutes. Standard with Bluetooth 4.0 data transfer. iForks, the hugely successful RAVAS scale forks, have moved into their next generation! With only 2.3-inch fork height and no external components on the fork shank, iForks-32 looks more and more like standard lift truck forks. The upgraded 320 driver display offers attractive new features, like standard Bluetooth connectivity. www.ravas.com

Columbus McKinnon expands portfolio of Rigging Attachments for Synthetic Slings Columbus McKinnon Corporation, has expanded its portfolio of rigging attachments for synthetic slings to include CM Quick Connect Hooks, CM Flat Eye Rigging Hooks and a more comprehensive line of CM Weblok Assemblies. CM Quick Connect Hooks are a quick and easy way to add load attachment points to any synthetic sling by eliminating the need for additional hardware or assembly tools. Designed with a large, flat bearing surface and recessed area that together prevent the sling from bunching and shifting, Quick Connect Hooks allow synthetic slings to be used safely and at full capacity. www.cmworks.com

John Deere introduces On-board Grade Indication John Deere continues to provide industry-leading job site solutions with the addition of an exclusive on-board grade indication option. Available as a factory or field kit option on the large-frame G-Series skid steers (330G and 332G) and the large-frame G-Series compact track loaders (331G and 333G), this new feature is ideal for job sites that involve leveling and slope work. The industry-exclusive integrated on-board grade indication option provides operators with an accurate readout of the cross slope and main-fall slope of the machine. The machine cross slope and main-fall slope information is displayed in real time through the machine’s main display monitor. www.johndeere.com www.MHWmag.com

December 2018

New Products

See more new products online at www.MHWmag.com

Unleash the power of computer vision and AI with ONETRACK.AI

Liftomatic new attachments can handle up to four drums at once

Onetrack.AI makes humans more efficient than robots. This computer vision platform connects the physical to the digital world. It collects and process incredibly rich visual data in real-time using zero external infrastructure. It tracks, predicts, and interprets the actions of workers to provide all stakeholders in the warehousing process with direct feedback on how to maximize safety, increase throughput, and eliminate human error. Onetrack.AI is built on proprietary, vision-based technology, it increases the operational accuracy and efficiency of any warehouse with effortless installation on any forklift in minutes. www.onetrack.ai

Liftomatic Material Handling, Inc., now offers attachments to handle up to four drums at once with two forkliftmounted attachments suited for highvolume drum handling. They do not require hydraulic or electrical connections. Both units are capable of handling 1, 2, 3 or 4 rimmed steel, poly and fiber drums with a total load capacity of 8,000 pounds. The LOM-4 units come in two configurations to handle up to 4 drums at once. The model L4F can handle 1, 2, 3 or 4 drums. The model S4F handles 4 drums at a time only, for double stacking in trucks and trailers where overall height is limited. www.liftomatic.com

Martins Industries improves workplace safety

Aker Wade eMAX HF® provides highest levels of power and efficiency

MARTINS has introduced a series of heavy-duty Tire Inflation Cages (MIC-6HD) that will virtually eliminate the possibility of injury during the tire inflation process. The new inflation cages offer several innovative safety features including six heavy-duty reinforcement bars, a pneumatic safety valve on the cage door, an air hose with lock-on chuck, and an air deflection system for maximum containment. The inflation cages ensure all compliance with local safety regulations in North America and Europe. Tire inflation workers no longer need to risk serious injury, or even death, by seating and inflating tires on the floor. www.martinsindustries.com

Aker Wade's eMAX HF® is packed with advanced high-frequency technology and is engineered to provide the highest levels of power and efficiency in an amazingly compact size. Operators simply plug in and take their scheduled break. The eMAX HF® does the rest with reading the battery’s status, including size, voltage, temperature, and state-of-charge, optimizes output profile and delivers a perfect charge. The eMAX HF® puts you in control of your fleet with the ability to program automatic equalizations and wirelessly upload charger event data. And with up to 30kW of power, the eMAX HF® eliminates the need to change batteries, even for the toughest 24/7 operations. www.akerwade.com

Dematic introduces Freezer-Rated Narrow Aisle Reach Automated Guided Vehicle

Rite-Hite direct drive fan offers silent, oil-free temperature control

Dematic announced the release of a freezer-rated narrow aisle reach AGV specifically designed to operate autonomously in chilled and freezer environments. The AGV can operate permanently in temperatures down to -10°F and intermittently as low as -20°F. With a lift height that can access five levels of racking in a typical warehouse, a 2,500-pound load capacity, and a reach mechanism to handle doubledeep racking, the AGV is well-suited for automating operations in existing freezer distribution facilities. www.dematic.com

www.MHWmag.com

December 2018

The new Direct Drive highvolume, low-speed (HVLS) fan from Rite-Hite delivers temperature-related solutions using addition by subtraction – no noise and no oil. Configured with three Propell-AirTM blades, the Direct Drive HVLS fan offers the same comfort and performance that other four-blade and twoblade Rite-Hite HVLS fans deliver. It comes standard with 24-foot diameter blades. It also comes in 20-, 16-, 12-, and 8-foot diameter. A single Direct Drive HVLS fan can circulate a large volume of air up to 85 feet from the fan’s center in all directions for optimum heating or cooling of an area encompassing up to 22,000 square feet. www.ritehite.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

December 2018

▶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

www.MHWmag.com

December 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. NOVEMBER 30TH

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December 2018

PROTECT YOUR FORKLIFT FLEET PACE-One G2 Top Speed Limiter PACE-One ZSC Zone Speed Control With Multiple Speed Settings

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Advertiser’s Index 3D STORAGE SYSTEMS LIMITED. . . . . . . . . . . . . 36

GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . 3, 18

OMAHA STEAKS. . . . . . . . . . . . . . . . . . . . . . . . . 50

ADVANCE METALWORKING COMPANY, INC.. . . 30

H&K EQUIPMENT COMPANY . . . . . . . . . . . . 30, 32

RESONANT DEALER SERVICES . . . . . . . . . . . . . . . 8

ALLTECH ELECTRONICS, INC. . . . . . . . . . . . . . . . 16

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

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 50

ALPINE POWER SYSTEMS. . . . . . . . . . . . . . . . . . 28

HESS AUCTIONEERS . . . . . . . . . . . . . . . . . . . . . . 8

SHOPPA'S MATERIAL HANDLING . . . . . . . . . . . . 24

AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 41

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

STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 11

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 32

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 10

SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 16

CAMSO. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13

MAC RAK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 27

SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 31

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . 21

MEIJER HANDLING SOLUTIONS, INC . . . . . . . . . 35

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 15

CONTINENTAL TIRE THE AMERICAS, LLC.. . . . . . 39

MHCONX.COM. . . . . . . . . . . . . . . . . . . . 25, 43, 44

THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 17

DC SERVICE SYSTEMS INC. RACKMEDX . . . . . . . 23

MICROLIFT GROUP COMPANY LTD. . . . . . . . . . . . 1

TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 5

DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . 51

TVH . . . . . . . . . . . . . . . . . . . . . . . . . 2, 19, 33, 52

ENGINE POWER SOURCE . . . . . . . . . . . . . . . . . . . 9

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 40

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

FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12, 23

NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 29

MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 50

www.MHWmag.com

December 2018

NEXT GENERATION

POLYURETHANE WHEELS

BREAK THROUGH

CHEMISTRY

LOWERS

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

MAINTENANCE COSTS

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

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

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GUARANTEED

Toll Free 800 421-1180 www.millenniumtire.com