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Why do some Persist and some Quit? Because…
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COVER STORY 4 |
Eileen Schmidt
30 Nuts & Bolts
32 Shifting Gears
34 Industry Insight
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T he Great Battery Technology Race Lithium or Lead?
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lead acid batteries, with times for use, cool down and charging equally divided, Taylor said. “If you had three shifts in a facility, you had to have three batteries for each forklift,” he said. “From that perspective, lithium-ion has brought a whole new world to the forklift industry,” he said, noting how the technology can eliminate the need for multiple batteries to cover all shifts.
By: Eileen Schmidt Battery technology is expanding, bringing with it a wealth of new choices for consumers. Perhaps most recognized among recent changes for forklift users has been the introduction of lithium-ion batteries into the market, a technology providing a new option in an industry long dominated by lead acid. But lithium's foothold remains a small percentage of the marketplace, as experts say it is cost-prohibitive for many material handling companies and presents other challenges like how to best dispose of the batteries. How is the race between lithium and lead changing the material handling battery market? What other technologies are making an impact and what predictions do those in the industry have for how battery use will continue to develop? Material Handling Wholesaler asked some industry leaders for feedback. Lithium and Lead “The latest and greatest thing on the market is the lithium-ion addition to the field,” said Doug Taylor, a customer service representative with Shoppa's Material Handling. Championed as being maintenance-free and long lasting, the lithium-ion option has garnered plenty of interest. Taylor has seen the industry “from both sides of the fence, forklift sales side and also battery sales side” in a variety of positions throughout his career, and he sees the development of lithium-ion as similar to that of electric cars. They offer significant technological improvement and potential for advancement into the market but currently still being too costly for most consumers to make up a significant market share. Taylor stressed that lithium-ion batteries have aspects that are both advantageous and challenging. The 8-8-8 schedule has been standard practice for many 4
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A major advantage to the technology is the batteries can be plugged in and charged whenever needed. Lithium-ion batteries are quite small, so much so that most who use them require a counterweight in forklifts, as some can require as much as an 1,800pound counterweight. Lithium maintains voltage better than lead acid and the voltage is constant until it is fully used, according to Mark Jesko, senior director of sale, marketing and service of network power at GNB Industrial Power, a division of Exide Technologies. “There's less wear and tear on the truck,” he said. Bret Aker agreed. “It’s able to handle those instant energy peaks so much better,” said Aker, vice president of software solutions at Exide. The lithium-ion battery technology also significantly cuts down on maintenance costs, eliminating the risk of user error, and outlasts lead acid batteries, cutting out needs for battery storage. But when the battery life is over it can occur with little warning, according to Taylor. “I love my lithium power tools. But when it's done, it's done. The tool doesn't wind down or start to drag, it simply stops,” he said. An advantage to lead acid batteries, by comparison, is their history, Taylor said. “These batteries have been produced for 100 years, (the technology) has a long history of viability,” he said. At Exide Technologies, Aker said the company now offers both lead acid and lithium-ion. “We're kind of technology agnostic,” he said. Battery evolutions Many of the current technological developments shaping the market began about a decade ago in Europe, according to Taylor. One of the first big changes was opportunity chargers, which Taylor said allowed each battery to operate the with equivalent of another half a battery. He compared the advancements to cell phones and noting how previously the chargers were restricted to corresponding with the battery size. With the new
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Cover Story charger technology, however, it doesn't matter if the battery is 24 or 36 volts; the chargers will work. “You've got a technology advance that requires half the size of something that does the same thing,” Taylor said. “Now the trick is to make them smaller and less expensive.” Battery manufacturer EnerSys does not currently have a lithium-ion battery, according to Taylor, but does have a thin plate pure lead product like lithiumion, it does not require maintenance in the form of watering. “With thin plate pure lead, it is more like a flooded battery but it is not flooded. It has the same capacity to charge it, use it, charge it, use it,” said Taylor, who said this technology and lithium ion in many cases can eliminate the need for battery rooms. “The maintenance is down to a minimum. The technology is great, but it's expensive,” he said. Lower maintenance needs for both thin plate pure lead and lithium-ion are advantageous in warehouses, where Taylor noted managers tend to be “kind of migratory.”
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March 2019
Lead acid batteries require a certain amount of maintenance while with lithium-ion there is very little room for user error, according to Taylor. Sticker shock At Exide, the company reports widespread interest among its customers in lithium-ion batteries, and also some sticker shock. With the cost being four to five times that of lead, the product price is often out of reach for many smaller operations, Aker said. “Until lithium comes down (in price) it's still going to be a niche product,” he said. Taylor agreed. “But because the technology is new, the costs may go down later,” he said. At current price points, the number of companies that can utilize lithium-ion is still fairly low, probably around five percent, according to Taylor. “You still have a predominately flooded lead acid marketplace,” he said. In addition, the relative infancy of lithium-ion compared to lead means some risks. Taylor described how one kick off for lithium-ion batteries he attended included discussion around the phrases “rapid disassembly” and “thermal events.” While those who Material Handling Wholesaler spoke with did not know of any instances of a forklift lithium-ion battery malfunction, there have been instances in other product lines, like computers and phones. In March of last year, a woman’s noise-canceling exploded while on an airplane flight, according to the Washington Post. There have been a series of headlines involving exploding electronic cigarettes, and the Food and Drug Administration published a list of tips to help avoid explosions. While a potential lead acid battery explosion is also dangerous, “If flooded lead acid blows up, it's dangerous if someone is standing near it, the boom is loud, but will it burn the facility to the ground? No,” Taylor said. But Jesko said Exide has been selling lithium-ion globally for about five years “without any instance of any issues.” And at Hyster-Yale Group, which offers lead acid, lithium-ion, and hydrogen fuel batteries, Kevin Paramore said the company has its products extensively vetted, and run through “every engineering test possible.” “In lithium, there are lot of different
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Cover Story chemistries. Some will carry heat more so than others. Iron phosphate is one of the most stable,” said Paramore, motive power and telematics, sales and marketing manager. Disposal of lithium A lack of means for recycling lithium-ion batteries also remains an area in need of development. “When a flooded lead acid battery reaches its life expanse, that battery is completely turned into a new battery,” said Taylor, who noted that with many companies now focused on sustainability, such considerations continue to grow in importance. “Styrofoam was great until we found it in all our landfills and we're going to live with it for the next thousand years. Until they find a way to dispose of (lithium-ion), if you purchase lithium the only company that will take it back is the lithium company you bought it from,” he said. “It's something that's evolving for sure,” said Aker, of the disposal process, noting that in the motor vehicle industry Nissan is taking back lithium batteries. At Hyster-Yale, Paramore noted that manufacturers are working on the disposal issue. But he pointed out that the length of lithium battery lift is even longer than advertised, buying some time. They will run at full strength for five or six years, but there is still “plenty of life left” after that, not unlike cell phones that continue to operate after a battery's max potential has waned, Paramore said. Customization and changes Still, Aker sees the growth potential for lithium-ion. “I see lithium growing pretty fast,” he said, estimating market growth in the 10 to 20 percent range. Jesko said he sees companies like pharmaceutical, grocery and food processing businesses as being particularly interested in lithium ion. He noted that for some customers saving on space in a battery room may be a big consideration, for others perhaps not having as much maintenance. Paramore agreed. “I don't think lithium fits all customers. Neither does hydrogen fuel,” he said. “I think there's still space for lead acid in the marketplace.” Aker echoed the thinking that when it comes to batteries, the question of which product is best is often a highly specific one, and said Excide’s simulation software is helpful in making those 8
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March 2019
determinations. He noted a carpeting company in Georgia where forklifts have a particularly heavy load.“They're one of the heaviest duty users in the country. Could they use lithium as an option? Their energy use is so high it could definitely be a benefit for them,” Aker said. And there are other industry developments are also filling a niche in the market. Taylor noted some of the new battery monitoring options, which can provide assistance by noting when a lead acid battery needs to be watered or equalized. “If you think that lead acid batteries have been a hassle to run and maintain, maybe you haven't had the right tools,” he said. “Lead acid with the right data package could go a long way.” Meanwhile, the changes new options like lithiumion are bringing to the market are manifesting themselves in other ways as well. With many businesses leasing their forklifts, there is an expectation that lease timing may change as lithiumion takes on a larger foothold. Companies will likely not want to purchase batteries that far outlast the life of their truck lease, Taylor said. Already, Paramore said some of Hyster-Yale's customers are extending leases when purchasing lithium to match the lease time to the life of the battery. And Aker also noted that a Chinese manufacturer is looking to develop a full package of forklift and lithium-ion batteries that may test the standard industry business model of battery and forklift companies functioning as separate but coordinating entities. In the end, Taylor believes the most important test for lithium will be the passage of time. “The only thing that makes any sense or any impact is track record,” he said. “The technology is everevolving.” Paramore agreed. “I think we're at the beginning of this paradigm shift in the way customers power their lift trucks,” he said. “Historically they had one or two options. Now customers have more options available to them.” 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 13 years. Email editorial@mhwmag.com or visit eileenmozinskischmidt.wordpress.com to contact Eileen.
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2/4/19 1:52 PM
Aftermarket Dave Baiocchi
Service Productivity So, how’s business? At the outset of 2019 all of the available data that I could find portended some economic softening throughout this year. The MHEDA Journal issue for the first quarter even asked dealers to compare their current business climate with what was happening just prior to 2008. That could be a daunting exercise. Who wants to go back to 2008? I remember that as a painful time.
Like it or not, our business runs in cycles. Pullbacks must be anticipated. Sales success is seldom a straight line on the growth chart. Whether this economic softening actually happens remains to be seen. There are however some common-sense things that every dealer can do to prepare for this possible instability.
As disquieting as it may be to relive old wounds, I have to give MHEDA some credit. The best way to learn from our mistakes, is to have the fortitude to examine what happened, and have a solid game plan if the winds blow our ship back into turbulent waters. Strategy is best planned when you aren’t desperate for answers. John F. Kennedy famously quoted “The time to repair the roof, is when the sun is shining”!
If customers are not replacing equipment, that means that they are probably making do with what they have on the plant floor. That means that will we most likely see an upturn in service repair opportunities? Are you ready for that?
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1.) Service infrastructure
In 2007 and 2008 I remember that we had customers cancelling, and deferring PM services, only to have them call in a panic when the machine went down. Sound familiar? If I am to take a lesson from the past, I would now insure that repair parts inventory is robust, both on the shelf and in the van. We need to anticipate the needs that we know will undoubtedly come. Inventory is not the only area to be adjusted. Do you have certain “specialized” technicians that are the only ones certified to repair certain machines? What happens when they are overwhelmed with service calls on equipment that should be been replaced? It will pay great dividends to broaden the certification of your manpower BEFORE you disappoint customers. Are your vans in good condition? Do your techs have the technology they need to be efficient? I know that it sounds counter-intuitive to invest more money in manpower, training and parts inventory prior to an expected slowdown. It’s important to remember that when the equipment sales department slows down, the service department can actually grow. As long as we don’t have a fullscale economic depression going on, the machinery in your market area will still get utilized. Hours will still accumulate, and they will accumulate on equipment that is already nearing the breaking point in terms of
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Aftermarket serviceability. Add to that the fact that many of the “low profitability” PM’s may be delayed, and you can expect that more profitable breakdown repairs will take center stage. 2.) Field service dexterity In far too many dealerships, quoting common repairs just takes far too long. Most times when additional work is found on a forklift, the technician will be constrained to have to make a return trip to the customer location to complete the repair. This is caused many times by a policy that prevents the technician from “quoting prices”. Even if they could estimate a price, the absence of adequate van parts inventory would preclude a “first time fix”. With the uptick in both service repair activity, and customer urgency, we cannot afford to be burning time and fuel needlessly returning to complete repairs that could have been completed on the spot. Our road technicians must be provided with every customer service tool we can afford them. I have helped several dealers put together customized solutions that put these menu programs in place. If you don’t have a way to give your technicians a running shot at saying YES, where right now they are CONSTRAINED to say NO, let’s work on a plan to end the madness. 3.) Service productivity In addition to being “efficient” in the field, we should also be PRODUCTIVE. It still astounds me how many dealers do not track their labor productivity. To be able to make the most of a softening economy, you cannot afford to ignore the KPI’s, especially when most business systems will do the calculations for you. One big hole that I have observed in this process is using service accounting software that does not force accountability for every paid hour. Even if your system allows it, you should never allow processing of hours into payroll without having every paid hour billed out to an invoice (or at least a GL). If time has to be taken off a job for any reason, those hours should be REQUIRED to be billed to another job, or to an internal expense invoice. There are only three types of hours to be billed: retail hours, internal hours, 12
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March 2019
and expense hours. Retail hours are self-explanatory, internal hours include time logged to sales department units, demo prep, rental repairs, and full maintenance lease fleets. Expense hours is where things normally get complicated. Do we account for ALL of the expenses? The best systems actually open active jobs every month for every possible expense and non-billable time should be included. Any batting coach will tell you that “you can’t hit, what you can’t see”. This is true for expenses as well. Here are the categories that I feel are critical to track actual expenses. • Shop expense • Van expense • Fuel expense • Vacation Time • Sick Time • Training and Safety • Gratis - Goodwill • Gratis – Rework • Gratis – Quote variance • Start of day non-billable • End of day non-billable There are dozens more I could add, but you need the ones listed to account for the hours needed to calculate a true productivity report. The productivity calculation is simple. Divide the number of nonexpense paid hours, by the total number of paid hours. The productivity report helps to demonstrate one thing. How much time that COULD have been billed and wasn’t. Non-billable time Most dealers pay their technicians for a full 8 hours, even if the tech cannot bill out all of the time to customers. This happens primarily at the beginning of the day, when a technician may be delayed for one reason or another, or at the end of the day, when the tech has under an hour remaining in the workday, but cannot effectively be dispatched elsewhere. This is one of the largest leaks in service department profitability. How can we seal this leak, if we don’t have a way to
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Aftermarket identify it? If I lose an average of 20 minutes a day (per technician) to “end of day” inefficiencies, that means that I lost more than 4% of my available weekly billing by default. Being able to identify this number “by branch” and “by technician” can at least signal the number of available hours that are currently escaping under the radar. Sealing this hole is not always easy, however equipping your techs with the right inventory and the right tools to engage customers (see point 2 above), may go a long way in allowing them to fill these gaps with much needed retail billing. You may notice that the list of expense categories did NOT include cleanup time. I am a firm believer that clean up, and waste disposal are part of the job, and the customer should be billed for the time necessary to perform these tasks. Even if the actual waste disposal takes place the following day, the allotted time should be billed to the customer.
of your dealership. Building your infrastructure now, providing dexterity tools to your techs, and identifying and addressing non-billable time will go a long way to helping you to balance the inevitable downturn. Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 37 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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UNIT
YEAR MODEL
MAST
IC CUSHIONS 21106 21418 21219 20116
2012 2013 2011 2007
Cat 2C5000 Hyster S60FT Komatsu FG20ST-16 Nissan C35PL
IC BIG CUSHIONS 20938 21436 21443 21432
2012 2013 2000 2010
Cat GC40KSWB Hyster S155FT Royal T400 Yale GLC80VX
IC PNEUMATICS
21250 21487 21134 21098
2013 2010 2008 2015
Cat 2P3000 Clark C25L Hamech G32T-16 Yale GLP030VX
IC BIG PNEUMATICS 20426 21153 20841 21041
2010 2011 2011 2013
Hyster H155FT Hyster H155FT Yale GLP155VX Yale GDP190VX
VNA ARTICULATING 20650
2006 Crown 40TSTN
MISCELLANOUS
21444 21122 21392 21310 19208
2017 2010 2011 2014 2011
Baoli KBG35 Combi-Lift Genie AWP30SAC Hubtex DQ30 / PowerBoss
PNEUMATIC ELECTRICS 20319 21126 21347 21348 21127
2014 2010 2014 2014 2010
Hyster J40XN Yale ERP040VF Yale ERP040VF Yale ERP040VF Yale ERP050VL
4 WHEEL RIDER ELEC 19828 18927 20119 18961
2012 2010 2002 2009
Cat E3500 Hyster E30Z Nissan PE30Y Yale ERC030AH
HYD
NOTES
UNIT
83/188 87/189 83/188 61/80
4 Way 3 Way 3 Way 3 Way
4Way, S-S, Forks SS, FORKS S-S, LBR, Forks 42” Forks
100/209 120/244 102/112 85/173
3 Way 5 Way 4 Way 4 Way
S-S, Forks 5-Way SSFP, 72” forks 4-way
20781 20067 20755
2008 Hyster E80Z 2011 Yale ERC080HH 2012 Yale ERC080HH
3 WHEEL RIDER ELEC 19900 21058 20392 21014
2000 2011 2008 2012
Cat EP16KT Cat 2ET3500 Hyster J30ZT Yale ERP035VT
STOCKPICKERS
20766 20778 20312 20774
84/188 86/189 98/203 84/187
4 Way 4 Way 3 Way 3 Way
4Way, LPS SS, Forks, LPS S-S, Forks S-S, Forks
148/212 107/133 123/244 107/181
4 Way 4 Way 3 Way 3 Way
4Way, IV Carriage, Full Cab 4Way, 60” Forks S-S, 72” Forks TRIPLE, S-S, 48” Forks, OHG
173/303
YEAR MODEL
BIG RIDER ELEC
2006 2006 2003 2006
Hyster R30XM2 Hyster R30XMS2 Yale OS030ECN Yale OS030ECN
RIDER REACHES
Man up turret truck
90/189 108/157 /30 107/217 0/0
4 Way 4 Way
108/246 78/187 98/222 98/222 83/189
4 Way 3 Way 3 Way 3 Way 3 Way
4Way, S-S/F-P, 48” Forks S-S, Forks SSFP, forks SSFP, forks, weak battery S-S, Forks
83/189 88/198 83/187 82/126
3 Way 3 Way 3 Way 3 Way
S-S, Forks S-S, 32” Forks S-S, Forks S-S, 48” Forks
4Way, S-S/F-P, 42” Forks 350lb capacity, 30’ lift 4 Way Cab w/ heat, sideloader, 39” forks +5 Way Sweeper
21096 20907 20906 20109
2010 2014 2014 2003
Hyster N30ZDR-16.5 Jungheinrich ETR230 Mitsubishi Yale NR035AEN
WALKIE ELEC 21328 20764 18492 21029
2013 2008 2009 2011
Crown SHR5540 Hyster W40ZA Hyster W40ZC Hyster W40ZC
STANDUP COUNTERBAL. 20071 20969 21412 21290 20083
2006 2007 2002 2009 2004
Crown RC3020-30 Hyster E30HSD Mitsubishi Raymond 4100-30TT Yale ESC030AB
ELECTRIC PALLET JACK 20148 20149 20490 20423 20179
2007 2007 2013 2015 2008
Cat WP4500 Cat WP4500 Hyster W40Z Hyster W45Z-HD Raymond 102T-F45L
PARTS TRUCKS 21380 20878 20117 19239 21174
2010 2012 2012 2009 2011
Hyster S30FT Hyster E40XNS Nissan C50PL Yale GLC030VX Yale GLC030VX
MAST
HYD
NOTES
88/185 88/185 88/185
4 Way 3 Way 3 Way
4Way 3 Way S-S, LBR, 48” Forks
83/188 84/189 82/187 82/187
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15
Bottom Line Garry Bartecki
Mimic the Disruptors The Disruptors take a process or product or service and find a way to do it better. And as a result, gain market share, increase profits, reduce costs and in general grow the business. These innovators find ways to do things cheaper, faster and more convenient to process. Does any of this apply to you? It sure does. Finding ways to disrupt your own business is necessary for every business out there if you wish to stay competitive. I guess the best way to look at this is to audit your business to see if you are doing things the way you were doing them 10-15 years ago. And if the answer is “YES” you have to assume are you falling further behind the curve, and in a position where “Catching Up” is going to be both costly and time consuming. But, if you analyze your situation and find that the required changes cannot be made in a reasonable timeframe, it may be time to transition out of the business. Let’s stop and think about what I would expect to see in a “modern” dealership. • More work being performed by fewer people • Technology Spend higher than it used to be • A digitized service and parts operation • Internal operations becoming paperless • I ncreased cash flow and profits from less overall volume Go ahead and add a few yourself. Examples abound in just about every industry out there. For example: •G erman Car Manufactures taking a pass on Detroit Auto Show because “people don’t buy cars like that anymore”. • Toyota combining their lift truck operations. •R eports that auto dealers are changing the way they do business by putting more emphasis on selling used vehicles. They earn more profit compared to new sales and produce more volume 16
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from their parts and service department in the process. •A uto dealers selling new and used cars on-line. That’s how I buy my cars. •B ig Rentz renting construction equipment throughout the entire US without owning a rental fleet. On-line retailers finding ways to eliminate both inventory and delivery. Hyster-Yale disruption programs …..Fuel cells to replace batteries ……and driverless forklifts. Rental becoming the norm to obtain the utility value of material handling equipment. THERE IS NOT ONE AREA OF YOUR BUSINESS THAT CANNOT BE TRANSFORMED TO BE CHEAPER, FASTER AND MORE CONVIENIENT. NONE! Cheaper and faster kind of go hand in hand, don’t you think? And I believe a process both cheaper and faster is probably more convenient as well. A good example is internal expense report accounting. Before an expense report had to be filled out, assigning account numbers was necessary, chasing down copies of invoices to support the report a real pain in the butt. But now there are numerous apps out there to simplify this process. Get the receipt from the vendor, take out your phone and copy/send the invoice to accounting. ALL DONE! The system knows who sent it, who the vendor was, the amount and what account to charge it do. As I said ALL DONE! You can copy this transformation to every department, especially the parts and service departments. Using a proper PO system and bar coding can cut a lot of time out of the payable process. Vehicle tracking systems can speed up the service process. Using telematics can also do the same. Refurbing lift trucks is a sure way to make it cheaper for customers. And on it goes. There is one more important consideration to deal with. And that has to do with your personnel. To make these changes happen you need a team of
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17
Save Time
AND STOP DUPLICATING EFFORTS! ARE YOU SPENDING HOURS UPDATING YOUR EQUIPMENT ON MULTIPLE SITES? Use HTML Stock List Tool and embed inventory in your own website. P Mirror your listed equipment on your own homepage. P No need to manually update your homepage every time stock changes.
Bottom Line millennials to drive these changes. I have experienced this myself. You have a problem you want to address, and they find a system or app to fill your need, lay it out for you, train your other employees to use the new system or procedures and monitor the results. I am not kidding. No millennials in your store …..you may never catch up. To get started get your industry specific system provider to pay you a visit. And you Mr. CEO ask their representative this question “Tell me what parts of your system we are not using to its full extent?”. That is question #1. Question #2 is “Tell me specifically what my competitors are doing that I am not doing?” Do the same with your payroll service. You will be amazed what they have to offer these days that will reduce HR costs substantially. Now move on to your bank. They can reconcile your accounts and provide services for you company as well as employees. And suddenly you can be cheaper, faster and more convenient. Lower you overhead (which you will by following these suggestions) and you can become more competitive and thus cheaper. Max the use of your computer systems and apps (that the millennials find) and you will much faster at lower costs. Upgrade your ability to market and close deals on-line and you are now more convenient. In the end, you can have a lower top line but better margins and cash flow…..not all bad because you are not cheaper, faster and more convenient to do business with.
Learn how your dealership can list your inventory on Forklift-International
Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.
877.638.6190
Material Handling Wholesaler
305.600.3010
Forklift-International
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19
Human Element Eric Baker, Caliper Corporation
The surprising secret behind amazing hires Are you hiring top talent with the right degrees and experience, but something still seems to be missing? Imagine the capability of taking it a step further, beyond the candidate’s credentials and measuring if they’re truly capable of handling the position you are hiring for. Focusing more on the competencies of a candidate, rather than credentials, will allow you to do just that. It’s reported that 31% of organizations have yet to define the essential leadership competencies needed for leaders at all levels to achieve business goals. And of those who have defined leadership competencies, just 8% have automated competency management, according to Brandon Hall Group’s 2016 Talent Management Study. Defining Competency-Based Hiring Competency is simply the ability to do something successfully or efficiently. The term core competency was originally introduced in 1990 by the Harvard Business Review to describe the management concept of corporations possessing specialized expertise in a specific area. The concept of core competencies was quickly adopted by many corporations to communicate what they did “best” and to leverage the competitive advantages of their brands. Core competencies are grouped in two ways: 1. Skills, knowledge and technical qualifications 2. B ehavioral characteristics, personality attributes and individual aptitudes Competency-based hiring starts by identifying a full range of competencies required for success in a position and then gauging each candidate’s demonstration of those traits. A candidate’s competencies can be measured from when they respond to a job posting, to their interviewing and onboarding process, to performance reviews. Hiring Accuracy Competency-based recruiting can serve a number of purposes, allowing a company to achieve the desired performance in their hired candidates. Competencybased hiring provides a clear understanding for the recruiters as well as the candidates about the requirements of an open position. 20
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This process leads to a more standardized selection process because the same standards are used to evaluate all of the candidates applying for the same position. There are also fewer hiring mistakes with this recruitment process. It helps prevent recruiters from evaluating candidates based on characteristics that might not relate to the job itself or position they’re interviewing for. With little to no hiring errors, it improves the accuracy in assessing a candidate’s traits needed for the job. Competency-Based Interviews Competency-based interviews are more systematic, with the questions targeting more of a specific skill or competency. Candidates are also asked questions relating to their behavior in certain circumstances and asked to back up their answers with solid examples. The hiring managers dig further into the provided examples by asking for specific explanations about the candidate’s skills or behavior. For example, the interviewers might want to test how a candidate can deal with stress. First, they would ask the candidate how they generally handle stress, then ask to provide an example of a situation where they worked under pressure or stress. There are a number of different interview questions that a candidate can be asked, depending on the competency. Adaptability, compliance, communication (verbal, listening and written), conflict management, creativity and innovation, decisiveness, flexibility and independence are just a few competency topics interview questions are formed around. Example Interview Questions: •G ive us an example of when you took responsibility for delivering expected outcomes, giving credit to other teams and individuals where appropriate. •T ell us about a situation when you failed to communicate appropriately. • How do you respond to customer feedback? • What is the biggest risk that you’ve taken? How did you handle that process? • Tell us about a decision you made too quickly and got wrong. What made you take that decision?
Human Element A competency-based hiring process requires a company to invest a lot of time and effort, but the work pays off in the end because it enables the hiring decisions to be more appropriate and sophisticated. After a candidate is hired, core competencies continue to be useful in setting goals and positioning new hires for success.
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.
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21
Sales Trends Jeffrey Gitomer
Why do some Persist and some Quit? Because… Is there a best way to follow-up? No. Why do people quit too soon? Big question. Why do you quit too soon? Bigger question. Have you ever read Think and Grow Rich? Biggest question.
Here are some excerpts (and insights) on persistence quoted exactly as they were written seven decades ago, and still applicable in your sales process today.
Reason? Think and Grow Rich (written by Napoleon Hill 78 years ago) has an entire chapter on persistence that provides real insight as to the characteristics of what makes some stick at it until they win, while others stop either just after they start, or stop just before they are about to taste victory.
Like all states of mind, persistence is based upon definite causes, among them these:
Rather than be so presumptuous as to paraphrase the great Napoleon Hill, I am going to give you the EXACT words of the master (now in the public domain).
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Persistence is a state of mind; therefore, it can be cultivated.
•D efiniteness of purpose. Knowing what one wants is the first and, perhaps, the most important step toward the development of persistence. A strong motive forces one to surmount many difficulties. •D esire. It is comparatively easy to acquire and to maintain persistence in pursuing the object of intense desire. • S elf-reliance. Belief in one's ability to carry out a plan encourages one to follow the plan through with persistence. (Self-reliance can be developed through the principle described in the chapter on autosuggestion). •D efiniteness of plans. Organized plans, even though they may be weak and entirely impractical, encourage persistence. •A ccurate knowledge. Knowing that one's plans are sound, based upon experience or observation, encourages persistence; "guessing" instead of "knowing" destroys persistence. •C ooperation. Sympathy, understanding, and harmonious cooperation with others tend to develop persistence. •W ill-power. The habit of concentrating one's thoughts upon the building of plans for the attainment of a definiteness of purpose leads to persistence.
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•H abit. Persistence is the direct result of habit. The mind absorbs and becomes a part of the daily experience upon which it feeds. Fear, the worst of all enemies, can be effectively cured by forced repetition of acts of courage. Everyone who has seen active service in war knows this.
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23
Sales Trends How to Develop Persistence. There are four simple steps which lead to the habit of persistence, They call for no great amount of intelligence, no particular amount of education, and but little time or effort. The necessary steps are: 1. A definite purpose backed by burning desire for its fulfillment.
end. Reason? It's too simple and does not have an immediate "how to" answer attached to it. The secret of persistence is not an "answer," it's a "realization." And if you read the above and didn't "get it." You will get beat by someone who did.
The Napoleon Hill philosophy of persistence is strong, yet soft. The only omission from the strategy 2. A definite plan, expressed in continuous action. is that it leaves out "what" to persist with. Let me 3. A mind closed tightly against all negative and give you that answer in a word -- value. Something discouraging influences, including negative suggestions of relatives, friends and acquaintances. more than you calling to imply, "I'm calling about the money, is it ready yet? Can I come over and pick it up 4. A friendly alliance with one or more persons now?" who will encourage one to follow through with Want a few value ideas? Here are four. You may both plan and purpose. not like them. They require work. These four steps are essential for success in all walks 1. Get your prospect a sales lead or give them a of life. The entire purpose of the principles of the referral. (Think and Grow Rich) philosophy is to enable one to 2. Give your prospect an idea how to serve his take these four steps as a matter of habit. customers better. Now I will grant you that some people will have read this and spit the word "Hokey" at the
3. G ive your prospect a list of things he or she can do to improve morale, productivity, absenteeism, or profit. 4. G et your prospect some free publicity or social media exposure. Help them win. Get the idea? See the work? Make your persistence pay dividends for the customer. Now look past the work to the victory. If you can see clear to victory, then the secret of persistence is at last yours. And add to that the final wisdom of Hill: What you need to develop persistence is will-power and desire. In other words, how bad do you want it? And how far are you willing to go to get it? Unless the answer is all the way, you will not persist, you will give up. Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com. For information about training and seminars visit www.Gitomer.com or email Jeffrey at editorial@mhwmag.com.
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25
Introducing
WORLD LIFT ROUGH SMART COMPANIES CHOOSE WORLD-LIFT™ FORKLIFTS. The World-Lift™ forklift line has all the same benefits and features you would expect from a cutting-edge forklift manufacturer, but at a significantly lower price point. Equipped with an expansive array of standard features, the award-winning World-Lift™ forklift line is quickly becoming the forklift of choice for smart companies.
WORLD-LIFT 4WD ROUGH TERRAIN FORKLIFT IN 4, 6 AND 8K CAPACITY MODELS. World Forklifts West is proud to carry the brand new rough terrain forklift line from Worldwide Forklifts. The 4,000 to 8,000 lb. capacity World-lift line is designed for use in an off-road environment. With many of the same features you expect to see in a more expensive line, World-lift is an affordable alternative to meet your off-road forklift needs. Becoming a World-Lift dealer is simple and easy. If you can service them, you can sell them. World-Lift offers 48 different models in LP, Diesel and Electric forklifts.
WORLD LIFT ROUGH TERRAIN KEY BENEFITS • Switchable between 2WD and 4WD on the fly • Able to work in extreme terrains such as gravel, hard-packed sand, or grass • Large “lug” type tiers and greater ground and mast clearance for continual performance in even the most tough conditions • Affordable without compromising on quality and reliability • Meets Tier 4 emission standards utilizing Hatz turbo-charged engines • Automatic power shift transmission with separate inching and brake pedals ideal for use on ramps and inclines • Safety features like daylight strobes, back-up alarms and a variety of warning systems • Standard side shifter and third valve with hosing • EPA Compliant; CE Certified; meets or exceeds all ANSI B56.1 • REDUCED EMISSIONS
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March March 2019 2019
the all new
TERRAIN 4WD SERIES THE WFE100, 10,000LB ELECTRIC PNEUMATIC FORKLIFT WITH LITHIUM ION BATTERY Go green, without breaking the bank.
KEY BENEFITS • Zero emissions = clean & quiet • Able to run continuous shifts • Regenerating brake system for longer battery life • Bundling with charge stations available, with Level I, II or DC Fast Charge • Safety features like daylight strobes and white noise generator • EPA compliant; CE certified; meets or exceeds all ANSI B56.1 • Range of sizes with up to 25,000 lb. capacity and available with 3 or 4 wheels NO EMISSIONS: Zero emissions for safe operations inside buildings, warehouses or ships. No more fumes, soot or noise. Meets even the most stringent air quality regulations. Lithium battery forklifts not only charge faster, they store about three times as much energy as a standard lead acid battery. Advanced regenerating braking system charges the battery each time the breaks are pressed. Consistent voltage outputs, means that World™ lithium electric forklifts won’t slow down even as the battery approaches full discharge. Speaking of full discharge, lithium batteries can recharge in a few hours. Take advantage of “opportunity” charging on rest or meal breaks and shift changes. Level I, II or DC Fast Charge capabilities minimizes downtime further. All this means your forklift operators spends less time refueling or charging and more time doing work. Take back your charging station space because it won’t be needed with a Lithium battery.
West coast companies interested in becoming a World forklift dealer should contact World Forklift West at www.worldforkliftwest.com WORLDWIDE FORKLIFTS, INC. 268 SW 32 Ct. Ft. Lauderdale, FL. 33315
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29
Nuts & Bolts
Acquisitions, expansions & other business news
Clark Material Handling opens History Hall
Trelleborg acquires tire distributor in Canada
CLARK Material Handling Inc.has opened a history hall at their American Headquarters in Lexington, Kentucky. The CLARK History Hall highlights over 100 years of history of CLARK Material Handling Company and its contributions to the material handling industry. The museum features a number of significant artifacts dating back to the start of the material handling industry in 1917. A highlight of the history hall includes a replica of Eugene Clark’s office including his original, personal company corporate seal. Also, on display is a timeline of CLARK innovations and contributions to the material handing industry as a whole. www.clarkmhc.com
Trelleborg, through its Trelleborg Wheel Systems business area, has signed an agreement and finalized the acquisition of privately owned Pneus ICM Inc — a specialized industrial tire service provider and distributor in Montreal, Canada. Pneu ICM is the second largest industrial tire dealer in the Montreal area, and a main service provider for eastern Canada. With annual sales of approximately C$3.39 M (SEK 23 M), this bolt-on acquisition is part of Trelleborg’s strategy to strengthen its positions in attractive market segments. It enlarges Trelleborg’s industrial tire distribution network to a new important geographic market. www.trelleborg.com
Toyota Material Handling USA and TIEM will integrate by 2020
Combilift Combi-PPT nominated for IFOY Award 2019
Toyota Industrial Equipment Manufacturing and Toyota Material Handling USA have announced plans to integrate into a single business unit by January 2020. The new company will be called Toyota Material Handling, Inc. The announcement was made Wednesday, January 9th during a company-wide meeting in Columbus, Ind. Company officials said the business will remain in Columbus and report directly to Toyota Material Handling North America. President and CEO Jeff Rufener and Senior Vice President Tony Miller will lead Toyota Material Handling, Inc.
Combilift has been nominated as a finalist in one of the most prestigious and hotly contested international awards in the materials handling industry. The Combi-PPT powered pallet truck with 8,000kg capacity is one of three products shortlisted by the jury in the Warehouse Truck category of the IFOY Award (International Intralogistics and Forklift Truck of the Year) which honors the best products and solutions of the year. The Combi-PPT is a high-performance pedestrian operated powered pallet truck with a range of capacities up to 16,000kg, which enables the safe and secure transportation of very heavy loads without the need for a ride-on forklift. The results will be announced on April 26th in Vienna. www.combilift.com
www.toyotaforklifts.com
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Nuts & Bolts Acquisitions, expansions & other business news Seizmic and BOLD form strategic partnership for First-to-Market Inspections Seizmic, Inc., and BOLD have announced that the companies have formed a strategic partnership that will create the most comprehensive inspections services in North America. The inspections exceed the rapidly changing standards due to new safety considerations set by the RMI (Rack Manufacturers Institute); which will be adopted in the next edition of the IBC. With some standards being approved at the end of 2018, most rack manufacturers, distributors and installation companies lack the engineering and technical personnel to support new initiatives as fast as Seizmic with support from BOLD. www.boldapproved.com
Sell More with TOOLS!
MHI announces formation of new Robotics Industry Group MHI has announced the formation of The Robotics Group (TRG), the newest MHI industry group. MHI Industry Groups are membership groups around product-specific categories that share information and conduct research to stay at the forefront of their industry. Members of The Robotics Group are leading manufacturers, integrators, consultants, and component suppliers of robotic solutions designed specifically for warehousing and distribution applications. Traditionally, industrial robots in material handling applications have been limited to palletizing/ depalletizing, conveyor picking, or other highlyrepetitive tasks. Technology advancements are creating opportunities for robots and automated machinery in a wider variety of applications, including warehousing and distribution center activities. www.mhi.org
Learn how your dealership can tools sell more using
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Material Handling Wholesaler
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SEE MATERIAL HANDLING WHOLESALER AT PROMAT ON APRIL 8-11 IN CHICAGO. THE BOOTH NUMBER IS S3076.
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31
Shifting Gears
Industry personnel and organization news
TVH names Dirk von Holt as President TVH has announced that Dirk von Holt has been named its new President, effective January 1, 2019. Dirk joined the company in 2005, bringing with him a wealth of industry knowledge. As the VicePresident of Sales and Marketing Dirk was instrumental in streamlining TVH’s organizational processes and setting up a network of distribution centers in order to ensure a positive customer experience. In his new role, he will continue to provide strategic leadership and help to create a structure for TVH’s future growth and development. “Over the past 13 years, Dirk has been a valuable and trusted member of the TVH team,” said Els Thermote, Chief Executive Officer. “He is a great fit to take the lead in continuing our growth and take our company into the future. This is an exciting time for TVH. I’m excited and confident that Dirk’s experience, dedication and leadership will ensure his success in this new role.” www.tvh.com
Twinlode Automation hires new VP of Automation Twinlode Automation announced that Richard Kooistra has begun working for the company as Vice President of Automation. With almost 30 years of experience within the material handling industry, Kooistra is a strategic hire that will better position the company as it continues to provide advanced warehouse solutions to its customers globally. Kooistra’s most recent position was at Swisslog where he was in charge of both domestic and international sales, as well as managed aspects of product development and innovation. His extensive experience in the material handling industry includes managing projects that include rack, Power Store Automation, ASRS, push-back and flow-through storage systems. www.twinlodeautomation.com 32
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March 2019
Shoppa’s Intergrated Systems division grows with appointment Shoppa’s Material Handling, one of the largest Toyota forklift distributors throughout Dallas-Fort Worth, North Texas and Kansas City, Missouri, announced today the appointment of Curtis W. Parnell in the role of Director of Integrated System Solutions at Shoppa’s Material Handling and Shoppa’s Mid America. “Curtis brings a lot of material handling experience to Shoppa’s,” says Jim Shoppa, President, Shoppa’s Material Handling. “He has a proven track record in sales, design and management that will be a positive asset to Shoppa’s as we continue our growth curve.” www.shoppasmaterialhandling.com
Continental announces earth-moving product line manager Continental has appointed Reinhard Klant as the new earth-moving product line manager for commercial specialty tires (CST). Klant joined the tire maker in 1988 and has since held several positions in international marketing and sales management. In 2004 he joined the Continental commercial specialty tire unit and most recently was responsible for the Benelux markets and key account manager. Klant succeeds Christian Luther who recently took over global responsibility for the technical customer services at Continental CST. www.continental-industrial.com
Shifting Gears
Industry personnel and organization news
Battery Watering Technologies announce new regional salesman
EKKO adds to its dealer network
EKKO Material Handling Equipment is proud and Battery Watering Technologies has honored to have three announced that Jay Gardiner has reputable organizations join their dealer network joined their Western Regional sales in becoming a partner and member of their family. team. He has 18+ years’ experience EKKO Lifts will strive to ensure that every step of this servicing customers in the material journey together will always be beneficial with the handling industry and has spent the offering their quality Class 2-3 equipment. last four years selling single point • Nelson Equipment will be the exclusive dealer in watering systems. Gardiner is originally from Chicago, Louisiana IL and now lives in Phoenix, AZ with his family. • Big Joe will be the exclusive territory dealer for www.batterywatering.com Los Angeles and Inland Empire, CA • Hodge Company will be the exclusive territory AMT hires new VP of dealer for counties in Wisconsin, Illinois and Iowa
Business Development
The Association For Manufacturing Technology (AMT) has announced that Travis Egan has joined our organization as the Vice President of Business Development. His focus will be introducing our current suite of innovative offerings to AMT members and developing new products, services, and markets. Egan comes with a wealth of knowledge and experience serving companies in the manufacturing technology industry. An accomplished business development professional, he has a record of high-level performance and a well-rounded skill set. His expertise in driving growth through new business development, product development, and team management will be instrumental in boosting AMT’s engagement with the industry, in the U.S. and around the world. www.amtonline.org
FOR MORE SHIFTING GEARS ARTICLES GO TO WWW.MHWMAG.COM
www.ekkolifts.com
Sierra International Machinery announces acquisition of Wolf Pack Enterprises Sierra International Machinery announces the acquisition of Wolf Pack Enterprises, a heavy equipment service provider based in New Jersey, and the establishment of Sierra East Coast Service Center. Wolf Pack Enterprises has been the preferred contract service provider for Sierra equipment since 2012. “We are excited to expand the reach of our phenomenal service department and the support they provide, and I believe there is no better person to assist with this next step in the future of Sierra than Wayne Wolf,” said John Sacco, Sierra International Machinery President and Owner. “Wayne and his team have been a tremendous asset to Sierra over these past several years and I have the upmost confidence in their knowledge and ability to continue providing the service and support that our customers want and need.” www.sierraintl.com
www.MHWmag.com
March 2019
33
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
Top 20 Equipment Lenders
Displays the top five buyers nationwide for each of EDA’s eleven industries, based on financing activity results added by EDA last month. The results are based on distinct serial numbers of sale and
Toyota Inds Commercial Fin Inc......................................309
lease transactions for new equipment only. Regal West Corp
Fife, Wa
25
Class 4
Mitsubishi
25
Polyone Corp
Avon Lake, Oh
23
Class 1
Toyota 21
Class 3
Toyota 2
Societe Air France
New York, Ny
15
Class 5
Unicarriers
15
3Rd Coast Pkging Inc
Pearland, Tx
12
Class 4
Cat
Class 5
Cat
Kings River Packing Lp
Sanger, Ca
Class 4
Cat
34
www.MHWmag.com
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.
Wells Fargo Bank................110 Banc Of Amer Lsg & Capital.55 P N C Eqt Fin Llc............... 48
J M Eqt Co......................... 10 Cathay Bank........................ 10 Farm Credit Lsg Svc Corp..... 8 Compeer Fin......................... 5
Nissan Motor Accept Corp.. 40
Radius Bank.......................... 5
1St Fleet Corp..................... 23
U S Bank Eqt Fin.................. 5
De Lage Landen Fin Svc...... 18
Citizens Asset Fin................... 4
Wells Fargo Eqt Fin............. 17
Rockwell Fin Grp................. 4
11
Holt Of Ca.......................... 16
Pape Matl Hndlg Inc............. 4
1
T C F Eqt Fin Inc............... 15
11 March 2019
11
Bank Of The West................ 14 Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/resources/industryinsight/lift-trucks.aspx
Largest online market for used forklifts, attachments and work platforms with 83,701 offers. 5
STK# 2EQ10843 2014 Komatsu FD7010 H&K Equipment Coraopolis PA (800) 708-9765
8
STK# 2EQ11138 2009 Taylor TX4-300 H&K Equipment Coraopolis PA (800) 708-9765
1
STK# 21220 Caterpillar C5000 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891
STK# 1EQ13780 1998 Taylor THD300M H&K Equipment Coraopolis PA (800) 708-9765
1
STK# 1EQ15089 2009 Taylor T330SL RoRo H&K Equipment Coraopolis PA (800) 708-9765
STK# 21232 Toyota 7FGU35 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891
1
DEAN MILLIUS
1
STK# 21222 Toyota 7FGU30 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891
5
STK# XX0053467 2013 Hyster E40XN MH Equipment Company Des Moines IA (888) 564-2191
|
2
STK# XX0052768 2013 Hyster S100FT MH Equipment Company Des Moines IA (888) 564-2191
STK# GC50827 2011 Hyster S50FT Alta Equipment Company Livonia MI (844) 256-9684
1
ALVA COFFMAN
STK# MS30237 2002 Hyster W30XTC Alta Equipment Company Livonia MI (844) 256-9684
1
STK# 21150 Toyota 7FGU35 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891
1
1
1
STK# 21469 2012 Toyota 7FGU50 The Forklift Pro Pineville NC (877) 725-4461
5
STK# 17979 2009 Doosan BC30S-5 Ohio Lift Truck, Inc. Grand River OH (440) 354-1444
8
STK# 1EQ15089 2009 Taylor T330SL RoRo H&K Equipment Coraopolis PA (800) 708-9765
|
877.638.6190
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1
STK# 000045565 2011 Hyster S80FT MH Equipment Company Des Moines IA (888) 564-2191
sales@mhwmag.com
WWW.FORKLIFT-INTERNATIONAL.COM
www.MHWmag.com
March 2019
35
WEBINAR
The best online tools to help maximize online buying and selling of forklift trucks and accessories WEDNESDAY, MARCH 6, 2019
Join us Wednesday, March 6, 2019 for a free 1-hour Webinar that will explain the most effective Online sales channel for forklift dealers (email, SEO, platforms/marketplaces, social media i.e. LinkedIn) and their importance for lead generation. BUY AND SELL WEBSITES: our most cost effective and most productive channels when it comes to delivering leads and transactions. How to put your equipment inventory on Forklift-International.com to generate leads and sell more equipment for your dealership. FEATURE PRESENTERS This Webinar will feature Forklift Founder and CEO Hubert Muhldorfer and Forklift-International Managing Director Christoph Schmid, who will explain why email, SEO, platforms/marketplaces, and social media are important for lead generation and why buy-and-sell websites like Forklift-International.com are the most cost-effective way to deliver leads and transactions both locally and Hubert Muhldorfer Christoph Schmid internationally. They’ll walk you through the administrative side of the web site and show you how easily your forklift dealership can add inventory, generate sales quotes and reports, create flyers and stock lists, and embed your inventory into your existing web site.
Register now at www.MHWmag.com/forkliftwebinar and be sure to have key management and sales staff attend. Please note the start time in your time zone: 8 a.m. Pacific, 9 a.m. Mountain, 10 a.m. Central and 11 a.m. Eastern.
For more information, call Material Handling Wholesaler at
877-638-6190
ALVA COFFMAN
36
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|
DEAN MILLIUS
March 2019
|
877.638.6190
|
sales@mhwmag.com
|
www.mhwmag.com
We Handle It All! Setting the Standard in Material Handling Equipment
As World-Class Designers & Manufacturers of Material Handling Equipment, We Offer:
CUSTOM TRAILERS
This one-of-a-kind was just what the customer ordered!
Superior Workmanship • Customized Designs • Competitive Pricing
GENERAL PURPOSE TRAILERS Single end fifth wheel, front automotive or all wheel steering capabilities. Our equipment is of heavy duty, all welded steel construction capable of withstanding the roughest punishment.
SPECIALTY TRAILERS
TRANSPORTERS
Our heavy-duty transporters come equipped with maintenance free battery and charger, pendant control, electromechanical drive and steer with laser scan bumpers as an option. We can build to your specifications or ask about our standard models.
Some material handling jobs are so unique that only customized specialty trailers can be used efficiently. We can design and build any size or capacity from the "ground up" the exact trailer to fit your special needs.
TANK TRAILERS
Give us your specs, chances are we built a similar unit before and with minor modifications, get you what you need.
TRAIL SKIDS
Can double or even triple your forklift's capacity.Plus they are extremely maneuverable.
SCRAP BUCKETS
Our patented PHILLIPS Auto-Dump Bucket will increase efficiency and reduce the cost of handling almost any loose industrial material. Our buckets are available from 1/2 - 20 cubic yards. All operations are handled by the craneman. It cannot be dumped in mid-air or dumped accidentally.
AGV TRANSPORTERS
AGV Transporters are capable of fully automatic operation within your plant and are designed to meet your specifications. These high capacity AGV Transporters are equipped with a multitude of performance and safety features.
CHARGING ATTACHMENTS All PHILLIPS Charging Attachments have available quick disconnect hydraulic couplings bolted to the apron. Heat resistant modifications are done to any model of forklift for your safety.
PHILLIPS PRODUCTS
PHILLIPS PRODUCTS
P.O. BOX 409 IRWIN, PA 15642
T: 724-864-8900 F: 724-864-8909 Email: Dave Felt at dfelt@irwincar.com
Part of the Industrial Sales Group of Irwin Car and Equipment
www.irwincar.com
www.irwincar.com
17255 - Irwin MHW April Ad.indd 1
www.MHWmag.com
2/22/17 March 2019
37
1:50 PM
ClearCap & TuffCab! ClearCap Roof Covers!
Easy Install
Keeps Seat Dry • ClearCap Roof Covers Keeps Operator Dry • Sizes to Fit Various Trucks • Easy to Install • Reasonably Priced • Clear or Tinted • UV Polycarbonate • Domed Roof Diverts Rain • Blocks UV Rays • O.S.H.A. Compliant
TM
Clear Solutions to Common Problems TuffCab Panel Cab Enclosures
Vinyl Side Doors
Engineered to Fit Hyster, Yale, Cat, Mitsubishi, Toyota & Unicarriers • Full Enclosures or Individual Components • Affordable • Durable Steel & Safety Glass Construction • Easy Clamp-on Installation • Fast Lead Times • Windshield Includes 12v Wiper
Wy’East Products 1-888-401-5500 www.clearcap.com 38
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March 2019
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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March 2019
39
**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
2014 TOYOTA 8FGCU20
2015 TOYOTA 8FGCU32
2014 TOYOTA 8FBCU20
189” Mast, Hours: 4,000
258” Mast, Hours: 9,000
189” Mast, Hours: 8,000
5 UNITS IN STOCK
5 UNITS IN STOCK
5 UNITS IN STOCK
$
9,200
$
9,500
$
8,900
2015 TOYOTA 50-4FD120
2010 TOYOTA 7BPUE15
2014 TOYOTA 8BRU18
148”V Mast, Hours: 2,000s
240” Mast, Hours: 4,000
192” Mast, Hours: 5,000
1 UNIT IN STOCK
5 UNITS IN STOCK
8 UNITS IN STOCK
$
92,900
$
9,900
$
12,900
FORKLIFTS & NARROW AISLE EQUIPMENT
AERIAL EQUIPMENT
2007 Toyota 7BRU23, 4,500 lbs., 36V, 270” Mast, Sideshifter (4 in stock)
2006 Genie S40, 500 lbs., Diesel
2010 Toyota 8BRU23, 4,500 lbs., 36V, 270” Mast, Sideshifter (4 in stock)
2007 Genie Z45/25, 500 lbs., Diesel, 45’
2012 Toyota 8FGU15, 3,000 lbs., LP, 189” Mast, Sideshifter
ROUGH TERRAIN
1997 Toyota 6FG25, 5,000 lbs., Gas, 132” Mast
2012 JCB 940, 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 40
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March 2019
Printed in the U.S.A. ©2019 The Ousset Agency, Inc. wo#5874
Available Used Equipment – More in Stock, Call Omar For Listing
QUALITY& VALUE For Over 50 Years
Power Steering Units Cylinders Pumps Valves
New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts
15600 W LINCOLN AVE P.O. BOX 510269 NEW BERLIN WISCONSIN 53151 PH: 262-641-8000 FAX: 262-641-8010 A SUBSIDIARY OF HADER INDUSTRIES INC.
HYDRAULIC SERVICES AND MANUFACTURING www.haderind.com • e-mail: hadersales@haderind.com
www.MHWmag.com
March 2019
41
Classifieds FOR SALE
LOOKING TO BUY
Original & Aftermarket Parts for Most Equip.
FORKLIFTS & TIRES 713.460.8197 • 800.687.3884 fax: 713.460.5941 www.forkliftsandtires.com
BATTERIES WANTED
36-volt, 750 AH 48-volt, 600 AH other sizes available
Industrial Forklift Batteries and Chargers In Good Condition!!
New Single Phase Chargers
Full 2 yr. warranty
• Specialty Material Handling, Inc.
•
The
Series 1 Workhorse Single Shift rating
Experts
(10 yr. transformer coverage)
Call Us With Your Off-Lease Or Fleet Surplus Equipment.
SAVE ON QUANTITY PURCHASE!
ARCON EQUIPMENT INC.
Used 3-phase chargers also available
www.ArconEquipment.com
OHIO RACK We BUY & SELL Portable Stack Racks Flexible Packaging NEW & USED 800-344-4164 Fax 330-823-8136 Email: ohiorack@cannet.com
www.ohiorack.com
440-232-1422
ARCON EQUIPMENT INC We Accept
Bought & Sold, Rentals, New & Used Parts, Appraisals, Technical Support
(440) 232-1422
www.ArconEquipment.com
Gregg Zdan (734) 641-1800 www.useddrexels.com Associated with DREXEL Industries since 1972
•
•
THE NEXT CLASSIFIED AD DEADLINE IS
FRIDAY, MARCH 1ST CALL ALVA OR DEAN FOR RATE INFORMATION AT 877.638.6190
42
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March 2019
NEW YEAR
NEW WEBSITE
In 2019, Material Handling Wholesaler celebrates 40 years of being a TRUSTED source for Material Handling news and trends for manufacturers, dealers and distributors. Take a look at the brand new MHWmag.com and stay in touch with the industry. To advertise on MHWmag.com, or for ways to get your business in front of industry leaders, call 877.638.6190.
THE TRUSTED SOURCE
www.MHWmag.com
March 2019
43
Arcon
We Accept:
Equipment, Inc.
440-232-1422
www.ArconEquipment.com www.ArconEquipment.com Akron | Cleveland, OH 44146 www.arconequipment.com
440-232-1422
Over 35 years of satisfied customers!
We specialize inindependable reconditioned We specialize dependable reconditioned
batteries & chargers calibrated to BATTERIES AND CHARGERS factory specs by our certifi ed by technical staff. calibrated to factory specs our certified technical staff.
www.ArconEquipment.com Hobart—Enersys—Applied Energy Solutions—C&D —and more!
♦ Hobart ♦ Enersys The ARCON Difference Not just used chargers, but used ♦ Applied Energy The ARCON Difference chargers that are tested, calibrated, Solutions Not just used chargers, chargers thatinput are tested, andbut setused to match the AC voltage ♦ C&D calibrated, and set to match the ACWorking input voltage youfor specify. you specify. & ready use! ♦ and more! Working & ready for use!
GoodUsed Used Batteries WANTED Good Batteries WANTED We will buy quantities! Call us with details – We will buy quantities! Call us with details— we want your GOOD surplus stock only! we want your GOOD surplus stock only!
44
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March 2019
New Products
See more new products online at www.MHWmag.com
Crown Equipment expands IC Forklift Line for Heavy-Duty Applications
Hard-to-reach work areas are no problem for this fan
Crown Equipment Corporation, has announced an expansion of its internal combustion (IC) line of counterbalance forklifts designed for heavy-duty applications with the introduction of the Crown C-G Series and C-D Series. The company’s pneumatic tire IC forklift is now available with capacities up to 20,000 pounds.
Tight work-spaces, crowded floors and ceiling areas make it difficult to get cooling airflow to workers who need it. Bring comfort to these hard-to-reach work areas with the Big Ass Fans® Pivot 2.0. Thanks to a virtually infinite number of speeds and versatile mounting options, you’ll get precisely the air movement you want, where you want it. Pivot 2.0’s direct-drive motor means you can count on it to always operate quietly and efficiently. Pivot 2.0’s easy-to-install, durable steel cage keeps workers safe. www.bigassfans.com
www.crown.com
TVH offers battery watering and monitoring products TVH has your battery’s life in mind with the impressive selection of battery watering and monitoring products to choose from. The Stealth Watering System™ It is a float based single point watering system that fills all battery cells to the same level at the same time and takes one tenth the time of hand watering. Gun-X watering gun can be used with the Stealth Watering System™ or used to fill each individual battery cell one by one. Blinky watering monitor systems are able to notify you whether the battery water levels are okay or need filling. www.tvh.com
SUBMIT YOUR NEW PRODUCTS TO EDITORIAL@MHWMAG.COM Be sure to include in your release a Word Document and high resolution JPG's.
Air Hoists make safe and reliable lifting Wherever tough or hazardous operating conditions place excessive demands on lifting operations, Profi series air hoists from J D Neuhaus (JDN) rise to the challenge. The JDN Profi range is now deployed in applications that range from chemical (including pharmaceutical, paints and varnish), foundries, and food and beverage, to list but a few. www.jdngroup.com
Bobcat introduces new warranty on compact equipment Bobcat Company has upped their compact equipment warranty offerings. Effective January 1, select Bobcat equipment purchased after January 1st is covered by a 2-year/2,0000-hour standard warranty. The new warranty covers either two years or 2,000 hours of equipment use, whichever occurs first. Equipment covered under the new standard warranty includes all Bobcat skid-steer loaders, compact track loaders, allwheel-steer loaders and compact excavator models. Bobcat equipment purchased through Dec. 31, 2018, will be covered under the 2018 standard warranty of 12 months with unlimited hours of usage www.bobcat.com www.MHWmag.com
March 2019
45
New Products
See more new products online at www.MHWmag.com
Yale launches industry-first telemetry mobile app Yale Materials Handling Corporation launched a new mobile app for its Yale Vision telemetry solution, the first and only telemetryfocused app available from a lift truck manufacturer. The app works as a companion to the existing Yale Vision desktop portal, bringing data-driven insights and management functionality to the warehouse floor for easier, more efficient fleet management. Smart dashboards make large data sets and information more manageable via smartphones, eliminating the need to get to a laptop or work station for critical information and site analysis. www.yale.com
Autoquip Work Platform Lifts are designed to safely lift personnel, their tools, and material to the work. They provide the ideal work surface for assembly or maintenance work that needs to be done at multiple heights on one single product. Safety features such as non-skid deck and telescoping platform sections provide safer conditions for workers to move and position themselves closer to their product reducing risk and process time. Autoquip Work Platform Lifts are available with many options and features to meet your project and efficiency requirements. www.autoquip.com
www.MHWmag.com
Mezzanine Safeti-Gates, Inc., an innovator in the design and manufacturing of industrial safety gates that provide fall protection in warehouses, distribution centers and manufacturing facilities, today announced it has expanded the power operation and technology offerings that can be added to its safety gate product line. The new power technology for safety gates will be showcased at the company’s booth, S2314, at ProMat 2019 in Chicago from April 8-11, 2019. www.mezzgate.com
Autoquip Corporation Work Platform lifts to elevate personnel
46
Mezzanine Safeti-Gates expands power and technology options on industrial gates
March 2019
New Saf-T-Gard® Versa-Gard® Flex G2
and G4 Cut-Resistant Gloves made with GorillaYarn™
Saf-T-Gard expands its VersaGard® Flex line of gloves with the addition of the Saf-T-Gard® VersaGard® Flex G2 (VGF-5512) and G4 (VGF-5524) Cut Resistant Gloves Made with GorillaYarn™. These gentle giants of cut-resistant hand protection mark the debut of Saf-T-Gard GorillaYarn, a proprietary new yarn blend designed to supply continuous comfort without sacrificing cut resistance. GorillaYarn with a modern, high-performance polymer coating to produce gloves that yield the most popular ANSI cut levels on the market and are tested to the latest standards. www.saftgard.net
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
March 2019
47
▶ Pallet Truck Parts
▶ 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
SAME DAY SHIPPING
215.773.9111
▶ LIFT TABLES ▶ Manufacturer/Suppliers and Transmissions
Reman Engines, Transmissions, Drive Units, Steer Axles & Differentials
800-447-3967 | www.charnor.com ▶P ALLET JACKS ▶ Pallet Trucks
▶ Steer Axle Assembly 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
Steer Axles
800-447-3967 | www.charnor.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
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
48
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March 2019
▶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
▶ SAFETY PRODUCTS
ADVERTISE IN OUR SOURCE DIRECTORY!
NEXT AD DEADLINE:
FRIDAY,
MARCH 1ST CALL ALVA OR DEAN AT
877.638.6190
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March 2019
49
Remanufactured Transmissions, Engines, Torque Converters, Steer Axles, Overhaul Kits and Aftermarket Parts for: • Material Handling • Construction • Agricultural Equipment
Do more for your forklift fleet. • Speed Limiters
• Zone Speed Control • Shift Inhibitors
• Ignition Interlocks
• Plug & Play Installation • TEX™ Telematics with Access Control / Impact Sensing
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800-321-9983 www.joseph.com sales@joseph.com Authorized Distributor
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Authorized Distributor
(800)-318-2022 www.loadingzonesafety.com
Advertiser’s Index ADVANCE METALWORKING COMPANY, INC.. . . 24
H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 22
RESONANT DEALER SERVICES . . . . . . . . . . . . . . 10
ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 21
HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 41
SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 50
AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 19
HC FORKLIFT AMERICA CORP. . . . . . . . . . . . . . . 13
SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . 40
AMERICAN VULKO-TREAD CORP.. . . . . . . . . . . . 51 ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 44 DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28 DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . 25 JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 50 MAC RAK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . 7 MATERIAL HANDLING INDUSTRY (MHI) . . . . . . . . 9
STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 29 SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . 23 SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 28 THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 15
MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . . 2 THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 17
ECOTEC LTD. LLC. . . . . . . . . . . . . . . . . . . . . . . . . 6 MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 39
TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 5
ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . 11 NOBLELIFT INTELLIGENT EQUIPMENT CO., LTD..44 FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23, 25 FORKLIFT-INTERNATIONAL.COM. . . 18, 31, 35, 36 GRINDSTAFF ENGINES, INC.. . . . . . . . . . . . . . . . . 3
NUTTING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44 PHILLIPS MINE & MILL, INC. (IRWIN TRANSPORTATION). . . . . . . . . . . . . . . . . . . . . 37
TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14, 52 WORLDWIDE FORKLIFTS INC.. . . . . . . . . . . . 26, 27 WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 38
MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 50
www.MHWmag.com
March 2019
American Vulko-Tread Mad e i n
U. S . A.
For more than 60 years
Suffering from LWD? (Load Wheel Dysfunction) We have the cure! Contact AVT for a better, longer–lasting, more satisfying load wheel experience. Put that smile back on your operator’s face! Our polyurethane wheels and tires resist premature failure and add longevity to reduce down time. Whether you’re moving slow under a heavy load or you’re a high–speed specialist, we’ve got your wheel. Increase your productivity today! We invite you to JOIN THE LEADER!
AMERICAN VULKO-TREAD CORPORATION 690 Chase, Elk Grove, Illinois 60007
(847) 956-1300 • (800) 323-6052
Fax: (847) 956-1339 • Web site: www.avt.us avtsales@avt.us
In ONE DAY toilets are flushed 22 billion times.
In ONE DAY TVH fulfills 2,300 research request lines with greater than 99.6% accuracy. www.tvh.com